Podcasts about okay it

Okay… It has not been the best week. But we are here to discuss our feelings! Plus a small update on Ellie's kidney, Gavin Newsom discourse, and Ellie's friend's EVIL ex who has become infamous in the city of Chicago. We love you guys and are here with you, especially those in red states.  PS: Patreon has changed their policy so that there is an additional fee if you subscribe via the App Store. If you'd like to support us/join our Patreon please do so through web browser!

Motherhood is a journey full of love, joy, and challenges. As moms, we often struggle to balance our dreams with taking care of our children.   People often think that having kids means giving up on our own goals. But is this really true? Can we balance our dreams and the needs of our kids?   In this episode, I talk about the challenges of being a mom with big dreams. I discuss the pressure from society, the sacrifices we make, and why it's important to go at your own speed.   Let's enjoy the slow and steady journey, finding happiness in both our dreams and being a mom.   "I have a problem with somebody saying that once you have kids you don't get to do anything you want and you don't get to really have your dreams." – Dana Malstaff   3 Things You'll Learn in This Episode   -Balancing Dreams and Parenthood Most people seem to think once you become a mom, you can't follow your dreams. How can we still chase them?   -Going Slow is Okay It's fine to take your time when reaching your dreams as a mom. How can we raise children mindfully and gradually accomplish our goals?   -Finding Joy in Both Roles The time we spend with our kids can be just as rewarding as chasing our dreams. How can we shift our perspective to find joy in both?  

In this episode of PivotMe, April discusses the metaphor of life as a peloton in cycling, emphasizing the importance of teamwork and perseverance. She shares insights from a mastermind teammate, highlighting that everyone has their ups and downs. April uses the peloton analogy to illustrate how leading and drafting can apply to life and business.   Key points:   1. Peloton Analogy: Life has its challenges, much like a cycling peloton, where sometimes you lead and other times you struggle at the back. 2. Strength in Numbers: Just as cyclists reduce wind resistance for each other, in life, you can rely on your team to support you during tough times. 3. Drafting is Okay: It's acceptable to slow down and take a break, but giving up is not an option. Staying in motion, even slowly, is crucial. 4. Continuous Effort: Keep moving forward, using various tools and team support to stay motivated and maintain momentum. 5. Refocus and Reenergize: With the right team, you can push ahead and overcome both external and internal challenges. Success is a team effort.   April concludes with a powerful message: keep pedaling, find your team, and remember that success is not a solo journey.   ___________ Would you like to know more about being coached by April? Are you read to take your business or life to the next level? With her extensive experience and deep understanding, April will provide invaluable insights, tailored advice, and targeted coaching to help you optimize your performance. Whether you need guidance on performance, leadership, team dynamics, sales strategies, or personal development, April will be by your side helping you to achieve extraordinary results.  Book a FREE 20 minute call with April at www.theaprilgarcia.com

SPOILER ALERT! Moving jadi salah satu drama Korea paling populer dan menang banyak penghargaan di tahun 2023. Diperankan oleh Jo In Sung, Han Hyo Joo, dan Ryu Seung Ryong, drama Korea ini menghadirkan kisah superhero dengan sisi-sisi kemanusiaan yang kental ke layar. Selain nama-nama besar di atas, Moving juga menampilkan sederet pemain muda seperti Lee Jung Ha, Go Youn Jung, dan Kim Do Hoon. Banyak wajah familier yang muncul sebagai peran pendukung dalam drama ini sebut saja Yang Dong Geun, Cha Tae Hyun, hingga Kwak Syun Young. Moving tayang di Disney+ Hotstar dan diproduksi sebanyak 20 episode. Drama Korea ini diadaptasi dari webtoon berjudul sama karangan Kang Full. Ini juga jadi penampilan perdana Jo In Sung setelah main di drama Korea It's OKay It's Love (It's Okay, That's Love) di tahun 2014. Moving dapat rating baik di berbagai situs agregator. 100% rating di Rotten Tomatoes dengan rata-rata rating 8.4/10. Moving juga menang banyak penghargaan termasuk Top Excellence Award Actor in a Miniseries untuk Ryu Seung Ryong dan Best Director untuk Park In Je di APAN STAR Awards 2023; Best Creative, Best Lead Actor (Ryu Seung Ryong), Best Newcomer Actor (Lee Jung Ha), Best Newcomer Actress (Go Youn Jung), Best Visual Effects, dan Best Writer (Kang Full) di Asia Contents Awards & Global OTT Awards 2023; Best Series dan Best Series Actress (Han Hyo Joo) di Grand Bell Awards 2023. Dengarkan ulasan drama Korea Moving selengkapnya di Podcast ngedrakor! --- Podcast ngedrakor! dipersembahkan Dalam Ruang Produksi Studios, diproduseri bersama oleh Ron & Mal. Episode baru tayang Rabu setiap minggunya. Baca berita drama Korea favoritmu di ⁠detikpop.com⁠! Follow Instagram kami di⁠ @podcastngedrakor⁠ #PodcastNgedrakor #ngedrakordidetikcom #ngedrakordispotify --- Send in a voice message: https://podcasters.spotify.com/pod/show/ngedrakor/message

Okay It's REALLY feeling like us season (word to Issa Rae) because after reaching our 100,000 download milestone, it was just announced that the podcast is a Silver Award Winner for shows within the Education category of the 2023 Signal Podcast Awards!For The Clue In Segment, Chid discusses the importance of language used to discuss the resurgence of the Israel - Palestine Conflict as well as an upcoming event for creators, talent, entrepreneurs and small businesses in the City of Toronto.It''s a Vibe Check Episode and so the Podcaster and Host of the "A Shot Of Melanin" Podcast, Michelle Dennis joins Chid to talk about the movie adaptation of The Perfect Find. From Age gaps to relationships with employees, the two are getting into it all. Enjoy listening!---Connect with the "But What Do I Know?" Podcast:Insta: @BWDIKPodcastPodcast Community: In The Know CommunityYou can watch our main segments on youtube! Subscribe and watch this episode at the "But What Do I Know Podcast Youtube Channel"Podcast Sponsor: Use the link to receive 10% of your first month with BetterHelp therapy sessions: https://betterhelp.com/BWDIK---Connect with Michelle:Insta: @ashotofmelaninPodcast: Listen On Spotify---Episode Credits:Intro/Outro Song:Remsen- BWDIK Podcast Theme SongInsta: @itsremsenTransition Songs:Take Care - Julian Avilahttp://SoundCloud.com/julian_avilaSupport this podcast at — https://redcircle.com/but-what-do-i-know/donationsAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

Welcome to the Wise Not Withered podcast! This is Season 4, Episode 4. This month's guest is Dr. Rosie Kuhn. She is the founder of The Paradigm Shifts Coaching Group, a boutique coaching company which focuses on personal and spiritual development in oneself, in relationships, and in the workplace. She is considered a preeminent thought leader in the field of transformation. She is the author of many books, including Aging Like a Guru - Who Me, and I've Arrived! Well, Sort Of… Her books can be found on Amazon. She has been training individuals to become Transformational Coaches since 2001. If you are interested in speaking to Dr. Rosie about coaching or training with her, you can email her at rosie@theparadigmshifts.com. She has a few of her own Podcasts, including Spiritual Immersion - Taking the Plunge, and Aging Like a Guru - Who Me? She can also be found on YouTube - Dr. Rosie Kuhn, and her website is theparadigmshifts.com.   All right! So let's just get right into it. So how old are you? I am 71, just turned 71 years old. Amazing, great! Yeah, how would you describe the work that you do? Well, I would start off by saying I'm a transformational coach, and then I would add that my coaching includes what I would call the transpersonal, the spiritual, the whole person. And I would include that I was a marriage and family therapist, worked in recovery for a while, so I have forty years of experience in supporting and empowering… Myself, and other people, to really get to know who they are as a whole person. Not just physical, 3-D, “this is what I'm supposed to think”, consensus view of reality-person. So that's where I would start! Yeah! And I have noticed that you mention on both of your Podcasts—or I don't know if you have more than two—the consensus reality. Can you talk a little bit more about that? So it's what we see around us, what we think is true, when we're not questioning reality in a sense. We're going, “Oh yeah, that's what I'm supposed to be doing.” “Oh that's what I should be doing.” You know… “As a female gender, here's how I'm supposed to dress. Here's I'm supposed to think. Here's how I'm supposed to be around men, or other women.” So, all of that is just automatic… It's based on the data that has been filtered to us, through us, throughout history, and then we're left with what this is. And so we're here in this reality. And then we can go, “Wait a second, this doesn't fit me. This doesn't feel right to me.” I don't know about you, but I know a lot of people, including myself, who was like “I don't belong here. I don't know why… I should try harder. I should fix myself. Something is wrong.” As opposed to going… There's what we think we should be, and do. And then there's who we are, as an essential, divine, natural expression of who we are, just as a being. And I love more and more, I see this on Netflix, I love watching Queer Eye. Jonathan Van Ness is somebody that I have learned so much, in terms of, “Who are you in there?” He is just the expression of him. He doesn't have… All the learning and growing and challenges he's been through. If you don't know, Jonathan Van Ness, he's with Queer Eye. As a non-binary person and as a spokesperson for that, it's really helped me grow my capacity to accept people for who they are. And there is no normal, basically. There's no normal. There's what we think is normal, and then there's who we are in our natural, essential expression of self. Mhm. Yeah. So what started you on that questioning path? The path of questioning the consensus reality. I feel like we each have very specific things that trigger that, like, “Oh! Wait, whoa! I've been living on autopilot and not really questioning anything.” So what was that for you? What flipped that mindset? I would say it started when I was… I'll say eleven or twelve. I was raised in Catholic Church. And I started going, “Wait a second, that doesn't fit…”  Whatever it is, a particular dogma or whatever, it was a sin… It was a sin to eat meat on Fridays. So I'm 70, I grew up in the 50's and 60's. In the 50's, it was a sin to eat meat on Fridays, okay. And then, it becomes, well, it's not a sin. It's like, wait a minute. How can something be a sin, and now it's not? Because somebody says? Or questioning heaven and hell, questioning that I have to talk to a priest about my sins? Why can't I just talk to God directly? That started me on that perspective of, wait a second, I don't understand this. And younger than that, I just had to suppress my questioning. You're not allowed to question. And I wasn't allowed to question my parents. That's part of that consensus reality. The culture I was in. There's no questioning authority. And then it was like, wait a second, I have these thinkings, I have these thoughts… And most people grow up, to whatever degree, losing the ability to know what they think, feel, need, and want. Because we're not supposed to. You know… Juliana, tell me what you want me to tell you, tell me what you want to talk about today, tell me how I'm supposed to show up… Those kinds of things. As opposed to going hey, just be you. Just be you… So that was the beginning, I would say, was that questioning of that reality. And it was very scary, because it's like, well I might go to hell! Certainly, when I came out to my parents that I was not gonna be following Catholic Church anymore, they were furious, right. They were just furious with me. When was that? How old were you? I was seventeen at that point. Okay, so it was about like five or six years of you just kinda like, “Whoa, what's going on?” Right. Just trying to fit in, trying to be a good Catholic. Trying to go well, how can I change my orientation so I fit into this picture? And the point is, it's not the Catholic Church. The point is that programming, and the patterning and the training that is so automatic. It's not like there's anything wrong. It's just programming and patterning, and part of the data. It's like our computers, all this data is coming into our system constantly. And fortunately we have some virus protectors that can take out those bugs. But in terms of our human experience… I'm gonna use the word infiltrate. That's the energy. The energy of all-ness. The energy of all-ness is the universal energy that is, which includes all the past, and all the future, and all those kinds of things. So it really is a training, in a sense, to say wait a second, I have to put a pin in this moment, and go stop. Stop! So I can be me in this moment, as opposed to be trying to be, trying to fix, trying to heal, trying to get over… All the trying. And to stop, and go wait a second, who am I? Who am I? What's really true here? And I'm grateful to be on the planet for seventy years. And it still, Juliana, I go, oh my god. I don't feel seventy on the inside. I feel like I'm thirty-nine, really. So when I say I'm seventy, people go “Oh, she's old.” But it's like, when you look at “old people”, they're not old inside. They're not old inside. It's part of another thing to get over, that training. So I hope that answers your question. That was the beginning of questioning reality, questioning everything. Mhm! Yeah, and so you do transformational coaching now. You said you were an MFT. What other careers have you held throughout your life? Well, I got my Masters in marriage and family when I was twenty-nine. I was married, had two children. And at twenty-nine, thirty, I was getting my degree. I lived in Nova Scotia, I lived in Ontario, I grew up in Michigan. Lots of stuff. Lots of adventures. I moved out to Nova Scotia, and got a job, found a job with what used to be called the Nova Scotia Commission on Drug Dependency. And so I got a job in a very small, little community in Liverpool, in Nova Scotia, being the clinical therapist, working with people who were in recovery. I was working with people who had at least gone through some detoxing and were in a process of getting their life together. They were on the path. And in that I realized that therapy does not prepare you to talk to people about their spiritual issues. It does not. In a sense, most therapeutic… Especially with MFTs, we were not under the psychology boards, so we weren't having to know and work under the DSM, which is Diagnostic Statistical Manual and mental health perspective. We saw people as people and part of the system and wholeness and, “How did you learn to be you?” But even in that, I wasn't prepared, and I don't think most psychologists are prepared to talk about we are beyond that 3D consensus reality, “Here's who you are. Here's who you're supposed to be.” And I would say generally speaking, there's a norm that most therapeutic processes are trying to get people to come into, that they could be “normal”. We want to be normal! And I would say that's true for me too. And it may not be the same but I still see that focus on trying to get people “normal”. And there isn't a normal. So that's one of the things I find wonderful about transpersonal psychology, or the transpersonal, more integrative approach of the whole person. We're looking at, “Who are you?” In fact, I don't know how old you are, Juliana, but you have this podcast called… Wisdom… Tell me what your podcast is called? It's called Wise Not Withered! Wise Not Withered! So I'm expecting to talk to somebody who's sixty years old, right! You're not sixty! So my expectation is, “You can't be doing this! You're too young!” Right. So those interpretations are inaccurate. It's inaccurate. So when we're trying to be or do, based on somebody else's perspective, that's where we start to get dis-ease. We'll call it that. Dis-ease. I got to a point where it was like wait a second. I want to grow my capacity to work with people in their spiritual issues. Because, this is the point, twelve-step programs bring in the relationship with something greater than. Higher power. Something where you can let go of your own sense of will, and let go and let God, basically. And because I wasn't trained to do that, I got it as I was working in recovery issues with people. It was like, I want more training in that. I want to know more! So lots of things… I went sailing for two years, on a ninety-three foot skinner, across the Atlantic Ocean. I have a book called The Unholy Path of a Reluctant Adventurer. I talk about all this stuff, like how did I come to make the choices I made? How did I end up here? How did I end up in California in this program? How did I end up on this island I live on? Orcas Island, in Washington. The point is that I found a school in California, which was the Institute of Transpersonal Psychology, now called Sofia University. And there I studied, and specialized in Spiritual Guidance. And this was before I knew about coaching. And Spiritual Guidance was a great opportunity to see a different perspective than therapy. And even though the school was transpersonal, and “woo-woo” from so many perspectives… Within the therapeutic dynamics, they were diagnostic, and… Basically “you're doing it wrong” or “you need help.” Yeah, very… Categories… Exactly. As opposed to spiritual guidance, which is, “Hey, you're good. You're whole.” And… What's going on for you? Where are your challenges? Where are you struggling? So that was really wonderful for me. And then I met a person, his name is Hans Phillips, and he is in Santa Cruz. And he trains people to be coaches. And his perspective and orientation was so in alignment. It just lights me up! Here, I studied as a therapist, systems family therapy. Then studied spirituality, and spiritual guidance. And then finding this vehicle—coaching as a vehicle, for supporting and empowering people to go from “Here's where I'm at, and here's where I want to go.” That's my progress. Twenty years ago, I was a coach, and with all of the practice and the training and the work that I've done… I started a training program and transformational coaching in 2001, and I still do that. But my focus is on… When I talk to people, I bring out my little magic wand. And I say to people, “Here you are now, talking to me. And I'm your fairy godmother. Imagine me as your fairy godmother.” And in this moment—people can't see us, right—you had a response as soon as I brought out my fairy godmother wand. You went “Oh!!” And you lit up, and you got very excited. It's like “Okay, my fairy godmother is here! Something great is gonna happen!” Right? (Laughs) Yeah! And you had a paradigm shift. And my company's name is The Paradigm Shifts Coaching Group. Because what's required in this work, in transformational coaching, is that people know about this other paradigm, like, “Oh goody! My wish is going to come true!” Yeah! I love that! So when I talk to people—they call me, they've been referred to me, so-and-so said you're really good, or I saw you at your website and thought I'd call—and I go “Great, what do you want?” And they go, “Well, I'd kinda like to have more money, and I'd kinda like to have a better relationship…” This “kinda like to have”, okay. And then I pull out my magic wand, and they go “oh!” And I go, “What is it you really want??” And they light up, and they say, “What I want is I want to live on a beach in Hawaii. I want to work with kids with disabilities. I want to write. I love…” They just get so animated with their own knowing. Their own knowing. This is not something I'm making up. Just like you, you did it! You lit up! That's my coaching. That's the transformation. That's where we're going. Does that make sense? Yeah, it does. That's so interesting, just that visual. When did you start using that little wand? (Laughs) A very long time ago! (Laughs) Fifteen years… Whatever. That's great. I love that so much. But you know, a lot of times, talking to people, I don't have this. This is just… You can go on Amazon and search for “magic wands” and this acrylic thing with sparkles will come up. But sometimes I'll just pull out my pen, and I go, “I've got my magic wand in my hand!” And they go, “Okay! I'm ready!” And the point of it is not that… In transformational coaching, a lot of people are calling themselves transformational coaches. And what we think that we means is, “Okay, she's gonna make my wish come true. And I'm not gonna have to work at it.” But the point of this is, when I say, “I'm your fairy godmother. And my job is to empower you to empower yourself to make your dream come true. It's not about me, it's about you.” Now we see the exuberance, we see the passion. And people go, “Yeah but that's impossible.” And it's like, “Stop! Don't go there yet! Just tell me what you want!” And this is one of the biggest challenges humans beings have, or most people. They're not allowed to know what they want. Like what I said earlier. People say, “I don't know what I want. I don't know what I need. I don't know what I think. I don't know what I feel.” So as a transformational coach, my job is to bring the space, be a presence. Bring about this space where you could go, “What is you want?” And the client says, “I saw a doll in the window fourteen years ago. I love that doll.” “Do you want that doll?” “Yeah!” “Okay, great. How do you want to get it?” We describe and explore the possibilities, versus, “No, I can't have it.” “I'm not allowed.” Or “That's really stupid because I'm 38 years old.” Or I'm 70! Whatever that is, right. “No, I can't.” But you can. You can! So that's the fun part of my job. Even though on the one hand, I call myself a fairy godmother, on the other hand, I call myself a “thinking partner”. Mhm! Yeah! I'm listening for how you think. “Yes, I really want that doll in the window.” I'm just making up things that are really absurd. People want things, and they judge it. But if we're just playing here on this phone call, and you go, “Yeah I really want that doll.” And I go, “Great!” And you go, “No…” It's like, what just happened? I'm pointing my finger. What just happened? Something just happened. You had this exuberance and excitement, and then you just deflated yourself—just like that. What happened!? So as a thinking partner, I catch those moments. I was talking to somebody the other day. And she was like, “In this moment, this is what I really want.” And I go, “Great!” And without a breath, she went to “Yes, but”. Yes, but I can't. And it's like, wow, what just happened? And I go, “What do you mean? Let's go back to, ‘Here's what I want.' And put a period at the end of that.” And it's work to get people to do that. The “yes, but” and “if only” comes so quickly. They can't even see it. And that's why having a thinking partner is so important for people. To go, “Wait, stop. You loved what you were talking about, and now you're deflated. What happened!?” Yeah. And they go, “Oh man!” And they start to see their patterns of “I can't have what I want.” Or “I'm not worthy.” Or “I'm wrong.” Or “I'm bad.” Or those kinds of patterns of dismissing, disrespecting, disregarding our own knowing. Truly. So, I'm giving you very long answers. (Laughs) (Laughs) This is great! I love this! I'm on a roll! Yeah, I love that “thinking partner”. It seems more like a guide to help people through their own limitations. That's what I'm hearing. That's right. And I wrote an article, I think if you look it up on google or something. Five Reasons I Don't Tell People What To Do. I don't tell people what to do, because 99% of the time, they don't do what I tell them to do. And so you might say, why's that? Do I have bad advice? No, people don't want to do what they're told to do. That's just a matter of fact. They go, “Please tell me!” And I tell them, or other people… But if everybody did what they were told to do, we'd have, supposedly, a very peaceful, loving, great world. But we don't. Because we have resistance. And it's really interesting and it's really important to say, “Okay, so what's the resistance?” Without judgement. We go, “Oh, I'm not doing my homework. You told me to do this and I'm not doing it. And that makes me a bad person, and I shouldn't be coaching…” And it's like, no that's not it. That's not it. It's that we have this perspective, this data. We have this consensus reality, that we started this conversation with. We have this influence that we've been swimming in, and breathing, and doing, and watching… FaceTime, Facebook, Instagram—that's all consensus view of reality. If you want to stop—I mean, I'm saying that, but you're on podcasts, and I'm on podcasts, YouTube and stuff. But I'm very clear about, hey, if you want to shift your orientation, and have a better life, if you will, or the life that you want, you gotta stop doing stuff that's part of that normal, consensus reality. Watching news, stop doing that. The things that feel negative, or the people you feel negative around. Like gosh, I just feel yucky when I'm around that person. Stop being around that person! That kind of thing. But they go, “No, that's my mother. I can't.” Or whatever stuff shows up. “That's my best friend.” Like, okay. So this point is, why I don't tell people what to do. So as a coach, I ask questions. If I do, I say, “Juliana, here's what I would do. I would go to the store and I would buy that doll. Tell me what shows up for you when I say that.” And that gives you the opportunity to express your truth. And if you go, “That's a good idea, Rosie, I think I'll do that.” I'll go, “Stop. Tell me what's going on inside of you.” Cause you might go yeah, that's a good idea, but it doesn't tell me what's going on for you. Does that make sense? Yeah. So this thinking partner thing is really important. So many coaches, we all want to be smart, we all want to be great so that you'll come back. And so many of us are like, all about the money. So I want to make sure you come back, so I keep you dependent on me. But if I say hey, this is about you. I'm in service to you. If I do my job, you'll tell other people about me. I'm not gonna worry. And my job is empower you to know the difference of who you are inside, versus what isn't, the fear-based stuff. And go, “Yeah, I want this! I love this!” So that you know that. That's my job. I want people to fire me, in a sense. I want people to outgrow me, that's the whole point. Right, yeah. And you're gonna say, “Hey, John. You gotta talk to Rosie. Cause she's great!” Not because you're dependent on me, but because you became independent. And individuated. You came to know your own truth. And you love it, and you're excited, and want to explore and experiment. And is it scary? Yes. Is it hard work? Yes. And, it's really about you, and individuating yourself. People say, I want to be sovereign. Okay, great, and be the fullest version of yourself. Yeah. I love that. Amazing. So obviously you have so much experience. How has your coaching changed over time? Since it's been so many years at this point. I… It almost brings me to tears to think about that. I had no idea that we as human beings could grow and expand ourselves to such a degree. So for me personally, that's true. I thought about this before, when I got my B.A. in Psychology, got my Masters. It's like, how much can you know? Here's the books, here's the theory. Okay great, that's the practice. Go do your math, go do your multiplication tables. And that's it. And then you go, wait a second. Now there's fractions, and now there's C minus this plus that multiplied by… But we don't even know that exists when we're doing just multiplication tables. And it's the same with becoming a therapist or coach. And it's really a matter of, what's your spectrum? What is it you're wanting? And because I continue to be curious about who is in here, inside me, I'm curious about what the fullest potential is of this being—me—then I keep growing that capacity of knowing. As I do that with myself, I have greater capacity to bring that to you, with less judgement. Less judgement of “You're doing it wrong, Juliana! You gotta do it my way!” It's like, all that stuff just goes away. Yeah, no. If you're not ready, you're not ready. And I say that a lot to people. Cause you're supposed to be “ready” and if you're not ready, I'd better help you get ready. Or I gotta do something different so you'll be ready, cause if you're not ready, then you're gonna quit and I won't get paid. That kind of thing. All that stuff… As opposed to, “Where are you?” And you go, “Hey, I'm not ready.” It's like, “Okay, great.” One of the things I talk about a lot is that we have these conflicting commitments. So you as a potential client come in and go, “Hey, I want… This.” Shiny, wonderful life. And I go, “Excellent. I'm so excited for you!” All of that. And then six weeks down the road, you're not that much closer. You go, “What's going on here??” Well, there's a dilemma, because there's part of you that—none of know how to be in our fullest potential. You don't know how to do that, I don't know how to do that. I've never been there. We don't know how to do that. People want transformation, they don't know how to be that. You take a caterpillar and plink! You make it into a butterfly. It has no idea what it's doing, right. So we have this dilemma, like “I want what I want. But I'm afraid to let go of what I know.” So every single human being—and I say this to every single person I'm coaching, and every person I'm training to be a coach. There's a conflicting commitment. I say I want this, and I'm also committed to not getting vulnerable. And so the work of a coach is to support people to be in that dilemma, and that choice point, and explore, what's that like for you? I want this so much, and yet I'm so afraid, right? Yeah. That's every human being's dilemma. That's what I'm doing with people, supporting them in being able to slowly, slowly, slowly, make incremental… This is not about leaps of faith, quantum leaps. This is about incremental shifts and changes. People go “I don't know who I am without—” I had a client the other day say “I don't know to be with the unknown.” That was her thing. This is what 90% of human beings are up to. Cause they're afraid of the unknown. I want this but I don't know how to do it. I don't know how to be me in this greatness. It's like, “Well, when you got up this morning and you looked in the mirror and you smiled, how was that?” It's like, “Oh! Yeah! I had that moment.” And it's like, “When you looked out the window, did you know what you were gonna look at?” “No.” “What was that like?” “It was good!” “Did you know which tree your dog was gonna pee on outside?” “Nope, didn't know that.” “How was that for you?” “Well, I was fine with it.” Being able to go, “Wow. Every moment is a moment that I'm in the unknown.” It's a revelation. It's a revelation! “Oh my god, I'm doing it all the time! …But—” Then we squeeze up again. We go yes, but. It's those little incremental places that a thinking partner, or a coach, a fairy godmother, whatever you want to call a person who says, “Look, you're doing it now!” Like, “Yeah but I can't do it over here.” It's like, “Okay, good to know. But you're doing it.” And you allow yourself to be available to, “Wow, I'm already doing this. If I can do this here, then I can learn to do it over there.” If I can learn to be okay with the unfolding… We have a lot of wind today, I could be all in a panic. Oh my god, 40-mile an hour wind…! It's like no, I'm okay with that. I've learned to be okay with that. We can learn to grow our capacity to be okay with the unknown anywhere and everywhere if our desire is great enough. I want it enough. I have fourteen… Fifteen or sixteen books, somewhere in that vicinity, what I've written. First book was Self-Empowerment 101. And I talk about that commitment, or being committed enough. Just enough, so that you can consider the possibility of, IT. As opposed to the resistance, the “yes but” that comes in so quickly. But if we want something enough, then we're willing to allow one incremental step closer… And a good example of this is, one of the most important practices for change, for transformation, is noticing. So this client is, I want her to become aware of her judgements, righteousness. I go, “Okay, I want you to notice every time you're judgmental about something.” And it took her six days. So the sixth day, the day before our session, boom! She started seeing her judgements. So there was something she wanted enough, that all of a sudden, it allowed her to notice. And then she'd notice something else. And then she'd notice something else. And she was like, “Wow, it's all over the place!” We can't change what we don't notice. We can't change what we can't see. And so a lot of effective coaching is getting you to see. Not just, “Do you see it, Juliana?” You go, “Yeah, yeah, yeah, I see it.” It's not that. It's like, “Oh my gosh, I can't believe how prevalent this is, and how it's making me exhausted. I don't want to be exhausted anymore, judging and being righteous, telling other people how they should be better. I'm tired of it.” “Okay, great. What can you practice?” “I could practice saying ‘stop' to that. I have to notice it first. If I don't notice it, I can't change it. So I gotta notice it. And then make choices based on that.” So that's based on that conflicting commitment, that I want what I want, but I don't want to lose my security and safety. I don't want it to be hard. I don't want it to hurt. I don't want to be sad. I don't want to feel my feelings. Like okay, great. Okay. Great! (Laughs) Juliana, what's showing up for you as you're listening to me? I love the look on your face. (Laughs) I'm just taking it all in. I feel like I've heard a lot of these concepts over the years… I started my own, I guess spiritual path, about five or six years ago. And yeah, it really is noticing that is the starting point. Noticing the patterns, and all the resistance that shows up, too. It's all resonating a lot with me. I love all of the things you're saying! (Laughs) Sounds great. I'm curious for you, did you or do you still, receive coaching yourself? Yep! So if you're willing to share, what are some of your own limitations that you have confronted and changed over time? It's an ongoing… There's a book that I love, and I've been using as one of my bibles, it's called Oneness. A person named Rasha transcribed… She downloaded this book, so it's a channeled text… And… So I read that all the time. And why am I telling you this? (Laughs) I was curious about your own limitations that you've confronted. Right. So the reason I mention this book is because one of the things it says, among many thousands of things that just keep reiterating, is that this is a life. This is a process of life-themed resolution. So our time on Earth… So our time on Earth. It's like going to college. Here's the curriculum I'm taking. I'm taking bio-chemical engineering. That's a very specific path. Now, if you're taking an art class, that's not in the same genre as a bio-medical engineer. So we're here to have a very specific life theme resolution process, that we're here to grow ourselves through. So we cycle back over and over and over again to these themes, that people go, “Oh, I've already done that. I've already dealt with that. I've done that work with a therapist over here. I don't need to do that now.” Right. But it's showing up. So I say that because what shows up for me continually is… And you've heard this a thousand times, I'm holding my face like oh my god, we're so tired of this conversation. But this place of self-acknowledgement, self-appreciation, self-trust, self-safety—that I'm safe with myself. And then that comes into a place of self-reverence, and inevitably self-love. And I think that's true for me, and I really see that most of what I'm going through is universal. This is what shows up for everyone. What's the degree that you feel safe with yourself? What's the degree that you go, “I'm wrong/bad/unworthy. I'm a mistake.” What's the degree that you do that? And it's like, the more that we can go “Oh, I'm still doing that unworthy/mistake thing. I gotta work at that.” That's all I'm doing, at greater and greater degrees of awareness. It's the same things, just different… Money issues are always big for people. But money isn't about money—it's about worth and value, and trust and believing. So a lot of people will say “Hey, I really believe that the universe is abundant and it's here for everybody.” And I go, “Okay, great. So how are you living into that?” “Oh, I don't. I'm afraid.” Right? “I'm staying in a job I don't like because I'm afraid.” “But you told me you believe the universe is abundant and is there for you.” “Yeah, I know I say that but—” And 99% of us have these very wonderful, true knowing in the abundance of the universe, but we're afraid to actually take the leap and have faith in that practice, living in the truth of that. We take our faith and we put it in the consensus reality of work, and bosses, and having to work at a job you're not happy at. That's where we put our faith. If I do this long enough, I'm gonna be okay. So for me, I just keep reiterating what are my issues are basically everybody's issues, and whatever circumstance comes up in the moment, that is my moment—I call it a pop quiz—of “Oh! That's challenging! Eek!” Or, you know, a friend of mine who's UGH, she drives me crazy. It's not about her! It's my stuff, and how am I righteous or judging her? And so even though I work with a coach, so much of it I could do myself, cause I can. And I trust that I know the difference between a feeling of my essential nature, where I'm fulfilling, and happy and joyful, or at least contented, versus when I'm in angst, and fearful. And I go, “Wait, you're not in the serenity place. What's going on?” It's like, “Yeah no, I don't want to talk about that. Let's go watch some Netflix.” There's something here going on for you… And sometimes I have to be in the discomfort of it until it comes up. So all of these things that I do for myself, I work with my clients to do for themselves, so they're not dependent on me inevitably. They're dependent on themselves because they've integrated my questioning. They've integrated that voice of, “What would Rosie say?” Right. It's always challenging to move myself into the more expanded self. Well, if I believe in abundance, where is it? Where the hell is it!? I live in a little travel trailer. It's 350 square feet. I have ten acres of land on this beautiful island, and my fortune doesn't allow me to build a house. It allows me to live here peacefully, and enjoy what I have. And it would be nice to have a greater abundance of… Financial… Whatever. And, “Why don't you have it, Rosie??” It's like… My curriculum, my life theme resolution issue is still working itself out. And maybe financial abundance—in my estimation of what that should be—isn't here. It's not here yet, the way I want it. But that doesn't mean I'm doing something wrong, or that I'm bad… This is part of that thing, “Stop doing that!” Stop doing that. “There must be something wrong with me if I don't have what I want.” It's one of the things I love in Oneness, it says, “Your highest vibrational results are always forthcoming.” So this is the nature of us as vibrational beings. If we're in density—most fear-based perspectives are very dense. Consensus reality is very dense—fear, fear, fear. Our highest vibrational results are always forthcoming. And I go, “Okay, if they're not coming, then I've got some work to do.” It makes sense for me. Rather than going, “Oh no, there's something wrong.” No, I've got some growing to do. And people go, “Oh my god, it just takes so much… You're 70 years old and you're still doing this!?” We're doing this for eternity. We are eternal beings, growing ourselves every moment of this eternal, brilliant life. We never stop. It's always, Juliana, always a matter of reminding myself of that. Reminding myself that my life is really beautiful. And I get to talk to you, and I get to be part of something really great. And that's pretty awesome. Yeah, I love that. I'm hearing this really delicate balance of accepting where you are, and also… Loving yourself into improvement. Yeah, and this book I mentioned earlier… She, like most of us, think we need to keep working on ourselves. And the message to her is, stop working on yourself. Stop believing that you need to do something about who you are. And the challenge with that—the addiction is to the movement and to the activity, but also to the cortisol and adrenaline. The hormones… Busy, busy, busy. But when we stop, we start to feel uncomfortable, because we're now gonna go through a withdrawal process. Hm! Oh, wow, yeah… This is where the addiction and recovery process comes in, in this work. That alcoholic, or work-a-holic, or drug addict. That's obvious. But we're talking about these elements, these systems within ourselves, these patterns of being that have been with us for so long we don't even know they exist. That going-going-going, trying-trying-trying, bettering myself all the time, is one of those life theme resolutions. Where does that come from? “I'm not okay if I'm just sitting here, doing nothing.” Hm… Wow. But I am okay. We're all divine beings, here. As opposed to, what is it. Jesus is coming, look busy. It's like yeah, no. No! And so she's struggling with even the consideration… We're not talking about, she's doing nothing, as in recovery or withdrawal. She's considering… Again, this is that dilemma. I want fulfillment in my human spirit. But it's too scary. Like… Okay! So my work as a transformational coach, as a thinking partner, a fairy godmother, is to support people, go “Yeah, I totally get it. Been there, done that. Many, many, many times.” Good sponsor in any 12-step program is gonna say, “I know what that's like.” To be in resistance. I know what it's like to be terrified and choose something different. I know what that's like. And it's because I've done my own personal work and gotten to the point where I have, that I can say that, and truly mean it. And not from a place of arrogance, and “Let me tell you how to do it.” It's like, I totally get it. It's what we call a big, fat, BE WITH. Right. (Laughs) It sucks!! Yup. It sucks. I don't know what to do. Yup. Totally get it. Well, tell me what to do! Yeah no, what's that gonna do? Yeah well— You know, those kinds of yeah, yeah… Those things that we're all IN. I think I'll turn on Netflix, and have some ice cream. Yeah. (Laughs) Lemme just take a break here. Which is a good thing too! But we're always in that place of… Incremental, slow… There's no hurry. You'll get it this time. You'll get it next time. There's no mistakes. Like if I didn't fix it this time, I'll fix it next time. It just doesn't matter. It gets to a point where it doesn't matter. Not to be flippant, but just in terms of, be who you are now, and what's that like for you, and really see this as a precious… Come to experience yourself as precious. That really, truly, slowly evolving into… Exploring, experiencing the preciousness of your being. That's the point. Yeah. And our curriculum, life theme resolution process. Right. Yeah. Wow. Where to go from here… Let's see, I do have a list of questions. We've already hit a lot of them just from what you've already been talking about. I am curious, when did you start to become a coach for other coaches? At what point did you feel qualified to train other people to do the work that you do? It came really naturally, and because I've been twenty years in the therapeutic, spiritual guidance kind of area, then it wasn't hard or difficult to slide that into teaching and training. And Hans, who was my trainer, he actually asked me to do a training program. So that was our gateway into doing that. We were able to train at this really great school. I did that for ten years. I did it with him for a year, then took it on. But I had such a capacity. This is one of those things… “How did you do that??” I had this capacity to teach, and integrate all of this information from the therapeutic process, spiritual stuff, coaching… Put it all together from my own orientation, my own way of seeing the world. And I loved it. It made me really happy! And obviously it made other people happy, cause it was a really successful program. That was a transition that was very easy, cause I already love teaching. And I was able to integrate all of what I'd learned—I almost want to say magically. It was just cause I'd worked so hard. This was that magic tipping point, coalition of everything in one place. Bada-bing-bada-boom, it happened! Yeah, okay. I'm curious, in one of your Podcasts, you said that you're pretty reclusive and don't let a lot of people into your life. I resonate with that—I feel like I also am the same way, yet simultaneously I feel like we both share a lot in the Podcasts that we do. How do you explain that? (Laughs) So I'm pretty much an introvert. So I get a lot of my refueling by being alone. And I love conversations like this. These fuel me. But then, I don't have anything else specific to do today. So I'll go take a nap, or have lunch, or do other things that need to get done. But if I'm in a social environment, or where there's a lot of people, my energy gets depleted really quickly. Okay, that makes sense. So that's one thing. But also, I think it's important, the idea of highly sensitive people. As a highly sensitive person, we could get fatigued very quickly by being around people, or being around environments like shopping malls for instance, or particular restaurants. And when we realize that, we become more conscious of how we take care of ourselves. And go, “No, not gonna go.” I live on an island, so there's no malls. But even in particular shops or whatever, it's like, “No, not going in there.” It diffuses and diminishes my energy, in a way that's not fun. So partly it's that too. So when I'm with people, I'm with people more consciously, and of choice. As opposed to going, “Yeah, I'm supposed to.” Or “I should.” A friend asked me to a concert last weekend, and I went… Oh god… Do I really want to go? And I felt into it. And it's like, I'm gonna go! But a lot of times, I can feel… It's always the balancing. My point is that I am a highly sensitive person. I'm not saying that as a diagnosis. Before I even took the online quiz, it's like, yeah I'm pretty sensitive to things. And so my work is really important to me, so my friends, I keep quiet friends, because I want my energy to be full for my clients. And for my life. And I have to be aware of that. I have be conscious of that. And make conscious choices based on that. Yeah. So I hope that answers your question. Yeah, it definitely does. I resonate a lot with that too. I also… I didn't know there was a quiz, but when I first read about HSP, I was like, “Wow, that's totally me!” That all resonates with me too, like being very sensitive to how other people are feeling without them really needing to express it, and taking on other people's energy before I learned about energetic boundaries… All of that stuff! Yeah, you can google highly sensitive people, and the quizzes pop up. The questionnaire, whatever it is. Most people already know, that's why they go, “Oh, I'm gonna take this just for fun. What's the degree of highly sensitive person that I am?” Yeah, cool! I think I'll go do that after this. It's another identity thing. “Oh, I am one of those!” I say that kind of facetiously. Cause what we're talking about is disintegrating that identity that I'm anything other than who I am, in this moment. Yeah, just for fun! So you mentioned you've written many books. When did you decide to write a book? And what was that process like? I'm just so curious, it's very fascinating that you have… Had an idea, and wrote about it, and seen it to publication so many times. That's really amazing. Well I grew up with a C- average in high school. I was told that I was… I think my IQ was 95 or something like that. My history teacher told my mom not to have me go to university, cause I'm just not cut out for that. I was so in angst about dysfunctional stuff in my reality. And I had no capacity to even know who I am or what I wanted, other than, “You're supposed to go to college. You're supposed to get married. You're supposed to have kids. You're supposed to, you're supposed to, you're supposed to…” So, bottom line is, I didn't start writing until I was 55. I finished my PhD when I was 50. And I had to write for my PhD. Part of that, I came to awareness, people said, “Wow, that's really good writing in there!” It was like wow… Okay… It's just what I'm doing. I'm not a writer. I'm just doing what I'm supposed to do to finish my PhD. But I got some notice. And people go, “Hey can you join this group?” Cause they were talking about embodied writing, what it feels like in your body when you're having these experiences. I was writing about being on the sailboat and having a transformational experience, and what it was like in the moment of that experience. And they went, “Wow, that's really great! How did you do that? Do more of that!” So that was the first that I started getting some recognition for my writing. When I was 55 and doing this training program, and hadn't written a manual or anything… A friend of mine had written a book in three months. And I said, “Okay you did it in three months. I'm committing to doing it in four months.” This manual for this training program. So that was my commitment. I wrote it in four months. Now that was, in a sense, the first draft—that got written in four months. I loved it! It went through many facets of editing. And I'm self-published. All my books are self-published. And Amazon has this great ability to connect people through Babelcube. Connects people to translators. A lot of my books are translated into French, Italian, Spanish, and some other languages, which is really fun. But it took me four months to write it. It took me another I'll say, almost a year to have the cover done, and all the edits, and everything put together. Probably over a year, okay. But… I did it! I did it. It was great. I'd been writing little blog kind of things, which seemed weird at the time because that was all new. And this fellow contacted me and said, “Hey I've got this website about business. And I'm wondering if you would write blogs for that?” And I go, “What do you want me to write about?” And he said, “Yeah, if you write 25 or 26, you could put them together and make a book!” Like well, geez. That's a really great idea! So the first book I wrote, after Self-Empowerment 101—that was my first book for the training program, it's a really great book for everybody. After he approached me, I wrote a book called The ABC's of Spirituality and Business. I mean, there's 26 letters, so that was easy. And so writing A's about acknowledgement and allowing. B is about… Whatever. K is for kindness. Put it together, and that became a book. So it was six months of writing. Twenty-six weeks. And that became a book, over a year, with editing and cover designs. Then I wrote another set of blogs for him called Dilemmas of Being in Business. Another twenty-five, twenty-six blogs, put it together… Bada-bing-bada-boom. So those were the starts of how I wrote. And then I wrote The Unholy Path of a Reluctant Adventurer. And then I wrote a series of books called… One was called “You Know You're Transforming When…” And that book wrote itself in about three hours. That's just little, one-page quotes. That whole set… Sorry, it's just interesting how they unfolded. The next one was, “If Only My Mother Had Told Me… Or Maybe I Wasn't Listening”. That's the title. It was 101 pearls of wisdom I had to get on my own. But that pretty well wrote itself very quickly. Then the third in that series was called “M.E.” Standing for “miraculous existence”. And these were all, like one-page kind of little thing… That one was based on the fact that I had been a therapist, trained to be a therapist. M.E. is 101 insights I didn't get in therapy. So here's all these things that I didn't get in therapy. And I was a therapist for twenty years, all of that stuff. What didn't I learn, that was really valuable? And the fourth in that series is “I've Arrived… Well Sort Of”. 101 things… Ways that you think you're there. You've got the enlightenment. You've got the aha! You've made it to the top… And it's like, yeah, no, not really. That's about those spiritual awakenings, spiritual insights. Places where we think, oh I've got it now! And it's like oh no, I guess I don't… I've arrived, but not really. So those are just some of the books that I've written. They pretty well write themselves. It's really important as a creative, and this is part of the expression element of who I am. These books are like, tapping me on the shoulder, “Whatever you're doing, stop. You gotta write.” And they just come! They just come. And there's a book I want to write on spiritual immersion, which is the podcast you've perhaps been listening. I want to write a book on that, because people need to read about la la la! It's not coming! It's not coming! I'm trying fourteen different ways, and it's not coming… So, that's… You know, if they don't want to, they don't want to! I will tell you, I'm working on a new course. In essence it's called Mastering The Art of Transformational Coaching. A year-long program that includes the fundamentals of transformational coaching, more advanced, and then spiritual coaching. It's probably about six months out, I think, until that starts. That is really a heart's desire, passion as well. So I think that will include the spiritual immersion elements. But it's something that's actually happening. I'm actually sitting down, and it's happening. I'm saying it that way, as opposed to “I'm doing it.” It's doing me! Interesting! Yeah! And people say, “How do you write a book?” It's like, “Well, how do you make a baby?” The baby will make itself. You just do the first part. Get your computer, get your pencil, or whatever, and it will make itself, if it wants. And if you get out of the way. But if you say, “Well I gotta make a boy baby, and it's gonna have, you know, purple eyes.” That's not gonna happen! Not now, anyway. If you want to write, and there's a creative thing that wants to come through, the way to make room for that is to make room for it. If I had said, “Yeah no, I'm not gonna write, cause I got a C- in high school, you know, AND I had to take remedial English in college. Who am I to write a book?” It's like, the book wanted to get written, and I had to get out of the way, truly. Yeah, I love that. I love to write also, and it's very inspiring hearing you talk about how you wrote your books. Cause I have been thinking like, “Wow, how do I write a book?” It's like, you just do it! (Laughs) People are like, oh here's the BOOK. But when this fellow… I almost remember his name. When he said, “You don't have to write a book. You just write a blog. Twenty-six blogs.” And that's what happened. Aside from the 101 series, that's pretty much what it is. One blog at a time. Aging Like A Guru. That's one blog at a time. Diet Like A Guru. That's one blog at a time. And I wrote Parent Like A Guru. That's one blog at a time. But you put it together, it's a little book! They're not big. They're concise, and available. You do it because, just like anything else, you love it. I love to paint. I'm not selling my paintings. The books are there if people want to buy them. It's awesome. And like I said, they're in different languages. That's awesome. It's fun, right, because you created it. Does it mean I'm gonna be a millionaire, and be on the Best Seller list? No, that's not the point. The point is that it wanted to get written. I wrote it. I honored my agreement. And you send it on its way. Yeah, I love that! You show up! You say, “Hey, I saw you on Daily Om!” I went, “Wow!” Cause that book, that course was written from Self-Empowerment 101. Right, How To Stop Giving Your Power Away. That's right. That's the title that they came up with. I started out with Self-Empowerment 101. They go, “Yeah, that's not gonna sell.” So Daily Om took it, did what they did. And you go, “Oh, who's this person? That sounds interesting!” You call me, and now we're having a conversation, cause I wrote a book I wrote sixteen years ago. You never know! Amazing, I love that. How do you define success? Well. The vision statement that I have, which is what I'll start with, is the fulfillment of the human spirit. So when I have a sense and quality of fulfillment, that for me is success. I would like to have more money coming in—that would be great, that would be fun. And so how do I describe myself without making money an element of success? It can't be, it never was. Or… Let me put it this way. We have a hierarchy of values. And my fear-based value says, “Money! Cause money is gonna give me stability and security!” But when I really look at how I live my life, my choices do not come from money. It comes from my heart, and connecting, and empowering, and supporting, and learning, and expanding myself. Though this may sound crazy, cause it does, cause it sounds woo-woo, but the greater my capacity to be with in alignment with my essential nature, I start to have more ethereal qualities of experience. More enlightened experiences. I go, “Wow! WOW!” Like that kind of experiences are occurring in my life. And that is so much more valuable than money. And then two days later, it's like, “Where's the money?” (Laughs) It's like, “Stop! You had that experience, remember? And you said this is more important…” So we have those dilemmas, I do! Like, money! Eh!! But that's… The greater the degree I know myself, and what is the fullest potential of me? A lot of different people say we are 100% potentiality. If I am 100% potentiality, what does that look like? What's possible? And if I brought myself here, from this dysfunctional kid, Catholic school, radical dysfunction, alcoholic parents, six of nine kids, C-, below-average IQ, and I'm talking here talking to you, with this level of quality of delight in my own being… That's success for me. That's like, oh my god! And my relationship with my daughter continues to grow—that's success. I've become a kinder, more generous human being. That's success. And for me to say those things… I'd say I want that to be, but I was still in the angst of, where's the money? Where's the security, and stability? I don't have a 401K, I don't have a savings account. I don't have those things that you're supposed to have, right. I'm here right now, talking to you, and who knows? Who knows. I don't have those elements of what fame and fortune, or success, looks like. Right. In the consensus reality. Yeah, the consensus reality. Yes, nicely put. Five stars for that one. (Laughs) Thank you. (Laughs) Wow… I guess… What is something you've learned about yourself, just in the past year, if you can articulate one thing? That's a big question. I think that last year I was faced with a lot of… This is where we're doing the life theme resolution piece. I was facing a lot of circumstances that showed me that I was alone, and insignificant, incompetent, basically… That would be my interpretation of the circumstances that were showing up. The trauma… I believe we come in with trauma. That we're not just traumatized in this life, but past-life traumas, or the traumas of our ancestors. We come in with that. That's part of our life theme resolution, is overcoming the trauma, letting go of the fear, so that we can be here now. So I had to face these ongoing… What felt like traumas, what was really my own making up of how horrible, terrible I was… And how incompetent I was… And so little by little, I was able to diminish that energy, and heal that place, so that I could be with stuff that happens without going into a trauma response. Getting triggered into a trauma response… So that's like, that's huge! And I can do it, anybody can do it. Truly. I really believe that. Because I grew up in such a dysfunctional, constrained, constricted orientation in life, I had to do things the way that I was brought up to do them. And here I am, being as best I can, an individual that is individuated, and attempting to know myself to greater degrees… What's my choice? Versus somebody else's choice. I'll give you one more little example. I was sitting on the couch, this was months ago. And it's gray… And I'm 70… And I'm going, “This is as good as it's gonna get. You're living in a trailer, lady. And you probably aren't gonna get married again. So you'd better get used to this. This is it.” It's a decline. As you put it, withering, right… Decline into decrepitude. You'd better just get used to it. And it's like, okay… And I'm starting to go, “Wait, that's that consensus reality!” It just consumes us. You know, 90% of people 70 and older are on medications. It doesn't have to be that way. I'm not on any medication. But it was like, okay this is beginning to consume me. And I had to go, “Stop! We gotta stop! We gotta stop looking at life this way. Because this is not who you are. You know this is not who you are. We have to make that paradigm shift.” And it was a struggle! And uncomfortable. Deep grief that came up. Stuff! Just stuff comes up. That's what happens when you're on a path of life theme resolution, or exploring and wanting, the desires. It takes a lot of work. But if you don't do it, I could have sat on the couch and declined into decrepitude, and gotten sick, more depressed. And uncomfortable, and lonely, and isolated. That's not comfortable either. We're just always in choice. So that was really a wonderful moment, of going, “Wait a second, which reality am I going to choose?” Pull out the magic, fairy godmother wand for myself and say, “Which one are you going to choose here, lady? Cause you're the mouth of empowerment, and enlightenment, and delight, and wonder. You gonna walk your talk, or are you gonna go down the rabbit hole of depression and get sick and die? That's up to you.” And that's up to every one of us to make those kinds of choices.  Wow. Yeah. (Laughs) I'm laughing cause like… That's the kind of work I do! Yeah, that's great! Hell no! Not calling that woman, no way. (Laughs) I love that you did the magic wand thing for yourself. That's amazing. That really shows, the stuff you do for your clients, you do it for yourself, cause it works! That's right. Yeah, and it's tough. With therapy, you can only take your client as far as you're willing to go. If I have fears around… Whatever, doesn't matter, then I'm not gonna be good at supporting people through that fear. If I don't want to go there… If I do go there, and go there for myself, feel the fear, feel the stuff, and the junk. Help the client explore that, “What's that junk? I can see it right there? What is that?” And they go, “What are you talking about?” “That!” And they go, “Oh, that?” And I try to have fun with it. You and I are laughing! It's serious, and it's difficult. But it's also playful and humorous. I go, “What is that?” And I'm smiling and laughing, and they're going, “Oh my god… Why are you… You crazy lady.” And I go, “No really, what is that?” Yeah. Because I know that place. I know it. And I have great, deep compassion, for myself, being in this curriculum, and supporting other people in choosing this curriculum of choosing human spirit stuff. And the fulfillment of the human spirit—huge, HUGE commitment. So I have nothing but respect for a person who calls me and says, “I want to work with you.” I go, “Oh my god, I am honored.” Cause they want to step into their knowing, their full knowing of who they are as a human spirit, a contribution, contributor to the well-being of all of us. Truly. Yeah… Yeah. Wow. That's pretty much all of my questions. Is there anything else you wanted to talk about that we didn't get to, or that I didn't ask? No, I think you did a really great job. Thank you! I was so pleased back to hear back from you so quickly! I was like, “Oh wow! Yay!” I actually had a tab with your website, and I was looking through it and thinking, “Wow, she's done so much!” And there was a part of me that was thinking, “Hmm… I don't know. Maybe she's too important for me to reach out.” And I didn't, for many days! But I thought you know what, I'm just gonna send an email. Worst that could happen: never hear back. I've been rejected before, I can handle it again! (Laughs) And thank you for saying that, because I have a lot of people who call me, or email me for coaching, or training or something, and their thoughts are “Oh, she's too busy” Or “She's too important.” And I go, “Hell no! I want to play!!” I am not too important, I am not too busy to engage with people. Because I love it, and I want to. I do want to offer, there's an organization I'm connected with, it's called suivera.org. And their mission is heart leadership, growing the world and growing communities in the world from the heart. So I'm one of the people that are part of that organization. And on that website, there is something called the Inward Bound Bootcamp for Self-Transformation. And I wrote this, you can find parts of it on YouTube, if you go to my channel, Rosie Kuhn. You can see part of that course. It's $7, I think, for 21 or 22 videos, downloaded PDF book. And it's really about the basics of the self-transformation process. If you want to know about self-transformation from my perspective, this one might be a great beginner course for people. It's called, again, Inward Bound Bootcamp for Self-Transformation. It's $7, I believe. It includes the book, the manual, which if you bought it on Amazon it's $10. So even for $7 you're saving some money, if you're interested! So that's a place to go if you're interested, if your audience is interested! Great! And your website, is it TheParadigmShifts.com? Yep! TheParadigmShifts.com (emphasis on plural). You can google Rosie Kuhn, rosiekuhn@theparadigmshifts.com is my email. Or check out the website. There's lot of free blogs and information, and if you're interested in training with me, give me a call. Right now I'm doing primarily one-on-one coach training. Because it helps people who are already at a level of knowledge, and wisdom, and experience, and they just want to take it into the more pragmatic elements of what I do. So that's what I do. And then there's coaching! Great! You have a YouTube channel as well, you have a couple Podcasts, is there anywhere else? Do you have an Instagram? I'm on Instagram, I'm not that busy… Just we keep up with what's going on. I started a new Podcast with a friend of mine. She has a Podcast called Food Integrity Now. And we joined forces, and our Podcast is called Beyond Food Integrity: Thriving Like A Guru. Her name is Carol Grieve. So Beyond Food Integrity: Thriving Like A Guru that's our new conversation, the two of us together. It's kinda fun! Great! Well thank you so much! This has been wonderful. I'm so glad we got to connect! Me too! And any time you wanna reach out again, or talk again or whatever, just let me know! It would be fun. — The Inward Bound Bootcamp for Self-Transformation can be found at www.suivera.org/b7-inward-bound-bootcamp.

This episode is a special extended 2 part one where my grandpa and I playa a game he discovered called "It's Okay/It's Not Okay". If you disagree with anything we've said or want your comments put on our next show head over to our YouTube account with the same name and leave a comment! Love you all.

This episode cuts right into the episode because it is part two of our extended episode where we play the game "It's Okay/It's Not Okay". Disagree with anything we've said? Comment down below and we would love to discuss it in our next episode! Like, Follow, Share, and check us out on Spotify or Apple Podcast!

Value of physical books in an ever growing digital world. Amazon-Proof Your Business➡️ https://brianjpombo.com/amazonbook/ Transcription Physical books in a digital world? Hi, I’m Brian Pombo, welcome back to Brian J Pombo Live. I want to talk real quick about why I still think there’s a need for physical books. Okay? It’s a real simple concept. [...] The post Physical Books In A Digital World? first appeared on BrianJPombo.com.

In this week’s episode we’re talking about content creation.    New podcasters can worry about running out of things to say on their podcast and I understand that feeling. I understand that if you're committing to creating a fresh piece of content every single week, that you might panic that you're going to run out of words.    I'm here to tell you that that's not going to happen. Okay? It's not going to happen. Let’s dive in.   Here are the highlights from this episode:   {00:38} Why it’s important to have a plan {2:27} Before the six steps: Schedule a free day in your calendar {2:54} Step 1: Review your calendar and your business agenda {3:29} Step 2: Decide what your content pillars are  {4:23} Step 3: Brainstorm ideas {5:07} Step 4: Creating a title for each episode {5:37} Step 5: Think of 3 to 5 points for each episode (6:40} Step 6: Creating extra content Link to book a call to discuss how we can work together: https://calendly.com/lynsayanne/exploratory-call?month=2020-07   Podcasting for Business Community https://www.facebook.com/groups/1812987755694279/

本集可能微劇透，主要會談到前四集內容。帶你一次看懂超浪漫蝴蝶擁抱 勘誤：娜娜心理師發現他把英文名稱講錯啦！正確應該是「It's Okay to not be Okay」，但他講成「It's Okay to be not Okay」 本集重點 。金秀賢哥哥的卡匣錄影帶，在暗示有自閉症(02:46) 。自閉症典型特徵，重複出現且刻板(04:08) 。回應疑問：女主角到底是不是反社會人格？(08:36) 。從臨床診斷手冊來看，她15歲以前就發病了嗎(09:45) 。不只浪漫，還真能自助的蝴蝶擁抱法(14:21) 。花兩分鐘，一起實作蝴蝶擁抱(16:15) 覺得節目不錯嗎？邀請你來贊助節目，讓我們有更多時間開發內容 https://pay.firstory.me/user/onyourpsy 也歡迎來跟我們聊聊 哇賽！心理學 臉書粉絲專頁 www.facebook.com/onyourpsy/ Telegram頻道 t.me/onyourpsy IG帳號 www.instagram.com/onyourpsy/ ___ 主談：娜娜心理師 統籌：洪群甯 Powered by Firstory Hosting

Look, I just won’t let this birthday thing go, okay? OKAY? It’s “The Berenstain Bears’ Birthday Boy!” https://ia601407.us.archive.org/0/items/dibc-ep-255/DIBC-EP255.mp3

Ana Rivero: Welcome, welcome to "Community Association Matters". You get to see a name with a face. Finally, and I'm so glad to have you back in the 2020s and new year. So hopefully we'll do a few more of these, podcast vlogs, if you will. And I'm so glad that you guys are back with us and joining us. We have some great new ideas and topics that we're going to be discussing over the upcoming months. And I hope you continue to join us in the future.  So, as you know, our podcasts are sponsored by Allied Property Group. So Allied Property Group is a full service, condominium and homeowner association management firm. We have been serving South Florida since 2003 so a little bit over 17 years, and we can do onsite and portfolio management. So I hope you reach out to us. our web information and contact information will be available at the end of the, of the vblog.  Today is interesting because we have Sal from Jurado and Associates. Jurado law. Perfect. Sal and I have been working together for many, many years. And we were just talking about some exciting news. We've opened up an office in the Fort Myers, Naples area, so now we can service condo through the Southwest Florida corridors. So we're very excited about that. We hope that you guys will, that hopefully this will reach you and you'll be able to contact us and, and learn a little bit about our company. So, Sal has been working with us for, I don't know how long Sal Jurado: 10  12 years, Ana Rivero: Something like that.  Sal Jurado: Yeah.  Ana Rivero: We look very young, so I know it's hard to believe, but we really have been working together that long. So Sal, tell us a little bit about yourself.  Sal Jurado: Yes. My name is Salvador Jurado, of Jurado Law Group. I've been practicing in the area of condominium and homeowners association law since 2006. This is what we do on a day to day basis. We represent both condos. And HOAs.  I teach a class at the FIU College of Law on community association law. So we are very familiar with, you know, all the trending topics, you know, that are, that are coming up. and looking forward to talking about emotional support animals. Ana Rivero: And Sal has three boys.  Sal Jurado: Yes. And they keep me very busy. Ana Rivero: Well, the reason why we asked you here today is because recently, HUD came out with some new guidelines for emotional support animals and service animals. And that is a very hot topic in not only condominium in HOAs, but also in multifamily and residential properties with landlords. And, it's been, kind of like the wild west for the last few years. There's been a lot of new areas that have developed and that I think giving people more freedom to have these emotional support animals that I'm sure are very important and do serve a role. But the fear is always, where's that balance? Right? There's the balance between someone's rights and somebody else's rights. So, to start off what do you want to tell us about the differences between what a service animal is and what as, an emotional support animal.  Sal Jurado: Yes. And that's an important distinction. Before I get into the service animal and the emotional support animal, I do want to read through, what the intent of the HUD laws are. So you have what's called the Fair Housing Act, right. And I'm going to read it verbatim: The Fair Housing Act states that it is unlawful for a housing provider to refuse to make a reasonable accommodation that a person with a disability may need in order to have equal opportunity to enjoy and use a dwelling. So in a nutshell, what that means is if you need an animal to allow you to enjoy your residence, just like any other person kind of thing. Then you should have the right to be able to bring that animal with you into your, into your dwelling. So the rule has been made, it's a good rule. It has, you know, good intentions. But like Ana said, you need a balance, because you do have homeowners that they push and they push and they try to take advantage of this rule.  So the first question, you know, that needs to be answered is, you know what Ana was saying? Is there a service involved? Or is it an emotional support animal? And the reason why you want to ask that question first is because you know they are different, and there's different standards that apply to each one. So to get into service animals, a service animal can only be a dog. Okay? It cannot be a cat. It cannot be an alligator. I saw it on the news the other day, which was crazy, but it could only be a dog and it has to be a dog, that is trained to assist, you know, with a disability and it requires training. It's harder. I don't see service animal requests as often as I see, the support animal requests. And you'll see why. So a service animal can only be a dog. And number two, it has to be specifically trained to assist the individual with his disability. Ana Rivero: Right. Okay. So like a blind person, perfect example, a guide dog helping him with, you know, accessibility to correct different areas.  Sal Jurado: For example, you know, a dog assisting an individual who's blind. So support animals, that's where, you know, it gets a little gray. A support animal. It doesn't have to be a dog. It can be a cat. It can be a rabbit. It can be a  miniature horse. The other day I saw on the news, an individual who was claiming a beehive, a storm of bees, was her emotional support animals, which is crazy. Yeah, I've seen it. I've seen alligators, individuals requesting that alligators be emotional support animals. So it gets a little trickier with emotional support animals. The purpose of these guidelines is to assist housing providers in, you know, what steps should they take? What questions should they be asking? What questions should they be asking themselves?  And you make a good point. You know, these rules don't only apply to community associations, they apply to any housing provider. So specifically landlords. I represent several landlords and these issues come up just as often as they come up in the condos and the HOAs. So that's the main difference between service and emotional support animals. as we get into this, you'll see that the questions you ask are different depending on whether it's one or the other. Now, one thing that's important is just because an individual requests that you make an accommodation under the service animal side of the rules. That doesn't mean that he then cannot, if that doesn't work out, he can then ask for permission as an emotional support animal. So it doesn't end like, let's say you determine it's not a service animal. It doesn't end there because it may still qualify as a support animal, allowing him to be able to, you know, have the animal with him.  Now regarding condos and HOAs, right. The first thing an HOA needs to ask themselves is, do we even have the right to prevent an animal? So before you get into the whole emotional support, animal or service animal, the first thing a board needs to determine is, do my documents even give me the right to say no, because if it's a set of documents that are silent, they don't say anything, then you're not even in the position to even say no because board's powers are limited to Florida law or whatever's in the declaration  Ana Rivero: So quick question along those lines. a lot of documents may be silent as to pets. Some have guidelines as to what and not, implies that a pet is allowed, but it's also usually under a rule section of the governing documents. So when a board decides they want to change the rule. How does that impact this?  Sal Jurado: Okay, so good question, so if you have a set of rules that are recorded and they're part of the declaration. If you're gonna change what the rule says, if it's a material change, you're going to need a vote by the owners, and it's usually a two-thirds vote for passing. If the board is simply passing a rule to help clarify what the intent of the declaration is, so for example, let's say, the declaration, you know, a good example is, you know, if the declaration says, you know, no dogs allowed, right, but we're going to pass a rule that if the declaration says no dogs allowed unless you get our approval. But we're going to pass a rule that clarifies the steps in order to get our approval right. You're not really changing what the declaration is saying. So in that situation, the board itself can simply just pass a rule at a board meeting. You don't need a membership vote, but if, if you're going from no pets restrictions to 100% pet restrictions there, you're changing, you know, the intent of the declaration. So there you wouldn't need a membership vote.  Ana Rivero: So this is the clarification or where we're seeing the biggest problems is in condos then have the no-pet rule. Correct. Cause the ones that have a pet rule, you can maybe ask that they show vaccines or that they provide proof that the animal is not going to be a danger or that they're going to be in a leash. You can modify some of the rules governing the actual animal, but in a no-pet rule or in a condo that has it in their documents, that there can be no pets. How does this affect them?  Sal Jurado: Meaning a condominium or their documents say no pets allowed? Yes. So the whole, the whole purpose of these, of the Fair Housing Act is to tell homeowners, I mean, housing providers, condos, hos or landlords, the purpose of the FHA is to tell them if you have a no pet policy. Right? You need to make a reasonable accommodation and allow the individual to have a pet if he meets certain criteria and it goes back to every individual has the right to use and enjoy their dwelling. And if the individual can establish that the only way he can use or enjoy their dwelling is with my dog or with my cat, then you have to make an accommodation. So this definitely applies to any association that has a no pet policy. It doesn't matter what your declaration says. Your declaration can be black and white and say, no pets allowed. It doesn't matter. It's a federal law. And  Ana Rivero: It supersedes, I guess, condo documents, correct?  Sal Jurado: Yes. So if the condo documents say no pets allowed, but the individual requests a reasonable accommodation, meaning they're asking, please make an exception for me based on this disability that I have, as long as they follow certain steps, they have to grant that request.  Ana Rivero: So let's talk about that. What are the certain steps that they have to follow, or what are some of the things that we can now do that we maybe weren't allowed to do before? Sal Jurado: Correct. A couple pointers, just practical pointers. You cannot, many, many documents allow you to charge what's called the pet fee, right? Many landlords, you know, require a pet fee, right? You cannot charge a pet fee to either a service animal or an emotional support animal. So let's say the individual, you know, those, what they have to do to get, you know, their, their animal qualified at that point. You know, they're not even considered an animal, but by law. Got it. Okay. I'm sorry. They're not considered a pet. Right. But they are a right.  Ana Rivero: So along those lines, can they do a security deposit or is that no?  Sal Jurado: No Feeing. Yes. It's considered a pet fee. So a mistake that landlords and boards make often is, you know, they charge a pet fee after you get approved. Okay? You got to prove. But we need a pet fee to protect the common, you know, the common elements or common areas that's not allowed for the, for the emotional support or, or service animals. and then like I said earlier, you know, these assistance, animal assistant assistance animals are not considered pets. So. The no pet policy does not apply. That's the way the law is written. Now, if, if for some reason the animal they're requesting, they can't provide, you know, a letter from a doctor, they can provide documentation justifying the need for it, then it is considered a pet and the no-pet policy applies. Okay. Well, that's a simple way. Okay.  Ana Rivero: Looking along the lines of the letter from a doctor. What we see a lot are certifications on the internet or a doctor. We're in Florida and you get a certification from a doctor, from another country or from Wyoming. Does that still count?  Sal Jurado: You know, that is the area that I have the most issues with and in these HUD guides, first of all, these HUD guidelines, the set that came out is dated January 28th, 2020. It's about 15 pages long and it walks you through the analysis and it does touch upon that subject, regarding what's called documentation from the internet and they don't really answer the question., but they do give you some recommendations. So what the guidelines say is if, if they show up with, with a random letter from, like you said, Wyoming, right? And it's a doctor that is not really treating them. they simply just pay the fee and they got the letter online. That's not good enough, but that's what they say. That's not good enough. But then, but then they go on to say, you know, there are many legitimate healthcare services that do online evaluations. So if it's a, if it's legitimate and if the doctor is treating them and they are a patient of the doctor than it is okay. So we get into the whole, you know, is he really a patient or not? Now, one thing I've done in the past. And I don't see an issue with this is I've actually called the doctor's office and I've asked them, is this individual a patient? And that's it. I don't, I'm not allowed to ask anything regarding, you know, what the disability is, you know, the underlying conditions, cause that's all protected. But the way I see it is if I get a letter from a doctor telling me he's my patient, right? There's nothing wrong with me calling the doctor's office. Hey, I just want to confirm that this is your patient. I've done that several times. And believe it or not, most of the time, I actually, pretty much all the time, they have confirmed that the individual is a patient at that doctor's office. So that's one way to weed out, you know, the random letter from Wyoming.  Ana Rivero: Okay.  Sal Jurado: So that's, that's what they said about the doctors.  Ana Rivero: There's, there's some, there's some things. So hopefully that will strike a little bit of fear in anybody who wants to do something fraudulently.  Sal Jurado: Yes,  yes. And you bring up a good point. The purpose of these guidelines is not only to assist, you know, the condos or the landlord, but also the individuals who really do need an emotional support animal because. There's been so much fraud in this area that many of the housing providers, you know, are jaded. They really don't believe you. So, you know, they jumped to conclusions. But now at least the individuals who really do need, you know, a support animal, they know what they need to provide, and they know that landlords know what they need to provide. So it should make it easier for those individuals.  Ana Rivero: What are some of the things that they ...  Sal Jurado: so these guidelines are, they're broken down into, into service animals and then into, you know, support animals. So. Let me walk through the questions. We have several questions. Okay. So these are questions that we can ask.  Yeah. These are questions that you can ask and then more important. These are questions that you should be asking yourself when doing your analysis. Okay. So for, for service animals, first of all, it defines a service animal as any dog that is individually trained to assist the individual, what we discussed earlier. Okay? So if you get a request. for a service animal, the first question you need to ask is, is the animal the dog? Okay? If it is a dog, then you move on to the next question. Okay. If it's not a dog, let's say you're out of service, but he can still try to get that animal in as an emotional support animal. Okay, so the first question you want to ask yourself is, is it a dog? No. If it is a dog, the next question is, and I'm going to read it. Cause if they wrote it verbatim, is the dog readily okay? Is it readily apparent that the dog is trained to do work or perform tasks for the benefit of an individual with a disability? So first you ask, is it a dog? And then he's a trained okay. And is trained to do work to assist that specific disability? The blind individual is a perfect, is a perfect example. Okay. So  Ana Rivero: in other words, if something is obvious per se?  Sal Jurado: Yes. Okay. Yeah. So if the answer to that one is yes, then it's service time, then you have to give them, the term is a reasonable accommodation, but all that means is you got to let him have the dog. Ana Rivero: And I think for, at least from the board side, I don't think any board member has had an issue with service animals. The issue has come in with the, Sal Jurado:  Correct. I agree 100%. now you, you made a good point because there an issue as to what is a readily apparent, disability of an individual who's blind is easy, you know, but, you know, I've dealt often with PTs, I mean PTSD, right? Which you don't know. they can tell you they have that, but as a, as a manager, as a board, you don't really know. Yeah. So then, they defined, readily apparent, you know, as individuals blind, a dog pulling a wheelchair, you know, so on and so forth. now if, if the answer is no, like, I don't know, like we go back, is it a dog? Yes or no? Is it trained to assist with that disability? Yes or no? If it's a disability that's not readily apparent, you don't know. Then you go into the next couple questions and they are, is the animal required because of a disability? And then what work or task has the animal been trained to perform? Okay? You are not allowed to, you're not allowed to get into the specifics. Like if, if a doctor writes a letter. The, because of the HIPAA laws, they can get into like the diagnosis. But what I often see is, you know, the individual has a disability, you know, the individual needs this specific dog to assist them with the disability. In my opinion, that's enough. As long as you know, you're able to verify that the doctor did treat that patient. Okay. Which is what, which is what is, which is what I said earlier. Okay. So then service animals are, are, are, are easier.  Ana Rivero: But before you go into service animals real quick, before, I believe that miniature horses were allowed to be a service animal. Is that, no longer.  Sal Jurado: It's funny, the new guidelines do not talk about the miniature horses. So, you know, I've talked to other attorneys about the miniature horses and everyone's split, you know, some say. If the new guidelines don't mention it doesn't apply anymore, right? Some individuals say, yes, it still applies this. This is just like an amendment to what was there before. So I know it. I would say yes, it's, it's still, it's still in play Ana Rivero: Interesting. Sal Jurado: But I still haven't had the miniature horses come up yet. They're all gonna come up many times, but not,  Ana Rivero: but I thought it was interesting that they did not mention it vs before it was specified. Sal Jurado: So. Correct. Correct.  Ana Rivero: Moving onto emotional support  Sal Jurado: Regarding emotional support animals. it gets into the questions. For the emotional support animals.  Ana Rivero: And again, these are questions that we as either board members, managers, or landlords are asking ourselves regarding the applicant. Sal Jurado: Correct. And then it gets into, you know, what the doctors, when you can ask the documents and all that. So the first question is. Has the individual requested a reasonable accommodation, which basically means kind of, kind of have the animal, that is asked to get or keep an animal in connection with a physical or mental impairment or disability? So the first, the first question is, you know, have they even asked, you know, now one thing that's important is the request does not have to be in writing. It could be verbal. I've had many managers know they didn't ask for it in writing. It doesn't matter if it could. It could be verbal. Now, if I were to represent, you know, a homeowner seeking a reasonable accommodation, I would recommend that they do put it in writing. Just because it's all, it's clear to everyone knows specifically what you're requesting. Okay. There's, there's no confusion. okay. So if the answer's yes that they have asked, then you proceed to the next question. okay. And the next question is, does the individual have an observable disability or does the housing provider already have information? Giving them reason to believe that the person has a disability. So you know, if the individual is blind, he's in a wheelchair. Those are readily apparent disabilities, right? If it's a mental condition or emotional condition, that's where it gets. Tricky   Ana Rivero: You have a tenant that perhaps is former military and you know that you know what? Just from conversing with them or something that they wrote in the application, then that also is considered correct. Previous knowledge.  Sal Jurado: That situation does happen though. It happens not often, but it does happen. Then it gets into, you know, the difference between the observable and the non-observable disabilities. And it gives you examples, you know, blindness is for the visible ones. And then it gets into, you know, the mental conditions for them for the non-visible is all right. So if, if it's not readily apparent, if the individual has a disability, you move on to the next question. has the person requesting the accommodation provided information. The reasonably supports that the person seeking the accommodation has a disability. That's where we get into if they have a mental issue or if they're former military and they have PTSD, you know, how they provided, you know, documentation supporting their claim. and that's where, you know, what I normally see is, you know, that the letter from the doctor and you can't, You cannot request the specifics of how he's been treated or what it is. But if the doctor gives you a letter like I said earlier, that says, you know, John DOE has a disability. He needs a dog or a cat, you know, to assist them with his condition. My personal opinion, that's enough. Okay. Like I wouldn't take the chance of denying him and had an issue with her. Another thing, if you, if you improperly denied individual, you know that they can report you to HUD and even dealing with HUD, you know? Right. Yeah opens up a whole new can of worms...  Yes. a whole new can of worms.   Okay. Now then we get into. Ana Rivero: And that was there before. I think right up until now, nothing's really changed. Nope.  Sal Jurado: There's not, the new guidelines don't really change. , what attorneys were doing before or managers doing before. It just, it just help. It helps. The managers will set up a set of best practices on what they should be asking themselves and. What information they can be requesting from individuals. Like for example, for example, you know, I've seen associations have like a form, like a preprinted form that says, you know, name of the doctor, day of treatment, you know, describe the condition that you have. And then it has to be notarized. You know, that they're very clear that that cannot be done. You cannot require, you cannot have preprinted forms. You can not require the doctor to state under oath, you know, this is what I'm requesting. Right. It cannot, you cannot require that anything be notarized. So that is a change. Cause they came up very clearly saying, you cannot do that.  Ana Rivero: interesting. Sal Jurado: Yes. So okay. The documents from the internet. Okay. So then you move on to the next question. How does the person requesting the accommodation. Provided information, which reasonably supports that the animal does work, performs tasks, provides assistance under, provides therapeutic emotional support with respect to the disability. So we go back to the letter, you know, once, once you get a letter from, whether it be a medical doctor or a psychologist, psychiatrist, you know, that States, you know, the individual hasn't had a disability. He needs this animal. At that point. My position has always been you grant the reasonable accommodation, but there are exceptions. You know, I've had situations where the board is concerned that the dog is, dog is aggressive or too aggressive animal, right? Which is a tall, which is a tricky situation because you know, what the guidelines, what not this set, but what the former set of guidelines stated was that whenever you have an animal that's considered a threat, you know, you need to base your decision on facts. Not a hunch. It can be based off of, you know, I think that dog might be aggressive because a it's a pitbull Ana Rivero: Should have bit somebody, you are shown aggressive tendencies.  Sal Jurado:  Aggressive tendencies. Exactly. And then what pit bulls, you know, pit bulls are illegal in Dade county they come, right? Right. this supersedes the Dade County law. So just because the individual has a pit bull, right? But this way, even if the condo docs say no pets, even if it's a pit bull and there's a law that says no pitbull such as Dade County, this law, the FHA supersedes all that, right? So if the, if the individual requesting the animal provides a letter from a doctor, provided that the dog is not aggressive and the board has no reason to believe it's aggressive, then you have to make an exception or you set out to have the pitbull,  Ana Rivero: Let me ask you a question because I think what also tends to happen is that you have a no pet policy and you have an applicant, they come in, they say they have no pets on your application, but they move in two weeks later, a week later, there's the dog, and all of a sudden, so you send a letter and you say, Hey, this is a no pet. You know, condo, all of a sudden they come back and they're like, well, it's an emotional support. And yeah. So  Sal Jurado: That happens a lot.  Ana Rivero:  Oh, it happens all the time. And I think that that is, is a stickler for board members because they feel that they were lied to and should be reason enough to either tell that person will, you're no longer approved, or you have to get rid of the animal. Yes. So how does that,  Sal Jurado: They address that? They address that and they're very clear that the request can be made at any point in time. They can even be made after. For example, I represent a lot of landlords, and let's say the landlord has a no pet policy, right? The guy shows up with a Great Dane. Huge dog, right? So. I send the tenant a seven-day notice to cure, which is what the law requires. You have seven days to get rid of the dog. You know, our lease says no pets. At that point, after I've sent him the seven-day notice, then that's when for the first time ever, well, emotional support. Right. So the new guidelines, they're clear in that that request can be made at any, at any point in time. Okay. So just because they asked for it at a later point in time and they're not upfront with it at the beginning, that doesn't mean you can say no. You still have to go through the analysis, you know, is if it's a service animal, you know, is it a dog? You know, are they trained? If it's an emotional support animal, did they give me documentation supporting the disability and the need for the dog to assist with a disability? Right. It's still the same.  Ana Rivero: Is there anything else that we haven't covered that they've added or that they might, listeners?  Sal Jurado: Let me see. There's a, let me see. Yes. they do have a new section on, on unique animals, right. Which is maybe to deal with, which is mainly to deal with the alligator and the, and the swarm of bees issue. You know? So. With regards to unique animals.  I'm just gonna read it. If the individual is requesting to keep a unique type of animal that is not commonly kept, then the requests, then the request store has a substantial burden of demonstrating a disability-related therapeutic need for the specific animal. So the, you know, the individual has to, prove why a swarm of bees is what I need. Interesting. Clarify. It clarifies that.  Ana Rivero: I wonder what could be the possible argument. I'm sure that had to have been some sort of logic behind that. The alligator I saw, and I think the gentleman had him from when he was, you know, a baby. So maybe a while down and we'll can be, you know, friendly.  And it's funny because I recently, my mom was recently injured and she stayed at a rehab place and they had. It’s not a service animal, but they have therapy dogs going into the nursing home, to help the patients feel better. And I think we're seeing that also with hospitals now. Yeah, totally. I know it's a different animal together as far as, you know, there's a big difference in the hospitals, but I think it's interesting how there is truth to animals being.  Sal Jurado: The law has a good intent, right? Because like you said, there are individuals who do need an animal to assist them with their life and that I totally get that. The problem is that you have those bad apples, right, who don't really need it and they just want to get around my pet fee or they just want to get around on a no pet policy. But it's taken advantage of the FHA.  Ana Rivero: And I think what's important is for board members and landlords to understand that these provisions are very, you know, HUD is a very serious, they could claim discrimination. That's a very serious accusation and can have tremendous, liability potential for the association as a whole. So they should be very careful. And obviously we always recommend when we get a request like that, let's send it off to the attorney and have the attorney review it. And like you, yourself said, you called to follow up with the doctor and it's always better that the attorney handle that and don't you get personally involved, you know? But, I'm glad to see these out. I hope that it does help. with the situation, and I thank you for coming out and helping us learn a little bit more. And thank you for sending that to me. I appreciate it.  So for our listeners out there, and you want to share a little bit about maybe your website or phone number where they can get ahold of you if they wanted to get more information,  Sal Jurado: You can visit our website at www.juradolaw.com, or you can call our office at (305) 594-4050. Ana Rivero: And he told me that he does visit the Fort Myers area, so he also does, I guess, work throughout all of Florida.  Sal Jurado: Also Palm Beach, Broward Dade, Monroe and I do some work in, Collier County and Lee County as well.  Ana Rivero: Perfect. And of course, you can reach us at www.alliedpropertygroup.net  or give us a call at (305) 232-1579 It's nice to meet you all. Have a great day.  Thank you.  

Welcome back to the Saturday Strategy series on Refusing to Settle! Miss an episode? Watch this playlist next ▸ Saturday Strategy | https://bit.ly/37VHe50 In this video, we're going to talk about how to plan a productive week in less than 30-minutes. These are productivity strategies to get more done in less time! That's how I start every video. I got to ask you a very serious question before I show you some cool stuff right here. I drew up for you. That question is, are you winging it? Are you just going about the week? Just ah, yeah. We'll just see what happens. Are you going about your days without structure? Are you going about your month? Are you going about your life without any structure? I know that sounds a little dramatic, but most people are and even if you think that you're planning a lot, I'm going to show you in this video how you can plan your perfect week so you can remove all the stress of what you should be doing and get into what actually matters. This is Clark with Refusing to settle . Welcome back to Saturday strategy. This is the first official one where we give you a strategy, more tactical, analytical stuff that you can apply in your life and get stuff done. Man. Today we're talking about how to plan your perfect week and I'm proud of this. I can't wait to show you some of this. We're going to talk about some big ideas here and ask you if you're drunk promise to go over that can affect your productivity by 40% so by the end of this video, you should have a clear plan of two or three different methods that I've used over the years and I'll tell you which one I'm using now to plan your week and everyone over complicates this. Okay? It comes down to your most important tasks, which we're going to talk about. Now. Look, I used to be someone who's like experimented with being really rigid. Like if I don't have a five hour morning routine and you know, cold shower, meditate, debriefing, smoothie workout, then I can't do my day till I realized all of that was just a distraction. When you simplify it, you strip it away, you actually get more done with less work. Let's go back to the question. Are you winging it? We opened it with, this is Michael Phelps winging it. Our pro athletes winning it, our pro basketball players winging it. No, they have a plan. They have training regimens. They show up. They put an effort and that's why they're the best in the world. They have discipline beyond it. Does Michael Phelps just wing it like when he gets in the pool? No, he's rituals and stuff. We'll talk about in this video. It's like, honestly, we got to ask ourselves, are we just winging it and if we want to be a professional, we want that professional level performance. Okay, you want to be a pro, you want to be the world's best. You want to make money, you want to crush it. Then you need this video, this perfect week. Here's the problem with how most people go about their day and excuse the candid set up here. Apparently I wasn't lazy because I drew some really good pictures for you, but I was too lazy to set up the shot to make this really all in one anyway. Most people plan their day like this. They say, okay, here's the 20% that gives me 80% of the results. You know that right? The parade of distribution that if you look at your closet, 20% of the shirts, like you probably see in videos, right? 20% of clothes get 80% of the, where 80% of the traffic is on 20% of the roads. 20% of your friends give you 80% of your happiness, and if we're really honest, 20% of your actions are giving you 80% of the money and the results. Okay, so we've got to identify that in this video. What are your high value tasks? What's that 20% that only you can do and everything else is almost irrelevant. Sometimes it's important, but it's not like the needle mover, which we'll talk about, okay, so this is how most people plan their day. They do everything else right here and then they only do that little 20% just 20% right there. This is how the pros do it. The pro athletes that aren't winging it, the pro ducted people, how you're doing, they have everything else here, that 50% and then they focused the other half their time on that 20%. Imagine if you only did the stuff that moves the needle. And I'll give you an example here. Like I'm filming videos. I got a buddy who's filmed every single day for like two years and he's crushing, has over 700,000 subs.... Refusing to settle, Clark  

If you're a business owner or dipping your toes in self-employment, it's important to continuously broaden your knowledge of entrepreneurship. In today's podcast, Nate Woodbury lists nine must-read books for business owners who are looking to maximize their success. Stay tuned! If you like business and entrepreneur books as much as I do, this video's for you. Because I've got nine amazing recommendations out of hundreds. I mean, I was going through my audible list thinking, "Okay, there's a lot of good books here." And I narrowed it down to the top 9 most amazing business books that are a must-read, must listen. Okay. Number one is actually a two-book set that I recommend by Robert Kiyosaki called Rich Dad, Poor Dad and Cashflow Quadrant. If you have not read those books, even if you've heard about them, you think that you know what they're about, go and read them. Go and listen to them and really understand that cashflow quadrant. It'll make a world of difference in your mindset, your paradigm that you see business in and money. Yeah, those are a must-read for every entrepreneur. Second book. Oh, I have to say the same thing. Seriously. The E-Myth Revisited by Michael Gerber, okay? That is a game-changer. It's a game-changer. I mean I'm all about systems. I'm the master of efficiency as many of you know. Reading this book really painted the picture of how I could do what I learned in the cash flow quadrant. Of changing from self-employed to a business owner. The E-Myth Revisited is how to do that. The action items. How you actually create your business so that you're a business owner working on your business instead of an employee of your own business working in your business, right? So, you've got to read the E-Myth Revisited. These 2 first recommendations I've listened to over and over and over again. And I recommend that you do the same. Okay, this one's a fun one. You probably heard about it. So, number three is The 4-Hour Workweek by Tim Ferriss. Okay? That opened my eyes to a lot of amazing things and caused some paradigm shifts-- just helped me see that there's a lot of things that we consider as the norm, that you should do this, and and you question it and just think, "You know what, that really doesn't make sense. And it doesn't have to apply to me in my business." And it's just there's some good sound advice in there. So, The 4-Hour Workweek. Okay, number four is a book that I recommend to all of my clients who want to build a massive following on YouTube and they've got a business. It's called Content Inc by Ed Puluzzi. I'm mixing two up. It's Joe Pulizzi. The next book I'm recommending is Ed. So this one is Joe. Joe Pulizzi, Content Inc. Now, it kind of backs up my strategy that's why I like it so much. I was listening to it's like, "Yeah. Someone who knows what I'm talking about." Because it you can take the standard step-by-step. This is how you start a business. This is, you know, this is when you should market. This is when you create your website. This is what you should do this. This is when you start to give speeches. This... Okay? It turns it backwards. And you can build influence first. Oh, I totally believe in that. So, you got to read Content Inc.  Okay, the next one by Ed Catmull is Creativity, Inc. Okay, he is the guy behind Pixar. Yeah, Ed Catmull. Such a good book. Now, it's... It really just helped me get a real good grounding and overall understanding of the creative process and overcoming challenges. And a commitment to quality. There's just so many things that I can't put words to that I just loved that book and highly recommend it to any entrepreneur. Creativity Inc by Ed Catmull. Now, I have mixed feelings about Grant Cardone. He is a powerhouse of a guy. And if you have listened to any of his books, you've probably already listened to this one. The 10x Rule. There's just something about this specific book of his that I do recommend that every entrepreneur reads. I mean, he's a go-getter. He talks about if you want to get this amount of results and you think it's going to take this amount of work to get those results, it's not. It's going to take 10 times that amount. And he goes in to explain why. And it gives a lot of examples. And he just challenges you. And it's a real motivator and driver, I found. And so, I do recommend the 10x rule by Grant Cardone. Okay, this next one is a practical one for those of you who want to be YouTubers and want to get better at filming. I learned a lot of great tips and techniques from Steve Stockman. I look at his name. How To Shoot Video That Doesn't Suck. Great title. It's a great audio book.  You'll learn some things that will really help you up your game in video just by listening to it. So, I definitely recommend every entrepreneur should listen to that one. Okay. I found another great one. I've listened to this one many times. You know Jack Canfield? Okay, he's famous for the Soup for the Soul book and series of books. Well, he wrote a book called Success Principles. Now this one, like, you'd think, "Okay, yeah. I'm a successful guy. I'm going to write a book, "Success Principles." I'll be able to sell it and it will make me a lot of money." This is the real deal. He really put meat in this book. It's a good one. It's one that I... For those of you that are readers, I actually might recommend that you try listening to it on audio becuase there's so much in there that... Just whatever whatever works best for you you've got to check out that book. I don't know how to give it a better recommendation than that. Go check out the Success Principles by Jack Canfield. Okay, this next one is famous. You've probably heard of it. Maybe you've read it. It's one that's worth reading many many times. And I admit and I know I haven't told you the title yet. Reading it in book form, I tried for a year or 2 and there's just so much meat in it. That it was hard for me to get through. But on audio, I got through it easily. And I've listened to it multiple times. It's the Seven Habits of Highly Effective People by Stephen Covey. Oh, that's such a good book. I learned to love it a lot more in this specific case when I was able to listen to this one on audio. It's obviously sold millions and millions of copies because it is a great book. There's just some gold in there. There's just some gold principles of life and success in business. And contributing to the world with integrity. And leaving a lasting impact and legacy. Yeah, The Seven Habits of Highly Effective People. Those are the 9 books. I've got a poll. I'm putting a poll right here. How many of my 9 recommendations are brand new to you? Right? So, going to just click the poll and click the number. How many out of the 9 are brand-new recommendations to you? I'm curious. Have you listened to all of them? So, zero of them were brand new? Or all nine? If you've got a whole feast of ebooks and audiobooks to listen to. And then next I have an invitation. I know we're getting to the end of the video. But I'm curious what business books would you add to this list. Not just one that you're listening to currently. Or just one that hasn't been listed. But what's one that you think is a must read for entrepreneurs? I am very interested in seeing that and checking out more books that I haven't even heard of yet. So, list those ones. Only the best ones. List the very best ones in the comments below.

Intro:                                     I've learned that people will forget what you said. People will forget what you did, but people will never forget how you made them feel, by Maya Angelou. I am Michelle Oates and I'm a Tri-Cities influencer. Paul Casey:                         Keep reinforcing that everyone must place the common good of the team above their own agenda. If one area wins, the whole team wins. Intro:                                     Raising the water level of leadership in the Tri-Cities of Eastern Washington, it's a Tri-Cities Influencer podcast. Welcome to the Tri-Cities Influencer podcast where Paul Casey interviews the local leaders like CEOs, entrepreneurs, and nonprofit executives to hear how they lead themselves and their teams so that we can all benefit from their experiences. Here's your host, Paul Casey of Growing Forward services, coaching and equipping individuals and teams to spark breakthrough success. Paul Casey:                         Thanks for joining me for today's episode with Mark Brault. Mark is the volunteer CEO of Grace Clinic, and a fun fact about Mark is he met his wife at Farrell's ice cream parlor. I heard he manipulated the schedule to make sure they were working together. But how many years later, Mark? Mark Brault:                       Well, it's got to be 45 years later. 43 we've been married but 45, 45 and a half. Paul Casey:                         Still eat ice cream together? Mark Brault:                       Yeah. Pretty regularly. Paul Casey:                         Well, before we begin our interview, let's check in with our Tri-City Influencer sponsors. Neal Taylor:                        Hello, my name is Neal Taylor. I am the managing attorney for Gravis Law's commercial transactions team. The CT team helps business owners, investors, and entrepreneurs accelerate and protect their business value. Today we're talking about employment law and alcohol and cannabis licensing. Josh Bam and Derek Johnson are both here with me now to describe those practice areas. Take it Derek. Derek Johnson:                 Thanks Neal. I'm Derek Johnson, partner at Gravis Law. We find that many employers in Washington state simply don't have handbooks, employee policies, or any other written materials to protect themselves and their employees. Without having these types of policies in place, an employer can run into trouble by firing employees even if the employee isn't properly performing or are causing issues at work. Even if an employer fires someone for performance issues, for example, but fails to take the proper steps, they may run into trouble by inadvertently exposing themselves to a wrongful termination suit. We build strong, predictable and protective employee policies to protect our client's business. Josh Bam:                            That's true. Thanks Derek. And having employment policies in place when you're dealing with cannabis or alcohol licensing is especially important. We know that clean employment policies, clean corporate structure, and having an attorney that can work with the Washington state liquor and cannabis board is critically important to protecting your business through licensing. The attorneys at Gravis Law have this experience. Visit us today, www.gravislaw.com Paul Casey:                         Thank you for your support of leadership development in the Tri-Cities. Well, welcome Mark. I was privileged to meet you probably around eight years ago maybe now. I was on staff at Central Church and we had a global impact celebration every year and we brought in many from many community organizations. Grace Clinic was one of those and I think you were their representative then and you still are now. Mark Brault:                       You can't get rid of me. Paul Casey:                         So tell us a little bit about your past positions, bring us forward to where you are now so our Tri-Cities influencers can get to know you. Mark Brault:                       Well, a long way from where I got started, by training I'm a CPA. Paul Casey:                         I didn't know that. Mark Brault:                       I practiced public accounting, yeah I was a partner in a CPA firm many, many years ago. I spent about 13 years in a medical equipment business. Most recently up till about three and a half years ago I ran a couple of heavy truck dealerships. I've been involved in some startup companies, it's a pretty wide range of things. Paul Casey:                         Wow. It is a wide range. And you've probably met a lot of influencers along the way. So who stands out in your mind as either bosses, supervisors, colleagues that have made an impact on you? Maybe they've been a mentor or an advisor in your life? Mark Brault:                       There are lots of people and many of them who maybe I didn't work with directly or for, I remember, I mean this is a long time ago a local banker here who really had a lot of influence in my life. I mean that was back in the days when I was in public accounting but probably as many almost casual relationships or business relationships that influenced me as people that I had significant working relationships with. Certainly in my early days of public accounting there was a partner in our firm that had a lot of influence in the development of my public accounting career. But you can learn something from virtually anybody. Paul Casey:                         Here, here. Mark Brault:                       That's just the case and if you're looking for what you can learn, you can learn something from anybody. Paul Casey:                         Would you agree that everybody probably needs a mentor, someone that's further down the road than them and a mentee, someone that they can pass the baton to? Mark Brault:                       Absolutely. Absolutely. We need to learn from other people's experience. There's an old saying it's impossible to know what you don't know. And so learning from people who have more experience, who've been down that path before is enormously valuable. And sharing your knowledge with other people is critical as well. If you stay in your cocoon, it might work for butterflies but it probably doesn't work outside of that. Paul Casey:                         I could picture a little image of a cocoon as the anti-influencer. We can put that on the website. So when you got into this position at Grace Clinic, what was your original vision? How has that morphed along the years that you've been on this leadership journey there? Mark Brault:                       My participation in the clinic has changed a fair amount. I joined the board in early 2006. I got involved there originally because of my wife. My wife is a nurse practitioner who specialized in diabetes. She had been volunteering in the clinic. I tell the story this way, it didn't happen exactly this way, but she was volunteering in the clinic one day, and was having a conversation with one of the founders who said they were looking for a CPA to the board. And she said, here, take mine. She didn't really say here, take mine but it makes a better story. But she did, she said, my husband might be interested and I ended up having some conversations and joined the board. And a few years later we didn't really have an executive director. And so a few years later, there were four of us who played that role collectively. And that worked for a period of time, but it came to a place where we needed somebody. And that became me on a volunteer basis. And so I started strictly as a board member and grew from there. But the thing that was always the case for me and what got me involved initially is that people in my family have had health needs and have always been able to take care of it. Had good insurance, been able to afford or part of the cost. Our youngest son had type two diabetes since before he was two years old. I've had a couple of joints replaced. I've had arthritis for a long time and having been in a position where I was leading or involved in the senior leadership of other company I had a lot of connection around purchasing health insurance for employees and understand what's happening there and then having my wife with a medical practice have a number of points of perspective. Mark Brault:                       And recognize that there are a whole lot of people that don't have the access that I had. And this is a way to give back and help meet those needs that are real significant. And there's probably a little bit that I've been around healthcare for a long time. As I said I spent some time in the medical equipment business when I was practicing public accounting, I had a substantial number of physicians as clients so I've been around elements of it for a long time. Paul Casey:                         Grace Clinic has a super mission, just a super mission and that's great that you've been able to be on that board for 13 years, probably hitting you over the face right now, thinking 13 years. That's a long time. And over time then getting a executive director that replaced you in that volunteer role by now a paid person there. Right? Mark Brault:                       Well we have a clinic director. Paul Casey:                         Clinic director? Mark Brault:                       My title is CEO, but effectively executive director. Paul Casey:                         Got you. Mark Brault:                       And yeah, the clinic director is a paid position and Avonte holds that position, is an outstanding resource for us and does a tremendous job. And to a very great extent that in the way things operate, her role is chief operating officer and she's focused on the... Paul Casey:                         Day to day. Mark Brault:                       ...day to day operations and I'm focused in great measure externally. Paul Casey:                         Okay. Mark Brault:                       But yeah my role probably isn't going to go away any time soon. Paul Casey:                         Supreme Court justice. Yes. Well, what are you most passionate about? I mean obviously you keep stoking your fire so that you stay in this, you have no immediate plans of resigning from your volunteer position. So what are you most passionate about at Grace Clinic now? Mark Brault:                       Two things. Well more than two things but the first is we do a really good job of taking care of people and we do that in a fashion that they really value. We have one of our patients who sometime back about a year ago spoke in one of our volunteer events. We have a video of her as well, who says very clearly that coming here was hard. And that's because she and her husband had always been self sufficient. Then he became disabled and they lost her insurance and said coming was hard, but the clinic made it really easy. Mark Brault:                       They treated us like human beings. They didn't make us feel like we were asking for handouts. And so, we do a really good job and we do it in a fashion that is consistent with what I expect when I go to my doctor's office. And so that's one piece. But the other is that in the last couple of years we've been able to expand what we do really significantly. If you look at our medical visits in the first six months of 2019 compared to the first six months of 2017 we're up more than 90%. Paul Casey:                         Wow. Mark Brault:                       I mean, it's huge. And part of that, a big part of our ability to do that is because beginning in July of 2017 we launched a relationship with the residency program at Trios and Kadlec. And so now all of the third year residents out of those programs rotate through the clinic. Paul Casey:                         Wow that's cool. Mark Brault:                       They gave us a boost in capacity and it's also important from the standpoint of working with a broader community game. Having those two programs from hospitals that historically haven't done a whole lot of things together but are really actively doing this together with us. The more of those things, we can do the better off the community is. Paul Casey:                         Here, here. So I heard the power of story keeps you going to see those lives that are being changed and the power of stats, seeing the increased numbers of the capacity expanding and then saying wow, look how many we'll be able to reach. Mark Brault:                       There's a part of me that will always be a CPA. Paul Casey:                         Love it. So in your all your leadership capacities over the years you have to build teams, you try to create a culture. What are you looking for when everything from hiring the clinic director years ago, Avonte, to the physicians that come in, they volunteer their time, other volunteers. How do you assess that everyone's on the right seat on the bus? Mark Brault:                       That can be tough. I mean it really can. And for us, certainly at the beginning is the question of why is somebody interested? Do they get the mission or are they interested in participating in that? And in our case, there are multiple facets to that. We're a faith based organization, not all of our volunteers come from a faith tradition. Okay? And so there's some balance in there but it's why does somebody want to be involved? Is it consistent with what we're trying to do? Is probably the key thing is, understanding what we're about and wanting to come alongside because this organization and we have more than 300 active volunteers. Okay? It's completely a community endeavor, a whole lot of people that come together to make it happen. Mark Brault:                       So first and foremost it's do they understand the mission and want to participate in that? And then the second is a question of people who have different skillsets. Now, in our case there's some very technical elements, you have a physician or a nurse well, they're principally going to function kind of in that arena. But we have a lot of volunteers who don't have some medical credential and so finding the right fit relative to their skillset. And there's another thing, one of the things that's not widely known about Peter Drucker is that he actually has a book on managing nonprofit organizations. Mark Brault:                       One of the things that he talks about that book, which is a really important principle, is that volunteers really need to be considered as unpaid staff. Paul Casey:                         I agree. Mark Brault:                       That the role is no less important because they aren't getting paid. Then with paid staff that those jobs are every bit as important and consequently we have paid and unpaid staff. I'm part of the unpaid staff. But there are a number of those things that come into play. Paul Casey:                         See yourself if you're volunteering right now, Tri-Cities influencers, see yourself as unpaid staff too. And maybe that even raises the water level of, Oh, I've got to stay connected on my board or I've got to show up and I've got to follow through because just like a paid person would, they're counting on you to get through that. And so alignment sounds really huge when you're trying to create a culture of both to the mission and also to the values. Let's stay on that personnel topic. So how do you keep those volunteers or those paid or unpaid staff inspired and affirmed? Mark Brault:                       In our organization, a big part of the inspired comes from doing the work. It comes from seeing the impact that we're having. It comes from seeing volunteers who have their eyes opened. We've had countless cases where a relatively new volunteer will comment, I had no idea. I had no idea about the magnitude of this need because I didn't encounter the need directly in the rest of my life. I've often said that for many of us, we encounter one of our patients because they happened to be the clerk in a store where we're buying something, okay? And we don't know their story, so a lot of that inspiration comes from seeing the impact in the patients and seeing the growth in the unpaid staff that is incredibly rewarding. Paul Casey:                         Yeah. I think it's important for all leaders, especially if you're in an organization with layers to connect your team through the constituents that you're actually helping. Even if you're making pizza or a widget, who are the people that you're actually benefiting from all the work that you're doing and that reconnects you to that mission over and over again. We also had a conference recently where they talked about your people, whether they're paid or unpaid staff need air and we were like, "yeah, of course we do to live." But AIR stands for affirmation, inspiration and recognition and I really like that AIR: affirmation, inspiration and recognition to keep going. Well, no one wants to get stale in leadership. You've been in the game awhile. How do you stay relevant? How do you stay on the cutting edge in your leadership position? Mark Brault:                       For me and in this particular arena at Grace Clinic, the principle thing that I do is I'm looking for what other people are doing. There's a statewide organization of free clinics and so we share a lot of information back and forth. We have a relatively new organization in the Tri-Cities, the Columbia Basin Nonprofit Association that I was one of about seven or eight people that put that together where we want to share information and knowledge. And the reality is it doesn't matter how well you're doing something, there are things that you can learn to do it better. Paul Casey:                         Absolutely. Mark Brault:                       And so for me it's always being on the lookout for those things and I'll give you a crystal clear illustration of this. A year and a half ago, I had been invited to an event, it was like middle of November and I agreed to go. I'm driving there in the morning and the title of this event was increasing community connections. And I'm driving there and I'm asking myself the question, why am I going to this thing this morning? It's all morning and I've got other things to do. And I went. Turned out it was a really lousy title. It really didn't identify what was going to happen there at all. And a pair of presenters who were making a presentation together talked about something that they had done in their organization, in another medical operation that directly got involved in their medical clinic, mental health professionals. Mark Brault:                       Now we have a substantial mental health program, but what these guys were doing is they had a mental health professional who was assigned to the medical clinic. And when one of their clinicians would encounter a need that the patient they were seeing had, they would often say, you know, excuse me man, there's another member of our team that I think could be helpful and they would bring that individual in. They don't identify him as a mental health professional. They just identify him as another member of the team and that person would take over the way that it was structured they just schedule a couple of followups in the medical clinic. Mark Brault:                       so part of what's happening here is you get this warm hand-off, but also you're avoiding the stigma. The reaction, I don't need to see a counselor. It was enormously effective. And so we decided we were going to try that and it's been enormously effective for us. If I hadn't gone to that thing, when might I have learned about that. And so you have to always be on the lookout for things that can advance what you're doing, something you can learn from other people. And that's particularly in an environment like healthcare where things are changing all the time. That's why it's a survival skill. Paul Casey:                         That's right. That's right. Again, the cocoon, the anti influencer principle. The associations are a big deal. So influencers, and you're listening to this podcast, your profession probably has an association in the nuclear society, the real estate association, the accountant's association. All of them here in the Tri-Cities have a branch, well maybe not all of them, but many of them do. Even this free clinic association you're referring to Mark, I got to speak at that a few years ago on strategic planning, big hearted people, and probably just being in the room with them was encouraging to all of them. So there's so many good things that can come out of being a part of your association. And I think innovation can spring from that. Well, before we head into our next question about what makes a good day for Mark, let us shout out to our sponsors. Paul Casey:                         Jason Hogue, American Family Insurance. Jason, what is the biggest pushback you'd get about life insurance? Jason Hogue:                     Hey Paul. Yeah. One of the biggest push backs I get on life insurance is from folks that are single. They usually ask me, why do I even need this? I don't have kids. I don't have any dependents or a spouse. Why do I need this? Ultimately whenever you pass on, there's going to be somebody there to pick up the pieces. There's going to be somebody to deal with your affairs. And I would say it's your responsibility to make sure that there is funds, that there's money there so that person can take the time needed to go through it properly and not make it their responsibility. Paul Casey:                         Awesome, Jason. So tell us how can our listeners get in touch with you? Jason Hogue:                     You can swing by our office on Road 68 in Pasco or give us a call at (509) 547-0540. Paul Casey:                         So Mark, what makes it a good day for you personally? When you put your head on the pillow at night and look back and go, today was a really good day. What kind of things are going on that day to make it a good day? Mark Brault:                       It's any one of a number of things. I mean certainly often it's we've been able to accomplish something we're working on. We've had some demonstration of why we do this. But for me also it could be something associated with my family. I mean, we're incredibly fortunate that all of our kids live here, which means all of our grandkids live here and for years we've done something where everybody comes to our place for dinner on Monday night. Paul Casey:                         Oh really? That's great. Mark Brault:                       That includes my parents and my wife's folks and if everybody's there we have, I think it's 30 Paul Casey:                         Whoa, a family reunion every Monday night? Mark Brault:                       It's a lot but we have so many friends whose grandkids live 2000 miles way and so often it can be related to just the interaction with our kids or grandkids, especially grandkids. We've got five who actually live six houses away from us and it doesn't get much better than that. Paul Casey:                         Well, you have a family of influencers. The Brault family here in town are movers and shakers for sure. But I love how you said it's living that way that makes it a good day. You look back in your day and did we live it out our way? And if you can say yes to that, it is a good day. Well, let's peel back one layer of the onion of your life here, Mark, what's your best habit and what's your worst habit? Mark Brault:                       Well, I don't know what my best habit is. My worst habit is procrastination. I'm as guilty of that as anybody. Paul Casey:                         We need a procrastination anonymous club here. Mark Brault:                       There was a time when I wore a little button that said Procrastinate Later. But that's undoubtedly my worst habit. I'm not sure what my best habit is. Paul Casey:                         Do you have more of like a routine that you're like, I've got to do this every day? Mark Brault:                       I am virtually always up early. And so, I have some time in the morning when I'm reading, I'm catching up on the news. I mean, it's a whole host of things and that really works for me. I've always been a morning person and it doesn't work for my wife. Paul Casey:                         Sure. Sure. Mark Brault:                       But I'll have that time to organize my day and that works pretty well. Paul Casey:                         Morning routine is huge. So much better than running to work or your first thing with your hair on fire. But to have that time to reflect, meditate. Some people pray, some people read, but to expand that morning a little bit more than just getting ready. Mark Brault:                       Right. Paul Casey:                         Well other than procrastinate later, do you have a favorite quote that or a mantra that you live by or like to repeat? Mark Brault:                       That for me moves around. It'll be something that works for a period of time and then doesn't and more recently, the one which I mentioned before we get started is something I heard recently in a sermon, which is "God will not push you deeper into your comfort zone." Paul Casey:                         I wrote that one down before we started because I love it. What does that mean to you? Mark Brault:                       Well, it means that there are a lot of things that are hard. I mean some things are just hard work. And require you to push to stretch. It doesn't happen because you kick back and take it easy. And so, if you're going to accomplish things that you want to accomplish, you have to get out there and get after it. And I think what really resonated there with me in that statement is it is the reality that you have to get out of your comfort zone. Mark Brault:                       And I mean, there are any number of things in my role in the clinic that take me out of my comfort zone. I spend a fair amount of time asking people for money. It's not the most comfortable thing I do. But I had a recognition and a number of years ago, and this was somebody I was listening to who made this comment, which is in the worst case, if you ask, the answer is going to be no. If you don't ask, the answer is always no. Paul Casey:                         Still, no. Mark Brault:                       Okay. So, if you don't give somebody the opportunity to say yes, the answer is no. Right? And so, you've got to be willing to get outside of your comfort zone if you're going to accomplish anything. And if you'll continue to do that, you can grow and develop. And if you don't, you're in that cocoon. Paul Casey:                         That's right. Growth is the enemy of comfort or comfort is the enemy of growth. I like that quote too. That's the same one I just turned to. I don't know if you've seen this guy. I think his name is JiaJiang. It's J-I-A and then J-I-A-N-G, the rejection therapy guy. So he went out to try to beat rejection. This feeling of hating rejection to get a hundred no's. So he came up with a hundred unique things like, can I play soccer in your backyard just knocking on a door, or can I get a burger refill? Just that we'd hear no, he'd be like, check, got another one. He was trying to get a hundred no's. You have to look it up on YouTube. But it is very funny. Some people actually said yes so for some, he was hoping for a no to walk away and they made it happen for him. But he overcame the no rejection, his fear of that because of it. So all that happened outside of his comfort zone. How about a book, Mark, that every leader should read in your opinion? Mark Brault:                       In the non-profit space, Peter Drucker's book is really excellent. He's generally not thought of in the non-profit arena. That's not where the bulk of his work was, but it's really well done and I think worth reading. I think the other thing, I recently shared a book in a clinic that was recommended to me that I think an awful lot of people ought to read. It's called Nickel and Dimed. And it's written by a woman who is a writer who decided that she was going to try and figure out what it's like to live on minimum wage. And so she went to three different communities each for a month and had to find a job and a place to live. Mark Brault:                       And she's very clear that her experience is not reflective of people who are at that place all the time. In one of the communities she went to, she worked for a maid service and she commented that she was in a better place at the end of the day than most of the women that she worked for or worked with. But she said that's because I haven't been doing this for 20 years. That I'm in good health. I went to the gym, I'm starting from a place of not having abused my body with this physical work for 20 years. But understanding those things is important. Paul Casey:                         Builds your empathy, builds your compassion. Yeah, for sure. Mark Brault:                       Builds your knowledge. Paul Casey:                         Yeah. Mark Brault:                       Okay. We often don't understand some of those challenges. Paul Casey:                         Yeah. Good old Peter Drucker, the father of modern management, I think he's called. He put out some really good stuff. How about an influencer in town that all Tri-Citians should meet? I know it's hard to narrow it down to one, but you got someone that everybody should meet? Mark Brault:                       And I'm going to stay in the non-profit arena. The group of people who were instrumental along with me in starting the Columbia Basin Non-profit Association are folks who are worth meeting. Brian Ace who leads the Boys and Girls Club, Grant Bain leads Senior Life Resources. Steve Holland, the YMCA. I mean there are a whole group of people who are really active in non-profit leadership that they're having a big impact in the community and are worth knowing. Paul Casey:                         Good people for sure. Well finally, Mark, what advice would you give to a new leader or anyone who wants to keep growing and gaining more influence? Mark Brault:                       I think that influence comes out of getting things done and doing it in a fashion that is open, that's not arrogant. And so, I think the way that people gain influence is by doing the work and both in their career, in their volunteer work, those are the things that they're necessary. And I've been fortunate, I've been involved in a lot of organizations over a long time and those things are both rewarding, but they also create relationships and connections that have value and can have a lasting impact. Paul Casey:                         Well, Tri-City influencers. You heard it here. Influence comes from getting things done. Thanks Mark. How can our listeners best connect with you? Mark Brault:                       I'm pretty easy to find at the clinic. I respond pretty faithfully to email at Markb@gracecliniconline.org. I get a lot of email and I'm usually not too far behind on it. Paul Casey:                         Way to go. Well thanks again for all you do to make the Tri-Cities a great place and keep leading well. Let me wrap up our podcast today with a leadership resource to recommend if you love quotes, found a great place to find them. It's called addicted2success.com. They have grouped quotes by famous leaders, both contemporary leaders and those that are no longer with us or by theme. So again, addicted2success.com and you'll find some other great resources there as well. Paul Casey:                         And don't forget to consider patronizing our sponsors of Tri-City Influencer : Gravis Law and Jason Hogue, American Family Insurance. Paul Casey:                         Finally, one more leadership tidbit for the road to help you make a difference in your circle of influence. Kahlil Gibran said, "zeal is a volcano, the peak of which the grass of indecisiveness does not grow." Keep growing forward. Intro:                                     If you enjoyed this podcast or piqued your interest in learning more about leadership and self-leadership, you can continue to glean from Paul and his Growing Forward Services. Check out Paul's blog and the products, tips and tools on his website at www.paulcasey.org and opt into his Target Practice inspirational email newsletter. You'll get his 33 top tips for becoming a time management rock star when you subscribe and consider buying one of his three books the most recent one being, Leading the Team You've Always Wanted. Paul Casey: This podcast has been produced by Bonsai Audio at Fuse coworking space.  

Pamela Hillman knows what it means to be sexually abused, used, betrayed, raped, prostituted and a contract placed on her life from the mafia. Men in her own family system held her hostage to sexual abuse under the threat of death. She was in prison to drugs for more than 35 years through a cocaine addiction and a victim to sexual abuse. Drug dealing led to jail and ultimately prison for 18 months. But that is not the end of the story. Stay tuned to listen to this inspiring story of redemption and incredible forgiveness. Guys, welcome to this week's podcast. Well, I've got a treat for you this week. You know back in 2015, I had been single for several years and just thought that my life was going to be a life of singleness for the rest of my life. And, as it turned out, I ended up going to a movie preview from a friend of mine who produced a movie called Captive. That movie was about a drug addict woman who was taken captive in her apartment in North Atlanta. And, she read the Purpose Driven Life to him and that saved her life. He had already killed three people that day. And, but I was introduced to someone at that movie preview and her name was Pamela and Pamela. And I got to know her from that time and I heard her story and one thing led to the next and we were engaged not long after that. And so today you're going to hear an incredible story of Pamela that had a difficult childhood and that childhood led her into a lot of difficult places. You know, many of us have had difficult pasts but forgiveness is a key point on whether we're going to move past that difficulty. There are people that have betrayed us, used us, abused us, and so what do we do with that? And so, Pamela has a story of forgiveness. Her story is unlike anybody that I know. And so this week we are featuring a talk she recently gave at our church here in North Atlanta in Dawsonville, Georgia -- Christ fellowship. And this talk is an extraordinary talk on redemption and forgiveness. So I hope that you'll benefit from what she has to say and we'll see you at the end. God bless Pastor: I've grown to love a couple of them. And now a part of the our fellowship. I discovered Os Hillman years ago, nearly two decades ago. I think he is one of the most prolific authors. I would encourage you to research Os and to go to TGIFBookstore.com and buy everything that you have read. But Os is not speaking tonight. His wife Pamela is speaking to us tonight. I got to know her and we had lunch one time with Karen, my wife to discover her story. As I said this morning, every speaker at the North Georgia revival, and we had felt a particular leading to bring her before you. I sense the presence of God so strongly. When I invited her, I knew what would happen in this evening. There will be breakthrough tonight. There will be breakthrough tonight in people's lives. How many of you would like to have breakthrough in your life, your family? You don't need to pull out your phone and I want you to share the link of the North Georgia revival because you're going to want to have the story coming into the advices of people that you love. Christ fellowship awesome is our Facebook page. And you can go there right now, Chrysler shift Austin, he'll find the lightning if you will. And share. Are you going to download the orange? Add the ISN app. It's Supernatural app. Download it. And we are being broadcast all over the world. So I want you to make sure that you share the link. Christ fellowship Dawson. So without any further ado, I want to introduce this video clip on Pamela Hillman. She will come right after the short video. So are you ready for breakthrough? inside of you? The breakthrough is inside of you. It's one decision away. You have to make a choice. So let's get ready. Okay, awesome. So I have to tell you about my grandmother. I had a praying grandmother. And if you have a praying grandmother that is the key to your life ,it's important to pray for your children. She played the piano for the church for 65 years. She would cook for the pastors. They came to the home and this one jolly old pastor evens everybody puts his hand on me and he says, “You’re special. She's going to do great things for God. The enemy heard that. The enemy heard that this one here is special. We're all special in God's family. We're all special. When this seed is planted, that was an impartation. I didn't know it at the time, but the enemy came into steal that seed, and it was through my dad. So I was outside playing and there was this little puppy. So I bring this dog home and I said, “Dad, can I have this puppy?” I'm five years old. My mom and my sister aren't home. He said, “Come upstairs with me. You can have the puppy.” I had taken a nap with my dad before. I don't think anything about this. I go upstairs, lay down, and then something happens. So I go running out of the room, go downstairs, and my puppy was gone. The seed was planted. I can get what I want by going on upstairs. The enemy came in right after the impartation. We are in a battle, you have to know these tactics of the devil. Okay? So by the age of five it was my dad then my uncle then it was my godfather and the godfather was the worst and he had continued on. I was told that I would be killed if I said anything. Actually after I did tell my mom, she didn't believe me when he was with my dad. And then my sister started having my sister. Then she finally threw my dad at God. I thought I caused that. I caused my dad to have to leave and I wasn't going to have a daddy anymore. Watch carefully. It's a trauma that the enemy brings in. So I was choked, raped, ran over and shot at. I knew Jesus was praying through my grandmother. I accepted Jesus as a child. I didn't know what that was. I mean, she took me to her Bible study, but I didn't really know what that was. But He was with me. When I was shot. I was sitting in a chair. It made a complete circle around me. The chair had holes in it. The picture of my, my head was shattered. I knew, I knew, I know my grandmother was praying for me. There was an angel in front of me and do it. I'm going to run it out of the room. Oh my liver. I was in so many car accidents. I was in a body cast. I was mauled in this body, and in a wheelchair for a long time. They said I wouldn't walk again. I mean, I'm running today. However, I did cocaine for 35 years. That destroyed my liver. I destroyed my liver three times. I was in the hospital one time when I was on the dying ward with cancer patients and I didn't even know it. I said, “Why am I on this ward?” And they said, “You're dying.” I said, “Well, can I get another liver?” “No, you don't have enough time. You have about six months.” So, you know, I got involved in dealing large amounts through this Colombian mafia guy. One time I kicked his door and so he put a hit out on me. It was stupid. This is a Columbia mafia guy and it doesn't matter what you do when that happens. But somebody that worked for him contacted me. I was at a lowpoint in my life. I didn't care and so I went to him expected to be killed. I always carried a gun and I just said, you know, do whatever. I can't live with this anymore. I was sleeping with a gun under my pillow and showering with a gun and I just can't live like that. I'm here to reconcile something, okay? Or just do it! So I got tired of running and did this for 35 years. I was on such destruction. Everything that I did that I turned to it was the same guy with a different face. I concluded it was always everybody else's fault. It was dad's fault. It was my mom's fault for not watching over me. Right? It's always somebody else's fault. So we blame others for our situations. What words you're listening to? We must remake our brains. Demons are going into your soul and you're speaking to them throughout your life. You've got to be careful about your words. They have power. They really have so much power in any, that's the enemy's tactic. He wants us to play the game. It's all the combinations that you can't get out of it. You're in this confrontation within, and I'm going to tell you about the confrontation here shortly. And so I have this big house. I had the hummer and all the vehicles. I was dealing drugs and with drugs comes prostitution. I was miserable. I had 1800 stamp collecting books, a gun collection, vehicles and a big house and I was miserable. That did not make me happy. I would be sitting on the bed or sitting on the sofa and I would have my Bible open next to me in my lap. I had to have a crack pipe, a line of cocaine, you know, and I was watching TBN while taking drugs. People ask, why are you watching that when you're doing drugs. “I'm never going to get out of this if I don’t watch Christian programming. I knew Jesus and I know he was the only one that could get to me. So I was like, if you want to hear it, go to another room. I'm not turning it off, you know? So that was my point of surrender. I was praying. I said I don't care if you put me in an institution or jail. But I didn't know he was going to do it quite this way this time. So my point of surrender was to go to prison. Oh my gosh. When you really surrender and you're asking God to get you out, that is when I get pulled over by the cops. They don't find anything, but I go to the bathroom. And then the Lord spoke to me and he said, “I thought you wanted this to be over.” And I said to do. And he said, “Well tell him about the drugs in the car in the backseat of the police car.” He was taking me to jail for violations of probation. So it was my choice. That was my decision. I had to, no matter what the consequences were, say, “I'm ready.” I went out there and I told the officer I put drugs in the back of your car. He in this inflamed red face, you said, I already knew that and they tried to get me 20 years and I'm like kicking and screaming and say, no thank God. It wasn't for me. It wasn't just for me, it was me, but it wasn't just for me because when I was there, like I said, my 20 years, because I got five years, God can raise me with five to three and I spent 18 months, that 18 is my number now. My birthday is December 18 and you can go into the prison 18 months and I got out November 18. Okay. My point of surrender wasn't prison and I was trying to get all this stuff and I've been to treatment before. I knew that was just a short my time. And then I said, I'm using, use me in here heaters longer. She gave me more because he was speaking to me. He told me, he said, this is your college campus. I brought him here to train and equip you for what I have prepared for you. I said, Hey, this is my first mission field. I started this class for women. They want to change so bad. They were so angry. They saw me happy all the time. I was like, Oh, everyone's skipping and happy. They said, how can you be happy? You're in prison. It is so prevalent and people are like, this is the age and this is what the enemy is doing is it's adoption. Okay, and he's got to be mindful of this and I'm like figuring out what is causing me to go back to this. When I would relapse and go back to the drug, it was the because of many insecurities from a lot of the wounds that hadn't been addressed from the sleeping with a guy and then going back to drugs because of the pain. So I'm studying all these books and the Holy spirit spoke to me in my room. He said, the only thing that will change your mindset is the word of God, memorize it. This is the only way. My other book is and it will be done. My story will be out in spring. But anyways, so the journal book was about this size. I started from the very beginning of it. And I went through the book to the theory and theory first ever memorized to the theory. If you are intentional, if you want to have a change, you've got to do it on purpose. You got get up and make that decision and say, okay, I've got to do this for my own self to change. I was sitting on the toilet, I'm get a picture of a toilet paper roll. And the Holy Spirit says the center represents Jesus. The Holy Spirit fills you. The inside of the white of the toilet paper is our soul. What are we going to do with all of this garbage? It's the world and self putting in the shame, the guilt, the condemnation, the jealousy, all the anger. What are we going to do with it? It's the sanctification process of tearing off the sheet purposefully to do it.I said some people have a lot more stuff. He said the Lord spoke and he said, Hey, I want you to write down every name of everybody who was wronged you. I didn't remember some of the names because I've been raped. I didn't know their names and started praying in the spirit over them because my printer was, that was my, he said just put your hands on the paper. Greatest fear. Cause I know Holy spirit since I was 26 so that was core to my sanctification. I've been in the segregation process since I tried to commit suicide when I was 26. So anyway I reviewed all the names on the paper and began praying in the spirit over them and something happened in me. And he taught me to put my name at the end. He gave me this analogy. Look in the mirror and quote scriptures to say who I am. He says, I am the word of God and you gotta do it on purpose. This is all on purpose y'all. You got to be intentional about your process of sanctification, okay? You already said you got to use this. There's a process. My heavenly father will do the same to you if each of you do not forgive your brother or sister from your heart. Okay, I can do it from my heart. I saw Holy Spirit work through me and for you. Okay? Again, had a lot of sickness. I had a lot of stuff going on in my body, handed over to the torturers evil one. Where is there unforgiveness? He's a torturer. We've got to release it. Writing on the piece of paper. How did you forgive all these people? And myself took me a long time for a couple of weeks. I just, I got to tell you what Greg did. So many I saw on a piece of paper, and I'm going to tell you this is the story towards the end, but at least they're on the phone. My soul, they were in my soul. It was great. I started praying for their salvation, for their healing, for their minds to get right. Do that. And I'll tell you the story in just a bit. Okay. So when I get out, I'm going to tell you this 100%. So when I get out of prison in 2010, my son who was here with me, praise God, he's getting bad taste today. And yeah, um, God has reconciled us. But, um, so I went in to get life insurance because I'm thinking I need to go take out the life. So I go and I guess they'd have to go to the doctor they call me. This nurse calls me and she says, I thought you might want to know about this. Yes. And I'm thinking I knew somebody right. And she said, well, you are one of 1% of the Americans with 100%. And she said, there's only 1% of Americans that have 100% of the people, all of that garbage for me. Didn't matter how long I was in there, I told them these women were coming up to me after my class, the daughters of science class, and they were saying, you don't know what it's like. This happened to me and that happened to me. I did this and that. And I'm like, I liked it dad. Maybe not to that extreme, but that happened to me. I can relate. I can relate to all these. I know why I had to go to all of these things. So they're stable. Well, the Lord taught me to pray scripture. He says in Genesis one 26 that created in his right and he also says in Isaiah 55:11 so shall my word be those forth from my mouth. Please. What are you sending out of your mouth? So I created these workbooks and I was like, okay, I was on this module or changed and um, Oh, it's great. It's on identity, everything but Google change. I need an acronym, maybe more in the morning habits around new bro every day. Good. So it's rewiring your brain every bit of it. Every day, every night when you sleep, you're rewiring your brain. Something can rewire your brain to the neck. Okay? You've got to pay attention. Don't get up in the morning. Oh my gosh. I get out of here and go on the table. God's given me so many dreams. I had one dream. We're in my day room and I fell asleep. I don't ever fall asleep this morning I did. And the Bible starts breathing. I heard decoding the Bible, then Os walks in ourday room, door opens and wakes me up. I know you weren't expecting part of the condemnation that was so deep in my soul were things that happened with him. If I allow it to happen because I wasn't the mother that he deserved and that, that just, it's still, you know, it still has a place. It's not a wound anymore, but it's a low place dead and he's done okay. For 20 something years, I never really pray this, but when so many would ask me about my mom, I would say she lives in an apartment. We've lived in an apartment all my life, you know, and she's ever had a house. I'm going to buy my mom a house one day. And I know, I knew. I didn't know. I never knew how it's going to happen, but I kept saying it, the power, they are so critical. Y'all did know that I was going to buy out six months after I got out of prison, the guy's dead. So my dad had got reconciled with my dad, while I was in prison and he was writing and he had dementia and he started it just really bad. So I sit down, I'm going to come take care of you. I'm going to come live with you. And he got so bad that, uh, they contacted me and said, he's in hospice and he's not gonna make it. You're not going to get Amazon. Well, it did. I prayed, I prayed. He says, God, I got to see my dad more time, please. So we've got an inverse. He got steam on Saturday and it was just [inaudible] seven. He was already dead in this chair. His eyes are all [inaudible] six or four. It's horrible. But when I got to and I got to tell him I forgive him and he started crying, he was waiting for me any time the next day. So I know the power of forgiveness when I was given a say and that $65,000 center and I knew what I was going to do with it. I bought my mom a house. It's a freezer other than the $70,000. We got it for $62,000. It's actually in the workbooks about my story. But all these stories are the power of our words. You know, you've got to speak the word. And I was praying for my child and got to take me into a mountain for a year. And then Jesus, you know, he's my Lord Satan. I didn't know he was my husband. When I brought him home, God multiply. I didn't so these are some other women. This is our Daughters of Zion for women. Can God use your time wisely? We have this is where she is anointed. Y'all okay. Go to the website, download this, this career shift because I went to my room and I said, what you heard the request they needed for your sheet. And so I was actually, I was leaning over somebody in the prison and never on her badge over her bed. She was in a whole rhythmic accident. Only some people were killed. She was on a Tuesday it off outside detail. Okay. In the whole ban for the women. And some of the women did die, some of their arms and legs, but she saw this bright light in the band and she was in a bubble and nothing happened. I was praying there were women and then she had this beautiful, it was like, they said, well, we'll pray over mornings or after she was sick and they made us all get out. But let me tell you, we never [inaudible], we never get to come together. We got to see each other name the next day in the cafeteria. And the Lord orchestrated that because she said the Devens choked her every time she got on her knees, she couldn't. She stayed so many countless women just led them to me too. He always had me in his, well, the Lord at the ministry is to borrow ministries but life changers legacies and he says those among you, you shall raise up the foundations. I feel so blessed to be in this search. I am so blessed and I know the annoyances. I am so honored to be you. Okay? It's not just the people in prison, they're the bridge bridges, your neighbor, the person you're sitting next to. We all have a condition or something. Okay. And we need to be praying one another, loving each other through it. Not judging because the Lord has taken me through a lot of courses and it's all preparation for the women to know, to be prepared to be geared at the training. And I have a brand team. I have a lot of Gaston and family team over here. I'm thankful for my team here and my family. Yes. So in my recent ordination is a chapel and now the Lord told me to become a number of deans for his forum, for his people. So through the different workshops, different counseling classes, everything that I've been in training for the last 10 years. So it's been nine years. I've created this workbook series and it's to go back home to the person. So each woman, we're this presence. So if you want to be a mentor, we do accept as well. This is the thing, I wanted to go into the dorm with them. We had security issues and different people. It was just purpose. So I waited on the Lord, prayed into it, all my experiences or I don't just like the dog. It's important that I tell him the moment when I go into the person, I say, this is just good. Boom, it's an important place. We got to know we weren't in that dark place because he is in the secret police. Right? So this one box came out of my story, my certifications. And I do have a lot of other people's material. And here I've got a couple of bosses pieces and we provide everything that is necessary for the psychotherapy. It's all therapeutic interventions, meaning the psychotherapy, the [inaudible] model, the cognitive, behavioral, everything. There are all kinds of programs. Like you said, they don't have Jesus. They're only a little stepping stone. So each woman, we provide a mentor for them to walk alongside. So the mentor gets a workbook as well. [inaudible] aged, soar. Both are getting the yelling. Yes. We rely on mentors and partnerships. Let me say anything or everything. We go to a national prayer breakfast and I've been on a 30 day fast and this was day 35 and I hadn't had chocolate. And I said, [inaudible] go upstairs. And I told him I was almost [inaudible] you sure you want to get back on top? We walked around the corner, we walk up the stairs. And um, did you take the video? Nope. Um, so every time I saw Michael Lindale on the TV with my pillow, I said, let him know how great his pillow is. So little did I know going upstairs to get my chocolate. You telling him about my story and that is, you're not going to see a picture of me. [ wow. It was horrible. So if you'll play that video. Thank you. I first met Pamela Hillman at the national prayer breakfast. We share stories of drug addiction and finding freedom through Jesus Christ. I realized that it was a divine appointment by God. He had brought us together to help others who struggle with drug addiction. Since then, I've learned all about Pamela's amazing one-on-one mentoring program for those in prison and those coming out of prison. This mentoring program is one of the best like they receive. And that's why I chose the partner with Pamela and Life Changers Legacy. I'm endorsee that I saved reprogram and I encourage you to support this life changing ministry as well. This is one of the best ministries ever. So, as we do have more workbooks, but it's really easy to just, um, he's using his workbooks in his Lindale recovery network. He's opening in January in Minnesota, so there and they had stacks and stacks of books in their room that this licensed counselor she had gone through and she says, that's awesome. So you visited me in person? Yeah. This is the community thing. So many people were like, I don't want to hear them. Neither do I, but the Lord made this program so easy. It is all done. Any video visit, you don't even have dementia. Somebody inside the prison, you do it to your computer and it's 30 minutes to an hour when it's so simple, isn't it? I've had to reserve him. I was wondering if you give me something to eat. I was thirsty and you gave me something to drink. I was a stranger and you clothed me. I was sick and you looked after me. I was in prison and you visited me and you did it to your community then, okay, how many times are we doing any of these? Are you stopping or are you saying they're just going to buy drugs? So I did, but I gave him a dollar. I give him $5 because I trust that person. It is my duty. It is their choice. And God knows my anointed dollar isn't going into their hands. It is going to infuse their [inaudible]. If I come up to you and I to say, Hey, how are you today? Because you might, she might make something like he does and he's working through me and I purposely do that every day. Everything you did. So now I'm going to tell you about that. Their biggest forgiving moment. I told you about the letters that I made. All people, right? Mostly guys, well, prostitution, business, drug, business, all of it. Um, I had a, uh, my, the business I had was a lot of wealthy men. They flew in from other States too. And um, I was just one year. But anyway, this one guy, uh, he was just need people. Uh, I, I was at this party, this place and um, and he was ugly. He to people. And, uh, he was very wealthy man, but in all the women were genuine and he wanted me and I said, no, there's no amount of money that you ever offer me because you know, I didn't like his attitude, how he treated people. And I still had a heart for people. Even though I was in sin, my soul wasn't affected. I didn't know how to get out of that. These women in prison, we have to beat the other hands if we want them to change. If we want our societies to change, 90%, 90%, are we going to do something about it? So there's one guy, he says, I'll have you, I'm going to get you. I didn't really think much about it. And um, so I go to this person's house. I had this guy who's like a big brother and he was kind of, my bodyguard went everywhere with me. And so I go to this, this house I was invited to and um, I wake up and nobody's there and I'm in a puddle and he's, you know, my big brother guy. And when I left and got in touch with him, he called me and he says, I'll help you get in. I'm going to help you get it. We're going to talk is, and I was like, what happened? What happened? And he said, he came in, you and the other room, he came in at eight, you go water money. And um, six other guys walked in behind him and they pushed everyone out of the room. And I said, yeah, I want to get in there. You know, that wasn't my soul, that violation, that trauma. I held that and I had hatred it because of that. I lived in that and I didn't drink for that man, but the Holy spirit on that piece of paper when I was in prison and I was praying over it, the Lord gave me a vision of this man as the man who was being raped repeatedly. We don't know what all of these people that are creating all these offenses, we don't really know what's happened in their soul and their life. We've got to back up and say, okay, Sarah, what happened to them? You know, this is not just about us. So I saw that and I started weeping for him. I started to bring for his soul and I get out. It was about three months later, I met a store and this man walks in front of me and when he said, thought you out, you know the whole memory, everything flashed for me and I froze. But he started crying and he said, I've come to Jesus and I have to ask your forgiveness. It was like to hear y'all. I don't know it. I don't know. Prayer of putting my hands on that paper and none of them, his name people. Okay, think about it. How many words have pierced hearts of our families and we're carrying our souls ready to release. Is it time? It's time y'all. You can't move forward and like this was your ride for the breakthrough. It's up to you. Yeah. This was my biggest challenge. It was the self forgiveness because of my children. Hers too though. I come with them so much, but he's [inaudible]. I've had four boys, four different men. I gave up one for adoption at birth, having ever seen another one. I chose to sign him over and say she was old. 13 months. [inaudible] his life. I'm wanting to have him to have a good life and I didn't trust myself and that was 20 something years ago. I know we won't be back because I was weeping in the prison. And I said, Lord, tell him that my children took her forgiveness and the Lord. I said, Lord, speak to me randomly of the word to Jeremiah 31 60 says, refrain your voice for me. Says a lot of stuff. And then at the very end it says, your children shall return to their own orders. I'm trusting my father. I'm trusting. Most importantly, I want them to know. I want them to know Jesus wherever they want. That's the most important border. So you know we can live in this invisible prison of I forgiveness and has sickness, have headaches, have different diseases and anger, anger. I had rejection issues. I had so many issues in the past 25 years. Billboard is just toilet paper sheets off it is my cheese. It's my decision and it's your decision. It's up to you to release the forgiveness, the unforgiveness and receive his forgiveness. It's so hard to do. Active your will. Faith is the activating force, what we believe. What do you believe? What is your belief? That's really the question. You keeping the unforgiveness or somebody that offended you. You're staying in a prison, you're not doing anything. But watch what happens when you step forward and you say, I release it to you. I really see your forgiveness. I can't do it anymore. And it does that to you. It says [inaudible], I've had so many new tools in my life and I know it's the cause of decision. It's because of making it on purpose, doing things every day. Give me the time that I was going to give up the baby for adoption. Christmas three years old and um, I wasn't getting Chell. Some were Brown and I didn't want him to go through a bad wife. I didn't want both of them to go through a bad wife. And so I made that decision. But while I was in prayer, all of a sudden the walls I've been through for hours, over and over, but the wall opened up. All of a sudden this pass everywhere, little sparks everywhere. I rolled my eyes cause I thought, I've just been crying too, right? But something led me to look to the left. There was a huge, huge one, waves bigger than a door. There was a veil on the face. I couldn't make out if it was male or female, but it didn't matter. This is liquid piece that I knew I was making the right decision. I knew that I needed to give him up there. There've been so many times I've seen it, a spirit realm. I've seen evil. I wasn't on drugs. I've seen a man transform right before my eyes into it to an Eagle spirit. So many people that are carrying the unforgiveness, it as a spirit, it is a spirit. Don't let it overtake you. Tell me it won't be able to shoot every aspect of your life. I invite you. Anyone here that has any unforgiveness, stand out. Bring it to the Lord. prayer ripped in the walls. There are more Holy spirit. All those places. Oh, there's two places. All those words say you have no more rights. There's more than one person name. You said fill those places right now. Overflowing joy. Freedom out of your soul. Don't listen to the enemy when he comes back and reminds you, don't listen to it. It's out of your soul. Say Jesus, I trust you. [inaudible] forgive me. [inaudible] when someone [inaudible] give me your, give me your, let me know what they're going through. Let me pray for them. Help me remember that I rely on you. Holy spirit. Every part of my life, I am free. Say it. You have free. Don't listen to the enemy, okay? If the Lord you are afraid to release, you just said it comes off. It reminds you where the person even comes back to mg, step back and say, no, that's been released for fame. Keep reminding yourself. Laura says, we got to remind yourself. Remind yourself, no release for me saying that's a lie. I'm not receiving that. And you'd get a worn out and not receive things, okay? Because the enemy's gonna walk through people. He gets to people he works through people. See, I'm not receiving those words. When they told me , where is it? I said, I don't receive those words. I never see those words because in the hospital with this disease, but they never told me it was up diagnosis. And so I said, no, it tells me I'm healed. And it's like, Oh, you're one of these Jesus freaks. And I said, no, no. I had Jesus long before I came to prison, three Skype. And so Joseph, before I had to take blood work before I got out, every time I've wanted, I said, I don't receive their scores. I don't receive it. So this day I'm about to get out and they take the blood work. The doctor opens in the fall and he says, something's wrong. I said, no, nothing's wrong. It's three orders, another test, and they come back. It's the same thing. And he says, looks like you're Jesus. Do you know why God made you? Do you know your purpose? Did you know there is a book in heaven with your name on it? OS Hillman has created an informative called out to discover why God made you. That will help you discover the answers to these and more questions about purpose calling and God's will for your life. This downloadable resource is yours free by going to www.mypurposedownload.com that's www.mypurposeDownload.com.

  So you've decided to start your YouTube channel! But in this digital age wherein you have a lot of competition, how exactly do you jumpstart your channel when you are just starting out? In this podcast, Nate willshow you exactly how you can grow your channel from having no subscribers to becoming a six-figure generating machine!   What do you do to grow a YouTube channel when you're just starting out? You've got zero views, zero subscribers and yet you really want to take this seriously. You really want a chance of making 6 or even 7 figures. I'm going to show you how to do that. You're definitely watching the right video because I've done that. And I've done it several times. Meaning, I currently produce 13 different channels. And there's several that are making 6 figures that I started from scratch. One of them is making 7 figures every 7 weeks. So, here's what you can expect. What I'm going to cover in this video is first, I'm going to talk about YouTube's search and I'll introduce you to my leaf strategy. Which makes it really easy for you to pull in traffic from people who've never heard of you before but are searching for your expertise. And then I'm going to talk about how to start your video and how to give content hooks so the people will stay to the end of your video. Next, I'll talk about calls to action. There's 3 different main calls to action that all that I'll teach you how to do so that you can get people to take action on your videos and send signals to the YouTube algorithm that this is a good video. Well then, talk about click-through rate. And some of the things that we've done to get better click-through rates so that you can get more and more people to click on your videos and get better results. I'll then share the sequel technique. There's a few different channels talking about this strategy. It's a really good strategy. I'm going to share how you can do it specifically to a video on your own channel and share with you a story of how we got 5 million views on one video just using this one technique. And then I'm going to wrap up this video sharing a 4 ingredient formula that if you make videos that follow these four ingredients, you will get exponential growth on your channel at the 4-month mark. It works every time. The key to getting found in YouTube search is to do keyword research before filming. You've got to do it before filming. So many people have come to me and asked, "Hey, Nate. I've got hundreds of videos. And they're just amazing content but they're on YouTube they're not getting any traffic. How can I SEO these videos. Can you help me with that?" There is nothing that I can do to SEO a video. YouTube has taken away that ability. You have to do keyword research before filming and I'll give you an example. A friend of mine Doreen's Beckman, she came to me and says, "Nate, I have a great remedy for sore throats." So, we could have just pulled out the camera and started filming her. And she shared her secret and maybe I would have titled the video, "Doreen's secret remedy for a sore throat." Okay, we could have done that but instead we chose to do keyword research first. I found the phrase, "How to get rid of strep throat without antibiotics." 9 words long. That's not a phrase that I made up. But that phrase had consistent search volume every month on Google and YouTube. So, that was a title of the video. Now, Doreen is like, "Okay, I know the formula by heart. I use this all the time but I'm going to answer it in a way that answers this specific question." I'm going to teach this principle. That video ranked number 1 on YouTube instantly. And has been getting traffic for many many years now. That's what we do with the hundreds of videos that we launch every single month across all 13 channels. Now, after you've watched this video, I want you to go watch my leaf strategy video. I'll link to it right up there. I go into way more detail on how you find the questions that people are searching for online. I show you a lot more examples and I show you the tool that you can use that you just put in your idea and it will tell you the specific questions that you can use as your video titles. Now, we're going to talk about how you start your video. See, if you've done the keyword research first, you know what the title is and your job is to do 2 things in your intro. The intro is the part that you start with right before your video logo, your branding piece or your opener. Okay, the intro, it needs to tell people what the video is about and why they should watch. Okay? What and why. What's the video about? Why should they watch it? So, I'll demonstrate this for you. Let's use that sore throat remedy example. Welcome back, in this video, I'm going to talk to you about how to get rid of strep throat without antibiotics. There really is a way. You probably have these ingredients in your kitchen. I have been using this remedy for years. It really works and I'm going to teach you everything about this remedy. Beyond just the what which I said right at the beginning, I then elaborated with another sentence or 2 explaining why I'm the person to deliver it. And although this is Doreen's remedy, I have been using it for years so I could make this video. That's it. That's your intro. You want people to know that they are in the right place that the video that they hit play on is what they were expecting. They have clarity on what the video is about and why they should keep watching. So, after that 2-part intro, then you go to a video logo. The video logo might only be 5 or 10 seconds long. 10 seconds at most. And then you come back into your content. At the beginning of your content, you'll want to lay your content hooks. Okay, content hooks give people curiosity about all the different things you're going to be teaching or sharing in your video. And you may have noticed that I did that in this video. I went through... I've got them listed right here. I went through and told you that I was going to introduce keyword research. Then I was going to talk to you about the intro. That is going to talk to you about keeping people to watch all the way through the end. That's the content hooks. Then I assured that I was going to teach to you about call to action and how to get more people to click on your videos. Then I introduced it I was going to talk to you about the sequel strategy. And then I talked to you about that exponential 4 ingredient formula that I'm going to share at the end, right? When I prepare my videos and I have my clients prepare their content for their videos, we just do it by bullet points. So, when you start into your content, you want to give a summary of these points but not telling people, "Oh, the first ingredient is raw honey the second ingredient is cayenne." No. You might say, "Well, I'm going to share with you the first ingredient..." Alright, you might say it this way: "I'm going to go through all 3 ingredients and tell you why they're in this concoction what they do for your body. And then I'll explain how you mix them all together." That make sense? So, I'm giving a summary but I'm not giving away the meat. I'm creating curiosity so that they want to watch the rest of video and get all that meat. You want to have a call to action in every video. And there are 3 different types of calls to action that you can give. One, it can be a call to action to get people to join your list. Now typically, you don't say, "Hey, if you want to join my list or get on my email list or buy something from me, click the link below." Typically you say, "Hey, I've got a free gift for you. I want to give you my book for free. If you want access to that, go ahead and click the link or go to the link in the description below." See, that type of a call to action, they'll know, they'll get your free gift. And they'll be in your sales funnel. You'll have their contact information. You can follow up with them after that. That works all the time. And you definitely want to every once in a while, have a video with a main call-to-action leading people to your lead magnet. The second call to action all share is you can get user engagement. You can ask people to like, to subscribe, to comment below. You can actually do a poll. I'm going to do a poll right here. Go ahead and click this link and answer the question. Did you know that you could do a poll on YouTube? Just click yes or no. And we'll see what percentages come up there. That's a great way to get engagement and you can have that as one of your main calls to action. The reason for doing that is the YouTube algorithm likes engagement. The more engagement you get on your video, the more YouTube will promote it to other people. Now, a third type of call to action that you want to do regularly throughout your videos is recommending that people go to other videos whether on your channel or other great videos on other people's channels. So, I've already done that in this video. I've recommended my leave strategy video. It's still linked right up there. After this video is done, I definitely recommend that you check that one up because it's really going to help you know how to find those questions that people are searching for. So, when you're preparing the content of your video, know what is the main call to action for this video? Am I going to lead it to my lead magnet? I'm going to lead it to user engagement or am I going to lead people to click on another video? When you get to the end of the video, you don't want to say, "Hey, hopefully found this video helpful. We'll see you tomorrow." Because you're essentially telling people, "Bye, you can go about your day now. You're done with YouTube." YouTube would actually rather that after they're done watching your video, they watch another one. So, at the end of the video, you might say something like this: "Now, that you've got a good foundation of how to grow from 0 subscribers and 0 views up to a seven-figure revenue stream, let's dive deep into that leaf strategy. Okay, go ahead and watch this video next. That makes sense? I'll probably say that at the end of this video. Click through rates, thumbnails, they become far more important. My business is really focused on YouTube for the last 7 years. In all the years that I've been doing YouTube, thumbnails have just become more and more important especially in the last year or 2. See, when people open up YouTube there's a whole menu of different videos that they can watch. They see an image with a title underneath. The do I want to watch this one? Do I watch that one? Do I watch that one, right? You've seen this. So, how do people choose which video to click on? It's really a matter of what's interesting. What creates curiosity. So, the first recommendation I have is to definitely design your own custom thumbnail, okay? YouTube will go through and pick three different still images from your video and you can say, "Which of these three do you like the best?" Or you can design your own custom thumbnail. You can design your own image that creates curiosity that relates to the content of your video of course but will compel people to want to watch your video or want to click on it. In the beginning, all you can do is just give it your best guess. Put your imagination and your creativity to work and create a thumbnail. You can use Canva or Photoshop for that. But then you can actually do A/B split testing. YouTube says that this feature is soon coming. Right now I use a tool called tubebuddy. So tubebuddy, I use that to do my A/B split testing. That's where I can design version A, launch it. A few days later, I launched B and then it will do an analysis and compare which thumbnail gets more clicks. Sometimes all I do is I just change the color of the text. That's it. The image, the the design of the thumbnail stays the same. I just changed the color of the text and that might change it from a 4.6% click-through rate to a 5.9% click-through rate. It's crazy. But you can do stuff like that to get better and better results. So, as you launch your channel and you're putting all this work into creating these videos, doing a/b split testing can really help you get better and better results. Now, let's talk about the sequel technique. Okay, a lot of YouTubers are using this. They'll find a very successful video on YouTube and that they'll create a sequel to it, right? They'll try and create a similar video that's better than it and they'll try and get some of the traffic from that video to then come to yours. I've tried this strategy for other videos. And it works maybe one out of every 10 or 20 attempts. And it works okay. I'm going to share a strategy that works way better, okay? And that's to look for great opportunities within your own channel. So, YouTube analytics is great. Once you've been at this for 4 or 5 or 6 months, you have a lot of videos in there. Chances are there's been some that have caused spikes. When you're in your analytics, the best thing to look at is what videos are YouTube suggesting. Okay? There's a lot of different ways that your videos can get views and traffic. You can get it from search, you can get it from what YouTube calls browse. Suggested. There's other sources of traffic like you know Facebook leads or email clicks. Okay, we're talking about suggested. If you find a video that YouTube is suggesting to other people to watch, that means YouTube likes this video on your child because it's making YouTube money. They're probably pairing ads with it. That means YouTube likes this video and it's suggesting it to other people because it's making YouTube money. Either because they're pairing ads with it and it works really, really well or this video leads to long session watch time. You know, something like that. YouTube has chosen this video and likes it and is suggesting it to other people. So, here's the opportunity that you have: You can create a sequel to your own high performing videos. Let me share with you a story, okay? So, one of the first videos that Kris Krohn and I created is "How to invest your money in your 20s?" So, I'd noticed that that video it had I believe over 60,000 views at the time and a lot of those views had come from suggested traffic. The original video is only about six minutes long. Kris Krohn was sitting in one place. In fact, he was sitting on his pool table with the red felt. And he just shared his story. So, I told Kris, we're going to redo this video. We're not... We're going to leave the old one there on YouTube. It's still doing well but we're going to make another one with the exact same title. And I thought... I tried to think like, 'Why did they like that thumbnail? Why did have a good click-through rate?" I thought if they liked his pool table, they're really going to like his car." So, I had him put his BMW i8 in the video. And when I filmed the video, I actually... I had to really twist Kris's arm at the time. He was... He didn't want to be that guy. But I had him pull up in his car, the wing door came up and I followed him with my glide cam as he walked and talked into his house. So, I followed him in through his door. His cleaning lady happened to be vacuuming so I said, "Hey, cleaning lady." Went into his kitchen. Got a drink of ice water. Went downstairs where his pool table was. Went back upstairs where a flipchart was. We made a longer video. Shared the same story but it was a lot more inviting like we're going into Kris's home. This strategy totally worked then and it's worked in many times since. Over the next 2 weeks, this channel performed above average. Okay? It was a good video. And then, it totally took off. From the next 5 weeks, our channel grew from 80,000 subscribers to 160,000 subscribers. I don't want to confuse this but we actually did two sequel videos at the time. This one that I'm telling you about was the main one. And these two videos together or the next five weeks doubled the size of our channel. We got way more views. Adsense revenue became significant. You know, 5 figures. So, how does this apply to you? Well, you'll find similar opportunities in your own YouTube channel. Just look through the analytics and find which videos YouTube is suggesting the most and create a sequel. Are you ready for the 4 ingredient formula to take your channel exponential? Right? You're going to have spikes in 4 months. It works every single time if you have these 4 ingredients. I'm serious. I've done it many times. Ingredient number 1, you've got to do keyword research before filming. Number 2, your videos have to be 10 to 12 minutes in length on average. Okay, have a minimum of 7 minutes. You can go longer. That video that I just told you about the sequel that went huge it's got over 5 million views, that one was actually a 20-minute video. We didn't plan on it being that long but it's worked really really well. Have your videos average 12 minutes in length. Okay, ingredient number 3 your videos need to have a good retention rate. You know, have an average of 45% or higher retention rate. So, if you've got a video, we'll just make math easy. If you've got a 10 minute video, people should at least be watching 4 and a half minutes of that video on average. Ideally, 10 to 12 minute video should have a 6 or 7 minute average view duration. The reason that that's an ingredient in this formula is YouTube likes watch time. And if you're putting out tons and tons of content but your videos on average are only being watched one minute through or one minute 20 seconds through. Which I've seen. This formula will not work and your channel will still grow gradually but you won't experience a spike. Okay, here's the last ingredient. Ingredient number 4 is you've got to post five episodes per week. Now, there is some controversy. Different YouTube influencers that I highly respect that are friends of mine and there are other ways that you can achieve success on YouTube with different amounts of frequency. Such as one video per week. In the space of experts making how-to informative type content, this formula works. And if you have these 4 ingredients, you will get a spike. I've never seen it fail. Keyword research before filming; 10 to 12 minutes in length; average retention rate or view duration of 45% or higher; post five episodes per week. And at that 4- month mark, you'll experience a spike. On the Kris Krohn channel, it was 4 months to the day we had a spike. We were averaging like 500 views a day. Something like that. And our first spike we got up to 10,000 views in a single day. And we never got down below a thousand or 2 a day even when that settle down. But then quickly had another spike up to 30,000. 35,000, in fact. Soon we got to a point where our average baseline was higher than our first spike. And we've never looked back. You've heard me talk a lot about keyword research in this video. And I've actually created a keyword research mini-course. So, in addition to watching my leaf strategy video that I've linked to above, down in the description and on my end screen here, it's probably somewhere on the screen, I also want you to check out my keyword research mini course. This is a free gift where I actually take you step-by-step through finding the questions that your audience is searching for. You know, so you have expertise. This'll guide through finding the questions of people are asking. So you'll know what to title your videos. Go ahead and click the link below and watch that leaf strategy video next.

Carey Sperry:                     Hello and welcome to Carey Sperry, All Social Y'all podcast. I'm your host, Carey Sperry. On All Social Y'all, we discuss how to employ social to become truly customer-centric. We identify how social is a feel for business growth and we talk with some of the best and brightest business leaders, entrepreneurs and digital marketers. Our guests share inspiring stories and effective tactics to discover, interact, and emotionally connect with customers where they are on social platforms. Carey Sperry:                     In this episode with Trish Inguagiato of Perillo Motor Cars, she shares the story of the re-invigoration of the family business, social precedence and digital reputation. She explains how she approached the discovery of a misalignment of the in-store customer experience and the digital or the online customer experience. Carey Sperry:                     She approached us with the owner, who's her father, Joe Perillo, in Chicago. She goes over four customer touch points she focused on and where she made measurable improvements. She talks about how she led the strategy, but she didn't do it alone. What's really inspiring is her story about integrating charitable events into the face-to-face and social digital customer experience. Carey Sperry:                     She shares how one of the Perillo brands first events of this kind was built around the community and the cause. It was built around the product brand or automobile brand that they sell and built around their customer, caring together about something important and allowing for customers who could not attend the live event to participate remotely through social media. This was so successful and enjoyed by so many in a multitude of ways, that they have continued to be open minded and creative with meaningful events with their customers year after year. Carey Sperry:                     Hi, everyone! In this episode with Trish Inguagiato of Perillo Dealer Group, we'll hear from her about a multi-generation family business and how perceptions from the differing generations can help revive pockets in the business, such as social media, one area that Trish saw that needed a big refresh and re-invigoration to align better to the superb customer experience that their customers knew and loved in the store, and the service center, on the phone, and on their website. She wanted all that to align. She saw that that was an area that should revive. Carey Sperry:                     She also shares with us some amazing experiences and opportunities in their charitable events they shared on social, that contributed to customer engagement, and brand discovery, and even customer loyalty. Carey Sperry:                     Allow me to introduce you to Trish Inguagiato. Trish and I met at the University of Wisconsin years ago. We became sorority sisters in Delta gamma and have been the closest of friends ever since, literally. We have worked and led philanthropic charitable events together in our sorority, is how we really started the whole ... Well, when we were children, we were exposed to that but as young adult through our sorority, it was one of the great ways that she and I bonded. This was all a long time ago, but it's part of our value system and we carry it into our businesses today. Carey Sperry:                     Trish is from the amazing city of Chicago and grew up there with an entrepreneurial family. Her father, owner of Perillo Dealer Group since 1975. Her father has an amazing career and family story that Trish is going to share with us. She has a degree in journalism and took her career first to sales. Oh, she also has a degree in advertising, sorry, but also commercial real estate is her background in San Francisco, where she lives today with her husband and two teenage girls, in Menlo Park, California. Carey Sperry:                     Since then, she's been involved in the family business using her love for writing and PR, but mostly sharing her passion to bring joy to as many customers as possible, while preserving and elevating a premier well-respected brand that her father and family built for the Chicago community and customers afar come to them. Carey Sperry:                     Hello, Trish and thank you so much for being our featured guest! Trish I. :                                Hi, Carey. Happy to be here! Thanks for having me. Carey Sperry:                     Of course. Can you tell our listeners that don't know you a few words about yourself and your family business Perillo Dealer Group? Trish I. :                                Sure. So really, the business started with my dad. The man is pretty incredible. He barely graduated high school, and got into the Army, and decided he wanted to sell cars. He eventually worked himself up to being the number one Cadillac salesman in the nation. People used to line up around the door just to come and see him, and so this is when he was really young. He was in his twenties, and his ultimate goal was he wanted to be a automobile dealer. Trish I. :                                He saved up enough money. He had an opportunity to buy a dealership. It was a Pontiac dealership in a very obscure area in Chicago, and there are two previous dealers that failed before he went into that location, but he decided to take the shot. He did it. It was in 1975, the economy was pretty tough around '76 through '79 but he persevered. He did great. He actually did so well that when BMW was coming from Germany, they needed to open up some dealerships in the United States, and he applied for it, and he got it. Trish I. :                                And so that's really put him on the map, is when he became a BMW dealer in 1981. He just continued to work really hard, and build his brand, and his customer loyalty. His employees, I mean his employees are amazing. They've been with us for over 40 years, a bunch of them. Trish I. :                                And so he then had a great opportunity in 2009. The economy was really bad, as you remember in 2008, and a luxury dealer in downtown Chicago went bankrupt, and so he had an opportunity to buy Lamborghini, Bentley and Bugatti. And he did it, and it was a big jump. Took a leap of faith, but he did it, and he really became successful. Trish I. :                                And so Rolls-Royce came to him because BMW owns Rolls-Royce. They said, "We'd like you to be a Rolls-Royce dealer in Chicago." And he took that on. He did really well. And then Maserati came to him and said, "We'd like you to be a dealer here." He did that. And then we recently became Alfa Romeo dealers. Trish I. :                                He has quite a few luxury manufacturers under his belt. He's doing great. He's in his mid-seventies. He doesn't look like it, doesn't act like it. He gets up and goes to work single day, and just absolutely loves it, and he thrives. If you ask him, "Do you ever work?" He's like, "I've never worked a day in my life. That's how much I love it." To him, it's not work, it's just fun, so it's really exciting. Trish I. :                                The way I was brought up was do what you love, follow your passion, follow your dreams, and you'll never work a day in your life. And so, it's great that I have such a great role model in my father, and my mother is just as hard working as my dad. She plays a role in the dealership also, but to a smaller scale. I come from a pretty good hardworking group of parents. I'm very fortunate. Carey Sperry:                     For sure, but so humble at the time in giving, which we'll get into a little later in the conversation, around the charitable events and all that activity. But it's just so inspiring. Can you tell us how it happened, where you re-entered the family business? You were in commercial real estate and you had children. Can you kind of tell us about that process? Trish I. :                                Yeah. As I mentioned, when I was younger, that's when my dad started the business. I was only six, but he used to bring us to the dealership on weekends, my brother and I, and I would work the phones, and I would do filing, and I would do all kinds of things to help. My brother would wash cars, and mop the floors, and do things. Trish I. :                                What happened was my brother stayed in the business and I decided after college I wanted to make a name for myself, and I moved to California, and I got into sales and commercial real estate, so I separated from the business, just to build my own identity, which was great. And then I had a family, I took some time off, and I decided when my little daughter was in first grade that I was getting bored and I wanted to use my mind, but I didn't want to go into a full-time job situation. Trish I. :                                I got on my parent's website, and I was like, "Oh my gosh. What's going on here? This isn't as professional. I know we could do so much better." And then I jumped on social media and I felt the same way. I was like, "Oh, no, this is not what we want. This is not who we are. I need to make this better." And then I jumped on our digital reputation site, and I saw there was only one star on Yelp, and I was just mortified Carey. I was like, "How can this be? I mean, our company is so great, and we're so successful, and the people that are getting on Yelp, they're just complaining and nobody is managing this. We've got so many great people, we just need to go ahead and have somebody really stay on top of this." Trish I. :                                I called my parents right away and said, "Listen, I want to see if I could help you guys out. I have a background in advertising and marketing and I'd like to help you out with a couple things." And they said, "Sure, go for it." They really didn't specialize in this. They were focused more on the automobile selling side of things and the service side. And I said, "I can help you." Trish I. :                                Really what I did is I gathered a team, and we just said, "Okay, our five goals is number one, we need to work on making our website a little bit more professional, a little bit easier to use, user friendly, and more call to action." That's what we really felt like we were missing. And so we worked on our website and our mobile app, and we streamlined it. Carey Sperry:                     Wow. Trish I. :                                Carey, it was almost overnight when we did that, we started to see more leads come through, and so it was really, really exciting. Yeah. Trish I. :                                And so then the next step was social media was huge at the time. When we started seven years ago, it was really starting to take on. I was like, "Gosh, we really need to get our customers more evolved, and we need to show how great our cars are, and what our dealership looks like, and spotlight some of our employees." We really went out to Facebook and Instagram, and we really got our social media cranking. That turned out to be great. Trish I. :                                And then my big role was the turning around digital reputation because, as I told you, we were at one star and I was like, "We can't do this anymore, you guys." We got together with our team of managers and salespeople and said, "Our customers are so happy and they do love us. Why don't you ask them after the sale or after they have a good service experience to get on Yelp, get on Google and tell them how great we've done?" Trish I. :                                And we've done that. And if you go to Google review right now, we have four stars. I'm happy to say that over the years, we've done a really good job of asking people to go out there and tell them exactly how their Perillo experience was, and they've done it. And so it's just been amazing. Trish I. :                                And the good thing too is I manage that, so the minute somebody goes out and they leave us a review, I immediately get back to them, and I thank them for the review, and I thank them for their loyalty, and I just want to let them know that we're so happy that they're our customer, and we look forward to serving them in the future. And so I think people like that, that ownership is really involved, and that they care. Trish I. :                                And the same if it's a negative review. If it's a negative review, we want to know what we did wrong, and how we can help them, and how we could make other customers, how we could service other customers better because we're always learning from mistakes. Trish I. :                                It's been a good process all the way through. Positive and negative, we've elevated our reputation, and that's really the most important thing, and we're helping our customers at the same time. Trish I. :                                And then the last goal for me, was to have more events at the dealership. For us, when it comes to selling cars, the most important thing is to get somebody behind the wheel because once they get behind the wheel and they drive one of our cars, they really love it. They love the experience. And so what we did is we put together more events, where we had people test drive, and we got more people engaged. Trish I. :                                And so, those were really the things I came in and I did. And honestly, Carey, it's just been a game-changer. It really has. Carey Sperry:                     That's awesome. Trish I. :                                Yeah! Our brand has just elevated to the next level, which is great. Carey Sperry:                     That is so great! And it sounds like your dad was really open immediately to you coming in and appreciated your early discoveries, from just doing a little bit of looking around closely and putting yourself in the customer's shoes. Carey Sperry:                     To recap everybody, one thing I want to say before I go through these four points that you just highlighted, is that the customers now don't care where they are when they're interacting with your brand. And what I mean by that is when they don't even consciously think anymore, we don't as consumers, about where we are actually interacting with the brand. If we're on our computer, and we go to a website, or we're on our mobile device, go to a website, or when we're on our mobile device and we go to an app; all we want is for it to be easy and to decrease the friction. Carey Sperry:                     So like Trish said, that they worked on their app, they worked on their website experience. You really have to have all of that down. You have to have all of that behaving and actually be putting yourself in the customer's shoes. That's exactly what Trish did. She looked at the website, made it more professional, had a call to action, looked at the mobile app, and made sure that there was consistency through. Carey Sperry:                     Another word for all of this everybody is called omni-channel. It's multiple digital touchpoints throughout the customer journey. The customers, no matter what stage they're in, there's a whole customer journey of discovery, exploration, consideration, and there's different names for these different stages, but really interacting with the customer through every single stage, no matter where they are. Maybe they've purchased cars from a Perillo dealership before and they're looking at purchasing another one, or they have a need to buy one for a child and they're a loyal customer. You have to serve them while thinking through the various digital touchpoints too. Carey Sperry:                     Besides the website and the mobile app, then she looked at the social media and wanting to get customers more involved in more engagement. Carey Sperry:                     And then three, the digital reputation is huge. A lot of customers don't really pay attention to that. There's a lot of negativity of understanding about what Yelp really is. Some people think Yelp is just a joke and they went through all these lawsuits and all this stuff. But there's other places where there's Yelp still, but there's other places too like Trish mentioned, Google reviews, so there's other places. People put comments, even on Facebook ads! They'll put comments on and they might say, "Oh you are the worst." Or, "I wouldn't go there if I were you." You've got to respond to those. Carey Sperry:                     And then last is the events, and the dealership getting customers involved through that, which we'll get into in a little more detail in a second here. But I want to back up Trish, when you really started digging into this, and you said you pulled together a team. What did that team look like, the social media, communication, PR type of roles and how have they unfolded since you've been helping with the strategy and steps? Trish I. :                                Yeah, no, we pulled together our managers. We put together a team of digital marketing experts. I knew a little bit, but I wasn't an expert, that's for sure. And so, we'd pulled in just a good group of people that understood the digital marketing world. Trish I. :                                And really for me, Carey, I mean you were asking how I came in and what I did. It's not that I was so great but what I was, was a fresh set of eyes. And sometimes when you're in the zone, like my dad, and his managers, and his salespeople, when you just keep doing things the way that you've always done it and your philosophy is if it ain't broke, why fix it? Sometimes that is a problem. In fact, most times it is a problem. And I just came in from the outside as a consumer and somebody that really cared. Obviously, I'm very invested in my parent's company and I care about them so deeply, that I came in with a fresh set of eyes and said, "Okay, I'm coming and looking at it as a customer and how would I want this experience?" Trish I. :                                And when I presented it to our team, they were like, "This makes sense. This really makes sense. We've got to elevate our game. We've got to make it easier. We got to make it better because if we don't, we're going to lose our competition." That's really what happened. We were so fortunate that at first people didn't buy into it, but then when they started to see the progress we were making, and how we were elevating our brand, and how we were getting more customers, and people were coming and saying so many great things about us, everybody bought into it. That was the most important thing, is that we changed everybody's attitude. Everybody said, "We're ready for this." Carey Sperry:                     They listened to you, that that's huge. Trish I. :                                They did. Carey Sperry:                     And so- Trish I. :                                They did. I was lucky Carey Sperry:                     The risks of leaving it, if it kept going the way it was before you made the discoveries, I think of it built up over time, where you might not notice something this year but then if you let it go the next year and the next year, even quarter by quarter, it's snowball effect. It seems like they realized, "Okay, we can't keep just doing the way we're doing it." Is that how the attitudes were? Trish I. :                                Yes, that's exactly what it was. And nobody really made a conscious effort into thinking that way. It was just they were on automatic mode. And so because I came in, I'm like, "We got to think out of the box. We have to be creative. We've got to come up with different things that nobody else is doing. That's what's going to set us apart." And first they were resistant but then they bought into it. It all worked out and it still does today. I mean, we're always coming up with new ideas, and new fun ways to do things, and elevate our brand. Carey Sperry:                     And it's not just you or one person. It's a team effort with key people have an interest and ability, to some extent, to contribute to the whole journey, and the whole content creation, and engagement, and everything, right? Trish I. :                                Everything. It's a team. It takes a village. Carey Sperry:                     It does. Trish I. :                                It does but you know what? It does, but you're better as a team. I mean, I always say it, there's no I in team. Carey Sperry:                     Yeah. And if people don't have someone that is like you, that can have that perspective inside the company, just owners take a look at the different digital touchpoints and the social media presence, and just start writing things down, and reach out for help. Carey Sperry:                     Do you think it's made the brand even more continuous across all parts of the customer journey with the Perillo dealerships? Because I know I've been in those stores and it's just an amazing, positive, energetic thing. I mean, even in the service center. You wouldn't think that an automobile service center ... You kind of think of you smell oil, or rubber tires, and you drink some bad coffee. But it's not that way at all, it's a really great experience. Have you been able to reflect that continuously digitally? Trish I. :                                Yes, we have. And so we've been really fortunate. If you go to joeperillo.com, it's all of our Perillo brands. And so I think that in the last couple of years, our focus is to really elevate our name and our brand. People have known that Perillo has been around for over 40 years. It's been 44 since my dad started the company, so people know it's a family owned business. They know that their employees are extremely loyal, they know that the company is trustworthy, has integrity, and they follow through on their promises. And so I do believe in my heart that when people think of the Perillo brand, they relate it to luxurious automobiles. And so that's what we really were striving for is the Perillo name is synonymous with luxury cars in Chicago. And I think we've achieved it. I really do. People know us and they feel very comfortable. Trish I. :                                We hope to just keep moving. We're not going to be satisfied with the status quo. We're going to just keep on elevating our game. Carey Sperry:                     You're helping more and more people, and people come from outside the Chicago area to interact with that experience that way because a lot of people don't like buying cars. They find it grueling but when you have a good experience when you buy a car, no matter whether it's luxurious or it's just a beginner car for your teenager or something, you want it to be positive. Trish I. :                                Yes. Yes. Carey Sperry:                     And you want to feel like you're ... It's a big decision, so I think you guys do such a great job at that. Trish I. :                                Oh, thank you. Carey Sperry:                     With helping the community, and having events, and using social to bring in more awareness and collaboration with that, is just awesome to see how you guys have been so generous helping the community and how you've shared that with your customers. When you re-entered the business, how did you get involved in charitable events or just events in general and how have you weaved it into the communications and engagement with your customers? Trish I. :                                That's a good question. What happened was when I re-entered, I thought, "We're having all these events and we're getting people to come in from the community." My parents have always been extremely charitable, but they've always donated anonymously. They just never wanted to put their name in the spotlight. They've always given back to the community, the causes they've really cared about. And so I approached them and just said, "Listen, this is an opportunity. You could still give. Okay? It's coming from your heart. It's coming from a good place, but why don't you make it known, and why don't we introduce a charity that's near and dear to your heart when we do our events?" Trish I. :                                And so I got them on board, and they said, "Okay, we could do that." So not only do we pay the money to sponsor certain events, but then we try to raise money for the organization. Trish I. :                                Just one example, about five years ago, Bentley wanted to target more women customers. Their key demographic, I mean most of the people that buy Bentley's are male. And so they came to me and they said, "Listen, we really need to hone in on the women out there. There are plenty of successful women that could purchase Bentley's, and we'd love to market to them." Carey Sperry:                     Well, yeah. Trish I. :                                Yeah! Oh, definitely. And so they're expensive cars, but you know what? There are a lot of great women out there that could do it. And so they said, "What do you think about holding an all women's event? Bentley just came out with all different kinds of really cool purses, all different colors, a very expensive purse but very elegant and beautiful. What do you think about having some sort of party?" I thought, "Wow! This is great." Trish I. :                                We had a big fashion show, and we had women from the city of Chicago, we pulled them in from the suburbs. We probably had about 350 women attend the event, and we matched the purses with the cars, and it was really successful. Before we did this I thought, "What would be the perfect charity and what is something near and dear to our heart?" And so I did know somebody that started a nonprofit to help women that have been victims of domestic violence. And so we brought them in, and they were a speaker. They were just phenomenal. They were really, really moving. I mean everybody in the crowd, we were all crying. Trish I. :                                We raised a ton of money for that organization, we brought awareness, and we also got people to come in, and come to an event, and have a great time, see the purses, test the cars out. It was just spectacular all the way around. Carey Sperry:                     Wow. Trish I. :                                I mean I felt so blessed and honored that we could give that kind of opportunity and that we could be a part of it. Trish I. :                                Yeah, from that point on, Carey, after that one, every single event that we do, whether it's the Children's Hospital of Chicago or just we've helped out kids at the St. Jude's hospital. I mean we've helped out several organizations and it's just been really rewarding, super rewarding. We just feel lucky and blessed that we're able to do this for people and give back to the community. The community has been great to us, and now we need to give back to them. Carey Sperry:                     Yes. Thank you so much for sharing that. That is just amazing. And I know some people say, "I don't want to make people think that I'm trying myself some big hero because we're contributing to charity, or to the needy," whatever that arena is in their community. But it's not that. Sharing it with more people and supporting the cause, while it's something that you're able to do because you have a business, and then bringing your customers to be able to celebrate in that thinking. We see that a lot with the big brands of Nike, and Nordstrom, and all kinds of big brands out there doing it. They're banding together with their customers, who they know their customers are through data, and then celebrating in those beliefs and in those causes. It doesn't have to be weaved in and out of the brand as extreme as some big brands do it, but just having it as another way to interact with your customer and bring them some joy, along with serving the community. Carey Sperry:                     Thank you, Trish, so much. We've run out of time but this was just amazing, and very inspiring, and such a wonderful story. I really appreciate you sharing it with us so much. Trish I. :                                Oh, you're welcome, Carey. It's been a pleasure to be on your podcast. Thanks for asking me to join you. Carey Sperry:                     Of course. Anytime. All right, everybody, thank you. We'll talk with you next time. Carey Sperry:                     Thanks for listening to the All Social Y'all podcast. For free resources and materials, head over to all socialyall.com. That's allsocialyall.com. Also, we'd love to hear from you. What subject areas would you like to hear about in future episodes? You can share that with us by dropping me a comment on our website or in Instagram at All Social Y'all.  

Okay - It's not radio. But on 16 Nov, 1979 Bruce and Annette hosted their last Eyewitness News Bulletin for Channel 0.  Here: Listen to the first and last segments from that hour long bulletin. See omnystudio.com/listener for privacy information.

Welcome!   Today there is a ton of stuff going on in the world of Technology and we are going to hit a number of topics from Keyloggers, to Privacy and Encryption, and Tracking -- so stay tuned. For more tech tips, news, and updates visit - CraigPeterson.com --- Related Articles: Who is tracking your web movements? Use Firefox if you want to know. Little Inexpensive Devices Can Remove Sensitive Data Security 101 - Passwords and Password Management  Common Password Vulnerabilities and How to Avoid Them Cyber Cold War Right on Our Door Step International News Hits the Dark Web When Businesses Are Required to Capitulate to Chinese Society Cloud Players Vie for Pentagon Contract Privacy and China -- Not So Much --- Automated Machine-Generated Transcript: Hello everybody, Craig Peterson here. Welcome to my Saturday show her right here on WGAN. And online at Craig Peterson calm. You'll also find me up on YouTube, where I am posting videos of this show. And I try and do that every Saturday. I've been doing this now, last few weeks. This Saturday's no exception. Next Saturday maybe because I am going to be out in the West in the conference. So we'll see how that all goes. I may end up doing next week's show from my laptop, which would be a little bit different. I haven't done that before. So we'll see how that all goes. Today we are going to be talking about Firefox. A lot of you guys asked questions about browsers. So I've got an article from naked security up on my website at Craig Peterson. Calm talking about this. But Firefox browsers and this came up in one of my masterclasses here over the last couple of weeks, you know, those free classes that I've been holding, these are not pitchfests, in the least, we spent two hours in the last one. And this particular one, we're talking about privacy, and I had mentioned the offer browser and have some questions on that. So we will be talking about that today. Keylogging is an ongoing issue. It seems that every business that we go into, to help them clean up or do a security assessment and action plan for them. They all seem to have key loggers, at least one machine, man This week, we just found one of our clients had a data x filtration going on. Thank goodness, we had the right kind of equipment in place because it automatically noticed it and shut it down. But keylogging is a great way to start. That whole BX filtration, we're going to be talking about passwords today as well, which is always a big topic. And we'll talk about one password and some common password problems. We've got a warning out from checkpoint, and those are some guys that make some security software. That is saying that there is going to be a new cyber Cold War next year like that's a surprise. So we'll be talking about what that means to you as a home user as a business. The BBC did something I don't know that anybody would think about, but when I thought about it a little more. It made sense. But the BBC is now on the dark web and will tell you a little bit about that. And that also goes into my whole commentary about some of the browsers out there. And by the way, if you want to sign up for these masterclasses, I don't think I'm going to be having one this coming week. But if you sign up for the master class, you can attend Live asked questions. I always answer all of the questions, which is why sometimes it goes much just three hours because I try and make sure everybody understands what we discussed. I've been doing them live as well on zoom so that you can kind of jump in and type in your question in the chatbox, and I'll make sure I get to it right away. And I will be having more so see the two I've done, I think, Okay, the last couple of weeks. I know I did one on VPN and one on mobile security just yesterday. So make sure you sign up Craig Peterson comm slash master class. And these are, as I said, they're free, and these are not pitchfests. But it's me looking at material trying out material answering questions that I can use in upcoming courses that I do so. Tick tock, by the way, if you haven't heard about it, I've mentioned it on one of the morning appearance appearances that I do on the radio, but Tick Tock is here. Getting back now about this is from China about claims that China is doing the nasty with it. Microsoft man who thought that they would win this Amazon was the shoe and winner for this contract with the feds. We'll talk about that. And a little bit about what does it mean for you if you are using cloud services and what's the government trying to do here, and China, they passed a cryptography law. You know, of course, about Facebook, as I mentioned this before, and Facebook's cryptocurrency while China's getting in the game as well. And hopefully, they don't beat us to the punch here when it comes to the cryptocurrencies. You can watch all of this, as I mentioned, and I just noticed myself right because I got a little monitor sitting here so I can see what we're streaming. And I noticed that this big green logo God is behind me. It is for my ball. I sit on one of these kinds of big bouncy ball things so I can keep my back moving. In fact, this whole table that I'm sending that that you can see in the video on YouTube, this whole table, and my website. Of course, this whole table goes up and down. So I've got my production equipment here. I've gotten more production equipment there. I've got a huge 4k TV up there that shows me all of the different feeds and things it's just a nice little setup, but that's what this is in case you're wondering watching on TV certainly caught my eyes I might have caught yours as well. So let's get into Firefox right now. Mozilla, these are the guys that make Firefox has been trying to focus on security and privacy. And there is a difference between security and privacy. Security is where we have information that is kept private, but it is also kept secure, so it doesn't get out. It doesn't leak out. There's no way for anybody to get it. So that's how we're defining. Well, no way, right? There's always some way. But that's how we're defining security when it comes to browsers. Privacy is different privacy is where you don't necessarily want websites to know where you are, where you've been, what you're doing when you're online. And we should have privacy. I'm more concerned about privacy, my privacy, right. When it comes to government monitoring, then I am worried about privacy rights when it comes to business monitoring. Because businesses all they're going to do is try and sell me another pair of shoes. Or a car, maybe when I don't need a car. Government, much, much different government is going to be very intrusive government is the sole authorized entity and that it states to use force against you for what they want. In other words, the government can pull out a gun, put you in jail, take away your rights, your freedom, and kill you in some cases. So I get concerned when it comes to government. If you don't have the government, then you are really at risk. Now, how good is the government? I don't know. We were seeing these impeachment hearings going on with President Trump. The accusations are that under Obama's direction, the CIA started an investigation into Trump for political purposes. Then the CIA fooled the FBI into launching an investigation, and then there were some people high up in both these organizations, right. It's not the normal, lower level of people that were running this sort of stuff. And there's we can tell, right? But I get concerned, because even if this was true, and also if it was only the top-level people within the CIA, the NSA, the FBI, that were involved in, could move downhill. And we keep hearing talk about the deep state and what they're doing. Well, do you want the federal government to have all this information about you about where you're going online, what you're doing, and it goes back to the socialists. The quote that I've had in the front of my mind for the last couple of months is, show me the man I will show you the crime. Because every last one of us has committed a crime, some of them felonies. You before you leave your house in the morning, you've probably broken some rules. Regulation or law? Because there's so many of them just on firearms, there are more than 20,000 laws, how can you be expected to comply with them all? So, if you've got a committee in Congress, for instance, that wants to impeach the president, or someone else and they're allowed to go after the guy everything look at everything they've ever done everything! YES, Everything Everything. They will find a crime because everything is a crime. Oh, finally, we found an offense. Do you think that you with what you do online might have committed a crime at some point in time? That's the real question. If you're online and you are doing something that they want to paint as a crime, right, all they have to have is rumors to destroy your life. Look What happened with Mike Flynn? Did he remember every word that was said when he was vacationing in the Caribbean? Man? I know a lot of people that are a vacation in the Caribbean and are tipping back. Few too many drinks. Do you remember everything you said last time you inebriated? Right? And then now you're led into a perjury trap. All of this can happen when it comes to your online browsing history, what you're saying online when you don't have privacy. Again, we're talking about the government here. What the government's monitoring with the recording -- Who are you calling? What are you doing? And me, I'm a member of the media. And as a member of the media, I talked to all kinds of people I'm sure people that I have interviewed over the years have ended up being arrested and Probably some of them convicted of who knows what crime. So now they go back, and they selectively look at things that I might have said I might have talked to that person, and now I am a criminal. So when we're talking about privacy, there are two levels. I'm not worried so much about businesses tracking me. I am apprehensive about government monitoring me. And when we get back, we're going to talk more about this because the government monitoring side of things, and the business side, end up merging. It's kind of like a Moebius spurt strip here, frankly. You're listening to Craig Peterson. I'm on WGAN and online at Craig Peterson, calm, stick around because we'll be right back. Hey, everybody, welcome back, Craig Peterson, here on WGAN. And online at Craig peterson.com. Of course, as Peterson SO and we were talking about privacy protection before the break, I want to add one more thing about privacy protection when it comes right down to it. And that is, you are the person responsible for it. So let's do a little bit of education here. Let me help you understand what we're specifically encryption. Your web browsers can use encryption when talking to websites out there so that any data from your browser to the site is encrypted. Not that they always do it, but they can do it, and there are some plugins to make sure that it is using eat in corruption when possible. So one of those plugins is called. What is SSL everywhere, I think, is what the name of it is. But there's a number out there. But there are many browsers that do aim at trying to keep your data safe online. And I talked about those in the masterclasses here that we recently had we got more coming up, and we'll be answering even more questions. Of course, correct. Peterson comm slash master class for those three classes. But you can use a different browser. So, for instance, you know that if you have windows, you probably had Microsoft Internet Explorer on it. And then, they switch to this Edge browser. And now they have switched to using Google Chrome as the base. So basically, it's there. It's called chromium, which is the base that Google Chrome is based on and is in the OpenStack Source space. And Microsoft, of course, put their stuff on top of it so that they make sure they break a lot of websites. Well, that's, that's not why they did it. They did it because they're Microsoft and they know better anyhow. Your current Edge browser is not a Microsoft product. It's a Google product for the most part. So some of us will also use Google Chrome, which is the most popular browser out there by far right now. If you are using a Mac, you probably have Safari. So I've run through the leading browsers that people are using out there. Currently, some browsers are privacy aimed. One of them is the Firefox browser. And the other one is Opera. Those are the two most common, and Opera is probably the better of the two. But as was brought up in one of my master class, by one of the attendees, there are rumors that China has started to take control of opera, which could be a problem. And then there is the most privacy oriented browser in the world called tour. But we're not going to go into that today. You can find all kinds of information on the tour. I have done some Facebook Lives on it. And you'll find those online at Craig Peterson comm slash Facebook. And you can find out how to use the most private and secure browser that there is out there and it's free, by the way. So Firefox is trying to be the browser when it comes to privacy. And they have a few different browsers that are available on iOS and your Android devices, each offering different levels of privacy protection. Still, they have offered another privacy treat tweak to Firefox version 70. And this is the ability to see how often websites are tracking you. So if you are running Firefox, you can go and access it by clicking on the address bar shield icon. That's where you would normally see the information about any SSL certificates in use right now. It has a drop-down at itemizes different types of trackers detected on the various websites that you might be using. Now, there are some other things that you could potentially use and what I use as well. And probably one of these days we'll have to get more into this and what am I using and how are we blocking things, but there there are a few other plugins that you could use one from our friends over at EFS Electronic Frontier foundation that I use and that I like. I recommend, but we're right now we're talking about Facebook and Facebook, Firefox. Okay. So naked security, as I mentioned, has an article you'll see up on my website as well. And it's talking about the enhanced Tracking Protection that they did test. They said users might not notice the detection of many trackers if you already have this set to a strict setting, but it works pretty well. I like what the EFF has done a little bit better. But to back up its claim that privacy protections with having of Mozilla released figures showing that Firefox had blocked 450 billion cross-site tracking requests since the second of July. And now that's risen to 10 billion blocks per day. So a cross-site tracking is a site that might put a cookie on your browser. So that it knows what you're looking at what you're interested in where you came from, right. And that's one level of being monitored by the marketers. The next level of being monitored by the marketers is this cross-site stuff, including scripting. And that is where they're pulling data from another website. I have a client that this just happened yesterday. And this client has been using Internet Explorer. Now, we have been after them for a long time to get rid of Internet Explorer. It's not even supported by Microsoft anymore. So there are all kinds of security vulnerabilities. And they use this one particular small bank to do all of their banking. And they went online to the bank, and they couldn't log in, they couldn't get it to work. And it hasn't been working for months. Well, as it turned out, the advanced security that we had installed in their Network found that the bank had used an embedded a cross-site script, going to a tracked customer relationship management system. That was a fairly new site. It's only been online for about three weeks period. So we consider that high risk because that's a typical mo modus operandi for a hacker group. So we blocked that access. And that access, then made it so that she couldn't get a login. Now, this is all good, because it's a high-risk site. And we don't want them going there. We don't like the cross-site scripting, because many times that's how hackers get your data. And we're not going to get into a whole bunch of detail on how that works. But the Mozilla will block that now, which is nice, frankly. And you have to turn that on. If Wanted again, it's called enhanced privacy protection. And by the way, there is also a built-in password tool on Firefox called block-wise. And they now can generate a secure password when signing up for a new account. Now coming up here a little bit later, I'm going to be talking about passwords, some specific stuff about password managers, and not what the best practices are. But you can use it to replace the weak ones, and Firefox has been doing a pretty darn good job. By the way, Mozilla says that lock wise can be protected using Apple's FaceID Android Touch ID face recognition systems. And they're using AS 256, which is pretty good. encryption, it's tamper-resistant, it's GCM, it's their block cipher technology. They're using one PW protocol to obtain keys a, and they're doing a pretty good all shocked to 56 for the encryption key. So have a look at that if you are concerned about privacy leading into security, have a look again. And a side note here from our friends and naked security reason test by the German Federal Office for information security Firefox as importantly only one of five browsers to be given a passing grade. And I will leave you to guess who some of the ones that had failed. Were and I talked about them all the time. All right, stick around. You're listening to Craig Peterson on WGAN. Online at Craig Peterson dot com. We're going to talk about vampires on your computer when we get back, so stick around. Hello, everybody, Craig Peterson here. Welcome back. Of course, we're alive. Every Saturday from one till three. You can see me on Facebook Lives I've been conducting master classes. We got a great class coming up on hardening windows. It is a course we'll let you know about that as well. Hopefully, you got this morning's email. I send it out every Saturday morning with my notes for the week, including all of the articles we're talking about today. So make sure you follow along. If you haven't already, go to Craig Peterson dot com slash subscribe, you'll get my special notes when they come out. You'll find out about some of the nastiness that might be happening out there, and you can be on top of and in Friend have any of these big problems that are out there? That's Craig Peterson comm slash subscribe. Well, let's get into the vampire side of things right the spooky time of year Halloween. Everybody's thinking about these vampires, and things about there's a kind of a cool new Walking Dead-ish show that it's a comedy on Netflix that we started watching. It is very, very cool. I think it's a fun one. But did you know that there may be vampires lurking in your computers? I mentioned a little bit earlier. But I have seen these vampires in pretty much every business that we've done an NSAAP in. So here's what an NSAAP is. An NSAAP is a network security assessment and action plan. We call them in NSAAP, right, so we'll go with In we charge 500 bucks. We analyze all of the machines that are on their network and what their security problems are. And then they have something they can run with, to try and fix the issues themselves or because it's so complicated, we'll fix them for them, right? That's what we do, we not only fix those problems, but we keep going. We keep the patches going, which is one of the most important things for you to do. We make sure that we have multiple layers of security on the machines and then on the network, and then at the network edge, etc., etc. So when we're looking at, these will look at two things that will look at vulnerabilities. And if they want us to, and there's an additional charge for this, we'll go ahead and look at indications of compromise, which means, Hey guys, not only do you have these vulnerabilities, but it seems like there's been a compromise. Now, you don't want to be compromised. I think that goes without saying the bottom line. But when we do this indication of compromise test, I think 100% of the times, and we have found one of these vampires on at least one computer. And what I'm talking about right now are key loggers. There is a guy that just went to prison sentenced just a couple of weeks ago for this type of thing. But there are two types of key loggers. But the bottom line is they're trying to find what you're typing because they know that you're going to have to type in password usernames, right? And they don't even need to know what's on your screen at the time because they can, you know, they can pretty reasonably recognize what you're typing. you're typing a letter versus you're logging into a system. And that, by the way, is why you need to factor authentication. That's why we use UB keys YUBI You can find them online Yubikey so that you have your account, you have your password, and then you have to physically insert this special encryption key to keep your data safe, right, that's the bottom line here. So the two types of these key loggers are there are hardware loggers, and the hardware key loggers are something that plugs into the back of the computer and then plugs into your keyboard. You don't see as much as you used to because many of us use Bluetooth keyboards. Now Apple is the best there is when it comes to it. And if you're watching me now, you see I've got an iMac over on my left, which is an Apple iMac. I've got Keyboard an apple keyboard, which is Bluetooth and an apple trackpad, which is Bluetooth hooked up to these, but it's using a special version of the Bluetooth protocol. To get the keyboard to sync up and the trackpad to sync up, I have to plug it into my iMac so that they can exchange security keys. So it's not just the basic Bluetooth security, it's much more advanced than that, which is great. So what they're trying to do now is get it so that with this apple keyboard and trackpad, there can be a key logger that pretends to be my Mac and then the keyboards talking to I'm Mac's talking to it, they get you can't do it right. Now, with the older stuff with a regular Bluetooth keyboard. What they'll do is they'll put a little Bluetooth receiver in the area, and it'll pretend it's the computer and the keyboard. Now regular Bluetooth keyboards do have security. And it does negotiate with the machine. So there's some security there. But most of them, the older ones, particularly all of them, are entirely hackable. So, what they were trying to do, again, is a key log. They sit in the middle between your keyboard and your computer and is easier to do with a hardwired or with a USB keyboard. You might want to switch to the latest version of Bluetooth available for your computer. Now the second way that keyloggers work and how we often find them when we're scanning the software. We're looking through the system registry, and looking in detail at everything. Those key loggers are pieces of software, and they've been inserting themselves into your operating system. So, that whether you're using a Bluetooth keyboard or hard wired keyboard, they see everything that you type. That's a problem because, again, they can figure out what your username is what your password is. Well, a New Jersey man has confessed to getting into businesses during hours and after hours and planting key loggers. And we've seen this happen in some congressional Democrats offices as well where they found installed key loggers. The Department of Justice has named the companies that were victimized one to New York, the others in Texas, and they both have offices in New Jersey. And what they said was that this guy, anchor wall 45 a month Ville news jersey pleaded guilty New York Federal Court on Tuesday this week to two counts of obtaining information from computers and one count of aggravated identity theft. So these can be bad, and they can be used to break into your bank accounts and all kinds of things. That's where identity theft comes in. And according to the court documents, it started in June 2016. When he trespassed into these companies, New Jersey, Brandt's branches, he got his hands on an access badge. And it let him keep, keep coming in when he wanted to write. And he installed the hardware key logger, those are the ones that sit on the USB port, or that you can program a Bluetooth keyboard into right so if you have physical access, all you have to do is just configure the Bluetooth keyboard to talk to your keylogger and then the keylogger talk to the computer. Then and then of This is hard, right? And apparently, he got employee usernames and passwords. He also snuck his computer and hard drive under the company's computer network. So we could install malware that does the same thing, which is the software key logger just talking about, then this gives the crooks a way to track everything, breach everything and get internet works completely. Okay. It's, it's a real problem. It's a real real problem. So, key loggers can be notoriously hard to find. But there is software that can find them in your normal antivirus. Sometimes it can. Hey, stick around. When we get back, we're going to get into passwords. You're listening to Craig Peterson here on WGAN. And I got a surprise for you when we get back. Of course, online Craig Peterson dot com slash subscribe. Hello, everybody, Greg Peterson here. WGAN online, Craig peterson.com. What we're going to talk about passwords right now, and there are some surprising numbers that have just come out. I'm going to be talking more about these next week. Zogby, these are the pollsters just came out with some statistics on businesses and getting hacked, which is amazing. Amazing. Because it turns out that a quarter of businesses hacked in 2019 went out of business, 10% immediately went out of business. It's just crazy, but we'll be getting into this in more detail coming up next week. But let's talk about passwords because this is one of the most important things you need for your security. Now there are movements underfoot, and Microsoft is involved in Google and others in getting rid of passwords entirely. That's good. And it's bad. Now, they're not saying they're getting rid of the password. So anybody can just say, Hey, I'm Greg Peterson, let me into the Twitter account, what they're going to be doing and what they're already doing actually, is those accounts that they are that they're trying to protect, or it's using an exchange between your browser, the website, As well as something that you have like the Yubikey. You know, TLTP it's a one-time password type thing. That's where it's going. It's not there right now. And right now, the best thing you can do is protect your past. passwords by using one of these pieces of software that automatically generates a unique password for you for every website, and also store them securely will fill out the form for you with your password in there, so you don't have to remember it. And we go the next step and my company because we are a master managed services provider, that in fact for a master managed security services provider, but that's a mouthful. Be meaning that we provide the security services that other companies sell. So we're the people behind the scenes for a lot of local break-fix shops, bars, etc. So the change is now that one password we can tie in and we do tie into something called do ODUO-and it's something else that Cisco Bought, it's interesting. I don't know if they're following us around, but three or four of these products that we've been using for years, Cisco recently bought that we've been using them because we found them to be the best that was out there. So one password has a Business Edition, as well as a condition that you can be using, and you should be using for your family and using it to share passwords. So with the business version here, you can create different groups of users with varying vaults of passwords. And it makes it very, very easy, therefore effective. And frankly, according to CIO magazine, and I agree with this, you can get a measurable, beneficial impact on security just a few days after you've rolled it out. Now they have one password advanced protection, which also has extensive monitoring tools that we use to So that you can take control of your security in your business. So look at one password. It's not expensive, and it's not cheap. Okay? It's right in the middle. But one of the things it does is it lets you know hey, we have reports at this website that you have an account on has been compromised, so you've got to go ahead and fix it. So you've got to keep control of your sensitive information I've talked to before I had quite a stir when I said .hey don't tell the truth your bank you should be lying to your bank when it comes to your password recovery questions. And some people push back one of my daughters is pretty high up in a bank, and she was taken back by the headline, which is Lie to your bank, right? And then she read the article, and she's going to share it with other people within the bank because it just makes a lot of sense. So one password business lets you securely share passwords across your teams, or do your parliament, and only the people that need access to an account can get the access to the account, which is very, very important. It's the whole concept of limited access and, and who should be able to have access, right? very minimal access. Now there are other password managers out there. As I've said many, many times, I like one password, I think it's absolutely the best out there. That's what we use. We use it in conjunction with do Oh, and use that in conjunction with Yubikey. So that we have multiple layers, multiple layers of security when it comes to logging in. So let's say that you can't use one password, maybe your home user, your Soho, small office, Home Office. Let's talk about the other options available. One of them's called LastPass, which is pretty good. I've mentioned when we've talked about Firefox that it has a password manager built-in. That's pretty good as well. But let's get into the common password vulnerability. Ladies and how to avoid them. The old thinking was that you should change your password every 30 days, maybe more frequently. And that you need to have a mixture of numbers, letters, special characters, upper and lower case. That is no longer true. Not at all. The best password is a long password, that phrase, and you throw a couple of uppercase letters and some special characters in there. That's the best password. And not having your people change passwords every 30 days is also beneficial because it encourages them to come up with better passwords. Okay, because weak passwords are just the worst. So length versus complexity. You know, a complex password. Some of them they're saying like eight characters or lowercase characters, numbers, special characters, and in reality, that's a weak way to come up with passwords. Because if you're talking about eight characters, that's easy to break, relatively speaking, you can download my table from the internet, it's about two terabytes and size is pretty long. But it allows you to break pretty much every password that was ever created by Microsoft, or that you've ever used on a Microsoft System older than Windows 10. And even Windows 10 systems where there's been a migration So in other words, pretty much every password used in Microsoft, and. And that's called a brute force attack. When you're going up to the character one's a long one, you can use these fancy crackers, okay, that are out there. Well, if you enter a 16 character password even let's get simple, a 16 character password that only has lowercase letters. Computers right now using brute force, it would take 224 million years to crack that password 224 million years, versus it could break your password in nine hours, an eight-character random password randomly generated. Okay, so the length is the key here. So whether you're using one password or you're using just one account by yourself length is what matters. Now, some applications older programs you're using, they used to be restricted eight characters, many of them. Hopefully, they're not anymore, but give it the longest password that they allow that you can reasonably remember because you don't want to grab one of these. I'm holding up a sticky notes post-it notes here in the camera. You don't want to use one of these to write down your password and stick it on the screen. or stick it in the drawer, okay? Because now that guy or gal that is breaking into your office at night can find your password good, you wrote it down. So you don't have to be so complex it has to be written down. And you don't want it to be a character because that only takes nine hours to be cracked. Okay? So keep those things in mind length. Is it enough? Well, yeah, pretty much okay. But if you're using a password that is like your catchphrase, put down that cocktail that people might know that maybe you have on your Facebook page or something on your website at the office, your LinkedIn page. The bad guys are going to do a little doc scene and find it, and they're going to use it, and they're going to get in okay. So don't use these. You know, the quick Silver Fox jumped over the lazy brown dog or other things are going to be easier us Long password, if you ever have taken one of those memory courses to help you with your memory, and then it's a random list of words and it's like, airplane armed, low brown dog, etc. And then you associate them right. So the airplane flew over into the envelope, and the brown dog ate the envelope. Well, do that. Memorize that. And you can also use foreign languages. For many of these, you can come up with crazy words, anything that you know, well, that's a long-phrase going to be the best password that you can generate. And never, ever, reuse the password. Don't use them on multiple websites because if you use it on your kid's site for their x box, and you use it on the banking side, and the Xbox gets hacked, they now have your banking site password, okay? So be careful of all of this stuff. There's this out there called Have I been Pawned - spelled P-W-N-E-D? Go there, check your password, they'll tell you how good it is, based on whether or not that same password is located online. In one of these hacked websites, it's out there and use password managers use multi-factor authentication. These are things like DUO and YUBIKeys. Just do it the right way hardware tokens. They're getting more involved. Now I mentioned OTP. One time password, which is a new protocol, is going to get rid of passwords online. Google has their own called Titan. And there was just recalled on a bunch of those Google Titan keys. certain models of them. You know, stick with Yubikey. They are quite good. smart cards open PGP Fido is the new standard that I've been alluding to, and use them all the time. All of your passwords matter. All right. So that's it for passwords. And when we come back, we're going to talk about the new Cold War. That's coming up in 2020. will be talking about the BBC now on the dark web tech talk and their response over China's influence. And Amazon was expected to win this big contract of the federal government. We didn't talk about that and what my concerns are with us, and what your concerns should be when it comes to cloud computing. So those are coming up. So stick around. You're listening to Craig Peterson right here on WGAN and online. Craig peterson.com. Subscribe to my email list. Get my weekly emails to find out about the free masterclasses etc. Craig Peterson dot com Hello everybody, Craig Peterson here. Welcome, welcome. Welcome back. Of course, you're listening to me either on WGAN-AM online at Craig Peterson dot com, you might be watching over on YouTube Craig Peterson dot com slash YouTube or maybe Facebook, maybe LinkedIn, I'm starting to do a few things with LinkedIn. So we'll see where that all leads us. We're going to talk right now about some predictions, and this is from information security. buzz.com. An article by Checkpoint is a company that makes various types of security software. They were one of the very first firewalls many many years ago. I used them 20 years or maybe more ago, but Checkpoint has been around for quite a while, is not a product I use anymore. But they do have some useful information. And that's what we're going to talk about right now. And they're talking about 2020. And this is all about their predictions. And they're saying that we really could be looking at a significant cyberwar coming next year. What does a cyberwar look like? What are we talking about here? Because cyber Cold War's mean what what what is it cold war. You're not using kinetic weapons writing. In other words, you're not firing missiles. You're not shooting guns. You are playing games with each other, Right? We had as part of the cold war against the socialists and in the USSR in Russia, Soviet Empire. We had a trade war going on where we wouldn't trade directly with them. We wouldn't trade certain things with countries that did do trade with them at the time, and the CCC p ended up going out of existence entirely. That's an example of a Cold War. So today, what is a Cold War look like? We know the United States has started doing some cold war-ish things with trade. Right? We've got our president out there right now, President Trump, who is saying, Hey, listen, China, you need to smarten up. You are doing things that are hurting us. None of the Presidents before me, have had the guts to come out and say this, or do anything about it, but I am going to put tariffs on these various goods because we want you to stop stealing our intellectual property. We want you to be fair and open in your trade with us. China has been pushing back, and put some of their tariffs in place, and they go up, they go down. Is that a Cold War? Well, I don't think sustainable. But at some point, that's a Cold War. Right at some point to say, yeah, that China in the US is just going to butt heads together. I think it becomes a Cold War when we start trying to enforce sanctions against countries that do business with China, which will be bad for us. Now, the European leaders also sat on their hands for about 20 years. It's been since the late 90s. They sat on their hands and didn't do anything about China. So is this a Cold War right now? No, not really. Is it a trade war? Well, kind of. Yeah. We do have a cold war going on with North Korea. They're, they're not shooting missiles at the US, per se. We're certainly not shooting missiles at them neither South Korea. So yeah, there's a cold war there. Where else might we have Cold War's Well, you know, kind of a little bit of a one with the socialists in Cuba? You know, killing 20 million people in Cuba turns out to be a bit of a problem. We have a Cold War right now with Venezuela. And in Venezuela, of course, again, people starving to death in the streets with their socialist government. There seems to be a trend here right with socialist governments and people dying. So yeah, we have cold wars going on right now. So what checkpoint is saying that these nation-states that are out there that don't like us, but have very little power over us are going to get into a cyber Cold War with us? Because, again, if things were to escalate, you know, China versus the United States, if we wanted to hot, or where we were shooting at each other, the United States would probably win, you know, we we'd have to see, of course, it'd be a lot of lives lost, which would be horrific. Obviously, these smaller countries, we just go in, and we could topple them pretty easily look at what happened in Iraq, look at what happened in Libya, in Syria, where the Obama administration decided they would destabilize the Syrian government. They sure as heck did that didn't they looked at where Syria is right now. So we could do this with most small countries. So what can they do to retaliate back against the United States they're certainly not going to get into a hot war with us. Well, what I what checkpoint is saying is there is going to be a new Cold War, conducted in the online world. the world as western and eastern powers increasingly separate their technologies and intelligence. We've already seen Russia have a kill switch for the internet. China has a kill switch for the internet. And in both cases, particularly in China's case, they are controlling everything that people see on the internet. And that's where the whole Tor browser on your network comes in, right to help get that information out. Behind these curtains. We've got the bamboo curtain. We've got the Great Firewall of China, all of these things. So they're saying the ongoing trade war between the US and China and the decoupling of the two huge economy economies is a clear indicator of a potential Cold War, cyberwar. And it actually might be if we don't come to terms with China, we can see things getting worse. Talking about something that happened this week with one of my clients. It is a client that took some of my advice, but not all of my advice, right? Unfortunately, that happens. And so we had some equipment in place. We found with this client that they had given remote access to employees, for the employees to get into the systems at the office. And they didn't do it right. And we gave them a proposal to go ahead and make this, you know, make this happen clean things up. And they didn't. So they still had this, how do I even put this, it's like a big box retailer, firewall VPN controller, and you've heard of the company's name before, I'm sure and just a total joke. And they wanted to continue to use it, and they continue to use it. So then Week, what we found was that someone hopped in via that one of those computers that were used remotely that remote connection, right so so they hopped in, they got on that remote connection, probably because the employee's computer on the remote side was compromised. So they connected to this VPN server on this platform that I, I'm not going to mention their name because I don't want to confuse anybody. And think that it's a good platform because it's not it's cheap, though. It's cheap. And they were able to get in now on to the computer with remote desktop. And then from that computer that was on their internal network that we had no visibility into, they were able to go to another computer for the Operations Manager. And from there, they started uploading x Phil trading data, again, customer information potential They're intellectual property, etc., etc. So they were trying to accelerate it through a device that we control that is designed to look at all of the data, make sure that none of that data that's going out is data that contains confidential information, etc. Right? And it noticed something weird, which was waiting a minute is 6 am. Why all of a sudden is are there gigabytes worth of data on the way out of the network. And so our systems alerted our tax and immediately shut it down. I think about eight gigabytes made it out before we shut it down. So this is an example of what happens in a cold or cyber Cold War in this day and age we saw this week. It's a very, very big deal and this is a small company and trying to save a few bucks. I mean, a few bucks. They may have lost everything. We stopped it partway through. But because we don't have visibility throughout the whole network, who knows what's been going on in there, we can only see stuff that's going out x filter via our network connection on the outside. Okay. So it's they're expecting our friends over at checkpoint are expecting this to escalate next year. Where did this come from? Well, we did some tracebacks. However, what happens is someone can be sitting in China, using computers that have been compromised in Russia, to connect to computers that are compromised in Brazil to connect to computers are compromised in Mexico to connect to computers right here in the northeast United States. So you see what I mean. It's unpredictable but it is exactly what happened. But we did see a little bit about the source in the routing, what happened here. Now, cyberattacks are being used as proxy conflicts between smaller companies that are countries. I should say smaller countries aligned with these bigger countries that want to go after each other. It's going to be fascinating. So we got a couple more points here. We'll get to, and I will get to them as soon as we get back. So stick around. You're listening to Craig Peterson right here on WGAN. And online at Craig Peterson dot com. Peterson, with an O, stick around. We'll be right back. Hey, welcome back. Craig Peterson here on WGN online. Craig Peterson dot com. Thanks for joining us today. I know you got a lot of stuff going on. I appreciate you guys sticking around. Last time I saw the stats for my show. I had the stickiest show on Saturday of all shows, which means more people sit and listen to my entire show on the radio than any other weekend show. I thought that was cool and appreciate you guys for doing that. Also, our numbers keep going up. We've had some incredible days. When it comes to our podcast, we're changing it up a little bit on the podcast side, which you can get on iTunes. You can get it on tune in, SoundCloud, you name it, go to Craig Peterson dot com slash iTunes, if you wouldn't mind and give me a five-star rating. Hopefully, I've earned that from you. Craig Peterson dot com slash iTunes. Let's get into these last points here when we're talking about a new cyber Cold War in 2020. The 2016 elections were the first major fake news elections. Now, of course, Hillary Clinton coined the term fake news during her candidacy for President. Donald Trump kind of grabbed on to it. But we're talking about fake news 2.0 you think the Russians messed around with our last election Wowsers our next election 2020 is going to be a doozy and it's just going to get worse from there. Because now we can create deep fakes that are going to make a significant impact on the elections. President Obama was the first social media president, and he claims his election was due to social media, that social media was what led him to get his message out. And it was his message getting out. That got him elected. Right? Well, now we've got the ability for politicians to really master social media and then almost automated fashion, political adversaries going back and forth Republicans and Democrats. And now you can have the greenies the libertarians, the who was it pop their head up again. Another kind of crazy guy anyways, who's out there to spread false stories to build their narrative based on fake news 2.0 Okay, very, very big deal. And they are already in the process of implementing their plans to influence these 2020 elections. It's a huge deal. Part of what we're going to see with the cyber Cold War is more cyber attacks on utilities are critical infrastructure. They're all going to continue to grow. We've seen attacks on the US and South African utility companies this year, as well. In many cases, critical power and water distribution infrastructure and sewage plants have been using older technology and haven't been updated. Now I can tell you a little bit of inside baseball here that's not confidential that I talked with some experts about when I was running, the FBI Infragard program webinars. So the InfraGard is something the FBI put together to help critical infrastructure And other companies out there to help keep them up to date on what's going on. Okay. So I know there's been a lot of progress made, but they're not all to the point where they are highly resistant to these hackers that are out there and particularly nation-state. So we have to continue to increase our cyber defenses substantially. And another thing while we're on this topic, because of the solar flare activity, one of the most crucial things you need to be doing right now is hardening our electrical grid or electrical infrastructure. So that if we do get one of these massive solar flares, we don't end up with another Carrington event that could knock us back to the 1850s all technology gone. Something for another show, I suppose. So the checkpoints technical cybersecurity predictions for 2020 are targeted ransomware attacks are going to increase 20 1970 Somewhere being increasingly targeted against specific businesses, local government and healthcare organizations that we had a lot of that this year, you guys probably are aware of that I certainly have talked about it, okay. Attackers are spending time and intelligence gathering on the victims to make sure they can inflict maximum disruption. Remember, the disorder is what they're going to do. They want to disrupt our economy. They want to empty your bank account, they want to confuse, conduct phishing attacks going beyond the email, email is still the number one attack vector. And that's what we guard carefully for our clients. So most of our clients now are using some version of Microsoft Office 365. And remember, there's 10,000 plus skews that Microsoft has these different products and they've got a one through I can't remember where it goes now he five or seven for their email product. And then they've got data offerings, and I got all these different things. Don't go with the cheapest. Okay? But what we do with the email because Microsoft isn't very good at providing anti-phishing and anti-malware services for the email, we brought all the mail through us, we run it through some highly active filters, and then we send it on over to our customers, okay. So be very careful about that. Now, and frankly, next year and on there is now vision which is voicemail phishing, there are SMS texting attacks against mobile devices, gaming platforms, social media platforms, it's crazy. Mobile malware attacks are moving up in the first half of 2019 saw a 50% increase in attacks by mobile banking malware, over 2018. So we're talking about stealing payment data credentials and funds from the victim's bank accounts. And there are new versions that are already available for the bad guys. And this stuff isn't expensive, and you know that a nation-state might pay a million dollars to get their hands on some of the newest zero-day attacks. But there are some beautiful attacks that you can get for 20 bucks online on the dark web that you can use to destroy a company. Twenty dollars is all it takes. Okay? And unfortunately, that company is going to have to spend a couple hundred thousand in order to protect themselves from that $20 attack, right? Is it worth it or isn't it? They're getting more sophisticated phishing attacks here and more effective as well. They're getting mobile users to click on malicious web links, etc., etc. Okay. Nice little quote here from Checkpoint that we won't read right now, but we've got to protect ourselves. These are called generation-five attack vectors, and they are getting very shrewd. They are able to really inflict maximum damage, it is just crazy. So that's why we have multiple layers, right? It goes back to Shrek, that Ogres are like onions. That's how you have to think of your security. You have to have a stack of security, and you have to have all these different layers. If they get through one layer, there's another layer underneath to protect it further. And then another layer and then another layer. That is how we stopped them this week at one of our clients from stealing all of their company's information. And, you know, again, it isn't cheap, but how much is the company worth? How much is your job worth, right? And I feel sorry for everybody that is this De facto security person and organization who does not have the budget that you need. And man, I empathize. That's why we're doing these mini-courses and the master courses as well. And that's why we got these free masterclasses and the Facebook Live so you can ask questions and get them answered because I really, really, want to help you guys. Okay, of course, I want to keep my lights turned on. So that's why I have paid for courses that you can purchase. But all of these classes are simple and free. So make sure you know about them. Sign up today. Go to Craig Peterson dot com slash master class, sign up, and you'll find out about these free classes that I'm holding more or less two times a month to three times a month, depending on what my schedule allows. All right, everybody, stick around because we'll be right back. You're listening to Craig Peterson on WGAN Hello, everybody, welcome back. Craig Peterson here, man, the show is winding. Winding down, I guess, is what you'd say. We get about the last half hour here together, and we're going to be talking about some of the technology in our lives, some of the things we need to do to protect ourselves. Of course, that's what I do for a living. So that's what I know best. Right? So we've talked about a lot of technology, but we kind of stick most closely with some of the security stuff. We're going to talk about the BBC now and why they're using the dark web. If you've watched any of the war movies, you know, that we used the BBC the Allies did in world war two to get messages to the underground and other people who were in occupied territories. They did it through code words and things, you know, they'd have a little phrase that they would put up on the radio as they were broadcasting it. And sometimes, the phrase would mean something, and sometimes the phrase wouldn't mean anything. The whole idea was to confuse the enemy during the war. That way, the socialists in Germany didn't know what we were talking about. The Socialist Party, the Nazis, and that that's true to the Japanese and what was happening there with their socialist Empire. We wanted to get messages through, but how do you do that in a time of war when people are listening? Well, that's one of the proper ways to do it. Today, in this day and age, things a little bit different. It turns out that China, Iran, and Vietnam are three of the country's This is according to the BBC, that has tried to block access to the BBC. Now the BBC is biased, but you know, they overall have some pretty darn good news. And I get my news from several different places because I want to hear all sides. So I listened to the BBC. I listened to the CBC, I listen to PBS. I listen to Fox, I listen to NBC, I listen to all of these different ones in podcast format. Well, that's easy enough to do right now in the United States but in many places around the world, there is serious censorship. I've mentioned the Great Firewall of China before. And that is total censorship where they can pretty much ban anything at least that's their idea behind this. So what the BBC has done is they have launched our new website that looks identical to their existing normal website out on the dark web. You know, if you attend a masterclass where we were talking about VPN, and we're talking about mobile security. I talked about what the onion network is. And it is essentially a hidden network that sits on top of the normal internet. And it was established by the United States. It's still maintained by the United States. And it's for dissidents, to be able to communicate with our State Department. That's kind of what it was set up, for now, would use for almost everything. It's the dark web. We just talked about it in my show, where we're saying the dark web was also being used by the bad guys to sell these hacking tools. They use it to sell our identities to do trades with each other. Right? The dark web, though, isn't all bad. It was, as I said, designed to be good and to be very helpful. In fact, it still is. So the BBC set up a new version of their website on the dark web. And you can look it up on the BBC website to find out more if you'd like. And you can also find it on my website at Craig Peterson calm. What's the only way to get at it is for most people is to use the Tor browser to our browser. And the lot of detail I went into for like half an hour about the Tor Browser in the master class. But users of the Tor browser can visit a special URL. It's BBC News v to VJTPSUI dot onion. Now you're not going to remember that I'm sure which is why I told you to go to the BBC calm or go to Craig Peterson and you'll find it there. But it is a different type of URL than you're used to his net. And if you click on that address, it won't work. If you're using a regular browser, but if you're using a browser that's on the onion network that knows how to use it, like the Tor Browser, which is the ultimate and privacy, it can get to the BBC website. So the countries that are blocking it that I named a little bit earlier, including China, Iran, Vietnam, we know North Korea is and some others to people in those countries that have internet access, can use this browser even if they have some blocks, firewalls, etc, in place to stop people from getting out. So I think that's pretty darn cool and smarter. The BBC, they're saying is going to include foreign language services such as BBC Arabic, BBC, Persian, and BBC Russian. But UK only content like usual only be available within the UK due to broadcast right. So check out the TOR if you haven't already. T-O-R There is TOR clients for all major operating systems, including your desktop computers and mobile devices. And it attempts to hide a person's location and where they're going. It's not 100% effective, but it's pretty darn close. And that uses these exit nodes that are really all over the world. So it looks like you're coming from the United States or India, etc, etc. So check it out online and kudos to the BBC, for doing just that. I'm going to talk right now about Tick Tock with you guys. Because social media is really important to our kids, our grandkids, it's become important to society. It's one of the most effective ways to do advertising nowadays. Social media, it's where it's at. And there are these people on social media that have huge followings. haven't done anything, right? Like the Kardashians, right? They're famous for being famous. And they use the money from the OJ Simpson trial to really get that thing going because the or the old man had was a popular attorney and he charged a lot and she, his wife was able to manipulate it and do some amazing things with it just absolutely amazing. Well, one of the apps that our kids are using this become very, very popular is called Tick tock, ti KT, okay. If you have kids or grandkids or maybe you're using it, you need to need to have a talk with them and help them understand. Because Tick Tock is owned by a company called ByteDance. That is based in Beijing. And what many people forget is that China is a socialist country and it is socialist it is gone down the communist road. And any company that's based in China, you know, the Chinese government doesn't necessarily run the company, but they heavily regulate the country, which is why you compare the United States to, for instance, the Nordic countries, United States is very socialist. The Nordic countries are actually much more capitalist. But they have the money to put in these safety nets that we don't because of the socialist control anyways, blah, blah, right. So Tick Tock is owned by a company based in Beijing, China, which means there are surveillance systems in place. And the concern that's been expressed in the reason why people need not states are calling for Tick Tock to be banned in the US and they're calling immediately for people to delete it from their phone. is we just don't know how much of our data is being shared with the communist government over there. So let's look at the response and that one to think back. Right. President Nixon, I want to make one thing perfectly clear. Right. Let me make this perfectly clear. I did not have with Miss Lewinsky. When we get back, we're going to finish this. I'm going to read what the statement is that came out of China. You're listening to Craig Peterson are right here on WGAN. Online, Craig Peterson. com, of course, online kind of everywhere on all of the podcast platforms on YouTube on Facebook. And you can just go to my homepage, Craig Peterson, calm or keep listening to me here. We'll be right back. Hey, welcome back, everybody, Craig Peterson here. WGAN online, Craig Peterson calm. And I am videotaping everything today. So you can watch me online that Craig peterson.com slash for YouTube. And we're changing the podcast formats up a little bit as well, trying to put the concepts together and just single podcasts as opposed to how I do things here on the radio show where I might go from one segment to the next segment, and make this just a little more friendly for the general online consumption. Now, before the break, I mentioned that I want you to keep something in mind. Remember President Nixon Nixon, and this is quoted all of the time I want to make one thing perfectly clear. And remember President Trump, let me make this clear. I did not Have with that woman misc Alinsky. Let's read the statement that came out from the company that makes this. Let me be very very clear. Sound familiar? Tik Tok does not remove content based on sensitivities related to China. We have never been asked by the Chinese government to remove any content, and we would not do so if asked. We are not influenced by any foreign government, including the Chinese government Tick Tock does not operate in China, nor do we have any intention of doing so in the future. So it makes me wonder when I hear let me make one thing clear. Are they lying? Right? It's like I always tell my kids because I know they're not trying to be deceitful, right, but if someone starts to sent insane Well, to be honest, You have to wonder where they been dishonest with you before, and now they're honest. Have you had that happen? I know I caught myself saying that I got into the habit of saying Well, to be honest, even though I had been correct the whole time, and I realized, wait a minute now, I'm painting a picture of me having been dishonest before this. So when were you telling the truth after you said let me make this clear or before? So the pushback from Tick Tock comes after US senators Tom Cotton and Chuck Schumer requested intelligence officials assess the national security risks posed by Tick Tock as well as other Chinese content platforms. Hundred 10 million downloads in the US alone. It's a potential counterintelligence tool that we can't ignore. That was in the statement that came out. Facebook boss Mark Zuckerberg, Whose firm competes with Tik Tok, particularly in the youth market, has also recently attacked the platform. Oversensitive. Concerned, remember that Coburg makes a competing product. Another US Senator Marco Rubio previously asked us national security panel to review their acquisitions of musically as well that happened this year. Concerns about censoring concerns also, about whether or not these guys are honest with everybody. So there you go. There's Tik Tok. I've got two more articles. Let's see if we can get through them here in the last segment. One is about the Pentagon. Many people have been looking at stuff saying Oh, man, I'm just moving to the cloud because then I don't have to worry about security anymore or configuration or updating computers. Remember, the cloud is just another word for someone else's computer. Your legal responsibility These to protect your data do not disappear when you move that data to the cloud. And you are frequently much more exposed once you're in the cloud than if you kept it on your machines. So what's happened here now is the Department of Defense is looking at their budgets saying, Hey, listen, if we move everything to the cloud, it's going to be cheaper for us. Now the Pentagon realizes it's not necessarily going to be more secure. And, in this day and age, most cloud services are far less reliable because of Miss configurations that humans have made on them, so I don't think the Pentagon is looking at as this as a way to make things more secure. Like so many small businesses do unknowingly and end up out of business because of it. But the Pentagon is looking to save money, and The winner that everyone was expecting from this was Amazon. And then President Trump came into power and said, Hey, wait a minute now. My administration has been looking at this bidding process for this project and says it doesn't look like this was fair. It's called the Jedi contract. By the way, JEDI. It doesn't look like this was appropriate. So let's have another examination at it. And Amazon came out with a statement awarding it to Microsoft. Amazon said that a detailed assessment purely on the competitive offerings wo

Transcript of Episode: Welcome to office hours with Dr. Lacy. Hi, I'm Dr. Lacy, your dissertation strategist, where I help doctoral students finished their qualitative dissertations so that they can graduate and successfully become a doctor. Let's get started with this week's episode. Guess what? I am hosting my very first writing retreat in November with Jen and be at home in Chicago and I'm inviting a few friends along for a beautiful protective rejuvenating writing retreat right before the holiday. So we are going to meet meeting in Chicago November 24th, so this one is seven, four days, three nights of writing, scholarly pursuits, whatever that may be. Fun we are going to be talking about, so like for your scholarly self, we're going to be talking about best ways of organizing yourself, how to make a realistic schedule and a realistic routine. We're going to have some time to get some eyes and your writing to really help you flesh out those ideas. Have a really solid plan for not only getting a significant writing bent at the retreat because there, there's nothing more I find annoying that we go to in the bang. You're out, you're all excited and you're motivated and you're like, get them to do all the things and you go home and you're like, I don't even know how to take the next step. So we're going to make sure that when you leave, we know what to do. Plus, you know, I don't like, I can't just sit there and just work, you know, that's not my emo. So while we will have 20 hours dedicated to solid writing time, we will also have time to talk about things that are happening outside of writing. Like how do you keep your motivation, how do you stay productive, how do you manage your chair and your committee and keep everybody on schedule and on the same page, how do you manage your own selves that you know you can continue to show up and go after your dulls. Plus so much more breakfast and lunch is included in the price and we have three different options for packages available. So please, please, please go over to Margaret lacey.com you think you're going to click the red button at the top right corner and it says work with me. And there you will find all the information about the writing retreat. I'm so excited. I have so many surprises planned. We already have people signed up and so please don't miss out. I would hate for you to miss out. Just go on over to the website or you can DM me on Instagram and we can talk there and I can tell you more about it, but please don't miss out. Alright, we're going to get onto today's episode head low. Coming to you all. The lady from Maryland, I finally made a job. So I'll forget those of you who do not know, I just moved to Maryland because I am, I just took a new position as a postdoc at the university of Maryland college park and I had to move my whole life from Milwaukee to Maryland. So I'm here. I decided, I found a place in Beltsville, Maryland, so to DMV area. I'm settling in. All of my things have finally arrived. I'm slowly doing the whole process of unpacking, but I'm ready for it to be done because I'm just ready for it to be overweight. I'm sure you can relate to anyone who has a recently moved. Yeah. I'm just, you know, just getting used to everything. The driving here is a bit different than what I'm used to. You know, it's not even, I don't even know how to explain it. I don't even have words. People are just doing very strange things and I'm not sure why they're doing it while they're driving. Like, you know, why would you stop in the middle of the road and there is no stop light. You just decided to stop and then make a you tire on a one way. Like it doesn't make sense. Or people are just like switching in and out of lanes, but it's not like it's traffic. You know. Sometimes people do that cause they're trying to like, you know, get there fast or Nope, the roads are clear and people just keep switching from lane to lane with no point. It just seems like everyone is perpetually lost and trying to find their way. But I've just had a hard time believing that everyone was like that. I don't know. Yeah, that is not what this episode is about. Today's episode is about following the basics. Now this is week one, week one for my 90 day challenge. Maybe you are not signed up for the challenge. What are you doing? Sign up. So this is week one and week one we're talking about the basics of what you like. If you don't do anything else, these are the things that you should do. These are the things you should come back to. These are your starting points. These are your anchor. Okay? You will know that. I will not be talking a lot about writing or about like the technical stuff of dissertation and qualitative research for these first for this first month of this challenge because I know that it is not it's not important. Not that it's not like important, but that it comes second to you and how you feel and how you're taking care of you. If you've been around me, if you knew I care more about who you are, how you feel, your health, your wellbeing, then your dissertation is, the Academy would have you thinking that it should be the other way around. But here's the thing, if you don't have you, you don't have your health, you're not, well, there's no way you're going to be doing writing or anything for that matter. Okay? And my, one of my main goals is to re reimagine the possibilities of scholarly pursuits. Just re-imagine what life could be like as a scholar, as a writer, as a student, as a faculty, whatever. Re-Imagine what your life could be in the Academy. It does not have to be this. We overwork ourselves and we're exhausted and we're just going and going and going. Cause for what? Because you're going to look up and you won't have lived a life. Your health will be suffering. You will have all of these conditions because stress is real. And so what I'm going to be introducing this week are very small things, very, very small things that you can do on a daily basis to care for yourself. I'm asking you to take hours and hours. I'm asking you one hour each day, one hour. So moving right in. That is the first basic. You take one hour for yourself, I say in the morning because at least you'd know that your first hour is dedicated to you and then whatever else comes up comes up throughout the day, but it's not hanging over your head. Some people take their first hour and night and their first hour, excuse me, they take their hour at night as like a bedtime routine. But you know how you work best and you know that you're most likely to do, but at the very least, no matter when taking hour for yourself. The second thing is you want to drink at least 64 ounces of water in a day. Some people are like, that's it. Some people are like, Oh, how and where? Listen, what I do, as soon as I wake up, I have a cup of water about, I bet like a 16 ounce cup of boarder by my bed and I put that there at night so that when I wake up I still actually grab for the cup and just Chuck the water. When I do that, when I drink the 16 ounces in the morning, the 64 just happens so effortlessly throughout the day. Because I do 16 ounces in the morning and I do 16 ounces right before I go to bed, that's 32 and now I noticed that I just need 3,200 ounces throughout the day. Another thing that I have adopted to like get this water in, cause I'm all about the routine because the way life is set up now, I need things to happen in a way that I don't have to think about them. And so developing routines have helped immensely with that. So drinking a 16 ounce in the morning, I now try to drink one at lunch, then one before bit that gives me the 48 ounces. And I'll either do the other 16 ounces. Like when I get home from work cause I usually will drink tea or something like that. Or owl. If I go workout that day, I'll do it during a workout, but that ensures that I at least get the 64 ounces. What I like to get more sure and know on those, on those days when I want like more of like filling it, it's great. But on those days when I'm like, Ooh, life is just not it today. That routine of doing it in the morning at lunch when I get off of work and at night helps me get those 64 ounces in. So drink your water. Okay. So that's a second base. Basic. The third one is move for 10 minutes. If you follow me on my instant stories, you'll see that I've put that in there and it's like you have to move for at least 10 minutes now. Been in a new place. I've been more tired. Am I crafting consumption has gone back up. And so the way to get more caffeine is that I tell myself I have to walk to go get it. So from my office there are some stores, there's like a CVS, it's like a coffee shop, there's a McDonald's whatever. And to get to them, those places to get there and back, it's about a 10 minute walk. And so that is the way I like bribed myself on that because I think it's so ridiculous, but that's how I bribed myself to go do my 10 minute walk or when I get home. I live in a very large building, like large, like there are like hundreds of apartments in here. And so I will walk around the hallways while I'm trying to learn the building cause everything looks the same. And then to, because it's so large, I can just keep walking and get my 10 minutes in. And so I'll do that while listening to like a podcast or like watching a video or something like that. So that's what I do for my 10 minutes. But it's important whether that's like exercising, whether that's like yoga, maybe you're moving, it's like turning on some music and dancing. Maybe when you're on fall and you're just circling in your apartment, maybe it's like [inaudible] or just even some light stretching. But the point is to move your body in some way for at least 10 minutes a day and work yourself up after that. But just 10 minutes a day. And then the fifth basic is, no, I've missed something. That was three. Yes, I missed something. I miss four. I'm like that little girl on that video. Have you seen that little that, that video and that girl is I mean she might be like two or three and just her, she's counting with her parents and I think she keeps skipping. Like, I don't know, she keeps skipping like four or five and she keeps skipping a number and I keep trying to walk her through it like one, two, three, four, five, and whatever the numbers, she consistently skips it. It's really cute. I'll try to find it and put it in the show notes, but that's what I just thought about for myself. We are on number four. Let's recap. Number one was second hour for yourself. Number two was drink 64 ounces of water. Number three was moved for 10 minutes and number four is bright for 10 minutes. This is what happens when you, you write notes and then you go out of order. That's what just happened. Okay, so number four is write for 10 minutes. We need to be, I mean you're, I'm sure you've heard people saying to fight every day to develop that habit of writing, to just get your, to get your body in the habit of writing your hands, your mind, whatever. But a lot of times people are not sure what they should be writing. What I tell my clients to do is to pull up a document or they have daily pages, sheets that pull up a document, set a timer for 10 minutes and dumped everything out in your brain. Just brain dump. Any thoughts, all the thoughts to do lists. People you want to talk to, things you should think you should eat or thinking about cooking places you want to go. Maybe some random thoughts about this article you read. Maybe something about a TV show. Just, just write it down. It's not about being perfect is no such thing as if you're doing it right. You're doing it right. If you're writing, typing, whatever that is, just get it all out. Maybe it's like things that you hope for for the future. Things you want to do for your dissertation, things you want to tell your chair, things you want to call your mama and say, I don't know. You just do that for 10 minutes. You just, right, right, right, right, right. The goal then because what, like what will happen is you would get into the habit a few weeks ago by if you're doing this and then your brain will say, Hmm, how can I do this more intentionally? And you may say, I read this article, I'm just going to write about that, or I'm supposed to be working on this section of my dissertation. Let me just use this 10 minutes to write that because now you don't have to worry about getting over the hump of, Oh, I have to sit down and I have to write it. I don't know what I'm writing about. That's done. Cause you've done it already. You've developed a habit. Now your brain can focus on, Oh we do this every day. It's fine, but what if that's how you know? Like what if we started writing about this section? What if we use this time to get ahead and the dissertation and not only will you start to move forward in that, but you'll also notice that that 10 minutes we'll start to expand into 12 and in 1415 1820 next thing you know it's like 60 minutes. Have I interrupted writing time and how productive you will be doing that. That is what the power of writing for 10 minutes and at anytime if you fall off, you just not like, or are you having a stressful day or a busy day? You know, I just need to do this for 10 minutes. Hey girl, the ones that come in the middle of this episode and tell you about my 90 day challenge. Yes, the last 90 days. How do we finish this year strong? So if you're familiar with Rachel Hollis, she does the last 90 days challenge and I decided to do my own version of that. And so I'm here to help all of my scholar friends make the last 90 days the best 90 days of 2019 all you had to do is come on over to the website, my bet, Lacey's dot com scroll all the way down to the bottom and you will see a button there for you to sign up. There should also be a button at the top of the page, but just in case you don't see it, it's there and you are. You're on a sign up and you're going to get emails. And what I'm doing is saying, folks, an email every week full of motivation and a challenge for them to do every week in this challenge takes no time. Like it's asking you to take an hour for yourself in, listen, if you don't have that, how every day for yourself, like Rachel says, do you even have a life? So yes, that's where we are going to be delivered in 90 days. It's not too late to sign up. It's never too late to start going towards your dreams. So please come on over to the website, sign up and let's get back to the episode. That's number four. Number five is execute your top three. You know, if you see it again, follow me on Instagram. Are you following me on Instagram? I'm at Marvette Lacy follow me. I do a top three every day. I do a top three for general in my day in a top three. When I get to work, it helps focus me. Like I know that if nothing else happens, these, these top three things they to happen. My rule is that your top three need to be very small items that take you 20 minutes or less to complete. Because I'm all about, I can find an hour in my work day or even in my regular day to get these things done. And it's usually like, I don't know. Since so-and-so this email, like I think last week one of mine was like, sign up for benefits. Cause I had already done the research and everything. I just need to go online and click some buttons. It was like, Oh, make sure you go get these grocery items from the store. Most people don't take more than less than 20 minutes to go to the store. I do. I don't like it. I don't like going to get the groceries. You've probably heard me on past episodes talk about it. So I have a list. I go in here, I get those things that I'm out. So thinking about for your day, what are your 20 things? Is it to and maybe you put these basics on there. You say, I need to move for 10 minutes, drink 64 ounces of water, right, for 10 minutes. And maybe those are your topics. Three or maybe your top three is I need to email my chair. I mean Sue read this chapter for class and I need to go to the health center and pay my bill. Maybe not sure three things, but taking two minutes to figure out your top three and writing it and focusing on net for your day out. Listen, it will help you be so protective. I promise you. I promise you. Here's some things you want to watch out for because I can hear it. I can hear it. I can hear you right now. I can hear your thoughts screaming at me and you're like [inaudible] [inaudible] like this is not going to work. This is not enough. I could do more than that. I'm gonna do more than that app. This is just gonna waste my time. I'm telling you. Thoughts like that will be the reason why you don't finish this year strong. Okay? It's a trap. It's not true. Life and progress and momentum is all about like finding one baby step, taking that run in another one and taking it and continuing to take little small steps towards your big goal. I get it. I'm talking to me too because I have a habit of wanting to do all the things at once and get it over with. Like even for, uhm, I batch record my podcast and I was like, I'm going to record the rest of the episodes today. No, I'm not. No, I'm not. I'm going to record my usual four because I know it's going to happen. That fourth one is usually very difficult to do because I'm pushing it. So I'm just going to record the four episodes today and be done with it in October. We'll be done and then I can move on to November. If I feel like it later today, then I'll record November cause they're all planned in an outline. I just have to record them. But yeah, no, no, you like I, in my mind I felt like I could do all the things in realistically Omni to eat breakfast or some other things. I need to do Indians, my brain and my mouth is going to be tired after recording four episodes. So no, I also tell myself, okay, sure you can try to do all the things, but let's see if you can even do the first thing first. Like prove to me, prove to yourself that you can even do the first thing. Prove to yourself that you can do these five basics First and then after that if there's more you can do, didn't do that, but do not sit here and planning all of these things and like making it are pretty in your planner or putting it in your, your online calendar system. I know you, I see you. I am you. That's all I know how to talk to you. Don't do that. Don't spend all this time trying to make this like pretty graphic. And so you can keep track. You want to say organize. You can go to the website and download the printable or if you're already in the 90 day group, I sent it to you. So just go print it out. You will need to spend all of our time trying to do all these things that are just distracting us from our goals and making pretty planners and trying to like get your schedule together. It's just you procrastinating. It is a form of procrastination. It is a trap. The goal is to show up and do these basics. So, okay. Yeah. That is all I have for this episode. I cannot wait to hear your feedback. I will be in the Facebook group listening to the talking with the people as well as on Instagram talking to you about this week's challenge of following the basics. So that is all I have. Make sure you do something this week to show yourself some love, like these basics. Let me know on Instagram what you think. I will talk with you next week. Bye. For now. Basis. How is your productivity going? No, for Rio it's just you. I mean like tell me how is your productivity going? You feel like you're getting a lot done in a week or do you feel like you're just doing a lot in a lie and you're feeling burnt out? Still a little bit lonely, wishing you had people who were just as dedicated as you are, consistent as you are to showing up. We got the week to get things done. Then you have to join right away. Right away is my weekly accountability group where we have people just like you showing that every week to get it done. We meet on Sundays and Wednesdays are three hours each. You can choose to come either Sunday or Wednesday or both. You can come in for some time. We ask that people stay for the whole time, but we also know like life is real. Life happens and sometimes you have other things to do and so we have people who come in for maybe the first 30 minutes and then they leave and they come back. It is there for you. It is there as a community of people to encourage you, to support you. It is there to keep you accountable to what you say you're going to do week after week in class. We are always like holding each other down. We are supporting each other. We celebrate the small wins that like your family and friends don't get. Like they don't understand why it might have been exciting for you to find the perfect methodology or that perfect article that explains exactly what it is that you want to do for your dissertation. That's not us. We do that well. You were here to celebrate with you and then when you need someone to help keep you together, like call you to the carpet. We're there to to do that. So come to the website, check us out, enjoying now and you can go to my vet, like see back, calm. Click the red button in the top right corner, work with me and you'll find other information that you need there. I love this group. We've been going for almost a year now. You definitely, definitely should join.

The Detroit Lions lost a heart breaker to the Chiefs on Sunday. But is this one different than their abysmal history? We'll give you some reasons to believe that it is. With the bye coming up, and the Packers around the corner, it is s**t or get off the pot time.  The Spartans have an offense while the Defense takes a step back against the Hoosiers, and what to expect against Ohio State on Saturday. Will it be as bad as we all think? 4th and Medium Topics Include:     1) Boise State vs SMU. Which Mid-Major has the better chance to make a splash?     2) Which B1G East team has the best shot to challenge Ohio State?     3) Gardner Minshew has looked...Okay? It can't happen to Nick Foles again, can it?     4) Jameis Winston is quietly having a very good year. Is this the year he finally passes Mariota? The MLB Playoffs are finally starting and Dan has in irrational hatred for the Tampa Bay Rays. We give you our early betting line picks for this week's football action as Dave looks to continue his dominance.  Learn more about your ad choices. Visit megaphone.fm/adchoices

What state do you find yourself in most days? Reactive or proactive? That's the topic of this week's question on the Working With Podcast. Links: Email Me | Twitter | Facebook | Website Get 2 FREE months of Skillshare Premium using this link Life & Time Mastery Workshop, Scunthorpe 28 December 2019 The FREE Beginners Guide To Building Your Own COD System Carl Pullein Coaching Programmes The FREE Beginners Guide To Todoist The Working With… Podcast Previous episodes page   Script Episode 102 Hello and welcome to episode 102 of the Working With Podcast. A podcast created to answer all your questions about productivity, GTD, time management, self-development and goal planning. My name is Carl Pullein and I am your host for this show. This week we are talking about your state and the state you find yourself working in most days. This is not something I find a lot of people think about much. Instead, most people try to get through the day as best they can hoping to survive without having too many issues erupt. Yet, it does not really have to be like that and this week I will explain why. But before we get to that… Don't forget, if you want to gain access to some of my shorter courses, you can on the Skillshare platform.  If you are not familiar with Skillshare, Skillshare is a subscription-based learning centre where you pay a monthly subscription and have access to thousands of shortish courses. I learnt Adobe Indesign and iPhoneography on Skillshare a couple of years ago. It's a fantastic place to learn about so many amazing things from coding, productivity, creativity and photography. It's well worth a subscription.  And, if you use the link in the show notes you can get yourself 2 months of FREE access to Skillshare's classes. You could learn a lot in 2 months and by signing up using the link here, you help me too. Now that sounds like an awesome deal.  So whatever it is you want to learn, Skillshare will have courses for you. Take a look and if you see something you like use the link in the show notes to get yourself two months of premium courses for free. Okay It's now time for me to hand you over to the mystery podcast voice for this week's question. This week's question comes from Rachael. Rachael asks, Hi Carl, I'm one of those people who reads everything they can about being more organised and efficient. The problem I have is I always feel I am behind and never on top of all my work and commitments. Is this normal or is there something I am not doing quite right?  Hi Rachael, thank you for your question.  I don't think you are doing anything wrong at all. What is likely to be happening is you are finding out that no matter what you do, the work, commitments, decisions and interruptions never stop. That's just the world we live in today. There's always something else. I say “the world we live in today”, but in reality, all these commitments, decisions and interruptions have always been there. The difference today is it is difficult to compartmentalise them.  What I mean by that is before we were connected to the always-on world via our smartphones, tablets and laptops, work email could only be dealt with when we were at the office, so when we left the office for the day, that was it. Work was over and we could turn our attention to our personal lives. That does not happen today. Instead, today we are exposed to a constant stream of notifications, interruptions, news and requests and unless you set yourself some barriers, you will feel stressed out, over-worked and out of control.  If you do feel you are always behind, that is often a symptom of not being fully aware of the big picture of what's going on in your world. One of the biggest benefits of taking some time each week to step back and really look at what you have going on in your life is you get to see where you are on the journey. How you are doing with the projects you are committed to at work and in your own personal life and how you are doing with your goals and objectives. This is what most people are not doing but if you are not doing that, how are you measuring your progress? How do you know where you are? Who's controlling the timeline of your life? You or the many people you connect with personally and professionally?  Without that knowledge—knowing where you are with your projects and goals—then you will not be making the right decisions about what to work on next. You will be working on the things that are the loudest and most urgent, and all that does is create more loud and urgent tasks coming your way every day because you are reacting to the work rather than making intelligent decisions about the work you do each day in a proactive way.  Let me give you an example of this: A reactive person waits for urgent email before taking action. The belief here is if it's out of mind it's out of sight. Now that may well be true, but while it is out of sight it is growing into a monster of a problem to deal with. Instead of a regular check-in on a project to make sure it is moving in the right direction and the right work is getting done, which would take five to ten minutes, you wait for the loud, urgent email screaming at you about how the customer is very unhappy because they are still waiting for their order to arrive. Now not only do you have to expedite the order—often costing a lot more money than had you processed the order in the normal way—you also have to deal with an angry customer, (and when you call them to explain, they can talk for a very long time) get everybody on your team working on this one crisis and your stress levels increase massively.  In all, what could have taken a few minutes two or three times a week, has caused you and the entirety of your team to lose a whole morning, rushing around dealing with a crisis that could have been averted and creating more little monsters because you did not have time to check those. It becomes a vicious circle. You deal with one crisis and another appears and on it goes. Instead, if you shift to a more proactive state, you make sure you are aware of what is going on within all your open projects. Problem projects are carefully monitored and potential crises anticipated and steps are taken to minimise their impact on your work. This shift in state does not take a lot of work or time, and when it is done consistently, it will save you a huge amount of time because you will have a lot fewer crises to deal with.  So how do you make this shift in state? How do you go from being in a reactive state to a proactive state?  Well, the first step is to get yourself organised. You need to know where everything is so you can access whatever you need when you need it quickly. If you are using multiple filing systems you are creating monsters. You won't remember where everything is. Ideally, have one single storage system. Where possible use a cloud storage service such as Google Drive, Apple iCloud or Microsoft OneDrive. If your company insists you use their storage system that's okay. All your work-related files, documents and or digital stuff goes there. You can then have a personal storage system for your personal stuff.  Next up, start using your calendar properly. Make sure the calendar view you have contains all your commitments professional and personal. It is not very smart to try and run two entirely different calendars in the hope of creating a fictional separation of your work and personal life. You need to see your commitments and events for the whole day in one place. That way you will know if you will have the energy to perform all your commitments all day. If you see on your calendar that you are doing a workshop all day and you are the trainer, in the evening you plan to do two hours of cross-fit, you may find that you are asking a little too much of your body for one day. Instead, you could decide to drop the two-hour cross-fit session and do a one hour walk with your partner instead. The two-hour cross-fit session can be done on a different day in the week. Being in a proactive state allows you to see this kind of conflicts before they happen so you can take steps to reduce their impact on your mental and physical wellbeing.  Finally, do a process and review session before you close down the day. Process all the things you have collected that day, get them put into their rightful place and then review what you have scheduled and planned for tomorrow. Once you have done that, step back, relax and breathe. You know what you have to perform tomorrow, you know you have the time and you have the built-in flexibility to manage the unknown that will inevitably come up.  How much time does it take to keep yourself in a proactive state? About thirty minutes each day. That's all it takes.  Those thirty minutes allow you enough time to review the important things, prevent little issues growing into uncontrollable monsters and helps you to stay focused on the important things—the things that will move you forward on your projects and your goals. Those thirty minutes allow you to stay in control of your time.  It's not difficult. But just having the knowledge is not enough. You have to commit yourself to make this a daily habit. It is like when on a diet, you know eating the bowel of carrots will help you to lose weight, but you eat the chocolate cake instead. You will never lose weight that way. You know that, but people still eat the chocolate cake. Knowing is not enough. You have to use that knowledge to make better decisions and take action. I hope that has helped, Rachael. Thank you so much for your question. And thank you to you too for listening. This podcast is for you and I hope you are getting a lot from it. Don't forget, if you have a question you would like answering, then just get in touch either by email, carl@carlpullein.com or by DMing me on Facebook or Twitter. All the links are in the show notes It just remains for me now to wish you all a very very productive week.  

Caroline: Hi, I’m Caroline Springer and welcome to our next session of Radical Faith. We have a Radical Faith podcast as part of our Get Sellers Calling You podcast with Beatty Carmichael. Professionally, Beatty is the CEO of MasterGrabber, the creator of Agent Dominator and a top marketing expert in the real estate field for many years. And personally, for many years, he has been a Christian and loves to talk about the Lord and that’s where the vision of this podcast came from. So I’m just going to pass it over to him to give a little disclaimer about the Radical Faith podcast and kind of what his idea is behind it. Beatty: I’m not sure I would call it a disclaimer, but maybe it is. The whole idea about Radical Faith is this has nothing to do specifically and directly with real estate business. It has everything to do with living your life as a passionate Christian. So this is all going to be about my Christian philosophy or theosophy if you call it that. So if you don’t want to hear it, you can delete this podcast out and just listen to the podcasts focused on how to build a real estate business, but we are going to talk about Christ today. That’s my disclaimer. Back to you. Caroline: We always chat a little at the beginning about the world we live in and how we have to give a disclaimer, but I think it is good. It excites me so I’m like, “All right, let’s jump in.” This is going to be about the Lord and nothing else. So I’m okay with that. Beatty: Part of that chat we were having is normal Christianity. So I definitely kind of want to bring that onto this call a little bit. The focus of these calls is what I call “normal Christianity.” If I were to ask you, Caroline, what do you think the typical Christian’s view of “normal Christianity” is? Is it healing the sick, raising the dead, casting out demons, doing miracles or is it being a good person, not saying curse words, going to church on Sunday and reading your Bible? What is normal Christianity? Caroline: Yes, I would think sadly in the “normal” or maybe average Christian’s viewpoint, for those who claim to be Christian that’s what they would claim: being a good person, attending church, like you said, not saying curse words, living a chaste life, reading your Bible, praying before meals. The more Radical type of lifestyle is something that a lot of people may think is just preserved for certain people or that’s not really a thing anymore. I think that seems too far-fetched for them to believe that it’s something we’ve been invited into now. Beatty: True. So let me ask you. Who is our model for how to live as a Christian? Caroline: Jesus. He is our model. Beatty: Did he consider what he modeled to be normal or to be radical? What do you think his perspective on it was? Caroline: That’s a good question. Beatty: Let me ask that question another way. He is modeling for us how we should live, right? Caroline: Right. Beatty: Does He expect us to live anything but what He considers normal? Caroline: No. I think He was saying He only did the things He saw His Father do and he models for us a life like that so we can follow that. So I think His expectation was for Him to be paving a way for us to walk the way He walks. So I guess that would be normal for Him and normal for us. Beatty: Okay, so then how did He walk? It says, I think in John 14:22, don’t quote me exactly, but somewhere in John 14. It says, “Truly, truly whoever believes in me will do the works that I do and greater works will he do because I go to the Father.” Jesus is living out the works that we should do. If I were to ask, “What were the works that Jesus did,” what would you tell me? Not saying curse words? Read the Bible? Or something different? Caroline: I think something more. Like you said earlier, healing the sick, raising the dead, casting out demons, parting the way, making a way for Heaven to invade Earth. That was His life. Beatty: Therein lies the topic of Radical faith. Most people think it’s radical. Jesus thinks it’s normal. Now we are not going to talk about today how to raise the dead or heal the sick. We might get into the sophics, but I think more than anything else it’s really understanding what we are called to do as a Christian. How are we called to live and those things that we consider in our 21st century nature to be radical, I think Jesus considered normal. How do we go back to what is normal and not what is myopically considered radical. That is where I want to kind of lean us into this call. Can I take the lead real quick and just kind of get this thing started? Caroline: Absolutely. Beatty: For those of you who have been listening in on our podcasts, you’ll kind of see this pattern. Caroline takes the lead in the interview process on the marketing stuff. I end up taking the lead on the radical faith stuff because she becomes my guinea pig just to use as a sounding board. On all the marketing calls, she has an outline of the direction we are going on the calls. But on the radical faith calls, she is totally blind, so she doesn’t know what I am going to bring up or what I am going to ask her. So we are going to put you on the spots a few times and see what your thoughts are. Okay? Caroline: Oh, good. Beatty: Oh, good. It’s just like normal. We are going to be normal on this call. The last call that we did on radical faith, we are been going through this series of what I call what is faith. We are trying to lay this foundation of what faith really means. On the previous call we started to talk about that faith comes hearing and hearing from the word of Christ. And then we started to look into that faith emanates from Christ. It emanates from His word. We then dissected the two most common Greek words that are translated into our English word: word. Those are… Caroline, do you remember those two Greek words by chance? Caroline: Logos and rhema. Beatty: Do you remember what the difference between logos and rhema are? Caroline: Oh goodness. Wasn’t logos more like a word and rhema was more like something you received and heard? Beatty: Exactly. So logos is simply a word that embodies an idea. In other words, Jesus goes out and preaches the Word to people. He is generally telling them truths. Rhema is when Jesus tells Peter: “Walk on the water.” Okay? Or tells Peter: “You will deny me three times before the cock crows.” Peter remember the word that Jesus told him. Or the angel that comes to Mary and says, “You are going to have a child.” And she says, “Be it done to me according to your word,” according to your rhema. Faith comes from hearing and hearing by the word or the rhema of Christ. So in our real loose definitions. This is not a scholarly definition, this is more what I would call a, “how do you live” definition. A loose definition of rhema is something that God points directly at you. A real simple kind of understanding, Caroline, have you ever (I know you have) been reading your scriptures, reading the Bible and a passage stands out like God is talking directly to you. Have you had that happened to you before? Caroline: Absolutely. I have a lot of times where I will be in kind of conversation with the Holy Spirit. Later on, I will hear or read something in the Bible and it’s like the confirmation of what the Holy Spirit was just saying. There are a lot of times when things were highlighted. I feel like the Lord does that a lot for reassurance or confirmation. Beatty: Well, He does that a lot with me too and when that happens that, in general, what we call rhema. That is when the Holy Spirit is speaking directly to you. That is where we were when we wrapped up our Radical faith call. What I want to do is pick up from there and kind of try to wrap up this section before we run out of time. One of the things that we find about faith and this what I will call Radical faith is the idea or the truth that faith cannot exist by itself, that it is always accompanied by works. There is a passage in James, James 2:17 that says: “Even so faith if it has no works is dead being by itself.” So you kind of get this picture that faith cannot exist by itself. It’s sort of like the body without oxygen. It just dies. That body and oxygen have to go together. Faith and works have to go together. It says a couple of verses later. It’s talking about Abraham and it says, “Faith was working with Abraham’s works and as a result of the works faith was perfected.” So here is the question for you, Caroline. What does it mean that faith is perfected by works because, growing up in church, you always hear that we are saved by faith, not by works. Then we read this thing in James, you say you have faith but I have works and I’ll show you my faith by my works. So what is all this mean? What is the separation between faith and works? How would you describe that? Caroline: To me, whenever I’ve had conversation with people about that with grace and works and how they all go together. To me, works comes as a natural outcome of your faith and what you believe. Your faith also partners with that to also give you the strength and belief to be the foundation of your works. So it’s not like your works are an outcome of striving but your works are an outcome of beliefs and trust and pursuing the Kingdom. It’s a completely trajectory comparatively with those that, maybe some people struggle with feeling like they have to prove and work their way to the Lord or earn their salvation, which we know, scripturally, is not true. But I think that is just the natural question to struggle with for a lot of people. I think God’s intention in James is that it doesn’t have to be something that is conflicting, it can be something that can actually partner a lot easier and your faith is going to naturally push the works and your works are naturally going to cause you to increase your faith. Beatty: So let me see if I can make a real simple illustration to kind of tie this together. I want to invite you to a party. In fact, I am going to give this party in your honor. It’s going to be over at my house. It’s going to be Thursday night at 7:00. Can you come? Caroline: Sure, yes, I’d love to. Beatty: Is that a commitment? Caroline: Yes. Beatty: So now you have just given me your rhema. “I will be there.” So now, Thursday at 7:00 comes up and you are all excited because I’ve told you that we are going to get a caterer. We are going to invite all the people from church, all the people from the neighborhood and all the people from everywhere. And it’s going to be a great big party. And we are going to have child care so you don’t have to worry about Jethro and it’s going to be a wonderful time with your favorite foods and you are all excited. “This is my party.” Now you come over to the house. You come over at 7:00. You drive up to my house and you notice something strange. There are no cars out there. “Okay, well, I’m not sure what’s going on.” You have this question mark. You come up to the house and it’s kind of dark outside. There are no lights on. There are a couple of lights in the room but it’s not like it’s lite up. You look inside; there is no one there. You right the doorbell, ding dong. No one. You ring it again, ding dong. You are just about to walk away from my door and you hear these steps, boom boom boom, and it sounds like someone is coming up some steps and you see me running around the corner. I’m in my exercise clothes and I’m all hot and sweaty. I come to the door and open it. As soon as I catch your eyes, you see my expression go, “Oh my gosh!” You know that expression I’m talking about? Caroline: Yes. I imagine that you are trying to say that you forgot. Beatty: I didn’t forget. I say, “Oh my gosh, I’m so sorry. I didn’t think you would be here. I never made any plans for the party.” Now what happens to you at that point? Are you happy or are you sad? Caroline: I imagine you would be sad and disappointed and questioning why you didn’t think I would attend. Beatty: Yes, you would have all these questions. Did I just sin against you? Caroline: That sounds so intense. I guess for the purpose of the illustration, yes? Beatty: So here is what happens. Let’s now analyze this a little bit more. You gave me a rhema and I did not act in works upon that rhema. Do you follow me so far? Caroline: Okay. Beatty: Faith is perfected through works. Faith is what we believe in. Faith comes by hearing the rhema of Christ. So if we hear Christ’s rhema and don’t believe it then we never act on it and therefore faith is never perfected because our works did not carry it out. Make sense? Caroline: Yes, that makes sense. Beatty: So in this illustration, how can your faith be perfected by works? Because if I had faith that you would have shown up then my works would have demonstrated that faith. I would have called the caterer. I would have called all the people. We would be having a great party. We would have a special parking space right up front to protect a special parking area just for you just o you could come right to the front door. All of this. But the fact that I did none of it means that my faith was never perfected because I never believed it. It’s not that I work for my faith; it’s that my works emanate from my faith. So here are a couple of truths that we can learn about this. Number one, our works are a demonstration of our faith. We do not produce works to have faith. We generate works because it emanates from our faith. Faith comes first and faith naturally births the works in our lives because we become as we believe. As a man believes, so he is. In fact, I heard a preacher this past Sunday hit on that comment quite a few times. Do you remember anything like that? Caroline: Yes, I do. Beatty: So it all kind of ties together. And here are a couple of other things we can take out of this. So you come to the door and I go, “Oh my gosh. I didn’t believe you. I thought you were lying to me. Therefore, I didn’t make any plans at all.” Now you are feeling dejected and rejected. You are frustrated. “How dare you? I planned my whole week around this. It has taken two hours to prepare for this. I’ve been making myself look beautiful. I’ve been telling all of my friends.” Now you are really upset at my aren’t you? Caroline: Yes, it sounds like I would be. Beatty: Yes, you would be. What happens then is that you turn away. You hop back in your car and you drive home. And now I have lost the blessing of your presence and fellowship with you because I did not believe. Now, this is what the images between us and God are. When the Lord gives us rhema and I’m not talking about something huge like step off a mountain and I’m going to hold you up, okay? I’m talking about just anything where we fail to trust the Lord and we know that we don’t trust him because our actions prove that we don’t believe just like in that example. Then what happens is that all of God’s amazing blessings that he had in store for us fall through our fingertips and we don’t even receive them because they are only received by faith, not by works, but it’s our works that demonstrate our faith and therefore, that’s how our faith is perfected with works. Is all of this kind of making sense? Caroline: Absolutely. I think that was a good step-by-step explanation with that scenario about the definition and how that works. It’s a funny scenario. I think it’s a great example and explanation. Beatty: Okay, cool. So now let’s talk a little further on this, if we can. A simple takeaway. Your faith is always displayed by acting on God’s word. If you don’t act on it, you don’t really believe it. This is the essence of what I call “radical” faith. It should be normal. By the way, was there ever a time in Jesus’ life where He did not act in works based on His faith in what God had directed or told Him to do? Any time?  Caroline:  No. A time when He did not act based on what the Father told Him to do? No, He didn’t.  Beatty: So when He raised someone from the dead, was that Him acting by faith? Caroline: Yes. Beatty: Okay. If we use this definition of faith. When He healed someone, was that acting by faith? Caroline: Yes. Beatty: And did He raise them from the dead? Did He heal them or was it the Holy Spirit doing that work? Caroline: It was Him. The Holy Spirit came later. Beatty: Matthew and Acts both say that it was the Holy Spirit working through Jesus that performed the miracles. Acts says that it was God’s power working through Jesus of Nazareth that did all of these miracles. In other words, that Jesus was modeling for us; this doesn’t take any of His Deity away, I’m just saying that the scripture says that the Holy Spirit is what raised someone from the dead. Healed somebody. We even see this in scripture that God commands, but it’s the Holy Spirit. You have God the Father as the ultimate authority and all power. He designates His authority to Jesus and then Jesus delegates authority to the Holy Spirit. In fact, Jesus says that the Holy Spirit will open your mind to all of these things and He will not speak anything to you that I have not commanded him already to speak. Are you with me or did I just lose you? Caroline: No, I’m here. Beatty: Maybe I’m going too deep in this. Let me pull back out before I get too deep. So faith is displayed by acting on God’s word. Jesus displays living by faith and, when you live by that faith, you act on His word then amazing things happen. I want to tell a personal story. We all kind of get caught into this because we get our eyes on the natural rather than our eyes on God. Jesus always kept His eyes on the Lord. He said, “Everything I do is what I see my Father doing.” He’s always looking at the Father first. Go back quite a few years, this is 2002. We are running and making a lot of money the first part of 2002. We’ve got a large corporate account that is scheduled to leave on June 1 and as soon they leave, we are going to be upside down. We are going to lose huge amounts of money, more money a month than most people will earn in a year. We hit June, we start to go upside down. The first month or two, I’m okay. By the third or fourth month, somewhere in there, I start to panic. Oh my gosh, I’m scared. Because I look in the natural. Just like Peter walking on the water, he looks at the wind and the waves and he gets scared. I’m looking in the natural; I get scared. We start to batten down all the hatches. Everyone is put on forced payroll reduction. I take the biggest cut of everyone. My number two man takes the second biggest cut and everyone else takes a bit cut as well. We are trying to weather the storm and we are losing money month after month. Now, it’s January 2003. Now, we’ve been unprofitable, losing money for about six months. Do you get the picture so far? It’s desperate, dire circumstances. Right? Caroline: Right. Beatty: So I’m out there on my day of prayer. I take a day off and say, “Lord, I am going to meet with you.” I’m out there. It’s now the end of January, just a couple of days before the end of the month and I’m on the golf course which is where I take my day of prayer. I don’t play, I just walk and pray and talk. I’m asking the Lord, “Lord, when are you going to let up? Do you know what the Lord told me? He asked me a question. “Do you really believe I can take care of you?” I said, “Yes.” He said, “If you really believe, how would you act differently than you are acting right now?” So what I said is, “Well, if I really believed it then I would put myself at full pay and I would put all my other people at full pay.” He said, “Then why don’t you do it and trust me?” Okay? This is what I’m talking about with radical faith. It makes no sense, but it is trusting the Lord. It is doing what Jesus said. Jesus trusted the Lord and He never feared. Why do we fear? Because we live in the natural. So I did. I put my eyes on Him instead of on the circumstances and I called my number two guy at the time, his name was Walter and I said, “Walter, put me and everyone else back at full pay, retroactive for the full month” because everyone had gotten a short paycheck midmonth. And so he did. Two days later, payroll hit. We lost a lot of money because that was a lot of money that we didn’t have. But here’s the cool thing. The very next month, we made a profit and this is a small business, we had a $20,000 swing on our bottom line, $20,000 more on our bottom line than we had the month before. And I looked at the P and L and I couldn’t find it even to this day, I’ve go back to that P and L multiple times and there is nothing there where we had a lot more revenue, less expenses. I don’t know how it happened, but it happened. And, for the next string of months, we were profitable. What changed? What changed in all that? Do you know? Caroline: Your faith. Beatty: Yes. I acted on my faith. Faith is perfected by works. That’s what this is meaning. So for those of you guys listening out there, what are you afraid of that you know God has said, “Trust me.” If you really believe God’s word to be true, how would you act differently than you are acting right now? And whatever that is, do it, because that is what James is talking about. Faith is perfected by works. Faith without works is dead. Therefore, you cannot believe unless you are going to show that belief through your works. Pretty fascinating isn’t it? Caroline: It is. That was a really inspiring story too. I think it also makes a better definition of that verse and that challenge explaining how faith and works go hand and hand. They are not in opposition of one another. Beatty: No, they definitely are not. We are going to go just a little bit over on this call but I have some points I want to wrap up with. So what faith really is, Caroline, it is seeing from God’s perspective. See, when Peter was walking on the water he was looking at Jesus seeing Jesus’ perspective and he was walking then he looked from His perspective into the waves and he gets scared. And in the very same situation he has two completely outcomes. One outcome by perfecting his faith through works. The other outcome by getting afraid and stop working by faith. Okay? The same thing happened with me, just reversed with the money. So when we see what God sees then we believe as God believes (if you want to use the term “God believes”). When we see as God sees then we get to believe as God believes and then when we act on that belief that is when our faith is perfected. And the challenge that we run into, and this is why it is so tough. Let me ask you a question instead of making a statement. Are we more spirit being or physical being? As a Christian? Caroline: Spirit being. Beatty: Okay. Where do we spend all of our time, focus and our sensory senses? Physical or spiritual? Caroline: I guess physical Beatty: Yes. So here is our problem. We are more spirit beings living in the spirit or should be, but where we actually live most of our time is in the physical because we have physical bodies. We have our sight, sound, hearing, everything, taste, touch is all physical. It’s easy to lose sight of spiritual truths because we get to see everything in the physical. This is where the challenge comes from. But if we can overcome and look in the spirit realm, both figuratively and literally. We look in the spirit realm figuratively and spiritually by looking at God’s truth and his truth trumps the physical. Okay? It is what it is. I want to give you some examples. I want to give you some passages and some scriptures and show you how this plays itself out in the scriptures. The first one comes from 2 Kings, Chapter 6. This is Elisha and his servant. This is actually where we get the term “chariots of fire.” There is a battle with King Aram. King Aram is the enemy king and any time he makes a move against the Israel king then Elisha is telling the Israel king what is going on. So the Israel king gets to adjust. It may have been Judah, but I think it’s Israel. And now, that is where we pick up. “This enraged the king of Aram. He summoned his officers and demanded of them, “Tell me! Which of us is on the side of the king of Israel?” “None of us, my lord the king,” said one of his officers, “but Elisha, the prophet who is in Israel, tells the king of Israel the very words you speak in your bedroom.” “Go, find out where he is,” the king ordered, “so I can send men and capture him.” The report came back: “He is in Dothan.” Then he sent horses and chariots and a strong force there. They went by night and surrounded the city. When the servant of the man of God got up and went out early the next morning, an army with horses and chariots had surrounded the city. “Oh no, my lord! What shall we do?” (Just like me. On my goodness, we are losing money, what do I do?) the servant asked. And then Elisha, who sees from God’s perspectives says, “Don’t be afraid,” the prophet answered. “Those who are with us are more than those who are with them.” And Elisha prayed, “Open his eyes, LORD, so that he may see.” Then the LORD opened the servant’s eyes, and he looked and saw the hills full of horses and chariots of fire all around Elisha. Here is the point on this, once the servant saw from God’s perspective, which is in the spiritual realm, he was no longer afraid. Does that make sense? Caroline: Yes, that does. Beatty: Let me give you another example. Say it’s the 27th of the month, and this is personal for you and Wes, it’s the 27th of the month and you guys have $2,000 of bills needing to be paid and you don’t have the money. You don’t know where it is going to come from. You’ve run out of money for the month and you still have $2,000 left to pay. And this is critical. Maybe this is your mortgage. Okay? You are at risk of losing the house if you don’t pay it. So you are going to pray and ask the Lord to help you out, is that right? Caroline: Right. Beatty: Okay. So when you pray and ask God to send it, how solid is your faith that He is going to send you that money in the next two or three days? Caroline: Pretty solid because we just seen Him be faithful time and time again. He’ll be faithful again. Beatty: Let me ask you, would you put Jethro’s life on it? Do you believe it that much? Caroline: That such an intense question. I don’t know that the Lord would ask me that. Beatty: I know He wouldn’t but the question isn’t, how much do you really believe? Do we believe in essence, trusting that He is going to do something or do we have an absolute, unequivocal, absolutely $2,000 is going to show up in the mailbox or someone is going to bring it to me within the next two or three days. Caroline: That’s a good challenge to ask yourself. Beatty: I’m leading somewhere. I’m always leading somewhere with these questions. So the question is, we pray and we ask, but do we really believe. We trust, but do we really believe that $2,000 is going to how up in the mail in the next two days? Okay. So now, let’s look at it from God’s perspective for just a moment. One month ago, your mortgage company paid your taxes your taxes and insurance out of money from escrow. And they realized that they collected $2,000 more from you over the last year than was needed. So they processed a $2,000 check. It was mailed two days ago and you are about to get it today. Okay? That is God’s perspective. You know that that check is coming. You know all these details. Now when you pray and ask God for $2,000 do you have a different level of confidence that he is going to provide it. Caroline: Absolutely. You would have the whole scope. Beatty: So what changed? Caroline: You were placing yourself in Heaven’s perspective to see where the Lord is coming through. When you have the whole scope, your prayers change. You have faith and confidence. You can see that He will be faithful and He’s coming through. Beatty: In God’s perspective, everything changes. I think we talked about this a few times back that it’s all about seeing from God’s perspective. That’s what I am talking about here. This radical faith is seeing from God’s perspective. Elisha’s faith was not scared at all because he could see from God’s perspective. Once God opened the servant’s eyes to see from his perspective as well, he was no longer afraid. When we get our eyes focused on the natural, we become afraid. When we keep our eyes focused on the Lord and his truth, which is His perspective, then if we believe it, we are no longer afraid ourselves. The only way that we can demonstrate our belief is to act on it. That’s kind of how all that works. So that’s what faith is. Next time we will start on the topic I call, “Getting out of the boat.” We are laying the foundation now and now the next set of calls we going to start to get where the rubber meets the road and it’s going to be a lot of fun. You want to close us out real quick? Caroline: Sure. Well Beatty, thank you so much for your time and sharing all the revelation and wisdom that you received from the Lord. I think this really was a great and challenging call. I’m excited to hear next time about getting out of the boat and just continuing on in our conversation. I think we are going to wrap up. I don’t think we are doing a question and answer for this call. With that being said, Beatty, if you don’t have anything else, I think we are wrapped up. That’s all we have for today. Beatty: Great. Thanks a lot. Y’all have a great day.   If you’ve enjoyed this podcast, please tell others about. Also, be sure to get our step-by-step training on how to double sales and referrals from past clients and sphere of influence. It’s absolutely the easiest way to grow your business fast and it’s completely free. You’ll find it on our website at GetSellersCallingYou.com. Thanks for listening.   P004

We finally have the facts. The two year long investigation, lead by Robert Mueller, into whether or not the 2016 Donald Trump for President campaign worked with members of the Russian government to steal and release Democratic Party emails is now complete. In this episode, after reading every word of the 448 page report, Jen breaks what the facts indicate Donald Trump did and did not do so that we can all be "in the know" for the Congressional battles with the President that are sure to come. Please Support Congressional Dish – Quick Links Click here to contribute monthly or a lump sum via PayPal Click here to support Congressional Dish for each episode via Patreon Send Zelle payments to: Donation@congressionaldish.com Send Venmo payments to: @Jennifer-Briney Send Cash App payments to: $CongressionalDish or Donation@congressionaldish.com Use your bank's online bill pay function to mail contributions to: 5753 Hwy 85 North, Number 4576, Crestview, FL 32536 Please make checks payable to Congressional Dish Thank you for supporting truly independent media! Official Mueller Report Jen Briney's highlighted version Interactive Mueller Report from The New York Times Justice Department's pdf version  Additional Reading   Article: Roger Stone/ Mueller Report: 448 pages with 900 redactions by Elaine Godfrey, The Atlantic, May 1, 2019. Document: Official Mueller Report U.S. Department of Justice, March 2019. Document: Interactive NYT Mueller report  New York Times, March 2019. Article: Taibbi: As Mueller Probe Ends,New Russiagate Myth Begins by Matt Taibbi, RollingStone, March 25, 2019.  Article: Cohen Hired IT Firm to Rig Early CNBC, Drudge Polls to Favor Trump by Michael Rothfeld, Rob Barry and Joe Palazzolo, Washington Post, January 17, 2019. Article: Trump Dodges Question on Fox News if He's a Russian Asset by Audrey McNamara, The Daily Beast, January 13, 2019. Article: Trump is Compromised by Russia by Michele Goldberg, NY Times, November 29, 2018. Article: Text with Roger Stone’s name (Volume II, pg 128), by Marisa Schultz and Nikki Schwab, New York Post, November 28, 2018. Article: Roger Stone Associate says He won't agree to Plea Deal by Sara Murray and Eli Watkins, CNN, November 26, 2018. Article: 14 States Forgo Paper Ballots, Despite Security Warnings by Gopal Ratnam, Government Technology, October 31, 2018. Article: Will Trump be Meeting his Russian Counterpart or Handler? by Jonathon Chait, NY Intelligencer, July 2018. Transcript: Remarks by President Trump in Press Gaggle The White House, June 15, 2018. Article: Rudy Giulani says Mueller Probe might Get Cleaned up with Presidential Pardons by Chris Somerfeldt, NY Daily News, June 15, 2018 Article: Michael Cohen has said he would take a bullet for Trump by Honorable Maggie Haberman, Sharon LaFriere and  Danny Hakim, NY Times, April 20, 2018. Article: Russians Turned Away at Seattle Consulate After Trump announces Closure  by Evan Bush, Christine Clarridge, Dominic Gates and Hal Bernton, The Seattle Times, March, 26 2018. Article: It's Official: Russiagate is this Generation's WMD  by Matt Taibbi, Substack, March 23, 2018. Article: Russian Tweets used as sources for Partisan Opinion study by Josephine Lukito and Chris Wells, Columbia Journalism Review, March 8, 2018. Article: Cable News Ad Revenue up 25 Percent  by Joe Concha, The Hill, February 23, 2018. Document: Transcript of December 13, 2017 Rosenstein hearing by Committee of the Judiciary House of Representative U.S. Congress, December 13, 2017. Article: In Retaliations, US Orders Russian to Close Consulate in San Francisco  by  Mark Landler and Gardiner Harris, NY Times, August, 31 2017. Article: Excerpts from Interview with Trump  by Stephen Crowley, NY Times, July 19, 2017. Document: Transcript of June 8, 2017 Comey hearing by Select Committee on Intelligence U.S. Senate, June 8, 2017. Article: Comey, Mueller and the Showdown at John Ashcroft's Hospital Bed by Colleen Shalby, LA Times, May 17, 2017. Document: Statement from Press Secretary regarding James Comey's Testimony White House U.S. Press Secretary, May 9, 2017. Article: Sessions Met with Russian Ambassador During Trumps Presidential Campaign by Adam Entous, Ellen Naskashima and Greg Miller, The Washington Post, March 1, 2017 Article: National Security Advisor Flynn Discussed Sanctions with Russian Ambassador Despite Denials by Greg Miller, Adam Entous and Ellen Nakashima Washington Post, February 9, 2017. Document: Steele Dossier Confidential, by Mark Schoofs, BuzzFeed, October 19, 2016. Article: Wiki Leaks to Publish More Hilary Emails by Mark Tran, The Guardian, June 12, 2016. Article: Panel Told of a Sickbed Face-Off by Richard Schmitt, LA Times, May 16, 2007. Resources Press Gaggle Transcript: Remarks by President Trump in Press Gaggle, June 15, 2018 Hearing Transcript: Oversight Hearing with Deputy Attorney General Rod Rosenstein, December 13, 2017 Hearing Transcript: Open Hearing with Former FBI Director James Comey, June 8, 2017 Report: Steele Dossier, Company Intelligence Report 2016/080 Statement Transcript: Statement from the Press Secretary, May 9, 2017   Visual Resources Sound Clip Sources Hearing: Michael Cohen Testimony Before House Oversight Committee, C-SPAN, February 27, 2019. Sound Clips: 33:31 Michael Cohen: You need to know that Mr. Trump’s personal lawyers reviewed and edited my statement to Congress about the timing of the Moscow Tower negotiations before I gave it. 33:44 Michael Cohen: To be clear, Mr. Trump knew of and directed the Trump Moscow negotiations throughout the campaign and lied about it. He lied about it because he never expected to win. He also lied about it because he stood to make hundreds of millions of dollars on the Moscow real estate project. 39:21 Michael Cohen: Donald Trump is a man who ran for office to make his brand great, not to make our country great. He had no desire or intention to lead this nation, only to market himself and to build his wealth and power. Mr. Trump would often say this campaign was going to be greatest infomercial in political history. He never expected to win the primary. He never expected to win the general election. The campaign, for him, was always a marketing opportunity. 43:50 Michael Cohen: Mr. Trump directed me to find a straw man to purchase a portrait of him that was being auctioned off at an art Hampton’s event. The objective was to ensure that this portrait, which was going to be auctioned last, would go for the highest price of any portrait that afternoon. The portrait was purchased by the fake bidder for $60,000. Mr. Trump directed the Trump Foundation, which is supposed to be a charitable organization, to repay the fake bidder, despite keeping the art for himself. 48:50 Michael Cohen: When I say con man, I'm talking about a man who declares himself brilliant, but directed me to threaten his high school, his colleges, and the College Board to never release his grades or SAT scores. 53:09 Michael Cohen: Mr. Trump had frequently told me and others that his son Don Jr had the worst judgment of anyone in the world. 55:31 Michael Cohen: And by coming today, I have caused my family to be the target of personal scurrilous attacks by the president and his lawyer trying to intimidate me from appearing before this panel. 56:30 Michael Cohen: And I hope this committee and all members of Congress on both sides of the aisle make it clear that as a nation, we should not tolerate attempts to intimidate witnesses before Congress and attacks on family are out of bounds and not acceptable. 2:10:30 Michael Cohen: And when Mr. Trump turned around early in the campaign and said, I can shoot somebody on Fifth Avenue and get away with it, I want to be very clear. He's not joking. He's telling you the truth. You don't know him. I do. I sat next to this man for 10 years and I watched his back. 2:11:13 Michael Cohen: And when he goes on Twitter and he starts bringing in my in-laws, my parents, my wife, what does he think is going to happen? He's causing... He's sending out the same message that he can do whatever he wants. This is his country. He's becoming an autocrat and hopefully something bad will happen to me or my children and my wife so that I will not be here and testify. That's what his hope was. To intimidate me. 2:11:46 Rep. Jim Cooper (TN): Have you ever seen Mr. Trump personally threaten people with physical harm? Michael Cohen: No. He would use others. 2:12:00 Michael Cohen: Everybody’s job at the Trump organization is to protect Mr. Trump 2:12:07 Michael Cohen: Every day. Most of us knew we were coming in and we were going to lie for him on something, and that became the norm, and that's exactly what's happening right now in, in this country. That's exactly what's happening here in government. 4:10:30 Rep. Brenda Lawrence (MI): Mr Cohen, why do you feel or believe that the president is repeatedly attacking you? You are stating that you feel intimidated asking us to protect you following your cooperation with law enforcement. Michael Cohen: When you have access to 60 plus million people that follow you on social media and you have the ability within which to spark some action by individuals that follow and follow him and from his own words that he can walk down Fifth Avenue, shoot someone and get away with it. It's never comfortable when the President of the United States… Rep. Brenda Lawrence (MI): What do you think he can do to you? Michael Cohen: A lot. And it's not just him, it's those people that follow him in his rhetoric. Rep. Brenda Lawrence (MI): What is a lot? Michael Cohen: I don't know. I don't walk with my wife. If we go to a restaurant or we go somewhere, I don't walk with my children. I make them go before me because I have fear and it's the same fear that I had before when he initially decided to drop that tweet in my cell phone. I receive some, and I'm sure you, you'll understand. I received some tweets. I received some Facebook messenger, all sorts of social media attacks upon me, whether it's the private direct message that I've had to turn over to secret service because they are the most vile, disgusting statements that anyone can ever receive. And when it starts to affect your children, that's when it really affects you. Interview: Trump joins Judge Jeanine for a phone interview to give an update on where Washington is at with the border crisis, Fox News, January 12, 2019. Sound Clip: 15:00 President Donald Trump: Look, I was a client of his, and you know, you're supposed to have lawyer-client privilege, but it doesn't matter because I'm a very honest person, frankly, but he's in trouble on some loans and fraud and taxi cabs and stuff that I know nothing about and in order to get a sentence reduced, he says, "I have an idea, I'll give you some information on the president." Well, there is no information, but he should give information, maybe on his father in law because that's the one that people want to look at because where does that money? That's the money in the family. And I guess he didn't want to talk about his father in law. He's trying to get his sentence reduced. Press Conference: President Trump Accuses Personal Lawyer Michael Cohen of Lying, C-SPAN, November 29, 2018. Sound Clip: 1:00 President Donald Trump: He was convicted of various things unrelated to us. He was given a fairly long jail sentence and he’s a weak person. And by being weak, unlike other people that you watch - he is a weak person. And what he’s trying to do is get a reduced sentence. So he’s lying about a project that everybody knew about. Interview: Interview with Ainsley Earhardt on Fox & Friends, YouTube, August 23, 2018. Sound Clips: Ainsley Earhardt:What grade do you give yourself so far? President Donald Trump: So, I give myself an A+. Ainsley Earhardt: Will you fire Sessions? President Donald Trump: I'll tell you what, as I've said, I wanted to stay uninvolved, but when everybody sees what's going on in the Justice Department - I put "Justice" now in quotes - It's a very, very sad day. Jeff Sessions recused himself, which he shouldn't have done, or he should have told me. Even my enemies say that Jeff sessions should have told you that he was going to recuse himself and then you wouldn't have put him in. He took the job and then he said, "I'm going to recuse myself." I said, "What kind of a man is this?" And by the way, he was on the campaign and you know, the only reason I gave him the job, because I felt loyalty. He was an original supporter. President Donald Trump: He makes a better deal when he uses me, like everybody else, and one of the reasons I respect Paul Manafort so much is he went through that trial... You know, they make up stories. People make up stories. This whole thing about flipping, they call it, I know all about flipping. For 30, 40 years, I've been watching flippers. Everything's wonderful, and then they get 10 years in jail and they flip on whoever the next highest one is, or as high as you can go. It almost ought to be outlawed. It's not fair. Press Briefing: President Trump Remarks on John Brennan and Mueller Probe, C-SPAN, August 17, 2018. Sound Clip: President Donald Trump: I think the whole Manafort trial is very sad when you look at what’s going on there. I think it’s a very sad day for our country. He worked for me for a very short period of time. But you know what, he happens to be a very good person. And I think it’s very sad what they’ve done to Paul Manafort. News Report: State of the Union with Jake Tapper, CNN, YouTube, June 17, 2018. Transcript 9:30 Jake Tapper: How do you respond to critics who say you discussing it on TV, you discussing it with the New York Daily News, President Trump tweeting, that you're sending a signal to defendants in a criminal prosecution that a pardon is out there. It might be on its way. Some people think that this is the president and you suggesting that - signaling really, - don't cooperate with prosecutors because the pardon is there if you'll just hold on. Rudy Giuliani: Jake, I don't think that's the interpretation. It's certainly not intended that way. What it should be... I'll tell you what I clearly mean. What I mean is you're not going to get a pardon just because you're involved in this investigation. You probably have a higher burden if you're involved in this investigation as compared to the others who get pardons but you're certainly not excluded from it if, in fact, the president and his advisors, not me, come to the conclusion that you've been treated unfairly. Press Conference: President Trump gives off-the-cuff news conference on White House lawn, CNBC, June 15, 2018. Transcript Sound Clips: 6:30 Reporter: So there’s some high-profile court cases going on. You’ve got a former campaign manager, your former lawyer. They’re all dealing with legal troubles. Are you paying close attention — President Donald Trump: Well, I feel badly about a lot of them, because I think a lot of it is very unfair. I mean, I look at some of them where they go back 12 years. Like Manafort has nothing to do with our campaign. But I feel so — I tell you, I feel a little badly about it. They went back 12 years to get things that he did 12 years ago? 8:50 Reporter: Is he still your lawyer? President Donald Trump: No, he’s not my lawyer anymore. But I always liked Michael, and he’s a good person. And I think he’s been — Reporter: Are you worried he will cooperate? President Donald Trump: Excuse me, do you mind if I talk? Reporter: I just want to know if you’re worried — President Donald Trump: You’re asking me a question; I’m trying to ask it. Reporter: I just want to know if you’re worried if he’s going to cooperate with federal investigators. President Donald Trump: No, I’m not worried because I did nothing wrong. White House Briefing: President Trump receives a briefing from Military Leadership, YouTube, April 9, 2018. Transcript Sound Clips: President Donald Trump: So I just heard that they broke into the office of one of my personal attorneys — a good man. And it’s a disgraceful situation. It’s a total witch hunt. I’ve been saying it for a long time. I’ve wanted to keep it down. We’ve given, I believe, over a million pages’ worth of documents to the Special Counsel. They continue to just go forward. And here we are talking about Syria and we’re talking about a lot of serious things. We’re the greatest fighting force ever. And I have this witch hunt constantly going on for over 12 months now. President Donald Trump: The Attorney General made a terrible mistake when he did this, and when he recused himself. Or he should have certainly let us know if he was going to recuse himself, and we would have used a — put a different Attorney General in. So he made what I consider to be a very terrible mistake for the country. But you’ll figure that out. Hearing: Facebook, Google, and Twitter Executives on Russia Election Interference, Senate Intelligence Committee, C-SPAN, November 1, 2017. Sound Clips: 1:49:24 Sen. Roy Blunt (MO): Mr. Stretch, how much money did the Russians spend on ads that we now look back as either disruptive or politically intended? It was at $100,000. Is that— Colin Stretch: It was approximately $100,000. Blunt: I meant from your company. Stretch: Yes, approximately $100,000. Blunt: How much of that did they pay before the election? Stretch: The— Blunt: I’ve seen the— Stretch: Yeah. Blunt: —number 44,000. Blunt: Is that right? Stretch: So— Blunt: 56 after, 44 before. Stretch: The ad impressions ran 46% before the election, the remainder after the election. Blunt: 46%. Well, if I had a consultant that was trying to impact an election and spent only 46% of the money before Election Day, I’d be pretty upset about that, I think. So, they spent $46,000. How much did the Clinton and Trump campaigns spend on Facebook? I assume before the election. Stretch: Yeah. Before the elec— Blunt: They were better organized than the other group. Stretch: Approximate—combined approximately $81 million. Blunt: 81 million, and before the election. Stretch: Yes. Blunt: So, 81 million. I’m not a great mathematician, but 46,000, 81 million, would that be, like, five one-thousandths of one percent? It’s something like that. Stretch: It’s a small number by comparison, sir. Hearing: Russian Interference in 2016 Election, Senate Intelligence Committee, C-SPAN, June 8, 2017. Witness: James Comey - Former FBI Director Sound Clips: 48:20 Senator James Risch (ID): You put this in quotes. Words matter. You wrote down the words so we can all have the words in front of us now. There’s 28 words there that are in quotes, and it says, quote, ‘‘I hope’’—this is the President speaking—‘‘I hope you can see your way clear to letting this go, to letting Flynn go. He is a good guy. I hope you can let this go.’’Now those are his exact words, is that correct? James Comey:: Correct. Senator RISCH: And you wrote them here and you put them in quotes? Director COMEY: Correct. Senator RISCH: Okay. Thank you for that. He did not direct you to let it go? Director COMEY: Not in his words, no. Senator RISCH: He did not order you to let it go? Director COMEY: Again, those words are not an order. Senator RISCH: No. He said, ‘‘I hope.’’ Now, like me, you probably did hundreds of cases, maybe thousands of cases, charging people with criminal offenses. And of course you have knowledge of the thousands of cases out there where people have been charged. Do you know of any case where a person has been charged for obstruction of justice or, for that matter, any other criminal offense, where they said or thought they hoped for an outcome? Director COMEY: I don’t know well enough to answer. And the reason I keep saying his words is I took it as a direction. Senator RISCH: Right. Director COMEY: I mean, this is the President of the United States with me alone, saying, ‘‘I hope’’ this. I took it as this is what he wants me to do. I didn’t obey that, but that’s the way I took it. 54:18 Sen. Diane Feinstein (CA): You described two phone calls that you re- ceived from President Trump, one on March 30 and one on April 11, where he, quote, ‘‘described the Russia investigation as a cloud that was impairing his ability,’’ end quote, as President and asked you, quote, ‘‘to lift the cloud,’’ end quote. How did you interpret that? And what did you believe he wanted you to do? Director COMEY: I interpreted that as he was frustrated that the Russia investigation was taking up so much time and energy, I think he meant of the Executive Branch, but in the public square in general, and it was making it difficult for him to focus on other priorities of his. But what he asked me was actually narrower than that. So I think what he meant by the cloud, and again I could be wrong, but what I think he meant by the cloud was the entire investigation is taking up oxygen and making it hard for me to focus on the things I want to focus on. The ask was to get it out that I, the President, am not personally under investigation. 1:17:17 Sen. Susan Collins (ME): And was the President under investigation at the time of your dismissal on May 9th? James Comey: No. 1:30:15 James Comey: On March the 30th, and I think again on—I think on April 11th as well, I told him we’re not investigating him personally. That was true. 1:39:10 Sen. Angus King (ME): And in his press conference on May 18th, the President was asked whether he had urged you to shut down the investigation into Michael Flynn. The President responded, quote, ‘‘No, no. Next question.’’ Is that an accurate statement? James Comey: I don’t believe it is. 1:48:15 James Comey: I think there’s a big difference in kicking superior officers out of the Oval Office, looking the FBI Director in the eye, and saying, ‘‘I hope you’ll let this go.’’ I think if our—if the agents, as good as they are, heard the President of the United States did that there’s a real risk of a chilling effect on their work. 2:21:35 Sen. Jack Reed (RI): You interpret the discussion with the President about Flynn as a direction to stop the investigation. Is that correct? James Comey: Yes. 2:24:25 James Comey: I know I was fired because something about the way I was conducting the Russia investigation was in some way putting pressure on him, in some way irritating him, and he decided to fire me because of that. I can’t go farther than that. 2:26:00 James Comey: There’s no doubt that it’s a fair judgment, it’s my judgment, that I was fired because of the Russia investigation. I was fired in some way to change—or the endeavor was to change the way the Russia investigation was being conducted. Interview: Lester Holt Exclusive Interview with President Trump, NBC News, May 11, 2017. Sound Clips: President Donald Trump: Look, he's a show boat. He's a grandstander. The FBI has been in turmoil. You know that. I know that. Everybody knows that. You take a look at the FBI a year ago, it was in virtual turmoil less than a year ago. It hasn't recovered from that. Lester Holt: Monday you met with the Deputy Attorney General Rod Rosensteinn. President Donald Trump: Right. Lester Holt: Did you ask for recommendation? President Donald Trump: What I did is I was going to fire Comey. My decision. It was not... Lester Holt: You had made the decision before they came... President Donald Trump: I was going to fire Comey. There's no good time to do it, by the way. Lester Holt: Because in your letter, you said, I accepted their recommendation, so you had already made the decision? President Donald Trump: Oh, I was going to fire regardless of recommendation. President Donald Trump: And in fact, when I decided to just do it, I said to myself, I said, you know, this Russia thing with Trump and Russia is a made up story. It's an excuse by the Democrats for having lost an election that they should have won. Lester Holt: Let me ask you about your termination letter to Mr. Comey. You write, "I greatly appreciate you informing me on three separate occasions that I am not under investigation." Why did you put that in there? President Donald Trump: Because he told me that, I mean he told me... Lester Holt: He told you you weren't under investigation with regard to the Russian investigation? President Donald Trump: I've heard that from others. I think... Lester Holt: Was it in a phone call? Did you meet face to face? President Donald Trump: I had a dinner with him. He wanted to have dinner because he wanted to stay on. We had a very nice dinner at the White House. Lester Holt: He asked for the dinner? President Donald Trump: The dinner was arranged, I think he has for the dinner and he wanted to stay on as the FBI head and I said, I'll consider, we'll see what happens. But we had a very nice dinner and at that time he told me, you are not under investigation. Which I knew anyway. Lester Holt: That was one meeting. What were the other two? President Donald Trump: First of all, when you're under investigation, you're giving all sorts of documents and everything. I knew I wasn't under and I heard it was stated at the committee, at some committee level, that I wasn't. Number one. Then during the phone call, he said it and then during another phone call. He said it. So he said it once at dinner and then he said it twice doing phone calls. Lester Holt: Did you call him? President Donald Trump: In one case I called him. In one case he called me. Lester Holt: And did you ask him I under investigation? President Donald Trump: I actually asked him, yes. I said, if it's possible when you let me know, am I under investigation? He said, "You are not under investigation." Lester Holt: But he's, he's given sworn testimony that there was an ongoing investigation into the Trump campaign and possible collusion with the Russian government. You were the centerpiece of the Trump campaign, so was he being truthful when he said that you weren't under investigation? President Donald Trump: Well, I know one thing. I know that I'm not under investigation. Me. Personally. I'm not talking about campaigns. I'm not talking about anything else. I'm not under investigation. President Donald Trump: He's not my man or not my man. I didn't appoint him. He was appointed long before me. President Donald Trump: There was no collusion between me and my campaign and the Russians. The other thing is the Russians did not affect the vote and everybody seems to think that. Lester Holt: But when you put out tweets, it's a total hoax. It's a taxpayer's charade. And you're looking for a new FBI director. Are you not sending that person a message to lay off? President Donald Trump: No, I'm not doing that. I think that we have to get back to work, but I want to find out, I want to get to the bottom. If Russia hacked, if Russia did anything having to do with our election, I want to know about. White House Press Briefing: Sarah Sanders Daily Press Briefing, White House, May 10, 2017. Transcript Oversight Hearing: FBI Oversight, Senate Judiciary Committee, C-SPAN, May 3, 2017. Witness: James Comey - FBI Director Sound Clips: 57:19 Sen. Patrick Leahy (VT): In October, the FBI was investigating the Trump campaign's connection to Russia. You sent a letter informing the Senate and House that you are reviewing additional emails. It could be relevant to this, but both of those cases are open, but you're still only commented on one. FBI Director James Comey: I commented, as I explained earlier on October 28th in a letter that I sent to the chair and rankings of the oversight committees that we were taking additional steps in the Clinton email investigation because I had testified under oath repeatedly that we were done, that we were finished there. With respect to the Russia investigation, we treated it like we did with the Clinton investigation. We didn't say a word about it until months into it. And then the only thing we've confirmed so far about this is - same thing with the Clinton investigation - that we are investigating and I would expect we're not going to say another peep about it until we're done. 1:47:32 Sen. Al Franken (MN): Any investigation into whether the Trump campaign or Trump operation colluded with Russian operatives would require a full appreciation of the president's financial dealings. Director Comey, would president Trump's tax returns be material to such an investigation? FBI Director James Comey: That's not something, Senator, I'm going to answer. Sen. Al Franken (MN): Does the investigation have access to President Trump's tax returns? FBI Director James Comey: I have to give you the same answer. Again, I hope people don't over interpret my answers, but I just don't want to start talking about anything...What we're looking at and how. 2:00:15 FBI Director James Comey: The current investigation with respect to Russia, we've confirmed it. The Department of Justice authorized me to confirm that exists. We're not going to say another word about it until we're done. 2:11:30 Sen. Mazie Hirono (HI): You do confirm that there is still an ongoing investigation of the Trump campaign and their conduct with regard to Russian efforts to undermine our elections? FBI Director James Comey: We're conducting an investigation to understand whether there was any coordination between the Russian efforts and anybody associated with the Trump campaign. Sen. Mazie Hirono (HI): So since you've already confirmed that such an investigation is ongoing, can you tell us more about what constitutes that investigation? FBI Director James Comey: No. 2:25:40 Sen. Richard Blumenthal (CT): You have confirmed, I believe that the FBI is investigating potential ties between Trump associates and the Russian interference in the 2016 campaign, correct? FBI Director James Comey:Yes. Sen. Richard Blumenthal (CT): And you have not, to my knowledge, ruled out anyone in the Trump campaign as potentially a target of that criminal investigation. Correct? FBI Director James Comey: Well, I haven't said anything publicly about who we've opened investigations on. I've briefed the chair and ranking on who those people are. And so I, I can't, I can't go beyond that in this setting. Sen. Richard Blumenthal (CT): Have you ruled out anyone in the campaign that you can disclose? FBI Director James Comey: I don't feel comfortable answering that senator, because I think it puts me on a slope to talking about who we're investigating. Sen. Richard Blumenthal (CT): Have you ruled out the president United States? FBI Director James Comey: I don't want people to over-interpret this answer. I'm not going to comment on anyone in particular because that puts me down a slope of... Cause if I say no to that, then I have to answer succeeding questions. So what we've done is brief the chair and ranking on who the U.S. persons are that we've opened investigations on. And that's, that's as far as we're going to go with this point. Sen. Richard Blumenthal (CT): But as a former prosecutor, you know that when there's an investigation into several potentially culpable individuals, the evidence from those individuals and the investigation can lead to others. Correct? FBI Director James Comey: Correct. We're always open minded about, and we follow the evidence wherever it takes us. Sen. Richard Blumenthal (CT): So potentially the President of the United States could be a target of your ongoing investigation into the Trump campaign's involvement with Russian interference in our election. Correct? FBI Director James Comey: I just worry... I don't want to answer that because it seems to be unfair speculation. We will follow the evidence. We'll try and find as much as we can and we'll follow the evidence where it leads. Interview: Interview with President Trump, Fox Business Network, YouTube, April 12, 2017. Sound Clip: 5:30 Maria Bartiromo: Was it a mistake not to ask Jim Comey to step down from the FBI at the outside of your presidency, is it too late now to ask him to step down? President Donald Trump: No, it's not too late. But I have confidence at him, we'll see what happens. It's going to be interesting Interview: Face the Nation interviews Vice-President elect Mike Pence, YouTube, January 15, 2017. Transcript Sound Clip: 8:48 John Dickerson: It was reported by David Ignatius that the incoming national security advisor Michael Flynn was in touch with the Russian ambassador on the day the United States government announced sanctions for Russian interference with the election. Did that contact help with that Russian kind of moderate response to it? That there was no counter-reaction from Russia. Did the Flynn conversation help pave the way for that sort of more temperate Russian response? Vice President-elect Mike Pence: I talked to General Flynn about that conversation and actually was initiated on Christmas Day he had sent a text to the Russian ambassador to express not only Christmas wishes but sympathy for the loss of life in the airplane crash that took place. It was strictly coincidental that they had a conversation. They did not discuss anything having to do with the United States’ decision to expel diplomats or impose censure against Russia. Hearing: Jeff Sessions for Attorney General Confirmation, Senate Judiciary Committee, C-SPAN, January 10, 2017. Clip: Jeff Sessions Didn't Disclose 2016 Meetings with Russian Ambassador Sound Clips: Sen. Al Franken (MN): If there is any evidence that any one affiliated with the Trump campaign communicated with the Russian government in the course of this campaign, what will you do? Sen. Jeff Sessions (AL): Senator Franken, I'm not aware of any of those activities. I have been called a surrogate at a time or two in that campaign, and I didn't have not have communications with the Russians and I'm unable to comment on it. Campaign Speech clip: Trump: I could shoot somebody and not lose voters", Iowa Campaign Rally, CNN, January 23, 2016. Sound Clips: Donald Trump: I have the most loyal people. Did you ever see that? Where I could stand in the middle of 5th Avenue and shoot somebody and I wouldn’t lose any voters. Okay? It’s like, incredible. Interview: Trump says Clinton policy on Syria would lead to World War Three, Steve Holland, Reuters, October 25, 2016. National Security Address: Hilary Clinton Speaking at the Council on Foreign Relations, C-SPAN, November 19, 2015. Transcript Sound Clip: Hillary Clinton: So we need to move simultaneously toward a political solution to the civil war that paves the way for a new government with new leadership and to encourage more Syrians to take on ISIS as well. To support them, we should immediately deploy the special operations force President Obama has already authorized and be prepared to deploy more as more Syrians get into the fight, and we should retool and ramp up our efforts to support and equip viable Syrian opposition units. Our increased support should go hand in hand with increased support from our Arab and European partners, including Special Forces who can contribute to the fight on the ground. We should also work with the coalition and the neighbors to impose no-fly zones that will stop Assad from slaughtering civilians and the opposition from the air. Video: Gonzalez: Pressured Hospitalized Ashcroft to OK Spying, James Comey Testifying before Senate Judiciary Committee, YouTube, May 15, 2007. Community Suggestions See Community Suggestions HERE. Cover Art Design by Only Child Imaginations Music Presented in This Episode Intro & Exit: Tired of Being Lied To by David Ippolito (found on Music Alley by mevio)

Chef Patrick joins the show, also serving as producer of GCP for the Spoony Digital Radio station, to discuss the launch of the new show, planning executive chef level meals for large groups, and medical vs restaurant trivia!https://kbmdhealth.comhttps://gutcheckproject.comHey hi Mandy if you don't know me it's probably because I'm not famous but I did start a men's grooming company called Harry's the idea for Harry's came out of a frustrating experience I had buying razor blades most brands were overpriced overdesigned and out of touch and here is our approach is simple here's our secret we make sharp durable blades and sell them at honest prices for as low as two dollars each we care about quality so much that we do some crazy things by world-class German blade factory obsessing over every detail means were confident in offering 100% quality guarantee millions of guys have already made the switch to Harry's so thank you if you're one of them and if you're not we hope you give us a try with the special offer get a Harry starter set with a five blade razor weighted handle shave gel and a travel cover all for just three bucks plus free shipping just go to Harry's.com and enter 5000 at checkout that's Harry's.com code 5000 enjoy and welcome back to the chase project episode number three we are still here and love and we think we can keep doing this to like episode like Joe Rogan episode number 2068 they still let us back on 2068 means only have 2065 the ghetto Jordan close we are getting closer so thank you again for joining us that the feedback is that once awesome it's a it's impressive I had no idea it this many people in such a short amount of time and want to hear what we had to say about bridging the gap between health and nine natural and medical science absolutely I love it we've been as we get to hear shortly is a big message by a bunch of people and had a lot of friends from you know all over the United States contact us and say hey that was that was interesting is recovering some cool stuff special last week with Sean Brian's on if you did not check it out please deep dive into CBD and a little bit into the cannabis industry but really cool such a deep dive that the material was so informative that YouTube of course allowed us to keep spreading the message but Facebook will hold our our recording down for little while we had replaced it with YouTube so I guess if you want to know the truth then sometimes I suppose, slow down a little bit about the debts and we covered those topics like they obviously did that because of the particular topic that were time as we are all about the science of it where showing everything that's working to do really continue to do this and today what could we have our show today we are going to be joined by Chef Patrick Mosher now if you listen to the spoony network already chef Patrick Mosher is already somebody they are quite familiar with however get experience from all different aspects of cooking for gigantic hotels being a part owner of some large chains and putting together the food items ever essentially he's he knows how to build food and how to make something out of his message is you are what you eat my messages all health begins and ends in the gut this is why teaming up with chefs and getting out those can be supercool thrilled to have him is actually the producer of our show so this is going to be any reason to tune in to be that were to move him over here and easier to be a guest so we had to on the fly he had to on-the-fly teach Eric's wife Marie to run the to the production desk over there so if anything let's just stay tuned for that because as a camera isn't where it's supposed to be don't be mad at her doing what she did she just learn how to do it two seconds ago hey you can't blame her for me setting the camera incorrectly can't blame her yelling at the right way that are really fun though regardless speaking of let's get caught up on our on our recent week weekends anything big happened with with you and your families last week it's pretty chill something conical I just mentioned a little bit about how people been messaging us now remember we are the gut check project I phrases check your ego at the door everything is on the table and somebody had messaged me on Instagram and asked why do we what was to get your project Y check your ego at the door and only last week was actually my birthday on our show and I I read a book written by Ryan Holliday called the daily Stoic all this is a fun little way to start your day by those every single day he takes a lesson from a Stoic philosopher McKenna dumbs it down and gets it through okay so March 14 was one that I had I thought it was way too coincidental that somebody message me for this and this was the actual thing so bear with me while I explain this but it makes total sense to me and this is the kind of stuff I start my day with so the quote is from DRG this layer to this Zeno would also say that nothing is more hostile to a firm grasp on knowledge than self-deception so what I like about it Reinhold he then breaks it down basically says self-deception delusions of grandeur these aren't just annoying personality traits ego is more than just offputting and obnoxious instead it is the sworn enemy of our ability to learn and grow as Epictetus said it it is impossible for a person to begin to learn what he thinks he already knows today we will be unable to improve unable to learn unable to earn the respect of others if we think were already perfect and a genius admitting it so that was the philosophy that you and I have ordered set up the show it's got check project check your ego at the door sitdown and let's learn from each other let's teach each other and that's why we have a chef on today is regularly about food right we deftly learn little about food you well it's good question so I speaking to my wife who is going to work in Camas today for a show thank you Marie this this last weekend we spent our time with my boys putting down a new floor on the chicken coop so alive has had experience in the past we've had her own chickens and we harvest on eggs is the best tasting as you can possibly imagine but if you like spending around 72 $73 and egg get yourself some chicken because it's awesome they taste terrific buddy on the great that reminds me because I do believe that you guys tried some beekeeping at one time you and I put together what we've taken care of carob some patients which I'm sure that be okay with me saying that that they were beekeepers so there was a Dr. Robert Bender was a gynecologist in town unfortunately died of cancer but it was the funniest thing having lunch with him and he thought about how him and his wife decide to get into making honey results fantastic to goes I'm a gynecologist I know how to deal with women I sent you will treat one queen really good and I get all this honey and were selling this honey its local natural honey it's $7.60 a bottle only cost me 28 per bottle exactly what you say and I love that guide I love the quote unfortunately always best on book I like it when people take risks like that kind of owner will completely own it, check your ego at the door to tell you that were having fun doing it were not making money the farm fresh eggs taste great we just got to get to the point where we don't have our dogs take chicken that's others to hate the originals you mentioned a book and some is really cool/we even reading this book from Isabella Wentz ideas yes you and I both receive this fantastic book Isabella Wentz is an amazing PhD once you haveso can I fortunately meant to admit Isabel and her husband's a year and 1/2 ago when were working in San Diego and she was diagnosed Hashimoto's and dad she then asked she was diagnosed with Hashimoto she went on to change her diet laminate some of her triggers trigger foods like gluten and dairy containing foods and then began to find that she could eliminate out that inflammation and put herself on a road to recovery it's not any different than what you wrote out what you have the Stoics book the reason was to get to project what dad Dr. RI what does chef Patrick's going to join us and talk about how you can control how you feel with great food it's no different so thank you very much Isabella for Isabella and your husband's name but will find that out and thanks so much for sending us the book W read this to recommend it to my patients you done an amazing job oh yeah Hashimoto's food pharmacology food pharmacology comes with a full meal plan at the very back with all the way down to what exactly what to buy inmates like any other recipe book but it's it's high quality tell you why why you're doing what you're doing not just eat this for here's what will do will all of them will all read come back into her like a sort of synopsis of the book once again as well thank you so much for doing that supersmart woman love talking to her when we were in San Diego with my insurer meeting that was awesome definitely absolutely season quick catch up for listening here on spoony don't forget if you want to drop by and pick up some love my tummy.com/spoony for your own are trying to heal you get a discount for using spinning is the discount code as well as check out KB MD health get your brand-new KB MD CBD in our new store so if any of you have ever read Isabella Wentz's books or if you enjoy the show at all we are all transported to other this is a rising tide will lift all ships one way to do that is to actually go to these websites purchase a product and use those codes so that everyone is trying to help each other out we want to make sure that Chef Patrick has a successful show and his network grows in the spoony radio digital platform becomes massive and one way to do it is definitely going on and supporting our sponsors without question without question will get moving here when our first half-hour and dad, the format is that we touch on health matters as they come through KB MD health was to talk about here the gut check project so can want you tell us a little bit about what is on your mind healthwise today so one of the things I mean I'm a complete nerd so you want to geek out at some point in the show and I was thinking of the articles I but I basically spent my nose in journals all day long and starts trying figure stuff out but then I came across this really cool article about the science of food and it just falls perfectly into this Hashimoto's food pharmacology and were to have Chef Patrick on here so no food is fascinating why do we like it does so many things you've got texture you've got smell you taste the consistency of it there is a whole science cold food pairing Scientology porcine science science and science technology and technology articles food pairing technology Where you look at this and you can actually manipulate which we like for instance one of the examples were the more simple examples would be like when you eat really fatty meal ribeye right will the lubrication that happens on your tongue if you do too much of it you can balance that out with an astringent thing that actually binds to proteins and gets rid of that slimy field okay so it's the balance you don't want too much of anything guess what is very stringent read one that's how come red wine pairs so well with a good adding ribeye has and an actor just get that to go away so I started going down this route a whole family's articles and I'm sure that this is second nature to the chefs out there and the other golf course that is but this work is really fun as it turns out only 20% of your taste is actually happening on your tongue okay 80% is the aroma and it's the aroma the terms on everything else so the we perceive the aromas because they interact with our olfactory nerves so as it turns out these different aromas do different things and you can augment them we talked about the entourage effect last week you can actually have an entourage effect when it comes to food by pairing certain foods that have chemically similar aroma molecules okay so in and before you do for my taking a sip of this be similar you said that you would use an astringent to basically cleanse your mouth it's really probably no different than using I'm guessing Ginger whenever you're about to eat sushi so the ginger works like that exactly so as it turns out like for instance did you know that like white chocolate and caviar go very well together did not it's wild because when you put it through when you take these foods and what the scientists are doing is they're taking the foods and they're putting it into a gas chromatograph okay and what that is is that is something that actually shows the molecular weight you can go out here despite your spike these two foods share similar spikes as it turns out white chocolate and caviar share similar spikes in that molecule is trimethyl Ammon Miriam smells like fish sure does in fact there's a disease on the side note: try methyl or I'm sorry it's try meth alanine is the molecule trimethyl and manure is one that I'm familiar with is I've actually had patients come to me and like it's weird when I eat certain foods people can't be around me there like you have a weird odor that's called trimethyl Avenue area and it's that molecule which is trimethyl M and trimethyl amine certain people have a genetic predisposition with the Caprica and I looked at them going to do anybody receipts in a like for like yeah and Mike got in all we do is change your diet problems gone yet so I could you start looking at some of the stuff in the science behind it is so cool when you're looking at the interactions what can happen is that you can have similar molecules that paying your olfactory nerve to go to your brain and go oh that's this and then if another food pairing pink that same one a little bit a little more little less so on then it heightens the first one so you can build your recipes and food off of the molecular structure and beyond the whole tongue thing you know the sweet salt bitter sour mommy the new one the earthy flavor of this is the way to really take your food to the next level and much of what chefs have probably learned Michelin star rated shaft is there already doing it without realizing that it could be based on the science of this church so for instance like a large portion of a strawberry actually has cheesy molecules really so you can sit there and pair strawberries with a certain cheese and it will augment each other the they will build each other up so really fun I never would've thought about this checking my ego at the door I start going down food science because we got a chef on the show today and then this opened up the whole thing right on the UK website now just real quick it would just be any kind she's surely has to be you would make strawberry nachos I'm just saying I can a case on top of the pile strawberries no no it has to be certain she's with similar molecules okay that have this yet and so you can go to food pairing.com and my kids are having some fun with this today where you can create a recipe so I so I looked out to Chef Patrick give me a protein anything you want give me some food product or to build a recipe offer right now live let's go with duck duck so this done whereas I specifically duck breast reason to start with this not a malady yeah okay would you like to be wild yes okay wild now will begin to do is somebody has put a duck breast into a gas chromatograph and they have figured out how to actually pay the so now foods that are similar or foods that have a molecular component that is similar include all kinds of different stuff but basically here we go I think that you should pair this with as it turns out Remi Martin cognac that's why he had his first thinking online CLE source any serious interest in their honor will find out right here what we put a citrus solicitors one day before he answers Patrick what kind of citrus would you would you already kind of will intuitively think it will because he thinks something is sweet yet astringent like can I do colorize right so you have this rich duck in and it's not just a fat ass again okay accommodation all the flavors some curious if if the classic pairing in particular is one that comes up one would match okay and also so fun about this is that now or build it so I an interesting fruit that you showed up as persimmon oh so will add that one so now it's happenings were build missile recipes so you can decide how you do this so we have the ability now to realize okay why do certain foods taste good so my son Lucas and I were talking others were having fun today looking at this and he goes wait a minute is this a way to prepare foods so that the healthier foods will seem like they taste better take so like I want to put tail and do something else with that and I'm a parent with something that'll augment the cheesy flavor of something else use less of that more of the tail they help each other out like this facet of never ever ever heard of using food pairings through molecular studies to possibly trick your brain into liking the food more making healthy food more appetizing making healthy food more appetizing as well yeah interesting yeah so just come and follow things left my nerdy clip of the of the of the show youngest and hours on there now you just ruined her life anyway though I am so what you can do is you can actually Savior food parents and my kids were doing this also and my daughter Carla built a 40 or 50 when we look at it here she started with C Urchin okay branched out and we've got all kinds of stuff see urgent tied to cow mozzarella which eventually takes us to buckwheat and you can just see how much fun this could be were you could do this and it's it's based off the realm of what I loved about what Lucas said was let's make healthy food tastier sure and do it like this sure a lot of chefs probably know this but this is a way to actually use this as this is the style that I would do when I have the Hashimoto's food pharmacology going on to make it taste a little better as a way to do nano kid let's answer bets and brilliant tool that I had never been exposed to Alec some of the idea that foods could make you smell all the different onions for instance I may not love onions but if not grilled in your eating fresh onions it's MS your partner is also eating onions it sets, no go right you and I had a discussion on and I wanted to rail us off of of building that the foods to make them taste better but wasn't that long ago you and I had a discussion about what asparagus does to urine and you said that somebody was doing a test whenever I believe you are in med school that they were basically trying to figure out how fast somebody could rapidly make the the year and change its odor from consuming disparaging of that conversation is absolutely so back in the day this during my fellowship Dr. Wessler was the was a pioneering guesser elegy he's the guy that figured out that there is such a thing as lactose intolerance and we say that like it's nothing but somebody had to figure out that there's an enzyme called lactase and so he was as it as a scientist and document it was kind of fun because he would give us a lecture every year and the fantastic guy is in his 70s just kinda having fun with us each a part-time no part-time lecturer and it would be the same lectures would be lovely pictures from like the 70s it's awesome he made everybody eat a bowl of asparagus and then they had to go P and never really had the time when they could spell when they could smell the asparagus is because that was his absorption study which are not only do away with that now ribs like you ever eat this brilliant. We started smelling yeah yeah the take away whenever you were doing that they were stressing how quickly it happened to break down the food I was really quickly in these molecules that do this – get in your bloodstream and get filtered through your and some of them remarkably quick so what do we handle distribute on about onions when people take Allison which is a garlic extract that they will actually use the garlic out of their breath out of everything because it just gets absorbed so much and that's one of the issues that my patients will have in the company will be taking supplements be like something's wrong Mark are you and Allison like yeah Mike I could smell it from here well if you happen to watch the gut check project and you want us to have the ability to tackle a new subject the best thing to do is go to KB MD health.com escaping the health.com go to the gut check project show you'll find that there is the ability to connect with us and submit something he wants to tackle that's really how we the last two weeks we stumble across what we've always come across to talk about we cover so much ground he only would it be really cool we were talking last week about bringing Dr. Blair on Col. Blair onward and talk about TBI right now imagine doing the product light on the hospital's trauma hospital we have a food protocol for traumatic brain injury we don't have CBD protocol with DHEA or any that stuff when the beat amazing week ago were going to be a brain information diet your to be on the supplements and this is the protocols can happen that's the goal of this whole thing is to bring science and I mean a whole separate show would be talking about so fewer of thing which is a molecule and cruciferous vegetables like broccoli was it turns out it's really really good for you it's anticancer it's anti-inflammatory but when you cook it the enzyme can't break it down called the Rawson Ace and so like a little hack would be a chef we can sit there and say no were to put some of mustard seed powder on it and then it will actually convert it so you just made your broccoli or broccoli sprouts way healthier sure so if you ever get diagnosed with cancer and there's all these crazy studies about like bladder cancer and stuff like that when you do that like I would love to have a protocol food protocol what you're gonna do the Hashimoto's food protocols right there working have a food protocol if you get this venture headed that way no joke on the Chrysippus vegetables they come with them basically so you're blocking the estrogen correct correct yeah not separate magical inane speaking of preservice vegetables B cauliflower just last night my wife and I went to go eat pizza awesome pizzeria and actually make gluten-free pizza the crust was made out of cauliflower it's amazing what they're doing cauliflower now because it taste like great bread and is not read it all basically having a great Chris Arafat's vegetable while you're eating a delicious pizza and were hoping that in spray glyphosate on it so that it's a good skill LOL yeah non-GMO vegetable crust they taste just like regular bread is real know I love all of those cauliflower crust so it is delicious so we've got about half a minute here before she attaches going to join us in the next half hour just a quick reminder if you are watching spinning network EA know if you haven't you read to be sure and check it out there is also the no-show is hosted by Alisa Shakespeare Alicia Shakespeare and her name her shows no butts to big snow but stupid' TS is too big to get out it's a great show and we will join you in the next half-hour dry don't ill make you feel really good about yourself doing something good for somebody else if you'd like to do that today J DRF.org join them in the fight against type I diabetes J DRF.org it's something good you can do for the world.org hey guys Matlock the conservative cartel I like to take a minute and tell you about a new weight loss product that's instantly becoming part of the mojo 50 family it was launched by a Dallas area company when taken the good stuff and olive oil created a patented product that helps people control their appetite and lose weight 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dish authorized retailer now 800-570-6630 800-570-6630 – 800-570-6630 offers required critical location 20 from early termination fee any auto vein restrictions apply call for hi it's Doc Thompson for Matthew 25 ministries Matthew 25 ministries is one of the few charities all actually endorsed because I know them I've worked with him and I know almost all the money that you donate goes to help people go to M2 5M.org M to 5M.org and welcome back to the project this is GCP and Mayor Gregor joined by your host Dr. Ken Brown what is up check your ego at the door let's learn some stuff hey guess what we have now our second ever guest our third ever show so we figured it out third ever show you never say never guess we are joined to my right the man the myth the legend Chef Patrick Mosher hey don't you know that's that's quite an intro not sure I can live up to you lots not bad for sending DUI if you live in an Iraq chef Patrick does a lot of everything is chef obviously he also produces many the programs here on spoon radio he drives fast he texts and drives he doesn't sleep he likes his smile he likes to laugh Emily now I only text voice text almost and I just use a series command so if it comes in a garbled and funny blame Siri yeah well I just made it up at any another string I like you I drive lightning I got around on the weekends between here and there for work in any other time off I have so like the real work so doctors are unique persons are they have unique personalities I chefs are I think they take the cake and fruit upon the intended I've met a lot of chefs and a lot of sepsis patients and I am just fascinated by that lifestyle that you don't thank you so much for coming on we talked earlier about how Isabella went send us her book and last hour talk about how food is you are what you eat all health begins and ends in the gut and here we are we've got a chef with some serious experience you have you have done a lot if you think you and I worked at been fortunate to work all over the world I asked you can start my culinary career in Japan well as I started my culinary career career in a Sizzler steakhouse when I was like 14 what what kind scissors Western Sizzler is yearly wishes Sizzler stay cast so Sizzler was a pretty big Chad pretty chain back in the 80s and early 90s her hand so I would see I was the busboy dishwasher at the scissor state has until Thursday night came around I got Says that as a dishwasher busboy and apparently on Thursdays there is all you keep popcorn shrimp so the kitchen as he was like okay cool I'll cook so I was Sam's bussing outback that he can put 10 piece shrimp on any given play because it's all you can eat right there Arizona State football team and command after he simply teachers that your back in your ear like helping other iron in their back there, laughing at you because they get your percentage of your tips not only do the hardest job is to clean the fire at the end of the night but they get your money it only took me at six weeks to figure that out here and I was like man I'm the dumbest guy in the planet and and shrimp everywhere feared you yeah you know what's it's interesting that my first job in the kitchen sent me home smelling like seafood because leaders are progressing to see Sheehan seafood specifically every night was like a gate getting came to bed before he took a shower because your sheets are just a mistake in his previous but it is what is your family was your family a frequenter of the Sizzler growing up yes we reduces her in Omaha Nebraska so the salad bar limits telephone the logic of that was just going there my favorite item there as a kid was that not any part of the salad that the canned chocolate pudding for whatever reason quite nutritious goes right alongside the square chicken fried steak so this is what I love me with with your culinary chops that has gone all the way to Japan to learn this is where you start is frying shrimp and it says look I lasted about two weeks at McDonald's for that but I don't really count that right now I have nobody ever does now I was acquitted sure what I should do to food my father had a large garden but we lived in upstate New York and the town of Carinthia Corinth if you live there it's near Saratoga Springs Albany that area coming in the middle of steak and damn mind my dad's entire family all of his siblings except one brother lived it within a mile of each other on the same road and my grandfather owns a few sections of land on either side he had a dairy farm and then a large vegetable garden and my father attended at least an acre garden every year so we spent summers as I was like three on the pic means you're picking beans and snapping beans and helping mom put stuff in jar so she could cannon like a cat I am not sure I tell my first culinary job as a real job in the family right up your alley just doesn't work out well my grandfather's letter to cattle every winter and then we split the meat up but amongst the family charities usually did two more later but early in the winter the first big heavy snowfall made at and C have to string them the absolute peace how you gently say you killed him he just killed the bank and then… Our first episode we are to explain my background were Eric would go with his dad to register you and I would go to the slaughter house and my dad was a running neck and since that's what you're saying that let me know know it's not actually it's more like the ad that gasped AGI part O… Depart this maybe maybe maybe I missed my calling but before they can ask to get the animal there something has to be done so they hang it up upside down you have to climb up a ladder and you have to I was five years old when I was taught this my first time you to cut around the muscle up around of the maintenance and yet the tide because if you don't when the stomach elongates it's a geyser oh comes at the back is so that was my first real job for the family in slaughtering B was I got to climb the ladder and hi Taft about who I now I am I much rather have a mean as more or less permanent constipation makes total sense what you were drawing you like him to know where you already you know why writing for lent for several years plus the cost so after you had the exposure to the dairy farm and all the vegetables then that obviously is setting a foundation for you to get into food you probably had no idea that's where your leaning but i know i did and i really my mother was a great cut my father was a good cook a very good cook and her whole family every every that revolved around food okay so as i got my father died very young i was six years old he died to great cancer at 47 while yes and dad back then there was no really no treatment by the time they figured out why you had back pain is been much over and anyway so but i spent a lot of time when my mother cooking after that – i just i just picked up i really love food i did i i was fortunate enough to move to germany my senior year in high school and the family that that that i lived with that hosted me was very generous in that we had to get other countries in and dine on some fantastic food and food as a way of life for them and in germany is where i learned about minimalism in the covered you know because they have dorm style refrigerators don't have baked refrigerators are slightly larger than little boxes you have in your dormitory in the shop every day every single day at least once a day to shop as it was for your bracket was delivered in the morning fresh while that's pretty interesting. it was awesome so i just a side note growing up and watching my grandmother cook my dad's mom she was she was fantastic i loved her fried chicken as she fried a lot of stuff but for some reason back then she still remained skinny but she and i don't know if your mom or your dad was like this my grandmother could flavor anything to taste terrific fried chicken chicken fried steak vegetables etc. but one of her trademarks was to always cook with a cigarette hanging out of her lip that was flavored building with burn ashes in there as well as i think that she saved all the different kinds of meats that she brought in the oil and in different folders cans fish oil and that chicken grease etc. is it something that you also did not say new york yeah you don't weld eventually i think had a different flavor and if it will will start thereby produce because we have burn pile of year trees that would fall with a lot of property and we burn on the actual garden so what would and might my father would rotate back and forth into plots so each season the previous year's burn pile become the new garden in city dias content right the potash well – content was really high so a lot of minerals and i mean it's it's amazing how healthy the vegetables are when you do that you people used to take the ashes from the fireplace and put them into the burn pile into their compost deep sure we don't anymore but that is not right there was just fantastic for the flavor and the freshness of vegetables but my money as she skewed everything okay you accept what you call it swiss steak was boiled whatever lien beef steak she could buy it was the cheapest cut with a bone in it and smothered in them tomatoes and garlic and then she broil that the oven it was actually pretty good – he sounds delicious compared to what were some of the first part of the show what i'm thinking is that you know smoking has a lot of it is a carcinogen known as benzene but we should do is see the chemical structure similar to benzene to add that good childhood flavor that you're missing the smoke when without getting the cancer yeah yeah probably so he can get you can put winston cigarettes into the mass spectra shouldn't even pops out to charge me figure out figure out what fruit or vegetable has a similar molecular component near benzene time answer i'm interested that i'm really curious about that this is a fascinating science for me and i'm thinking i could just as i could change my restaurant consulting business to just be menu consulting based on this and take the elevator TOoh yeah absolutely this is the kind of stuff and we wouldn't be talking about if we were preparing for the show i was just i was just a deal try to think of okay what's a really cool thing we talk about i have to sciences up i like it i'm a nerd and i'll probably try do this with every single topic that we do find something that yes really fun oh terrible that would be really cool so you're sitting there sobbing for your dispose of this great organic before organic was cool you guys had a mechanically warm touch poor poor alright so what happened after that we moved arizona which was a whole different thing i learned about spicy spicy foods right my first meal out in every week and eat out a lot as a child very rarely maybe once or twice a year at the most we went to this little mexican restaurant between chandler and gilbert arizona which are now massive towns that have grown together but then they were just very small towns and that limit its cost is something this little mexican place and i had a chimichanga's mother eating spicy green chili salsa and i went ballistic it was it was done i was never anything but eat tasty food again and and and and not healthy necessarily but flavorful food and that that cannabis bondholder you and you live down there is i guess i was in sixth grade summer and allowing a nice set of a few years so then you you progress through graduate and then you end up oil before you graduate you worked the sizzler and then how did you decide that food beyond being told they arraigned a danger going to do popcorn shrimp something you want to pursue and deliver to people to make him happy what i had few other jobs cooking after that but what i realized is that no matter how how cash strapped your family might be there is always food in the restaurant and she works there used to get some of it for free sure so i think that was it i think mentally i determined never be hungry again right and i just parlayed into into a career but i really and start cooking full-time jobs in japan is working as an interpreter such working as a copywriter start get some interpret good job in japan like writer i did for chemical trans tech international they were a check technical translation company the parents of a friend of mine had come to united states to go to school in eighth grade and stayed all the way through high school they owned and ran the company in osaka japan and he invited me to come and work for them after while i was acting in college time well so i heard you speak german and you also speak japanese type hello, so wow so this is fascinating so chefs or super intelligent people that know i'm serious. many of my friends are chefs or people of extremes share the nar that is fascinating you speak japanese german english to work and back doing appetizer version and it was as fascinating i love you and japanese chefs are so meticulous they have the waiting approach for japan and she had a proverb that defines through japan and it's it's it's that the only the audience at is actually it's it's not just food it's the food it is the substance of the universe right so their philosophy is let it let little seem like much as long as it is fresh and beautiful let little seem like much, as long as it is fresh and beautiful so small portions very ornate and well garnished very clean and seasonal seasonal is the key word there and typically local all just too far ahead but i do remember one of our previous conversations you did say that you were with the noble as well greg i did work for number for number years i actually i was the executive chef and that helped open a restaurant in aspen last month he said that's his last name and then i was fortunate similar location so in a minute i'll imagine all those principles that you're talking about probably carried over to the live presentation the food yeah you know honeywell there's a whole another layer there and he he lived and worked in peru for a long time and he was fascinated by french cooking techniques so he took these japanese base ingredients added the layer of the like infuse the flavors of's of peru and chile and then to add that to another level by using french cooking techniques and just phenomenal stuff while yelling at ocean would say there so my family were huge asian cuisine fans all of it our favorite restaurant is actually japanese restaurant in plano we go there at least once a week really i mean you can send him a plug – or llama iam a check now yeah we have the it's just unbelievable it's it's it's it's good and sensitive i think is very very traditional japanese food had told me our waitress is always our waitress so we just sit around and through to start showing up that's what i love the methodical just this is what's happening it is predictable it is well and it's thoughtful thoughtful yes so it here's a really interesting cultural thing from japan is a great book called mino because with some the dip the anatomy of interdependency okay okay describes her whole culture one of things in japan and when you start a sentence they finish it for you like ice to teach for this guy jenna ricci he had two small children i spoke in my itouch spoken english i taught them english and japanese speaking is my second day speaking with so gimme a break he would call in and he would say i think you and i say yes he is jonah lychee desiccated and will mean this is generally key and he just stopped and i'm supposed to finish since you must be calling about but i wish i didn't know that right some just like okay hi i just wait for him to say something but eventually you learn it's like him japanese interject a lot they say hi a so they stay in there what they're doing is they might say yes oh is not so there interjecting to let you know there listening actively listening even if they say something in agreement it does mean they agree okay i mean yeah but anyway back to the point i was making is when somebody hurts a guest and some house for the first time in you they say would you like some coffee and you say yes they don't ask you how you want to and they don't bring you the things to put cream and sugar in it they automatically put in cream and sugar because the first time as a guest in their house you should not have to think about how you want your coffee served from then on you can just make your own but the date alleviate the pressure from you even if he didn't want it that way and you accept it graciously because that's the generosity they're getting you to relieve you of the pressure of having to say would you please fix it this way oh wow cool yeah there's so many layers of complexity to japan's culture that's all that's a month that well that's a whole series of shows for next year while even a chef for a long time what would be something that in the year in the realm of being a master chef going from the being taught japanese in the office it was some french i carryover what what take your take you to your favorite style of the play setting now i thinks my love simplicity and food such il might my mother she stupid a lot of things but were really great fresh ingredients if it wasn't steered my father was a big fisher and fishman and hunter and so we had a lot of wild game he had we always had a ton of venison backstrap a lot of rabbits a lot of fish so everything is very simple when we went camping my father did take stuff for dinner he would hunted or efficient while a fish will also describe the pressure then a joke yeah yeah tv show now yesterday i really afraid survive as their grills at this time you shop for breakfast but you a loser it was very simple food so you take out lemons potatoes salt pepper and onion and so if if you cut trout then he to be slice of the potato and onion stuff inside with a couple of wedges lemon slices lemon salt-and-pepper and then wrap it will a pat of butter there wrapped up in tinfoil turn on the fire you know if there is other game to be had than it was you super simple or boiled potatoes and simple fixings and then salt-and-pepper on one of the game and so these really clean simple flavors for me i really would identify with any candidate that you can't really elevate that sure with a few adjustments but really being able to identify the main component like the center of the play item the protein if you can't taste what it's supposed to taste like i'm not sure what the point is sure will will today you just unit of joining us because you had just left a gigantic gathering that you are asked to basically help map out how do you know whenever you have so many mouths to feed that you know i'm going to be able to put together this coming plate to serve this this type of convention or do they give you parameters of what they do and don't want hello hello yeah so i'm to make so many development or menu yeah menu development or menu selection for any large parties very very critical because you have to think about if you have have multiple selections especially then what is the em what is the time to plate each item on a plated is his buffet mean all that comes into play i've done parties as large as 2100 people we get i work for a company in houston and we get a large plated dinner for the md anderson cancer research center answer hospital is so wheat we did 2100 people seated but the preparation for that took a week but nothing is really cooked until needed some things are made today before but not cooked until that day but all the proteins like all the tenderloins all the seabass so there are 1100 pieces seabass and 1400 piece of tenderloin while the kennels were hole we had to cut them i i had cut the measure but yeah that's that was we we all that gets cooked in ovens lined out inside of this big giant makeshift kitchen that's 20,000 ft.² and then we had 16 ovens in there like big commercial ovens do you feel like that your principles and how you wanted to live you want to deliver good health for people through the way that they eat that sometimes you get compromised because it gets so big yeah i mean hat so there are ways to dragon simplicity is number one pitcher and then limiting your your menu to items that fit your your desires and what you want to give to people and bring people in the hospitality industry you can't compromise that so only serving things that you may look for an alternate approaching so if they couldn't afford the that tenderloin we could do something like baseball saker you know tri-tip or something like that site to get a similar quality product just not as expensive i think that's that's part of the creativity that chefs have to work with nowadays is planning for and like an upcoming season we change menus to the four times a year restaurants so you're primarily doing this right now for your work also i do that yeah i mean ii will this is your this is my baby i want to get into that as this is how did you end up here doing a digital show but friend will talk about sorry love you so much anyway but the planning phase is really what it is yet to be very organized and there's a science to you know how many pieces everything you need what the portion sizes and what your standard batch size recipe see to scale that up although there can be complications or because salt doesn't scale directly other some other components like oil don't care they don't scale you know it's not exponential it's not like six times this equals that know if the scale somethings back and skipping some something so what i love about this is that you're talking zach the kind of leads into the first part of the show but this is how i cook i view it more as a science and i want to know what this and you're like i don't i didn't have a grandmother with a marble light in her mouth inside yeah so like now at the stage like i have a really i really enjoy quickbooks us all so excited that isabella went something cookbook i got bobby flay's cookbook which is that one on the quick side note is that the ill be like now add the sausage you like got it and then you turn to page 20 like that sauce is 50 and so there is a very famous book book called the the reese's gag gastronomy great and and there's another one by written by august escoffier who who really founded modern french cuisine right in the way that they cooking french kitchens and what happens it'll say like a cookie was a shock which is its sea scallops with marty athos or something right when he says cc the scalp recipe and it says okay now seat recipes 42 918 when you go to the buyer the year but is like 97 steps and then you have the mornay sauce is like when yeah whatever whatever size you are making is like 467 steps and you can't make it you can't story cold as beheld hot and fresh i mean it's just it's so complicated i was like okay that was go back on the shelf and maybe never adult ever dust the back off again i read it religiously 1000 cal you have a terrible cook and sometimes whenever i want to cook and i'm learning to tip these says certain things together if i see that there's a whole another mess of steps to make one ingredient i usually light which is not have any this it's it's changing out the menu the item is off the menu are going to do something well and that's part of the so i'll say on the show sometimes i don't i don't do show prep well i crept much better for life in restaurants than i do life on the radio sure and sometimes i get half with your essay like this make sense now that in the night so i spent a minute research demo i did next he read the recipe i just assume that this is what they meant because this is the type recipe so pre-reading the recipe knowing the ingredients in the methodology they're coming up are really important during the prep work will before we end up rounding out the last is our since you are one of the main producers for the spoony digital radio station we will get to why you ended up joining spoony radio etc. but tell us little bit about some of the other shows that i can and i are just now joining cemented lisa shakespeare she she actually has a her show no butts to big is phenomenal she's very energetically young lady but she had some health issues and she owns a company called total cluster fudge which is not so there's another new and called some monkey butts but that one is is the healthy version of the desert she does now for total cluster fudge and as this dessert manufactures she had to stop eating the things that she makes in the said these are carried in them convenience stores and cosco and there sold over the internet and at some restaurant seasons well which which is great she touched details each watching three healthy tips and tricks to just we held your life every day and along those lines is gwen rich of the rich solution solution yeah she's just stage iv cancer for the last 6 1/2 years she's why she looked way past her expiration date as she and her husband adam say that she was misdiagnosed for eight years before that so she gives tips on eating mortgage with more nutritional value more healthful and how to if you have been diagnosed how to prevent being diagnosed as best as possible that's the very first show i did with dr. thompson you rest his soul you are supposed to sit on my show he's an undertaking to get here early and you shall prep well i love this didn't really into it like that we can do so we can include the chemistry can say how do we make these things healthier like increase yourself you are paying and stuff like that euro lutherans all these big words that basically you can eat well and you're really healthy why don't i mean we have room for play marsh joseph you want to collaborate that were ready to go yet get so we have you have a minute here for you to wrap this this part up so if you're watching now stay tuned you can always check out love my tummy.com/spooning to pick up electron teal caving de health.com he can pick up your kb md cbd next half-hour going to talk to shift patrick little bit more about not just what is done as a chef or what brought them to spoony that also you also required to experience with cbd chef patrick and told us stories night shift well you know this is the only 24 hour take anywhere platforms dedicated to food and fun we're spoony this hour from townhall.com, the fbi joining a criminal investigation of the faa certification process for the boeing 737 max a jetliner the blazer crash since october killing more than 300 people there are a number of inquiries getting underway including one by the transportation department inspector general and another investigation by congress in the wake of the mosque shootings new zealand's government banning military style semiautomatic firearms in high-capacity magazine prime minister jacinda arter and says additional gun control measures in the pipeline's motor began entrance to look at issues around licensing issues around registration issues around storage there are a range of either an image that we believed to need to be night and it will be the second tranche of reforms yet to come following a visit to ohio today vice president from in michigan in grand rapids tonight the president will address supporters at a make america great again political rally's trip to west michigan follows a daytrip to politically important ohio yesterday where he reminded factory workers about the economic gains during his time in office with 2020 democratic candidates already crisscrossing the country look for president from to also be traveling to states that will be crucial or his reelection greg clugston at joint base andrews in maryland national guard troops been called in residence being told to stay inside after elevated levels of benzene were detected your houston-area petrochemical storage facility that can't fire this week several school districts also canceling classes for the day citing bad air quality the national weather service is warning the plotting and parts of south dakota and northern iowa it soon reach historic levels floodwaters have driven a lot of people out of their homes, several midwestern states wall street the dow up 57 points the s&p seven point tire one of the stories@townhall.com if you are trying to quit drinking or doing too many drugs listen to me you don't know me and will never meet i had a problem like you want i drank and used a party a little too much till he got out of control and almost ruined my life i realize i needed help to fix my problem before it totally destroyed me if you tried to fix your drinking and drug problem and you know you can't do it alone you need to call the national treatment advisors they'll immerse you into a 30 day program to replace your old habits with new habits and totally change your life and if you have ppl private health insurance the entire program may be covered fix your problem right now before it gets any worse get clean call now and learn more 800-296-1252 800-296-1252 800-296-1252 800-296-1252 it looks like you're losing i am i losing weight i am losing my lost about 10 pounds how are you doing it funny name but i've done it with review zone rad use zone.com and the stuff works it's you get it all that the molecule this found in that all i can tell you is it it's a it makes you feel full and it keeps your mind off of wanting to overeat and also boost your metabolism as your done and more guys try it today it's gonna work for you like his work for brad and countless other people read you zone.com are idus zone.com fast track student loans can get your student loans out of the vault stop any wage garnishments stop collection calls and stop seizure of your tax refund give yourself a break to stop the stress and get your student loan payments down to as little as $25 a month based on what you can afford to pay 800-709-4395 800-709-4395 800-709-4395 800-709-4395 six booty food and fun okay we are back for another half hour of gut check project it said year three join here with your host dr. kenneth brown this is awesome so this next half hour should be hilarious because were going into chef stores but more important on which we don't do the job we have are from producer marie rieger how we doing i just cannot send it down alright we have also our guest here and i sent to patrick when i speak to eric when she speaking to micah when i got like this to make sure i keep okay so there is something i have instructions already well so for all of about what one hour is so so you start doing this we have this thing guys have this thing i have to always tell people to come and see you keep the microphone close never looks at me with disdain like like i know guys have this phobia about putting something phallic looking right up to your mouth and show a smile and wave smiling way to be okay :-) how these on an emory better nothing ice not well we left off this last half-hour basically talking about your journey on how to become a chef and where you been we learned that he spoke japanese and german hello the spanish and if he traveled and and it the age of five was able to close a cow: yes tied off time off dear: close to a man climbing up the oh my goodness that's like everything but the last half-hour makes me just feel bad about myself wanting you bring your homework for kindergarten and also to maybe climb the cow instead of a ladder knife in her hand and run around your neck you will tell us a little bit more about your journey now to rejoin here the next for some in the next half-hour you have moved into not just shiftwork but you've also been exploring cbd so i know you got a story behind it what in the world brought a chef is now on a digital radio station to explore cbd well just because he was my was my hero back in high school not really know because my my mother died in a diabetic appeared my father passed of pancreatic cancer and my mom died 01 and about that time i actually heard about that they discovered cbd and that was mid 80s i think when they discover that they were really starting to realize that while they made a big push medical cannabis was now legal in in california working on colorado and so i was just fascinated by that how that worked in the body i i don't like the psychotropic effects of of kinsey's audience is the antiaging specific because you know as a chef i always want to fill a coming control yeah that's that personality so i i really am i never really partook in it but when i found out about that that cds and how they affect the body i got became fascinated and so i just i got involved in a business that was related data in and i'm actually a partner in medical cannabis related business and in an tactic, and in massachusetts but we do a lot of really high cbd extremely low thc strains and stuff like that that's cool so my my experience the reason why i'm so into cds that you know i kinda had a heroes journey where i saw some incredible fact did you have anything like that happen yeah so i you and i think i cacti brushed over that little bit with my children but so my son and daughter have a i'm a 20 else on an essential daughter my son was 12 he kept having these ankle injuries playing soccer and he was trying to get into that a lick big development pool and kinda girl that way anyway so about the third time we took him in for ankle sprain in like six months we took him to specialist but i trust and she does i is really long high arches and his ankles are kinda rolled out he think he has cmt like cmt i don't cmts but so charcot-marie-tooth syndrome causes degradation of the neural pathways between and in the in extremity skin it causes type of neural what neuropathy peripheral neuropathy measure and what happens with that and that that the small muscles start to weaken the bone structure starts to deform so a lot of children or or adults with that with cmt will have like a limp wrist were that the wrist turns in and out a little that is truly painful it can be and will actually ache it can be painful but in this case you have to start to lose sensation so my son at 12 is about between 17 increased 18% deficient in the pass-through of you know the impulse from elbow to fingertips and needed toe okay so after testing their likely something that you can do just keep them strong become a fiscal therapy there's no treatment for its tenets genetic so over time my daughter started getting injuries and my son went off to a 2 am text dammit 18 and as as he was like a 18 a week i think his birthday just to curry start school and he was competitive tennis players i know you have a tennis person family and when a debtor where the antennas from the bottom that's right that's right that's right state championship anyway he was having ankle injuries there so when he came out of that that program the only thing i found i done thousands of hours of research looking for anything that could help them in the only true they say is stay strong be active don't get fat that's the three ways that you treat yourself boxers there's nothing else that they've known to to cause any actually to delay the effects of it if if if it is to progress further than staying strong and healthy and so he was very active but i found this this article the cds actually on that while website that i shared with you called echo connection.org and i did some reading i called some friends i talked to guy another dr. physician california anyway so i just i order my said look you take this twice a day and let see what happens and not only did his focus on his schoolwork away up and his grade started to get better six months let lesson six was later we took him to the texas anam research facility where they do studies on neck back and spine injuries but they also do some neural testing and things like neurological testing so first date they deliver the jet they did not look to the genetic marker on that wednesday we know he has it so what they did do a stated a more comprehensive testing on the neural pathways than he had originally the first two times and it was back to hundred percent so now before he was down he said 1718% he's probably got 25% by the time we took in it by the time he went at this time to be tested so i'm gonna kick that up and break something the results we got scolded for i now i do not migrate a hearing and i just want to be a rock star please not constant today this is my season recap though your son that the biggest change in imago simply does adding this evening i was the only change made the only change that was made in his diet and i was very very he's a very clean eater he actually started cooking his own food he was off his meal ticket at school and he saves on a very at enthusiastic weight training program that he designed himself and so but that was the only thing that changes diet and exercise regimen at all we will be look at this if you realize that charcot-marie-tooth syndrome affects the nerves and we know the cbd of the endo cannabinoid system is deeply rooted in the nerves then when that you start decreasing that inflammatory process and what i love is that you just said the key here is to changes.we know that food can be just like medicine and it can actually help out so here we have a college student it's on cbd and eating his own food not eating on diet plan that's amazing and he been well i mean an end at home he was a very clean eaters while he's like the one person the family does like desserts he won't eat cookie dough like anything with frosting on it very low sugar intake refined sugar like fruit didn't live on it measures none none that i'm aware of it i would like to ask a question he has them his hands and feet are always cold but he does have hair side of the follicles can't really thinking that you can go here with any without any ennui that i thought it might be circulatory service account because there's little knowledge syndrome 90 there were to get a little cold and you your it's an autoimmune it's component of autoimmune disease were your arteries sort of clampdown its interest is also a warning sign for autoimmune diseases top bring us more yeah and angry people all over the place have nods yet it's not uncommon you say it just kinda matter-of-fact all of a sudden you know she had 100% improvement there and you know it's one of those things where people hear the stories and you feel like you're being sold something but you say very genuinely it's like what's this thing that a difference in his life and that's why people are so passionate about cbd gasoline and like i have nothing to gain by telling so i don't not financially sure i'm not rr production facility is even open it were still the middle building it in our tech companies $14 million away from making money so if you want to join in the future of the industry go ahead but yeah there is that i just tell my story to share with people so what did you do when you did when whenever he told you how he felt and you knew that it was a real difference it wasn't it wasn't just subjective it was an objective improvement for him you mentioned his grade you mentioned his his mood is energy etc. so those are things as a parent i know that you would be able to easily perceive what did you want to do that information right off the bat and how did people receive it when you shared well immediately i started taking the product i started my daughter I and so because i want to know the effexor and audiology i for someone who is so well versed in the in the in the industry i don't take it on a regular basis i don't know why i have this it's just it just falls off the plate with so to speak when when i look at my daily supplementation but but so i put my daughter on it right away and then i went to a meeting with some people that were interested in cbd's there is a conference going on and i spoke i gave but i just told my sent store i told my story my son story from my perspective and then and i just type i have been an advocate ever since while we all have kids guessing your kids suffer from anything just well there's no way to ike i can't that's got me held that the greatest loss of for anyone ever is to lose a child but even when they're ill i mean or they don't feel w

Have Questions or Comments? Please ask your questions in the comments section below. We attempt to respond to ALL questions or comments. Listen via YouTube video if desired   Caroline: Hi, I’m Caroline Springer and welcome to our next session of Radical Faith. We have a Radical Faith podcast as part of our Get Sellers Calling You podcast with Beatty Carmichael. Professionally, Beatty is the CEO of MasterGrabber, the creator of Agent Dominator and a top marketing expert in the real estate field for many years. And personally, for many years, he has been a Christian and loves to talk about the Lord and that’s where the vision of this podcast came from. So I’m just going to pass it over to him to give a little disclaimer about the Radical Faith podcast and kind of what his idea is behind it. Beatty: I’m not sure I would call it a disclaimer, but maybe it is. The whole idea about Radical Faith is this has nothing to do specifically and directly with real estate business. It has everything to do with living your life as a passionate Christian. So this is all going to be about my Christian philosophy or theosophy if you call it that. So if you don’t want to hear it, you can delete this podcast out and just listen to the podcasts focused on how to build a real estate business, but we are going to talk about Christ today. That’s my disclaimer. Back to you. Caroline: We always chat a little at the beginning about the world we live in and how we have to give a disclaimer, but I think it is good. It excites me so I’m like, “All right, let’s jump in.” This is going to be about the Lord and nothing else. So I’m okay with that. Beatty: Part of that chat we were having is normal Christianity. So I definitely kind of want to bring that onto this call a little bit. The focus of these calls is what I call “normal Christianity.” If I were to ask you, Caroline, what do you think the typical Christian’s view of “normal Christianity” is? Is it healing the sick, raising the dead, casting out demons, doing miracles or is it being a good person, not saying curse words, going to church on Sunday and reading your Bible? What is normal Christianity? Caroline: Yes, I would think sadly in the “normal” or maybe average Christian’s viewpoint, for those who claim to be Christian that’s what they would claim: being a good person, attending church, like you said, not saying curse words, living a chaste life, reading your Bible, praying before meals. The more Radical type of lifestyle is something that a lot of people may think is just preserved for certain people or that’s not really a thing anymore. I think that seems too far-fetched for them to believe that it’s something we’ve been invited into now. Beatty: True. So let me ask you. Who is our model for how to live as a Christian? Caroline: Jesus. He is our model. Beatty: Did he consider what he modeled to be normal or to be radical? What do you think his perspective on it was? Caroline: That’s a good question. Beatty: Let me ask that question another way. He is modeling for us how we should live, right? Caroline: Right. Beatty: Does He expect us to live anything but what He considers normal? Caroline: No. I think He was saying He only did the things He saw His Father do and he models for us a life like that so we can follow that. So I think His expectation was for Him to be paving a way for us to walk the way He walks. So I guess that would be normal for Him and normal for us. Beatty: Okay, so then how did He walk? It says, I think in John 14:22, don’t quote me exactly, but somewhere in John 14. It says, “Truly, truly whoever believes in me will do the works that I do and greater works will he do because I go to the Father.” Jesus is living out the works that we should do. If I were to ask, “What were the works that Jesus did,” what would you tell me? Not saying curse words? Read the Bible? Or something different? Caroline: I think something more. Like you said earlier, healing the sick, raising the dead, casting out demons, parting the way, making a way for Heaven to invade Earth. That was His life. Beatty: Therein lies the topic of Radical faith. Most people think it’s radical. Jesus thinks it’s normal. Now we are not going to talk about today how to raise the dead or heal the sick. We might get into the sophics, but I think more than anything else it’s really understanding what we are called to do as a Christian. How are we called to live and those things that we consider in our 21st century nature to be radical, I think Jesus considered normal. How do we go back to what is normal and not what is myopically considered radical. That is where I want to kind of lean us into this call. Can I take the lead real quick and just kind of get this thing started? Caroline: Absolutely. Beatty: For those of you who have been listening in on our podcasts, you’ll kind of see this pattern. Caroline takes the lead in the interview process on the marketing stuff. I end up taking the lead on the radical faith stuff because she becomes my guinea pig just to use as a sounding board. On all the marketing calls, she has an outline of the direction we are going on the calls. But on the radical faith calls, she is totally blind, so she doesn’t know what I am going to bring up or what I am going to ask her. So we are going to put you on the spots a few times and see what your thoughts are. Okay? Caroline: Oh, good. Beatty: Oh, good. It’s just like normal. We are going to be normal on this call. The last call that we did on radical faith, we are been going through this series of what I call what is faith. We are trying to lay this foundation of what faith really means. On the previous call we started to talk about that faith comes hearing and hearing from the word of Christ. And then we started to look into that faith emanates from Christ. It emanates from His word. We then dissected the two most common Greek words that are translated into our English word: word. Those are… Caroline, do you remember those two Greek words by chance? Caroline: Logos and rhema. Beatty: Do you remember what the difference between logos and rhema are? Caroline: Oh goodness. Wasn’t logos more like a word and rhema was more like something you received and heard? Beatty: Exactly. So logos is simply a word that embodies an idea. In other words, Jesus goes out and preaches the Word to people. He is generally telling them truths. Rhema is when Jesus tells Peter: “Walk on the water.” Okay? Or tells Peter: “You will deny me three times before the cock crows.” Peter remember the word that Jesus told him. Or the angel that comes to Mary and says, “You are going to have a child.” And she says, “Be it done to me according to your word,” according to your rhema. Faith comes from hearing and hearing by the word or the rhema of Christ. So in our real loose definitions. This is not a scholarly definition, this is more what I would call a, “how do you live” definition. A loose definition of rhema is something that God points directly at you. A real simple kind of understanding, Caroline, have you ever (I know you have) been reading your scriptures, reading the Bible and a passage stands out like God is talking directly to you. Have you had that happened to you before? Caroline: Absolutely. I have a lot of times where I will be in kind of conversation with the Holy Spirit. Later on, I will hear or read something in the Bible and it’s like the confirmation of what the Holy Spirit was just saying. There are a lot of times when things were highlighted. I feel like the Lord does that a lot for reassurance or confirmation. Beatty: Well, He does that a lot with me too and when that happens that, in general, what we call rhema. That is when the Holy Spirit is speaking directly to you. That is where we were when we wrapped up our Radical faith call. What I want to do is pick up from there and kind of try to wrap up this section before we run out of time. One of the things that we find about faith and this what I will call Radical faith is the idea or the truth that faith cannot exist by itself, that it is always accompanied by works. There is a passage in James, James 2:17 that says: “Even so faith if it has no works is dead being by itself.” So you kind of get this picture that faith cannot exist by itself. It’s sort of like the body without oxygen. It just dies. That body and oxygen have to go together. Faith and works have to go together. It says a couple of verses later. It’s talking about Abraham and it says, “Faith was working with Abraham’s works and as a result of the works faith was perfected.” So here is the question for you, Caroline. What does it mean that faith is perfected by works because, growing up in church, you always hear that we are saved by faith, not by works. Then we read this thing in James, you say you have faith but I have works and I’ll show you my faith by my works. So what is all this mean? What is the separation between faith and works? How would you describe that? Caroline: To me, whenever I’ve had conversation with people about that with grace and works and how they all go together. To me, works comes as a natural outcome of your faith and what you believe. Your faith also partners with that to also give you the strength and belief to be the foundation of your works. So it’s not like your works are an outcome of striving but your works are an outcome of beliefs and trust and pursuing the Kingdom. It’s a completely trajectory comparatively with those that, maybe some people struggle with feeling like they have to prove and work their way to the Lord or earn their salvation, which we know, scripturally, is not true. But I think that is just the natural question to struggle with for a lot of people. I think God’s intention in James is that it doesn’t have to be something that is conflicting, it can be something that can actually partner a lot easier and your faith is going to naturally push the works and your works are naturally going to cause you to increase your faith. Beatty: So let me see if I can make a real simple illustration to kind of tie this together. I want to invite you to a party. In fact, I am going to give this party in your honor. It’s going to be over at my house. It’s going to be Thursday night at 7:00. Can you come? Caroline: Sure, yes, I’d love to. Beatty: Is that a commitment? Caroline: Yes. Beatty: So now you have just given me your rhema. “I will be there.” So now, Thursday at 7:00 comes up and you are all excited because I’ve told you that we are going to get a caterer. We are going to invite all the people from church, all the people from the neighborhood and all the people from everywhere. And it’s going to be a great big party. And we are going to have child care so you don’t have to worry about Jethro and it’s going to be a wonderful time with your favorite foods and you are all excited. “This is my party.” Now you come over to the house. You come over at 7:00. You drive up to my house and you notice something strange. There are no cars out there. “Okay, well, I’m not sure what’s going on.” You have this question mark. You come up to the house and it’s kind of dark outside. There are no lights on. There are a couple of lights in the room but it’s not like it’s lite up. You look inside; there is no one there. You right the doorbell, ding dong. No one. You ring it again, ding dong. You are just about to walk away from my door and you hear these steps, boom boom boom, and it sounds like someone is coming up some steps and you see me running around the corner. I’m in my exercise clothes and I’m all hot and sweaty. I come to the door and open it. As soon as I catch your eyes, you see my expression go, “Oh my gosh!” You know that expression I’m talking about? Caroline: Yes. I imagine that you are trying to say that you forgot. Beatty: I didn’t forget. I say, “Oh my gosh, I’m so sorry. I didn’t think you would be here. I never made any plans for the party.” Now what happens to you at that point? Are you happy or are you sad? Caroline: I imagine you would be sad and disappointed and questioning why you didn’t think I would attend. Beatty: Yes, you would have all these questions. Did I just sin against you? Caroline: That sounds so intense. I guess for the purpose of the illustration, yes? Beatty: So here is what happens. Let’s now analyze this a little bit more. You gave me a rhema and I did not act in works upon that rhema. Do you follow me so far? Caroline: Okay. Beatty: Faith is perfected through works. Faith is what we believe in. Faith comes by hearing the rhema of Christ. So if we hear Christ’s rhema and don’t believe it then we never act on it and therefore faith is never perfected because our works did not carry it out. Make sense? Caroline: Yes, that makes sense. Beatty: So in this illustration, how can your faith be perfected by works? Because if I had faith that you would have shown up then my works would have demonstrated that faith. I would have called the caterer. I would have called all the people. We would be having a great party. We would have a special parking space right up front to protect a special parking area just for you just o you could come right to the front door. All of this. But the fact that I did none of it means that my faith was never perfected because I never believed it. It’s not that I work for my faith; it’s that my works emanate from my faith. So here are a couple of truths that we can learn about this. Number one, our works are a demonstration of our faith. We do not produce works to have faith. We generate works because it emanates from our faith. Faith comes first and faith naturally births the works in our lives because we become as we believe. As a man believes, so he is. In fact, I heard a preacher this past Sunday hit on that comment quite a few times. Do you remember anything like that? Caroline: Yes, I do. Beatty: So it all kind of ties together. And here are a couple of other things we can take out of this. So you come to the door and I go, “Oh my gosh. I didn’t believe you. I thought you were lying to me. Therefore, I didn’t make any plans at all.” Now you are feeling dejected and rejected. You are frustrated. “How dare you? I planned my whole week around this. It has taken two hours to prepare for this. I’ve been making myself look beautiful. I’ve been telling all of my friends.” Now you are really upset at my aren’t you? Caroline: Yes, it sounds like I would be. Beatty: Yes, you would be. What happens then is that you turn away. You hop back in your car and you drive home. And now I have lost the blessing of your presence and fellowship with you because I did not believe. Now, this is what the images between us and God are. When the Lord gives us rhema and I’m not talking about something huge like step off a mountain and I’m going to hold you up, okay? I’m talking about just anything where we fail to trust the Lord and we know that we don’t trust him because our actions prove that we don’t believe just like in that example. Then what happens is that all of God’s amazing blessings that he had in store for us fall through our fingertips and we don’t even receive them because they are only received by faith, not by works, but it’s our works that demonstrate our faith and therefore, that’s how our faith is perfected with works. Is all of this kind of making sense? Caroline: Absolutely. I think that was a good step-by-step explanation with that scenario about the definition and how that works. It’s a funny scenario. I think it’s a great example and explanation. Beatty: Okay, cool. So now let’s talk a little further on this, if we can. A simple takeaway. Your faith is always displayed by acting on God’s word. If you don’t act on it, you don’t really believe it. This is the essence of what I call “radical” faith. It should be normal. By the way, was there ever a time in Jesus’ life where He did not act in works based on His faith in what God had directed or told Him to do? Any time?  Caroline:  No. A time when He did not act based on what the Father told Him to do? No, He didn’t.  Beatty: So when He raised someone from the dead, was that Him acting by faith? Caroline: Yes. Beatty: Okay. If we use this definition of faith. When He healed someone, was that acting by faith? Caroline: Yes. Beatty: And did He raise them from the dead? Did He heal them or was it the Holy Spirit doing that work? Caroline: It was Him. The Holy Spirit came later. Beatty: Matthew and Acts both say that it was the Holy Spirit working through Jesus that performed the miracles. Acts says that it was God’s power working through Jesus of Nazareth that did all of these miracles. In other words, that Jesus was modeling for us; this doesn’t take any of His Deity away, I’m just saying that the scripture says that the Holy Spirit is what raised someone from the dead. Healed somebody. We even see this in scripture that God commands, but it’s the Holy Spirit. You have God the Father as the ultimate authority and all power. He designates His authority to Jesus and then Jesus delegates authority to the Holy Spirit. In fact, Jesus says that the Holy Spirit will open your mind to all of these things and He will not speak anything to you that I have not commanded him already to speak. Are you with me or did I just lose you? Caroline: No, I’m here. Beatty: Maybe I’m going too deep in this. Let me pull back out before I get too deep. So faith is displayed by acting on God’s word. Jesus displays living by faith and, when you live by that faith, you act on His word then amazing things happen. I want to tell a personal story. We all kind of get caught into this because we get our eyes on the natural rather than our eyes on God. Jesus always kept His eyes on the Lord. He said, “Everything I do is what I see my Father doing.” He’s always looking at the Father first. Go back quite a few years, this is 2002. We are running and making a lot of money the first part of 2002. We’ve got a large corporate account that is scheduled to leave on June 1 and as soon they leave, we are going to be upside down. We are going to lose huge amounts of money, more money a month than most people will earn in a year. We hit June, we start to go upside down. The first month or two, I’m okay. By the third or fourth month, somewhere in there, I start to panic. Oh my gosh, I’m scared. Because I look in the natural. Just like Peter walking on the water, he looks at the wind and the waves and he gets scared. I’m looking in the natural; I get scared. We start to batten down all the hatches. Everyone is put on forced payroll reduction. I take the biggest cut of everyone. My number two man takes the second biggest cut and everyone else takes a bit cut as well. We are trying to weather the storm and we are losing money month after month. Now, it’s January 2003. Now, we’ve been unprofitable, losing money for about six months. Do you get the picture so far? It’s desperate, dire circumstances. Right? Caroline: Right. Beatty: So I’m out there on my day of prayer. I take a day off and say, “Lord, I am going to meet with you.” I’m out there. It’s now the end of January, just a couple of days before the end of the month and I’m on the golf course which is where I take my day of prayer. I don’t play, I just walk and pray and talk. I’m asking the Lord, “Lord, when are you going to let up? Do you know what the Lord told me? He asked me a question. “Do you really believe I can take care of you?” I said, “Yes.” He said, “If you really believe, how would you act differently than you are acting right now?” So what I said is, “Well, if I really believed it then I would put myself at full pay and I would put all my other people at full pay.” He said, “Then why don’t you do it and trust me?” Okay? This is what I’m talking about with radical faith. It makes no sense, but it is trusting the Lord. It is doing what Jesus said. Jesus trusted the Lord and He never feared. Why do we fear? Because we live in the natural. So I did. I put my eyes on Him instead of on the circumstances and I called my number two guy at the time, his name was Walter and I said, “Walter, put me and everyone else back at full pay, retroactive for the full month” because everyone had gotten a short paycheck midmonth. And so he did. Two days later, payroll hit. We lost a lot of money because that was a lot of money that we didn’t have. But here’s the cool thing. The very next month, we made a profit and this is a small business, we had a $20,000 swing on our bottom line, $20,000 more on our bottom line than we had the month before. And I looked at the P and L and I couldn’t find it even to this day, I’ve go back to that P and L multiple times and there is nothing there where we had a lot more revenue, less expenses. I don’t know how it happened, but it happened. And, for the next string of months, we were profitable. What changed? What changed in all that? Do you know? Caroline: Your faith. Beatty: Yes. I acted on my faith. Faith is perfected by works. That’s what this is meaning. So for those of you guys listening out there, what are you afraid of that you know God has said, “Trust me.” If you really believe God’s word to be true, how would you act differently than you are acting right now? And whatever that is, do it, because that is what James is talking about. Faith is perfected by works. Faith without works is dead. Therefore, you cannot believe unless you are going to show that belief through your works. Pretty fascinating isn’t it? Caroline: It is. That was a really inspiring story too. I think it also makes a better definition of that verse and that challenge explaining how faith and works go hand and hand. They are not in opposition of one another. Beatty: No, they definitely are not. We are going to go just a little bit over on this call but I have some points I want to wrap up with. So what faith really is, Caroline, it is seeing from God’s perspective. See, when Peter was walking on the water he was looking at Jesus seeing Jesus’ perspective and he was walking then he looked from His perspective into the waves and he gets scared. And in the very same situation he has two completely outcomes. One outcome by perfecting his faith through works. The other outcome by getting afraid and stop working by faith. Okay? The same thing happened with me, just reversed with the money. So when we see what God sees then we believe as God believes (if you want to use the term “God believes”). When we see as God sees then we get to believe as God believes and then when we act on that belief that is when our faith is perfected. And the challenge that we run into, and this is why it is so tough. Let me ask you a question instead of making a statement. Are we more spirit being or physical being? As a Christian? Caroline: Spirit being. Beatty: Okay. Where do we spend all of our time, focus and our sensory senses? Physical or spiritual? Caroline: I guess physical Beatty: Yes. So here is our problem. We are more spirit beings living in the spirit or should be, but where we actually live most of our time is in the physical because we have physical bodies. We have our sight, sound, hearing, everything, taste, touch is all physical. It’s easy to lose sight of spiritual truths because we get to see everything in the physical. This is where the challenge comes from. But if we can overcome and look in the spirit realm, both figuratively and literally. We look in the spirit realm figuratively and spiritually by looking at God’s truth and his truth trumps the physical. Okay? It is what it is. I want to give you some examples. I want to give you some passages and some scriptures and show you how this plays itself out in the scriptures. The first one comes from 2 Kings, Chapter 6. This is Elisha and his servant. This is actually where we get the term “chariots of fire.” There is a battle with King Aram. King Aram is the enemy king and any time he makes a move against the Israel king then Elisha is telling the Israel king what is going on. So the Israel king gets to adjust. It may have been Judah, but I think it’s Israel. And now, that is where we pick up. “This enraged the king of Aram. He summoned his officers and demanded of them, “Tell me! Which of us is on the side of the king of Israel?” “None of us, my lord the king,” said one of his officers, “but Elisha, the prophet who is in Israel, tells the king of Israel the very words you speak in your bedroom.” “Go, find out where he is,” the king ordered, “so I can send men and capture him.” The report came back: “He is in Dothan.” Then he sent horses and chariots and a strong force there. They went by night and surrounded the city. When the servant of the man of God got up and went out early the next morning, an army with horses and chariots had surrounded the city. “Oh no, my lord! What shall we do?” (Just like me. On my goodness, we are losing money, what do I do?) the servant asked. And then Elisha, who sees from God’s perspectives says, “Don’t be afraid,” the prophet answered. “Those who are with us are more than those who are with them.” And Elisha prayed, “Open his eyes, LORD, so that he may see.” Then the LORD opened the servant’s eyes, and he looked and saw the hills full of horses and chariots of fire all around Elisha. Here is the point on this, once the servant saw from God’s perspective, which is in the spiritual realm, he was no longer afraid. Does that make sense? Caroline: Yes, that does. Beatty: Let me give you another example. Say it’s the 27th of the month, and this is personal for you and Wes, it’s the 27th of the month and you guys have $2,000 of bills needing to be paid and you don’t have the money. You don’t know where it is going to come from. You’ve run out of money for the month and you still have $2,000 left to pay. And this is critical. Maybe this is your mortgage. Okay? You are at risk of losing the house if you don’t pay it. So you are going to pray and ask the Lord to help you out, is that right? Caroline: Right. Beatty: Okay. So when you pray and ask God to send it, how solid is your faith that He is going to send you that money in the next two or three days? Caroline: Pretty solid because we just seen Him be faithful time and time again. He’ll be faithful again. Beatty: Let me ask you, would you put Jethro’s life on it? Do you believe it that much? Caroline: That such an intense question. I don’t know that the Lord would ask me that. Beatty: I know He wouldn’t but the question isn’t, how much do you really believe? Do we believe in essence, trusting that He is going to do something or do we have an absolute, unequivocal, absolutely $2,000 is going to show up in the mailbox or someone is going to bring it to me within the next two or three days. Caroline: That’s a good challenge to ask yourself. Beatty: I’m leading somewhere. I’m always leading somewhere with these questions. So the question is, we pray and we ask, but do we really believe. We trust, but do we really believe that $2,000 is going to how up in the mail in the next two days? Okay. So now, let’s look at it from God’s perspective for just a moment. One month ago, your mortgage company paid your taxes your taxes and insurance out of money from escrow. And they realized that they collected $2,000 more from you over the last year than was needed. So they processed a $2,000 check. It was mailed two days ago and you are about to get it today. Okay? That is God’s perspective. You know that that check is coming. You know all these details. Now when you pray and ask God for $2,000 do you have a different level of confidence that he is going to provide it. Caroline: Absolutely. You would have the whole scope. Beatty: So what changed? Caroline: You were placing yourself in Heaven’s perspective to see where the Lord is coming through. When you have the whole scope, your prayers change. You have faith and confidence. You can see that He will be faithful and He’s coming through. Beatty: In God’s perspective, everything changes. I think we talked about this a few times back that it’s all about seeing from God’s perspective. That’s what I am talking about here. This radical faith is seeing from God’s perspective. Elisha’s faith was not scared at all because he could see from God’s perspective. Once God opened the servant’s eyes to see from his perspective as well, he was no longer afraid. When we get our eyes focused on the natural, we become afraid. When we keep our eyes focused on the Lord and his truth, which is His perspective, then if we believe it, we are no longer afraid ourselves. The only way that we can demonstrate our belief is to act on it. That’s kind of how all that works. So that’s what faith is. Next time we will start on the topic I call, “Getting out of the boat.” We are laying the foundation now and now the next set of calls we going to start to get where the rubber meets the road and it’s going to be a lot of fun. You want to close us out real quick? Caroline: Sure. Well Beatty, thank you so much for your time and sharing all the revelation and wisdom that you received from the Lord. I think this really was a great and challenging call. I’m excited to hear next time about getting out of the boat and just continuing on in our conversation. I think we are going to wrap up. I don’t think we are doing a question and answer for this call. With that being said, Beatty, if you don’t have anything else, I think we are wrapped up. That’s all we have for today. Beatty: Great. Thanks a lot. Y’all have a great day. P024

Transcript   Beatty: This is the Get Sellers Calling You marketing podcast for real estate agents and I’m Beatty Carmichael.  For simple to do proven marketing strategies focus exclusively on finding sellers and getting more listings, visit our website at GetSellersCallingYou.com.  And now, let’s begin our next session of Get Sellers Calling You.  Caroline: Hi everyone, this is Caroline Springer and welcome to the next session of Get Sellers Calling You with Beatty Carmichael.  Beatty is the CEO of MasterGrabber, the creator of AgentDominator and one of the top marketing experts in the Real Estate field. Today, we’re going to be talking about the topic of geographic farming. We’ve been going through a little bit of the series and today we are going to focusing in on the 10 best low cost ways to touch your geographic farm. Just a reminder for those of you that are on our live call, we will have the lines muted, but we will open for questions and answers at the end of the call. Welcome Beatty.  I’m excited to continue on in our series. Beatty: I am too but I feel a little offended. Caller: Uh oh, why? Beatty: You said I’m one of the best marketing experts. I thought I was “the” best marketing expert. What is this one? Caller: Well, in my opinion, subjectively, of course you are the best. But, you know, I guess that’s just what you have to say, I guess, not to be too pompous I guess. I’m trying to be fair to any other market expert out there. Beatty: Trying to be humble? Caller: Yes. Are you going to give us a quick little run-through of what we’ve talked about previously? I know we’ve had a lot of great content about geographic farming and there is so much more that goes into it than most agents realize. If you want to give a quick refresher for anyone who maybe hasn’t heard previous calls and could maybe learn or have an interest in those they could listen. Then you could to jump right in to these low cost ways to do a geographic farm. Beatty: Okay, perfect. Also, for those of us who are joining us on the podcast version, which means we’ve released this as a podcast, all of the previous calls are available on our website at: GetSellersCallingYou.com or in the podcast, wherever you are listening to it from. So, if we take a high level overview and say where are we now and where are we going in geographic farming? You did make a moment and yes there is a whole lot more in doing geographic farming right if you want to make a whole lot of money with it than most agents really realize. And so over the previous sessions we talked about a step-by-step proven process to select the right farm. It’s not just a pick an area where you want to target if you want to make money. There is actually a due diligence process that will actually help you very specifically and accurately which area is going to produce the most money for you in the shortest amount of time and the most money long term. We talked about that. That was call number two. Our first call was just an overview. Then, on our third call, we talked about how to select the right lists because there are lots of options and choices depending on what you are trying to do. Okay? And we talked about you can get everything from the entire list of the farm all the way down to a segmented list that may be a higher concentration of just those homes most likely to actually move and go on the market in the near future. And then, last week on our fourth call, we were talking about how quickly can you earn money? It’s sort of like the attorney, it depends. Okay? It all depends on what it is that you are doing outside of just the automated type of touches. What type of touches you are doing. How many of those touches are personal and things of that sort. So that is kind of brings us up to where we are. Today, I want to cover, if time allows, about 10 different things that you can do that are low cost ways that you can touch your farm and get a good impact. And then, after today’s call, if we complete all of that today, then starting on the subsequent call or calls (I don’t know how long they will last), we are going to go very specifically into things you can do in postcard marketing. Because typically, in geographic farming, the most effective and consistent way that most agents do it is with postcards. I don’t think your touches need to be all of one type only, so it’s a breadth of different things that you do. The postcard mailing is definitely a real cornerstone of effectiveness with geographic farming. So that’s kind of the big picture overview of where we’ve come from, where we are and where we are heading. Caroline: Perfect. Thank you so much. I think that is always good to do, a little refresher and give background and foundation to what we have done and I know today we are going to talk about some low cost ways to touch the farm. I think that is probably something too that may be a little bit out of the norm for some of our realtors. I know from even realtors I’ve spoken with that a lot of times they think that mailing to the geographic farm that they will see some warm leads come out of that and really, this is the game changer call to set yourself apart by introducing yourself or adding a personal touch, especially the world we live in today. It’s definitely out of the norm to do those things. So, I’m really interested too to hear what you’ve heard from realtors. I know you haves stories that will maybe inspire everyone on what you’ve heard and seen be successful. I’ll let you take it away and start us off on these low cost ways. Beatty: Great.  Let’s start with a story.  I think I shared this story last time.  I shared it because I think it’s a text book example of how to do geographic farming.  It’s a client of ours and he’s targeting a 1500 home farm and within this farm, there is a Facebook community page that they have.  At the time he started the farm, the community page only had 200 people tied to it.  It was almost nonexistent.  Our client’s is name, Nelson.  Nelson was a nobody in the farm in terms of if you were to look at all the homes sold and how many of those did Nelson represent the seller on, it’s like he’s one of a whole bunch of agents.  Maybe he had one listing or maybe two, but that was about it.  He was essentially non-existent.  We started to do some farming with him and he started to do some of these things I’m going to share with you today, the low cost things and as a combination of the 2, what we were doing in the mail, what he was doing with low cost touches, in 18 months, actually in the first year, he made over $150,000 in commissions from that farm in the first year. $100,000 was directly attributed to the unique style of postcard marketing that we were doing.  I will talk about that on the next calls.  $50,000 was generated through his low cost touches.  Six months later, now 18 months into the game, Nelson controlled 22% of all of the listings in that farm, outselling the number 2 agent by over 7 times.  Then another 18 months later, he controls 50% of all of the listings going on in that farm.  He is doing it right.  He’s a text book case example of what can happen when you do everything right.  So, starting with a story, that’s where this thing can go and I promise you, he has no interest in buying leads.  He has no interest in driving all over the city to try to sell houses because what he’s found is he can focus on his farm and he can make an amazing lifestyle just doing that one thing.  That’s where I’d like to go today.  Caroline:  Wow, I think that’s definitely inspiring seeing the results like that. Beatty:  Let’s breakdown what he did.  He did only 2 of the 10 low cost touches I’m going to talk about.  That’s it.  He only did 2 of them.  He did postcard mailings with us and did 2 of these other things and that put his business into overdrive in that farm.  The first thing that he did was door knocking.  1500 homes so that’s a lot of houses.  His goal was to door knock the entire community 3 times every year.  That’s once every 4 months.  When he first got started before he had a lot of business, he did that.  Then it slowed down to door knocking 2 times a year because he didn’t have time to do it 3 times and then I think that slowed down to probably 1-1/2 times.  With busyness comes lack of ability.  We’ve talked about different things and one of those things is door knocking.  Let’s test your memory for a moment, Caroline.  What is the value of door knocking in a geographic farm?  If you could say the highest value is what, what would that highest value be? Caroline:  I would think that door knocking would be the top value.  I don’t know if that’s the way you’re asking the question. Beatty:  No, I want to know why.  What is it about door knocking that makes it a top value? Caroline:  Just that personal connection, face-to-face.  I know when you talked about door knocking in the past, you recommended to be wearing your name tag, adding that personal connection so they see your name, they see your face.  In addition to receiving the marketing in the mail, it solidifies keeping that realtor top of mind, that they’re the realtor they think of.  Like I’ve said before, I think that you can’t put a price on a personal connection. Beatty:  Absolutely.  Let’s go back to some fundamentals.  You hit the nail on the head.  The fundamental is this.  You can take all the people you do business with and put them into 2 categories.  Those that you have met and those that you have not met.  If you look at the results in terms of how responsive they are to your marketing, how likely they are to do business with you, it becomes really polarized because those that you have met and they now put a face, a name, a personality to you are 8 to 10 times more likely to do business with you than if you haven’t met them.  The reason the door knocking is probably the most important thing you can do when doing a geographic farm is simply you take that person from being a stranger that they’ve never met and now they know you personally.  Once they know you personally, they begin to trust you.  They begin to form a relationship.  Real estate is a relationship business.  The more you can build and establish and foster that relationship, the more like you are to get that business.  That’s the value of door knocking.  It takes time, but let me ask you kind of a loaded question.  Do you think the door knocking was worth it time wise for Nelson to go from 1% of the market to 22% in 18 months and 50% 18 months later.  Do you think door knocking was worth it? Caroline:  Absolutely.  I’m sure Nelson, even if he tallied up the amount of time that it took to do that door knocking, I’m sure there’s no way that he would say that it wasn’t worth the monumental increases in the percentage of the market.  I would think, absolutely, it is. Beatty:  He makes a lot of money right now and has the great lifestyle.  Keep in mind, he earned, just in that farm alone, $150,000 in his first 12 months.  That’s right at 5 million in sales volume.  It’s worth the time and effort.  I say that only because what I hear from so many agents is I don’t have time to do that.  That’s below me.  I’ve got other things I need to do.  You have to look at your time and say, what is the most important thing you can do for the long term success of your business.  Are you willing to sacrifice a lot of the busy work that you feel to do now so that you can gain the long term superiority and dominance in that farm that you can get over time.  It becomes a choice of today versus tomorrow.  Are you building your business only for today?  Are you building it for the long term?  If you’re doing it long term, then take the long term approach and door knocking is one of the most important things because it gets you in front of all those homeowners.  That’s the first thing.  It’s low cost dollar wise, but it does take time.  The second thing is the Facebook community page.  I want to talk about this for a little bit.  I can tell you right now, this call is going to go into second call, at least, to cover all 10 low cost ways of touching your farm.  Just be prepared.  We’ll be continuing this topic next week.  The Facebook community page, let’s talk about this because this was incredibly instrumental with Nelson and with other agents I’ve talked to.  It plays a huge part because if we take a step back and look at what causes someone to choose an agent.  If a homeowner is going to choose an agent, what are the reasons he or she chooses that agent?  It boils down to only 2 things, trust and top of mind.  Trust is do they trust you to sell their most valuable asset and trust that you will get the best deal for them.  Top of mind is simply when it comes time to think of an agent, are you on the top of their minds so that they end of up calling you.  It’s a convergence of those 2 things. If we were just to take a real quick snapshot so that you understand how door knocking and how Facebook community page, and how all these other touches that we’re going to be talking about, and then postcard marketing and actually the touches, how all these converge.  It converges on the concepts of trust and top of mind.  You can actually multiply trust by top of mind and come up with a relatively accurate number of how likely are you to get the deal when that deal is ready to come on the market.  Let’s say we put both of them on a scale of 1 to 10.  Your trust on a 1 to 10 and top of mind on a 1 to 10.  If your trust is a 3 and your top of mind is a 3, then that means that you multiply them together.  That means that it’s 3x3, you’ve got about a 9% change that when that homeowner is thinking about a real estate agent, they’re going to call you.  If you can build your trust to a 5 and build your top of mind to a 6, then you’ve got about a 30% likelihood.  If you can get your trust to a 9 and your top of mind to a 10, you’ve got about a 90% likelihood.  Now, this is very rough numbers.  It’s not accurate specifically but it gets you in the general direction of at least an understanding of the influence of trust and top of mind.  What the door knocking does, is it increases trust because now they’ve been able to meet you and know you as an individual.  The first step in trusting someone is having met them.  Am I making sense on this so far? Caroline:  Absolutely.  I think like I said on this call, that personal connection is obviously going to go a long way, but also just to trust you versus what somebody says random.  A lot of people may have had a bad experience with a sales person in their life, so adding that personal touch so that they feel safe, they can trust you.  Like you said also, this is the most valuable asset they own, so this is likely the most important thing that they will ever sell or go into a transaction with.  I think that personal touch of where they feel they like you, they enjoy being around you.  It kind of makes them feel like they can trust you.  Absolutely, I’m following.  That’s right on the money. Beatty:  Okay, great.  Now, let’s talk about top of mind because Facebook starts to be more top of mind than trust.  There’s some trust element there, but what Facebook allows is for you to always be there.  What happened with Nelson in this area is there was this Facebook community page that had already been set up but no one was really engaging on it.  He recognized it as an untapped asset.  If you’re going into a geographic farm yourself, one of the things that you want to look at is there a Facebook community page set up for that area that people are participating in.  If there’s not, create one.  If there is, participate in it.  Find out where the people are congregating.  If they’re not there and they’re not congregating, then you can promote it.  That’s what happened with Nelson.  They were not congregating in the Facebook community page because they did not know about it.  As Nelson was getting started, the first thing that he did as part of his door knocking is he went door knocking with a purpose to then introduce them to the Facebook community page.  After he finished door knocking, it went from 200 people to 800 people on the Facebook community page entirely because of his door knocking.  He would leave a door hanger, if he missed them.  It was branded to him and directed them to join the Facebook community page.  It said, things like, learn what’s going on in Horse Thief Canyon, learn about buy and sell things, like if you’re looking for something and someone has posted it for sale.  Whatever it may be, but he got the attendance from 200 to 800 initially.  The last time I talked to him, I think it was like 1200 out of 1500 homes.  He continues to push on it.  Then, what happened is he actually became one of the administrators of the Facebook community page because the guy who was administering it was getting tired of it and Nelson said, well, I’ll help you out.  Wouldn’t you love to be the realtor who is managing the Facebook community page for the entire community? Caroline:  Oh, absolutely. Beatty:  Now, he didn’t overstep his bounds at all.  What he did is he ensured that it was going to be a valuable asset because it was part of his marketing pillar.  Then, what happened is anytime people would sign up for the Facebook community page and join, he would then get their information, copy it to his personal Facebook page and then message them and say, welcome to the Facebook community page.  My name is Nelson.  I’m actually a realtor in the area and look forward to having you on the community page.  So, he would introduce himself, identify who he is and now they’re on his personal Facebook page and on the community page.  That sets the groundwork.  What do you do from there?  Obviously, Nelson is active on his personal Facebook account he’s posting things out there so people are always seeing him.  That’s important.  Top of mind, Nelson’s always there.  He also made a point that every week or two, he would respond to someone’s post on the community page.  He would always make some sort of reply or a comment or love the photo or anything like that simply so he could get his name out there again and they would see that he’s still there.  Now, any agent could promote on the Facebook community page.  He didn’t cut anyone out.  Most agents never took advantage of it, but he did.  Any time he got a new listings, he would post a coming soon message on the Facebook community page and then he would post just listed and he would then post open house, then he would post under contract, then he would post just sold.  For every home he listed in the community, he was getting 4 and 5 touches into that community through the Facebook community page, touching again and what that was showing was activity.  By the time coming soon and then open house and then under contract, by the time each of them came out, people don’t always recognize that it’s the same house, but what they see if Nelson is an active agent in this area.  One of the pillars of trust, back to trust and top of mind, one of the pillars of trust that we’ve been able to verify and validate is do they trust that you are actively selling real estate.  Just because you’re a realtor doesn’t mean that you’re actively selling.  You have to let them know and remind them.  Let me ask you a crazy question.  You’ve been married for how long, Caroline? Caroline: Five and a half years. Beatty:  Five and a half year, okay.  Did your husband tell you I love you when you got married? Caroline:  Yes Beatty:  Alright.  Does he show his love to you by his actions? Caroline:  Absolutely. Beatty:  If he never told you again except that one time at marriage, I love you, would you feel something’s wrong? Caroline:  Maybe, but no at the same time because he shows his love through that, but yeah, I would wonder why. Beatty:  Most women want to hear it all the time.  Even though they know, they want to hear it again.  Does that make sense? Caroline:  Absolutely. Beatty:  The same thing happens with homeowners.  Even though they know you’re probably selling homes, you’ve got to keep reminding them.  You’ve got to keep showing them.  Here’s another sale.  Here’s another listing.  Here’s another under contract.  Here’s another open house.  The more you keep reminding them, the more it reinforces that you’re actively selling.  That’s a huge pillar of trust.  If other people in the community are trusting you to sell their home, now you have that social validation that they so desperately need to make a decision.  By using the Facebook community page, he’s out there all the time.  Every home that he personally manages on in their community, he’s now posting this message.  People are seeing him all the time as an active agent.  They’re seeing him periodically as an active neighbor commenting on people’s posts.  They see him in the neighborhood.  He still door knocks. They get to meet him.  He still does postcard mailings.  They see him in the mailbox.  Three years after starting, he’s got 50% of the market share.  Does all of this make sense?  Do you see how everything is converging to the same point? Caroline:  Absolutely. Beatty:  That’s two out of 10.  Let’s go with Number 3, let me find a short one because we’re going to run out of time on Number 3. Caroline:  Oh, no, I’ve been trying to edit my commentary to give you more time.  Beatty:  Yeah, I get it.  Let’s talk about the cupcake give way.  Ice cream or cupcake give away.  This is something you can do when you have a community that operates as a community especially if they have a common area like a park.  Maybe a local school that everyone congregates at.  It’s difficult if you don’t have any green space.  There are some other ways to do it and we’ll about it later.  If you have a green space, a common area, a part or an elementary school where you can go meet on the football field or anything like that, then the idea is to have a social.  Invite the whole neighborhood.  Make sure that you give enough opportunity to announce it ahead of time so people can work their schedule around it.  Maybe hire a DJ.  Maybe get some of those blow up activities like slides and things like that, bouncy rooms and have an ice cream truck or a cupcake truck come over to give away free ice cream and free cupcakes.  Now, what we’re doing is we’re going to create a community wide, social event on a Saturday morning.  All the people are going to come.  They’re going to bring their kids.  You’re going to promote it and as you promote it, obviously, it’s got your branding on it.  You promote it through Every Door Direct, you promote it through the Facebook community page, you go door knocking, and you put out flyers.  You hire high school kids to go put flyers on every door.  Whatever it takes, you make a big deal out of it and people come to the park.  The whole reason for this is now you get to meet them individually.  What you do is you stand by the free give away.  You stand by the ice cream truck or you stand by the cupcake truck as they’re handing it all out for free.  You’re smiling and you’re shaking hands.  You’ve got your name tag on so they can see your name and recognize instantly who you are.  You put your same face on that you have branded on all your other stuff.  Don’t use a photo from 20 years ago as a lot of agents may do and you don’t look anything like the photo.  Make sure the photo in all your branding looks like you in real person so when they meet you in real person, they go, ah, yeah, I keep seeing you.  I wondered who you are.  Now, they get to meet you and you’re shaking hands.  You’re saying, it’s been a while since I’ve seen you, it’s so good to see you and it comes to the event that they get to meet you and talk with you personally.  If they know you, they trust you and they’ll do business with you 8 to 10 times more likely than if they don’t.  This is a great way, low cost on a per home basis, but immense return on investment on that.  That’s going to be the third out of 10 things, so we’ll see how much we get through on the next call.  I think we’ll get through a little bit more because I tried to lay more of a foundation on this call as how these all interact.  Let me turn it back over to you because I know we need to start wrapping up the call. Caroline:  Yeah.  I think it’s good to take the time to lay that foundation and explain and show the statistics and percentages and successes you’ve shared, like for Nelson.  It’s so important for realtors to hear that it’s not a waste of their time because we know it takes time to go and door knock.  We know that might be the reason it seems daunting but when you hear results like that, it’s hard to argue with it.  I think this is great and I think we will push through those last 7 on the next call.  We are just about out of time, so we need to wrap up.  Beatty, thank you so much for your time and expertise.  I think it really was a great call.  Before we close out of the call, do you have anything else that you’d like to share? Beatty:  I would.  As always, I like to unabashedly plug our service for those that want help in what you do in marketing.  What we’ve learned in marketing and how to do it right, we’ve learned by helping other agents do it and providing service to them in that regards.  If you find yourself overwhelmed and you say, I really want to outsource something.  Now, I can’t outsource door knocking.  I can’t outsource for you the Facebook community page or standing in line and greeting people, but what we can do is do a lot of the other stuff.  Like the postcard marketing and some of the online sort of stuff.  If you have interest in that, just go to our website, AgentDominator.net.  You will see some information about us but the most important thing over there is you’ll find our form where you can request information from us on that.  Let me encourage you to do that, and that’s my plug. Caroline:  Perfect, so we’re out of time.  What we’re going to do is for those that are on the live call with us, if you have questions that you’d like to ask Beatty, just hold on and as soon as we wrap up, we’ll go into a short questions and answers time.  That’s all we have for today.  Thanks again and thank you, Beatty for sharing. Beatty:  Thank you   P020

Why Dave Decided to talk to Peter Pru: Peter Pru has built, grown, and scaled multiple 6-7 figure eCommerce businesses across multiple industries. He is a member of the Clickfunnels 2-Comma Club for hitting over $1,000,000 in sales in his eCommerce businesses using funnels. He's also the host of the Ecommerce Empire Builders Youtube/Podcast where he shares his tactics and strategies for building wilding profitable eCommerce businesses. Tips and Tricks for You and Your Business: Continuity plans and income building. (8:58) Sell digital products also! (10:14) Digital and physical product margins (17:30) Empire Builders: Webinar: ecommerceempirebuilders.com (18:38) Card abandonment/Stick Strategies in eCommerce. (24:14) Quotable Moments: "You can scale as quickly as you want: In some cases, you may scale to quickly." "You really don’t have a business until you have continuity income coming into that business." "If you have an eCommerce business one of the best things to do is add on a membership site on the back end of it then you get that continuity income." "It’s the idea of marrying both physical and membership sites together. It drops your costs to acquire a customer and increases your lifetime value of the customer." Other Tidbits: Peter talks about how he got started in the eCommerce business and how it has changed his professional career. He discusses the joy he gets from coaching and assisting people in transforming their eCommerce businesses into profitable ventures. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00       Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Speaker 2:     00:17       Hey everybody. Welcome back. This is going to be a ride for your life, so hold on tight because I have the one and only Peter Crew on the show. Peter, welcome. It is an absolute pleasure to be on here with a thank you so much for having me. I always make the mistake of getting going and having to. I wish so bad. I could just like start and not have any top. We started talking beforehand. I'm like, shoot, I forgot to hit record so you guys missed the pre stuff, but this guy's been crushing it online. It's basically a 10 year overnight success, which we'll get into in just a second. One of our two Comma Club award winners. The guy's crushing it with with publishing. You've got so many cool things I want to talk to you about is your actual funnel that you're using as far as teaching people, but again, we were just talking about the importance of impact and with click funnels that we get so excited about our two comma club award winners, but not because of ben hitting it. It's because of the impact that they have on everybody else. And so Peter, you were just talking about, you know, growing up in the Mecca of entrepreneurship and Philly, but you're talking about the impact as far as your, your second fam is. I want to start right there as far as. Tell us a little bit about the impact your feeling and how this changed your life. Speaker 3:     01:26       Well, the thing is like for so long, like as you said, my 10 year overnight success. So like I always thought I had to be like alone in this space. I didn't really have mentors in the early stages until years went by and I finally was like, you know, I think I should probably get a mentor and cut my learning curve. But then when I started publishing and you know, this empire builder brand, right, that we have going on now and just teaching people with what was working for me, like these people, I spent so much time with them every single day that it's almost like, it literally is like a second family to me, you know, and seeing them succeed, like making their first dollars online or even, you know, turning their struggling ecommerce business into something that's not profitable. A truly like the most beautiful. Absolutely. Beautiful thing. Speaker 2:     02:11       Well Peter, that's awesome. Well, little backstory here as far as tell people how'd you get started in the econ business and what did lead up to. Speaker 3:     02:17       Okay, so 10 year overnight success story. So I first got certain ecommerce, uh, when I graduated a college. So in college I discovered affiliate marketing made a couple hundred bucks a month, which was like, oh my God, like I'm making money online. Like this is crazy in college it was short, it was kind of short lived with my affiliate marketing career. But I started with Amazon Fba actually. And invested all the money I had to my name. I only had like $5,000 was everything I made in affiliate marketing and my life savings invested in Amazon Fba. Make a long story short. We'll crush it. Within our first year, we're making close to $50,000 per month in sales. Right? But unfortunately, and I don't want to tell anybody that's selling on Fba here. Maybe this was just me, but I don't want to offend anybody. Uh, I do. I'm totally good with offending people on Amazon. Speaker 3:     03:06       So the thing was I got some random, uh, I was driving to work still because a lot of when you sell an Amazon Fba, a lot of your money is constantly wrapped up in inventory. Like you're constantly having to ship more inventory. And so I was still having to work full time. Um, but I saw there was like, that was like, I'm getting there. I'm getting to the point where I can finally quit. I can finally pay myself. And it was quarter four. We're nearing $80,000 a month in sales. Like, like I was the happiest person I was driving to work. I was like, I don't even care about this place like Adelaide, it'd be more. Um, but I, uh, I got an email, said my listing has been suppressed. I was like, what? Then a couple minutes later I got another one and another one and another one. Speaker 3:     03:46       And within like 10 minutes, all five of the listings I was selling on Amazon were suppressed. And what happened was a competitor to explain to people what's that mean? Basically a competitor of mine who went on my list, Amazon product pages and they said that I was infringing on patents, but those were completely false ip claims. Right. And Amazon, they're not going to get involved in like a, you know, illegal or anything. So they just pulled the listing though, took nearly a year to get my account back after that. And it's Kinda at that point like where I kinda got into this dark period where I was like, when everybody else is succeeding around me, like, what, what, what did I do wrong here? Like when is it my turn? Like feeling pity for myself. Uh, and I realized like I was never building my own business. Speaker 3:     04:29       I was left with, with nothing, no customer data, like wasted inventory and I had nothing, literally nothing to show for that business. And look, months went by, I felt that loop that, you know, so many of us do, like, you know, you go to work, eat, sleep, and you just keep doing that day in and day out. And that's when I was like, okay, why are you seriously going to quit right now? Or you're quitting right now. I have all of the mistakes you've made, everything you've learned over these years. Just quitting. And I was like, no way. I cannot, I cannot. I literally couldn't live like another day if I did. And that's when I started learning about shopify and started crushing it. Like make a long story started getting. I started doing really well with shopify but I still couldn't pay myself. I was like, what the heck is going on? Speaker 3:     05:11       Like when I'm going to be able to pay myself here. And that's when I started learning about sales funnels and we were doing a fishing business, a subscription business with fishing and our cost to acquire a customer. And we're gonna get a little technical here. I hope that's a gift. I knew the people that have ecommerce businesses that are listening, why she appreciate this, uh, our cost to acquire a customer with our shopify store, uh, was like about 20, $25. Right? And the reason for that is because people don't subscriptional as selling a subscription on front end as a front end product is really, really difficult unless it's like you're the coolest thing in town, like barkbox fat, that font or something like that. So I realized, okay, well our lifetime value of a and average subscriber was about like a hundred 50 bucks. So we're okay delaying gratification. Speaker 3:     06:02       We're like, I will just delay gratification. We're going to get paid because we know we require them for 25, we can wait six months, we'll make our money right? And the problem with that, when you're not venture back, when you're not venture back, it's go hard and seriously, like we, me and my partners at the time, like we had to invest our money to keep the business afloat, to delay gratification. I was like that it has to be a better way. There has to be a better way. Um, and that's when I started learning about these sales funnels and I started putting in different fishing lures as free plus shipping offers, discount offers, and I was profitable already on my front end offers with the upsells, right? Selling more of the same thing. And then we just injected the continuity piece into that funnel as a step. Speaker 3:     06:45       So not only were we now profitable on the front end, right? But then we got subscribers for free. Like it was, it was. It's amazing. Like it was like that. Literally, when you understand that, and it's the same way, like click funnels kind of grew, grew as quickly as it did, is because you now know that you can grow as fast as you, you truly want. The only bottleneck is your traffic. At that point, because you're profitable already and then you're getting free sales every month on the continuity plan and that was. That's truly right there guys. Like if you. If you implement what I just showed you to like truly you can, you can scale as quickly as quickly as you want. Some cases you might scale too quickly, right? You might not be able to handle it. Speaker 2:     07:27       You know, Peter, I love what you just said and I hope those of you guys who are listening understand this doesn't apply just to people who have ecommerce businesses. It's not just a free plus shipping offer. The Peter's talking about this goes both ways, so if you have an econ business, one of the things I love what you just said is you actually need to add a back end of a membership site. I can tell you, we look at the. I was talking with Stu Mclaren the other day about memberships and he's all in on memberships and we're doing some joint metro state with him later, but potentially on some of the stuff we're looking at, but the main thing we've seen is even inside of clickfunnels, so our most successful users or those who have a membership site because it, it gets that stickiness there. And I look at Trey Lewellen obviously trade. Speaker 3:     08:06       The thing is when I saw I actually had trail on my channel, uh, but you was getting one know more about your channel where, what's your podcast or your video podcasts are just ecommerce. Empire builders just search searching on youtube or just go to [inaudible] dot com. Uh, but when I started doing this and you comfortable, like years back when I joined click, it was like one of the first, like couple hundred users. But um, he was like the other person doing it in ecommerce. I was like, okay, I'm not crazy. I'm not crazy. Like there's others. But yeah, it's when you understand that it's, it's like the most amazing thing. Like it's literally, it's hard to explain like just like this, but when you look whiteboard it out, you're like, holy crap. Like I can. You can, you can scale as quickly as you want any part of your business. Speaker 3:     08:51       And the look, the beautiful part about it is even if you have like a month of sales, let's say you have a business that's a little bit seasonal, right? But you still have those continuity plans. I can keep that, keep your business afloat, right? So we can reinvest that into advertising, pay yourself, you know, whatever I love, I've always looked at as far. You really don't have a business until you have continuity income coming in to that business and so if, if you have a membership site, one of the best things to do is to actually create a front end product that's a physical product like you just did a, whether it's fishing lures or anything else as a free plus shipping to acquire customers for that much less. And then on the opposite side, you have an econ business. One of the best things to do is to add on a membership site on the back end of it because then you get that continuity income to where you can. Speaker 3:     09:34       Again, most physical products do have some seasonality to it. It's just the nature of the beast and so it's the idea of marrying both physical and membership sites together. It drops your cost to acquire customer increases, your lifetime value of a customer. It's a huge win win. Again, I look at what we've done at clickfunnels. It's exactly how we built click funnels. We've got front end offers, everything from three different books. We've got a lot of digital physical as well as digital product. We've been, again, one of our biggest ones for the longest time is our perfect Webinar, which was a physical product, was a digital product we created as a physical product as a free plus shipping that drove. People obviously enter click funnels, which is our continuity platform, so love, love what you're doing and like one golden nugget. For those of you that do have ecommerce businesses like so digital products to like. Speaker 3:     10:18       That's a great way, especially for those of you, I have a lot of students that do like fitness stuff, like they sell fitness equipment, like if you're selling fitness with women and you're not adding some sort of digital content with it, like you're losing out on so much money, right? You can get whole membership could just be, you know, uh, you know, a membership site where, you know, they're, they're getting content every single month and like one little hack, if you guys are like, oh, I don't want to make my own content, like go find some influencers in this space. They don't have to be like huge influencers, but partner up with them, ask them to make you content. We did that for our fishing business. We just reached out to all these people on Youtube, instagram, they're shooting content, you know, recording themselves, fishing, right? Doing what they already love. Speaker 3:     10:58       So when we come along, but hey, we'll pay you $2,000 a month if you promote us and shoot content for us. They're like, oh yeah, like I already love fishing. Like why would I not take this deal right here? That's such a great tip. Oh my gosh. That is a killer. Love that idea of integration at its best. That's cool. It absolutely. One hundred percent. So you're now obviously the part I love about what you do is you actually teach, but you also do so you're actually. Yes, I understand you have. You're helping other people and your empire builders helping them build their own businesses, but you still keep doing it and I think that's the part I love most about you and your business because it's not just. I'm just teaching people how to do something I did 10 years ago, but I'm actually doing it every day. Speaker 3:     11:38       I'm in the trenches with them. I'm actually making this thing work. So I was looking at, to be honest, it's ridiculously difficult. It's, it's, but it's like I now have to structure my days like, like to the hour, like everything. Like I have certain days where all I record all my content and just have, you know, my vi like I have so many people believe it or not working on just this little leg because I just want to get. I want to get the message out there and I actually, I enjoy doing it, you know, but it's, it's, it's tough. I'm not gonna lie, it's, it's extremely difficult. Alex Sharpe and I were going back and forth on voxer this morning just about this. He just did a podcast about the million dollar myth and the idea as far as soon as you get to a million dollars, you know, quote unquote made it. Speaker 3:     12:20       It's like that's where all the problems and the complexity actually come into your business where you have to now start to systematize and the only way you can scale is by building those types of systems. So I completely understand that. And time management obviously is one of the most difficult things because you're getting pulled in so many different directions because you have so much opportunity. Yeah. Like everybody, you know, they want that seven figure business. But I'm like, like you, it's hard, like even like to run a seven figure business. It is, it is not easy by any means. It's not like, oh well I'm just, you know, have my va's now. And that was something, you know, like you start having a lot of employees, you can't do everything yourself. You got to learn. And this is a lot of people in the ECOMMERCE space, they don't, they have like trust issues, like they don't trust somebody can run their facebook ads better or their google ads or their influencer marketing. Speaker 3:     13:03       You have to, if you're running a seven figure business, you have to be working on your business, not executing like the marketing strategies, right? You have to come up with the marketing strategies and other people can execute it. Who has better experience than you, you know. So Peter, how did you overcome that? Because honestly I think every I, I went to the same situation and in multiple, the multiple business I've been through where it's like I just cannot, they're not going to do it as good as I can. They're not gonna they don't, they're not as invested as it's, I'm totally vested in this thing has to work. If they don't care, they're just getting a check. So how did you overcome that? Mentally, it was the, I'm not going to lie like it was difficult, 100 percent. It was difficult. I went through a lot of people that, um, like for example, the person, it took me a long time to get somebody to run my facebook ads for me because I love doing it. Speaker 3:     13:50       Um, and I hired people that just wasted a lot of money. I wasted a good amount of money. Um, but what I've realized is you have to go with somebody that has a reference and a proven track record. Like it's as simple as that. You cannot go to like, I wouldn't like upwork or something like that and get somebody to run your facebook ads and I don't mean to offend anybody with that, but go find somebody that specializes in, like actually ecommerce and get them to run your ads for you. Somebody that has a track record right where they can show you actually a, uh, you know, they give you a reference. You can contact that business owner and, you know, get some more information, right? Do your due diligence. If anything, do your due diligence or whoever you're going to allow into your business, you know, I love it. Speaker 3:     14:31       So where'd you get your first reference? So when I get my first reference facebook, I found my first phase, but I forget what the facebook group name was, but I saw somebody, um, uh, posts some of the, their client work that they were doing. I reached out to them, um, and just, you know, from then hit it off. Peter. That's awesome. So how large is your team right now? My team for just ecommerce, empire builders, like this digital part portion is about seven people right now. Nobody's full time but separate on seven people, mixture of Va's, people that run like, I don't run. Like for this part of my business, I don't run any ads or anything. All I want to focus on is two things. Okay. Content, right? Because I want to create value, right? And my students, that's all I want to focus on, right? Speaker 3:     15:21       Because those are the two. Those are the two driving factors. I wanted to get it. I don't want to now, you know, not waste, waste my time. Right. Running facebook ads and generating traffic and all that stuff. It is a waste of your time. Your time is much more. It goes back to what's your, what's your specialty, what are you best at, what are the things that only you can do and create content it I forget. I don't know. Did Russell like say that? And I remember I drew that out in my board and I was like, what do I need to do in this business? Right. I did like a, I did a one to do list. I and I did like a need to do list and another like I don't even want to do this list. Right. And the only things I needed to do in this business or wherever my faces. Speaker 3:     15:58       Right. Like you know, instagram stories or like you know, like creating content for the youtube channel during the pilot. Like nobody can do that by me. Right. So that was like the only thing like facebook ads, Google, everything. Like that was completely. I was like, I can hire other people that can do this, I don't need to go because like facebook ads with this portion, part of the business is a lot different than running facebook ads for ecommerce. It's much different. Right. And I was like, I'm not, I don't, I don't want to learn all this. So I'm like, you know, who's the best person running facebook ads with webinars? I'm going to go get that person. Right. So let's say if you don't tell me kind of the numbers here. So Empire builders, you've got seven different people. What's your payroll for those seven? Speaker 3:     16:39       So what's my payroll? So I have like $20,000 a month forever. I'm like, for that it's not. I think people got. So I didn't pay that much for um, like in my ecommerce businesses, it's crazy how many more hands you kind of need on this and it's maybe because of the fact that I don't want to be doing a lot of the work, right? I want to just be focusing on those core things. But yeah, it's roughly 20,000, $20,000 in Va's, you know, people that run traffic. So what's the gross revenue of empire builder then empire builders, what is it doing? Probably doing between 30 and 40 a month. Okay. So about almost half of that is going towards towards building that and I think towards us building the audience and I think that's the part that people have realized. Empire builder is, is primarily your digital space. Speaker 3:     17:38       You still have your econ business running on the side, the differences, obviously your margins are greater on the digital side than it is on the physical. Absolutely. And I'm not one of those people, like some people like cover up the fact that oh he's selling a digital product and you know, but like that's the thing. Like I always tell my, you know, my students and stuff like, no this is another leg of my business, like this is another business for me, right. My business here is to help you. Right. And then I also have my ecommerce businesses as well, like I don't want people to get the wrong message, but like I've been in the ecommerce space for nearly seven years now. That's how I found my success. Only the last six, seven months that I started even doing this empire builder thing. And some people I know in this space, they get kind of offended. Well, oh, he only wants to sell his courses or something like that. No, that's 100 percent. Not The keys. I'm monetizing a skill that I have that changed my life. So, you know, it's, you know, some people feel offended by it, but I'm always honest with my audience about it. Speaker 2:     18:35       You never have to apologize for me on that one. That's it. I love it. So I want to talk to. So let's talk more on this. So as far as empire builder right now, one of the main things you're doing is a Webinar, correct? It's a, it's a, uh, it's a webinar. Yes. Okay. So it's ECOMMERCE, empire builders.com. Is that blend? Yes. Okay. So a ecommerce empire, builders.com. It sends them to a Webinar squeezepage I love when things I was looking at obviously the registration, but big old plus get my free $3,500 per week sales funnel just for showing up. I love the idea as far as the showing up piece. How are you tracking that? I'm so, are you giving it to everybody or you only really just given that to those people show up? So it's, it's actually, honestly, it's sent to everybody. Speaker 2:     19:20       Um, as a followup sequence. But again, I think that's fantastic because I know if it must be right, if you don't know, I, I, again, I think that's important because a lot of people and I figured that's what you were doing. A lot of people like, well, I'm only going to give it to these people who show up and it's, I have. I think there's a scarcity mindset that comes into that where I can only give away my secret stuff to certain people. I am such a huge believer in abundance that just, it as soon as the person gets something, there's this law of reciprocity that just kicks in. They're going to go, oh, I didn't show up, but I still got it. I feel like I owe him something and they started. They just feel more connected to you and obviously I've seen it in, in what you're doing on youtube and how your audience is growing and everything. Speaker 2:     20:01       But again, super cool. As far as that, I wanted to talk to you about your actual, um, on your actual page as far as where they buy. If you don't mind, I'm totally impressed by it. There's, there's a couple I'm looking@yourecommercebuilders.com forward slash go. Okay. Okay. That's the one on the inside. Okay. Okay. So, uh, I've had to get it super cool. One of the things I love is you're phenomenal guarantee. If you implement what I show you a shout out to a sheet for that one act bar. Again, I even see act bars award there in the back for you. That's pretty cool. But my financial guarantee, if you implement what I show you and you don't see a positive Roi within 30 days, not only will I give you a complete refund, I'll give you $100 for wasting your time. Explain to people how that. The Speaker 3:     20:48       thing is, it's one of those things where people, and I didn't realize this until I was in this space, is you have to kind of like ease people's minds, right? Because they're already going into a situation like it's an unknown situation, right? Joining, joining my program, he's like, it's an unknown, right? It's the fear of the unknown. So I want people to have the opportunity if they, if this doesn't work for them, if they don't like it, right, then they have that opportunity to back out. Right? But they look, the thing is with an, a lot of you know, you guys, it's like you just have to do it though. Like there's homework assignments in there, like if you show me you did this, I will personally look at what you did. I will personally take my time out, try and help you out. And if, if you, you know, if you choose, okay, you know what, this isn't for me, then I don't mind giving you a refund and I'll give you 100 bucks. Speaker 3:     21:32       Like, no, it's no sweat off my back. But I want people to understand like a lot of, a lot of people they join courses but they won't do like the actual work that's required. Like the thing about my courses, it's my only one. There'll be my only one. I'm constantly updating it and, and, and, and whatnot. But I can give you everything, everything you need, but you have to be the one that goes and clicks the button. It's like I can't hold your hand and push the buttons for you. Like you have to be the one that goes out there. And once this, like I always stress this to people like to get to a high six and seven figure business. Like you have to want this beyond like anything else. And maybe that's just me because I've been in this space for now. That's the reality. Speaker 3:     22:17       And I failed so many times and literally the only the past five years have I been extremely profitable, my ecommerce businesses and I tell people, I'm like, you are going to hit, you're going to hit roadblocks. There's going to be times where you're like, oh, I want to quit, I want to quit. But that's kind of where like that empire builder, you know, family kind of comes in now. It's like if you feel like crap like Sundays, that's okay. Come into the group, say what's wrong and we're here to lift you back up because there is no easy. I promise you guys, please do not. There is no easy. There is no get rich quick schemes and nothing. Okay? It's every, anything you do in life, anything. You have to give it like a hundred percent, 100, 10 percent to actually make it work for you. I love it. Speaker 3:     22:57       So how often they've had have you actually had to pay out that hundred bucks? I think we did it like five times, but it was people that just want to come in and, you know, I don't want to say, but the, like the, I get people that have access to everything. I don't really drip feed anything. Um, but I, there's people they'll come in and just like steal my stuff and just. And I hate that. That's one of the reasons I don't like it, but like the space, like there's no way to like lock it down, but you know, I, I can't, you know, I, I believe in like reciprocity or whatever. I can't think of the word, but like you know, a Karma, right? I believe in Karma. So you know, it is what it is. I'm a huge believer that you can lock it down a couple different ways, but I still believe in giving it all away. Speaker 3:     23:39       We do the same thing. I love those. I was going through it on that same page that, you know, a lot of times people just put their order form up and it just stops the order form. Everything you have below the order form I think is so killer, a just massive testimonials. What's it like to work with three different testimonials? How do I know funnels will work for you? And it literally goes through if people forget how important the copy is on. I mean, it's one thing to get a person to, to click to say, yeah, I want to buy it. It's a totally different thing to make sure they actually fill everything out and actually buy the bias. I mean, cart abandonment, especially for a guy like you has been an econ cart. Abandonment is obviously one of the biggest struggles most people face. Speaker 3:     24:19       So I want to kind of talk to you about some of your cart abandonment or stick strategies that you got on this page for this one. Um, so I had to. I had somebody set this up for me, Dave. So 100 percent. Um, I do have, if you opted in on that Webinar, there is a term, I mean I think we have probably 25, 30 different emails set up on the automations tab within, within click funnels where if they saw the page or assault if they attended the Webinar or if they missed the Webinar, sorry if the, if they attended the Webinar, but ms dot the offer. And then also if they purchased, we have different sequences for each of those. Um, plus we also have an automation tab under the, that specific order page on the automation tab. More sequences in there. One thing I think a lot of people don't know that you can do this in clickfunnels. Speaker 3:     25:12       I don't know why. Like you can send emails like based on certain people did or didn't buy from you. I truly don't think a lot of people know that tad and set it up, hey, if they didn't buy this hotel and I'm gonna, give away another one. Right? Guys, if they don't join your continuity program and your ecommerce business, you should have like some email sequences on that page and say, Hey, well here, how about we throw in this extra, you know, fishing lure, right, and you to join our program and send them back to a specific order page. Right. A lot of people, they don't buy from the first time. They will not buy from you from the first time. So take take as much like know to all the research that you have available for you. Like take them. Like if you, if you can email them, email them, right? Speaker 3:     25:55       If you'd adult span, but you should be emailing them all, you know, at least for the next three days after they saw, you know, first came in contact with you. Oh, I totally agree. Again, I love some of the that I'm going through it here. I love what you've done primarily because so often people will do just one thing or I'll put a video testimonial or I'll put some copy there or I'll put some written testimonials. You literally throw everything in. So you've got the video testimonials. You've got sales copy and then after the sales copy you've got actual testimonials. So again, the great part is you've got as you're going through it, two or three different buttons to actually as far as a call to action to have go order it again. But the cool thing is you also then have more student success stories at the bottom where it's, it's actual testimonials you've either received as a facebook message. You received them as a, as Speaker 2:     26:43       a text. I'm looking at some these other ones here and a, Speaker 3:     26:46       I just screenshot it all day long, you know, just like every time I see my screen out, throw it in there, throw it in there. Speaker 2:     26:52       Yeah. And then you end up with your 30 day money back guarantee and then frequently asked questions. So again, you take a look at your, at your page here and it's, it's as long as a typical sales copy vsl would be at, it's just on the order form. And I think most people miss out on. Speaker 3:     27:09       That's the thing, it's like use like a lot of um, people that will do webinars to just order page, like a very simple order page and that work they used to honestly do it that way, but then I was like, you know, why not just throw a bunch of testimonials and you're like, it can't hurt. And it did help. It helped tremendously. Like people want to see other people making money. I'm using this and I mean if the a two comma club awards aren't enough that you guys already shown because I already. That's Kinda like what I share is like the click funnel strategies that I use then I don't know. I don't know what else. Could not convince them money. Speaker 2:     27:41       I love it. I also liked the fact that you've got basically the single pay six figure funnels for one pay and then you also have six figure funnels for, for paid the radio button defaults to the sixth period for the one pay. How many people, what have you noticed as far as how many people take the four papers? The one thing, Speaker 3:     27:57       um, I would say it's like 50 slash 50, but I want to actually want to comment on that and I don't know if you guys see this too Dave, the people that have gone on the payment plan or like not like if they're not like a serious about it or they're just like, oh there's dipping their toe in and totally. But like I can tell you that people like, like my personal mentoring students, my mentees, like they invest a lot more money to work with me everyday. We boxers but like they are the ones I know I can serve them at the highest because you know I'm working with and they invested on, they know like hey, I just invested online like I need to make this work for myself, you know? And it's those people that I think actually see results and I've taken payment plans for things I've done in my life too. I'm not telling people don't look, don't go into debt to buy anything. But that's just an observation that I've made. Speaker 2:     28:51       Oh No, it's very valid opposite. We actually got, I was kind of curious because we got rid of our payment plans because of that one thing where I literally all we wanted, we're on our webinars. We just want people who are serious now obviously do we miss out on some? Yes, but for us it's. I've learned, Gosh, only for too many years of experience on this thing and that is those who pay play and if they don't pay, they don't play. They just. It's the craziest thing. If you think you're going to go on a payment plan and you're going to test it, you know what? I would much rather have a person have pain and you know, grant Cardone is the funniest guy in the world when it comes to data. He's like, if your credit card's already maxed out, who cares? Go get another credit card. Speaker 2:     29:31       You're already in debt. Just his mentality of sales, but I think there's some truth to if the only way you're going to get out is you've got to make an investment and if you're not willing to make that investment, and I. it's hard for some. I know even some of the people who are selling, they feel like, well, I need to give them an easy out. And I'm like, I don't know if I agree with that. I think at times, given people an easy out gives them an excuse to quit and most of them do. I'd rather have a person who's totally serious. He was gone all in on this thing. I actually had this conversation with my wife, uh, because I've got my son Chandler is 22 years old, recently married, got married in January, and then unbeknownst to me, signed up for our two Comma Club coaching program, funnel hacking live paint 1800 bucks a month. Speaker 2:     30:15       And my wife's like, Dave, you've got to tell him to stop that. I'm like, Sweetie, I'm not going to tell him to stop. I said, I don't want them to do it just because he feels like he's obligated because of my position with click funnels, but I want him to feel pain. I want him to struggle every single month, uh, to try to figure this thing out. Because without putting forth that pain, it's just, it's not without pain. People don't move and there has to be. And it's honestly like the amazing how like different. Some people are like I've had like, like 18 year olds and like I didn't discover it in a marketing team until I was 18. That's when I was in college. Um, Speaker 3:     30:51       I don't join. I'm going to put your 18. Like what? Like it's crazy how motivated like younger people are right now. A lot of people are like, they're so hungry for this to make it work. I'm so envious of them. I'm like, oh my God, eight years old man. Like I remember when I was 18, I'd, I don't think I would ever personally, um, if I could turn back time, I would tell myself, you know, cut the learning curve. A lot of people they riff. They are so like stubborn I guess. And I was 200 percent. I was to go get like whoever, whoever you, whoever has what you want, right? Whoever it is. Like if you're trying to lose weight or start a business, whatever you're trying to go find somebody that you relate to and pay them for an hour of their time, sort of getting closer to that person. Right? It's, I'm telling you like, why waste five years of your life if you could just talk to this person for a few hours every single month where they cut that learning curve for you. Right. And I wish, honestly, I wish I could tell myself I wish I could tell myself that like 10 years ago, I invested in a mentor sooner. Right? Learn what you want it. Speaker 2:     31:53       Totally agree. It's funny. I, I've been trying to get in shape my entire life and I, I dabbled again, I'm totally to the type of person you were talking about, right? Dabble with it for two or three weeks I stopped and, and so funnel hacking live was literally six months away and Russell and I, they're talking about is that, you know, I'm going to get. I'm gonna get a trainer and Russel, I work out occasionally and so we thought, all right, we're, we're actually gonna do this. We're going to go all in and, and the trainer was like, well, you know, it's x amount of dollars per month, and I'm like, no, no, no, I'm going six months into this thing. I want to pay you all up front. And so, you know, kind of at 5,000, $6,000, check whatever it is. And I'm like, I need to know I've had the pain. I don't want to have an excuse. I don't want a way out. I want to know. And then I'm getting up at 4:30 in the morning to be there at 5:00, which I hate, but I've never been so consistent in my life. Been I'm three weeks Speaker 3:     32:40       into this, three days in a row. Should I be doing more? Yes. But at the same time it's a huge win for me and against. Because I went through the pain of cutting a big check and it's a way to take accountability. It is, totally is. Totally is. Well Peter, I could talk to you all day long. I love what you're doing. You're absolutely crushing it. I love how you're publishing like crazy right now. And you realize that's your, that's your zone of genius. So congratulations on all your success. Yeah. Thank you so much for having me on here. Honestly. Um, it's crazy. It's surreal that I'm not even on this, on the podcast where it's amazing. So thank you so much for having me. My pleasure. Any last words for our audience or I'm sure they're gonna wanna know. How do they get ahold of you for. Speaker 3:     33:15       So tell me how they get a hold yet. Any last word you want to give him, your ecommerce empire builders.com or Peter Peru Dot Com. It will lead you to the same place. But one parting word got parting words, right? Is like, just be patient. Just be patient with this stuff. Don't think that anything is overnight. Like I'm telling you, I've. My success story is 10 years long, 10 years a sane person would have quit by now like 100 percent. But I can tell you one thing is, and I think about this often, I'm like, where would I be if I quit? Like, and I'm so happy I don't have that regret. Like 100 percent guy, like, I'm so happy I don't have that regret. Congratulations again, Peter. Always a pleasure. I can't wait to see you again real soon bud. Yeah, thanks man. Speaker 4:     33:57       Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over 650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as the people you like me to interview. More than happy to reach out and have that conversation with you, so again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Do you ever feel like there’s a barrier between what you know about how to have a good relationship, and what you actually do? How do you take what we know about the science of relationships, combine it with the wisdom of our hearts and our quest for deeper meaning, and integrate it into something practical? Today we’re going to get practical, integrated, and Integral with a return visit from Keith Witt, whose new book Loving Completely: A Five Star Practice for Creating Great Relationships was just released. Keith Witt has conducted more than 55,000 (!!) therapy sessions, and is also often featured on Jeff Salzman’s The Daily Evolver podcast. He is truly gifted at taking the “big picture” and making it useful for a daily lives. Loving Completely is a manual for how to not only set a higher standard for what’s possible in your relationship, but you also get simple steps that get you there. Also, please check out our first two episodes with Keith Witt - Episode 80: Bring Your Shadow into the Light and Episode 13: Resolve Conflict and Create Intimacy through Attunement. As always, I’m looking forward to your thoughts on this episode and what revelations and questions it creates for you. Please join us in the Relationship Alive Community on Facebook to chat about it! Sponsors: Along with our amazing listener supporters (you know who you are - thank you!), this week's episode has two great sponsors, each with a special offer for you. Casper.com provides ultra-comfy mattresses and other products to help you get a restful night’s sleep. You can try out a Casper mattress for 100 nights - and if you’re not completely satisfied return it for a full refund. As a Relationship Alive listener, they are offering you $50 OFF select mattresses - terms and conditions apply. Just visit Casper.com/alive and use the coupon code “ALIVE” at checkout. RxBar.com makes a whole food protein bar that’s super-tasty - Chloe and I almost always have these with us to help us stay nourished on the go. They’re healthy, easy to digest, and have simple ingredients with no added sugar - plus they’re gluten/dairy/soy-free. You can get 25% OFF your first order by visiting RxBar.com/alive and using the coupon code “ALIVE” at checkout. Resources: Check out Keith Witt’s website Read Keith Witt’s new book: Loving Completely: A Five Star Practice for Creating Great Relationships Check out Keith Witt’s other books as well! FREE Relationship Communication Secrets Guide - perfect help for handling conflict… Guide to Understanding Your Needs (and Your Partner's Needs) in Relationship (ALSO FREE) www.neilsattin.com/completely Visit to download the transcript, or text “PASSION” to 33444 and follow the instructions to download the transcript to this episode with Keith Witt. Amazing intro/outro music graciously provided courtesy of: The Railsplitters - Check them Out Transcript: Neil Sattin: Hello and welcome to another episode of Relationship Alive. This is your host, Neil Sattin. We're trying to change culture with this show and I am so appreciative as always of your being here with me to evolve what is actually possible for us in terms of our relationships, and we know more about how to relate with other people than we've ever known before. We know more about the science. We know more about our spirit and how that factors in. We know more about the power of mindfulness. We know more about how our hearts interact with other hearts. It's all taking shape in a way that's very unique, and what we are trying to do here is to not only talk about it, but make it so practical for you so that you can put this stuff into use in your relationship. And so you can talk to other people and say, "Hey, like you're having a hard time, you know, check out this episode on Relationship Alive where you will get your problem solved or see a light at the end of this dark tunnel," that, let's face it, sometimes we're in a dark tunnel in our relationship, it's part of what happens. Neil Sattin: So, I'm overjoyed today to have a returning guest, someone who has been on the show twice, and he's here today to talk about and celebrate really the release of his latest book called Loving Completely. I'm talking about Dr. Keith Witt, who you may know through his appearances on The Daily Evolver or you may have heard him here on Relationship Alive. He was here in Episode 80 where we were talking about shadow and he was also here way back in Episode 13 talking about Attunement and how important that is. So he is back on the show. And we will have a detailed transcript of this episode. If you want to get that, just visit neilsattin.com/completely as in Loving Completely or you can as always text the word Passion to the number 33444 and follow the instructions and we'll send you a link where you can download this transcript, and all our other transcripts and show guides. Neil Sattin: So today, we're going to talk about what it means to love completely, and how that's maybe different than your standard kind of relationship and why it actually helps you deepen and deepen what's possible for you in partnership. I think that's all I have to say for the moment. Keith Witt, it is such a treat as always to have you back here on Relationship Alive. Keith Witt: Great to be with you, Neil. Neil Sattin: So, let's just start there. Loving completely. Now, I know that some of the book is based on a course that you did in the integral world called Loving Completely. Why loving completely? What was the inspiration for you for that title versus just like, How to Have a Kickass Relationship? [chuckle] Keith Witt: That's not a bad title. [chuckle] I've been doing therapy and writing and teaching for 44 years and I have studied dozens of brilliant people. And most people, most researchers, their understanding comes from how they came to establish mastery in their areas of psychotherapy or of understanding. Esther Perel, for instance, worked a lot with couples where people were unfaithful, and so she is oriented according to how sexuality ebbs and flows and manifests and affects relationships in her work. Stan Tatkin came from attachment theory and interpersonal neurobiology and his system is heavily oriented in that direction. John Gottman is a pure social scientist. I mean, the way that he found his wife was he went on 50 dates in 60 days and she was the outlier whom he married. He did it like a science experiment. And so his approach is social science. He uses social science to find what works and doesn't work and so on. Keith Witt: So, everybody comes from their orientation and they're all right. But in Integral Psychology, we say that everybody gets to be right, but nobody gets to be right all the time. And so, most of us who work with couples and individuals have found that people are wildly unique, and people have different languages and understandings that help them love better. And so I was interested in an orienting system, where you could start with basic principles and practices and they could lead you in the direction that you were most open to in terms of helping you grow and transform in your ability to be intimate with the different parts of yourself and be effectively intimate with other people and especially with your chosen partner in a long-term lover relationship. Keith Witt: And so that motivated me. That was a challenge. How do you get oriented in that fashion? And so out of that came the Loving Completely Course and then out of that course came, I wanted to expand the ideas and present a deeper dive into a lot of the constructs and so I wrote the Loving Completely book, which is gonna come out soon, and that's what oriented me in terms of and inspired me in terms of writing this book. Neil Sattin: Yeah, I like that picture of completeness, not only in terms of what it inspires me to think about and how I conduct my relationship, the process of my relationship, but also the willingness to look across the spectrum of what's available to help you that you don't have to be confined just because so and so says that their thing works 85% of the time. If it doesn't work for you, you're not screwed like there are other options for you that might be effective for you. And so there's that completeness of like, "Oh, the whole world is available for me to actually help me get this. Get this right." Keith Witt: Yes, and we live in an age where there's a cornucopia of great knowledge available to us and especially around intimacy and around relationships. And so let me explain. I'm gonna talk mostly about a committed intimate relationship like a marriage, a long-term love affair, and so on, though these principles apply to lots of relationships, parental relationships, sibling relationship, friend relationships, and so on. But a relationship of marriage is basically a friendship, a love affair, a capacity to notice and repair injuries and ruptures, and a mutual commitment to each other's evolution. If those four components are attended to on a daily basis, couples tend to do well. If one of those lapses in some fashion, suffering occurs and suffering in relationship tends to spiral into separation. And this is one of the reasons why half the marriages end in divorce. Keith Witt: And so that's a great picture of a good relationship, but how do we do that? How do we establish that? And just like any area of mastery, what you do is you pick a goal, you get ignited. I wanna have great relationships. You find data and information and master coaching in the world, and then you break it up into chunks and you do focus practice on those chunks and with a growth mindset of effort and progress is what matters. We're not trying to get anywhere, we're just trying to have effort and progress. You gradually can establish mastery in this area of loving, loving another person, helping another person love you and... Go on. Neil Sattin: Yeah. And so a couple of things are coming up for me right now. One is, we're talking here, we're on a show where we are focused about, we're coming from a growth mindset. And I can't tell you how many times I read something or I have this conversation with you or someone like you and I have that light bulb moment of like, "Oh right, this is how I've been seeing it, and I could be open to a different perspective here and that actually might serve me a lot better." So let's just start with maybe the hardest question which a lot of people who listen to the show are gonna be asking which is like, "Alright, you said growth mindset. And now, I just know that this ain't happening because my partner, like that's the problem, they don't have a growth mindset, and they're fixed and they're shut down. And I'm trying, I'm trying, I'm trying." I know, in the 65,000 or more sessions you've done with people, you've come up against this with couples and I'm curious to know how you help inspire both people in a moment like this. Keith Witt: A human super power is our ability to receive caring influence. That is a super power. And it's more difficult than it sounds. Receiving caring influence means that you allow yourself to change how you think and what you do in response to someone else trying to help. Now, when people get threatened, when people feel insecure, when they feel unsafe, their nervous systems get more rigid. Your slower thinking frontal cortex gets inhibited and your faster thinking brainstem takes charge. And one of the ways to take charge is it resists receiving influence. And so if you have a partner that is resisting receiving influence, it probably means that in a particular level they feel unsafe. Keith Witt: And so when someone comes in or a couple comes in, part of my job is to help that first person feel safe. And generally the way that I help people feel safe is through compassionate understanding. I know that at the core of everyone, there is a little interface between them and spirit. Patricia Albere in the evolutionary collective calls that the origin point, in the traditions she called that out man's soul, that kind of thing. That's how I identify people. And so, my job is to connect with that spot in them and then help them feel understood by me. And as we go into that understanding, we find a place where they feel threatened, where they resist influence. And the place where you resist influence and you feel threatened is also the place where you're yearning for something, you're yearning for love, you're yearning for security, you're yearning for passion, you're yearning to be known deeply. Keith Witt: And as I help someone feel safe and as I help them understand their yearning, we can begin to open up a little bit to how those yearnings can be met in their relationship. They can be met by their partner, and I can help their partner help this other person feel safe. By the very act of coming to a therapist, people have gone to an environment where they've acknowledged, "We can't help each other feel safe enough to change, we need somebody else to provide a little bit more safety." And so that's a central part of what therapists do. Now, does that work all the time? Nothing works all the time. Does it work a lot? Yeah, it does. And if your partner seems impenetrable, then what you wanna do is you wanna say, "Well, look, let's get some help. Let's find somebody that you trust and let's get them to help us love each other better. Let's get them to help us be more connected." Keith Witt: And you take a stand for that. And if your partner can't do it, you go get help and then that person helps you encourage your partner to get help. And so that's how it goes. Usually that ends up with both people getting into therapy, but not always. And frankly, it's just a bad sign. If somebody is having problems and refuses therapy, that predicts marital dissolution pretty reliably in a lot of cases, and that's just the way it works. If you take a rigid position, particularly in the 21st century with your partner, and refuse to work on things that are disturbing to them, that will separate you and those separations get worse, they don't get better. So those are the ruptures and repairs that are so important. They need to be repaired. And they're repaired when we're making that condition better, when we're working at loving each other better. Neil Sattin: Yeah. And this, I think, is so important because it's tempting, especially as you read a lot of, let's just say, self-help books about relationship which you might be doing if there are some issues going on or you might be doing even if you're like, "I just wanna know how to do this better," and kudos to you if that's what you're doing. Keith's book is great for that. It can be tempting to think like, "Okay, well, I'm gonna go into this with my partner like a therapist would. Like now I'm armed with all this new knowledge and I'm gonna bring it into my relationship." Neil Sattin: And to some level, I think that is helpful, but what I'm hearing from you that I think is so key for people to get is that the real gem that happens in a good therapy, in a good therapeutic setting, is creating that safety and being seen without judgment, being seen with compassion, and from that everything else can grow. I would think that it's rare that someone comes in, and you're not just instructing them, right? I mean I sure don't. In my coaching practice, we're not saying, "You're doing this wrong, you're doing relationship wrong, so let me just tell you how to do it right, and then you're all set, you're then free to go." Keith Witt: Yeah. Well, that would be great [chuckle] if it worked. You know, when I wrote a book on Integral Psychotherapy called Waking Up and in that I said what an integral psychotherapist does is relate, teach, inspire, confront, interpret, and direct and relating is first. If someone is open to learning a new perspective, they're open to receiving influence, in other words they get influenced to change what they think and do. A lot of therapy is just getting 80% of therapy is getting to the point where someone feels safe enough to be willing to do that. And, yes, we don't do that with our partners. I have two kids, they're grown 33 and 30, and wife, and I don't give them any input unless they ask specifically for it. And the reason why I've done that is because I realized as our family was developing that I didn't have a contract with them, like I did with my clients, and that actually interfered with our relationship if I offered input that wasn't requested or welcomed. Keith Witt: And so I'm way more conservative when it comes to my opinions or my observations with my own family. Why? Because I'm not there primarily to enlighten them or to help them, I'm there to support the intersubjectivity of our relationships. I'm there to support our love for each other. And supporting our love for each other means having this relationship on a psychological spiritual level, we're experiencing ourselves as having equal power, equal credibility, equal say in the important aspects of our life around money, sex, parenting, time, that kind of stuff. And then all that stuff needs to be negotiated in a dialectic. And the dialectic is two people looking for deeper truth, respecting each other, open to each other, as influence, and acknowledging their individual rights. And that's called a growth hierarchy. Keith Witt: It's a power hierarchy but it doesn't look like a power hierarchy because when people are going back and forth in that environment, you're not noticing how one person has a little more credibility, a little more power than the other person does because there's a flow back and forth in the integral cosmology, that's called the second tier. That's a particular kind of relating. Now, when people get threatened, they go into dominator hierarchies. You stop receiving influence and you're trying to bully the other person or convince the other person or submit even to the other person. That dominator hierarchy can get something done, but it contaminates a relationship. And an awful lot of work, whether therapist know it or not, when they're working with couples is noticing that shift in the dominator hierarchies, and then interrupting it and encouraging couples to go back into growth hierarchies where they're looking for deeper truth, more open to influence, being respectful, allowing each other individual rights. Keith Witt: And just that, just paying attention. And that can transform your whole relational universe. Particularly, you can transform a universe relating to other people because once you start noticing those things you see growth hierarchies and dominator hierarchies everywhere. And if you have a moral sense of standing for growth hierarchies, that means that whenever you're around you wanna generate them. And if there's a dominator hierarchy happening, you wanna start working to shift that into a growth hierarchy. Nowhere is that more important than in your end of the relationship. Neil Sattin: Yeah, and this is something that comes up a lot actually in our Facebook group and just because we're here. I'm curious of your perspective on this. A lot of my listeners have actually been married and gotten divorced, and now they're working on their next big love, let's say. And so, of course, that introduces all kinds of other dynamics with former partners, their new partners, and that's a situation that's ripe for power struggles and dominator hierarchies to emerge. So, I'm curious like if you're a growth-oriented person and you're just getting hammered by a dominator, what's a good pathway through to navigate through that, that you might offer someone? Keith Witt: Well, first of all, that is the... Particularly for educated people in this country, generally they go through at least two major intimate relationships, sometimes more. I was a hippie back in the '60s and '70s, so I had a three-year relationship where we didn't get married but essentially it was the first marriage. So that's very common. And when there's children and in-laws, you are bringing other people in and other responsibilities. Stan Tatkin says, calls it The Rule of Thirds. And he makes a point that I agree with. Yes, there's a lot of added complexity that comes when people have a second or third serious relationship, but that is simplified if you recognize the primacy of the intimate bond. The primacy, there's a reason that they call it a primary relationship, and that primary relationship is we wanna maintain this container in integrity, we wanna have this container be as clean and as pure and as beautiful as possible, and that means our friendship, our love affair, our capacity to heal injuries, and our commitment to mutual evolution comes first. And then everything else gets organized around that. Keith Witt: What that does is it gets you oriented in terms of other demands, say there's an ex-spouse that is aggressive, this happens sometimes. Or punitive, people get angry after a separation, and often separations are expensive, and they're difficult, and people are more egocentric and distressed cells will come out and then they don't have much contact with each other, which makes it easier to objectify each other and see each other in negative black and white terms. Well, that's not good for anybody. It's particularly not good for children. Children of the divorce who have parents who are acrimonious with each other do worse. They have more symptoms and they have more problems. And so you don't wanna encourage that. You wanna discourage that. How do you do that? Keith Witt: Well, there's two of general ways of dealing with other people. There's what you and I are doing now, which is relating. Relating is we're just telling our truth, we're respecting each other, we got individual rights, and we're both open to caring influence. You tell me something that's a better idea than something I got. I'll change my idea and change how I think in what I do. That's relating and relating is a superior way of being. But say, somebody can't relate. Well, then you handle them. And how do you handle them? You handle them so that they can't successfully dominate in a dominator hierarchy and you make it easier for them to relate. For instance, you set boundaries. So this happens all the time, when one ex-spouse wants special privileges and comes to feel entitled to it because the other person just tries to say yes rather than thinks in a larger sense about what's gonna make this a more coherent relationship. Keith Witt: So then what you do is you start setting boundaries around whatever the dissolution agreement was. You don't say yes unnecessarily. And if someone is acting in a disrespectful fashion, you disengage. You set a boundary. Okay. So over time, this influences the other person to be more respectful. It's very much like parenting a child. And it's similar because when people are in defensive states, basically they've regressed to child ego states. And so you don't have to be... You can be respectful, but you need to be firm. I'm respectful of my four-year-old who doesn't wanna get in the car and go to the dentist, but I am firm. You're gonna have to get in the car and go to the dentist and that's all there's to it. So, respectfully, get in the car, we're going to the dentist. [chuckle] Neil Sattin: You spoke in Loving Completely. And I wanna dive more into the meat of the matter here momentarily. You spoke about your commitment to more and more interacting with the world from a place of loving kindness and compassion. Keith Witt: Yes. Neil Sattin: And even then, you mentioned that there are some relationships and connections that you've had to let go of. Keith Witt: Yes. Neil Sattin: And I'm curious for you, what does that barometer like in terms of you knowing like, "Okay, I guess I've done all I can do here," versus like, "You know what? I'm gonna keep trying. I have faith in this particular container that it will ultimately yield to the power of a growth mindset and relating. Keith Witt: Well, first of all, it of course depends on the nature of the relationship. You know, loving-kindness is a practice. And we can all do it now because it's a wonderful practice to get yourself into a place where you are available to engage in a mature and healthy activity, and here's how you do it. You imagine some other person. So I'm imagining you right now and then I am reaching out from my heart, to your heart, and in my mind, I'm saying to myself from my heart to your heart, "May you be safe. May you be happy. May you be healthy. May you have an easeful life." And as I do that, I am changing my state. Now, if I do that with... If you're my lover and I do that when we are in conflict, my defensive state, because I'm in, we are in conflict, all communication is complimentary, we're probably both in defensive states that are self-amplifying which is by defensive states we are so dangerous as couples. What I'm doing is I am now shifting into another state of consciousness where instead of allowing my nervous system to relate to you as an unsafe person, that I am objectifying to a certain extent. Keith Witt: Now, I'm relating to you as someone I care about and that shifts my state. Now, as I do that, if we're around each other and you can see into my eyes, or hear my voice, your state begins to shift out of defensive state into a state of healthy response to the present moment. And so loving-kindness meditation is a wonderful practice to learn how to do when you're stressed because it shifts your state into an area where you have access to your frontal lobes, you have access to your deep wisdom and you're regulating your defensive states into your more mature and more powerful states of conscious awareness and compassionate understanding. Keith Witt: And I encourage everybody who's listening to do it at this moment. Imagine somebody, you can imagine me if you want, I'd take all the loving-kindness that the... [chuckle] people could give, your heart to that person's heart. And in your mind, say, "May you be safe. May you be happy. May you be healthy. May you have an easeful life." And see how it feels. Interestingly, when people did this meditation, they had anti-inflammatory genes activated in their bodies and antiviral genes activated in their bodies that this meditation made their immune systems more robust, by shifting the myelinazation patterns of their genetic expression. That's how powerful this is. Neil Sattin: Well, well, and... Yeah, I'm just struck by that like we talk about our anger being inflamed and how interesting that anti-inflammatory actions take place when we go into a place of loving-kindness like that. Keith Witt: It's amazing. Neil Sattin: And I'm thinking too about my own experience with Chloe and we're doing really well together. Not that we haven't had our challenges and despite doing really, really well together when something happens and one of us goes to that defensive state and we both end up there even... I guess what I'm saying is, even in the best of relationships, and you talk about this with Becky as well, it can be such a challenge, such an effort to even utter within, oh, you know, much less saying it out loud to your partner, if you happen to be in their presence. But within like, "May you be safe, may you be loved." I think if you're thinking back to a time when you had an argument with your partner, you'll get what I'm talking about that, it's like the last thing you wanna do. Keith Witt: That's right. Neil Sattin: And yet it has so much power if you can somehow do it. Keith Witt: Yeah. What helps me with this is understanding that those defensive states that you enter when you're mad at each other, those were evolutionary milestones for the human species. And most of our brain is designed to relate with other people and there's a lot of good evidence that one of the reasons that brain size expanded about two million, three million years ago is because the level of complexity in human groups went up, and we needed to have more brain power to be able to relate with each other. And in those primitive tribes, there were social organizations just like there are in primate groups and that meant when there was a problem that couldn't be resolved cooperatively people went into dominance displays because the dominance hierarchies are what maintained the social fabric. Keith Witt: And what they would do, they were programmed to do genetically is to raise their emotional intensity to intimidate the other person into taking an inferior place or the dominance hierarchy or to have you submit in a way that would happen before physical violence could take place, which would maintain the integrity of the social structure and protect people from hurting each other because evolutionarily speaking, the biggest threat to humans, for the last couple of million years, have been other humans. Keith Witt: Now, what modern consciousness is brought to bear is way more powerful ways of dealing with conflict, way more sophisticated ways. And so when those defensive states are activated if I know that if I can engage in collaborative, two men in problem solving with this person, what that does is it opens up a possibility for this moment to enhance our personal evolution, this moment to make our love deeper, to support our friendship and our love affair. If I know that, if I can just have the faintest memory of that, then I can start working at soothing myself and soothing you and inviting you into that process to create that container of that dialectic. That container of mutual respect and individual rights and looking for a deeper truth and receiving influence. And when we do that a hundred times or a thousand times and discover how well it works, how it creates these miracles of consciousness, then what we've done is we've taken those primitive impulses and we've included and transcended them in the more sophisticated influences. Keith Witt: And you know in our last talk, I talked about how what we're actually doing is growing our shadow selves. We're growing our unconscious. Our unconscious becomes more complex and it regulates outside of our awareness so that it gets easier and easier to reach for these better states. Now, every once in a while, we get triggered usually from a trauma memory and bam, here comes the defensive state, it happens in 60 milliseconds. We have amplified our numb emotions, distorted perspective, destructive impulses, and diminish capacities for empathy and self-reflection like that. But if you can learn to self-observe that, what you end up doing is instead of trusting all that stuff, trusting that distorted perspective, trusting those destructive impulses, going along with that lack of self-reflection and empathy and say, "No, no, I'm actually in a disadvantage state now I need to reach for something that is more powerful," like compassionate understanding that provides the impetus interiorly to do that for yourself. And then when you are doing that for yourself, you're non-verbally and verbally encouraging your partner to do the same. Neil Sattin: Yeah. Keith Witt: And this... Neil Sattin: May I offer just a quick example of that? Keith Witt: Sure. Neil Sattin: So just the other night, I was with Chloe and we were talking about something, she was going to cover for me for something, and she made a comment like, "This is actually the last thing I wanna do, it sounds horrible to me, but I'm gonna do it but it sounds horrible." And I immediately went into like, she's being negative about this thing and I don't even want you to do it anyway, if it's gonna be horrible for you. So we started spiraling down this place and it was kinda late at night, so we weren't in our... There's not a lot of will power left at the... Keith Witt: That's right. Oh no. Neil Sattin: At the end of the day to actually steer yourself back. But fortunately I'd been reading your book and so I turned to her and I said, "Help me, help me help you, what I'm hearing you say that this is horrible. And it sounds like hell and I don't know what you need from me right now, what I can see is that I'm just going into this place where I am polarizing or where I somehow wanna change you or change your experience, but I clearly that's not working 'cause you're just getting more and more angry at me, and I'm getting more angry at you. Like what do you need?" And you know, to prove your point, Keith and this was just so hilarious to me in the moment, she looked at me and her eyes were big and wide, and she just said, "I need your compassion. I need you to understand that, yes, of course, I'm gonna do this for you, I love you, and it's not... It wouldn't be my first choice to do this thing and I just need you to hear me and to acknowledge me and to be compassionate." Neil Sattin: So that was the first thing that was like, "Oh okay, right." And so, of course, I'm thinking like I know this and of course I know this, like I've... 'cause we've done this a million times, but here we were in this space of conflict. And so then I started thinking, like, "Well, I know that the key right now is to be compassionate and I've even done it before, but right now, I can't for some reason, I really can't." And so I asked myself like, "Why, why can't I be compassionate right now?" And I had this huge realization about my own earlier experiences with being confronted with, I had an idea about something and just to keep it somewhat vague like let's say a family member would have shit on my idea or say like, "No Like that. We're not gonna do that." Neil Sattin: And so for me, I had to develop a pretty strong defense to that kind of what I perceived as negative energy, or a negative attack, and so my choice was never to meet that with compassion. I didn't... No one instructed me on how to do that as a kid, so I was just like kind of shoring myself up and figuring like, "Okay, how do I turn a negative into a positive, how do I... " It's like I had Martin Seligman in my back pocket like... Keith Witt: There you go. Neil Sattin: And which was good for me, in some level, but in this situation with Chloe, there was no like saying, "Hey, let's turn those lemons into lemonade." Like that wasn't what she needed in that moment. And as soon as I realized that and I shared that with her, "Oh wow, I'm realizing that you need compassion, and I can't do it and it's because I just have this defense against being... Like I've never learned how to be compassionate, what I've learned how to do is to try to look on the bright side or try to make things not as bad. And for us, it was this huge moment of understanding that just softened everything and next thing you knew, we were singing to each other and making peace with each other instead of making war. Keith Witt: Well, I just love that story. You know what? When a couple comes in with the story like that, there's part of me that goes, "Mm-hmm. My work here is done." [laughter] You notice what you did, you went into vulnerability as power which you can do with her because she is a sophisticated enough partner to see that and to be moved by it and then you went into the real issue. The real issue is us, our container. And to go there, I have to go essentially into my trauma history to find out why I had this reaction, that's more rigid than I'm used to. It's more amplified than I'm used to. And yes, that it always comes from previous learning, often it comes from a family of origin. And when you understand that the problem right now was a solution, it's often a brilliant solution 40 years ago, but now it's not adequate because I'm in a relationship where I can actually go into deeper love from this place, which was not available then, I'd rather go into deeper love. Keith Witt: And that's what you guys did and you were focusing on the real issue, which is we need to... There is a rupture in our container, in our intersubjective container, we need to heal that. And we know that we've healed it when we feel that sense of loving connection. When you're repairing, yes, you wanna validate the other person and, yes, the other person wants to feel understood. And you wanna feel understood. And you wanna take a little bit of action to solve the problem. Those are all important parts of repair. Yeah, you wanna accept that that's not gonna solve the whole problem but it will solve a piece of it but at the very end of it, there needs to be loving connection. If you don't have that loving connection, you haven't repaired it yet. And you only know that when you both feel it at the same time and everybody who has done that, which is almost all of us, knows what that feels like. And that needs to be the standard. That is always the standard to get back to love. Neil Sattin: Yeah, yeah. There's this little song. I don't know who the source of it is but Chloe learned it recently and it's become our latest practice at the end of conflict. Not that conflict's happening all the time, but just as a reminder and a recognition of having gotten back to love. And can I sing it? Can I share? Keith Witt: Oh please, I was gonna ask you to sing it. Sing it. Neil Sattin: So it goes like this. "I behold you beautiful one. I behold you child of the Earth and sun. Let my love wash over you. Let my love watch over you." That's it. Keith Witt: That's beautiful. Neil Sattin: Yeah. So for us that... And actually I find myself when I'm still stewing I can sing that to her in my mind. And that also helps like, "Okay, I'm coming back now." I can remember that the whole reason we're here is because we love each other and because our love is ever deepening and we've had that experience. So that also helps me come back to the table and get back to love with her. Keith Witt: When you sing that song inside you, when you're with her, you're doing loving-kindness meditation. Neil Sattin: Yes. Keith Witt: That's another form of loving-kindness meditation. Neil Sattin: Yes, exactly. So, Keith, let's shift gears just a little bit because I wanna give you a chance to paint the picture. You created a beautiful scaffolding around which Loving Completely is built and you call it The Five Star Practice. And there are these five questions that people can ask themselves about themselves and about their partner to help direct their attention to the elements that create an amazing thriving relationship. And you talk about how it came up in a conversation with your kids around like what to look for in a good partner and how that has become this lens through which you can... These questions have become a lens through which you can look at any relationship and see what's going well, what's not, where you might need to adjust your habits. And so could we go through those five star questions? Keith Witt: Sure. Neil Sattin: So people get a sense of what we're talking about. Keith Witt: Yes. The genesis of this was in a conversation with my two teenage kids in the kitchen, of them asking, How do I choose somebody? And anybody who's done therapy realizes that at certain points in your life you open up and something comes through, you become a channel. And so those five questions came out. And as a scientist, I'm always a little uncomfortable with stuff like that because, yes, we can see it as an unconscious download, but it always feels like you're connected to something larger. And the interesting thing about that is that they really haven't changed that much over the years. It's been 15 years or so. And they've been cross-validated again, and again, and again, and again with neuroscience and social science and so on. And so I'll tell you the five questions but I'll tell you the reason for the questions and I'll tell you the foundation of the questions. Keith Witt: The foundation is compassionate self and other observation. Loving-kindness meditation does that, attunement, paying attention with acceptance and caring intent to what you're sensing, feeling, thinking, judging, and wanting. Paying attention with acceptance and caring intent, what your partner might be sensing, feeling, thinking, judging, and wanting. That's the foundation, compassionate self and other observation. Now, if you can establish that, and however way you do it, if you ask yourself these questions, you're basically, when you ask yourself a question, you're opening up to your unconscious. Keith Witt: So the questions are first, is there erotic polarity between me and this other person? Is there a spark between their feminine and my masculine? Because when we are looking for a partner, or when we were maintaining a relationship, part of that is the love affair. That love affair is a big deal, and that love affair is based on a spark between two poles, between the masculine in one person and the feminine in the other. Now we have energetic polarities between ourselves and everything and everybody. You have an energetic polarity when you look at a sunset, or when you're telling your daughter good night, I love you. But you have a certain kind of erotic polarity, has a sexual feel, between you as a masculine or feminine person and another person as a masculine and feminine person, and we're adjusting those all the time. Keith Witt: And so that's one question, Is there a spark of erotic polarity between me and this other person? The second question is, Does this person maintain their physical and psychological health? Doesn't mean they have to be super healthy, it just means they're responsible for their physical and psychological health, and if there's a problem they'll take care of it. Third question is, If I'm in a relationship with this person or if I am and there's conflict, would they be able and willing to do what it takes to get back to love? We've been talking about repair, you and I, and that's a central skill in intimate relationships. A fourth question is, Would this person show up appropriately for a child or a family member? Appropriately is not co-dependently, appropriately is there's a lot of things that are appropriate, but will they show up in a healthy fashion for a child or a family member? And the fifth one is, Does this person have something larger than themselves, something sacred that they're committed to? And do they feel a sense of respect, even admiration, or would they feel that for what's sacred to me? Keith Witt: So those are a lot of questions but if you pay attention to those five dimensions about other people, after a while they become like new sense organs and you just notice these things. You'll pull up to somebody... You're sitting down next to somebody in a restaurant, you look over and you go, "I bet that person would be a good parent." Or you see somebody, you go, "Hmm, I feel a spark of erotic polarity with this person." Or you look at that person, you go, "I don't think that person maintains their physical health very well." Or they do. They become things that you notice like people's clothes and eye color. And if you notice them about other people, it makes it easier to notice them about yourself. And these are not absolute questions. In relationships, we go moment to moment to moment to moment. And so they're dimensions that keep shifting. I can be engaged in a healthy behavior in one moment, and then all of a sudden I'm reaching for the doughnut and I'm engaging in an unhealthy behavior. And now what am I gonna do about that? Keith Witt: Am I gonna adjust towards health or am I going to eat the doughnut then eat another doughnut? If I do that as a habit, then I'm not maintaining my physical health, for instance. And in relationships, we're always kind of adjusting... When I was talking earlier about being in growth power hierarchies, and then adjusting from dominator hierarchies to growth hierarchies, that's attending on a moment to moment, and these five dimensions are ways of adjusting. Am I showing up appropriately for my son? Am I expressing admiration and respect for what my wife finds deeply meaningful? And if I'm evaluating a partner, does this person do these things? And if the answer to even one of these is no, then there's gonna be problems. That doesn't mean you don't get in a relationship, but what it does mean is you have a conversation about it. Keith Witt: And if you can ask yourself these questions about yourself and other people, what that does is it opens you up to have these be continua that you can discuss, they make them talkaboutable in relationship. And one of the big problems that couples have is they have one set of agreements on top that they usually hear in their marriage vows, and a whole different set of agreements below the surface that never get discussed until a problem comes up. You know, a great one is, I promise to be faithful for you. That's a public agreement. And then, the private one, unless I have an opportunity to have great sex with somebody else and I have this conviction that you'll never find out about it. Neil Sattin: [chuckle] Right. Keith Witt: Yeah. Well. If that agreement, if that private agreement is examined by me and discussed with you, I'm less vulnerable to have that happen. Number one predictor of affairs is opportunity and people have an opportunity and they're not prepared because these things have not been talkaboutable with another person. That's one of the reasons I have two or three chapters on affairs and what to do about affairs in Loving Completely. Even if you never had an affair or if your partner has never had an affair, it's useful to understand the dynamics of affairs because those dynamics affect everybody, and if we're aware of those dynamics, awareness regulates. And so being more woken up and more aware helps prepare us. Now, this is my bias, my bias is I like to understand everything, that's why I like Integral Studies. Integral Theory is a meta-theory that has a lot of theories inside it. Keith Witt: And other people don't particularly like to grow in that fashion. But if there's one approach that speaks to you around any of these, okay, you can just dive into that approach. But you don't dive into the approach unless you realize it's something that needs attention. And asking yourself these questions about yourself and your partner and having them be modes of discourse between you and your partner, if some problem does happen in intersubjectivity, if there is a problem in your friendship, your love affair, your ability to receive influence or support of each other's personal evolution and collective evolution, it's more likely to come out and now you have a language to discuss it and to resolve it, and you have a growth mindset to make it better. And you have an orientation, we wanna turn this into deeper love and compassionate understanding of each other. And that's what creates the great relationships. Neil Sattin: Right. I love hearing someone saying, "Oh, I just started seeing this person and we decided to start going to therapy together so that we were getting support." Or, "I just got together... " Actually I just had this happen with someone who said, "I just started this relationship... " And they had actually purchased the course that Chloe and I put together called Thriving intimacy. Keith Witt: Great. Neil Sattin: For a previous relationship, and they said, "We're starting off doing the course together." And I love hearing that because not only are they skill building, but yeah, they're creating that common dialogue of common vocabulary, a way to talk about things. And I think one of the biggest challenges is especially around those things that are scary like someone for instance saying, "I don't know if I have what it takes to be faithful." Wow, what a scary conversation to have with your partner. So any framework that you have that gives you the ability to talk about that and to keep each other safe in that conversation is so powerful and important for helping you strengthen rather than repeatingly shying away from those kinds of topics. Keith Witt: Yes. And it's hard to talk about difficult things. You get easily threatened. And those defensive states show up. And if you're not aware, if you can't see those defensive states, then you tend to have those downward spirals that you talked about. But if you're aware of them, and you adjust back into those dialectics, those states of healthy response in the ways we've been discussing, then you can sustain the conversations. People, if they have a bad time, will tend to avoid the conversation. There's one study that showed if a guy initiated sex with his partner and she said no once, there was a certain number of guys that never initiated again. That one negative experience was enough to close down that conversation. Neil Sattin: Wow. Keith Witt: That's really a bad thing in intimacy. You want your intimacy to be marked by more and more things being talkaboutable, not less and less, not fewer and fewer things. Neil Sattin: Yeah, I love that. Talkaboutable. I think I'm gonna start using that. That... Keith Witt: There you go. Neil Sattin: Phrase. Yeah, it's a good one. Keith Witt: My gift to you. Neil Sattin: Thank you, thank you. One last thing, and we could talk about this forever. Obviously, I think every time you've been on the show we've spoken for quite a while and there's so much to digest here, and I do encourage you to, if you haven't heard the first two episodes that Keith and I did together, definitely go check them out. Episode 13, Episode 80. And there's so much in your book. I'm really excited for it to be out because it encapsulates so much. And as you mentioned, there are a couple of chapters on affairs. As I read through it, I was like holy mackerel. There's a couple of chapters on just about everything. Which isn't to say that it's this long slog of a read, you're actually a very entertaining and engaging writer, which I really appreciate. Keith Witt: Thank you. Neil Sattin: But there's a lot here for you to get that different growth oriented integrally informed perspective on all these different facets of relationship. What I'm curious about, from your perspective, Keith, is this is something that we've been touching on. And we touched on it in the dimension of... And I even had my own confession here. Yeah, I know I'm supposed to get compassionate right now, but I can't fucking do it. [chuckle] There's so much that we are learning about how to have better relationships and yet it requires us to change what we habitually do. It requires us to not just hear it and be like, "Yeah, that's awesome." And maybe to not even just tell our partner about it, but it requires us to actually shift the way that we behave and to follow through on that over and over again, especially because sometimes the initial shift doesn't yield the results that we are hoping for. Neil Sattin: So it's like, you gotta stick with it. You talk in the book about mastery, and that initial like you learn a lot and then you have this plateau and it takes a lot of effort to get through that plateau to the place where you have another growth spike. So I'm curious, if I'm listening to the show and saying, "Alright, this stuff sounds great, it sounds really great. In fact, it's amazing." What do I do to remember it tomorrow so that I actually can put this thing into practice tomorrow? Keith Witt: First of all, do the loving-kindness meditation a lot. The more irritated I am with somebody, the more of a positive impact on me the loving-kindness meditation has. And so that's kind of the first place I go when I get pissed off at somebody and I gotta tell you, I've been doing it quite a lot the last year and a half in that state. And the other thing is to ask those five questions, ask them all the time, not just with your partner but with everybody. Ask... Notice them in yourself. Am I... How am I doing with these five questions? And just to get information. Just to have... Do it from a perspective of compassionate understanding. I wanna understand, and by asking those questions your unconscious will give you answers. And as that happens, you're strengthening that perception, that perceptual capacity to notice these things and to be interested in these things and to be able to discuss these things. Keith Witt: Now, why is this super important? None of us exist independent of everybody else. So we have our history and we have all the cultures that we were in, embedded in our personalities and in our relationships. An American culture has, over the last hundred years, has gradually been waking up. Psychotherapy and psychology has influenced it to some extent. And in the 21st century, more and more psychotherapists are recognizing that psychotherapy is not primarily about identifying psychopathology and treating it like an infection. Psychotherapy is about supporting people's development, relationally, individually, it's about supporting people's personal evolution, supporting people being healthy and happy, and having coherent lives and growing. Keith Witt: And then along the way, there's blocks and problems that are natural functions of being human beings. And that those are difficult. The human nervous system, once it establishes a defensive pattern, doesn't want to give it up. That pattern has to be included and transcended in a more complex pattern and that requires conscious effort on our part. And ideally, these things would be taught from birth onward, but they're not. So what we do is we start whenever we start and learn things and do our best to implement them. And receiving influence from carrying other people is a super power as I said in the beginning. And particularly from our partner. Now hostile influence is not caring influence. If somebody wants to dominate me, and I'm influenced to submit, that doesn't do us any good relationally, okay? Keith Witt: But someone influencing me when I'm being pissed off, inviting me into a growth hierarchy with them, inviting me into mutual understanding, and if I can receive that influence and do it, then we've taken our relationship at that moment to a greater level of complexity. Like you and Chloe did in the example that you gave. Okay, we wanna do that, we wanna get better at that throughout our lifetime, and we want to teach our children how to do it. And with our partner, we wanna help our partner do it and generally insist on partners who are willing to grow with us. They don't have to be as deep as we are in any developmental line, but if they're willing to grow in any of the significant lines of development, the psychosocial, the sexual, the moral line, and so on, we can continue to get more loving and more complex and human development goes in the direction of more compassion, more deeper understanding, deeper consciousness. Keith Witt: And with couples, it goes to having a more and more special intersubjectivity. And that intersubjectivity is beautiful and powerful and really the most powerful and delicate relationship that's ever existed is a modern marriage where people can maintain this container, this friendship and love affair and repair of injuries and support each other's evolution. It's the developmental driver. As you begin to do that with someone, you value it, you get a little bit protective of it. It's easier to not let outside influences screw it up and it's easier to adjust when you have primitive incursions from your trauma history or from your early learning. Neil Sattin: I have a question. How do you... Can you give me an example of this is the moment to exercise my power to receive caring influence? And I know I sort of offered one with Chloe, but I'm curious how would that... When does that typically arise for a couple so that they're like, "Oh this is the perfect time. Caring influence is available for me. Let me receive." How would I identify that. Keith Witt: Great example. You're having a conversation with your partner. I've had this happen with Becky many times. She'll say something. I don't know. She'll make a comment about taking care of somebody. She errs on the side of co-dependence occasionally. And I'll go, "Cheese." Just like that. Really? You're gonna take care of that person? Now you can hear the contempt in my voice, right? Now at that point, if I'm looking at her, I see a wave of pain go across her face. And she'll... These days, she'll say, "Geez, that was kind of a nasty tone." Now, 40 years ago, I would have said, "Well, yeah, yeah, well, you're thinking of doing a really stupid thing. That's why I used a nasty tone." Okay, well, I learned from bitter experience that that really wasn't a very good response to that. That was a stupid response 'cause it just made things worse. Keith Witt: So what I'll do is go, "Yeah, she's right." And I'll go, "I'm sorry. I know if I think it's a bad idea I use the dismissive tone, and I apologize. I am worried that you're gonna do something that will hurt you, that might not be appropriate to do, and so I got contemptuous, I apologize." I received influence. I changed what I thought and how I did. Neil Sattin: Got it. Keith Witt: Now she, on the other hand, was not caught up in the fact that I used a contemptuous tone 30 seconds earlier. She could have been. She could have said, "Well, you said that. And used that nasty tone. Screw you." "Well, I'm sorry I used a nasty tone." "It's too late." People will say that, it's too late. Well, it needs to not be too late. If your partner is doing their best to shift. And so all Becky will do is go, "Thanks, I appreciate it, and I'll do my best to not be codependent with this person." She'll receive influence from me then. Okay? It's is as simple as that. If you just do it on the level of tones. Is my tone communicating respect and care? If it's not, I'm sorry. By definition, I'm sorry. It's not like, "Oh yeah, I'm sorry, unless you deserve it." Keith Witt: No, nobody deserves a contemptuous tone. I'm a martial artist. I studied karate and lots of other martial arts for decades. You know, the only time that you do violence to another person is in a street fight, and then you do it respectfully. The other person really could care less whether you're being respectful when you're breaking their arm, but you know that you're doing it respectfully. Every other situation, setting boundaries, we talked about earlier, telling somebody you need to stop doing that 'cause that's hurting. All of that can be done respectfully. That's the standard. And once we embrace that standard, which is basically a nonviolent standard, it's not a passive standard, it's a nonviolent standard. It organizes us whenever we have a little bit of violence of tone or deed or thought or so on, to say, "Yeah, that was violent, I apologize." And that... Noticing that in itself, and then making that adjustment changes everything. Neil Sattin: Yeah, yeah, and following on the question before I'm listening and I'm saying, "Okay, I want, I need to remember to do that tomorrow, I need to remember to do that tomorrow." Like on this core level of recognizing, okay, I have a habit of not doing that and I realize we probably don't have time right now to go into a whole conversation about how to change habits, but what would be the first step that someone could take to ensure that, okay, I'm not gonna just do tomorrow what I habitually do. I'm gonna maintain my awareness of some other options that exist for me. Keith Witt: Almost any contemplative practice helps. There's a real interesting study that was done on psychotherapists. Psychotherapists who did contemplative practice, which is any kind of meditation that focused on compassionate inner awareness, they had higher empathy scores. But when they stopped doing their practice, their empathy scores went down. Neil Sattin: Wow. Keith Witt: So having some mindful practice, and those five questions if you're asking them about yourself is a mindful practice. Paying attention with acceptance and caring intent, what you're feeling, thinking, judging, wanting, sensing, is a mindfulness practice. Doing that mindfulness practice and being able to recognize when you shift into violence, when you shift into diminishing another person. Or when you're feeling that sense of attunement where the sky is the limit. You and I are going back and forth in that intersubjectivity that we all love so much, that seekers love so much with other seekers, where we're looking for deeper truth together and both of us are kind of alert to what's gonna emerge between us. There's a palpable difference between those two moods of discourse. Once that becomes visible to you, it becomes way easier to regulate it. And what is visible to you as a couple? Now you've changed. That's a developmental milestone when that's visible for a couple. Keith Witt: And they both feel a sense of responsibility to maintain the positive intersubjectivity, and to make adjustments with the negative intersubjectivity. So there's the answer, attunement, contemplative practice, and noticing the difference between those two states. And recognizing it's my responsibility to adjust from the negative state to the positive state. Just like you did with Chloe. I have a problem. What's my responsibility? My responsibility with her now is to lead with my vulnerability. I really don't know what to do. You're upset. I'm kind of conflicted. I don't know what to do. That vulnerable response was the most powerful response you could give in that moment. It invited her to understand and to offer her own vulnerability and out of that you guys came to a greater level of complexity with each other. Neil Sattin: Perfect, yeah. Well, Keith, thank you so much as always for being here with us to chat about relationships and your experience combined with all the research you've done. I really enjoy our ability to enter that highly attuned intersubjective space together and hopefully it's enjoyable for you listening as well 'cause you can tell. I think we both get kind of excited about it. Keith Witt: Yeah. It's really fun. It's really fun talking with you, Neil. Neil Sattin: Awesome. Keith Witt: Just gotta say, this is really... This is really a good time. [chuckle] Neil Sattin: Good, awesome. Well, then, we know we'll have another opportunity for sure, in the future. In the meantime, if you are interested in finding out more about Keith's work, do check out his new book, Coming Out, Loving Completely. He has many other books that are all great that I recommend for sure. Keith, what's your website? What's the best way for people to find out more about what's happening with you? Keith Witt: Just go on my website, drkeithwitt.com. There's lots of free lectures and lots of blogs. If you sign up, which is free, you get a free copy of my book, Attuned Family, and I'll send you free content from some of the classes that I teach, or the lectures that I've done. And there's also lectures for sale and classes for sale on my website. So, yeah, go to my website, check it out. Neil Sattin: Awesome. And... Keith Witt: Take something for you. Neil Sattin: And we will have, as I mentioned at the beginning, a detailed transcript available for you if you visit neilsattin.com/completely, as in Loving Completely or text the word PASSION to the number 33444 and follow the instructions. Keith Witt, such a pleasure to have you back here and thanks so much for all of your wisdom and knowledge today. Keith Witt: Thank you for having me.

Why Dave Decided to talk to Nik Robbins: Nik Robbins is a co-founder of Be Top Local - an online Advertising agency based out of Lehi, UT that serves over 120 medical offices nationwide, He is also the founder of Krusader Nation which is an online agency training course and has taught hundreds of others to start and grow their own marketing agencies. He has grown his agency to 3.5 million in the first  20 months by utilizing ClickFunnels and developing a bulletproof sales process to close high ticket clients. He currently oversees 18 employees at Be Top Local and is growing at a phenomenal pace. Recently he has launched the "Krusader Nation" which is an agency training course that is unlike any other. Tips and Tricks for You and Your Business: Specializing In One Thing: (7:32) Understanding Your Value: (16:57) Effectiveness of Running Trials: (19:30) Systems and Processes: Agency Building: (21:44) Embrace The Difficult Journey: (25:53) Quotable Moments: "It's okay to be specialized . That's what I want to tell everybody. You don't need to be everything to everybody. You don't want to be a master at everything. If you're working from your basement and your a Solopreneur, you aren't good at everything. Quit acting like you are. Get good at one thing." "Jack of all trades. Master of none." "Learn how to sell that one thing and go help one specific type of client and then once you start to grow, you build a team." Other Tidbits: Nik discusses his journey building his own online marketing agency and how he was able to excel so quickly. He speaks about team development and the importance of being great at one particular thing to get your business going on the right track. He has spent years intensely studying sales and personal development and is now focused on training others to improve their psychology and outlooks on life combined with creating a life of freedom online. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00       Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody welcome back. You get Speaker 2:     00:18       a double whammy here. You've got miles clipper. What's up guys? And myself, Dave Woodward. Most importantly though is our guests. We're super excited to bring on here. And so without any further ado, I want to inish guys to nick robins. Nick, welcome to the show. Awesome man. Happy to be here Dave. So the exciting thing for us is no miles is in charge of running all of their two comma club winners and all this craziness. We're just joking around about the fact that uh, so nick went from basically zero to seven figures through an agency model in 10 months and in the next 24 months or less, he'll be an eight figure. So we want to talk about that story. But the craziest thing though, Nick, is miles and I would like to hear a little bit about your history because I think people hear about these crazy success stories and how everyone's making millions of dollars online, but everything's well, I can't do it and I love your history and your backstory. If you don't mind just take a few minutes here and tell miles nine our audience about your backstory, where you came from and what's allowed you to get to the point where you can literally start at zero and get to two comma club status within 10 months. Speaker 3:     01:23       Yeah, absolutely man. Happy to share it. I think it's important to share with everyone dependent because everyone's in different spots in life, right? So in my early twenties, late teens, um, I had a really bad drug problem as well as drinking problem. There was a time in my life were over an 18 month period. I was arrested three times and including a dui and I still didn't get like, you know, a major wake up call or anything. It wasn't until I was actually given a book by Tony Robbins, who I'm actually in Chicago right now, uh, at a Tony Robbins event. That's why I'm in a hotel. Uh, you know, Speaker 2:     01:52       the kids were just there. What's that? My boys were so my son champion and partner here in Chicago. Speaker 3:     02:02       Awesome. I love it. Yep. I'm, I'm in here in Chicago. Best amazing event. Um, I read the book awaken the giant within from Tony Robbins when I was 19 years old and I'll never forget, sit in the back of the car is my buddies with driving up. And that changed my life because I had a lot of issues, a lot of problems growing up as far as you know, drugs, alcohol, failed relationships fail in college. I went to, I was a guy who took seven years to get a four year degree and went to, you know, six different community colleges in two universities in order to get to where I'm at, you know, but the biggest thing that's happened in humble unsatiable hunger and following the right types of people in order to get what you want in life. Speaker 2:     02:39       I love that. I think a fall in the right type of people. It's one of the main things we talked about a ton. Miles were really just talking about this the other day as far as who you associate with and that association really does change. Absolutely everything in your life. We have a ton of fun here in the office. We joke around a lot, but at the same time it's our core group that allows us the opportunity of a building Speaker 3:     02:59       and growing as quickly as we have. Yeah. And from my experience it's literally the most important thing, like literally because 10 years ago guest to us hang out with people who did drugs, drank all kinds of stuff, and then guess what? I started surrounding myself with over the last couple of years, people who are hustling, making money, serving others, creating value for others, building businesses, doing all kinds of things like that. And guess what's happened? My life has been ruined because of that and it. And it's so important as well because when I started my agency, right, um, I had quit my job, you know, and I was starting this whole online thing, what, 10 months with zero sales, zero six right before we found our actual agency model. And it wasn't until I got into the clickfunnels community and I want to make sure people understand that because like we've talked about two, two different, 10 month categories. Speaker 3:     03:45       One was 10 months from zero to seven figures. I think the other part is there was 10 months prior to that, zero, uh, basically 10 months of zero. Is that correct? Absolutely. So before we fit settled on the agency model, that actually started making money and where we went, I was a website designer, I was an seo guy, all kinds of stuff. And it wasn't until I actually came into Russell Brunson's world and found click funnels that I discovered the facebook ad agency model that we figured out and once we actually started working on that, that's when we went to over a million dollars in a 10 month period, you know, and, and it's spent 10 months of following the wrong types of people, the wrong groups. I didn't know what I was doing and it wasn't until I found some of these communities and started mentoring under other people and learning from other people that, you know, my life was changed in know, while I appreciate that I know that a miles has. We were just talking about this whole concept as far as agencies and we just rolled out the mother funnel which has taken forever. But one of the first things we're trying to identify as is what type of business people are in. And miles was talking about this whole concept as far as agencies. Speaker 4:     04:49       Yeah. No, I'm like, it's, you know, a lot of people are like, I don't have a product. I don't have have any information to sell or any of these, any of these things, but with the new monitor phone we've rolled out, there's all these templates and they're literally plug and play replacing an image and the headline and I think that that's going to benefit a lot of people looking to get in kind of the agency realm because I'm to start an agency, you know, there's a lot that goes into it, but you don't have to have your own product. You can help other people. We had west Bewley on just a few episodes ago and he was talking about. He's kind of has an agency model going on. He looks for three things and click clickfunnels. I'm sure you can attest to it. He looks for one that he can build a funnel for two, three hours a day or two. You only need to spend a few hours a month on it and then three a is profitable from the get go. And so, I mean, with click funnels and you can attest to it, it can really help someone kind of get an agency up and going off off the ground and probably see some of the same success, you know, that maybe not the same degree that you as as far as the million and 10 months. But getting that first win. Speaker 3:     05:53       Yeah, absolutely. Yeah. No, and it comes down to a point. The only challenge really is how do I sell local businesses on this? Because the fulfillment side of things between click funnels, the community people willing to help you out, facebook ads, the ease of it, the, the only challenge is literally trying to sell clients and get them to join you and pay you money in order to run those ads and get new customers in. But the great thing is we are literally doing what most. So I work with small, local, local businesses, right? I work with a lot of small businesses across America. What is the biggest struggle for most of all small businesses across America? Getting more customers. Right? And so it makes it so easy. So we've got something that's great that we can go sell to people and the fulfillment is so easy, man. Speaker 3:     06:39       Man, I, I can't say enough good things about click funnels. Nick, I want to. Two quick questions. The first one is I want to break down this whole agency model because this is a thing that everyone starts. It's becoming pretty rampant. Is Miles is going to test you right now and that is we have a lot of people say they're, they've got a digital agency but there's so many different facets of that agency that you can focus on. Sometimes it's an agency runs just facebook, others, it's an agency that focuses on creating funnels and another one is an agency that is based on helping systematize and existing product or service. Another one is helping them automate and take things to the next level. So when you talk about a digital agency from what you're doing right now, what, what's that mean? Yeah, absolutely. And that is a really important question because a lot of people screw up at the beginning when they're trying to start agencies because I helped coach what agency or you know, new agency owners and they try and be everything to everybody. Speaker 3:     07:32       They're an email marketing company, their website design, their seo, their facebook, their everything. My advice specialize and specialize so hardcore that you only are speaking to one specific type of client. And I want to give you an example. We made a million dollar company by selling one ad and one landing page, literally one image, one ad copy and one landing page, right? And it was for osteoarthritis of the knee using hyaluronic acid injections. That's how I can't even smell that. Still can't spell it, but it's so important to niche down and specialize. It's okay to specialized guys. That's what I want to tell everybody. It's like you don't need to be everything to everybody. You don't want to be a master at everything. If you're working from your basement and your a Solo Prenuer, you aren't good at everything. Like quit acting like you are. Get good at one thing. Speaker 3:     08:26       Learn how to sell that one thing and go help one specific type of client and then once you start to grow, you build a team. Sure you can add more services. Right? But so many people, they're the Jack of all trades. Quote always comes to my mind, you know, Jack of all trades, master of none. You've got to specialize. I'm going to lose even though I'm a better marketer than you know, a majority of the roof guys out there. I could probably be, I could learn the roofing industry and about a week I'm going to lose nine times out of 10 to the roofing consultant, the roofing marketing agency, because they're speaking the language, you know, even though I can figure it out because I understand marketing at this point, like you've got to, you've got to specialize in a niche. The niche, like not only do you want a niche, you want to niche down even deeper, right? Speaker 3:     09:08       So if you're working with plastic surgeons, you want to work with rhinoplasty, you know, like it really, really specific and it makes it so much easier to sell those clients from a to z. It makes it easier to sell, it makes it easier to prospect, and it also makes it easier to duplicate and scale your advertising and what you're actually creating for the specific clients. Oh my gosh, I love that. I mean from one, it echos everything. Todd and expert secrets as far as basically starting off with the three markets and going down to a son and I didn't plan this. I don't know if we're talking about secrets on his trip to Chicago. I love it there. There's two bucks. And then here's the other one which was also recommended at click funnels of ethics. So, but I think that's real important and that is too often even people in the digital marketing agency, they find themselves in a red ocean and they're going, I'm, I can't make any money. Speaker 3:     09:57       And maybe that's. Maybe that's what it was for the first 10 months of Zeros is if you're fighting their red ocean, there's just no opportunity. No. So how in the world did you decide on whatever that long word was that ended in arthritis as your niche? So that's a great question. So what I did, and it's super important for anybody who's looking to actually start a local business agency, you've got to find industries that buy leads, right? So not only to have to find issue the bylines and pay money for advertising. So I started looking through newspapers. I started looking through mailers, listening to radio TV and I kind of stumbled upon it, you know, I didn't know that it was hyaluronic acid, I just saw that there was a lot of people who are advertising for knee pain injection. So I had to go look at it. Speaker 3:     10:37       I'm like, what is this, you know? And so I got drawn to that because one of my mentors always told me, he's like, if you want to find the best prospects, the industries that buy leads and go in there and work with them, you know, don't worry about competition, you know, don't worry about competition if they're, if they're advertising for that means there's money to be made, which means you need to be in that industry. Right? And then it's down once you get in. So I kind of lucked upon it honestly. Like, I mean, we really did, it came up and one of the first calls I heard this hyaluronic acid procedure and they said there was a big insurance coverage so it's easier to close the leads, Blah Blah. And then I was like, you know what, I'm going all in on that. And I decided to really hyper specific focus in on it and worked out all right, I'd say 10 months, seven figures, that's, that's an okay return. Speaker 3:     11:28       That's not too mad about it. But as, as you brought up before, you know, I spent the previous 10 months when I was trying to do something, you know, an agency or whatever. And I had no, I had no client Avatar that I was working towards. I had no specific niche, I wasn't specialized. I was everything to everybody. I actually went to BNI groups, chamber of commerce stuff and I was told no by like 200 business owners to my face. I was even trying to sell an seo package for $499 a month or so, a million years. And I couldn't sell that, you know? And it wasn't until we literally niched down and got super specialized that I was able to have conversations with the business owner and talk business owner, the business owner and help them with everything. And they're like, Holy Shit, a marketing company, companies never spoke to me like this before. Speaker 3:     12:16       They've never, you know, use this terminology and it's been so beneficial. And we still stay very specialized today. We don't even know we're doing 4 million this year. Um, we still don't. We don't play outside of our route. And as such, valuable advice, I hope everyone is listening to catching onto that. I actually made the mistake that you talked about where I was literally just thinking any business owner when I first started my agency, Gosh, 10 plus years ago, before facebook, I thought at that time basically anybody know if they had a business. They were a client. And I remember my very first client was an amish furniture store and then he had absolutely no money and I was trying as far as they possibly could to save this company. And bottom line is I lost a ton of money and they ended up declaring bankruptcy and that was the end of that marketing. Speaker 3:     13:04       And one of the biggest things for anybody who's listening, who's working with an agency, be very, very wary of anybody who is not currently spending money in marketing dollars because they still have to be able to close the leads. So we actually qualify the business owners, right? Like we need to make sure they're spending money, we need to make sure that they're actually have a sales process. They know their close rates, things of that nature. Because there's so many people when they're getting started. Like, oh my uncle owns a flower shop down the road, you know? And maybe we can say, and it's like you never want to be the savior for the company. You know, as you say, like you don't ever want to say that because then all of a sudden they're going to be a nightmare to you and they're going to be texting you at all hours of the night and it's going to keep you up at night. Speaker 3:     13:47       And it's just, it's not worth it for a $500, thousand dollars management fee, you know, go find people that are already spending money and show them how to spend that money better. That's what it's all about. And right now it's all about going after traditional advertising, right? I mean the newspaper, TV, radio costs are through the roof. I'm not saying you can't get an Roi on those. You can, but they're through the roof and most people don't do it properly. And I always use this example in, in my groups and people I talked to in Oklahoma City for one Sunday run one, one full page answer in the Sunday run in Oklahoma City, got $15,000. Imagine what we can do with a $15,000 budget on facebook where give people like a billion leads using using click funnels van. So go out to people who are spending money. That's one of the biggest things I would tell anybody. Oh Man, I seriously, I hope you guys who are listening and taking, if you're driving the car, you need to pull over and take notes on this one because what you just said I think is so credit to things I picked up there. One is you have to understand there is a language with every single industry and the better you are at speaking that language, the easier it is for you to close that type of a business Speaker 2:     14:51       owner. The other thing which I think is so valuable what you just said, nick, and that is you know what their cost is for advertisements outside of online marketing because if you know that you know what type of leads and how much they already spent it, they're spending 15 grand. I think it goes a long way in a facebook ad campaign, let alone you know what the Roi is typically there. I mean it's really easy to go in and say, so you're spending $15,000, how many leads do you get out of that? How many of those are you call? I mean, it just opens up. It's a totally different conversation. So nick, it's so cool for me to see, I love people who have immersed themselves in their business as deeply as you have. Congratulations. Speaker 5:     15:30       Absolutely man. Well, it's been a long struggle. You know, it's been a roller coaster to figure this stuff out and I, you know, I do. Speaker 2:     15:39       So these basically sitting in a hotel room in Chicago, upw just finished internet crashes because he's just dropping so many value bombs, internet, they could not keep up with nick. So, uh, do you remember where we were? If not, Speaker 5:     15:51       I don't, but I will say something about ut upw in, in Chicago, and I will say, I want to say to all the listeners, focus on your mind and focus on your psychology. It is the most important gift that you could ever give yourself in regards to life. Man. Aaron knew your son was over here is the coolest thing ever. I wish I could have met up with them. I wish I'd known ahead of time because it's so important because without the right psychology, without the right mindset, you can't get anywhere. Of course you're not going to sound anything. You're not going to be able to grow, so that's what I got on that upw, is that. Speaker 2:     16:22       I love it. Yeah. So my son Parker or my other son, Chandler and his wife ran were both there. So anyways, let's go back to where we were and that is you were talking about here as far as not being the savior for these companies and situations where so many people, when they think of the agency model, they think I'm going to go out and I'm going to just. I'm sure there's somebody will take, take my business and it kind of goes back to what you just said is about mindset. That is I think when a lot of people start off in the agency model, they don't understand the true value which they're able to bring and so they think I just have to get a client and whoever it is, it doesn't matter. So if you don't mind, kind of pick things up there and let's go from there. Speaker 5:     16:57       Yeah, absolutely. So one of my, one of my main mentors in life, he has something that I love to say. He's like, look, if you're an online marketer, stop hanging out with other online marketers, you guys, you guys don't charge enough, you know, he's like, go hang out with the big agencies because what we don't understand that the value we provide is so strong, especially in this day and age compared to what the big agencies do. I mean, I was just talking with one of my, one of my buddies who met me out here in Chicago and he is, I'm bidding for multimillion dollar yearly deal with a big agency. The big agencies like boosting posts. There's no direct response. There's no tracking, there's no anything. And that's a big agency they're doing because they don't know what to do. So we don't understand the value that we provide. And as I was saying earlier, like the biggest need for small businesses in America is new customers and that's what we provide. You know? And so many people are so scared to talk to people about that and go do it. So it's important to know your value. And there's a big paradox because a lot of times when people are getting started, they feel more comfortable with, you know, small management fees and small businesses. But what's crazy is those are the hardest ones. Those are the ones that suck the life out of you. Speaker 4:     18:06       Oh yes. Speaker 5:     18:08       They suck the life out of you. When you work with someone who's got a big budget and that all they care about is metrics. It's all much easier. It's much easier. So it's like this weird paradox going on because we're nervous or scared, whatever. And they end up being the worst and then they get a bad experience. They might give up too early. Because the other thing I want to mention, just not giving up. You've got it. If you want to build a life from your own, if you want to build a life, bottom line marketing, build an agency role, things like that, it's going to take some work. It's going to take some ups and downs, you know, so you've got to be able to put up with rejection. You've got to not give in when you know you're told no things of that nature and focus on bigger clients and I'm going to take it back to what I said earlier. Some clients that are already spending money, that's what you want to focus on that as the biggest key and it's specifically in in a traditional world because you can be radio, TV, newspaper, all day, everyday, online unfp that good doubt being, you know, Speaker 4:     19:03       so miles. What do you think? I've been doing most of the talking. I'm gonna let you die down on this stuff here. Okay, well I'm fine. Diamond in the last time I said something when I was starting to sweat, talking too much. No, I think nick, I have a question for you as far as you know, I think a lot of people out there when they get started, they're trying to figure out what they're doing, but then they also want to get that first one. I think that first one is it builds momentum. That's how. I know you said you spent 10. We've had advice for people just starting out. What would your advice be to them to really find that balance of really diving in deep research as much as they can, but also getting that win as quickly as possible? Speaker 5:     19:38       Yeah, absolutely, and I think this is a great question and the two things I would recommend, and I might catch some flack, there might be some people's and gurus out there who would disagree with me on this, but I think that, you know, coming from the clickfunnels community, Russell Brunson, I think it's important. Run a trial, get results immediately, do it, do it cheap and get results. Go find somebody, family, friend within your network, offer them $500, whatever it might be, to connect you with business owners. Run a trial, guys like, I mean, get some results because it helps you in so many ways. One, it helps you get results for the client. It helps you build confidence in your sales process and it can help you sell, right? And you want to get testimonial videos. One of the most important things we can have, the 2018 is testimonial videos to help us sell our stuff. Speaker 5:     20:19       So I immediately reached out to friends, family, whoever you've got in gold, get some results, like get results. Okay. You don't have to sell a $10,000 management fee up front with no results. Like that's hard. It's, I, I'll be honest, it's hard, you know. So go run a trial, do something like that. And then people overlook networking events and at what BNI is and chamber of commerce can do, you know, especially getting started now, it's not always good. I spent several months, it'd be an and lost a lot of money and didn't do anything. But with the right process, with the ability to generate, you know, to run trials, things like that. It can be huge. So utilize your family and friends at work and I think a lot of people are afraid of doing that because of the mlm model, because of multilevel marketing. They don't want to ask their friends, but you've got to remember that we, we don't, we're never gonna make money unless we actually bring an Roi to our client. So we should probably go all in on that. Right? You know, we should probably bet on ourselves, you know, if we're going to sell marketing, hopefully we can make our clients money, you know, so p, I people overlook that. So networking and then family and friends. The two biggest things that immediately you can get started with Speaker 2:     21:27       fantastic women. Take it to the next level and that is, you've talked about this opportunity where you went zero to seven figures in 10 months and now you basically 10 x in ideally within the next 20 to 24 months. So what are you and what are other businesses who are already at seven figures? How do they get to eight? Speaker 5:     21:44       Yeah, that's a great question. Systems and processes. It is the one thing that I completely overlook. I'm a sales guy on the type of guy who wants to go fast and break shit and sell things really, really hard. And I actually broke our agency at one point, like literally I sold 35 clients over a two month period. To give you an example, we did $275,000 revenue in one month. Two months later we did 100,000 because we lost 60 clients in $175,000 a month because our operations, our systems, our processes were not in place. So the only thing I'm focused on right now because I'm better sales process that you know I can sell stuff for sure all day long is becoming a business operator, a business owner, somebody who can help the people in front of me and my employees. I've got 18 employees now do what they're supposed to do because that is by far my biggest headache. Speaker 5:     22:36       And then on top of that, it is this, this concept of continually dialing in your x factor, what makes you different and how do you make it so that when you bring a client on, they cannot leave you if they leave you, their business is going to just fall out. So to give you an example of that, so we run ads, we built funnels, we do email marketing lots, but we started a call for it recently in order to schedule appointments and get people in the door. So we can take that off our clients' hands. That right there, that's our x factor, you know, and we've got some hiccups along the way, but that's what we're really working towards and it's gonna make it so that if the client wants to leave us, all new patients are going to stop. They're done. We own everything. We own the funnels, we own the ad accounts, we own everything. So continually dialing that teeth in and you see that in big businesses all across the world. You know, apple is a perfect example. You know, if I wanted to switch from an iphone to an Android, I lose all my contacts. I lose so much stuff, you know. So that's really the biggest operator and then continually being more valuable to your client Speaker 2:     23:37       man. Value bombs left and right. Okay. Real quick, I'm going to. I'm reading this book right now. It's called play bigger. You haven't read it. You got to get this one. Speaker 5:     23:47       I have not read it. I'll pick it up right now. Speaker 4:     23:50       Honestly, it's, it's all about becoming a category king. It's been a game changer for me. I honestly, it is the best book I've ever read, uh, especially for where we are right now. Who is the author on that play bigger? The book is play bigger and the, there's four different authors a l ramp, Ramadan, Dave Peterson, Christopher lochhead and Kevin Maney. Speaker 5:     24:14       Okay, perfect. Yep. I'm going to get it right now. And one thing on books, Jessica W, we bring that up and you guys saw that I had two books literally with you right now. The more you learn, the more you earn. Okay. Do not use an excuse to not take action, but you must study constantly. One of the biggest things that I feel has been one of the biggest reasons why we've been able to get to kind of explode on the scene is I'm obsessive about getting better. I'm obsessing about learning. I read 100, a hundred books a year in and listened to hours and hours, dozens, hundreds of hours of training and continually getting better. And I've spent over a $100,000 out of my own pocket out of my own pocket and the last 18 months on mentorship and training courses. It is so important. The Roi you get on that is just indescribable and so many people think that learning ends once they're done with school or college or whatever and no wonder they don't actually have a big victory in life. Most people stay in the same spot. Go learn something. You can separate yourself from the field because most people are lazy. They really are. Speaker 4:     25:16       I teach my kids. The only thing I ever cared about is that they love to learn. I don't care what they do, but you have to love to learn. Well, Nick, I know you've got a ton of things going on. You've been so valuable to us and having you here. Any parting words from you? Miles literally unreal, like I can't wait to this episode drops so I can listen to it a couple times because Speaker 5:     25:33       just Speaker 4:     25:34       value bombs, gold nuggets in hopefully a lot of people will listen to this and take it to heart like you know, net net worth is in the network. The more you learn, the more you earn and really immerse yourself into anything that you have a passion for that you want to turn into kind of a career or an lifestyle. So nick was awesome, man. Speaker 5:     25:53       The only thing I want to leave with one more thing for anybody listening because I think everybody needs to hear this. This is not an easy journey. If we're literally trying to build a life of our own on our own terms as most of us here in the clickfunnels community do, it takes work. Okay? It's scary. It's scary to reach out to the business owner. It's scary to do certain things, but what scares me the most is working till I'm 65 years old and you know, maybe having a couple of years of my life while on my own terms. Right? That should scare you a hell of a lot more than reaching out to a business owner or starting your own business or are betting on yourself. Right? So I just want to give everyone a vote of confidence. You can do this. Anybody can do it. The people who are doing it are no better than you, they just are taking action that you're not willing to take, so get out there, take some action, bet on yourself, burned Speaker 2:     26:44       the boats and make it happen. That's all I got. Well, one last thing is I know I'm going to get hammered and if I don't tell it right now, people are going to be asking how do I get a hold of nick? So if you want to get a hold of nick is going to be at seven figure crusader nation. This is the facebook page, so go to facebook, look up, look up seven figure crusader, spelled with a k, k, r, u, s a, d, e r, so seven figure crusader nation. You can hook up with all his value bombs. Just drop here. He's doing them out there as well. Any other places that they should reach out to you yet? Nah, man. That's the best place. We got a facebook group, super active. I'm dropping all kinds of free stuff because this is a passion for me. Like I mean there's too many people are unhappy with their lives. What they're currently doing, let's raise everybody up. There's no competition in my eyes. Everybody. There's so much business out there. Let's go help other businesses makes more money. Let's utilize like funnels. Let's build some agencies and let's live life on our own terms for once. Let's go against everything that society taught us to believe and let's make it happen. I love it. Thank you so much nick. Enjoy your time in Chicago. We'll talk real soon, but you're got it. Thanks guys. Speaker 6:     27:47       Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few hundred thousand dollars so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time, if there's a topic, there's something you'd like me to share or someone you'd like me to interview, I only just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as at the you'd like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Boom, what's going on everyone? This is Steve Larsen. This is Sales Funnel Radio, and today I'm gonna talk about my greatest asset and my college transcript.   What's up, guys? Hey, today's a little bit different.   First off, I wanna apologize. The last few episodes that went out, we found out the mic on the camera was busted, and so that's kinda why they sounded a little bit weird.   Thankfully my super-ninja sound dude was able to take out a lot of the stuff, but we apologize for that. He's the man. You guys'll all get to meet him another time when we all feature our content team again.   But, what I wanted to do, this episode's a little bit different, and you'll notice it's a little bit longer, but what I wanted to do is...    I did a Facebook Live to my group, and it's a little long but the lessons are huge, and it frankly is how I went from completely failing out of college; I had no idea how to learn. Did not know, right? I really didn't know how to learn. Even into my early 20s, I had to figure out how to learn.   In fact, the first thing I show you is my college transcript  - you'll see the huge difference between when I learned how to learn, and when I had no idea how to learn. And how that's blessed me in my life and frankly, everything else that I do.   Anyway, so it's a little bit of a different episode. We're going to cut over to it now. It's the recording from me in my group The Science of Selling Online. And so, we're going to cut straight over to that.   If you have any questions or whatever, please reach out.   The group itself had a great discussion about it afterward, and by the time I was done over 900 people had already watched it. And then a few hours later it was 1500.  It's been really, really cool.   There's some real talk, please go in with some thick skin. If you are easily offended, maybe don't watch this one. But anyway, let's cut over to it now and I'll see you in that episode.   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.   Hey, I just want to share with you guys probably one of the most important assets that I've ever created. It's something that took me, probably, two years to develop. Um, of actively trying to do it, okay? And I want to show you this real quick though, hold on, let me; just pulling it up right here so you guys can see it.   I want to walk you through what I've done and why it means so much to me. And frankly, I know it's one of the major reasons why I am where I am right now. And it's because the lesson was so painful, okay? So let me share this with you guys...   Alright. Okay, check this out. I went through, and I found my college transcript. It's not like anyone has asked me for it, ever. Russell certainly didn't care. But I'm glad for what it taught me.   I'll never, ever regret going to college. Although, I you don't learn how to learn. You don't learn how to make money in college, right? But I'm glad I went.   Check this out. I'm gonna show you my transcript, okay? And I'm going to show you something. This is funny...   I graduated from college when I was 28. Right, and it's because I did like a two-year mission for my church; I took, frankly, a year and a half off. This was before I knew what I wanted to do. Before I tried enough things to know what I wanted to do. Right?   I took a couple of semesters for army stuff. You know, going to basic training and a whole bunch of things.  So it was a long time, okay? Much longer than normal people usually take to get through college, but I mean I had a family. We had kids; we had a different scenario and everything.   Anyway, check this out. Okay, I'm going to show you my transcript. No one laugh, but totally feel free to because I'm going to.   Let me make sure you guys can see this. Look at that first semester right there. D plus, A, F, F, F, F. That's the first semester. Okay, check that out.   I got an A in Apartment Leadership because it was a two-hour thing. I just sat down and did it one day, when I realized how screwed I was at the end of the semester. My GPA was literally .00017, okay?   I had no idea how to learn. I actually got kicked out of college. I got kicked out - and frankly, you have to go to class to stay in it. That's kinda funny.  I kinda stopped going to class about halfway through. But the issue was; I didn't know how to learn. Okay?   I had no idea how to learn, I didn't know the process it. I  barely graduated high school, okay. I'm not just saying that; I got straight D's in science every semester; in math, every semester; in English. I certainly did in foreign languages. Spanish, straight Ds.  And half of it was just because I didn't know how to learn. Right?   I was always interested, and at parent-teacher conferences, it would be like, "Your son seems really, really interested in this, he just hasn't applied himself." And that's what they said every freaking parent-teacher conference - from when I was in the fourth grade all the way through! Until I finally went to college and removed my parents from the notifications list for the school. I didn't know how to learn.   The thing that I went and I figured out was, "how to learn." So  I thought it would be kinda cool to share my process for learning with you. Cause there's a process, and it's active.   Let me share with you guys the difference though... So I ended up having to apply for college again four years later. Okay, four years later, I went and said, "let's go finish this thing; I gotta figure out how to do this."   I did not learn how to make money in college. I did not learn how to be a marketer, even though I have a marketing degree - which is really funny. I didn't learn how to do any of that stuff in college. It was all my own side hustles going on, you know. I had actual clients going on, on the side.   But anyways, let me show you this. Okay, check this out. Alright, so that's the semester that I got kicked out, okay?   Then check out that row right there. A, B, A, A, A, A, A, A, B. A, A, A, A, A, A. B, B, B, A, A, A, A, A. A, A, A, A, A. I didn't get a single C the rest of the four and a half years that I was in college. Straight A's, a few B's here and there. Ended up with a 3.83.818, okay? That's crazy, that's crazy. And the difference was that I learned how to learn.   This was such a powerful lesson to me.  I remember where I was. I was over on the east coast, living in North Carolina.  I was on a mission, and I started learning how to learn.   I completely believe that God had every bit to do with it, okay? For some reason, kinda opened and expanded my noggin. But this is what I learned. This is the process that I learned. This is literally what I go through to learn.   It's no different, no different than what made me able to sit next to Russell in Build Funnels forum. It's no different, the exact same process.   In fact, even when I was sitting next to Russell, and he'd say, "Steven, go figure out how to hook up deadline funnel. Steven, go figure out how to do this. You got two hours to learn this whole software and integrate it into this funnel, go." Same process, okay, same process.   In fact, most of the time when I am coaching - I've brought 1600 people through this process now. Many of them became millionaires. Many became hundred-thousandaires, and lots of people made money for the first time in their entire life. It was by applying this process.   If I was sitting in Quantitative Marketing Research; blah, blah, right? I hate that, like; oh my gosh, that's terrible, right? I hated that stuff. Accounting!!! If you guys like that stuff, that's great. I don't, I'm not good at that.   In fact, my first major was CIT, blah. Coding? I'm not good at that, I hate coding okay? I do not know how to do it, I understand pieces of it, but my brain doesn't work that way. It doesn't work that way. And so, I had to learn how to learn.   The stats all say that every CEO is reading a book a week, at least, right. You gotta learn how to learn. And you gotta do it at speed, right? And that, if you guys go to; I'm not promoting or anything, but if you go to doublemyreading.com - it's the worlds fastest reader...   Every year Russell goes and does a promo with him.  He's got a course, it'll more than double your reading speed. If it only doubles, he gets mad about it.   I got to meet him. He read Expert's Secrets in five minutes. It was the craziest thing, I sat right in front of him, and I watched him. And then he had an in-depth conversation for an hour with Russell about all the details inside.   There's so much information around, the first thing you can do is be really picky on what you consume.   Stop listening to every podcast show that's out there. Choose the top two or three guys and go deep with them.   Stop reading every book. Choose the one or two topics that you want to get really good at in your lifetime, and that's it. Only do those things. Don't worry about the others, you're not going to get good at them anyway.   The first thing you can do is do what Tim Ferris teaches, and have a low-information diet, okay? And then you go deep on that thing.   I prided myself for a long time for being a Renaissance man. I could do ad copy, I could do the actual ad. I could do the actual funnel, I could set up the integrations. I could do the actual video, I could do sound editing. I could do all of it! And I was a one-man show and, frankly, for a while before you build a team, that's a great way to go so you know at least who to hire and who's good.   But after a while, stop learning everything. Okay? Cut it out. It's what's killing you. You just dive deep on just one or two experts that you really, really like. And you study 'em for years. That's the reason why Clickfunnels is literally three miles away in that direction, right over there. It's three miles away. Even though I was next to The Man that long, he is the silo that I have determined to learn and study from long term. I'm never not going to study deeply from him.   When I find out there's something that he is just freaking out about, and is super excited about. I read the same book. When I find out there's something; I still do it! Even though I had a massive brain dump just sitting next to the guy.   Anyways, what I want to do real quick is; I wanted to share with you the process...   The very first step, if I needed to go learn something that I didn't want to learn; I had to find a way to become curious about it. I had to become curious. I had to seek information, okay?   I looked at all the guys who were in my marketing classes, who were in my entrepreneurial class. Pretty much 99% of them were not doing a dang thing outside that class to learn on their own.   They literally surrendered all, all learning, All Learning, ALL LEARNING - to the teacher! That's crap! Don't do that! Okay, don't do that! You should be going and just getting extra little pieces done by that teacher.   If I'm coaching somebody (or somebody is in some program of mine), and they leave every single step up to me, I know they will fail. I'm that strong about it. If they have no drive,  if they do not learn on their own, if they've never opened up freaking Google or YouTube and typed in, "how do I _____ ____? I know they're not going to make it. Bar none! Done, right there - gone. Will not make it. Will not make money because they have zero drive.   Look, all these things that we're teaching you guys. Everything that we do is a formula. It will get you to the 90%. Okay? It will shortcut, save years of your life, Tens of thousands of dollars of you testing on your own. But that last 10% is up to the athlete. Right? It's up to you, right?   It's up to you; "Hey, this is how you do an econ funnel." Sweet, but I'm not going to go make an econ funnel specific to your exact product. So there's gonna be that last little 10%.   You'll make money during the 90%. You'll figure out how to be successful doing the 90%, or get leads doing that 90%, but it's that last 10%!   For the guys who can't stay up a few extra hours; who can't get up a few extra hours -  who can't and won't do it on their own... They surrender all of their learning to another person and say well, "But Steven didn't teach me how to do it with my product." Bullcrap! Not my fault. Not my fault, okay!   I realized when I sat down in college that people were literally leaving all responsibility for learning up to the teacher. That's when I realized; oh crap, it's actually freaking easy for me to be apart from everybody else.   That's the beauty of it guys. Study for an hour on your own. No one telling you to do it.  I'm preaching to the choir for a lot of guys on here right now. I know I am, but let me keep ranting, okay?   If you do just a little bit extra; in only a year's time... Six months guys! Six months from the time I built my first successful funnel was when I met Russell and got a job offer from him. Six months! It's because I dove deep.   Step number one, you've got to be self-sustaining. You've got to be diving deep, you have to be curious.   If there was something that I needed to go learn, I found a way to be curious about it. You must be curious. You must learn for the sake of wanting to do so. Reading is not enough, okay? Which leads me to step two.   As I was learning,  (and this was weird, okay), but I did this actively in college...   When there was a subject that I did not want to learn, you can see, I almost got straight A's. I got a 3.18 the rest of college after that. From straight F's? Right? I just showed my transcript to ya. What did I do?   One of my tricks was that I always "learned for two." That's the phrase I always say inside my head." I'm gonna learn for two, I'm gonna learn for two, I'm gonna learn for two." Meaning: As I'm learning something, one of the easiest ways for it to sink inside of my head; whether it has to do with funnels, right; or a script strategy...   Right now,  I am actually in funnel script.  I'm building out the webinar for funnel builder secrets to go do with all these cool JV's with Russell. Super cool, cool stuff. So anyways, that's what I'm doing right now. But, I'm learning for two...   Every time I watched Russell - even before I met him in person; before he ever knew who I was - I always learned for two.   Let's say there was some topic which I didn't want to learn it. I would sit back, and I would go: "How would I teach this to somebody else?"   I'm 100% convinced the reason I have this status right now is because of that principle.   It was weird guys; I would sit back, and I would say to myself: How would I teach this to somebody else?  For some reason I always imagined myself teaching it onstage. I don't know why but I always did.   I felt a little weird, little conceited even, doing that. And this became the basis for me to begin to publish - even though I didn't want to. Because in my head I'd future-paced myself enough times. Id think, "How would I say this onstage?" If I was gonna teach this; how would I simplify it? How would I draw in a picture so they can understand?   I'm not trying to sound super smart. I'm trying to sound "simple" - because it's actionable.   One of my favorite quotes... You know I'm starting my quote wall again, which I'm really excited about. I think it's that one right there. It says, "The purposeful destruction of information is the essence of intelligence." Okay?   I'm not trying to sound all smart and crap. I'm a "geek out," guys. We go some deep concepts for marketing, right? The different psychology and ask, "what's actually going on in the noggin?" If you guys followed me in affiliate outrage, then you saw me do that a little bit while I've been building it.   So step number one is; be curious, seek. You've got to be able to deep-dive without anybody telling you to do so. Freak out over it, obsess over it. Be unreasonable over the amount of information you're consuming on it, okay?   I have mastered this to such a level that I feel like already that I could teach a master class on any subject if you gave me two weeks. I just dive, dive, dive, dive, dive.  You will be ahead of so many people, it's ridiculous.   So that's step number one, okay. You have got to deep dive. Find a way to be interested. Find a way to be curious. Seek, seek, seek, seek, seek actively.   Number two is, "learn for two." And more specifically, you need to learn how to document what you're learning, okay? Write it down, I don't always write stuff down.   I used to write a lot of stuff down, which is why I showed you guys my funnel journal. Which is a previous Facebook Live.   If you haven't seen that one. I showed you my funnel journal and everything I was learning. I just showed Russell like two days ago, and he's freaking out about it. Which is awesome. It'll be on a Funnel Hacker TV episode soon, which is cool, cause he was really impressed by it. But that's how I used to do it.   Other ways I would document, though;  let's say there was a subject I didn't want to go learn. I actively would find somebody after class, I didn't care who it was. There were strangers I did this to many times.   I would walk up to 'em, and we'd be getting on an elevator or something like that. And I'd be like, "Hey, this is gonna be weird, but can I just tell you what I learned in this last class?" And they'd be like, "Yeah, I guess." And I'd be like, "Cool! This is what I learned, isn't that interesting?" They'd be like, "Yeah, that is interesting."   I would go back home, and I would teach my wife for that purpose, guys. It was an active thing that I would be doing. I would take that piece back, and I would go and tell it. I would teach it to my wife so that it sank in my brain. If you can teach it, you know it.   Those are really the two steps, okay?   Now the way you teach it matters. You know what's funny is with Sales Funnel Radio; do you guys watch Sales Funnel Radio at all? I don't know if you guys watch it at all. Sales Funnel Radio is freaking amazing. Love the group. Hey thanks, Adam, I love the group too. Sales Funnel Radio is epic.   What's interesting about Sales Funnel Radio is everybody just wants the nuggets. Okay, they want the nuggets. It's funny cause I was totally surveying people and this is what they say.  It's funny, they'll tell me things like, "Steven this is a really good point, I wish you just got straight to the lesson though." And I'll be like, "Oh, interesting!"   So at the beginning, when I was first doing Sales Funnel Radio, you can hear a few episodes where I did that.  It was pretty straight tactics. Straight to the point, right to the nugget. And you know what's funny about that? Nobody ever remembered it. No one remembered the nugget. Nobody applied it. It didn't mean anything to them. After two episodes, I stopped. I was like, crap, that didn't work.   They want the nugget, but if I go straight to the nugget, no one remembers it. And frankly, you won't remember it either. And so you have to wrap your nuggets in stories. Okay? You have to wrap the golden nuggets in stories. That's how people learn, it's how what sticks in the brain.   It's what also assigns the value to the nugget. Alright? It's what gets people to go, "Oh my gosh, that was so cool!" It only happens when I wrap things in story. When I do 80% story, 20% nugget. So watch what I'm doing in those episodes. Okay, and again; 80% story, 20% nugget. When I do it that way, they're like, "Oh my gosh, that was such a sick episode!"   When I go straight tactical, and it truly is stuff that I would charge a grand for at an event to go teach. They're like, "Hey, that was cool!" And then I never hear about it again. When there is a story though, there's an emotional response that people will remember forever. So what does this have to do with anything?   So again, here are the steps. Number one: you've gotta be able to dive deep and be a self-solver when it comes to your education.   I hate it, hate it when people reach out to me and they're like, "How do I add a new funnel?" I'm like, "Freaking A! Did you even google it?!" I get so mad about it. Are you serious? Google it!! Right!   Did you do anything on your own to solve that question on your own? No! Therefore, I'm not even gonna help! That's my response to it, and I get pretty animated about it, which you just saw.   When people reach out, and they're like, "Oh my gosh, Steven, how do I write a Seinfeld series?" "Did you even google it?!" Right? "Did you look at Dot Com Secrets? Did you read the scripts? Did you even YouTube?" Someone already has the answer.   I have a YouTube education. No one taught me how to do what I'm doing. No one taught me, okay? My very first education was a YouTube education.   For a long time, I would go, and I would get these people to say yes to me.  I would turn around, I'd say, "Look, I know you don't know what these funnels are, and in fact, I actually don't know how to build half the stuff myself." I wouldn't say that. I'd say, "Do you want me to go rebuild your website?" And they'd say, "Sure."   All I knew was that there was a guy out there, somewhere in the ether, who had some little tutorial on how to build a website in WordPress. And I would say, "Sweet!" And I would dedicate two days; guys, I'm not joking.  I would say, "Yes, I'll go do it!" What I was really saying was: "Let me go figure it out."   I would grab whatever asset I found on YouTube; I would go grab 'how to build a website' and I'd have that on one screen. I'd do it in the library, guys. I didn't even have a computer sometimes.   One of the things that I would do is I'd say "yes" to people. And I would be like, oh man, I just said yes to filming that guy's thing; I don't even have filming software. You know, editing software. Oh cool, libraries do. And I would go edit everything in a library.   Or I'd say,  "You want me to come to your event and film a thing? Yeah, I could totally do that!"   I didn't know what I was doing for a while. I was in my age of exploration. I was just learning crap, okay? I was doing it on purpose. Just saying yes to stuff and figuring it out as I went.   Build a parachute as you're falling. Funny enough, the ground never comes, okay.   So I went out, and I would go, and I would say things like, "Hey, let me say yes to you on that and then let me deliver it to you in about two weeks." And I would literally just go and grab, I would just go and grab a tutorial and press play for 15 seconds and do what the dude did over on WordPress before Clickfunnels existed.   When Clickfunnels came out, I did the exact same thing in Clickfunnels. Guys, I probably read every support document that they ever had out. It's not a joke.   Two to three times a day, I would be reaching out to support asking questions. I was "THAT GUY!"  I knew that, and I was fine with that. But I was that 'oh crap, it's this guy again.'   That's how they knew who I was when I actually showed up to a Funnel Hacking Live event. That's why I got five job offers by the time I actually got there. They knew who I was because I was dedicated to educating myself. I was a self-solver.   This topic for me drives me nuts. I absolutely hate it. When people come, and they say things like, "But Steven, I just don't know how to find a product to sell." Google it! Right? It's like right there! There's so much information! Google it! Right! Are ya feeling me?   I know I'm totally preaching to the choir here. You guys are all; you're in a group called Science of Selling Online, right? This is like me going deep in innermost thoughts of my noggin, okay? But I'm trying to help everyone see like, nothing is stopping you!   It is not a matter of "how do I?" anymore. How does this happen? How do I do that? Is this what-- Is this how this works? Is this how I do this over here? It's not a matter of that anymore! Freaking YouTube and Google are amazing! Just go there! And do it! That's why I get so frustrated about it.   When I'm in a course for someone. Or there's like this little tiny contingency that only matters for the smallest little deep, darkest corner of their very scenario -that happens on a Tuesday, after a full moon... And I'm like, oh are you kidding? Just go google it.   I'm freaking just yelling right now. And I know, and I totally get that. But it's because it's a passionate thing for me. I just showed you my college transcript. I failed my entire first semester. They kicked me out, I literally had to reapply for college. What I learned in that scenario, was how to learn.   How to learn is never on anybody else's shoulder. If you don't know how to do anything it is nobody else's fault; it's no one else's fault - BECAUSE Google exists! YouTube exists! Guys like me, who are willing to teach you, exist! The 80 20 principle totally applies.   When I was doing 2 Comma Club coaching, and I was the only coach, there were 600 students. I was the only coach for a full year. How did I do it? You wanna know the honest truth? It's because the 80 20 rule still applied, and 20% of the 600 weren't even doing anything. Okay? You getting info is not what gets you results.   If you go out and you start saying things like... (I know you guys don't do this, okay), this is my rant to the world as if everyone can hear it. I should stand on my roof and yell, "Do crap! Just look it up! The answer is already there."   It has nothing to do with 'how do I?' anymore! How do I "X"? How do I "Z"? (I forgot "Y") How do I "X" ?; How do I "Y"? How do I "Z"?  "How do I one, two and three?" That's no longer the issue. The issue is always: Have you taken the freaking time to answer it on your own? Are you in a group? Are you in a course? Did you pay the dude who's taken a lot of time of his life to learn it some money so that he can show you how to short-cut it? Have you done those things?   If you do that, and you actually get in those courses. And you do it, and you apply it; that's like half the freaking battle. Just being where you're supposed to be when you're supposed to be there.   In the army, there was a phrase; "You guys wanna know how you're not gonna get jacked up in this life? And you wanna know how you're gonna stay the course? It's simple; Be where you're supposed to be, when you're supposed to be there, in the uniform you're supposed to be in." And that's all they would say.   If you're supposed to be up at a certain time studying your craft, be up! If you're supposed to stay up late; be up! If you're like, "I don't know how to do this," make it your number one thing that day to figure it out. That is why I sat next to Russell Brunson. I am a self-solver, I am a self-teacher. God had everything to do with it.   When I asked him, "Will you please help me learn this because I'm kind of an idiot right now." Right, and I failed out that first semester of college, he helped, okay? And when I went out, and I said, "Look, I'm going to try and be curious about this." Rather than my attitude of like, "ugh I've got to learn freaking dream 100 again?," (Which is what I know people say), I was like, "Cool. How can I be curious about this? How can I seek the knowledge? How can I seek information and how can I get myself results? How can I self-solve and self-teach?"   There's no one else who's to blame except for myself if I don't learn this. Even the expert, even the guy teaching it. It's not his fault, it's always mine, okay? For my successes and my failures, never the expert's fault.   Number two, what I was saying is that you have to build a document somehow. I always follow the adage of "learn for two." Meaning, how am I going to go teach it? Either on a podcast or by writing somewhere? Am I gonna teach some random person on the street? Which I was doing to a hair-cut lady the other day as she was cutting my hair. She had a really terrible attitude about trying new things in life. Okay, anyway... You feeling me?   I don't care if the internet was to blow up; I'd be totally fine. Because I've learned how to learn. Does that make sense?   There's been a few times in my life;  a few projects that I've been on... This was true if it was a school project or a business project... Where if something changed the way we were running the business. And somebody started getting, "Ah, who moved my cheese? Ah, wait, am I gonna be taken along in that ride? Where am I gonna get mine?" It was always because they weren't a self-solver.   They always had the attitude of like, "Is, is this guy gonna remember; am I gonna be remembered? I'm gonna die in a gutter, blahhh!" And they would start saying that kinda crap, and you could see it. Their attitude would go that way, and they'd get a little more cut-throat. And we'd be like, "Dude, relax! We're still like fleshing out this thing. First of all, yes; you're still gonna be cut in this thing, it's okay."   I'm not gonna name a very specific project I'm thinking of, but it was always because someone didn't know how to learn on their own. They had no idea how to learn on their own. They had no idea how to self-solve. They had no idea.   There was a challenge that I used to run in the 2 Comma Club group called "The Self-solver Challenge." It's funny that I called it The Self-solver Challenge - all they had to do was just do the things I was teaching them. It was so ridiculous how many people wouldn't even do that. I'm like, "Are you committed to this?"   It's almost like Bourne Supremacy, you remember the Bourne movies, the Bourne Supremacy? "Will you commit to this program?",  Maybe a vague movie reference, I don't know? But I'm obsessed with Bourne movies. That's all I was asking for; "just freaking commit to it." And if they went and did what they were supposed to do in the program, I would go and do this special critique with them, or something like that.   There are two lies with this game. Especially in the info-product game. The first lie is that most of us start to confuse action with achievement...   Sorry, my hands shaky, I'm yelling too much...     If you're learning things, that's great. But if you're not learning with the intent to solve a problem, that's a distraction, right? It's the reason why I have so many books on my shelves that I haven't read. I have no reason to learn what's in those books right now.   People are like, "But you're supposed to read a book a week." Alright, maybe the equivalent of that I'm learning through listening to a ton of podcasts and a few other things that I do. I'm still learning like an animal. But I'm learning with intent.   This is how the game works...  I don't see beginning to end, and it's the reason why most people don't get started. What happens is they sit back, and they go, "Steven, I see how this funnel game could work," right? And some of you guys have said that "I get it, I get it."   These are like the two lies, okay. This is the first lie; the lie is that someone says, "I must see from beginning to end to get started in this game," but this is always a false belief.   I know this by taking 1600 people through this process. 1600, okay, I think it's more than that now. I think we're nearing 1700. The door is about to open for more, I'm really excited...   See, I teach people how to do for themselves the very things I'm teaching them how to do to their customers. I say, "What are your false beliefs about this very process I'm about to take you through?" And I, one of those beliefs is always, "Steven, I can't see the whole path."   Engineers and designers are always the worst because they want to see beginning to end before they ever start a project. They're always the worst.   Every time I'm gonna go teach on stage, I always look and see who the engineers are. If I know who the engineer is, I'm like, "Crap, there's the logic person who needs to see every step before they'll do anything." There's nothing wrong with that, it's a different skill set, just be aware of it   I'll sit back, and I'll say, "Okay, wait a second, that's not how it works. We see the peak! I always see the peak. I know exactly where I want to drive the ship. You all do, too. I want this kind of thing; I want this success. I want this kind of outcome; I want this kind of life. This kind of revenue or profit or whatever it is. We all know, right, you guys know what your peak is.   The reason I found that most people don't get started, and the reason that I found that most people who were taking time was because they could see the two or three steps in front of them but there was this area that was totally dark. No lights on, completely black. And they're like, "Ugh, okay, I see how to build the funnel, but I don't know how to get traffic?' And I'm like, "What!?" Month two hasn't even happened! Right? That's not how the game works! That's not how the game works!   There's as much faith in it as in anything else. You sit down, you say, "I'm going for that peak." You look down, and you say, "I see the one step in front of me, and number two, number three. I don't even really see number four." I don't even see number four in my own business. I see the peak, and I know the major milestones to get there, but in-between it's completely, completely dark. It's totally black, I have no idea what's there. No idea, no idea.   If you're nervous about solving problems in entrepreneurship, like get used to it, or learn to love it because that's all it is. So all you have to focus on is step number one.   Don't worry about step number three until you've taken step number two. So many people are trying to put every little asset, every little thing in place. All these little pieces; "I'm not gonna be a good speaker. I'm not good at the funnel building. How does the offer go? How does this happen?" And they're like, "Oh my gosh."   Just start moving, and take step one. Don't worry about step two until it's completely there. You take it slow, and your speed increases over time. But you put that foot out, right there. You just put the foot out, and you place your foot as perfectly as your foot can be placed. Then you start to put a little weight on it. Lift up that back foot and get ready for step number two. And you hold it above, and you place that step as perfectly as it can be placed. And then the next one, and the next one. And you know what's funny is when you take the first step, a new third step always appears and begins to become visible.   The issue happens when people get distracted by it. "But how do I bill an affiliate product?" Man, you don't even have a product, who cares? And, "What's my affiliate program gonna be? I haven't set up backpack yet." You're not even selling your normal products on your own anyway, who cares?   Don't even worry about it until you get there. Don't even worry about it. Right, boom boom boom boom boom boom boom. That's like the first lie of the info-product, actually entrepreneurship game in general. Well, the first lie that people believe is, "Oh my gosh, I gotta know all these steps, I gotta know all these things. I'm not gonna be successful unless I do. I'm don't see from beginning to end." Okay, no one does, nobody does.   You guys know when we actually started the funnel for this book? Two days before the launch. Okay, that's some scary crap. I would not encourage you to do that. Okay, it's some scary crap, and we had a very pro team pulling it off, okay? But what I'm saying is execution is what matters. Done is the new perfect. Stop needing to see beginning to end, stop needing to be perfect.   Most of the time it's just a pride thing that the person is experiencing. "I'm gonna look like an idiot if this fails!" You mean when. When it fails - it will. Just get over it. When it fails, okay.   But because so many people are so scared to take action, if you just take a little, you're already ahead of 80% of humanity. Okay, that's why I can stay ahead. That's why I'm doing it the way I am. I already know it's not gonna be perfect. Right?   That's the way I started treating my learning. I didn't need to learn every little piece of detail.  I dove deep with it, right, I dove deep with it. I found step number one, just as I was talking about. Step number one. How can I be curious about what I'm learning? How can I dive deeply?   Then number two: How can I teach for two? I mean: How can I learn for two - so I can turn around and teach it to somebody else? Somehow document it. Somehow go around and turn around and be like, "Check it out, this is how it happens!"   Okay, anyway. There's some real talk there. Oh, that was lie number one. Lie number two is that "when I purchase something the problem is solved." That's the other lie that people believe.   How many you guys bought a treadmill and never used it? That's a perfect example. We've all done that. I'm not poking fingers. We've all done that, every one of us. That's fine, okay? But you have to buy with intent.   I buy stuff to funnel-hack it or to use it. There are times where stuff sits around. I'm totally guilty of that as well. That's the second lie of this game that people believe. When I go purchase something, it scratches the itch. And therefore I'll be successful, and we begin to confuse action with achievement.   So just to recap, cause I just said a butt-load of stuff and that was way longer than expected and I went into things that I wasn't planning to. That was gonna be like a five-minute little thing.   Number one, right? I showed you my college transcript. I literally failed out of college. I had to learn how to learn. I had to literally reapply, they kicked me out. Like, for real, okay?   Four years later, I went back in, I learned how to learn. Got pretty much straight A's, graduated with a 3.8 the rest of college. And then, then what I started learning, right.   The big difference between a straight A's and me failing out of college, which totally applied to me everything funnel-building-wise. And which is why I am completely convinced is why I'm doing what I'm doing now, right. In college, I learned how to learn, okay? I asked God for help, I learned how to learn.   I turned around, and I figured out how to get curious about things that I needed to learn but didn't want to. "How can I get curious about this? How can I seek, how can I ask for help? Who has the biggest cheese? Who can I go run after? Who's that person who that'll take me in to shortcut as much of the process as possible?"   Number two, I always learned with the intent to teach somebody else. I learned for two; learn for two; "learn for two, learn for two." It's like this constant thing that's going on in my head.  There have been awkward moments where I walk up to random people and say, "Look, I know you don't know who I am, this is gonna be weird, but I want to teach you what I just learned, so I remember it, is that cool?" Sometimes I would just tell them anyway. That was weird, a few times. But it worked   When I started funnel building  - the exact same thing, right!   The fastest time I ever built a funnel was in 11 minutes. I walked out of a 2 Comma Club coaching event.  Russell goes, "Dude, oh my gosh, good! You're out. This thing's launching in 11 minutes. Can you put it out?" I was like, "What?! Oh my gosh!" Right, whew! Right, say 'yes,' build the parachute while you're falling, funny enough the ground doesn't even come.   And then the two lies, right? Lie number one is that when I start anything, I believe I need to see beginning and end to be successful. That is a lie. That is not true. Nobody ever does. Get used to it.   Step two should never even be thought about until you've put a step in step one. I'm not talking about thoughtful planning. I'm talking about just executing and getting crap done.   The other lie is that when we purchase something we believe that the problem is solved. Like buying a treadmill and it just sits there, or buying into a member's area; we never do anything with.   The 80 20 principle sadly applies to everything that I've ever sold, ever. 20% of people do stuff with it. The other 80% will not. Some of them will come in, and they do stuff, and they get what they need from it. Or they'll funnel hack me, which is fine, too.   Guys, hopefully, this has been helpful. That was a lot, you guys commented like crazy. I haven't even read any of them. But that's my greatest asset. That's why I believe if something was to go to crap, it'd be fine. Because; let's say the internet exploded. I'm probably going to go into real estate, and I'm going to spend two weeks learning all the strategies and who has the biggest cheese, right? Who has the biggest cheese? Sausage number one, in the real estate game! And then I would go, and I would dive deep with them and do exactly what they said, right.   I'd find a Mr. Miyagi, which is why I have this thing. "Little Mr. Miyagi bobble-head," I gave one to Russell. I was like, "Dude, you're my Mr. Miyagi." You tell me to do things I don't want to do a lot of times, but when I do, money comes in. So that's why I do it.   It's not about what you think. Sometimes you think too much, sometimes you feel way too much.   (COMMENT FROM PEOPLE WATCHING STEPHEN LIVE ON FACEBOOK:)   Javier said, "Did you get kicked out for partying too much?" No, I literally just stopped going to class.  I didn't know how to learn. I'd go to class, I wouldn't know how to do anything afterward. I literally had no idea how to learn.   Anyway, hopefully, it's helpful. It's kinda some real talk, I guess if you want to call it that.   The YouTube education thing is huge, absolutely Billy. It's Tuesday, roar.   That's right, John. Google that crap, learn from my kids. Exactly.   Actually, funny, I used to use this as an insult and um, please take it as a learning thing if I ever do it to you, or do this in the group...   But if you're like, "Stephen, how do I make funnels?" Or how do I do this, how do I do this? Man, there's a site called let me google that for you dot com - It's the acronym for it though. Let me google that for you dot com, you type in lmgtfy.com   Anyway, what's funny about it is that you can go in and  I could type in 'how do I build a funnel. And it creates a little video gif, and you can-- It pops out a link. And you can send it.   In fact, I'll do it, I'll do it after this, okay? I'm gonna go drop it in so you guys can see what I'm talking about. And anytime that someone needed to ask me a question that was frankly stupid, or I could tell them, or I could tell that they had done no thought to think about the answer on their own, alright? This is what I would do.   As soon as the video is over, I'm gonna drop one for you. So you guys can see what I'm talking about. And it's not me saying, "Hey, I won't coach. Hey, I won't help," it's not me saying that at all. What I'm saying is; let's solve the greater issue.   If the person doesn't know how to learn. If they're not a self-solver - they literally have no responsibility for their own education. And they're putting it on everyone else? It doesn't matter if I even answer it, cause they're gonna come back with the next question, right?   This game is a series of questions. So I'll answer that one, and they'll be like, "Cool, I built a funnel! How do I change button color?" Are you kidding me?!   You know what I mean, oh my gosh! Like, you know what I mean? And so I want to solve the greater issue. I want you to be self-solvers.   Anyway, 100% responsible. 100% real talk.   FB COMMENT: "Stop yelling, you're scaring me." Good! It must be the Tony Robbins hat that's getting me kinda, hopped up on goofballs.   You guys are awesome. Good watching you as always.   "Great to see another veteran smashing it." Hey, thanks, Nathan.   Leslie, ha I just did it, fun stuff.   Awesome, cool guys. Hey, I'm gonna drop an LMGTFY for you, so you know what I'm talking about.   Please, please, please keep sharing the group. It means a lot. I know there's a lot of voices out there, and having built a lot of funnels; I think besides Russell, I think it's okay to say: no one else has built as many funnels in the world as I have. I mean, really.   People clone them, or stuff like that. But, and um... it feels weird to say that... I'm not trying to showboat. But it is a reality.   I'm trying to be a voice of clarity in the funnel world - and teach you how to sell crap on the internet, where you're not having to compete on price. I hate that. I don't compete on price, I sell for full-value. In fact, I mostly sell for premium values. And I'm trying to teach people how to do the same.   So if you guys like the group, it's my goal to go live in here daily. And it means a lot to keep sharing it. We screamed to over a thousand people so fast. I can't even believe that.  It means a lot.   So anyways, thanks so much for your involvement. I appreciate you guys being in the group and it means a lot.   Hey guys, I'll talk to ya later. Bye Ah, yeah.   Hey, wish you could geek out with other funnel builders and even ask question while I build funnels live.  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.

A 2 week + hiatus!? What gives!? Warmth! Okay? It's been boiling. Besides that there's work and I've had a lot of preparations with my own band and related issues taking up time. So, this might happen every now and then. Not that anybody's complaining, but I like 'to meet Olle in grind' (a swedish expression). Today I give you hollandaisian death, super boring doom/death, 'matrix gore' and 'Wacken mid-day chuggachugga'. And something norwegian from the vault. Enjoy! Whole lotta dissatisfaction! Playlist: Anarchos - Retribution of the Doomed Assumption - Liberation Humanity's Last Breath - Abyssal Mouth Kataklysm - Narcissist Ljå - Til Satan

So the big question is this, how do you become financially free in today's world where you can do what you love doing, spend time with the ones you love and provide for your family without being chained and selling your soul to a nine to five corporate America job without having to sacrifice going out to eat. So you can pay off debt faster... The question isn't, how do you save more? The question is, how do you make more without spending more time? That is the question and this podcast has the answers. My name is Ryan Enk and this is Cash Flow Dad Life. What's up everybody? This is Ryan with cashflow dad live. And I'm stoked for this episode because I'm going to be talking about strategy. I'm going to give you my top for real estate investing strategies of 2018. All right? So listen, do me a favor. This is going to be an amazing episode. You're going to want to, uh, you're gonna want to listen to this? Okay? So if you're doing anything besides driving right now, um, then, uh, then stop whatever you're doing so that you could pay attention. Because this information is vital, it could change your life. Alright, so I'm going to give you some really awesome strategies coming up... Now, listen, if you guys have gotten a lot of value from this podcast so far, um, do me a favor and just go ahead and click that subscribe button because you're going to be getting a lot more strategies like this from real, real estate investing pros and passive income pros, so a hit that subscribe button. It just helps me out because my mission is to get this message out to as many people as possible because what I believe is if you could, if you answered this question, what would you do if money wasn't an issue? Right? If you can answer that question and say, well, it's something meaningful... I would do something meaningful. If money wasn't an issue, then your mission needs to be to do that, and the way to do that is to develop enough passive income in order to quit your job. Whatever is making you just over broke, your mission is to quit your job as soon as possible so that you could have a fulfilled life doing whatever that purpose is it serving your church, is it playing music, art, whatever it is that you're not doing because you're in the rat race, you need to be outside of that rat race and serving the world. Okay? And, uh, and if you just subscribe to this podcast, share this with others, it just helps me get the message out. So this is one of those podcasts you're going to want to share, okay? So here's my top for real estate investing strategies. Now listen, when I was picking these strategies, I had a certain criteria. The first criteria I had was that it's got to be a strategy that is possible for you to quit your job in 12 months or less. Okay? I didn't want strategies that are like, you know, it's, it's a long haul, okay? These things have high cash flow value to them and if you just implement one of these strategies, it gives you the ability to make that quit your job kind of money in 12 months or less. Okay. And then the next, uh, criteria that I had was, it's got to be scalable... Now what do I mean by that? What, uh, what do they mean on the shark tank where they deny somebody because their business isn't scalable? Uh, what I mean by scalable is you're not just one and done, you know, it's not like you saved up all this money and you finally bought your first rental property and now you've got to wait 10 more years to buy another rental property. Okay? It's not strategies like this is a strategy where if you know how to do this, you can do it over and over and over again. Uh, and just kind of perfect that strategy. Okay? It's scal --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/cashflow-dadlife/support

Lessons from my 2-day deep dive (caffeine and dubstep abound)... What's going on everyone? It's Steve Larsen and you're listening to Sales Funnel Radio. 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. Hi guys, I'm excited to share this with you. These were ... These are the patterns that I noticed while I was kind of deconstructing some of the most profitable webinars, and especially their sequences. Okay? I was specifically looking at sequences. The funnel part I didn't look at as much, frankly because on some of these I helped build them, but it's the actual copy itself that I'm trying to go through and show some of these neat patterns that are inside of every one of them. Anyway, so I'm going to walk through some of these. I've got notes all around me right now. So if there's like a little pause, or little ums, or little ah, just stick with me, bear with me, because I'm going to walk through these. I just sent a lot of these lessons over to several people as well. Anyway ... Okay. So I'm going to walk through some of the scenarios here, okay? And what's funny is, man just going in and just adding one of these things in. Like it's going to increase my ... It'll increase my show up rate, it'll increase the amount of people who purchase. There's a lot of pros and benefits to what it'll actually do for actually sequencing itself. And what's funny is while going through and looking at these things, I almost started getting this feeling like, "Man I actually owe it to my prospective customer to do this stuff. To actually make these changes. It actually will increase the experience. ...They'll actually have a better experience during the buying process." I actually feel like it'll serve them more. And so this is like ... These aren't like little tricks like, "Oh these are cool tricks to like do that very thing. Trick them." Okay. I actually think that the level of clarity that this added was very fascinating as well. Anyway, so I'm going to go through some of these lists as well here, and specifically there's like ... Let's see. One, two, three. There's ten. Actually ten things that I want to walk you guys through and show you how to vastly, I believe, especially from watching the way each of these webinars are pulling off, increase your cart value, but like I was saying before, I think like followup sales. Right. Dropping refund rates. Does that make sense? And all the things that come with it. Anyway, so I'm excited for this. Here's the first thing though. So number one here, these are the interesting webinar followup lessons from my hacking expose. Okay. Anyways, number one here, what I ... Some of these might be like, "Oh kind of cool," and some of them are just like massive super huge bombs. Anyway, so the first one here is on these webinars. The confirmation email ... And almost every one of these scenarios, and every one of these normal webinars, the confirmation email itself has an origin story in it. Now think about this, okay? Does everybody buy the same way? No. People do not all purchase in the same manner, right? I am not going to sit and read sales copy. I want a video. Right? I do not sit and read a blog. I want to listen to a podcast. Okay. I do not consume content. All right, but there are other people that exact opposite. And as one of the biggest lessons I think I can give to you, especially one of the themes you'll see throughout as I kind of draw up these lessons, you're actually giving the webinar script in several manners, not just on the webinar. Okay. There's a group of people that want to see it on the webinar. There's a group of people that do not. And so you actually threw the scenario. You're actually going hit several different modalities to deliver the sales message, to deliver the offer and the stack. To actually give the scarcity and urgency to close. To give the time close for them to actually act. To give the bonuses away. It's actually hitting them in several different manners which is really interesting. It's really three heavy ones. But anyways, think about this right? The first email they're going to be seeing is let's say they're not actually going to go and watch the webinar. But most of them are still going to go check out the confirmation email, right? Or a good portion of them are going to. That's still an opportunity for you to sell them the origin story. Why you got into this thing, an opportunity for them to fall in love with you, an opportunity for them to actually fall in love as to why they should listen to the rest of the offer. So just think of that. Okay. So first spot, one of these major touchpoints. Again, when we're talking about the last podcast episode, right? About the hook, story, offer. You're still doing the hook through the email. You're still doing the story. Your actual origin story is the first, very first thing that's coming over to them regardless of if it's a webinar, regardless of whatever you're selling, you still have an opportunity to ... Right. It's one of the major things too. I remember I was hacking ... I was funnel hacking ... This was again one of the first really profitable funnels I ever built. Again probably like three, four years ago. I was hacking this guy, and I noticed that he was doing this very thing. He had a soap opera series and the first email after you opted in was the first email of the soap opera series. If you don't know what I'm talking about, go read DotCom Secrets. And he was following that format. But along with the first email came a second email of just his origin story. And he was like, "Hey, just wanted a chance to introduce myself and blah." He went right into the origin story. So I started doing that as well. And it was really cool because I got a lot more feedback from people replying to that email saying, "Man I'm totally in this for the exact same reason Steven. Oh my gosh, that's super cool. Thanks for sharing that. I'm actually ... Sounds like you're telling my story." I got more feedback from me telling my origin story, than I did from that first email with the soap opera series which is fascinating. Anyways, that's kind of cool. So to reinforce the point. Okay, so number one, write ... You're hitting from these different areas. Here's another one. On webinars that lead to application funnels, the confirmation email has a case studies origin story. Okay this is a pretty powerful thing to notice and recognize. When you think about these, if you're trying to sell something that's high ticket, the way that you present these stories ... Right. Let's think about some coaching. If you're trying to sell coaching or a high ticket mastermind, or a high ticket event or experience, something like that, a lot of times the ... Like when you think about the way Russell sells his inner circle, or when you think about the way really expensive people sell their stuff, there's really two modalities. The first one I absolutely hate which is when ... In fact I was ... I can't say his name. You guys would all know him. He's on a very famous TV show that I'm sure many of you guys consume. I got offered to go help build an application, high ticket application funnel for him, and I said no actually for a lot of reasons. Which kind of made me sad. I wanted to go do it, but just scheduling wise, just logistically too many things going on. Anyways, it was fascinating because I looked at the current application funnel they had and it was this guy, who's a celebrity, and he ... You could tell he was being told what to say which is fine. And the first video though was him saying like, "I'm so and so, and I've done this and this and been on these TV shows, and you've seen all this, and you've done this, and you know that I can get you," and I, I, I, I, me, me, me. It has total me syndrome. Okay? It's the me monster. Okay. Me monster was all over it... And I was like, "Gosh that's ..." It's very hard to sell super high ticket stuff like that. Right? Really high ticket funnels are very very client result based stories that you're using as your sales letter. The Liz Benny story. Right? The Drew Cannoli story. Right? Those are the stories. Do you ever really ... You hardly ever see Russell ever on any of the application funnels that are out there. That's not what's selling it. Results are selling it. The fact that he's been successful with other people is what's selling it. And it's the same thing when you're selling a webinar funnel into a high ticket application funnel. So I was looking at CF Certified right, and that's a webinar that pushes into an application funnel. And so the actual ... Right, when it's just a webinar funnel for usually like a $1000 to $20000 product, it's the protagonist origin story. It's the entrepreneur's origin story... But when it's moving ... This is one of the things I recognize. When it's moving into an application funnel though, it's one of your most successful case studies, it's their origin story. So there's a split that happens right? There's a very stark, very powerful difference as I was looking at this. Anyway, the indoctrination series, when you think through life you're like, I've had a lot of people reach out and ask like, "Steve you're talking about indoctrination series, what is that? Is that a soap series?" No. It is specifically for a webinar. It is specifically for ... Think of it as like a ... I make indoctrination series on one of my podcast funnels, and it's actually my other podcast show. I have a really strong podcast funnel there. And it gets like 62% opt in rate, and just it kicks butt. It's really really awesome. But they get a series from me, I sell it as a course. I'm like, it's free and it's just for the listening. Does that make sense?... So it's a free course, but really it's an indoctrination series. Anyway, if you study and you look carefully specifically at like the Followup Funnel webinar, the Funnel Hacks webinar, even Software Secrets, the Software Secrets webinar, all of the indoctrination series are actually a product launch funnel. What? What? I'm like recreating so much stuff because of that. Think about this. Right, some people do not like buying on the webinar. Some people do not like buying from blogs. Some people do not like buying from product launch funnel. But you can deliver the same message and offer in each one of those modalities. And so that's one of the things I'm doing is I'm looking at my followup sequence. It's not longer just a webinar that's delivering my offer, and the story, and the sales message pieces. Okay. It's actually ... I have it coming across as text which I'm going to show you in just a second. I have it coming across now ... There's actual hidden product launch funnel inside of my followup sequence. It's a product launch funnel. This is what I'm building out next which is so exciting. So I have a ... The product launch funnel as well matches and follows up with my close cart sequence. So at the end of video number four, like if you think of Jeff Walker's product style funnels, video number four is where a lot of the call to actions dropping in right? But it coincides with my close cart timeline. So in the email I'm saying, "Hey the cart's closing. If you want, go ahead and check it out here." They're actually watching video number four though, which is the stack portion. It's me reselling a whole ... Anyway. Super cool. Super super cool. Hope there's massive aha's with that. Delivering in these multiple ways... So anyways, it is a product launch funnel the indoctrination series. And I don't know that I've ever heard many people really teach that which is kind of cool. Like if you think through and you're looking at these replay sequences which is ... I'll tell you guys. Most of my money comes in my replay sequence. Right? I still make sales on the webinar, but I don't know why. Like there's something in my webinar followup sequence that works really really really well. I've not totally identified what that is yet, but most of my money comes in the replay sequence. If I can turn the sexy up though on that sequence, right, which includes the urgency and scarcity aspect, and I'm putting them through a product launch version of the same webinar, people are going to go check this ... Most people watch ... Most people can't actually join me on the live webinar. They watch the replay sequence. Everyone's timeline is different. They just login, they sign up so that they know they'll be on the sequence, they can watch it later. Well, heck. If you can't watch the full hour, hour and a half webinar, might as well drop it out to you in 20, 30 minute little episodes. And across the top bar on each page, they can progress forward just by clicking if they want to, or it'll drip out to them anyway and match my close cart sequence. Anyway, this is like a far more technical episode and I know that. Just stick with me. These are like ... Man, these simple little elements guys are going to change the way I do the game a lot. Anyway, let's see. Post webinar, all emails focused on how to get the offer for free. Yeah. Yep. Anyway, I'm reading what I wrote just so I would remember what to say. Anyway the post ... Yeah. That was right. All post webinar, pretty much all email focuses on how to get it for free, and if I'm at the part where it's not like the blatant call to action, there's still some piece in every email where they can either number one, go watch the replay, or number two pushes them over to buy. But it's reinforcing the fact that they can go get it for free. Think of it like this, right? There's some aspect in your stack slide, in your offer, that's the thing that everyone actually wants. It's not that they don't want the bonuses, it's not that they don't want the other pieces inside what you're actually offering, but there's one thing that you're giving away that's the thing that they actually want. Let's say I went in and I was on Amazon, and I was creating an offer on Amazon. Actually here's a better example, right? Okay. Okay. So I've been working out a lot more. I'm super excited. Trying to like ... One of the inner circle member, it's Brian Bowman, what's up buddy? Big shout out to you. You're the man. He was pointing out to me, he's like, "Dude you do literally nothing but funnel stuff." And I said, "Yeah, I know. Isn't cool." And he's like, "No like, yes that's a good thing, but like you're in a phase now where you should maybe ... You could do something else also. Enjoy other parts of life." I was like, "I'm doing what I love brother." He's like, "Come on dude." Anyway, so I've been trying to do other stuff as well which is kind of hard. It's funny. I like suck at like this life thing. I'm better at just living in funnels. Anyway I was like, "I got to go lift. I go to go exercise. Get more into that phase more," which has been fun. Not very sedentary anymore which is awesome. So I've been lifting a lot more and exercising, and one of the workout things I'm following, I'm on two different three month programs which I'm super pumped about and it's going well so far. Trying to get ready for that two comic club cruise. Okay? It's coming up in January you guys. So excited. But I don't want to be a tubby bubby on that baby... So anyway, super excited. I was looking and there was a jump rope. This guy was saying, "Hey, whenever you start, one of the cool things to go and do is just jump rope for five minutes, and you're going to burn a lot of calories just like that," which shockingly, oh my gosh, is true. Anyway. Way harder than I thought. Anyway, so I go on Amazon right? I go on Amazon and I start looking around for a jump rope. A speed rope. And these guys have nailed the offer creation piece on Amazon for ecom stuff, for these jump ropes. When I got the jump rope, it was so funny guys. Like anyway, part of me felt like a little bit of a pansy for buying a jump rope, and another part of me felt like Rocky. You know. Anyway, and there was ... So the main thing right? I wanted the speed rope. Right? But what came with it? It was so cool guys. They had made an offer in their ecom stuff. And the offer was, "Hey. You know what? Just because you probably don't know all the cool things ... You think you're literally just going to jump a little piece of rope for a while. A little cord. This little piece of plastic. But look at this. This is actually going to come with 12 workouts that you can do. By the way, here's a whole bunch of before and after pictures of people who've been doing it. By the way, did you know that this comes with the most awesome cool carrying case? It's also featured to have extra ends and parts and pieces." Like they made an offer out of it. It was really interesting, and they totally had ... And I was like, "Man I'm buying from you guys just because you did that." Anyway, it's fascinating right? So if you think through all the different pieces of your offer, there's one thing on there that I really wanted though. It's the reason that I got ... I want the jump rope. And so all of these followup communication after somebody goes through either a webinar, or a free plus shipping funnel, or I don't care. Whatever it is, all of it is focusing on how you can get the main thing you actually want for free. So one of the biggest tweaks I would have made to that offer is I would have said, "Hey, actually the jump rope is free." I would have priced it the same as everybody else, but the copy I would have changed it to would be, "Hey the jump rope is free when you get this other stuff, which happens to be the same price as all the competitors." But does that make sense? Now the copy made it an offer. Even more of an offer. You still get all these other things, but it makes the thing they actually want free. And so it's the exact same thing... Think about that with like funnel hacks. With Click Funnel's offer. Right? "Here's how to get Click Funnels for free for the next six months. You buy Funnel Hacks." Does that make sense? So think through the thing. I'm starting to call it the anchor of the offer. There's one anchor... I call it the anchor product, okay? And it's the thing that they actually want in your offer so bad, and when you tell them it's free when they buy those other things, oh man. Really cool way to turn up the sexy in your offer, and all of the followup sequences, all the emails, all the pieces of copy, post pitch, post webinar, reinforce the point of how to get that thing for free. Okay. And the fact that there's limited time actually to get it. Anyway. That was really really powerful. So I started looking through that. This is also a really cool commonality as well. I typically after my webinars, one of the things that I'll go do is I immediately dropout to them the opportunity to go and watch the replay. That almost is never the case in any of these webinars. Isn't it interesting? Almost none of the time is the replay email sent first. Like post webinar. It's over. Or it could be post ... You know they've gone through your free plus shipping book funnel, or ecom funnel, or high ticket funnel, or I don't care whatever it is. Right? Post call to action. Post offer. Post you actually going and trying to get them to purchase. Right? The first thing in here, the very first email, was actually another call to action email. It was an email that reinforced the stack. It actually redelivered the stack. Right? "Thanks so much for joining the web class. I appreciate it. For those of you guys who weren't actually able to get on here, here's what it is," and actually just went straight through the stack slide. First thing you're going to get is X, Y, and Z. In fact which ... There's one of the sequences here. ...Hold on let me look real quick here. I'll include the whiteboard screenshot in the blog just so you guys know. Actually I'll put it on Instagram. It'll be one of my posts. There's my hook right there. Go follow me on Instagram. Okay. At Steve Larsen HQ, and I'm going to make it one of the posts there. You can see the screenshot of the lessons that I learned from each sequence and then right next to it, I made like this ultimate followup sequence, and I mapped the different webinar emails to each ... Anyways. Super super cool. You can go check it out if you want to on my Instagram which I'm far far more into now which is awesome. But anyway, so post webinar it was let me followup ... Yeah yeah yeah. Follow funnels. Hold on, let me look at it. Okay, follow funnels. Okay very first ... I've got all the emails I printed out right here. Very first email that goes out post webinar, let me get to it. Okay here. Okay. Yeah. Check this out. Okay. Okay. So right after the very first email that goes out, right afterwards is this. Okay this is the followup funnel's webinar. Okay cool. Yeah. Check this out. I'm just going to read part of this to you, okay. Reinforcing a stack slide on the very first email post webinar. Okay. The second email is the one that actually pushes the replay. Okay. But there's another opportunity to purchase right from the get go which is so interesting because I've always just sent immediately a replay email. Anyway, I don't know if you guys are geeking out about this, and maybe I'm going too deep on this. Hopefully this episode's super valuable. For me, this is going to make ... I feel like the vehicle I've just designed here, because I not only am fixing all the stuff here. Like I rebuilt an entire funnel that just totally kicked butt. I feel like it's the difference between a $1 million webinar and a three million. And, so excited. Calling the shot on that one by the way. That'll be cool. All right so anyway it says, "So the web class just ended. I hope you had a chance to watch it live. If so you saw the power of followup funnels. You saw how we were able to literally make $16 for every dollar made on the front end funnels. You see how this is the way our company's growing. We talk a lot about the tip of the iceberg, some of you only saw the tip but I showed the rest of the iceberg today. And that copy is linked over ... Actually it's just underlined I think. Anyway. "Hopefully you love the presentation. I wanted to send you a quick email because people are blowing up our help desk. They saw the presentation and weren't sure if they should be all in. What does it mean to go all in? Being all in is something we talked about towards the end of the presentation." And here we go. He goes into what I'm calling a benefits stack. The benefits stack is one of the things that is included inside of that first email out. So there's an actual stack, but it's not always like, you know, "First you're going to get software secrets. Then you're going get this. Then you're going to get this. You're getting this." It's like a benefits stack. It's the benefits of actually getting. It's really really interesting. So I don't know what else to call it, so I'm calling it a benefits stack. And he goes into it. This is the copy part of the email where he goes into benefits of those getting it. And then he puts a call to action at the end. "It means you're using Click Funnels, backpacks, acitionetics, all the tools inside Click Funnels help dramatically scale your business. When you go all in we've got a huge gift for you. First off, I'm going to give you 15 followup funnels." So he's still going to go in, and he's selling each part of the stack, but he's diving a little more deeply into the benefits of it because it doesn't ... Like if you didn't see the webinar, right, who cares what the things are in the stack? There's no value behind it. So he's actually selling the whole ... Anyway, this is interesting... He goes, "First thing I'm going to give you 15 followup funnels. These are the exact followup funnels I use to one get people to actually show up for the webinar, two get people to purchase after the webinar, three get people to buy high ticket coaching, and much more. You get all these 15 funnels, total value is 9.97. Second," he's now on the second item in the stack, "We're going to give you a T-shirt that says, 'We're not confusion soft.' If you missed the presentation, you need to watch to get the inside joke, but this shirt is amazing. I'm going to send you it. Third, I'm going to give you," Right. He actually is writing out ... I've never seen this. This is crazy. "Third I'm going to give you, 'I build funnels,' laptop sticker. Fourth I'm going to give you the, 'All in' temporary tattoo." And then he goes in and he talks about the total value. Anyway, "These are all the insane bonuses you get. Click here to go all in." He actually literally pushes a stack and immediately back to the call to action is the first email. I have never ... I have always done that like the very dead last thing when my cart's about to close. Not first. So anyways, huge realization. And later on, right before this email's over, the same email, he goes, "If you didn't get a chance to watch the webinar, don't worry. I'll try to get you guys a replay tomorrow." Is that interesting? So he's baiting the hook for the next. Totally Seinfeld thing right there. Does that make sense? But he's pushing it. Anyway. I might have gone too deep on that. But that is like crazy cool stuff. That is so lucrative to know that. This is pretty interesting too. He did this in a lot of webinars. Not all of them. And several of the followup sequences, he actually has two different replay pages. Okay. The first replay he pushes out. So let's say it's the next day, he pushes a replay out. All right. It's kind of the normal, "Hey you can go check out the replay here. By the way this is only open for the next 36 hours," or whatever. And then a few hours later he'll be like the hook. Right? The hook of the email. The reason. The curiosity... The reason why he's emailing again is he says, "Look, a lot of you guys are emailing saying, 'I actually saw most of it Russell. I just don't want to actually watch all the things I've already seen before. I want to fast forward to the point where I left off.'" And he says, "I get it. I totally get it. So we did something special for you guys. Here's a replay with scroll bars." So he unlocks ... He just makes another page and he just, on the video element, he makes it so that they can fast forward. That's it. But it's another reason to email. It's another hook to go email and get it out into their hands. What? Crazy. So I now have two replay pages in my personal webinar, and one of them is ... I want another reason to email them. Another logical reason to email them after they've ... "Check it out. There's scroll bars in this." Okay. Anyway that's a big one. One of the things too is as part of the first replay email that goes out, he drops in ... You can see this specifically in Funnel Hacks if you go check this out. Actually I think there's few others as well. High Ticket Secrets have this. There's a few other webinars that had it. But this was brilliant. Oh this was brilliant. I was just saying how not everyone buys the same way... Okay. If you go to Funnel Hacks. You know, go opt into Funnel Hacks, buy it again if you want, but if you go opt in to Funnel Hacks, and just watch the replay sequence that's coming out, there's something very interesting that comes in. Let me grab it here real quick. Something very interesting that pops in in this sequence as well where he dives deeply into ... He actually gives ... He calls it, "Hey for those of you guys who didn't get a chance to, or you'd rather skip around, I'm going to toss in for you cliff notes to the webinar." Oh man. Funnel Hacks has an awesome product launch funnel in it. Let me find it here. Anyways, whatever. I'll just tell you guys what it is. What he did is he took all of his slides and printed them all out, and transcribed the webinar so that you could see the slide, and you could look at the slide and you could read the webinar. This is brilliant. Guys, he has somebody go through and they actually printed out all the slides, and transcribed everything that he said in the webinar underneath each one of the slides so that you can see the slide, and then read. See slide and then read it. See slide, read it. It's huge. Okay. I don't even know how many pages ... It's absolutely gigantic. Right. But when somebody goes through, somebody who's a reader, they want to read stuff, they want the little nitty gritty details. They want, right. Especially those who are like the engineer mindsets. They really like that kind of thing, right? They want to go through, and they want to read the webinar. And so he gives them the option to do so inside Funnel Hacks. And they go through and they read it. What happens when somebody spends like an eternity reading the webinar? They buy. You know what I mean?... Oh there it is. All right. This is a day three post webinar. "24 hour warning. Want the cliff notes? Okay in less than 24 hours they're pulling that Funnel Hacks web class and the special offer we made. We can get Click Funnels for free for the next six months," he's reinforcing the ability to get free for the anchor product of the offer, "Because you're almost out of time, I had one of my team members type up the cliff notes of the web class just in case you missed it to recap. So here's what you need to do now." Straight on to call to action. "First download the cliff notes. Second watch the replay here. Third get a huge Funnel Hacks discount, six months for free by clicking here." So number one, want to see the cliff notes. Number two, just watch the replay here. Or number three, you want to go buy. So towards the end it's more ... And that's the whole email. It's a super short email. But towards the end of the replay sequence, I've noticed that the emails actually get far shorter as well. Almost across the board. The email's towards the beginning of the replay sequence are much longer. They're telling the whole origin story. They're telling the secrets. They're telling the reasons you should get in there. And usually the copy, copy wise is actually getting smaller and shorter, and shorter, and shorter as the replay sequence goes. Anyway, I'm almost done here... Okay. There's something called ... I don't remember if I go this from Russell or ... Anyway, I've seen this from several people, but I'm calling it ... It's a hidden cart close. So they'll close the cart down, scarcity, urgency is the only reasons why anyone does anything. So it's important to close the cart I believe. So close the cart down, and legitimately take the bonuses away. They can still go get the main thing I'm sure on your main page, they can still go buy Click Funnels for example somewhere else. But the actual main thing they want, they can't get that for free. They can't get all the bonuses. There's some aspect of it that you take away for the scarcity aspect. But there's a hidden ... What was it? It was like 72 hours later ... Yeah. Something like that. There's a case study that people can go in and they can read. I think I saw Dan Henry do this too once. They can go in and read a case study of another successful person. The cart closed, they clearly did not purchase. And you don't really ... You're like, that's fine. Instead a little while later, you drop this amazing case study after the cart's closed, with a link to a limited secret replay that they could go watch it again just to scoop off the top. So the hidden cart close thing. Cart close, and then hidden cart close. That was kind of cool. One of the things that I'm doing is I'm going to put Facebook, the actual Facebook comments element. I'm going to put it below the broadcast page. Below the replay page. Below my indoctrination, which is going to be a product launch funnel page. And it's going to be the same link though, so any comment on any one of them is going to populate to all those pages. Massive social proof. Super excited about that. If somebody ... So on the actual order page, and on the broadcast page and replay, an exit pop that I'm dropping on, I'm going to drop in like the Facebook live chat element. So if they're leaving ... It's kind of like...and one of the reasons why he would make so much cash as well on his ... And if you don't know, like he made ... I can't say the exact number. He made tens of millions of dollars in only a few months. Like a couple months. Right. Made a lot of money, tons of revenue dropping in. And one of the reasons why is because he understood his buyer, and understood that everyone does not buy the same way. So some people wanted to buy on the website, but then ... Or on the funnel. But when they tried to leave the funnel, there was an exit pop that said, "Hey got a final question? Why don't you just call us?" Right? And there was a phone number. Well I'm going to do the exact same thing with a Facebook live chat. So when they're leaving, and I'll just change the copy to whatever it needs to be. If they're on the order page ... Like, I'm noticing for every four people who actually check out the order page after the webinar, about one purchases which is pretty standard. I mean that's pretty normal. What if I just doubled that? I mean, does that make sense? People are clearly going to the order page. They're checking it on out. They want to see it. So they got some last burning dying question. Well I'm going to go in, I'm going to drop in the ability for them to ask a question live. So on the order page, when they exit, it will be a Facebook live element, or a Facebook live chat element. Probably through mini chat or something like that. That way they can chat immediately with somebody on my team and get the final questions answered. Or let's say they're on the broadcast page and they try to leave. Right? "Oh you got a final question? We got a live moderator right now. Go ahead and drop it in." And there's probably going to be some ... Like a page profile or something like that. Probably for the main product that someone's just moderating at all times and trying to get back to almost instantly. Right. So we can keep on there. Keep the last few questions going. Because most of the questions I get now are ... They're not, "Hey, I don't believe this product works." The questions I get now from my webinar are primarily, "Hey, will this work for my scenario?" And if I could just have someone answer that question, we'll double our sales right off the bat. And so I'm going to do that on the replay pages, I'm going to do it on the broadcast pages, on the order page, and just to get the last few ... Anyway. So I'm super stoked about it. It's going to be awesome, and all right. That's a lot of stuff. Anyway, that was deep. That was heavy. If you need to listen to that again, go for it. I would love to do like a full blown out course just walking through all the cool stuff I'm dropping in. There's so many ways. Now that my ... Because I recreated my whole offer, and it's so much more sexy. It already was sexy, but it is like ... I got the correct response this time guys. People were emailing me, they were Facebooking me, they were all saying, "Dude are you sure you want to give all that value away for that price?" But I was like, "Yes. Yes. That means I hit it. That means I did it right. That means ... Okay. That is the correct response that I want," and I got a lot of them. And I'm like, "Yes. Okay, sweet." Right? And I'm finishing the last few pieces that I want to go get for the stack slides, and stack section itself. I'm getting the webinar funnel where I want to be now. And I'm obsessing over the little things now that'll add just another two percent conversion here. Extra half percent conversion there. Now I can obsess over that tiny stuff because for a while it's just making sure that freaking offer is amazing. Anyway. So I'm excited about that. And I'm going to go put these different pieces together, and anyways it's going to be epic. All right guys, hey go crush it. And please for the love, if you have not left a review, I get so excited. Thank you guys for dropping those reviews in there. I just spent two days studying and learning the stuff that I just dropped you guys in 30 minutes to an hour here. Over these last few episodes. I would love a review if you wouldn't mind... If you could drop it on over. That drastically helps. I'm certainly always trying to increase the reach of this. We are pushing stuff all over on Instagram. I'm getting my content machine all put together. But I would love that, and anyway. In fact, I think I got a cool little special bonus coming up for those of you guys who do coming up soon. So anyways ... Because I can see your name on it which is awesome. Anyways guys, thanks so much, appreciate it. There's my ask. All right guys. Talk to you later. Bye. Hey thanks for listening. Please remember to rate and subscribe. Want today's best opt in funnels for free? Get your free opt in funnel pack by going to SalesFunnelBroker.com/Free Funnels to kickstart your opt ins today.

Let's dive into WHAT gets you paid. It's not the offer!... Hey. What's going on, everyone? This is Steve Larsen. You're listening to probably one of my favorite episodes of Sales Funnel Radio so far. I've spent the last four years learning from the most brilliant marketers today. 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, I know probably every episode is my favorite episode when I'm doing it. Anyway, this is one of the core reasons and ways to actually make more money... What? Hopefully, that's an exciting topic for you. Hey. Next to me to my right right now, it's a chest. I've got a bunch of random stuff in there. Some guns in there. Frankly, it's extremely very thin, brittle chest. It's slightly painted green. There's these little latches on it that are all rusted out. Frankly, it looks like a piece of junk. It does. For right now in today's value, you probably wouldn't get much for this, which is interesting. How many guys want to buy it? I would love to maybe ship it out to you if you guys want to buy it. Anyway, that'd be really, really awesome if you guys want to purchase it. You're like, "What, Steve? Are you kidding me?" All right. Let me shift it up for you now. Let me tell you that this chest belonged to Captain Wayne Kartchner, an ancestor of mine. This thing is old, guys. This is an heirloom. It's next to me. it's rusted out. I do keep a few things in it but it's next to me here. Captain Wayne Kartchner. I've got several military members that have been in my bloodline, which is part of why I went into as well for myself. Interesting. How many guys want to buy it now? Would you be shocked if the price that I sold this for after telling you that story would be a little bit higher? No. It wouldn't shock you, would it? It would not shock you at all that I'd actually charge more money for that. Hey. I've got some pieces of dead tree over here. It's awesome. There's some blank ink on them. It's a book. Anyway, how many guys want it? Sweet. Sweet. Cool. You know, I'm going to sell it for 100 bucks. If you guys want it, just message me right now. Is that cool? All right. What if I was to tell you that this one book has made me a butt ton of money and has actually given me the life that I have been wanting really, really bad? Cool. Is it worth 795? You guys get what I'm getting at? Hopefully, you are. One of the questions I've been getting a lot lately... Some guy wrote out and he said, "Hey. This is one of the topics I've been pounding on a lot lately for my coaching students." I wanted to be able to go in and I wanted to teach you guys the same thing. This is important. This is very important... What I want you to know is we're about offer creation. Offer creation and storytelling. Those are the only two things that I really care about anymore. Okay? Those are the two most lucrative skillsets I can even think of. The farther I follow this rabbit hole down, the farther I've realized, the more I've realized that that's really it. That's really it... I don't have to be an amazing, creative individual with Photoshop. I like Photoshop. I don't have to be an amazing, creative individual with ... I don't have to know how to code. There's a lot of people that know how to do this. Okay. I can outsource all that stuff but the thing that I cannot outsource very well is this whole storytelling offer creation piece. Why? Why?.. Let me tell you a story real quick. A man walks down the street. It's actually an alley. He walks down the street. He's creeping. He gets shot and dies. Okay? Let me switch it up for you though and give you some context. It's a war zone and he's a soldier. Okay? Huh? Right? In one second, you might think that someone was murdered. In another, you might think that they were just killed in the battle zone. Fascinating context. Context is everything. Context is what actually delivers value. Okay? Offers is not where value is created... I want you to know that. That's what I'm trying to tell you. I'm trying to help you guys. Look around at these objects that are around you. One of my favorite stories is a story of this violin. I don't know if it's true or not. It's a movie. You guys might know it. This movie where this violin is being shown. It's at an auction. They're auctioning off this super old violin. Somebody's like, "Yeah. I don't remember the price once were but it was super low." Everyone's like, "Really?" The auctioneer's like, "You only paid that much for it and no one would go any higher." Suddenly, this old gentleman just starts walking up to the front of the room. He takes the violin. In front of everybody, he starts to clean it. He cleans the violin. He polishes it. He tunes it. He plays the most incredible song and just hands it back to the auctioneers and goes and sits back down. The offers for the violin go through the roof. Why? Context, guys. Story. A story creates context for things. Okay? When we're thinking about offer creation and products and value and how to make more money, you have to understand. Your offer is not what creates value. Offers do not create value. They deliver it. They don't make it. Okay. They deliver it... They scratch the edge but they don't make value. What makes value is the sales message. Okay? For example, a lot of you guys know that I'm religious. Here's a biblical example. There's a woman. She goes and she pays tithing. She gives away just two pieces of coin, whatever it was. I can't remember how much. Some rich people next to her make fun of her because she only gave just a little. Okay? Now, from a monetary standpoint, she gave just a little bit. These other people give a ton because they have a lot of money. Christ, he's sitting on the side. He says, "Who gave more?" Everyone said, "Well, the rich people." Actually, let's get some context here. That was almost all of her money. How much more worth were those coins that she gave? Think about it in those kinds of terms. Think about it. Okay? There's a lot of things, objects, heirlooms you may be even given. For example, I go over to Cache Valley every once in a while. I've got family over there. I had no idea that one of my ancestors in I think, Sweden or Denmark. I can't remember now... I could say this if I wasn't recording an episode right now. One of my ancestors got on a ship and lived on a ship going back and forth between. This is in the mid 1800s. Going back and forth between America and England until he had enough money to get off the ship and he walked across America seven times helping people from the East Coast all the way over to the West Coast. Back and forth, back and forth, back and forth. He did it seven times... The guy was so intense and such a leader but a humble leader. No one else really knew. Anyway, they wanted him to settle in this area, Cache Valley. They wanted him to be the mayor. He said no. He did not want to be the mayor. They went in and they literally voted him to be the mayor without him wanting to be the mayor. They made him the mayor. Okay?... They called him to be the leadership and he did not want to be in it. He constantly fought back. The only way is because by public vote, they just chose him to be and they decided to be. He ran from it. He didn't want to be. Now that I go into Cache Valley, that place means more to me. That means more to me. He settled part of that area over there. He helped create the towns and everything. When I go in there, it means more to me now. Why? Context. Okay? Story. I know the story now. I went and I saw his gravestone. That guy was a crazy entrepreneur. I had no idea until I learned that. That gravestone means a lot more to me now because I know the story. I know the context. Value is created in story... Story changes context. Context is what creates value. When I sit back and I say, "Hey. Go get this thing called ClickFunnels. Go get this product over here. I've got this cool product over here called Secret MLM Hacks. It's killing it. It's awesome. We have a lot of cool success stories. People are doing great in it." If I just go say that, you'd be like, "Oh, sweet. An opportunity for Steven to take my money." Right?... If I start telling my actual story though, if I develop a sales message, if I use some frameworks that's meant to change the way that the people see the world, that people see the product, value is created in a sales message, not an offer. It's the reason I laugh so hard. People are like, "Well, I would go selling it but I'm not done creating the offer. I don't think anybody will pay for the offer yet." I'm always like, "My gosh. That is not how value is created." Okay? Value is not created through the offer. It is delivered through it but it's not created in it. It's created inside the sales message. Because the sales message delivers context. The sales message changes frames. It changes the blueprint of how we see the world, of how we see the object, of how we see the offer. Okay? Get good at developing those stories. Get good at telling those stories. That's the whole reason why I keep trying to preach that just a little bit. I know I've pounded it hard in the past little bit but it's the reason why, too. I was telling them to go publish. Publish, publish, publish. I know I'm a broken record with the publishing thing. Okay? I know I am but it's because when you publish, people see you differently. You are changing the context that they're looking at you with. How many of you guys when you first saw me, you're like, "Oh, yeah. That's the lead funnel brother ClickFunnels." Without listening to this podcast, how many of you guys ... You guys didn't know much about me. You didn't have affinity for my brand and what I'm doing. You didn't. That's fine. I know that. I knew that. Therefore, I publish. Does that make sense? Now, when I say, "Hey. I'm out at an event. Hey. I'm out on a mastermind. Hey. This is a sweet book." By the way, I'm writing a book right now about all the lessons I learned next to the desk of Russell Brunson. Okay? It's freaking awesome. Okay? I'm so excited. My gosh, it's so good. It's 300 pages. It's really, really good. Anyway, you guys don't care about that though until I deliver context. Until I deliver context. I need you to know that. I'm just trying to help you understand that. When you are developing your offers, when you're coming up with something new to sell, that's the reason why first, you start with the sales message piece... You're going to have to figure out on a very rough draft 30,000 foot view level of what your offer is or an idea of what it's going to be. They don't make the thing until you know that actually turns money. It's not the offer that's turning money, okay? You don't get paid because of an offer. You don't. Okay? You get paid because of a sales message, because of a sales letter. That's what gets you paid. That's the thing to obsess over. If there's any skillset I can beg you guys to go learn and be obsessive over, it is the skillset of telling stories. Okay? It is the skillset of selling stuff. It's the skillset. Thankfully, one more step back on that ladder is becoming a good marketer. Because being a good marketer, you don't have to sell as hard, which is awesome. At the core of marketing, it's storytelling. It's educating. It's educating with the intent that they go and purchase something. Okay? That's what marketing is. You're changing belief patterns. How do you do that? You're changing context. You're adding context. You're taking away context. You're adding things to it so they look differently at an object that might otherwise be four pieces of thin wood next to me on the side, right here on the floor. You know what I mean? There's context with it now. I know that there's a story behind it. I know that there is a story... People will pay more because now, they know the story. They know the context. They see the value. It's four pieces of wood that's pretty destroyed. You know what I mean? Did the monetary actual value of this chest right next to me changed when I told you that story? Not really. No, it did. It's the same pieces of wood. It's not like it's an appreciating asset. It's this piece of wood right here. Why does it have a lot of value? Because of the context, because of the story that you now know. When you're developing your offers, please know that that's not where you get paid. You get paid because of story, which ultimately is your sales message. Anyway, that's the whole point I'm trying to help you guys. The products and offers, it's not where the value is created. It's in the sales message. The product and offer just delivers. It delivers on the value but that's not where the value is created. If you're having a hard time selling your stuff, number one, yeah, definitely. Look at your offer. Maybe there's certain things in there that ... I don't know. It just sucks. The reality is, is that you could go in and have a crappy offer with a fantastic sales message. It's a classic example when you go and buy something on the internet and it shows up and it's pure garbage. Why did that work? It worked because the sales message was amazing. It was incredible. The actual product itself was terrible. Okay? That's a two-step method of getting paid more. Just number one, bring it from a product and turn it into an offer. Don't sell products. Sell offers. Number two. Man, make this incredible story. Make an amazing sales message because that's really what assigns value. I will never get rid of my ClickFunnels account. Never. Ever. Why? Not just because of the money that comes from it, because of all the story. The stories that Russell tells where he goes out and he says, "Hey, look." I even saw it. When people, they had never used their ClickFunnels account ever. They just like the t-shirt because they liked the culture that's behind it. They've got t-shirts. They've got the context behind why that t-shirt matters. Does that make sense? I'm trying to close you, guys. You guys getting this? Anyway, I hope that that is hitting home for you. This is such a huge topic and I'm trying to hit it straight between the eyes. Because there's a lot of people who've been saying this stuff to me lately. They're saying this to me lately. All right?... "Hey. I'm not done with my offer yet. Therefore, I cannot sell anything." It's like, "Well, that's not how things are sold. Yes, you can." All right? Someone reached out to me today and I can't remember who said it. Snippy is not the right word. They're very forward though. How would somebody purchase something that's not created yet? When I say, "Hey. Go create a sales message and start selling before the actual offer and products are created." Somebody's like, "Who would do that?" Like, "Well, a lot of people do that that's why I've launched everything." When we launched Funnel Builder Secrets, that whole offer went out there. Incredible offer. The offer wasn't made yet. We knew what it was but it wasn't created. We actually didn't put it together yet. An amazing sales message put this together. We made millions of dollars off that thing before it was even done. Lots of money. The original Two Comma Club Coaching program secrets master class, when I was putting that together, we're selling that thing. It wasn't a Two Comma Club before the thing was even done. Why? Because the value was already assigned. Now, the value was assigned, people were paying for it because the value was higher in perceived value than they were actually paying for it. Then I could go in and I could just create it. I literally created it one week ahead of them. Who does that? A lot of people. I just listened to a sweet interview with Ezra Firestone and Ryan Moran. Actually, Russell sent it over to me. He was saying this exact type of thing. Ezra Firestone does the same exact thing. He creates this cool sales message, makes sure that it sells. He sells to his Beta users for $1,000. The future people have to purchase it for $1500. That first Beta group helps him create the product that they purchased. That makes sense? Anyway, I think I said that, does that make sense too many times. I got to start breaking up more trial closes. Anyway, I hope though that like I said, that's hitting home. That you guys are getting it. Okay? The ability to develop a marketing and sales message is so powerful. That is where value is created. That is where value is assigned because it's where context is delivered. Okay? It's where context is given. We see the blueprint of the object differently. Even though this water bottle in front of me, I used to backpack a lot growing up. There was this Nalgene water bottle that I had. That thing went with me everywhere. I took that water bottle. I don't know how many hundreds of miles I backpacked with that water bottle. I would never get rid of it... There was this value I had assigned to it. When we were backpacking to different areas, we ran out of water. We had to ration water and be a little bit scary actually. Different creek. That's the water bottle. For some reason, I don't know why. I won't get rid of that water bottle. I can't find it now. That was a lot of years ago. Okay? For a long time, that was it. It was not just a piece of plastic to me. There was a story, lots of them behind that very water bottle. Does that make sense? Sounds cheesy. Totally true though. Completely accurate and applies to every object that you're selling. Okay? Find ways to deliver new context. Another way to say that. Find ways to break and rebuild belief patterns. That's what that is. Anyway, all right. For fear of saying the same thing over and over again, just probably in this episode. All right, guys. You're all awesome. Appreciate you. Go forth ahead and tell them a profitable story. Bye. Hey. Thanks for listening. Hey, look. Can't decide what funnel you need or need more in-depth training on how to use your current funnel, find out which funnel you need at salesfunnelbroker.com and get your premium pre-built funnels and training today.

Good questions get good answers. Yet, the opposite is true as well. Solving marketing problems starts with checking that your asking the right questions... I'm Steve Larsen. This is Sales Funnel Radio, and this episode is gonna just totally rock. It's pretty freaking awesome. I 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, I'm very excited for this episode to be honest though. It's funny as I look back I officially got hired by ClickFunnels two years ago almost to the day of me recording this. Which is awesome. Super, super cool. And essentially when I look back and realize everything that's happened, and a lot of you guys come up and congratulate and stuff like that and that means a lot and I appreciate it. But what's been more powerful for me is to look back and see what I had to do personally to really start winning at the game. You know what I mean? One of my favorite things that were said in this last Funnel Hacking Live is by Myron Golden, which he just said he'd get on the show, which I'm very excited about. So when that happens obviously, anyway, super stoked about that. But he said that one of the things that he did to win is he just stayed in the game long enough to just know what the game was, you know what I mean? He stayed in the game long enough to be able to actually win at the game. And sometimes people jump in like, "This is a scam." Right? But they were in there for like three months. I've been going at it for like five, six years there, guys and been a ton of fun, really enjoyed it, specifically the Internet game anyway. Anyway, as I was kind of looking back, I've been thinking heavily along the time when we were broke. I mean we were just living paycheck to paycheck. We're literally living on loans, you know what I mean?... A lot of guys know my story, the way it started. We were getting these student loans because it was the way we were eating. And then finally I was like, "Man, I gotta make some money...." And so I started flipping real estate And there were some complexities with where I was living that weren't allowing how I was doing it. I was doing some double escrows and flipping it that way, it's tons of fun. Put out those street signs all over the place, had 300 people call me in a month and anyways, I was working my butt off. I've never really not. I just keep moving and make mistakes of commission instead of omission, you know what I mean? so I was sitting back and I was thinking through and there are these times, I guess multiple times and I'm sure that if you really have been wanting this, you've had the same thought. And I guess I'm religious and I'd be kneeling down at night praying and I'm asking God like, "Why am I struggling so much? Like, why? Why am I struggling so much? How come I haven't made it yet? Right? How come I ...?" Those are the questions I was asking and it took some internal maturing for me to sit back and realize that number one, that's a stupid question to ask. And number two, what was I doing about it? And I was active, I was in motion, I was learning like crazy. I hustled my butt off, went and joined the army so we could eat, you know. And I had a ton of fun there and learned like crazy and a lot of self discovery for sure. I certainly enjoyed my time there. Glad to finally be out of it, but glad that I did it though. Anyway, I had this guy tell me about 10 years ago, I went on a mission for my church for about two years and you know, he's a guy, we call him the mission president and he's the guy over all of us and he always taught us this one thing. And I had this come to my mind couple of weeks ago as somebody asked me, they were considering joining the Two Comma Club ex coaching program and it was at the Funnel Hacking Live event, if you know what I'm talking about, go buy your ticket for next year. Okay? It's, it's one of the best investments you'll ever make... That event solely has changed my life... There's not a doubt in my mind. I've a marketing degree and four Funnel Hacking Live events, I can tell you I've learned way more doing that, than I have in the marketing degree. Not that I'm not thankful for that either, but anyway. But I had this idea, this mission president, he reached out when I did a two year mission for my church. Because I'm talking about those guys were in the white tee shirt and ties with the name badges on bikes. I did that for two years when I was 20 years old. He always taught us that the questions invite revelation. Now I understand that from a religious context, you can understand what he's teaching there, but I want to take that out of the religious context and let you know that that's still true regardless of any area of your life. And so when I was sitting down and I was thinking the question, "Gosh, oh, why? Why is this not working?" You know, like, "Please God, how come I'm not making money here? Why are we struggling so bad? Why am I not making the cash? How come it's not coming in? I'm serving? I'm working hard?" It's funny, it's interesting, you know, hindsight 2020 And I look back and I'm like, "Oh, it's because I wasn't doing this. I wasn't doing that. I wasn't doing this, I wasn't doing that." But one of the things that I realized though is that the questions invite revelation. And that is so true for every area of my life. And rather than sit back and think the question, "How come I'm not making it?" Instead, I should totally have been asking the question, "How do I sell this better?"... You see what I'm saying? Totally different question, and the question affects the outcome. So you guys know why I like putting some dubstep on, taking some caffeine and stand in front of a whiteboard? It's because I'm standing up and most of my ideas will come during that because I'm asking a question.... But the quality of the question affects the quality of the answer and instead of me standing back, start asking yourself the questions that you're asking yourself. Become cognizant of what they are and step back and start saying to yourself, "What questions have I been asking myself?" And if you're like, "Ah, I don't know why I haven't been effective in this game. How come I'm not making money here or there?"... Those are valid questions, but is it the right one? You know what I mean? And so there was somebody I was chatting with right at the Funnel Hacking Live Event and there were like, one of the questions that they started asking was ... I'm sure some other people do this. I know that they did. Right. And I'm not making fun of the individual at all. I just think it's an important lesson. And as I looked back, it's one of the soul things that I have focused on kind of almost subconsciously. Certain times consciously and other times subconsciously. If I ask the right question, it exposes my brain to that kind of answer. Meaning, how do I sell this product better? How do I make my offer better? How do i market this in a better way? How do I get it right? And when I start asking those kinds of questions, I will get different answers. Like Steven, look at what you're asking yourself and sit back and be like, "Am I asking a question of ... Anyway, let me go back. I've already jumped around enough times. Let me go back to Funnel Hacking Live. Somebody is asking the question, "Oh man, Russell, it's $18,000 or $1,800 a month either or for this program." How many people sat back and thought, "Huh, I wonder if they would offer a discount." I had somebody reach out to me and ask me that about my program just a little bit ago. Many people do. "There's no payment plan?" No, no there's not. And here's the reason why, and this is exactly what I was trying to teach this person at Funnel Hacking Live. I was just trying to teach. Look, if I asked the question, "How do I get a discount on this? Or maybe I can collaborate with three or four other people and we'll all split the cost." What are you immediately doing? You're sitting back and you're asking yourself how can I stay in a place of poverty instead of paying for premium. That's what you're doing. And one of the things that has changed my life, and I know I've said it like a billion times, but was changing the question. And instead of me asking the question, because I've always wanted to be part of Russel's inner circle and I'm so thankful to be part of it now. I am honored to the hilt to be a part of it. But I asked myself the question, how can I afford this? Rather than, "I wonder if you would give me a discount on inner circle." No, I even worked with him, next to him. I still vox him all the time, but it's not what I am doing. I'm not sitting back asking the question. Maybe he'll just let me in. Maybe he'll just let me get inside. Maybe I can get just this little, you know, this brotherly side, open door, straight into the inner circle. Maybe I can find some kind of discount. No. Are you freaking kidding me? No. What you do is you ask the question, instead of asking, "How can I get a discount?" First of all, take that question and burn it. Second of all, ask the question, "How can I afford the most premium services on this planet?" Answer that question. Change it up... Do whatever it is that gets you in flow, a little Caffeine and dub step for me, right? Whatever gets you in flow. Go to a whiteboard or however it is you brainstorm. I encourage you to write though, there's something to that. And write out the question, "How can I afford the most premium price ever? How can I afford that?" And when you answer that question, you will be surprised. First off, nothing will come to your head for awhile, but do not move on. Let your head sit on the problem. Most people will not sit on the problem long enough to hear an answer. They won't, they won't. And instead they turn around and they start walking and go, "Oh, well I can't afford that. He didn't offer a discount. There was no payment plan." If questions invite revelation I have used this countless times in my business you guys, it's not just over in the place of religion where I was taught, it applies to everything. And so I asked myself specific questions and I do not move on when it is uncomfortable because I don't know the answer. I let my head stay there and I start asking instead and I start brainstorming, "Well maybe I could do this. No. Dang, that's not going to work. Maybe I could do this. No." And it's usually as I start to brainstorm, little ideas will come to my head like, "Wait a second, what if I did this?" And I follow that thread for a while and I follow it. "No. This part won't work with that. But you know what? This first half does. Let me take that first half, now we're working with this first half of that answer. Okay now from this point, let me ask the question again. "How do I afford the most premium services on the planet?" Okay, now I got this far, cool. Let's brainstorm, let my head sit on the problem. It's uncomfortable. I don't know the answer. Gosh, I don't know the answer. What is this answer, God?" And I'll sit there and I start thinking, and my head's going a million miles a minute. I'm finding the spot and then all of a sudden I start finding more the answer. So people are asking too many questions that are the wrong questions. Just get cognizant of what those things are. So stop asking, how do I get a discount? How do I get a payment plan? How do I do this? And here's the reason why you ask the other question, how do I afford the most premium prices on this planet? When you do that, what it forces you to do is you end up creating an asset that pays for the most premium services on this planet. So then when you actually are through experiencing that most premium experience, you are left with both the experience and the asset. If I go the other way and I start asking the question, how do I get a discount? How do we get a discount? How do I get a discount? You find a way to get a discount because that's what you're asking. You were looking for that answer, so you find it, but then when you're done with it, usually you experience a discounted experience. You have a discounted experience with the thing that you pay for and you're not left with an asset at the end of it. Change the way you're asking this. Look at a different direction. Anyway, so that's exactly what I asked myself about a month ago. I was like, "Hey, we've got this cash coming in. My funnels are doing well. I know what's wrong with them, I know I need to tweak certain things on them. How can I make the funnel better? How can I sell it better? How can I over-deliver? How can I get this in front of more people?" Those are the questions that I asked myself, but then I started asking myself the question, "How do I get in Russell's inner circle like that?" And I told you guys a few episodes ago, I told you about this, right? And I ended up walking into this hotel room and this was the biggest thing on my mind, I was just, how can I give myself a raise today? And that was the question on my mind, and guess what? I answered the question because it was the question I have in my head, not "Will Russell just let me get grandfathered into the inner circle because I sat next to him?" Stupid question. Whoever said there's no such thing as a stupid question, got Straight A's in school. That's a stupid statement. That's not true at all. There are stupid questions... That's the question that you've taken no time to try and get the answer on your own. That's a stupid question. That's the definition of it. Understand and call yourself out if you've been asking stupid questions, change the question and you will get a different answer. And it will be uncomfortable, especially if you've never done this before. And if you've been living your life in a way where it's following the patterns of poverty and you're sitting back and instead, how you know you're asking the question, "Why are things so expensive? People would spend that much money on a shirt, a pair of pants at the store?" Oh my gosh, whatever it is, whatever your thing is, people would do this instead of asking that.I'm not saying you change your personality. That's not what I'm saying at all. I'm saying change the freaking question. Start asking questions of wealth and start asking questions of good business and offer creation and delivering for the customer. And speed of cash. So that is the question I'm asking myself now. When I was standing ... And this is the whole reason I'm doing this episode, when I was standing on stage at Funnel Hacking Live and I was teaching and I'm in my zone. I love that. If there's nothing else I could do the rest of my life it would be to teach on stage is super fun. I feel like I'm really good at it and I practice it a lot and I get my flow and I help people in a way. It's a lot of fun for me anyways, and had a lot of good results for other people with it too. And so I'm sitting there and I'm teaching on stage and before I got on there, Russell said, he told me that I should stand up and I should call my shot. He said, "Dude, stand up and call your shot and say when you think this funnel that you built at the beginning of the year is actually going to get in the Two Comma Club." I was like, "You want to put a date on it?" And he's like, "Yeah, it's going to be awesome." And I was like, "Holy crap! Yes coach make it hard." So okay, "Publicly you want me to state this?" And he's like, "Yeah." I said, "Okay, all right." So what I did was I stood up and I taught my portion and you know, I loved it. Anyway, I am extremely proud of the way it went and I delivered it and it was awesome. And I knew I had connected pieces for people. And then at the end of it, he wanted me to tell everyone what kind of the results were that I've been getting. And for the last month, I'm just being totally honest with you, I've been too obsessed with the question, "How do I develop these other assets?" And so I haven't really been focusing as much on the Webinar. I'll call myself out and pull myself to the carpet there, call us up to the carpet... But, I went in, as soon as I stood on stage and without realizing what month it is I publicly told everybody that I'm going to get my funnel into the two comma club for my second ward. I got a spot already on my wall for it that I was going to do by August 1st. I was like, "Oh my gosh." After the event, I mean, literally just like a fewdays ago I was home, I didn't even think about it. Like, "Wait, August 1st, I told everyone that. What month is it? Oh my gosh. It's freaking April." Okay, April, May, June, July. I got four months. And I started thinking through backwards, like, "Hey, okay, it's here where I am for that. From here we really are like another 800 grand on this thing, ish. That's like eight, nine grand a day. I was like ... Okay, that's a lot. I've never done that before. I've made eight grand in a day several times, many times. I made nine grand, 10 grand a day, 11 grand day. So, I've done that but consistently, that's a lot, you know, and I'm excited for it. And so that is the question I'm asking myself. It is uncomfortable and I'm brainstorming. I brainstormed out four different ways that I'm going to be able to do that over the next four months and I only need one of them to hit to really get it. There are four Hail Marys. I'm super excited about it but I got to pull nine grand a freaking day in four months. I mean every day for the next four months to hit it. So I'm going to kill myself trying to get it. I think I can. And in my head is asking that question, how do I make nine grand a day, which basically for me means I need to be pitching anywhere from, you know, 80 to 90 people a day, which means they need to be getting about 300 registrants per day, I spend about $1,500 a day in ads, which is totally do-able. So that's just one method. I was thinking back like, just reversing, doing all the numbers. The problem is that when people ask the question, they don't do enough to try and answer the question on their own, out of their own head. New ideas don't come until you have literally exhausted all the current ideas you have. So as you're sitting there and you're on your whiteboard or whatever, I drastically encourage y'all have one, and write stuff by hand not just on digitally. That's something. Anyway, I don't know why, but I'm very convinced that, that is far more effective than just doing things digitally all the time for everything. I got legal pads all over the place here, but anyway, I feel like the reason people will screw this up and this method up is because they'll sit back and they'll ask the question and then do nothing to try and solve it on their own. I got books all over the place. I'm reading, I'm grabbing it. "Oh, this looks like I might have some answers for that." "Boom. I just did that this morning I'm reading some pieces of books for that." Oh, cool. Okay. Next one, boom, and I'm reading for purpose. I'm reading with the intent. I'm studying, I'm listening, I'm learning for the intent of answering the question. How do I do nine K a day? And that is what I have been focusing on. So, that's the question on my head. It is uncomfortable. I'm excited. It is a growing one... Regardless if I hit it, I know that the outcome will be better processes, better performance for myself, discovering new ways to sell things that probably people in the market aren't doing. Cash. The byproduct is that I can't think of a thing that's going to be negative as I try and solve this problem. So that's what I'm trying to say. Upgrade your problem, upgrade your question and ask the right ones. Make sure the questions you're asking are questions of wealth, not poverty. Make sure that you're trying to find ways like literally, that's what I'm saying before. I was like, "How can I afford Russell's inner circle stuff? Guys, now I went and I created an asset in the last month. It pays me like at least 15 to $30,000 a month from now besides my funnel. Boom, boom, boom, boom. Right? Crazy. Crazy. I'm so excited. That's nuts... I removed my cost of goods for this funnel there. I don't take cash. And anyway, that's a whole different thing. And I went and I have already talked about that, but that's what I asked myself. So that's what I answered. And so now it's time for me to change the question and go focus on that and I'm excited to do so. So anyway, that was an intense episode. Hey guys, thanks so much. I appreciate it. Again, this is my ... I would love again to get some reviews from you guys on iTunes. That would be super helpful and if you've had any piece of nuggets or any nugget or whatever or something like that, that's really helped you, I would love to hear about it. Whether if it's a personally or that's what you put in the review on iTunes. Or, if you just tell someone else even. I really appreciate that. I am very serious about what I'm doing here, but it's a ton of fun and really been enjoying this ride with you guys. So, anyways, thank you so much. I appreciate it. I will continue to document both my processes and methods and why I'm doing what I'm doing as I move down this path. So anyways guys, thank you so much. I appreciate it. And I will talk to you later. Thanks for listening. Please remember to rate and subscribe. Hey, you want me to speak at your next event or mastermind? Let me know what I can share. It will be most valuable by going to stevejlarsen.com and book my time now.

Click above to listen in iTunes... Crazy, I've never had to thing about this stuff before. WOO!!! Hey. What's going on everyone? It's Steve Larsen. You're listening to Sales Funnel Radio. Welcome to Sales Funnel Radio, where you'll learn marketing strategies to grow your online business, using today's best internet sales funnels. Now, here's your host, Steve Larsen. How you guys doing? Have you guys ever seen those oxygen restriction masks? Those things are nuts. I bought one. This morning I went on this run and it was so much harder than I ever anticipated it being. I used to backpack a lot. I know I talked about that a couple times. When I was backpacking there was this time we climbed Pikes Peak. If you know what that is, it's very famous mountain in Colorado. It's funny because there's a tram that takes you up to the top. It's above 14,000 feet. When you get that high, I mean, walking just takes the breath out of you. It feels like you're exercising when you're just walking. We climbed it though. We started super early in the morning, we start climbing up this thing. It's so funny, when you start getting above tree line, which is usually around 11,000 feet, meaning it's so high that trees can't grow anymore, so it's above tree line, you start getting really deliberate in the steps that you take. It was funny because ... That was a very challenging hike actually. I liked it a lot. It was funny because, I started feeling like that this morning when I just put this mask on. If I run down to the street light, that's just a street light and back, that's two miles. Almost on the dot...  It's funny it took me an extra five, ten minutes than it normally would because I was just sucking wind. I even had it on the lowest setting. I was like, "Good grief." I forgot my high altitude lungs are just gone. Anyway. Anyway. Hey, I've been listening to and re-listening to all of the old funnel hacking live speeches. All of them. It's been a lot of fun. I'm almost done with the 2016 replays. I'll go back to the 2015 replays soon, then I'll go to 2017. I don't really know why I started in that order but I did. It's been a lot of fun to go back through and do that. It's fascinating to remember, "Oh yeah, remember when I had that aha, that was at this event here. Or I remember this personal development growth piece, this happened here or there or whatever." What's interesting is to go back and listen to all the things and I'm like, "How come I never heard them say that the first time?" Right? I think it's the reason why, I mean, my two year old and my four year old I still have to say the same things to them over and over and over again. "Hey, stop hitting your sister. Hey, be nice. Hey, be nice. Hey, hey, hey." You know what I mean? It's just human nature we all have to hear things a million times before we actually hear it. Which I think is kind of fascinating when you think of it like that. That's why I always laugh when someone's like, "I already read the book Expert Secrets." I'm like, "That is one of the most core marketing books that is in existence today. You've only read it once?" Right? I just re-read 108 Split Tests. I did. Okay? Why? Because there's all these things that you continue to get from it over and over and over again. Right? When they are the classics, when they're the things that change the way a market behaves, why would you not study them like crazy? Right? I listen to an awesome course. It's by Perry Belcher. If you can't handle swearing don't listen to it. It's by Perry Belcher and it's ... Oh my gosh. Is it the Secret Selling System? I think that's what it is. That course is freaking amazing. It's like 18 hours but that is fantastic. I'm going to go back and re-listen to that here shortly I think 'cause man that was incredible. Anyway. I keep going back to the greats. I keep going back ... What's funny is that there's so much new material around me at all times that I have not even begun to dive into because I feel like I've not mastered some of the simple things that are right in front of me. Do you know what I mean? I only like to learn things for a purpose. Even all the DISC tests and all the 16 personalities tests, all that stuff, that even says so in there. Right? I only like to listen and learn and study from things that I will use right now. I am not a good general learner, which has turned out to be a big blessing because I don't get distracted by all this other garbage that frankly it doesn't matter that I'm on or not. Right? Anyway. One of the things I was picking up today and I was kind of refreshing my mind on was a book that I read in college. It's funny when you read things the first time and when you're brand new ... Not brand new. When you're not as experienced in an industry and you start reading the books from that industry, it's funny how the first few books or courses you take is just like mind blowing. You're like, "Oh my gosh. Oh my gosh that's so crazy. What? You automate your emails out and to think all the soap opera series?" Right, that's like the most basic thing on the planet. Right? Especially for our world and what we do right? So, what I think is interesting about this is I went through and I picked up this book that I read in college and at the time I was like, "It was really good. I really enjoyed the first half of it." It's a book called Visionary Business by Mark Allen. I'll be honest. The first half of the book I got some good things from it. The second half got a little weird. It was talking about how the business has a soul and stuff like that. I was like, "Ah, I don't know about that." That business has a value ladder. That business has a really cool offer. Right? A sexy offer. Some false beliefs. I don't think it has a soul. Anyway. I don't know, maybe I'm just not open minded enough or something like that. I don't know. It's fascinating though, 'cause one of the realizations I had, and this is where I'm trying to take this episode just so you know, one of the realizations that I had as I ... It was probably about three or four years ago, was that I was studying areas of business that did not apply to where I was at the time. Okay? I know I've talked about this before as well, right? Just in time learning, stuff like that. I believe it's good in phases. You know what I mean? Every once in a while you got to just drink deeply and I can tell. I can tell. I'm not exactly sure when but I can tell that sometime soon I'm going to go through a really, really, really deep learning phase and it's going to be me primarily focusing on the seven to eight figure area. I think that my webinar's going to hit a million bucks probably summer to the latter part of the year. Somewhere in there. I think that's when I'll hit it. Then, primarily where I've been focusing is the zero to one figure area, right? 'Cause that's where my personal thing is on right now. While I've made a million bucks for a lot of other people many times, this one of my own, that's what I've been focusing on obviously. What I realized though is three, four years ago I was studying these areas of business that I was not in. It was just general learning and therefore I was a distraction and I was literally getting nowhere. It's fascinating 'cause I picked this book up again this morning, Visionary Business, and I start looking through the book and I start reading through it again. I was looking at just ... My habit is that if something's really, really amazing I will fold the bottom corner of the page so next time I pick the book back up again I'll look at the key points. If you look at all my books that's one of the reasons it takes me so long to read them, but the reason why is because I can come back later and I just look at all the corners of the pages that are folded up on the bottom and I can read just that part again. I'm like, "Oh yeah, that was like the core thing of this part. Oh yeah, that was like the core idea of this one." Right? I can pick back up really quickly and refresh what I need to. It works well. Anyways. I was doing that and I picked up Visionary Business and I started looking through and I was looking through all the little turned up corners on the bottom page and it was fascinating because there's some really interesting ... I liked some of the key parts that it teaches about management. I don't know why the heck I was studying management when I had no one to manage. Right? You know, I saw it, just barely launched the hiring funnel. Thank you to those of you guys who are applying. I appreciate that a lot actually. Those of you guys who want to work with me, that really means a lot. If you did not hear that episode it's like two episodes before this one it's called My Hiring Funnel. You can back up and just listen to those. Anyway. Awesome stuff... I was looking this up again and there's these two different styles of management that it goes through. This is what it says. Okay? It was on page 68. It says, "There are two styles of management. Management by crisis, and management by goals. Those caught in the management by crisis trap are always working in the business and never have time to work on the business. Their vision of the future is lost." I think that's fascinating. It's very much a ... You know, we should all react to crisis obviously well and try and move on but I totally understand, I totally get that. Right? Management by crisis, management by crisis. Right? Oh my gosh. We're going to have this bad thing happen and this bad thing happen and this bad thing will happen. You almost bring to fruition your fears, rather than focusing on what the goals are and that's what you bring to fruition. Right? That's what you should actually bring to the present now and actually make happen... I thought that was kind of interesting. The only reason I'm bringing this up is because I'm hiring people now. Right? I have actual employees. Number one, I'm an actual employee of my own business. That's how we structured it. Pretty soon my wife probably will be also and things like that, and that's great. But I have an actual employee now. You know? Now I look at this and I'm like, "Management by crisis. Huh." I've had a ton of VA's, right? But this is my first real employee. W2 employee. Actual employee, right? I'm excited. It's going to be so fun, right? He's not starting for a little bit here but I'm super excited to have him. You guys will all know who he is. I'll introduce him. He's the man. I wouldn't have hired him otherwise obviously. We actually have quite the history together, which is kind of cool. It's funny that that's how that's turning out. We're getting back together, getting the band back together man it's going to be awesome... Anyway. It's going to be a lot of fun. What I'm doing though is I'm looking through and I'm thinking management by crisis. That's fascinating. How do I avoid a management by crisis scenario and instead, how do I manage by vision, by goals, right? Obviously there's times for both. But how do I primarily stay in the management by goals area? Anyway. I thought that was kind of interesting. I can't remember, I was at a fad event or I don't know, I was coaching someone I can't remember who it was but they were asking, "How do I find good people? How do I find good people?" I know I talked about this a little bit in the hiring episode but this is the phase I'm in so I'm just kind of documenting my stuff as I'm going through here, right? Anyway. It was fascinating 'cause I was watching Russell and I was listening to Russell and he said, "Hey, I always hire from within." That's what he said that time when ... I mean, he sent out a whole bunch of emails. I've watched him do a lot of things like that where he hires from within. He hires from within the culture, which is why it's important to build it. Right? Expert Secrets talks about that. You build the culture. As you're building the culture you're actually having these true believers come out of the woodwork. Right? Me. Right? It's safe to say that I'm a click funnels fanatic. People know that and he knows that and everyone knows that and that's fine and they should. It's great. But his ability to create culture is what allowed him to hire from within and that's what I'm trying to say is start thinking through hey what's your management style and things like that, but so much of it will already be dictated by how your culture has been set. Right? Russell had to spend zero time indoctrinating me. When he hired me. He had to spend zero time teaching me click funnels. Zero time. You know what I mean? It's because I was so into it already. That's all I've been doing is looking for the individuals who are so into what I do. Right? I always say, you guys are going to get like 10% of the people who follow you to just be like the fanatics. The people that are crazy, right? I'm sure I'll throw some kind of event. I'm sure I'll throw some kind of my own inner circle summit or some kind of coaching. Something in the future of my own, right? It'll be 10% of you that are really, really, really Steve Larson fanatics and would love to come hang out, and would love to learn the next piece, and would love to ... That's exactly what happened at the last Mastermind that we through, right? That's exactly it. You have to understand that's the natural progression but I did not worry about that or focus on it until now. Right? Meaning I've been building the culture. I've been building all that stuff but I'm not studying management til I need it. Right? Then again, I'm not even really studying it because they're already indoctrinated into what my vision is. Right? I want to change the world. I don't exactly know how yet but I know I do. Right? It took me a long time to have the cojones to say that kind of thing. I always thought that was kind of weird, like, "Oh yeah I want to change the world ha ha ha. Oh ha ha." Right? I don't know why I was always timid about saying that kind of thing but not anymore. Right? I'm trying to find other individuals who are also like that. It's been kind of fun because I know those of you guys that have been applying to work with me, whether as a funnel builder, an assistant, a support person, a high ticket salesman, you understand where I'm trying to drive the ship. That's the benefit of doing it that way, which is kind of fun. It's really fun actually. Anyways. That's all I really want to say in this episode. Start building culture because when it comes time to actually hire, you've got to be able to have that culture that's already there so that you can hire from people who are already indoctrinated. Anyway. There's another cool quote, I was looking at another one of the turned pages in this book Visionary Business. Again, I really like the first half of this book. The second half for me got a little woo woo. I don't mind woo woo but in a business? There's nothing innately spiritual in my business itself. My logo is not speaking to me, you know? I'm the one driving it. You know what I mean? If anything it's the woo woo in me. Anyway. We can go on a whole other topic there. I'm going to pack up. This last half of the book was a little bit weird for me but it was on page 92 about halfway down, it says, "Hire people who are passionate about their jobs and who have the suitable personality for the job. Hire a technician for a technician's job and a manager for a manager's job." I think that's so true. Gosh, that's so true. Understand what you are innately geared to do and it's one of the reasons why I have people take the DISC test. It's one of the reasons why I have people take that 16 personalities test, why I have them film a video. If you can't film a video and put it on YouTube and give me the link, you are already not suited to work with my stuff. You know what I mean? That makes sense. I know you all know to do that but that's the reason why I do that. Anyway. It's been kind of fun to go through that and start looking at these different management styles, make sure I'm not managing by crisis. Make sure I'm managing through goals. It's like, "Hey, let's go here. Let's drive there." I'm trying to do it in a way where I'm not babysitting. Right? Not that I need to. Not that I'm going to have to with this guy. He's the man. I know I'm not going to have to. Right? He's the man. But you know when you were growing up, I'm sure we all did this to a degree. We're all growing up, mom and dad give you a task right? Or whoever. Your guardian, whatever it was. Whenever you were younger somebody gave you a task. It could be a teacher, right? You were given a task. The moment that individual walked away you had such a less fire in the gut to get that activity done. Right? Same thing when I was in the army you guys, which by the way I'm finally finishing up the paperwork. I'll be out of the army here very shortly, which is very, very exciting actually. But anyway. In the army, right? A commander or a first sergeant or someone of authority would come up and give some kind of task and everyone would be like, "Roger. Oh yeah, I'll get it done." As soon as they leave sometimes it'd be like, "Oh, okay we have like three hours to do that thing. We really need like 30 minutes. Okay, well we're all just going to hangout for a little while and [inaudible 00:16:14]." Right? Then that person comes back and everyone acts busy again. Right? That's not the management style or scenario or culture that you want inside your business. Right? What's so awesome is the people that I'm hiring, especially this guy, I'm so excited for him to come in because I already know that his culture and my culture together match and mix and we do well. I am not babysitting. I am not managing by crisis. I am not managing as a babysitter. Right? I'm setting the goals, I'm saying, "Let's do this. Let's do this over here. Let's take that mountain. Let's do it." I don't have to be in the room for those things to be done. I'm so thankful for that because I can quote so many jobs and I'm sure you can as well, where that was the culture. Where as soon as the individual left, right? As soon as the individual left nothing happened. Nothing happened. That was management by force. Right? Management by crisis. Terrible management style to be a part of that. Anyway. Those are the things kind of going through my head with this and hopefully that's helpful somehow. Understand, again, I didn't worry about any of this stuff until I needed it. I don't know if worry is the right word either but I'm not concerning myself with it until I need it. I really don't need it that hard anyway because the people that I'm hiring and bringing on are already indoctrinated. I think it almost negates some of the things that are in this book is also kind of what I'm saying. You don't have to do all those pieces so deeply. Right? That a lot of these other management books will talk when you have a strong culture in the business and when you hire from within. That's the main key. That's all I'm trying to say in this. It's kind of a long winded way to say it but anyways guys. Hopefully that's helpful. Thanks so much for being a listener and we are well past 100,000 downloads now. I just have not had time to actually go and create the new intro music, which I'm very excited to do. There's something special with it that I'm trying to put in it so anyway, it will be done hopefully shortly. Alright guys, talk to you later. Bye. Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Want to get one of today's best interest sales funnels for free? Go to salesfunnelbroker.com/freefunnels to download your prebuilt sales funnel today.

I'm tripling how often I deliver my webinar. BUT, sometimes I can't be there to do it live, so... Hey, what's going on everyone. This is Steve Larsen, and you're listening to Sales Funnel Radio. Welcome to Sales Funnel Radio where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. And now, here's your host, Steve Larsen. So I was just outside. We've been shipping just a whole bunch of stuff into the house, stuff for our garage, stuff for ... just lots of different stuff. And a lot of the stuff has come on big pallets and things like that. We've been shipping a lot of cool stuff in here. It's been fun. But funny enough, we've just had this stack of boxes and pallets and all this stuff all over the place and so we've been wondering what to do with it. There's no one who comes out and says, "Hey, you've got a whole bunch of pallets you've got to get rid of?" You know what I mean? So it's funny, for Valentine's Day, my wife got me an ax, which is kind of fun, actually. So I've been outside for the last three hours just bashing apart and burning these pallets, and it's been a whole lot of fun. It's totally manly. Hey, this last week has been kind of interesting with my webinar. A lot of sales at first, kind of trickled down, and then it really slowed down quite a bit, and I know ... I figured out why. I think I figured out why. I think it's because ... So here's the numbers, right. I still have a 56 percent opt in rate on my first page. 56 percent. It's awesome. It's really, really ... I mean super, super cool. I'll get 150 to 200 people registering from my webinar each week. But there's only like a 7 to 10 percent show up rate. Of the people who show up, I still end up usually closing anywhere from 10 to 20 percent, which is an awesome close rate for a webinar. But the actual show up rate is so low that the last little bit here hasn't been that many sales. I'm like, okay, what's the problem? And I know there's probably some guru or whatever's out there who's like, "Why would you ever share these numbers? Don't make yourself look bad." What I'm trying to help you understand and to know and show and see, is that my reaction to what the market is telling me is what is key right here. And so I was ... I'm not going to lie, I was super frustrated, like, what the heck's going on? C'mon. I know the product's freaking awesome. There's no one else selling anything that's like this. I know it's incredible. I've had amazing success stories with it. People are doing amazing things with it. Like, ah. It's been so cool. So I'm like, okay. But that just goes to show what I keep saying to all these people too. Stop focusing and freaking out so much about the product. Start focusing and be obsessive over the sales message and the product will take care of itself. You go and you make something awesome. And it should still be awesome, but you know what I mean? Focus on that second... Anyway, so I was boxing Russell, and I was like, "Dude, I don't know what the heck's going on. It's nerve-wracking doing one webinar per week, and ... " Follow me on this okay? There's something very specific I want to tell you guys on this webinar because I'm very excited you guys. I think I hacked out the way cook funnels works a little bit. It's so cool. So anyway, I was boxing Russell and I was like, dude, what's going on. What do you think's happening? What do you ... " And he was making fun of me because I'm still putting a dollar in on ads and I'll get like $4 back out. And he was like, "I'm Stephen. I only 4Xed my money." And I was like okay, "Okay, I get it." And it's still that kind of thing. But it's like the numbers are tiny. I was like, "How do I scale this thing up so that my show up rate's higher?" And he was like, "Yeah, my show up rate ..." He usually gets a 25% show up rate. And I was like, "I'm floating around anywhere from 7% down to ... up to 15%. It's still kind of low. You know?" So that's the number I'm working on. And so, all these little things that I've been doing to my webinar to get it to increase. Anyways, I was telling him about it. And I go, "Dude, I can't handle ... It's my sole income. You know what I mean?" I'm putting my money where my mouth is and this is my sole income. And we're doing totally fine, by the way. It made more money last month than I've had in my bank account ever. We're doing great but still, the consistency of it is part of the sexiness of it. You know what I mean? And so, I was like, "What's wrong? How can I react to what the market is telling me?" So I was telling him all this and was like, "Once per week is rough because I'm eating what I kill. You know?" And he goes, "Well, what if you just do it twice a week?" I was like, "Huh." Why have I never thought about that? So I was like, "Okay.' So I ... A few nights later, I was like, "Okay, I got to think through this model." How do I from a technical standpoint run this thing in a way so that when group one is going through my replay sequence, they're not also seeing the Facebook ads that I'm running for group two that week. Right? And so, I was sitting there and I don't know what it is about Dubstep guys but I was putting my headphones on and it always gets me in the creative zone just a little bit. I don't know. But maybe that weird but whatever. Different kinds of music do affect me differently and my creative zen, you know what I mean? So I was sitting there and actually I put my headphones on and I started just pacing around my office here. And this is how I solve problems. I don't know if anyone knows ... I've never really told you guys this. That is how I solve problems. And I solved ... What I will do, and one of the commonalities of people I see who don't solve problems in their life is they see that there's a problem and then rather than accept the fact that there's a problem and they don't know the answer, they just act like it's not there and move on and ... Or they'll say, "I can't move on because it's here." And they don't look to themselves and their own noggin to try and figure it out. I was listening to this really cool interview ... it wasn't an interview, it was a speech. I don't know who it was. It was some guy on the internet speaking in front of a ton of people. And he said some things that were really profound and he was going through some interesting numbers that they were finding. And what they figured out was that successful people will solve 80% of the problems the first time that they hear them. I think I was saying that right. Meaning they solve literally almost every single problem. They make a decision. Solve isn't the right word. They make a decision. There we go. That's what it was. They make a decision 80% of the time. Right? So something comes to them and they're like, "Hey I've got this thing. Go make a choice on it, Steven. Go make a choice." 80% of the time, they make a decision right then. And that's what he was teaching. He was trying to show, look, successful people don't take forever to make a decision. They just make a decision and they move forward. And they just get crap done and they know ... They make the decision as best they can with the information they have right there with the understanding that it could be wrong. But they're so good at making decisions on a fast basis that their chances of actually being successful are so much higher and it's one of the reasons they are successful is because they make decisions very, very quickly. And so, I had that in my mind and I was walking around. And I love getting into the zone, guys. It is one of my favorite things to do ever. I was going to go to sleep. It was late at night but for whatever reason ... It was late at night and I was in the zen state and the creativity ... I don't really control when those moments happen. I just follow them when they do. And so I stayed up. I had the music on. I was pacing around and I had this ... that kind of lesson in my head of hey look, I've got to make decisions 80% of the time the very first time I have to make ... that I need to be making it. I hope that makes sense what I'm saying with that. But when you have a decision to make, 80% of the time you should make a decision the very first time you hear about and you make it on the spot. And so anyways, I was pacing around and I was like, "Okay, this is ... gosh, how do I solve this? How do I solve this?" And what I do mentally, guys, is I try and look for, I think of them as threads. And I start looking around, I closed my eyes. And I usually start pacing around in my office kind of fast. And it gets a little bit detrimental sometimes with my eyes closed but I do. And I'll have music going and it's loud and I'm trying to find a thread. That's how I think of it. I'm looking for a thread. And I think of it like there's all these threads, these possible solutions to the thing I'm looking for. I don't really know what it is. And I don't really know that it's going to be the solution yet. But what I do is I start thinking through in my head ... I don't know if this is weird but this is how I think about it. This is what I do. And what I do those is I start thinking through all these threads and I grab a thread that's there that exists and I start following it. That's how I think of it. I think of it as I'm going hand over hand following this thread. And I don't know what's on the other end of it. I love those states because what always ends up happening is the first thing I have to do is I have to draw the end of the thread. And so, that's what I did is I came over and I was like, I think I know how to solve this problem. I think I know how to solve this problem. I don't know how it's totally done yet but I know enough that I could start drawing. And so, I go to my whiteboard. And that's always the next step that I always go through. I go to my whiteboard and I start drawing the end of the thread, whatever it is that I believe will lead to the solution. And it was a very interesting thing that happened. And I started drawing it. I started drawing it and I put the marker back down and I kind of paced around for a little while and I was like, okay, but what's the next step after that? What is it? What is it? And I started walking around and usually I'm pacing kind of quick. And funny enough, it wasn't the right solution but another one took its place and I followed that one and that's how I solved it... Here's what I was trying to figure out. And I hope that makes sense what I'm saying is like, I've seen that most entrepreneurs out there do this. Certainly, Russell does. Certainly most of the ultra-successful people that I've seen or been around or gotten to work with or just gleaned info from, most of them, they don't always know what the outcome's going to be, they just know that the beginning's real good and if they can sprint at it hard enough, make as many decisions on a fast basis as they can, usually it'll be shown to them the kind of thing they need to be doing. So here's what I was figuring out though. So Russell's like, "Hey, do two webinars a week." And I was like, "Well, what's better than two webinars a week? Three webinars a week." And I was like, Cool." So, I am doing starting this Tuesday, I'm doing my webinar live three times a week. Okay? It's very aggressive but there's a lot of reasons why I'm doing it that way. So I'm doing it literally Tuesday, Thursday, Saturday. And what I've done is I figured out a model because usually the model that we teach at Click Funnels, that I teach Two Coaching and Secrets of Master Guide, even in Expert Secrets and all the different trainings. The webinars are in this one per week model where Monday through Thursday you're promoting, Thursday do the webinar, and Friday through Sunday you do your replay sequence. I was like, okay, but how do I squish into this thing three webinars a week without overlapping. And so what I did was I figured out how to do it. And I figured out this model. Which is super cool because it still feels like an isolated event to the people who in the middle of it. They don't know that there are these other webinars that are going on also. And what's cool about that is it lets me perfect the message at a faster pace, right? Brandon and Katelyn Pullman, I think they did their webinar thirty some times before they actually automated it. Russell did his 60 or 70 before he automated it, right? I'm trying to get to that number. I'm trying to get to those volumes of having done it so I know the script so well, so well. And I know what the issues are. I know that the good, the bad, the ugly. I know what's converting well. I know the stories that work well. I know the stories that are not good to tell. You know what I mean? I'm trying to figure out what that is but I'm trying to run at it because I feel like you can't skirt that process. You know what I mean? There's shortcuts. There certainly are shortcuts. There really are secrets. There really are hacks. But some stuff you just can't shortcut. And so rather than me trying to shortcut it and go straight to an automated webinar, I'm actually trying to just marry the process. I'm looking at it like a sport, okay? This is mat time. This is gym time. This is me just spending time in my craft. And so, that's what I've been doing. And I just figured out, I'm about to build it right now. I just figured out how to do the entire thing. And I was checking with my amazing ads lady and she's fantastic and she's like, "Yeah, that could totally work." And so, I will probably do some kind of training on it in the future here because it's super powerful. So as I was looking at it, it was like three times a week. I am zapped from a single webinar. The way I do them with such high energy. If you want to check it out guys I would love to have you one it. It's secretmlmhacks.com if you guys want to. But it's been really, really cool. And I convert really well on the webinar. And I get an amazing opt in rate. The one thing I'm tweaking right now, and I know exactly what I'm going to do. And I'll tell you guys about it in the future which probably means next week. Because I think I figured out how to solve my problem, my show up rate problem. And I got some just awesome stuff down that's coming. Oh my gosh. It's cutting edge. There's only two other people on earth that have what I'm about to go put out and I'm really excited about it. Anyway, it's super cutting edge but I'll tell you guys about it in the future. How's that for salting the oats, right? Anyway, so what I did though was I figured out how to do this and run this thing in a way. And I was like, three webinars in a week, we got Funnel Hacking Live coming up. I'm speaking at an event. There's 2,500 people at it. I'm super excited about it. I just got asked. It's going to be so cool. It's the beginning of March. I'm going to go to Grant Cardone's 10X event. Anyway, so there's life. What do I do when I can't do one of these webinars? Three a week? That's a lot... So what I did was I figured out that in those scenarios where I physically cannot do the webinar, I will automate it. And I will deliver an automated version of the webinar. And so what I've been doing and going through and figuring out is how in a single click to turn my entire funnel from a live webinar funnel into an automated funnel. So for that one time ... So Tuesday, Thursday, Saturday, right? Let's say Thursday, I'm at an event and I can't do it. Well, for that group, that scenario, I will run an automated webinar with a single click and switch the entire funnel from an automated funnel ... from a live one to an automated one. And then in a click, turn it all back. That's what I figured out that night. Thank you Dubstep and pacing around and following threads in my noggin. That's what I figured out. And at some point, I'll probably do some cool trainings. I want to show you guys this stuff. It's really ninja. I don't think that there's a way you can sidestep having to do it live over and over and over again. I even asked Russell, I was like, "Dude, maybe I should just automate it." And he started laughing and he's like, "I'm not going to let you off the hook that easy dude. You keep doing it live." And I was like, "Gosh dang it. Just let me automate this thing." Oh man. Anyway, I've been pumped about it and I'm trying to marry the process and keep to what works. You know what I mean? When I was in basic training, I shot really, really well with my M16, a shot expert. I shot so well that it was only me and another guy out of 200 that actually won a phone call home which was awesome. And what I was doing though is I was marrying the process. And they would teach us ... There's a lot to shooting, by the way. And I love it. Shooting's tons of fun. And so, there's all these different things they teach us. And one of the things they'd have us do is they'd have us lay down, obviously on the prone, but on concrete. And we'd lay in the prone and hold our M16 and then we'd just start smacking our elbows on the ground. And the reason why is it would toughen the elbows and we could hold steadier for a long time. We'd literally be trying to bruise our elbows. And we'd take our elbows and we'd just start smacking them on the floor. Sounds kind of crazy but it worked... So I would be in the barracks when everyone's hanging out and I'd be in the prone smacking my elbows on the ground. I'd be putting canteens on the very end of my barrel, full ones, and try to hold it as steady as possible for 30 minutes. We'd put dimes on the end of the barrel and hold it as steady as possible and do an entire cycle meaning I would charge the weapon, fire it, and try and hold the dime at the very end of the barrel and keep it that steady so it wouldn't fall off during the entire cycle. And so, my body moves. I charge the weapon ... I put a round it. Nothing in, a blank or whatever, and I'd fire and then try and not have that dime fall off. And I married the process, guys. There's no short cutting certain things in this business, in this life. And rather than trying to fight it, marry it. And you stay the course and that's what I'm ... And I always talk about that. I do it too. I'm still reminding myself, okay, don't seek a shortcut, Stephen, just seek to be the best in this process. And so I'm trying to do that. That's, as far as documenting the journey, that's what I'm doing right now... So anyway, been a ton of fun and that's what I'm doing. So, I am literally right now I'm about to go and build an automated version of the webinar for those scenarios when I can't do it the third time that week. You know what I mean? But I'll flip it right back out. I don't want to ... I'm not ready to automate the thing yet. I don't want to yet. I'm not quite dreaming about the slides yet. When I start dreaming about it, that's when I know that it's really a part of my subconscious but I'm not doing it. It sounds stupid but it's true. Okay? I've had dreams in the editor. I've built whole funnels in my sleep. And brainstormed headlines, okay? There's a level of obsession that you've got to have with this stuff and so anyways. All righty. So, that's been it and that's what I'm excited about. And that's what I'm literally about to go do right now. So I'm going to shut this thing off and got ClickFunnels up right here, got my two monitors. And I'm looking at my little map that I drew that night. And sometime, I'll make a cool map out of it and I'll probably do some training on it and toss that out there. But anyway, it's been a lot of fun. It's been ... I'm just trying to show you guys the process. Like okay, when the funnel does well, and it did well for a while, but there's either ad fatigue going on which I don't think that's what it is at all. There's this or that but as I look at the numbers, the numbers are telling me a story. And the story is you've got to talk ... You've got to increase your show up rate. So I'm just ... I know what that plan is. I'll tell you guys what it is in a little bit here. I think it's going to work really, really well. I'll tell you about it in a little bit. But the second thing I'm doing is just increasing the frequency. So just increasing the show up rate, increasing the frequency of me actually doing the webinar. And I think that's the next step so that's where I'm following it. And that's where that thread goes. Anyway guys, thank so much, appreciate it. And thanks for being a listener. It means a lot. We just barely passed 100,000 downloads with this thing as you guys know and I'm pumped. Thanks guys. Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Want to get one of today's best sales funnel for free? Go to salesfunnelbroker.com/freefunnels to download your prebuilt sales funnel today.

There ONE skill that protects me against any mishap as I launch funnels... Hey, what's going on everyone. This Steve Larsen, and you're listening to Sales Funnel radio. Welcome to Sales Funnel Radio where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. And now, here's your host, Steve Larsen. And we're about to cross 100,000 downloads. I am going to remake an intro. I have loved the intro that I have, but it's time to switch it up. After 100 episodes, what, it's like 120 episodes now almost and almost 100,000 downloads. To celebrate that I'll probably toss it out there. Hey, so I was on stage, I was teaching the Fat Event. It's been super busy, I'm sorry I've not done a podcast here in a little while. Funny story though. I was on stage and I get excited, which I know is hard to imagine. I get excited in general. But I was on stage and it was the second day. It was lie one o'clock. One o'clock, two o'clock in the afternoon. And the second day's a long day. For me it's 12 hours on stage at least. Anywhere from 12 to 15 hours, and then Russell will come on as well. And I was just wrecked... Anyway, it's a lot of fun though. I mean I absolutely love it. I enjoy it like crazy. So I was on stage, and I was jumping around. I was getting ... I can't remember what I was teaching about. But I ... The pants that I was wearing. You guys will like this story. The pants that I was wearing were a little bit more like loose fitting. And I was like ... We were jumping around, and I was teaching ... I can't remember what I was teaching. I think I was teaching about like storytelling or something like that. I think I was talking about energy. Why it matters. Anyway, I can't totally remember it was. But basically I jumped and no one else knew, but when I came back down I totally ripped by pants. Like right up my butt cheek. And nobody knew. And so ... And I didn't know how bad the rip was. And so I'm like jumping around on ... "Hey." Like I have no idea what's going on. I just know it's getting drafty back there. And I was like, "What the heck?" Like I've never had this happen in my life ever. And so I ... So there was a whiteboard there, and I write whiteboards a lot. I draw on them a lot to illustrate certain principles and stuff. But I wouldn't turn my back and actually write on the whiteboard in front of me because I didn't know how bad it was. I didn't know how bad it was. So eventually after while I was leaning around the white board writing down. Anyway. And I ... In my mind I was laughing. I was like, "I'm literally going to podcast about this." So this is me doing that. And I decided I would called a break. I was like, "All right. I'm going to call break." And uncouthly remove myself from the room. And so I remove myself from the room and I grab my friend Miles who's also ... He's into ClickFunnels. Employee there. He works at ClickFunnels. He's the DJ basically. Runs all the sound and lights and all that stuff for me while I'm doing those things. And I was like, "Hey man. I need you to be a bro and look at my butt." And he's like, "What?" I was like, "I freaking ripped my pants dude." And so we're hiding in a corner and he looks at my butt and he's like, "Dude, as long as you stand perfectly straight, your shirttail covers it. It's not even a big deal." And I was like, "Okay." So for the next five hours I had the most perfect, unnaturally amazing posture that I have ever had in my entire life. And anyway, no one was the wiser until the next day I told literally everyone that story while I was up there. And I know that some people might think that that's weird, but it's to illustrate a point. Okay. It's to illustrate a point. Whatever weird thing's going in your life, whatever it is that's going on, whatever it is that's happening to you, that develops your attractive character when you start to share those things. Right? I know now not to wear slightly baggy jeans while I'm on stage jumping around. Okay? Who would've known? I'll make that secret 12 in like some stage presenting workshop coming up, or I don't know. Just kidding. But anyway. But it's true though, okay. It's all about ... You guys got to understand this, okay? When it comes to your attractive character, and new opportunities. New opportunities you compete by being brand new. Right? All right. Your attractive character though is also something to be treated not as brand new, but as different. Let me explain what I mean, okay? In creating new opportunities your business should be a new opportunity. Your business is a new opportunity. The product itself is a new opportunity to somebody else. And if you've never ... If this is a brand new concept to you, you should probably go back a few episodes and start listening right? Right. It's a pretty standard idea now to find something that's a brand new product. Brand new idea. Your attractive character though also needs to make some kind of evolvement. Okay? When I was in college I wrote this ebook. It was before I ever read dotcom secrets. I didn't even know who Russell was I think. Wait, I'm thinking timeline. Yeah. I had no idea ... I didn't even know he existed. Okay. And I wrote this ebook, and what I did is I talked about this concept called product big bang theory where most of the time people go out and they say, "Hey come up with something that's totally brand new. Something that's completely out of the box." I call it product big bang theory. Meaning it just popped out of nowhere. "Ah this is something brand new. It's not stemming from anything else." And product big bang theory is an issue, okay? It's scary. It's freaky. It's risky. It's one of the most risky product strategies you could ever have. Instead I called it product evolution. I never actually released that ebook. I probably should. It was good... And so when I saw Russell's book about dotcom secrets, about first funnel hacking what's going on I was like, "Oh. Product evolution." Right? I'm taking what already exists and I'm making it new but I'm stemming it from something that already exists. Right? It's the same thing with like ... So when it comes to products that works really really well. When it comes to your attractive character thought, you can't really stem from another individual. I can't really say ... Why? Why why? Because you need to ... You can't compete on something like a strength. If you compete on things like strength, it's like the scariest thing to do also as far as your attractive character goes. So just follow me here real quick. Okay? I know this is ... I'm getting kind of ... Just follow me for a second. Okay? When it comes to products, you're trying to create a new opportunity but stemming from something that's already successful. Right? It's a combination between funnel hacking and creating a new opportunity. It's a combination between those two. You don't just funnel hack. And you just don't create a new opportunity. You combine them. You do them in tandem. Right? That's like one of the most secure easy ways to actually create a new opportunity for yourself. I'm sorry, a successful business. A successful product. One that is slightly disruptive in nature and creates a mass movement. That's one of the easiest ways. First funnel hack, second create a new opportunity from what you funnel hacked. Not something that totally never existed before. That's scary. Okay? When it comes to your attractive character though, there is always somebody who will be faster, better, stronger, better looking, whatever it is. Right? So you don't compete on those things. Instead, you compete on your differences. There's only one you. There's only one me, and it's very easy for me to stand out when I stopped competing on strengths. Okay. When it came to my attractive character I'm talking about. Just my own ... The way I deliver. The way I talk. My stories. My personas. What I put out into the world. Out into the marketplace as far as my character goes, my brand. There will always be someone faster, better, stronger, better-looking, er, er, er, er. Right? ER, ER, ER, ER. All over the place, right? That's a scary place to go. It's a scary place to be. Right? So I don't compete on strengths. And I don't compete on weaknesses. I'm not trying to, "Well, no I'm worse than you. I'm worse ..." I'm not trying to compete on weaknesses. But what I am trying to do, is I'm trying to compete on my differences. Okay? It's a different way to think about it. It's a ... I don't know if it's a ... Hopefully it's making sense what I'm talking about, okay? Because I talked about this a lot at this last Fat event that your character development is ... It's paramount to how your business runs. Okay? The way your product sells, the longevity of it, followup sales. Not just the initial, but repeat buys, a lot of that starts to depend now on your attractive character. You can get a lot of people to buy something from you once, but to get repeat buyers, there's got to be something attractive about your business, about yourself. Right? And I don't want my attractiveness to be based on strengths otherwise what ends up happening is I link myself and I compare myself to the ideals of pop culture. That's scary, okay? Because pop culture changes momently. Not even daily or hourly. It changes momently. Right? And so what I'm trying to say here with this whole attractive character thing ... I wasn't even planning on talking about this in this one. But I'm just kind of on a roll with it. Stop hiding what's different about you. If you don't normally wear a shirt and tie, do not put one on to go put a picture of yourself on the internet. Right? I made that mistake. If you go to Sales Funnel Broker right now ... So I'm going to go change Sales Funnel Broker like crazy. Right? I love ... To be honest, I like wearing suits and ties. Okay. But it's not the norm. Man, I wear that maybe once very few months. Right? I'll wear a tie for church on Sundays. Right? But not a suit. And I'm wearing a full out suit in that picture. I don't like that. I should not have done that. That was not ... That's what I'm trying to tell you guys. Whatever it is that you ... That's why I tell you guys random stuff like, there is literally ... You guys know I'm really into air soft. It's like paintball. Right? There's a sniper rifle right next to me that I just barely finished rebuilding. Tons of fun. I love that stuff. Right? Why do I talk about random things like that? "Steven what does that have to do with internet marketing?" It has everything to do with internet marketing. Has everything to do with your character. Has everything to do with why people will be attracted to you... Why would I tell a story about me ripping my pants down my butt cheek? Right? It's not just to tell the story. Is it funny? Yes it is very funny. And I was laughing about it ... I wasn't going to say anything. Well I didn't know how bad it was, but I told them all later. Be willing to expose yourself. Okay? Be willing to expose your character flaws. Talk about the things that you're not good at. It's not about ... I'm not trying to say, "Oh look at me. I'm terrible. I'm a Debbie downer." That's not what I'm saying at all. What I'm saying is don't be afraid when the story helps whatever you're doing. Do not be afraid to use a story even though it will appear to you to be a little bit to your detriment. It's not true. That's what I'm trying to say. It's not true. That's not how it actually works. Okay? It's so funny. You will become human. You will become human to your audience. You will become human to those who are following you when you are willing to let other sin. And for a lot of entrepreneurs what I've noticed is they ... One sale, that's not super hard. Right? You could build a webinar funnel, tripwire funnel, any funnel, but the followup sales. A lot of that starts to depend now your actual brand. I don't care about brand on the first sale at all. Okay. I really don't. I don't even take time to sit down and start thinking about brand. I build it as I go. It's not something that I ever had to sit down and start thinking about. The way I guess build my brand as I go, I tell stories. Right? When I'm the brand. When you are the brand. And even if you are not the brand. Your company still has stories. Your company still has an origin story even if you don't have a specific face for it... But anyway. That's all I was trying to tell you guys. Don't be afraid of telling stories about whatever it is that's going on about in your life. And so here's some things that's been going on right now. I think the next episode I'm going to do I'm going to walk through some webinar stats. You guys know that I've been on my own now for about five weeks, totally solo. Self-employed. Had a lot of fun with it. It's been a whirlwind. I want to walk through some stats. I'll probably do it in the next episode because it'll be a little bit long. But I want to walk through a few specific things with you. But as far as ... Like that's the business. But for my own personal stuff, how I've been handling it, it's pretty interesting. This is how it worked out. Week number one, like sickening anxiety. Like, "Holy crap. Why did I do this?" Do you know what I mean? And anything ... A lot of things amazing in my life. I've had those feelings as I'm pulling the trigger. Right? Like, "Oh my gosh. Am I sure I want to do this?" You know? And I get that. And I get that. A lot of people get. Week two for me, I was excited. I had the first big successes. Week three and four for me I was gone a lot because I was traveling and speaking like crazy in three different events. And week four was kind of a cleanup week fulfilling of things I sold in the previous weeks. And it's been kind of this whirlwind up and down, up and down, up and down. Right? Where I'm like, "Yeah this is working, oh my gosh." And then I go back, "And oh crap. So many things wrong with what I've launched so far." I'm going back and I'm fixing it. And I'm wrong, but you know things I want to optimize, and change and approve. And just know that like your personal development is as much a part of the business as the business itself. That's what I'm trying to say. That's the whole thing I'm trying to say with it. And being scared to share the stories of things you're going through at a personal level is not helping your business. It will actually hurt your business. It will help you tremendously. It will help get a following around you. So this is what I would do. I would sit down ... This is actually what I do. Behind me right now there is a whiteboard and it is chock full of storylines. Of things that are going on in my life that I can talk about okay? And the longer I've podcasted, the longer I've done anything in internet marketing, the longer I've done anything kind of thing in this game, the more I've realized how much this whole thing is about storytelling. All of it is storytelling. Every funnel is it's own story. The link between the funnels is a story. How I got into it, is a story. It's all storytelling. If there's one thing that you can get good at, it's storytelling. Okay? You can screw up 90% of your funnels, right? And be good at storytelling and they'll still work out just fine. Right? Why? I'm not making that up, okay? I've seen a lot of people with their funnels look like straight up trash, but that's fine. They sell like hotcakes because they're good at the story part. And that's the reality of it. It's not so much what the funnel looks like, it's can you evoke emotion in those who are coming to your pages? Can you evoke over your business? Can you evoke emotion? If you're just another faceless corporation and literally your entire company is represented in a single logo, people are not in love with you. They might be in love with some outcomes that you get. But then if another person comes along and can beat you out, they'll start comparing you on features rather than emotions. Okay? That's super important what I just said. If you want to be compared by features, don't tell stories. Right? And what I'm saying is someone will always be better, faster, stronger, right? And you might be number one. That's great. That's awesome. But man you will fight tooth and nail to stay there which is great. And you know I'm fighting tooth and nail to try and be one of the best funnel builders in the world. And that's what I'm doing. And I have tons people asking me to build their funnels, and I cannot accept them. Way too much going on. But I ... That's the whole reason for it. Get good at telling stories and you'll have to sell hard ... You'll have to sell hard less. Get good at marketing, and it negates some of the need for hard sales. Get good at telling stories and you're not going to have to compete on features. Right? Because there's an emotion behind it. You know what's interesting is as I was launching this webinar, and I'll end it here. As I was launching this webinar, there were ... The very first week there was a whole bunch of issues with it. I mean there's tons of issues with it. I knew that. And my customers knew that. And they were willing to stick through some of the weird things. Some of the tech issues I hadn't figured out yet, or just hadn't put any attention to yet. They were willing to stick through that stuff because of the emotional connection they have felt with me through these podcasts. Right? I'm still on an MLM product and it's doing really well. And I've got a whole separate MLM show and because I have created that connection with those people, I hardly had to sell them very hard at all. Right? Hardly at all. And the weird stuff, that's the whole point of it. Guys, I just had my router, or modem get moved up into my actual office here where my computer is because my speed was slowing down. You know my router was ... They just barely left actually. My speed was slowing down because it was in the other room, another floor actually. And so it was cutting my upload and download speed in half, and I was frustrated. I'm not going to lie. And I was super frustrated. And when I called them, this lady just chummed it up and chatted with me and talked about where I was from, and the people that showed up on the doorstep, they came and they ... When they switched on the stuff they were awesome. And it wasn't just about the business. They took the time to treat me like a human being. Like a person. Like someone they would want to actually talk with. And it was noticeable to me. And I've actually sat and reflected on it here earlier this morning. And it was like, huh. You know what? I was actually totally fine, and I was more understanding because of the stories that they brought me through. Both my own, and their personal ones back and forth and that's what brought the connection. That's what brought the emotion. And I was willing to actually put up with some stuff that was a little bit weird, that frankly if I didn't want to put up with, maybe I wouldn't have needed to. Right? But I did put up with it, and now that everything's fixed it's fine. It's great. Everything's awesome. It's fast. The internet's great. But it's because of the stories, and because of the emotional connection. And if people are continually bombarding you with these features like, "Well this is faster. This is better. This is ... What about this? Can I get a cutdown here?" It's because they have no connection with you. Start telling your stories. Don't be afraid to talk about your pants ripping. Or don't be afraid to talk about the way you got into this. Just publish. This whole funnel game guys. All of it. That's what I'm trying to say. Anyway. I feel like I'm saying the same thing over and over again. But you can screw up on your funnels in a major way, and be good at publishing and storytelling and you'll still do great. Okay? That's like being insanely ... That's what funnel is. It's a story. It's a progression. Sometimes people have great conversions on their pages, and I start to looking at them and it's like, "Well it's because you're just talking to me like I might be a potential sale. You're not actually talking to me like a human being. What's the story here? What's the hook?" Okay, that's another word for it. "What's the hook throughout the whole thing?" The hook of the headline, the hook of the sales copy. Anyway. Anyway, that's what I'm trying to say. You guys, I hope that makes sense. And what I would do as far as an actionable thing from this episode. I would sit down, and I've got an actual whiteboard right back there, and I just put down storylines of all the things that are going on in my life. And when I'm like, "Ah, you know I kind of want to put a new podcast out there. And there's this principle I want to describe. Cool, what story can I wrap it in?" Right? Get good at story telling. Get good at that piece. And what I would do is if you're like, "Hey Steven, I really want to start publishing," I would seriously challenge that and invite you to reconsider. But if you're like, "Hey I really got a ... I want to practice. I don't feel like I'm good enough at this yet," just start I mean ... Start telling other people's stories, okay? My dad is actually super good at this. So as a kid, he would just tell us random stories all the time. I didn't realize this until literally right now. And he would just tell us stories all the time. And he would make them up right off the top of his head, and they were completely imaginary. But he helped me get good at storytelling because of how he would do it all the time. And then it would be our turn to tell a story. And he came over ... He was over here like a week ago, and I noticed he was doing it with my kids. And I was like, "Huh." I don't think he realized what he was doing with me when he did that. But he lays down on the floor with them, and they're all just kind of looking at the ceiling and he just starts telling a story. And seriously it'll be about my two girls and a make believe kitty. And they go on an adventure. And there is conflict. And there's resolution. And it's literally, it's an epiphany rich story. I don't think he realized that that's what he was doing. But that is it. Okay. And then at the end, he'll ask my little girls to start telling a story. And they're four and two. Right? And they're practicing ... And of course the plot and the conflict, and the characters, and all that's not that amazing. Of course it's not. That's totally fine. It's just getting in the habit of it. Coming up with the imagination piece of it is huge. If I was to go back to school, which I seriously doubt I'll ever do that. But if I was to do that whole piece over again, I would focus on storytelling. I would focus on debate. I'd focus on design. Right? I'd probably get the marketing degree again because I did learn some great things from there. But that would be where the focus is. It's the ability to create. There's a book sitting right next to me, it's called A Whole New Mind. I recommend it to everybody. It's absolutely amazing. It's a book, it's by Daniel Pink. The subtext is Why Right Brain Thinkers Will Rule the Future. And the context of the entire book, and the premise of the book is that, look, especially in Western culture, are you farming right now by necessity? No. Are you sewing your own clothes? No. Are you building a dam to create electricity? No. Okay, the majority of the  basics for life are here. Right? You have to actually work to die of poverty in this country. Right? You do. In almost every country now there's welfare programs. It would be hard. You literally would have to do nothing. Okay? To try and make sure that you would die by starvation. Right? There's programs. It's hard to fail. Okay? Because of that it is such a huge crutch. Okay? Huge crutch for a lot of people's progress because if the need really isn't there, then I don't really need to figure out how to make this whole business work. Right? I don't really need to learn about story telling. But the whole premise of the book says, look, there's so much that is actually taken care of for us right? The left side of the brain, the very analytical side, factory work style. The future belongs to the right brained thinker. The storyteller. The creative. I'm inviting you to learn how to do that. To learn how to be a creative. Okay? And if you're like, "Ah I don't know how to be creative." Guess what? I didn't know how to do that stuff either. Okay? Pretty sure my dad stimulated a lot of that by just telling lots of stories. He'd do it at dinner about his childhood. He'd do it at bedtimes. And he'd do it all over the place. I had no idea. I had no idea until literally like just a little bit ago as I started watching the way he would interact with my girls. And I was like, "Wait a second. This has been like a patter throughout my life." And I wish ... Anyway, I'm just glad I recognized it early on. Tell stories. Even if they're complete make believe, tell stories. Get good at telling stories. Marketing is story telling. Okay? It's the transfer of belief by changing the story inside someone's head. That's all it is. Okay? And your ability to do that is like ... It takes the cake on 90% of the stuff that I teach in this podcast. 90% of the internet marketing world, okay? Just get good at telling a story. Anyway, I'm saying the same thing over and over again now. I just hope that makes sense. And I want you guys to go through and start doing that. And like I was saying before, actionable stuff, guys just start keeping a list of the things that are going on in your life. The little storylines right? And if you look at ... Inside expert secrets, right? What makes a story is a character, right? And a plot, and a conflict. I think those are the three. And just start coming up with that. You're the character. What's [inaudible 00:24:49] storyline? Where's the plot? Where's the conflict? Where's the resolution inside of it? And then boom. Just keep coming up with it over and over and over again. Script writing, I'm not amazing at script writing. But I'm pretty good at storytelling. And because of that I have gotten by pretty well with it. And I did a lot also when I was a ClickFunnels employee. And at least the basic foundation of a lot of those things that I would write would be okay. Especially by the time I left. And they would be just edited rather than scrapped completely because of the storytelling. It's the storyline. The funnel has a story. The page has a story. It all links together. They're all one big story. And it links into your origin story as to why people should get there. Anyway. Sorry to keep saying the word story. Story story story story. So go think through the things that are going on in your life. The things that are strength, the things that are weaknesses, right? But more importantly, your differences. All right? I just told you that I ripped my pants on stage, and it was awkward. And it's because I don't care. It's because it develops my attractive character. You literally have more a bond to me now emotionally than before I told you that. Okay? It takes me and makes me a more real person inside your head. Right? I know that's what's happening. Anyway, start doing that to your own people. That's all I got for you guys. Talk to you in next episode. Bye. Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Want to get one of today's best internet sales funnel for free? Go to SalesFunnelBroker.com/freefunnels to download more prebuilt sales funnels today.

This is probably one of my favorite principles from Ready, Fire, Aim… Hey, what's going on everyone? This is Steve Larsen. You're listening to Sales Funnel Radio. Welcome to Sales Funnel Radio where you'll learn marketing strategies to grown your online business using today's best Internet sales funnels. And now, here's your host, Steve Larson. Hey, how you doing? Got kind of a cool episode here for you. It's been busy, busy, and I've been loving it, been enjoying it. I am doing a lot of cool stuff. There's going to be some neat updates with this podcast coming up very shortly, which I'm very excited about. Neat updates with the podcast. This is going to be ... I've got a cool gift for you guys. I'm so excited. I think I have found the right person and hired her and, she's doing some amazing stuff for me with this podcast. So, coming soon there will be something pretty amazing. Hey, I've been traveling a lot lately, and I was on an airplane. I don't know what it is about airplanes. I love putting headphones on. I pretty much have headphones on all the time. People think that I'm really shy and a bit of an introvert, which is slightly true. But anyway, I was sitting on an airplane, and I love getting out a legal pad, just a blank legal pad and a pen. And, I just think. That's it. I just sit there and I just think. And I'm listening to awesome music. I got these cool noise canceling headphones. I slip them in noise cancel mode, and, I just sit there and I listen to awesome music, and I just think. And I just designing out whatever funnel or offer or marketing thing that I want to. And so, I was designing out this really awesome funnel, which you guys will all see shortly because I think it's something everyone could benefit from. And so I have been building that, and I've been putting it all together. It's been a lot of fun, but one of the things I was thinking about as I kind of started studying from different books, and I was putting the pad down and grabbing different books. You guys know that I've been talking a lot of about Ready, Fire, Aim lately. And guys, the way I read books is very weird, and I know it is. It takes me a solid, solid month to get through a single book if I'm actively reading it. If I'm not, I can be on the same book "for like three months", which is so true, and it's kind of sad. But the reason why is because, if you look, I'm holding a page right now. It is marked to death. So much so sometimes you can barely even read the words that are on the page. Anyway, I don't know if it's necessarily a good thing, but I think about all the things ... That's the reason why, if I want to actually read a book cover to cover, "read it", I have to listen to it. Otherwise, I stop, I think about it, it connects with other ideas, I draw it, I remember three or four quotes from some other thing and I write them down, I hook them into the book. And you know, that's the way I read books. Because of that, I was a very slow reader in school, and so, all I would do is I would find PDF versions of someone's book, and I'd go load it into like, an eBook reader and play it at like, four time speed. And that's literally how I got through all school. It's because of this. I think it's a cool problem. It's not necessarily a problem. I don't think it's a problem at all, but, it certainly keeps me going very, very slow. So, I'm on page 119 and, I've been there for a long time... Anyway so, I was sitting on the airplane, and I had my pen and paper out and, I start reading this paragraph from this section. And the reason I like to do so much is that, I know that when you learn and when you have ideas that come to you. When you combine them with other stuff, that's really how you learn anyway. And so, I'll see them in my head by drawing pictures. I'll see them in my head by ... I mean, yeah. Little diagrams. I underline certain words, certain things like that. I star things all over the place. Weirdly enough, I imagine myself teaching the principal from stage, a lot. That is actually, something I do a ton... So that, by the time you guys are hearing it on the podcast. A lot of times, I've said it already. Both in my head, on stage, sometimes, actually on stage, probably, in two or three Q & A groups that I do every Friday, that some of your guys are a part of. And so, it's very, very in my head. And when I need to, it just bubbles up, and it pops up, and I use it in the future. And, it's honestly, one of the ways that I'll go learn new stuff. Most of the time I don't just learn for just whatever. I don't learn generically. I learn very, very specific for whatever problem I'm on right now. So, I'm very, very selective and almost protective of myself based on what I'm going and learning and studying because I don't want to get distracted about stuff that I don't need to be using right now, you know what I mean? Anyway, so I want to read to you this one thing though. This is very, very powerful, and I think it's one of the major reasons why some people ... they're not where they want to be. Anyway, so I want to read this real quick, okay. So, this is in Ready, Fire, Aim. It's page 118, sorry. It's a few paragraphs down, and this is what it says. "So, though your primary focus should always be on customer service, you're quantifiable goal as a stage one 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 almost all of your subsequent selling transactions profitable." Let me say that one more time. "You're primary focus should be on customer service. Although it is, the actual goal is to acquire as fast as possible a critical mass of qualified customers." Follow me real quickly on this one, okay? So, you're acquiring a critical mass of qualified customers, right? All right. Once you have a good number of qualified customers, you will be in a really good position where almost every new product you come up with will be successful because so many of your existing customers will buy it. Hmm. That's fascinating, isn't that? So, let's think through that here real quick, okay? I'm like stuttering right now, sorry about that. I've got a billion ideas and my heads getting in front of my mouth, sorry about that. Okay so, first what you're doing is, you're grabbing a ton of customers, just qualified customers, as many of them as you possibly can and, as fast as you can. What you're doing is, the reason you're doing it is because, you're acquiring the customer with a product so that ... A buyer is a buyer is a buyer is a buyer is a buyer is a buyer, right? We all know that, right? What he's doing, what he's saying here is the reason you're doing that is because all the subsequent sales that you are trying to make to your existing customers, they're far more successful because they've already bought from you in the first place. That's what he goes into and talks about here. And he goes through and he talks about ... This is interesting. On the very next page here he ... I hope you guys are okay that I read certain sections and passages to you. I hope that's okay. Anyway, on the very next page he's talking about a consultant that sent him this email, and he said, "Although your eyes glazed over when you looked at the convoluted formulas in my spreadsheet that modeled allowable order costs, you immediately understood 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 through this larger base." In layman's terms and in English what he's saying is he goes and he's suggesting to this company basically a tripwire funnel. He is going out and that's what I drew right next to it. He says, "Look, here's what you need to be doing. You need to go out and you need to create long-term products through the development of large circulation, low-cost products sold at a loss on marketing by upselling high-end products through this larger base." So, he said, "Go and create this huge ... Acquire as many customers as quickly as you possibly can." You get them in the door just so that they're in the door, and you might go and you might actually lose a little bit of cash on them. That's fine. Why? Because there is a followup sale. There is an upsell. Now, because of the funnel world, because of the upsell world that we live in, we know that could happen immediately. This company, though, was talking about it as though they need to go in the hole for quite some time. We know because of funnels, because of tripwire funnels, because of upsells, downsells, all the different things that you can offer. You can make that second sale immediately right after you acquired them. That's why the book funnel works so well. Right? The two-step tripwire funnel, or the low ticket eComm funnels, where the first product or two in the funnel are loss leaders, where you're going in and you're saying, "Hey, look, just have it. I'm just trying to help you practice take your credit card out when you see my name, my brand, my product. Oh good, you did. Here's something else." And the percentage of people who will buy from you goes through the roof because of that. I love what he said in this. I think it's fantastic. So, I started thinking through how can I acquire as many customers for my current product that I'm selling right now as fast as I can, because I'm not building a tripwire funnel for a while, and I'm not going to, and it's on purpose, and it's gonna be quite some time before I actually put a tripwire in front of it. And you guys all know why. I start at the middle of the value ladder. It's the core of the business. We've done a lot of cash so far, which is great, fantastic, but I could not have done that cash if I was focused on a tripwire funnel. I would've done maybe a couple grand vs. nearing a hundred grand. You know what I mean? Which is what we're doing now. It's just awesome. Okay. You guys know my philosophy on that. It's the start in the middle, move to the back, and then go to the front. Sometimes you can go to the front second, but usually it's third depending on the business. I know some of you guys are in eComm, and you're like, "I'm not gonna do that". That's fine. That's fine. Just figure out a way to charge more money. That's the biggest takeaway that I'm trying to say. So, here's what I did. As I started thinking through, here's my current webinar numbers, and I started thinking through how do I acquire 1,000 buyers as quickly as I can, as fast as I can. Why? Why? So that when I put a high ticket, back end product in front of them, there are enough customers to make a significant difference in my wallet. Right? It's the coolest thing, guys. It's the funnest thing. Every time we put a hight ticket application style funnel on the back of an inner circle member's value ladder, it doubles their business. Right? But it only doubles their business if they have a certain number of qualified buyers, when they amass ... What did he call it? He called it a critical mass of qualified buyers. Right? You have to do that. You have to do it. That's how this whole thing works really, really well. That's when it explodes. That's when it takes off, and there are really, really easy ways to grow big lists quickly. There are really, really easy ways to do this with starting out with not list, with the current list. You know what I mean? Start acquiring the list if you don't have one Anyway. So, I wanna walk through this right here real quick. These are my current webinar numbers, and I kind of worked backwards on them thinking through how to actually get this done here. Okay. So, if I want 1,000 buyers and I currently close anywhere from 6% to 15% on the webinar, and I know that's a huge spectrum, but the reason why is because usually it's anywhere from 6% to 10% on the webinar, and then another however many percent during the followup series. So, I don't totally know the exact number yet. I've only done it live three times so far, but somewhere around there. It goes anywhere from ... I've had it closed even like as 25%, but then on some of them like 6%. You know what mean? So, there's a spectrum, so I'm just gonna say on average. So, let's say that I want 1,000 buyers, and I close at an average right now of, let's say, 15%. That means I need 6,667 people to hear the pitch. Okay? I'd literally need to pitch ... There needs to on the stack section of the webinar I need almost 7,000 people to actually hear it in order for me to close at 15%. Okay? I get about a 15% to 20% show up rate from those who register, which means I need 33,333 people to register on my registration page. That's how many people I need to register on the page for 15% to 20% to show up, which allows me to have about 7,000 pitches, which allows me to have about 1,000 buyers. That's about how the numbers shake out give or take a bit because obviously that's fluid. Now, I'm spending on average anywhere from $4 to $8. It averages out pretty strongly around 5 to 6, actually, $5 to $6 per registrant. So, that means I'll need to spending about $166,000 on ads to get 1,000 buyers. That's actually not bad. For a $1,000 product, that means I'm giving up 16% of my $1,000 to acquire the customer. That's not bad. That's not bad at all. I'm about to turn on this affiliate program here, and I'm giving away 25%, so you get $250 for every thing that you help me give away, that you help me sell. Let's compare that real quick. So, I started thinking, so I was like, "Wait a second. 16% in ads to acquire an individual vs. 25% to an affiliate. Why would I give 9% extra to an affiliate?" So, I started thinking about it. This is all on the airplane, and I'm sure the person next to me thought I was a freak because I was writing ferociously. Something about hight altitudes, the pressurized cabin, and fast paced music. I don't know. But anyway. There's 16% in my ad spend to acquire a customer, 16% of the total revenue to acquire the customer. That's not crazy. What am I ... That's 84% product margin. That's freaking awesome. Tell me another industry that you can get that in. In school, I was part of a student run business. We built it from scratch. I was assigned to be in the food business. I am not a cook. I am not good at cooking. I know that... Other people around me know that. But that's what I was assigned to. We were making 8% to 10% business margin overall, and the professors were freaking out how amazing that was. I was like, "8%?" They're like, "Do you know how amazing that is? That's great. That's huge. Oh my gosh." I was like, "Oh my gosh. I'm not going into the food business. That's good for the food business? Oh man." Anyway. So, that's the reason I sell what I sell. It's on purpose. It's very much on purpose because I want to choose products where there's high perceived value so that there's more margin so that I can spend more to acquire the customer plus also bring more profit into the business. Does that make sense? Anyway. So, 16% of the sale is what I give up to acquire a customer when I spending ads. So far, that's about where they're shaking out. And I think that's not 100% always gonna stay there because the ads are getting better, we're finding sources of traffic. We just got offered a huge list to go promote to. But that now goes into the affiliate side, right? So, I could do 16% of the sale for ads or 25% of the sale for my affiliates. Now, why would I do that? Why would I not just continue to acquire customers just through ads and save the extra 9%? 9% of a thousand bucks, that's starting to make a dent over scale, right? That starts to be a lot of money. Here's why. Speed. If all we care about is average cart value, which right now my average cart value is $997, and cost to acquire the customer, cost to acquire ... Until I read this passage in this book, just this last little bit here, I always thought of cost to acquire as dollars cost to acquire, and it's not. It's also time cost to acquire. I could go out, and I could keep spending 16% on my ads to actually get people in the door. Right? And it would be good. It would be great. But man, if someone's already amassed a huge group of people and I want just this huge influx of people, why would I not go really quickly, just go and even give up extra margin to get a huge influx of people to come in? Why? Right? I'm acquiring as fast as humanly possible my critical mass of qualified customers so that I can give them the upsell easier. Okay? That's why. That's why. Cost to acquire is not just about dollars. It's also about time, and I realized that while I was sitting on the plane, and I was like, "Holy crap. Why have I never ever thought of that before?" That might be a no-duh thing for you guys, and it might be, but man, I had never thought of it before. So, think through, you guys. Think through... You might be having great ad spend. Everything might be great. Everything might be profitable, but take into account the consideration that you might actually, if you get customers at a faster and faster rate and the time to get them in is drastically reduced, you might just be getting them in that first time so that you have this awesome base to be able to sell your next thing to where your massive profitability is. Right? This little strategy right here, oh man. In my mind, that takes the place of any source of VC funding that could ever be needed because that's exactly what VC funding does. Let's go get a huge influx of cash from someone. We'll go borrow a ton of money from somebody. Then what we'll do is we'll start spending ad money in different places to acquire the customer. So, there's a J-curve, right? You go down in the hole, and you owe tons of money, and you're not profitable yet, and you're spending more money than is coming in. That's freaking scary, by the way, which is another reason I hate VC funding. That's freaking scary. And you're spending more money than is coming in, and then eventually the hope is that you guys figure out enough how to acquire a customer as you go to eventually reach profitability where you're making more money than you're spending, then you actually make more money than you ever borrowed, and then you eventually go sell it off and do roll ups and all these different kinds of strategies. Does that make sense? That's scary in my opinion... What I just said in my mind takes place of all VC funding. Okay? It's the whole reason the tripwire funnel works. You're getting in there at the bottom of the value ladder. You're not trying to make money. You're trying to break even. You're acquiring the customer, you're training them that you're a good person to buy from, you're training them how to pull their credit card out, you're training them on your culture, you're training them that you're the attractive character, the charismatic leader, that there is a cause, that this is a viable business so that value ladder step number two you're pure profit. You don't need to reacquire them. These people that are buying from you right now, I don't need to reacquire them they're in my home. You know what I mean? And those who didn't buy, they're on my list. I don't have to reacquire. I own that traffic now. Someone else owned it, Mark Zuckerberg, I paid him some money, he gave me some of his traffic, some of those people joined my list. I now own that traffic, and because of that I control that traffic through ads, and then now I own it. Sorry. I own the traffic. I was talking about a different strategy. I own the traffic, but now they're on the list, and I can start promoting my upsell thing to them. So, what I've been doing ... That was a lot. Hopefully that's okay. What I've been doing is I've been trying to think through what my upsell is. Okay? I've had seven MLM CEOs ask me for this product over the past year and a half. Especially this last little bit as we actually launched it, tons of people have been asking for it. I know it kicks butt, and I have a lot of people ask me, "Steven, why did you choose MLM?" Well, it's because I know what I do is extremely blue ocean for that market. Okay? I know that if I go play the card right and I get it front of enough people, if I can just get that first 13%, 17% to just take on this possibility, man, we just changed an industry. That's what I'm trying to do. That's the reason why. It's because I know there's people in there who are buyers. I know there are people in there who understand funnels, and I want them to come get this product so that it's proven, those people can see it so they understand that this is actually a very viable thing. And it's very much on auto-pilot more than people realize it is when you use what I'm teaching. Anyway, that's what I've been doing guys, is I'm going through ... And what I've been doing is I started thinking through, the question then became for me as I was sitting there is, okay, how do I create a low ticket, mass circulation product like he was talking about, a low ticket, low cost, mass circulation product that can get pushed out to tons and tons of people to help me acquire a customer even faster and faster and faster. That's the reason were written. I know Russell could've sold click funnels just by selling click funnels and nothing else, but the speed was greatly increased by putting low ticket, high circulation products in front of click funnels. That's the reason that he's able to shortcut and skirt out everything else. Anyway, massive, massive, super, super cool stuff. There guys. Hopefully that made sense. If you wanna re-listen to that, go for it. All I was trying to say, though, is actually I worked backwards, started thinking through ... Here's the application part for you guys for this is start thinking through what's the number of customers that I think I need that lets me have a critical mass of qualified customers. What's that number for you? Start thinking that through. What I would do is I would start thinking through what percent of them do I need to buy the upsell to really make substantial increases in my wallet? That's what I would do. And for me, I know if I just have 100 people, just 10% of the people who are currently buying from me buy again my high ticket thing, that's gonna be a substantial boost in my wallet. So, my number is 1,000. Not only just because it's 1,000 buyers at $1,000 is a million bucks, but also because I think I can get 5% to 10% of them to get my high ticket upsell thing even if it's only $10,000. And that is awesome. That's awesome. So, anyway, that's what I'm working on right now. That's what I've been thinking through is the low ticket, large circulation products. It's not my focus, but I'm trying to detect and be a good detective of the market. I'm trying to figure out what they want those products to be that will help me acquire buyers really, really quickly. I'm focusing solely on my webinar. I'm not moving from it. Guys, I'm spending 24/7 on a single funnel. It blows my mind when people are building tons of funnels at once. I can see building maybe two funnels, maybe three if these are low impact funnels, but product funnels? Man. To really pull one off, especially if you don't have a big team like I don't ... I'm mostly doing this on my own right now, and I'm trying to find good people. And I got something cool coming up for everyone else, too, about that in the future here. But start thinking through what those things are. How do I acquire customers quickly. How do I focus on being profitable really quickly out of the gate, which is why I charge what I do, which is why I do it. You know what I mean? That's what I would start focusing on. Start asking that question. Middle of the value ladder, then either go to the top or the bottom based on what the market's telling you to do. And they're telling you what to create on those front ends. You're not coming up with it on your own. They're telling you, and it removes the risk. And doing it this way removes the need in my mind of having to get VC funding because if you can figure out what those front end products are that acquire tons of people at once ... The reason why I'm not starting with that is because I don't want a ton of customers all at once and then not have the core of my business be proved out yet, so I start in the middle. Right? Then I'm thinking through all those things in the back. Hey, here's how you actually do it. Anyway. Guys, it was a long episode, and it was kind of deep. Hopefully that was okay. Someone said I've got all the people buying my product right now just to funnel hack me, which is very honoring and very flattering. How's it going guys. That's nice of you. Appreciate it. But someone sent me a message, and it goes, "I only have to buy your product for $1,000 to learn the deeper inner mind of Steve Larson? Heck yeah I'm in." I was laughing about that. That's a scary place, man. Anyway. Hey, guys. Hope you're doing great. Go crush it. This is a fun game... Don't overwhelm yourself with all the steps, just do the one step in front of you. Don't worry about the other hundred that are in front of you. Worry about step 100 when you just finish step 99 and keep it simple in your head and just focus on the one step in front of you. Don't get distracted and build yourself a sweet funnel. All right guys. Talk to you later. Bye. Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Wanna get one of today's best Internet sales funnels for free? Go to salesfunnelbroker.com/freefunnels to download your pre-built sales funnel today.

Hey, I hope you guys are doing great. I've got somewhat of a fast episode for you today, but this is a powerful lesson. Look, I used to do door to door sales, and a lot of you guys know that. That I was a door to door sales guy, and I wasn't bad at it, and I was a telemarketer as well. I chose to do those things on purpose because I wanted to be able to go through experiences that would teach me how to sale in high pressure environments. I wanted to learn how to sale in environments that ... Frankly, I wanted to get uncomfortable. Which was a weird thing for me to realize that I needed to go do, but in order for me to grow and get out of my shell I had to do that. So I went and I started doing door to door sales. I started going, and I wasn't bad at it, like I said. In fact, I was the number two first year salesmen for like half the summer. Then there was this experience I had that completely ruined me. One day I was driving out to the area, and I was with a bunch of other guys. We were in my buddy's it was either a truck or SUV, I can't remember what kind of car. We were driving out and there was all these billboards on the highway. If I've told this story before just kind of bear with me. There's an aspect to this that I think you should hear. We were driving out, and all these billboards on the side of the highway. Then suddenly I had the thought hit me, hard. This was my exact thought. Isn't it interesting that I am driving out to convince people to spend money, who woke up and were not planning to spend money today versus people who call these billboards off the highway are trying to get information on how to buy. I was like that's interesting. That's very, very interesting. You guys ever heard the term, prospecting pushes while marketing pulls? I was basically prospecting. Door to door wise I was prospecting. I was going door to door prospecting this thing, and that's the reason I don't like to go to the mall. I'm not telling you not to do that. I'm not telling you to not sale ways that you've proven to go do it. If you're a master at home parties awesome. I'm not, and I don't want to learn to be. That's part of the reason why though. Is because, prospecting pushes and marketing pulls. Right? I want to be able to market and kind of pull people along who are already in motion. What I did though is a kind of actual door to door thing. What I did though is I remember I was kind of ruined the rest of the summer. I went back home after the summer, actually before I went home I started placing all these ads all over the internet. I started placing these ads out, and I started saying things like hey here's our ... I basically put our pitch, the same pitch that I was giving the people on the doors I put in ads on free classified sites on the internet. I didn't realize that I actually was breaking some laws by doing that, but I was just taking action. I had to take them down after a while, but what was crazy is my phone started blowing up, and I was getting phone sales like a beast. More sales than I typically was averaging in a single day were just coming to me. My boss was like, "How are you doing that?" I was like, "Dude, I literally just placed these ads out on the internet. Oh my gosh this is crazy." I was ruined though. I was ruined. I had to take them down, and I couldn't stop, but there was this opened fleet window of just all these sales coming, and these sales coming. I was like, "Oh my gosh. What is this?" It ruined me, because I kept walking around thinking I know that I could sale today, but how did that happen? How can I replicate that? Was that just a fluke? I mean, it happened so quick, and there was all these people, and I got tons. It was like holy crap. So I was ruined the rest of the summer because I was like there's a different way to do this. How do I do this? You can use the internet for this kind of stuff? I was so new, I was so green. This was four and a half years ago. When I first really started to learn about funnels, sales funnels, and the internet, and things like that. Anyway, I've never forgotten that. I went on to go learn how to place different ads in different places, and how to communicate to a bunch of people at once rather than just one on one. Fast forward a little bit. So Russell Brunson and I run an event currently right now called the FHAT event, Funnel Hackathon. Okay? For three straight days we basically help someone set up the funnel, and business, and structure, and sales message, and offer to get them from zero to seven figures. That's the whole event, and it's kind of high ticket, and it's a ton of fun. It's three days long. We really don't let people sleep much, and it's awesome. We had this realization though. We were prepping for one of these, and he gets onstage and teaches a while, I get onstage and teach a while, we'll get on together we teach a while. That's how it happened in the last one anyway. Then he leaves, and then I pretty much take the full second day almost, and then almost the full third day. It's a lot of fun. We go from 9:00 AM to midnight. It's a long day. It's a long day to be on stage, long day to be on, long day to be turned on and be in on mode, presenting mode the whole time. I really like it. We were planning for one of these events, and we had done it many times, but we were just refining. We were making things better. We had this epiphany. We had this realization while we were preparing that one of the major reasons why we were being so successful with this stuff was because, what we had learned how to do was instead of selling one to one ... This is super key you guys. Oh my gosh, what I'm about to say here can change your entire MLM for good. This is the reason why ... I know why I'm being successful with this. I know why my funnels work. I know exactly ... It's not an accident. I know exactly what is pulling people to me, and I know exactly why I'm able to still breath. I know exactly why I'm still able to live, have time, do things that I'd like to. I know why. I know exactly why they convert, and why, why it's being successful. Which is worth way more than being successful by accident. Here's why. It had to do with this realization, I don't know how many months ago this was it was a while ago though, we were preparing for one of these events and we had this realization that the reason we were being so successful was because we had learned how to sale one to many, instead of one to one. That's the reason I don't like to go do hotel meetings, it's the reason I don't like to do talk to people at the mall moves, or talk to people ... I'm not good at those things. They stress me out. I'm actually not that amazing person to person. I'm fine onstage. It's funny enough, I actually am more relaxed on stage then sometimes one on one. It's not that I don't want to meet people, or that I don't like interviewing people, I do. I love that stuff, it's awesome, but for some reason face to face I don't know what it is, it's my personality. I'm not shy, but I'm more comfortable on stage in front of a ton people than just one on one. Which is interesting, because selling one to many is the whole thing that I teach people how to do at that event. The type of presentation that allows the entrepreneur to do that. All I've done, all I do with my actual down line is I teach them how to sale one to many. How to pitch one to many, how to be prospecting, how to be marketing one to many. Instead of one to one, instead of thinking through the two or three people that you could get into your down lines. Do you know the average person only pulls in like, I heard the stat was like 2.3 people in their whole MLM career ever? Holy smokes. Guys I pulled like 20 people in in my first week. Why ... And I'm not bragging. I am not bragging. I'm just trying to prove to you that what I'm talking about works. Then they all went out and they recruited people. I have no idea how many people are actually in my down line, it's a lot already though. Which is awesome. It's just so cool. Why? One to many. So you got to start thinking through yourself like ... Here's one of the easiest ways to start thinking through a one to many presentation. You've got to include some automation behind it. I'm not telling you to become a tech guru, or tech whiz. Will it help? Sure, because everything is technology now, but you don't need to be. The first time that I ever put a one to many style pitch out there, I didn't realize I was doing it. I stumbled on it. There was a course that I was putting online, and at first I was making people buy it, but I thought like how interesting if I just made this thing for free. What I did is I took these videos ... And I know that some of you guys are from those early days and you've been following me that whole time, and I appreciate it, and that's awesome. What I did though is instead of making them locked, I actually just made them available to everybody. Funny enough, weirdly enough I was testing a few concepts at the time without actually being in MLM at the time. I had left my first one. You could say I was between MLMs, but I was testing some concepts. This was probably three years ago. Yeah, three and a halfish, three years ago, somewhere around there. Anyway, I released them, and I put them out there. What was funny is at first no one saw them, because they were still like a paid thing. I think. It was so long ago, and I've built so many funnels and pages, and lived on the internet so long that I'm trying to get the story straight. Regardless of timeline, all I did is I put these things, I made them public on YouTube instead of hiding them, instead of making them unlisted. What was interesting is how many people on a steady stream started reaching out to me asking to join my down line. I was like fascinating. Oh my gosh it's working. All these people started jumping in, and I ended up joining one. So I guess this is my third one. Interesting. I didn't do anything in that second one. I joined it out of frustration, because so many people were asking me to ... I won't say the name of it, but I joined it out of frustration simply because, my boss was in it, and there were so many people who were asking to be a part of what I was doing. I just needed a place to go, but I got out of it because my heart wasn't in it. Which I do believe does matter to a degree, so I got out of it. Anyway though. That's all I'm trying to say though. Is guys think through the pitch. Think through, what is the stuff that you say to every single person? I know you say the same thing to every single person, which you should, which is great. That's the script. Stick to the script. Understand you deviate very, very slightly if you need to, but how do you make progress if you can't measure it. How can you measure it if it's different every time? It should be the same. You know what I mean? What I did, and what I'm doing right now just so you guys know, is I am furthering my one to many pitch. My one to many pitch. So what I do is when someone wants to join my down line they go through an application process at joinmydownline.com. Which I did a whole episode about that, if you want to hear about it. How I do it, why I did it. Please don't go apply unless you're serious about it. It is an actual live thing. Which it's crazy guys. Get anywhere from one to two people applying a day almost, which is awesome. With no ad spend, nothing else. That's crazy. It's grown all over the place. Again, this is not me beating my chest guys. I just want you to know that gosh it freaking works. You should do it. No one teaches this in MLM. That's the thing that frustrated me so bad. That's why I decided to come back to the industry. I was like are you kidding me? No one told me about this stuff the first time I was going to that first one. Are you kidding? So what I've did, and what I'm doing is I'm creating a one to many pitch. So after somebody applies to join my down line, I'm creating a one to many pitch. Meaning I recorded all of the ones of me doing it live over, and over, and over, and over again, so I know what all the common questions are. I know what the biggest questions are. I know what the biggest concerns are, and I know ... There's an episode I talked about getting fuel for my auto closing script. I think like two or three episodes ago, but this is the evolution of that though. Is selling one to many. What I'm trying to do, I'm trying to hit this topic again because I feel like ... It's always funny for me to see which episodes of these I get a lot of feedback on, and which ones I don't. The ones I don't I'm like, are you kidding that was one of the biggest pieces of gold I could've given you. Please for the love, did you understand that? So I feel like I have to hit it again. But go create a one to many pitch. That is the reason why this thing works the way it does. You don't just create a one to many pitch, or an auto closing script once. You go through it and you refine it, and you refine it, and you refine it. If you've never done the pitch live, or if you've only did it a couple times do not automate it. Okay? It's terrible to automate something that's broken, that wasn't good in the first place. Don't automate crap. Make sure you're automating good things. That's the whole purpose of this guys, and that's what I was telling people at one of the last events I was doing too. It was day number one, I was getting on there, I stood up and said, "Hey look, I want you to understand that what you guys have the opportunity to learn is the opportunity to learn how to sale one to many." Which is very unique, very unique. The easiest way to go about this is to start looking at how you ... Getting fuel for your auto closing script, that episode two or three ago, that was all about getting critiques and responses, and writing down the concerns of all the people who are coming in and telling you no. No or yes, but specifically no. What were all their main concerns? They're giving you a lot of fuel, that's why it's called fuel for the auto closing scripts. But, the other flip side of it, the reason I wanted to bring this up. Which has taken me a while to get to. I'm so sorry, but the reason I bring this up is so that you start paying attention to the things that you're saying over, and over, and over again. The auto closing script is this marriage of both those sides. Both what the market is telling you no over, or yes but mostly no, and then all the things that you're saying over, and over, and over again. It very well may not be related at all to the script that your MLM has given you to say. It may not be related to that. It may not sound like the one I gave you. That's fine. That's fine. Anyway, that's all I've got for you guys. I guess it really wasn't that much of a shorter episode, but that's it. You guys understand it. Start thinking through the things that you're doing over, and over, and over again as far as pitching, and learn how to automate it. Then go ... You could do it with YouTube videos honestly, and just put them out there. Someone who is looking for information on how to get better on their MLM on YouTube, that's the kind of person who's there to be successful. That's the kind of person who's there to be a rock star. They're looking for information. It's a great place to be. Or podcasting, or whatever it is. Whatever you decide to do, but learn how to sale one to many. The secret sauce is there. If you look at the way a lot of the top people in your MLM are number one, I guarantee you there are several of them that are there because they created a one to many pitch, and they sold it from stage. Hey we're going to get it in the order of the people who are ... How shall I say this? Order forms in the back, and you join my down line in the order that we get the order forms in the back. There's a big table rush that happens in the back, and people go running to the back, and they fill out the forms, and they're throwing the forms back because they want to get first, because they know everyone else is going to be below them automatically. That's a one to many pitch. I'm not telling you that you have to go that extreme, but there's some aspect to that that you can pull into your own MLM. All right guys. That's all I got for you. Hope you're doing great. I am refining really phase two/three of my auto closing area. I'm building it as I need it. Just like anything else, so I need it now. All right guys, I'll talk to you later. Bye. Hey thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own down line five simple MLM tricks for free? If so go download your free MLM masters pack by subscribing to this podcast at secretmlmhacksradio.com.

Routinely, these are the most common ways we'll increase the perceived value of our offers... Hey, what's going on everyone? This is Steve Larson and you're listening to Sales of Funnel Radio. Welcome to Sales Funnel Radio where you will learn marketing strategies to grow your on-line business using today's best internet sales funnels. Now, here's your host, Steve Larson. What's going on everyone? I am a kid at heart. What can I say? I'm going to be that way on purpose till I die. Do not make me into an adult. Hey, all right it's like 10:00. I've got three nights left before I'm going to go fly to Dallas, which I am super excited about. I am going to speak at Danny Vega's and James Smiley's B2B Mastermind, which, I am super excited about. It will be awesome. But I am up tonight and I am thinking through like the different things I am going to give and offer there and I am pumped about it. Ultimately I am going to do the same to you guys ... You know, if you want it. It's almost sad, I am putting the slides together, I'm putting together what I am going to deliver and put up there. It will be a three hour presentation, which I am really excited about, be fun. Anyway, I am thinking through a lot of the different funnels that I have built over the last little while. I am way past 300 funnels built in the last year and half. I have no idea how many it is now. I mean, it's huge. Anyway, I lost count. I know that, like there is one project once that was 82 funnels alone. I mean so honestly it could be in the 400's. I have no idea. I know that it is a crap ton. I was thinking through all the funnels. It was actually a lot of fun. Anyway, I think it was two weeks ago, I built a membership funnel live. A lot of people don't know you can build member areas inside Click Funnels that are amazing and frankly I still think that it's the best even out of Kajabi even out of all the other member area places, I still think that the Click Funnels ones are the best because it is still geared toward you continuing to be able to sell more and more and more. There is a lot of stuff that you can do inside member areas to increase your revenue even inside the member area that I don't know that you can do inside of other places. Anyway, lot of fun stuff. Went great. So I build the member's area live. It was, we had about 35-ish people watch the entire four and half hours while I built it live. And it was really fun because they could get there and they could interact with me. I did that for a live webinar funnel probably about a month ago and I just built out the entire thing live again, which, is a lot of fun. And I am going to do it again. I thought I would invite you guys to come along and join if you want to. It's one of the things that I will be giving and offering over to this mastermind too, in Dallas, which I am really pumped about. The pressure is on though. Man, got three days. It will be awesome. Just want to make it awesome, so ... December 2nd, what I am going to be doing is I am going to be building an application funnel. A high ticket coaching application funnel. Could be a coaching funnel. Could be some kind of application funnel. Could be high ticket product funnel. Could be whatever, whatever it is where someone has got to send or submit in an application. I am going to be building that funnel type. I'll show you three different strategies I have used as well. It has been kind of fun. I launched one of these of my own about a week ago in a different industry and it's going really, really well. I was able to pioneer a few different things that I am going to show you guys and it's working. It's been so cool to see it work. Oh, my gosh. Stuff I've never seen and even know what to do before. Anyway, if you guys want to go and watch it live and participate and things like that. It'll be at SalesFunnelBroker.com/live. SalesFunnelBroker.com/live... That is where you can register. I set it up just like a webinar on Zoom, but you guys can be on there, live with me and actually ask questions as we go through the whole thing and it's a lot of fun. Last group, anyway I know they learned a lot. I learned a lot. It was a lot of fun. I build from literally the ground up. Start from absolutely scratch and just show a lot of my different design principles and strategies. Things that are really fast. I build the whole thing together usually ahead of time. Try to have some assets together so that I'm not just filling in the blanks with dummy texts and things like that. It's great. Anyway, so plan on about four hours if you guys want to come watch, it's Saturday morning usually starting about 8:00 in the morning. 8:00 or 9:00 something like that Mountain Standard Time. You guys can jump on and watch. If you are listening to this episode and it is past December 2nd, for you and I guess for everyone else. I am going to be restructuring Sales Funnel Broker as I've, as I've ... It's great. I've tried to make it as a cool resource, a place that people could just download cool funnels. Some of them for free, some of them for paid. Show some of my other resources I use as I, you know that I used to funnel build with, but I need to revamp it. You know. I launched that before I even started podcasting so, I mean it's been out there for like a year and half. There is a lot of stuff I got to go update. I've got some cool ideas for it. I'm going to be selling some more ... Okay, just think about this for a second. I have built a ton of sales funnels in the last year and a half alright and I built funnels well before working for Russell on WordPress, which is terrible in different ways. On my own with Click Funnels during and it's been awesome. But, there are repeatedly the same funnels that I build over and over and over again that just kill it. Some of them in no matter what industry and some of them in very specific industries. What I was thinking is I've been listing out this huge list of funnels that I build over and over and over again. Why would I not build them from ground up with you guys so you can see how to do it and then at the end I will sell the share funnels as well as the recording with it. As well as, I always make these really in depth PDF maps so you can see what is going on, on each page. Why I do what I do, where it's hooking into. The automation behind it. Is there any third party stuff. Am I hooking stuff up with Zappy or how do I? I mean all the stuff that I am doing. And I want to be able to do and deep dive those things with you guys so that you've got even more power behind you on building these things. Anyway that's what's been going on this last little bit. It's been a whole lot of fun. I have been building. I just built an application style funnel. That one took me a couple of weeks 'cause I had to go film stuff and anyway it's been, but it was a lot of fun. There is a new take on the application itself funnel that I haven't really put out there before and it's been awesome. I kind of made it up. It's been working and it's in a different industry. It's been awesome but, anyway, been cool. Anyway, bit of a plug there... Whatever it's blatant and I hope you guys join. Hey, so, what I want to talk through real quick is the application style funnel. All right and real quick, so I don't know wherever you are or whatever but if you want to draw a value ladder. Right. At the bottom of a value ladder, and if you guys have never drawn before or this is your first time on the episode, or whatever it is at the very bottom of, like, lets, so the very lowest step. Let's say if you drew three steps of some stairs. On the very first step there that's typically where we have like a lot of free shipping stuff there. Free stuff in general. Free, free, free, free, free. Like lots of free stuff. Somewhere, usually between the first and the second stair step, personally that's where I draw. Like I call it the money barrier. When you break the money barrier, that's when you actually start to sift out actual customers versus freeloaders. Okay? It's super important. Something you always want to do. I put out lots of content for free. But eventually I sift you guys out. Who is it that is actually willing to pay to play? Who is actually willing to pay to learn and actually run fast with the people who are sprinting into certain industries. You know what I mean? Like, you've got to do the same thing. Pump tons of free content out there or whatever it is and then eventually you've got to have this barrier where you charge someone some money. Right? Then typically in the middle of the value ladder what I do is have a $1000 to $2000 product. Somewhere in that area. Right? That kind of becomes the core of the business. That's actually where I start. I start. When I start at, I only have you know. I'm doing my best to have one value ladder at a time. I know I did an episode a little while ago on that, but I try and do one value ladder where I start in the middle of the value ladder. I actually don't start at the bottom. I don't start by giving away free plus shipping things or the little tiny front end products or the little tiny. I'll start by giving out free lots of content and publishing. But I actually don't start selling stuff, you know, I start with the $1000 to $2000 range in any business. Because, you know when I am consulting or my own self or whatever it is, because it does not take many $1000 to $2000 sales to make a dent in the wall. It does not take many $1000 to $2000 sales to give you awesome profit to dump back into ads. How many $7 products do you got to sale to actually make a profit? A ton. Right? I would rather the market tell me what to create on those front end products. I don't want to guess. That's super risky. Seen a lot of people waste a lot of time on lower front end products. They don't work. It's a huge shame. I mean cause you just wasted all that time. You know so, what I do is start with the middle of the value ladder and then what I do is I typically also. Number one, start in the middle. Number two I go to a high ticket product in the back end. I don't go to the front end yet. This is the order in which, what should I call it. This is the order to create products on the value ladder. This is the order to do it. That I've seen work the best that I've done many times. Number one I start in the middle. Number two, I go back to the high end stuff. At least $5000. Right? $10,000, $15,000, 25 grand, in that range. You know, at least 5k though. Okay I guarantee, I mean if you've got any value at all you've pumped into the market place you could charge five grand for an event and get a few people to come in. That's actually how Russell started by selling those events. It actually started in events. He did that. He sold an event for $5000 and got two people to pay and was like, "What the heck? That's so cool." Number one, start with the core, number two you do kind of the back end. Number three, that's when I start creating front end products. That's when you start creating your little $7 things. Your $27 things, your $50 your $100 things, maybe even up to $300 things. If you start by, you know it's funny when you read the book Dotcom Secrets a lot of times what it makes you think is that you need to start the creation for your business the order is to create them is that you start with those front end things and that's just not how you do it. If you do it that way you are guessing. It's a lot of volume you've got to go through to actually make that thing convert before you've got to keep tweaking it before it actually. I mean even Russell himself when we launched those when we launched our own funnels. Most of the time round one they are not usually not successful out of the gate. Okay. It's usually when we make the second tweak. The first tweak the second tweak that's when they get wildly profitable. And Russell is Russell Brunson. He's I ... Second to him I have probably built more funnels than anyone I know. Any guru I know. Anyone. Like period, but he's number one though. He's done it, way, more than I have. Does that make sense? Like that's crazy. Even for him. Okay. If you look at how click funnels did stuff as well. Click funnels started by selling $1000 product called Funnel Hacks. Then it went into events and higher ticket things in the background. And then started creating things like Dotcom Secrets and front end things and Funnel Swag and Frontal U and Frontal Graffiti and all these front end products that all lead into the same thing. Does that make sense? For whatever reason it gets like it's sexy in someones head to do it the other way around or we start there. Don't start there. Do that last. Do that last when, when ... 'Cause here's what is going to happen. When, you start selling $1000 product, when, you start selling something that is thousand bucks, right? Or $2000 or whatever it is. The core of your business. I'm not saying it has to be that. But it's got to be enough money where it doesn't take many of them to really make a dent. Right? ... Where, you can dump huge profits back into ads. Right? When you start doing that you are going to get feedback in the form of complaints. It's just part of it. I remember the first time that ever happened for me. I was like why the heck are you complaining about this? "I wish you did X, Y, and Z. I wish you did this. Blah. Wipe my butt." You know and I was like, "Oh, my gosh. Are you serious?" What's going to happen is you are going to start to get feedback in the form of complaints. Now it is your job as the entrepreneur to sift the complaints and you want to sift them into two different groups. You are going to sift the complaints number one into feedback for how to tweak your existing offer. Okay. You might be getting these complaints and you're like, "Crap". Wait they are right. I should change X, Y, and Z. I need to tweak this thing. All right. That is what Russell is doing. That is what he and I are doing. Typically, when we launch something and we've got to tweak it the first round or two we are listening to our customer feedback and we're like "Crap. Let's sift these things. Okay? Let's go and et's tweak the offer. Let's make it even better." Right? The second thing though. The second category you gotta look for is, is when you can sift these customer feedback items and their telling you what to go and create on the front or back end of your value ladder. They are letting you know. The market is telling what it is that you need to go and create. Okay? These front end products are being created by the customer who bought your middle tier product. That make sense? Let me say it again. Your front end products, typically the most successful ones I've ever seen. Typically, the ones, their being created third. The customer is telling you what they want you to create. They don't know they are doing that but that is what their doing. We're taking all those pieces of feedback and we're saying you know what? People wish they had shirts with our logo on it. Let's make Frontal Swag. You know what? People are telling us that they wish that they had something to help them write their copy. Front End Scripts. Right? We didn't start with front end products like that. We started with the mid and I personally do that as well. I start with the middle area of the value ladder at least $1000. When I get that core down when I get it converting. "Psssh." You've got yourself an ATM machine. You've got a cash machine... Then you make an application style form on the back end selling your one-on-one coaching, you're done for your stuff, your implementation styled products. Right? Don't put implementation styled products. Don't put coaching. Don't put one-on-one stuff in the core area. Don't put yourself in the fulfillment of the core of the value area. You put that in the back end. That is why I am going to build an application stype funnel with you guys. That's why I am doing that. If you want to come join me and watch me do it. Right. Get your questions answered then come watch. SalesFunnelBroker.com/live. You can watch the whole thing. I'll do the whole thing. You can watch for free. You know and follow along. You can do whatever you want anyway, but then I am also going to have for sale the actual funnel themselves as well as the training as well as a whole bunch of other stuff. It's just going to be awesome. Action sequences, a whole of bunch of other cool things I am going to toss in there for you. Then what I do is I build front end products. Front end funnels. Front end things that can with the only intent. You're not trying to make money on them. The only intent is to recoup ad costs and get customers for free so that anything they do on the middle of the value ladder and on the back of the value ladder is pure profit. Does that make sense? This is like value ladder strategy and it always irks me just a little bit when I see someone. I'm like no. Don't start with the front end product. I'm not telling you, you can't make money but, you gotta sale a crap load of those things to make a difference in your wallet. I got so animated I just threw my pen. Oh, almost landed in the trash can. Anyway, so hopefully that helps. That is all I am trying to say with this whole thing. I've built a live webinar funnel, live. I built the membership area funnel, live and a lot of cool strategies that showed how to use them in affiliate areas too, which is crazy cool. Then I am going to do an application style funnel as well. All of these are going to be available shortly on SalesFunnelBroker.com. If you want it, go check it out. I've got three requests in a single hour to build someones funnel. There is no way I can handle it out. There is no way I am going to try to. Honestly, it would be a disservice if I did try to. It'd be a disservice to all the people that I said. You know that I would say yes to. The way that I am getting around it is still building the kick butt totally rockin' funnels that I do know how to build but do it live with you guys in a template where can go do the same thing you are trying to do with it. You know what I mean? That's why I am trying to do these things live. For a while, I've got a huge list of funnels guys. You guys have join me for a while. I'm. If you want to keep going back to SalesFunnelBroker.com/live periodically, I'm just going to be building funnels live for quite a while. You guys can still come in. You can still grab them. I am going to be updating a lot of cool stuff and sharing things. It's the latest and greatest. Things that. Stuff that I know no one else is doing. Because we either pioneered it or I made it up or I figured it out or we made it up. Or whatever it is. Anyway, I'm excited. If you want to join you can. Please adhere to funnel strategy that we know works the best. Or I should say value ladder strategy. This is the order to build products on a value ladder. Number one mid tier, not front end. Mid tier, mid product, mid priced at least thousand bucks. Number two, go towards the back of the value ladder. Go at least $5000 on something. Coaching and event. Some kind of done for you application. Some kind of implementation. That is where we do that, higher up on the value ladder not towards the bottom. Number three, then we do the actual market driven front end products. Not from us with the sole intent to recoup ad costs. Anyway, I feel like the last few episodes for me have been a lot of techno babbled styled stuff. But I feel like ... Anyway, I hope you guys feel and sense that I am just trying to drop gold. These are the things that I do. Things that we know. Things that I have been doing for a long time and I just. Anyway, it blows me away when someones like "Oh yeah, I've got all these front end products and they are doing well, but, I'm not making any money." It's like, "Duh." 'Cause you're not supposed to make money with that stuff. That's supposed to give your customers for free. What's your actual business? What's the core? What's the mid tier product? What's the back end? Anyway, so hopefully this has been helpful. Hopefully these episodes have been great. I've kind of done some funnel deep dives lately. I've got some cool plans for this podcast coming as well. I am excited for you guys to be part of it and. Anyway if you've gotten any value at all. I love hearing that. It kind of keeps me going. Keeps me juiced. Because each one of these episodes honestly takes me in full after creating it, after putting it all together about an hour and half to two hours per episode. It's nice to hear ever once in a while, like a little shout out. I love it. Super nice. If you guys want to go to iTunes. Please rate the podcast. Give a rating. A love the written reviews. That helps me like crazy. That helps everyone else trying to find this kind of information as well. Anyway, it has been great. Last little shout out. If you guys want to join with me and dive into this whole thing. Even if you don't have a Click Funnels account, you can still watch. It's just a Zoom link so you can do live Q & A with me with everyone else and we'll build this whole thing together. And it's going to be awesome and I'm going to keep doing that for a while. Mostly 'cause I love building funnels. Some of them are funnels I need to build anyway, personally. I just thought I would include you in the journey. Go to SalesFunnelBroker.com/live and you can check that on out. Anyway you guys are all awesome and I will talk to you later. Bye. Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Want to get on of today's best internet sales funnel for free? Go to SalesFunnelBroker.com/freefunnels to download your prebuilt sales funnel today.

  ...sadly, it's time... Hey. What's going on everyone. This is Steve Larsen and you're listening to Sales Funnel Radio. Welcome to Sales Funnel Radio, where you'll learn marketing strategies to grow your online business, using today's best internet sales funnels. And now, here's your host, Steve Larsen. All right. My voice is a little bit shot. There's another story to that, another time. I have not slept that much in the last few days and I just wanted to get this episode out to you guys, because of something that has happened very recently. I've actually known about it quite a while, but it's not been let out of the bag for quite some time now, and that is that I'm leaving ClickFunnels. I know. I know. I just heard your gasp during the recording of this. You gotta understand. I'm not leaving ClickFunnels, like the software. I am not longer going to be employed there. The first time I ever said that, the other ... Anyway. I should tell you some of the story, so you guys have a little context with this, then I've got somewhat of a treat for you. It is a huge bittersweet for me, a huge bittersweet. When I first got hired at ClickFunnels I was driving. I was at Rexburg, Idaho and I was driving over to Boise, Idaho. I'd never been to Boise, you know, this is where we are now. I was driving over there, and after I was driving away after the interview, the interview went great. I think I've told you guys about that before, but the interview went great. As I was leaving, the moment I got on the highway, they called me and they said, "Hey. We want to hire you." I said, "Oh. What? That's so cool." They're like, "Yeah, but I don't think you get it yet." They say, "We wanna hire you, but we want you to be Russell's actual funnel building assistant. We want you to sit next to him and help him build his funnels all day. Are you willing to do that?" I was like, "You're gonna pay me to do that? Uh. Yes." The moment that I hung up with them, I first screamed like crazy, and I pretty much lost my voice in the four hour car ride home. I couldn't believe it. I mean it's like winning the lottery, even better than that. Yeah. Actually that's a stupid, stupid analogy. It's way better than winning the lottery. I went and I called my wife immediately afterwards. I told her ... I was like, "Babe. You gotta understand that, first of all I just got hired, and ..." She was going nuts. I was like, "Babe, what you gotta understand is that like, our life just changed." Okay? It was one of those moments where I just knew the course of it had just shifted. It's a big deal, you know. I hope that you're starting to identify those moments in your life. For me, one of the biggest first shifts, professionally, is when I first got my ClickFunnels account. Another was when I first read DotCom secrets. I had been trying to do this stuff for a long time. Someone recently said, "Steven you're so lucky. You got to sit down and Russell taught you how to build funnels." No. No, no, no, no, no, no. I was already building well before I worked there. Okay. I had my own clients. I was making money for other people. I was making money myself. I definitely was ... I was doing it. I was in it. I was running. I was already in motion, and obviously I learned a lot, from Russell like crazy. You know, we geek out together all the time about it, but anyway ... I've had another one of those moments. Anyway, maybe I'll tell you guys the whole story sometime. Guys, I'm an entrepreneur. Okay? I don't make a good employee, and I know that. It's my fault that I'm leaving. You know, it's not like I'm being fired. I'm not being fired at all. It's kind of a mutual agreement actually. Actually, in fact, Russell kind of suggested it that I go leave for a bit. Gonna go pursue some of my own stuff, frankly because I keep doing my own stuff on the side as an employee there, and... Anyway, I just so love ClickFunnels and Russell, and I can tell you from being there almost two years, that ... Man, like, guys there's not another place on the planet like that. It's not that I'm just, you know, drinking the cool aid, or indoctrinated, or whatever it is, but I can tell you that everyone who's there, truly wants to change the world. It's not like it's this accidental thing. We are actively trying to actually change the world... I mean it's something that is intentional. That's kind of one of the main point of this whole podcast, is that I'm leaving ClickFunnels. There's a whole bunch of stuff I've been doing and selling on the side, stuff that you guys don't know about, stuff that a lot of people don't that a ... You know, I've been scratching my own itches, you know. Selling stuff like crazy, doing things in here and there. I mean, I've never really stopped, and ... Anyway, what made me actually, kind of just push it over the edge, cause it's been on my mind for a while, really since like, June-ish, July-ish, somewhere around there. Maybe around August-ish. Somewhere around there, like mid-summer, late summer, somewhere around there. What really pushed me over the edge was ... I was talking to a mentor, a different mentor. I've got several mentors, which I recommend you all do, if you don't. I was talking to a mentor and he asked me ... He said, "Hey Steven. What's your five year goal?" I think I've talked to you guys about this before. I said, "I don't know." He said, "What do you mean?" I said, "I have no idea. I have no idea. I am focused solely. I never plan past six months, because I'm trying to stay focused." He goes, "Okay. I understand your point, but you gotta understand that you could be running in a completely different direction you actually wanna go, because you're not asking the actual hard question. What do you want to be doing in five years?" I was like, "Ah. I don't know." It stressed me out. It actually freaked me out. He's like, "Okay, well, what's your 10 year goal?" I was like, "I have no idea. I've never thought of that question before. I don't know. I'm just focused on what I'm doing right now and being the best in the world at it." I'm trying ... Am I? No, but I know I'm close. You know, I work really, really, really hard. Besides Russell, I don't know anyone else who's built as many funnels as I have in as many industries, like I just don't. I mean, I've worked super hard to get where I am. There's no shortcut to it. You can fluff it. Okay? This isn't some crappy thing that you ... You know, it's not a get rich quick thing. I hope it is some day. You know what I mean? Whoever said, "Don't worry. It's not a get rich quick scheme." He's like, "Oh dang it. Really? Darn it." I understand what they're saying. I hope I get rich with it. You know what I mean. Anyway, that was always my come back when they ever said that. The point is that, it freaked me out. I didn't know the answer to it. I did not understand what I actually wanted. That question haunted me. What's funny is that most of the time, whenever there's something that new that pops up ... Whenever, there's something that pops up that ... I'm good under that kind of pressure. I actually perform quite well under pressure. It's one of my skills. I like pressure, good pressure... You know there's bad pressure too, but there's good pressure. Good stress. I love it. I love being under that kind of stress, cause it's very growing. It's very uncomfortable, and at the end, I always pop out the other side with more confidence, more skill, a better know how. You know what I mean? And so, I look forward to those things. This guy's asking me, "What do you want to be doing?" It actually scared me. I went home and I started talking to my wife about it. I was like, what do I actually want? I didn't have an answer for a while, which scared me, because I was kind of tricking myself, cause I really did know what the answer was. The answer was ... I kept asking myself that you guys. I mean, an obsessive question. It's not like me to do that. I like the stress. I like the questions that come, because I get to tackle 'em, challenge 'em, move forward. Tackle 'em, challenge 'em, answer it, move forward. I couldn't answer this one. It was like I was wrestling something that wouldn't go to the ground. I was like ... It's not like me. You know, I try and just have a very aggressive attitude and it comes to my profession, cause I'm dealing with my family finances, you know? I'm not being a pansy about it. You know what I mean, I'm trying to ... I'm not trying to accidentally make money. I am trying to make money. You know what I mean? Funny enough, I think some entrepreneurs, you know, will get themselves kind of in that rut, where they're like, "What? I don't want to feel greedy, so I'm not trying to make money. I'm making it for those peop ... I'm making it for that like ... No. I mean, you can make it for yourself, you know, with good intentions. You know, anyway. Different subject. It scared me. For honestly, probably several days at least, which in my brain is a few years, I just couldn't answer the question. Finally, one day ... This is probably three months ago. Yeah. It was probably three months ago, maybe three and a half-ish. Anyway, one day I was sitting there and I was like ... I asked myself again. I was like, fine. I'm just gonna be totally honest. I'm gonna get to this place of vulnerability with myself. I was like, Steven. What do you want? I immediately just blurted out, "I want to run my own company. I want to run ... I've always wanted that, which is ludicrous to leave what I've been in. I get that. You have got to stare at yourself in the mirror and answer that question at some point, you know. Maybe it's that you are scared to death and you really think you may not be able to make it as an entrepreneur. I mean, challenge that, you know. Is it something you want? Then don't back down. You know, whatever it is that you're really trying to do. I was like, "Gosh. Dang it. I don't want to leave ClickFunnels. I don't wanna leave ClickFunnels." I still don't want to leave ClickFunnels. Most people leave their job, because they hate it, or because they finally beat the nine to five, or whatever. I could legitimately say I love Russell like a brother. I would do anything for him. I have got to scratch this itch. The answer freaked me out. And so, after a lot of conversations, a lot of long conversations, honestly a lot of ... I'll be open about it. I totally broke down in the bathroom at work, several times. I am not excited to leave ClickFunnels, for the sake of leaving ClickFunnels. I want to be there, but I'm trying to follow the answer and actually, the answer that I've given myself, and I've actually kind of been uncovering, which is that I wanna run my own company. I think I'll do a great job at it. In fact, I think I'll do a very good job at it. I'm cut out for that kind of thing. You know, my brain works that way. I'm excited, which is, I think is one of the reasons I've been a good assistant for Russell, you know, cause ... It's not like I'm managing just to funnel. There are parts of things where I'll manage, like whole aspects of what we're doing. You know what I mean? I'm excited to do it. Please understand. I'm not trying to showboat or be like, oh, Steven this, X that. You know, you're showboating. You're being whatever. That's not what I'm saying. What I'm saying is that, you have got to stand with full confidence in the thing that you're trying to do, and stop apologizing to others, but especially yourself for what your goals really are. Pause for effect. Okay? Think about that. For a long time, I'm know that, that's what I want to do. I've known that since high school really. It's always been a part of me. You guys remember a few episodes ago, I went and I actually talked about the ... I called myself the seven year overnight success story. I talked about the 17 businesses that I can remember, that I failed at beforehand. I mean, a ton of stuff. It's my not first rodeo at this stuff. It's not my first time making money on my own. It's not my first time failing on my own. It's not my first time creating awesome stuff on my own. I'm excited to go do it again, but I'm very excited. I've had several of you guys reach out, as kind of the news spread out there a little bit. This podcast will definitely continue. This is not affiliated ... Technically it's not affiliated with ClickFunnels. I just am obsessed with it, and what I know the mission of ClickFunnels is, and what they're trying to do. I talk about it a lot. Okay? Sorry. My voice is like shot you guys. I'll tell you what's happened in a little bit also. Anyway. That's what the lesson of this whole show is. This episode anyway, is that ... Get honest. Okay? When Garrett White stood up, a few lives ago, he stood up and he said, "You've gotta stop lying." Okay. He said a lot of expletives. He said, "You gotta stop lying. Stop lying. Stop lying. Stop lying. Stop lying to yourself. Stop lying to your family. Stop lying about your goals. Stop lying on what you really want. Stop lying about any desires you really have, things that freak you out. Whatever it is, you gotta get to this place of ultimate vulnerability and it's not easy to do." What's funny is that most people don't think that, that's honestly what it does take to be an entrepreneur. You've got to do those things, just like Robert Kiyosaki said. Any venture you start in any business, funny enough, it's your character flaws, a lot of times that blow up in your face and keep you from moving on. Not other stuff. Yeah, you gotta have an opportunity. Yes, all those other pieces get in there. All of those other ... Like that stuff matters. Awkwardly enough, until you address some very critical, key character flaws, you won't move forward, not at a quick pace, and not at a pace that you're hoping to actually make money at. That's what this whole things been about for me is just ... I'm just trying to be real. Steven, what that have to do with building funnels? Everything. Okay? Everything, has everything to do with it. Just get real about it. I was watching a post from someone the other day. They were saying how they're trying to build several funnels a week, or even like, one a day, or something ridiculous like that. I was like, "That's not the point. That's not the point." I know some people have used that strategy before, but some people use it as a distraction, where it's like this goal. It's this badge. "Oh, I built a new funnel every week for the last six months." Cool. And you're still not making money. Okay. You missed the whole point. Just choose one. Get good at that one. ClickFunnels comes with hundreds of funnels that you can go build. Truly, you need one funnel to actually kill it. You know what I mean? I mean, there's a lot of stuff you can do the other's for as well. Focus on one. You know, obsess with the one. Get real with yourself about what one thing you're actually trying to do. That's my challenge to you. A lot of you guys have asked. A lot of you guys have reached out. Steven, why on earth would you leave something like ClickFunnels? I get it. It does sound absurd, but I actually never in my life thought that I would go into the MLM industry, but I am. The reason why is cause, I'm frankly a little bit ticked off at that industry. Russell and I were looking at a definition of entrepreneur the other day. I actually really like it. The definition was that, an entrepreneur is somebody who takes responsibility for problem that is not their own. I was like, interesting. I have been obsessed, actually, silently ... For a lot of you guys, you don't know this, but for the last three years, I've been obsessed with trying to help fix the MLM industry, meaning, I think it's stupid that you gotta go talk to your family members and friends. I think that, just like in any other business on planet earth, if you sell the same thing, like in any MLM, or in any industry, or in anything else. If you sell the same thing as every other person out there, with the same script, the same everything, you're gonna really struggle in business, for some reason, all these MLM'ers think that it's gonna be different for them. That's not. Uplines don't teach that crap. Corporates don't teach it, because they don't know. I'm super fired up, really passionate about it. There's a lot of things I'm doing in the industry already that a lot of people don't know about. That's what I'm leaving to go do for a while. I've got a piece of software that I've been creating, that'll be done, honestly probably in about two months, that's killer, it's amazing. I've got a whole bunch of auto-recruiting funnels. Got all these cool .. Anyways, I've been building on the side for a long time. I've launched the beta of it about a year and half ago. Went great. I learned what was wrong with it, learned what was great with it. I've got a whole beta group that's been running for months. There's a lot of stuff going on, a whole podcast has been created out of this, which is killing it, so anyway, that's why. I'm very passionate about it. I'm passionate enough about it to leave the insane, insane, amazing, incredible, other synonyms, cool job that I had at ClickFunnels. If you compare what I'm leaving to what I'm gonna go do, it must be pretty freakin amazing. That's all I'm saying to it. I hope you get that, that I understand very much, what I'm doing and the pain is huge, which must mean that the potential for pleasure in what I'm trying to actually go do, must be even bigger, and it is, and it's stuff that no one's ever done before in that industry. I just wanna go help it. It drives me a little bit crazy. Anyway, it's not a pitch anyone. A lot of people have been asking and I thought I'd just answer it here. Anyway, I hope you guys get real. Get real is what it is that you are trying to do in your life. If you are not doing it, I beg you to get real with yourself, and figure out exactly what it you're trying to go do, and be willing to jump out without your parachute being built yet. Don't worry. You'll build it on the way down, cause the fear of hitting the ground's gonna be too strong. That's just how it works. That's just how it works. This game has so much less to do with being perfect before you do something, as it does with just taking action, and just doing stuff. You know what's funny? 80% of people out there, which I'm is much more than that, are just freaked out about life in general. If you're one of the other 20% that just does, something, you're already ahead of everybody else. Just do something. That's really what's been on my mind past little bit. It's like, man. Just get out and do it. Whatever it is that you've waiting for. "I just gotta have this membership site done," or, "I've gotta just, get this last piece together," or, "I gotta get this contract done," or, "I gotta meet with my lawyers." No you don't. "I gotta get my logo done." I hate that one. It's not true at all. "I gotta finish my website." Barf. No you don't. Okay. The only thing you need to worry about is selling. That's it. If you've never sold your thing, but you think it's gonna be the thing that saves you and gets you out of your thing, wake up. Okay? Papa Larsen's getting real with you, okay? Wake up. Quit hanging onto that false dream. It's not a real dream... What you do is you get real with yourself, and you get to a place of vulnerability, which is gonna take you, learning how to trust you, and a different level you've never gone before, and you say, "Oh my gosh. This is where I actually want to go." Then you have the cohunes to get out there and try and sell it for the first time. If people are buying it, ah, awesome. Now you're getting into a spot where the possibility of you leaving your job or changing your business, or whatever you're trying to do, actually can become real. Before that, you're just lying to yourself. Anyway, sorry my voice sounds weird. I pretty much didn't sleep over the weekend. I think I'm getting sick. I'm trying not to. I don't want to admit it, cause I feel like that's part of me getting sick. I don't know if that's true at all. I really don't want to get sick. Anyway, so I'm leaving ClickFunnels you guys and I'm really bummed about it, but it's because I've gotta go cut my own path. I'm just being true to myself. I'm stoked to do it. I'm extremely passionate about it, but there is a level of Steve Larson that the world has not experienced yet. I've done a lot of stuff in a nine to five setting, with Russell, which is, it's way more than nine to five, but you know, normal job. Oh Mylanta. I come back and I get all this other stuff done in the evenings, on the outside of my job there. A lot of people are like, "How do you do all that?" You haven't seen anything yet baby. Here comes Steve Larsen. Okay? I'm super excited. I'm just gonna come out of the gate just running and I excited to do it. I'm excited to be more a part of it, the entrepreneur world. I'm gonna figure it out. I got no doubt in my mind about that. I've already done a lot of testing a lot of the way. I've already made a lot of money along the way with my testing. It's been great. Anyway, Honestly I was planning on taking this episode an entirely different direction, but that's what was from the heart. Not necessarily about funnel strategy, but very much having to do with where you're trying to drive your ship. Some of you guys are running super hard, but in a weird direction. You just gotta get real with where you're trying to go, and not confuse, like I said before. Don't confuse your movement with achievement. It's not the same thing. If something doesn't have to do with selling your thing, quit doing it. You know, if you're not doing the stuff that you ultimately want to be doing in the next five years, change it. Get to it. Anyway guys. You're all awesome. I love this community by the way. I absolutely love all the guys. I love everyone who listens to this show, not just cause you're listening to it, but because I know that you guys are fighters. I was tired for years, of being around people who are just trying to just get by. "Well, I'm just trying to get by." It's like, really? "Oh Gosh. I have to work today?" I'm like, "Oh you kidding me? I get to work today." You know what I mean? I know this podcast brings those kinds of people around. I am intentionally trying to change the world, and I hope that you are as well. I hope you're bold enough to talk about that. It'll feel weird at first. It was weird for me for quite a while. It was not comfortable for me to say those kinds of things. I'm comfortable with it now. I've developed enough now. I'm in my own journey, in my own progression. I'm telling you right now. Iwanna change the world. Not exactly sure how, but that picture is coming more clear. Me leaving ClickFunnels is a big piece of me trying to get that picture in focus. Anyway, guys, talk to you later. Have some cohunes about your own future, and I'll talk to you later. Bye. Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Wanna get one of today's best internet sale funnel for free? Go to salesfunnelbroker.com/freefunnels, to download your sales funnel today.

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 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. All right you guys. Hey, recently I was on stage for several days. And I was teaching. And everyone in the room had paid anywhere from 15 to 25 grand per seat to be in the room. And ... a lot of fun. It's a part of my job. I absolutely love it. It's probably one of my favorite aspects of my job and what I do. And I was on stage, and I was teaching and a lot of marketers in the room, almost all of 'em are marketers, and you know business owners, of course. And everyone was ... anyway it was really fun, having a good time. There was a lady though, who stood up and I think she'd be okay if I share this. She stood up and she started telling us this story and we were on a certain subject here. And she stood up and we were all kind of sharing and stuff. And she stood up, and she started telling this story of when she was pregnant. Now she is in kind of like the mommy weight loss industry. She helps women basically get the results that they want without ... I'm sorry, after being a bit ... you know, giving birth, without giving up their bodies. It's a huge, huge industry obviously. This is something that isn't talked about that much. And she's sitting there, and she's talking to us about an experience she had while she's on camera. The camera was up and running. She was teaching. And she was showing a particular ... she was showing some exercises. And at this time, she was trying to just be as vulnerable as she could. She was trying to just be 100 percent herself, no fluff, no strings attached. And she leaned over, and she had lifted up her shirt just a little bit to show her stomach. And she leaned over, and she ... you know, she was showing all the skin from the stretching, from being pregnant. There was all this skin there. Right? And she'd stand up straight, and there was like a six pack. Then she'd lean straight over again, and there'd be all this extra skin. And she's like ... "It's weird. These are things that women don't talk about at all when they're with pregnancy and such." And all of a sudden, while she's doing ... Now, think of that. First of all. Just right off the bat. Amazing courage to do that on camera. Right? Just to do that, when most people are out there so busy posturing, and most people are out there going crazy about all the things that they need to be doing to make it look like they're professional and stuff like that, she's lifting up ... you know, showing her labs and then leaning over and showing all the actual saggy skin and stretch marks from her pregnancy. Number one, crazy amazing props. Absolutely incredible. All right. Then, she stands back up and the abs come back. And she was talking about, "Hey these are things that most women don't ever talk about. It's not really something in the industry that much." And while she's doing it, she pees her pants. After women give birth, the pelvic floor isn't as strong anymore. It just ... it's really easy for women to do that. [inaudible 00:03:31] it's kind of weird that I'm talking about this, but there's a whole point behind it. Okay? And she kept the camera running. And instead of getting freaked out and running around, she had no control over it, she pointed it out. And she goes, "Women. This is exactly what I'm talking about. I wanna teach you how to reclaim the body after you have something ... you know, after you have child birth happen to you. You don't have to give up." And she posted the video. And the video got passed around like crazy. And she ... that event that she was at, that I was helping to run, that was only a couple months ago. And on a $37 product, she has made over one point, I think three million dollars, something like that. Over a million bucks on a $37 product. You think about it, that's over 40,000 customers that have to come through. Let's think about this. That's ridiculous, first of all. Now, typically I teach people how to sell more hi ticket things, and she did it on a $37 product. And she got out there and just did it and posted it. Number one, ridiculous mad props. I just ... I'm so ... oh my gosh. Like I'm so ... I feel so blessed to even, that she was in there and telling us this story. And it all revolves around what I call and we call "the attractive character" and this notion of vulnerability. The attractive character is something that is ... it's how we speak. It's how we interact with people. It's the stories we tell. It's our parables. It's the things we like, the things we don't like. Right? It's our ability to tell our own backstory and where we came from. Right? It's our voice. And what's funny is that when you think about, "Hey. Let's go get into business. Let's go get into MLM. Let's go get into this. Let's go get into that," whatever it is. The tendency is to jump out and start putting on a freaking tie, and go to the dry cleaner, and get my suit dry cleaned, and get starch put in there, and go look all postured, and try to make myself look like I'm better than I am, look like I'm farther than I am, look like I'm different than I am. And what sucks about that is you end up cutting out so many people, who may have otherwise followed you. Does that make sense? When we start to posture ourselves, and we try to act like we're something that we're not, we end up cutting out part of the market. I realized this early on, not just in MLM, in other industries as well. I was doing these different ... you know, I'm a funnel builder. I build internet sales funnels as a living, and put all the pages together, and all the automation, and all this stuff. You know that's ... and I love it. It's a lot of fun. But I remember I was putting these products out there, and I was doing this fun stuff. And it was awesome. And I was really enjoying it. But these people started coming back to me and saying, "Gosh Steven, I'm so happy that you can go do X and Y and Z, but I just can't." And I realized that I had been posturing myself too much. There was a site that I launched first, not first ... there was a site that I launched about a year and a half ago called Sales Funnel Broker, and it's still up right now. I have not had a chance to go back and change it. But it's with me wearing a shirt and a tie. And I was like hey ... anyone to give me some feedback on this, I just want to see if it's set. I gotta go switch it right now. I probably will after I do this episode. But it was me wearing a shirt and tie and ... I had a buddy reach out to me, really quickly, and he goes, "Dude. Site looks great. Love all the stuff you're doing. Love the value your giving out there." He said, "Just one piece of feedback though." He said, "You're not really a shirt and a tie guy." I was like, "Well, I like to wear 'em." He was like, "Yeah. But your personality, the way you market, the way you put yourself out there, your voice is not really shirt and tie crap. You're more of like just kind of tell it how it is a little bit." I was like, "You know, that's really interesting feedback." And I thought that's actually really valuable feedback. Thank you very much and I started going ... I started podcasting like crazy on a different show that I have. And I was out there, and I was doing all this stuff. And I realized, quickly, as I started finding my voice, that more people were resonating with me as I would talk about the things I like, as I would talk about things I didn't like, as I would talk about my failures, as I would talk about ... and anyway I could get vulnerable. The game for me became so much less about how to actually look like I'm being professional. I'm a good funnel builder, you know. And I know that the stuff that I do is world class, you know. And I know that. And that's okay to know that, and it's okay to know what you're good at and I know that I'm good at it. But when I come off in a way that is too ... what's the word? How we say, "starch in your shirt." When I come off looking too professional, and when I come off looking too like I'm trying to posture myself and looking up like ... you know what I'm saying? It actually pushes people away. And it's the same thing for your MLM businesses. Guys, I promise you if you want to have success in this faster, stop acting like you're a pro if you're not. Even if you are a pro, stop acting like ... people are not attracted to that, because I believe that I have to be on your level just to learn from you. If you start acting like you're all professional, and talking ... if you're not vulnerable with your people, if your attractive character is too high up, people don't think they're good enough to even get near you. Does that make sense? They start comparing themselves. And the question is no longer, hey that guy is awesome, or that woman is amazing, or ... they're not, that's not the question in their head. The question in their head is, "Oh my gosh. Do I even have a shot at looking like that? Do I even have a shot of going from I am to where Steve Larsen is. Or from where, whoever, Natalie Hobson is, or for whoever ..." You know what I mean? Wherever you guys are right now, even if you're killing it, even if you're doing ... I've got several messages coming back from you guys. It's been a lot of fun, learned more about who you guys are who are listening to this show, which I love. I've learned more about ... and there's a lot of you. It's a lot of fun. The show's blown up a lot faster than the other one did, which is a lot of fun. This is a huge need. I know it is in the industry. But I've been very careful to not position myself as someone, or somebody, or my brand as Mister Steve Larsen, Commodore Steve Larsen ... you know what I mean? Like some kind of like Commander Steve like ... no. My name's Steve Larsen. I'm from Littleton Colorado. I'm living in Boise Idaho, potato land right now because that's where my full time job is. And while I know that I could leave and be fine. I love my job, so I'm staying at it. And it's a lot of fun, and I really enjoy it, and I build internet sales funnels. And I know that I, you know, the work that I do, both MLM style and funnel building changes lives. And it's very motivating for me. And it's a lot of fun. And there's this sense of the walls drop as soon as you become real. And that's what Natalie Hobson had figured out. And she figured it out in ... I'm not kidding guys, it's only been a couple months. And on a very cheap product she made a crap ton of money. Right? It's because of her ability to be vulnerable that made her sharable. And if you're not talkable, if the brand isn't talkable. Let's think about it. So let's think about you and your MLM right now. You're literally the exact same as everybody else out of the box. Right? I've pounded that point like crazy in this podcast. MLM is broken as soon as you get it. Right? Same scripts, same everything, same products, you're literally competing with your upline. Okay? It's like a red, red, red, red, really freaking bloody red ocean. Does that make sense? And if it's that red and you don't do anything different, there's no reason [inaudible 00:11:17] gonna join you. So one of the easiest ways to start setting yourself apart, besides creating additional products and actually making new offer, and all that kind of stuff, is just to highlight your actual difference. There's a great book ... I cannot remember the title of it. I actually only read the back, which is a lot of you guys are gonna laugh about, but that's me being vulnerable. I only read the back of the book, but it hit me so hard, I've never gotten the line out of my head. And it said, "Stop highlighting your strengths. Don't focus on your strengths." It said, "You need to highlight your differences." How are you different than everybody else around you. If you start focusing on what you're different at, and you actually make that the loud piece rather than the strength ... someone's always gonna be stronger than you. Someone's always gonna be bigger, faster, better, you know whatever it is. But only you are you. And you've got differences. What makes you different than everybody else. Right? Now go highlight that. Be really, really, really vulnerable. Now the first time I ever shot videos, and I put 'em out there, they were freaking awful. The reason I don't go update them is because if I go out ... now, the content's amazing, actually the delivery's not that bad either. But I'm really boring in the videos. You know what I mean? I think so anyways. The content is incredible. And the things that I'm teaching are amazing. But like ... and every time someone watches the five video series, it's the MLM Masters Pack, if you guys go to SecretMLMHacksRadio.com there's a five day master pack. Anytime anyone watches that, they always ask to know more, or join the down line, or whatever it is. Then that's the reason I did that. I could go back and update it. I made those videos years ago. But the reason I don't is because I don't want to come off as like all ... too professional. You know? And it's fine if the stuff that you use, and the members areas, and all this stuff that ... the other products that I create, yeah, they're more professional looking. But man, all those front end videos, all the products and everything that's way out into more of the cold market, man, I do not make it look pro. And I do it on purpose. So, that's my invitation to you. I want you to ask the question to yourself right now, is there a place inside your MLM where you're acting too professional? Where you're acting like someone you're not? And if that's the case, I'm begging ya, I'm asking ya, for the good of the people who you could run into and help change their lives, stop acting professional like that. Start acting like you. Actually, it's funny, the same as in marriage. You know my wife and I have been married almost six years now. We've got two kids and a lot of fun. And I made the mistake, when we first got married, that I had to start losing parts of my identity. I had to actually become an adult, you know. Get my responsibilities in order. You know what I mean? That kind of thing. Or it was like, oh, there's no more fun for me. You know what I mean? It was almost like this mentality that I felt like I had to take on, because that's what society was telling me. The problem is that sucks. You become someone that you weren't. And you become someone that the other person didn't fall in love with. That was the other person, you, your real self. You know? It's the same thing with your customers. Especially if you've never done anything in business before ever, a lot of what happens is there's this persona that Hollywood puts out that all meetings are in suits, that you have to have meetings. I hate meetings. Meetings are dumb. Maybe I go to one, one hour meeting a week. That's it. Max. And I barely have anything to do in it, because ... and I run a big organization. I'm not at all ... I hate meetings. But I thought I had needed it, and I thought I needed my business card. And what's my logo? And all this garbage that has nothing to do with actual sales, or business, or making money. Right? It's all this posturing crap that ... the personas of Hollywood and all the stuff start to put into our heads. And it's the same thing ... and I realized, luckily, even in the marriage and everything. Didn't mean to relate it to that, and was not planning on that in this episode, but it's true. The more I remembered who I am internally, and spoke to those things more loudly, you guys, that's where a lot of the attractive character came from. That's where a lot of finding my voice came from. That's where a lot of confidence in what I'm trying to say in my messages ... that's where a lot of it came from. When I'm just more true to myself, and it's true for you in your MLM as well. Anyway, it's kind of a deep episode. My gosh. But hey, I hope that you guys enjoyed it. Go be vulnerable. Find places to be vulnerable. Stop worrying. You know, I would go get on Facebook Live and I would just start talking. Do it every day. And you do that every day ... if you publish every single day for a year, you will change your life before a year's even up. It's just the formula. It happens every time. Every time I tell someone to go publish or whatever ... it's happened many times now. A lot of my buddies, a lot of friends, a lot of people I've coached, a lot of my students ... they go out and they go start publishing, and the ones that are vulnerable have success very quickly, because they are being them. And it's sort of attracting like minded people. But if it's too professional and you're speaking like you're writing a freaking essay in college, no one cares about that. Talk like you're talking to a sibling. You know? Talk like you're talking to ... and do that to your MLM people, do that to your upline, your down line, just be a very loud version of you. And I promise, that's gonna pull a lot of the attractive character out and people are gonna start loving that. They'll like to be around you. Take off the dang suit if it's not you. Right? Stop doing that. I gotta go change that picture. I just still haven't ... it's been a really busy year. Anyway. Hey guys, hope this was helpful, a little bit of a rant there. But I just hope that it was something that you guys can really use and apply in your MLM right now, because that is ... it's one of the keys that I feel like most people focus on the product, which is good. You have to have the product, or the message, or the marketing and that's good. You have to have that as well. But there's this underlying piece when it comes to recurring buying, and brand building, and the ability to communicate your message, and your confidence, and the speed that you move will highly be dependent on you as a person, as the leader, as the attractive character and your vulnerability with that. Anyway. Hopefully, it's been helpful guys. I really appreciate all of you. Love the engagement back and forth. I've really enjoyed that a lot. And I'll chat with y'all later. Bye. Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own down line five simple MLM recruiting tips for free? If so, go download your free MLM Masters Pack by subscribing to this podcast at SecretMLMHacksRadio.com.

We're talking about lead generation on this call. But...it's a little bit of a different one. I'm going to set the stage for you. Whenever we talk about lead generation, there are a few steps that we always want people to take because of a proven path. This is the model to follow that works, and it works over and over and over again. The first thing, you got to dial in your website. Nailing step one, getting a high-converting website with the right strategy. Step two is what we're going to talk about today.You need to pick a traffic plan and get traffic and leads coming in soon, and one of the best ways to do that is with pay-per-click marketing, whether it's through Google or Bing or even Facebook if you do it right. One of the things that most people don't do is they don't look at and they don't focus on this one metric that Adrian and I on our team spent some time ... We did a Facebook Live and what you're going to listen to is actually the recording of a Facebook Live that we did yesterday, as of the time I'm recording this, where we walk through and the number one most important metric that I feel people should be looking at when it comes to paid traffic. If you follow this metric and then you follow our training on how to dial in your pay-per-click marketing through Google and Bing, you are going to succeed. Okay? It's just going to happen. One of the things that most people don't do is they don't focus on this one metric that Adrian and I are going to cover. We walk through the number one most important metric that I feel people should be looking at when it comes to paid traffic. If you follow this metric and then you follow our training on how to dial in your pay-per-click marketing through Google and Bing, you are going to succeed.  What is the number one most important metric according to me when it comes to your paid traffic? Well, piggybacking off of a call I recent CarrotCast, we take a look at how to use simple math to really help your paid marketing become a lot more successful. This is going to help you do this one calculation that could change the game with your pay-per-click.  Really dive in, nail this number that we're going to give you. It's going to take you five minutes to do your own calculation, and we'd love your feedback. Listen to over CarrotCast episodes at

How to get alongside of the “nones” of religion and join them in humanity’s search for God. Searching for Sundaya sermon by Rev. J. Christy RamseyClick the title above for a mp3 recording Audio from Holy Cross Lutheran Church in Reno, Nevada in July 2017, edited from a flawless transcription made by edigitaltranscriptions all errors are mine. Acts 17:22-31 Sermons also available free on iTunes Corn. So much corn. You cannot imagine how much corn there is in Indiana. You think you can? There’s more. There is so much corn there. I’m talking corn that grows up 10 feet tall. This is before GPSes. You’d need a periscope to try to drive because you cannot see anything but corn. And they think that’s normal in Indiana. I brought two children into the world. Well, I didn’t. I stood around and watched my poor wife scream, curse at me when she brought the kids in the world in Indiana. But they came into corn country. I’m telling you, there was corn squash. There was corn chowder. There was corn soup. Oh, yeah. There was corn casserole. Corn, corn, corn. In fact, in a small town you did not have to worry about locking your car doors anytime except August because, if you did not lock your car doors and roll up your windows, you would come back, and your back seat would be full of corn. It’s everywhere. And then once it was harvest, those little husks, the little husks which we call the “tumbleweeds of the Midwest,” they just blow everywhere. There’ll be corn husks there. You’d sweep it off your porch. Oh, corn, corn, corn. Well, things came to a head, and we moved to Ottawa. A little less corn. Still a lot there. Lot of corn. And then I got the call. I got the call from my college roommate saying, “Let me pay you twice as much to work half as hard and get every weekend off.” And I said, “Yes, Lord. Yes, Lord. I hear you, Lord.” I’m going to Greensburg, Pennsylvania, where there’s no corn. Very little corn. Lot of coal, not much corn. So I took those poor, poor children from the small town rural environment with all they knew, all they grew up, and I brought them to the semi big city of Greensburg. And, yes, they had a bus service. I’m telling you, metropolis. And I thought they were doing okay. Little bumps and bruises along the way, you know, because now they’re in the big city. We went there right at the beginning of school. And I thought they’re being all right. I think they’ll be okay. I think I was kind of excited. And my daughter Rachel, God bless my daughter Rachel, she says what she thinks very loudly. I don’t know where she gets it. Her mom is the most demure and quiet person you would want to meet. It’s a mystery. Well, on one of these occasions when she said what she thought, because everybody needs to know it right now and at full volume, it happened with this. Richard? This happened. I don’t know if you can see it. But come autumn, she looked at the neighbors, and they had corn husks on their porch, tied up as decorations. She was freaked out on this. She asked them, “Why do you put trash on your porch?” And then they told her that, well, “We bought it for decoration.” She goes, “You paid for this?” She was totally freaked that there was husks on the porch. Trash, trash on your porch, and you think it’s pretty. What is wrong with these people? What has my dad done to me to bring me here? What do you do? What do you do when someone values trash? What do you do when someone posts on your Facebook page, with a big thumbs up, trash? What do you do when you go to Thanksgiving dinner with a Trump supporter? What do you do when you go to that with a lover of Hillary? What do you do? Richard. You’ve got some choices. You can laugh, either out loud or the eye roll, very popular with the young people. You can laugh out loud at them. They don’t know what they’re doing. They know nothing. Ha ha, so funny, trash on the porch, and they pay for it, ha ha ha. Oh. Or you can yell. You can yell, either right at your screen or at them. You can yell and be angry and call them names. You big snowflake. You racist. You, oh. You are just whatever. You can yell. You could leave. You can leave. I’m in groups, and I call up people, and I say, “Hey, we haven’t seen you.” You know, support groups where people get help, real help. And they said, “I can’t come anymore because, you know, I thought I knew her, and she voted for – how could she do that? I can’t come back.” “I’ll never go to Thanksgiving dinner as long as Uncle Art’s there. I just can’t stand his diatribes.” You can leave. You can yell. You can laugh. Those are all options. This guy’s the problem. Public Enemy No. 1, Mark Zuckerberg, founder of Facebook. Maybe our next President, the way things are going, who knows. He’s out there running for office. He doesn’t say that, but he is. But he has come to this great discovery. Have you seen it? Did you see it? Do you read the craziness that I read on Facebook and Twitter that talked about how Facebook wants to be the church? Did you see that? He didn’t say that; but, you know, that gets you clicking on the old Facebook things, which is, again, back to him. But he had what he called the First Annual Community Facebook Summit. He’s trying to make Facebook into a big community. He says that he’s a little disappointed. He likes meaningful communities. He had a big summit. He wants everybody joined up in community. In fact, he changed the whole mission statement of Facebook, give people the power to build community and bring the world closer together. That is Facebook’s mission: Bring the world closer together. And he points out – and he did this on the month that they got – how many people log into Facebook on a month? Not here, but throughout the world. How many people do you think? Go ahead, you can sing out. This isn’t a Presbyterian church…. What? Five million? That’s a lot. A billion? They’ve passed two billion. Two billion people a month. That’s not just people, you know, just had an account last year or something like that, or signed in to look at baby pictures. Two billion people a month sign into Facebook. And Mark is upset because only one out of 20 is involved in a meaningful community. One out of 20. That’s still 100 million people. That’s still a lot of people, Mark. And so he’s about trying to build community. And he takes a look at the church as a way to go about building community. He says a church does four things. And this is Mark, not me, so don’t be grading on a curve because this isn’t the seminary answers. Four things, not the great signs of the church, we Presbyterians that are slumming it here at the Lutherans: inspire, motivate, give safety, and support. Inspire, motivate, help each other in times of crisis, and support each other in just the regular times. That’s what he’s trying to do. I think that’s pretty good. Inspire. Give them something, there’s something better out there, something better you can do. You can be better. You can do better. Motivate. Come on. Let’s do it. We’re all getting together this Sunday. We’re going to go do this. Let’s go. Come on, you know you want to. And then safety. In times of crisis, how many times have you reached out to a church person, and they were there? I hope at least once or twice. I hope you didn’t have that many crises. You know? I hope so. And support in other times. I remember when we moved to that Greensburg place it was so strange because, all the time in my adult life, when I moved to a new community, I was like, put right in a slot. You know? I had friends. I had a social life. I had connections. I had people telling me – I had, at one church, I had a hair appointment. I swear that he goes, “Well, I told her you were coming in to get your haircut because the pastor always goes to this one.” So it was easy. It was kind of creepy, but it was easy. And then I went to Greensburg, and no one – I couldn’t even get the water company to return my call, you know. And my son – my son, great guy, great guy. He barely talks. Don’t know why. Me and Rachel, and then him coming along, there wasn’t any oxygen left. He got in a horrendous bicycle accident, horrendous. It seems that in Pennsylvania they have something that they don’t have in Indiana. It’s called, uh, hills, that’s it. And he discovered hills on his bicycle and had a terrible breakup. Oh, it was pretty – it’s a whole ‘nother sermon. We won’t go there. Come at 1:00. I’m going to guest preach, too. I’m just double hitting it today. But I got in the helicopter with him, say, “I’m going.” He’s in the helicopter; I’m going with him. So I got the helicopter ride. And my poor wife – to Pittsburgh, which was 30 miles away. Because from the fire department, somebody goes on the helicopter, they usually don’t come back. And I was, like, freaking major and trying not to let my wife see it. And my wife, I just left her. And she goes, “I don’t know how to get to Pittsburgh. I don’t know where the hospital is. What am I going to do?” So she called our pastor, who found a church member to say, “I’ll take you. You just follow me. I’ll get you there.” Support in times of crisis. Help in crisis. That was huge help. We support each other, too, don’t we? We support – I tell the kids, when they’re doing things, they want to do a presentation, they’re all nervous and some, and they want to talk about their mission trip or Sunday school, their project or whatever. They’ve got Girl Scout cookies. Whatever project it is, you’ll never find a more supportive community. Don’t worry about it. Get out there and just do your best, they’ll love you. Because that’s what we do. We support each other, even when we are not in crisis. This guy caught it, Zuckerberg. We don’t know if he’s a big church person. Don’t think so. What does Paul do? What does Paul do when he goes to this place? Richard, got it? What does Paul do? I’ll get to that in a minute. Don’t freak. What does Paul do when he goes to this place that is very strange? This is like God Central. Every god that was any god would have – it was like, you know, a Walmart has that place, everybody goes to Walmart. You’ve got to be at Walmart. If you’re going to be anybody, you’ve got to go to Bentonville, Arkansas and have a little office there and be a – it’s like Athens in God times. Any god is going to be at Athens, going to be hanging out there. And there he is. It’s like gods everywhere. Everywhere you look, there’s a statue, a shrine, a temple, something to gods all over, from all over the place. I’m telling you, what is it like? It would be like Paul was a community organizer in Trump Tower. With a press badge. Okay? It’s like that. That is how out of place Paul is there. The good Jew who’s now a Christian. And it’s a crazy hard place to be. What does he do? Now, he could go around and say, “You paid money for this trash? We throw away this stuff where I’m from.” No. He connected with them. He says, you know, “I went around your city, looked at your stuff.” How respectful. “I see you are a religious people.” Isn’t that great? Great opening. “I see you’re a religious person.” We’re together on that. And I even read some things. I read an unknown god. Can you sound that out, you Greek speakers in the congregation out there? Maybe we got one, I don’t know. Ag-nos-tic. That’s agnostic god. Agnostic god, unknown god. Ever hear of the Agnostics? Ever heard of them? Don’t know? Maybe god. Maybe not. Don’t know. Spiritual, not religious. You know, spiritual not religious, that’s like saying I like water, but I can’t stand the plumbing. It’s kind of helpful to have the plumbing with the water, but okay. Go ahead, Richard, go on. There. You’d better know about the Agnostics. Now, you look at religion in America, and I want to tell you right now, I’d like to declare an update on the war on Christmas. Failure, big failure. Not doing well at all. Because as we know, Christmas has surrounded Thanksgiving. It’s about ready to give up. And it’s on the march toward Halloween; you know. Christmas is winning; all right? We’ve got 71 percent; Nevadans, 66. Come on. Seventy-one percent Christian. Now, 6 percent is the other faith. You know, you go on – I don’t know if anybody’s hair’s on fire about all the Muslims everywhere, and the Hindus, and the Buddhists and the – oh, terrible. That’s 6 percent. If you want to get your hair on fire, 23 percent, I think it’s up to like 27 percent in Nevada, are “nones.” Here’s where our hair should be on fire. Twenty-three percent have that unknown god in their front yard. Richard, go ahead and go on next. And you say, oh, what’s the big deal? We’re winning, 71 percent. Winning. And you look up here, and this is another chart. Oh, when Pastor Christy came he had charts, diagrams, all sorts of wonderful things. Greek. I tell you, Scott, he really did his homework because he only preaches once a year. Anyhow, look up here. All Christians down. Going to the right is bad. I don’t know if I’m swiping right or left, but going to the right is bad. We’re going down 7.8 percent over the last seven years, 2007—2014. We’re down 7.8, all Christians. All Christians. All Christians. But look. Look at our friends. Well, you got all non-Christians, 1.2. Oh, hair on fire. But anyhow, look at all unaffiliated. That’s the nones. That’s the unknown. That’s the agnostics. Unaffiliated, nothing in particular, number one choice. They’ve grown 6.7. So the 6.7, 1.2, adds up to about seven. We’re losing ground. And we’re losing it, not to the Muslims. We’re losing it to the nones. We’re losing it to the people that Paul met in Athens. We’re losing it to the agnostics, to the unknown gods. So we should figure out how we are going to talk to the nones, to the unknowns. And Paul’s speech before the assembly of the nones – and, oh, and, yes – should give us some examples. Go ahead, Rich. We’re going to be hanging on this for a while. What does he do? What does he do, the community organizer with the press pass in Trump Tower? He tells them that he studied what was important to them. Have we done that? Have we gone around, living their life – I used to think the malls were the new temples, but those have kind of fallen apart. I’ve got to really think that the hospitals are our new temples, you know, and the doctors are the high priests and, you know, ooh, do-do-do, doctor tell me he fix me up, you know. And have you seen the new hospitals? They’re awful nice. You know? But have you seen the idols? Have you seen what people worship? Have you seen where they put their face? To an unknown god. I’ve seen you’re very devoted – to your phone. I’ve seen you’re very religious – about keeping your phone online and charged up. Can we do that? Can we say something to him about what’s good about the nones? What we have in common? And look how Paul goes on. Paul says, you know, we’re all here groping for God. It’s right there. Groping. Searching. Searching for Sunday. Something spiritual. Something more to motivate us, to inspire us, something that binds us together because we want to help someone. We’re usually good. Humanity is pretty good about helping, and we have to give a chance if we have something in common. He says, “We’re all in this together.” He doesn’t say, “Your stuff’s trash, my stuff is beautiful.” He says, you know, we’re all in this together. We’re all looking for God. There was three qualifications to be a god in Athens, three qualifications. One, God had to have a house, a shrine, a temple, something where they can hang out. I tell you, I don’t know what was going on in the Mideast, but there was a housing shortage for God. You couldn’t get anywhere without houses of the holy. They were always building them everywhere. And if you remember, Abraham tried to build a house for God. And even in the New Testament, good old Peter tried to make little houses for Abraham and the Transfiguration and for Jesus and for Isaiah, Elijah. Houses for the holy, number one. Number two, you had to have a prophet, an advocate, a speaker, someone that can tell you, introduce you to the god, a host, someone to tell you about that god. And, number three, you had to do something good for Athens. Oh, come on now. We’re not going to have you come into our town unless, you know, we get a little taste, a little something-something that you can benefit us from. And that unknown god altar was probably someone that something good happened in the city, and they didn’t know who to credit. So they just put up the, oh, whatever god. See, what Paul does with that, Paul uses their own philosophers and poets, quotes their own things. We are all offspring of God. He quotes their sacred texts back to them and says we’re all in this together. We’re all looking for God. And your own poet says that we’re all God’s offspring. You see, God made us. We don’t make God. Whew. God made us. We don’t make God. Like Abraham. You know, Abraham says, “Let me make you a house, God.” And God turns around and goes, “No, I’m going to make you a house. You’ve got this all wrong, Abraham. I don’t need you. You need me. You’ve got this all wrong, Abraham. You’re not going to make me a house to live in. I’m going to make you a house, a dynasty. I’m going to make you a family. I’m going to make you a tribe. I’m going to make you renowned throughout all the world. I make you. You don’t make me.” Paul flips it. He says, “I’m not here telling you that there’s another God, another house. Come and see mine. Mine’s the best. Let me introduce you to my god. I’m here to say I’m with you. I’m a searcher. I’m a seeker. I’m a knower. But I know where to go.” Evangelist named Klein says evangelism is simply one beggar telling another beggar where to get bread. So if we can get off of this us/them, they’re horrible; turn off that phone, get off my lawn, which is the new get off my lawn; if we can get away from that and say “I see you’re very devoted to your friends. You want to stay connected. Even when you’re with real-live people you want to stay connected with, to your friends in high school, to your friends in grade school and your college friends and your friends from your move and all these on your Facebook, and you want to text them and let them know about you. I see you’re very connected, and you’re very interested in other people. I can see that in you.” Isn’t that so much better than saying, “Get off the phone and talk to the person in front of you?” I think Paul would have done the first. “I see that you’re very interested in the lives and hopes and challenges of others. That’s good. I’ve got a place that does that at least every week.” Can we do that? Can we be like Paul in that crazy place? This is a dinner. And maybe you’re trying to figure out, well, how does that be? How does that work? How does that work? Well, you see that there’s chefs, and there’s guests. And the chefs are there, and the guests are there, and they’re working together. And I don’t know how many of you have thrown a dinner party. I have this barbecue, outside barbecue. I was talking to someone last week, and she was talking about, oh, I’ve got all the church people, of all things, I’ve got all the church people coming up, and that pastor’s wife won’t tell me how many people are coming. I’m going crazy. I need information. I need how many coming. Do I have enough food? And now there’s a kids’ program. What am I going to do with the kids? I don’t know what to do with the kids. And I’ve got food and the chairs, and the house is not clean, and we’ve got this broken down… It is crazy being a host and trying to take care of everybody. Where if you’re a guest, what do you do? You have to please – you have to RSVP. That’d be nice. You know, you can ask, “Will there be a gluten-free option?” You can ask that. I mean, that’s iffy. I don’t know. Why don’t you just bring it yourself? Why not? Bring something – gluten-free, vegetarian often, whatever you need. Bring that along. And then you’re done. You’re a guest. You’re there to see what’s going on and to enjoy the experience and to see what the host has planned for you and enjoy the company of others. Such a different head. I think so much time in the church is wasted about us planning the dinner party and being the host, like we’re in charge. Presbyterians, we know we’re not in charge. We’ve got that whole predestination thing going. You can’t upset us because it’s all in God’s plan. You know what the Presbyterian said when he fell down the stairs? He said, “Oh, thank God that’s over.” I mean, what are you going to do? You’re not in charge. Presbyterians, our absolutely fundamentally bedrock thing, convinced that we are totally unnecessary to God. And we will fight you to the death on that one, that God doesn’t need us at all. And that is a proper attitude to have when we’re doing church in that we’re not trying to tell other people how to work and how to act and where to sit. We’re not making the seating assignments. We don’t have the little place cards saying you go here; you go there; and you “um” supporters, you’re out here in the kitchen, and shut up, will you? That’s not us. We’re not the host. We’re a guest. We’re groping for God same as you. Same as you. And God doesn’t live in anything we make. God is not limited to the stuff that, in our imaginations, that we come up to. We’re all guests. Next one. And this guy again. Christy, I hate when you yell like that because I can’t get any sleep in during the sermon. Zuckerberg. Zuckerberg wants everybody in the community. He wants half of Facebook in the community, and he’s got one out of 20. He wants to get one out of two. And he had this big summit because he’s figured out how to do it. And you’re going to be shocked. You’re going to be amazed. You’re going to be – you’re going to say, “What a revelation. The man’s a prophet.” He has figured out – and this is a lot of metrics, a lot of deep data-type stuff. He’s figured out that people don’t join meaningful communities. People, oh, sure, they’ll join, come see the funny kitten pictures, you know, yeah, everybody joins that. But meaningful communities for support, meaningful communities for responsibility and accountability, people do not join them. They don’t volunteer to join. Mark Zuckerberg has found that people join meaningful communities when they’re invited by friends. Oh. Have we ever heard that in church before? It’s not “Build Facebook and they would come.” No. People come to a meaningful community when they’re invited by friends. And that was his whole thing. You guys have got to invite people in order to have a meaningful community. And you know what he says about Facebook is right what we’ve been saying in church. People don’t join meaningful communities unless they’re invited by a friend. So guess what. You want more people in a meaningful community, and you want them to join you? You know, don’t tell them what to do. Tell them what you’ve done and say, I’m with you. I’m groping with God, too. I’ve found a community that helps me with that, helps me be a better me. I’ve found a community that will inspire me to be the best person that I can be. I’ve found a community that will motivate me, that will come up to me and tell me, here’s something you do. Here’s an opportunity for service. Here’s something we’re doing this Saturday. Can you come and help us feed? Can you come help us pack? Can you come and help us with this mission? Motivate us. I found a community that will help me when I need help. I found a community that supports me in prayers and in material support and in time. I found all this. Why don’t you come with me to this meaningful community? Go ahead, Richard, go to the last one. All right. So your challenge, your homework is to see beauty where you used to see trash. Huh? Yeah? Try to appreciate when they bought the trash and put it in a bundle and put it on their porch intentionally. See the beauty where other people see trash, where you, you used to see trash. Where you used to be “us” and “them.” Find something common that you have. Find something you can get behind, that you can admire, that you can affirm. “I see you are very religious. I see you are very connected. I see.” My daughter keeps up with her high school friends, her college friends, her friends from farm country. I don’t. I admire that. Can you do that, too? Because we’re all groping for God. We’re all searching for Sunday. We’re all guests at God’s banquet. God bless you in your search for Sunday. Go out and find someone to search with you. Amen.

Click above to listen in iTunes... Russell Brunson, Todd Brown, Brandon and Kaelin Poulin, Jim Edwards, and Stu McLaren... What's going on everyone? This is Steve Larsen. You're listening to Sales Funnel Radio. Now, for the next three episodes, I'm actually going to do ... This episode will be day one of Funnel Hacking Live, and I want to go through and show you the lessons I learned, and kind of what some of the speakers were doing and sharing with us. And then, obviously, next episode will be day two, and then day three. So the next three episodes are going to be a bit of an overview of the things that I learned. Let's kick it off. Welcome to Sales Funnel Radio, where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. And now, here's your host, Steve Larsen. All right guys, now the first thing you'll probably notice is that my voice is shot. I am completely humbled by the number of you that I met who listen to my podcast. It was so awesome. But I met so many of you. I was totally touched, also, by the number of you ... I mean, I was not expecting gifts, but a lot of you guys ... Anyways, I'm saying thank you to those of you did that. That was very nice of you and I appreciate that a lot... I pretty much talked for three straight days and my voice is totally gone. I was going to do these last night while it was all even more fresh in my brain, but I was like, "Gosh. I can't even ... I can't even ..." You know, anyway. I was like, "Maybe if I go to sleep, everything is going to be better, and I'll wake up in the morning, my voice will be better." It's not. It's actually worse. I'm probably going to lose my voice, 100%. Anyway, that's okay. Here it goes though, all right, so you just have to, I guess, deal with that. I'm going to go ahead though, and I'm going to let you know the things that I learned, the big takeaways from Funnel Hacking Live. Now, understand that what I'm going to do here, it's not going to give justice at all for what really happened. But, this is more the tactile stuff that I'm going to go over. The very first day that we had ... Gosh, it was such a good event. Oh my goodness. Everyone was going nuts, so crazy. Totally got my picture with Tony Robbins, which was crazy cool. That guy is huge. Anyway. I'm not a small guy either, but man, he was like a full two heads taller than I was. Anyway, all right. So hey, the very first day we had Russell Brunson speak, obviously, then Todd Brown came in and spoke. Russell spoke again about something so good, and I could see everyone going like, "Crap. I need to redo how my whole product works now that I've heard Russell speak." Brandon and Kaelin spoke. Jim Edwards spoke about copies. Stu McLaren came in and taught about membership sites and how to make millions of dollars with them, it was fantastic, it was amazing. Then we had huge round table discussions, and honestly, that's ... I really lost my voice from the majority of, really, two things. When people walked in the door for the very first day, I mean, music was bumping. I mean, it was so loud, it was awesome. The stage looked incredible; it was so much bigger than last time, which none of us could really believe. We were like, "Oh my gosh, this is just amazing." Melanie and our team did fantastic. It really, really went well. Just, I can't even ... It's hard for me to describe everything that went on there. But I ... As people walked in the door, I was screaming, "Yeah, what's up? It's game day baby," as loud as I could, slapping, giving hand-fives to everyone that came in. I'm pretty sure I started bruising my hand; it actually really started hurting. But it got everyone jazzed up and in state as they walked into the door, which is awesome. We wanted the energy levels to go up, because it pulled them out of their comfort zones. I try and do that a lot of times when I'm learning things, even on my own. All right, so Russell first spoke about creating a mass movement. These are really chapters that are hardcore in his new book. But the main point is that you really need ... You got to have three things in order to create a mass movement. The first one is, you need a charismatic leader. Second one, you got to be able to have ... There needs to be a cause. Then the third thing, I think it was a following... Crap, I should have brought all my notes with me as I was doing this. But, anyway, it was so good, because he started talking about ... This is way beyond product creation, right? Most of our audience speaks, and talks, and is focused solely on, "How do I create the funnel? How do I create the product?" Right? He's like, "Okay that's good, and you guys are getting really good at that as a community. But the next step is really, how do you get people to it." Right? Joe Polish, this reminds me of one of Joe Polish's courses, but he's talking about how marketing ... You think about sales, sales is what happens face-to-face, in front of people. I think that I've mentioned that before in this podcast. Imagine standing in front of somebody, that's how you sell them, right? But marketing is what gets them in front of your face, right? That's what turns their feet and gets them standing in front of you, and that's really what Russel talked about first. Very tactile, how to do that, how to construct the message, how to get it and put it all together. Really, really cool. Then we had a quick break. Then Todd Brown came in and he talked more about the big idea, and this idea that you could latch, go back in history and look at other marketing messages that were killing it, and just tweak those messages, and he showed you how to ... Again, the whole thing was extremely tactile. I saw someone post, and they were like, "I learned no actual hardcore strategy." I was like, "Man, you must not have been freaking in the room then, because you're the only person who said that. Ever." I don't even ... Everyone I've been talking to is like, "That was the best thing I've ever ... That's the best event I've ever been to, related to business, ever. Across all business, not just marketing, in general." I was like, "Yeah, it's pretty cool." We worked our butts off for it, so we're super glad that you guys liked it. But Todd Brown talked more about how to actually get that big idea, right, the one thing, and how to construct it. The big takeaway I got from him is that the creativity that your business requires is not in you. It's not. He said, "You have got to be obsessed with the market that you're in. As you dive into the market, and as you figure out what pieces are missing, the creativity comes from the market, not from you." If you're sitting there and you're not reading books, and you're not digesting things, and you're not there trying to get better and get your craft down, you cannot conjure the amount of creativity needed, that your business needs. I was like, "That's so key. My gosh." I started thinking back, and I was like, "Holy crap. He's totally right." Any time I've ever made a product that really has done well, it's because I have been obsessed with that market. I found out exactly what the pain points were, which essentially told me what to build. It didn't come from me. There was ... I actually wrote an e-book when I was in college, and I talked all about this, that man, essentially you don't need to be creative. That is the number one thing that entrepreneurs come out and they're like, "I got to create something totally new." It's like, "Ugh." Anyway, I'll talk about that some time later... But I wrote an e-book that talks about ... I call it "Product Big Bang Theory", which is where these new ideas ... I was like, "Oh, I got to create something totally new," and it's like, actually the market might not even be ready for that. Let's say you actually did pull that off, which is super rare, that something you just made was totally new, not influenced by anything else, that's rare. That doesn't happen very often, right? It's more about product evolution. Right? You look at current states of things and you make an improvement on the way things are, and sell the solution. Then the next person comes along, he's like, "Well that's cool. That brought me up to here. But, now let's go ahead and let's elevate it again." Why are there so many freaking iPhones? Right? That's exactly what product evolution is. That's how huge money is made. Not by product big bang theory; half the time the market doesn't even accept it, you know what I mean? Anyway, I'm getting sidetracked, but ... Okay, that was the first half of the day. It was so good. Then Russell came back on and he gave a speech about how to sell pretty much anything, without selling anything. That was his headline. "How to sell almost anything without actually selling anything." He talked about this concept of ... Okay, right now, you listening, right, think about the industry that you're in right now. Think about it, and think about what it took for you to become an expert in that industry. If you don't feel like you're an expert yet, just keep learning. Right? Keep learning, and the fastest way I know to learn is to teach. Right? This podcast also helps me, guys. It helps me sharpen my craft. Right? Sharpen the saw and get better, and better, and better... I always tell people to get a coach, because it accelerates your learning, and then be a coach, because it solidifies it. Get a coach, be a coach. Get a coach, be a coach. Get a coach, be a coach... That's what I gave my closing speech on at graduation, when I graduated. Anyway. He goes through and he starts saying, "Look, as you came into this industry, whatever it is that you're in, you loved it and you started learning all the vocab from that industry." Sales funnels, auto-responders, SMTP, right? All this crap, no one know what that is if they're not in here. You go out, you get so excited, and the first person who you think is even remotely a good fit for a sales funnel, let's just use that as an example, you run up to them and you're like, "Sales funnel. Auto-responder. SMTP," and they're like, "Ah." You know, we call it technobabble... Technobabble's this thing that will kill the sale, always. The point of Russell's speech on that is that he said, "You need to go back to the time where you had the epiphany, personally. Right? That you needed a sales funnel, and you have to tell that story in a way that gets them in the same state, to have the same epiphany that you did. And then you don't have to be selling anything." Suddenly they'll have the epiphany. They'll realize, "Oh my gosh. I got to have a sales funnel now." You know what I mean? For me, because of the origin story, right? My origin story ... I've said this before, so I'm not going to go into it, because it's a big story. Right? I was in college, I was trying to make a lot of money on the side, and I was doing all right at it. I was getting hired by Paul Mitchell, the hair school. I was driving tons of traffic for them. We were building websites for some of their rising celebrities. Funny, because it was in the middle of my marketing class. We walked up to the teacher and I was like, "Hey, I don't want to come back to your class ever again. I'm already doing this stuff." He's like, "Cool. Just show me a deliverable at the end." So I went and I worked for Paul Mitchell during those hours, three hours a day, driving lots of internet traffic for them, and I could get huge volumes of traffic. I was getting all these people, all these ninja waves, white hat and gray hat stuff. We were getting lots of website visitors for Paul Mitchell there. I realized I could get tons of traffic. But I kept looking at the numbers, and they're like, "Okay, we're spending extra money on this traffic that's coming in. We know we're targeting okay, but why aren't people converting? How do I actually know that these people are making me money?" Right? It's a brick-and-mortar story. That was the big challenge, bringing them from online to offline, and walking into their stores. Right? That's when I realized, there was a skillset out there that I did not have, and that's what ultimately led me to getting all over the internet. I was like, "Oh my gosh. How do I do this? How do I do this?" That's when I ran into "DotCom Secrets" and Russell Brunson. That's how I did it. Anyway, that was the whole point of that though, is that you need to go back to ... start categorizing, start ... Sorry. I'm getting ahead of myself. Start indexing. I should say that, that's probably a better way to say it. Start indexing your stories. Okay? Russell told way over 40 stories in each one of his presentations. It's not because he's just sitting there telling stories, it's to help us. Now that you know, okay, watch what he does, watch what he does in his Snapchat. That's a huge, long, slow story that's going on. You see behind the scenes of what he's really doing in his own personal life. Right? That gets the attractive character up... He tells stories in his podcasts. He tells stories, and it's to help people have the same epiphany of need for what he's selling. Right? That's exactly what it is. That's exactly what he's doing, because he doesn't like hard closing people. He's not even that good at that. I'm not either. I'm not very good at hard selling... It's like, when I was doing door-to-door sales, that was one of the things I sucked at. I was like, "Man, I could come up with a sweet offer, but the best way to sell without selling is story selling." That's what we call it, instead of storytelling... Anyway, so we're going to keep going on. Then Brandon and Kaelin Poulin came up and they talked about social webinars, and they talked about how they spend a thousand dollars getting Russell's Funnel Hacks class. I'm sure you guys have had the Funnel Hacks class, you've gone through it, you know what it is. It's the, "My weird niche funnel that's currently making me 17 grand a day," which, that's very low compared to what it is now. But, anyway, they went through, though, and they started saying, "Hey, I got the thousand dollar thing, and all we did is we played Russell's thing for five seconds and then we stopped, and we implemented exactly what he was saying. We paused the video." He's like, "Sometimes it would take us hours to get through this set that he just showed, and we'd play the video for five seconds, then stop." Russell wanted them up there ... Sorry guys, my voice is shot. I'm trying to do the best I can here. Okay? But Russell wanted them up there to show you guys that you can go just follow Russell's path, and just pause the video. Just pause it, do what he said. Pause it, do what he said. The first year they did that, they turned that thousand dollar investment into 300 grand. The second year they did that, which was 2016, they turned it into 2.3 million. Right? Every time they saw Russell do something on social media, they paused the video and immediately did it. Right? I mean that day, they got it done, and that's how they did it. They didn't know anything about tech stuff. I know way more about click funnels than them. Right? The point was implementation, was getting out there and just doing it. Right? They used social webinars to do that. That was the name of their speech. They would stand up, and one of the cool takeaways I got from them was they said, "Hey look, if you can do it afraid, you'll be able to make it." Meaning, it's scary sometimes to do this stuff. You're like, "Oh, I don't want to do the webinar. I don't want to get out there. I don't want to be myself. I don't want to do a podcast when my voice sucks." You know what I mean, like right now? They said, "If you can do it afraid, people will sense that, they'll bond with you even more, and you'll be able to just take action and just get it done." It works out for everybody. Let me keep going here. Then there was a break, and then Jim Edwards came in and he taught about copy. Now, he is the creator of Funnel Scripts. If you guys have never used that software, fantastic software. You go in, and he basically says, "Hey look. Look, copy is not written, it is assembled." All the top copywriters in the world understand that there are elements, there are fill-in-the-blanks, for whole sales letters. Right? Everything. If you need to change your sales letter a little bit, he's like, "Think of it like Legos. All right? You take one little Lego out, and you stick another one right there to complete the sentence." You know, how to blank without blank. You know, how to make a million dollars without leaving your house. You know, how to blank without blank. Over and over again. But that works for all copy, it's not just for headlines. It works for ... He said, "I became a great copywriter when I realized that, that copy was assembled, it's not written. You are not a copywriter, you are a copy-assembler." You might think, "Okay, wow. That's not ... Is that a big enough golden nugget to actually make a speech on?" Well, then he started going through, and he started showing us how ... I mean, this is how Funnel Scripts works. If you ever used the software, it's these inputs that you toss in, and it spits out all your sales copy. At the end, he said, "Hey. The best copywriter that I ever hired, ever, is me." He's like, "If you really want to get amazing at copies, Funnel Scripts is a great launch pad. It will get you there very quickly, but you have got to learn how to assemble it on your own." He gave all the funnels, and all the scripts, and all the fill-in-the-blanks that we would ever need for any type of copy, ever, while we were there. It was a really huge value. Most the speakers gave something ridiculous at the end. It was really nice. Just, tremendous value the whole way. Okay, then Stu McLaren came in. Guys, if you don't know who Stu McLaren is, this guy's one of my heroes, second to Russell, okay? What Stu does with his time, is he goes out and he has something called World Teacher Aid, and any time you ... Some of you guys ... We were actually shocked at the number of people that did not know this. When you click 'Add New Funnel' in ClickFunnels, and you build the funnel, as soon as 100 visitors hit that funnel, a dollar automatically gets donated to World Teacher Aid. Well, we presented him with a $76,000 check while he was here. Literally 100% of all the money that comes into World Teacher Aid is used for building schools in Kenya and Africa. They've built like 11 of them now. Anyway, it's really, really cool, really touching. But we were like, "Holy crap, 76,000 funnels with 100 people came in." That's what that means. Oh my gosh. But he came in and he talked about membership funnels. What he does, is he goes through and he says, "Okay, I'm going to make a sweet membership site, but I'm only going to spend 2 weeks out of the whole year running it." You're like, "What the heck?" He goes in and he says, "Okay. I'm going to go in and I'm going to, on week one, let's have an expert come in and teach something. On week two, let's do a live Q&A about it. On week three, let's do some kind of blog or post, or something like that, some other tangible item that they can go learn from. Then on week four, we'll do some other behind-the-scenes video. Like, 'Hey, this is how I really do it. These are the little hacks I learned.'" And that's what he does. If you look at those, week one, two, three, four, the only two pieces that you have to do ahead of time are getting an expert to come in. He flies everybody in. In two days he interviews, back-to-back, to back-to-back, to back-to-back, to back-to-back, 12 of them. Right? Pre-loads 12 months of content, gets it transcribed, puts it in the membership area, puts it on a drip thing so that it goes out for them after 30 days, after 60, 90, the whole way through the year. Then he creates the blog post for it, same thing. He gets the whole thing set, and then he presses go. The way that he makes $7 million a year off of membership sites, where he only runs them a couple weeks a year, is by the way he handles the cart. He does not leave it open cart all the time. He leaves it as seats. He's like, "Look. I treat you guys like students. I really do want you to know." So rather than these huge ups and downs in his membership sites, he will literally just ... It's like stairs, steps. It's a little up, and up, and up, and up, and up, and up, and up, because while the cart is closed, while people can't get in, there's a waiting list. If there are times when he knows he wants a little boost in the revenue or he might lose some numbers, he just goes to the waiting list and says, "Hey. Look, a seat is going to open up. If you guys want to jump in, go for it," and he'll get a little boost in the sales. That's how he handles membership sites. I thought that was a really great takeaway, and I just wanted to share that over to you guys. Anyways, after that, Russell is taking people to Kenya if they buy a school. We're just trying to raise money for charity. But we don't any of that, obviously. That's literally straight for charity. Then there were huge round tables at the end. It's like non-stop talking. It was awesome. It was really fun to talk to you guys, because half your questions are tactile, "Hey, how do I do this in ClickFunnels?" Then the other half are strategy like, "Hey, how would you sell this?" I got to sit down with so many of you and draw out funnels, and show you how I'd do this, and the ways we've seen it work. You guys know I've built over 140 sales funnels with Russell in the last 11 months. Way more than half of them have been all on my own. You know what I mean? Right at the beginning it was like, "Hey, build this funnel," and then I'd go out and I'd build it, he'd destroy like 90% of it. Well the percent that he's destroying is going smaller, and smaller, and smaller, and smaller. Until finally, the last six months has been like, "Okay, cool. Hey, just change the headline just a little." That's it. I was like, "Holy crap. That's so cool." But it's really fun to sit down with you guys and just start showing all these cool things we've been doing. Hopefully next year we get a round table. That's what I'm hoping for. Don't tell Russell, but tell Russell if you want to. Be like, "Russell, Stephen, why aren't you speaking? Why aren't you at a round table?" I was like, "Well, it's not my company or my call, so I'm not ... " Maybe next time I will. Anyways. Guys, that was the first day. We were there until midnight, and then we got back up. We had our meeting at 7:30, and then huge hand-slapping times the whole way, high-fives coming on in. It was awesome, again. Anyways, that was the first day. Hopefully something in there I said was of use and of value to you. Very, very awesome. I want to encourage you guys right now, if you want to ... I think we sold several hundred tickets for 2018. We sold almost 100 for 2018 right before this event actually started. But then during this event, we sold another couple hundred tickets. Anyway. There are 35 tickets, 35 seats, available for our next conference in 2018. It's going to be at Disney in Florida. We already got the resort, everything's done. The contracts are signed. We are going to freaking Disney... The early-bird price right now is 697. I think you can go to funnelhacking.com ... Well you can, I built it. Go to funnelhacking.com. You can only buy single tickets right now, not two. But, just so you guys know, a little inside track here, they are going to raise the price significantly higher for this one. Half of it's just because of demand, and because we bring in people like Tony Robbins. You know what I mean? That is not cheap. I am legally not allowed to tell you how much money it was, but holy crap. Get your ticket now, is what I'm telling you to go do. I'm not pushing an affiliate link, I'm not telling anything else, I just would love to meet more of you guys. About 75% of the room raised their hand when they asked if this was their first event. I think it's because you guys were listening. Anyways guys, fantastic time, and again, next two episodes, I'm going to go through the next two days here. I think you guys are going to like this. It got even cooler. I can't even believe the first day was just so freaking awesome. The first day, when Russell and I were talking about it and going through it, we were going through slides ... I made so many images for his slides. It was a lot of fun doing it with him. But, we realized that the first day is so foundational for the remainder of the event. All right? It had less to do with, "Hey, make this tweak on your funnel here and get an increase in conversions." That's not what the event is about. The event is about how to sell. The event is about how to actually be the business owner. It's about how to outsource. It's how to craft your message. That's really what this was all about. Okay? I saw a blog post from some guy, Billy Gene, and he was like, "This was the worst thing ever. Day one went by, and he didn't go through any tactics." I was like, "Are you freaking kidding me? What he just laid down there means you don't have to strong sell anybody else ever again, ever. All right? I don't like doing that. I'd rather put that on autopilot through a funnel, and he just told you how to do it." No tactics, my butt. Anyway. Okay, don't get me started on that, because what he put out there, there's nothing else from that event ... There's nothing else you could learn that was so valuable. It's pretty much more important than the offer. I have watched Russell ... Just so you guys know, and then I'll end this podcast. I have watched Russell, many times, not know a thing about the person's product, but because he asked certain questions, he knew how to sell it. Did you just have an epiphany? Because you should, about your own products. Some of you guys are so obsessed with your product, but you are not obsessing on how to sell it. They're different things. They're totally different things. Right? One, you've got, let's say ... I was asking someone at the event, I was like, "Do you know what's in a Campbell's Soup soup? What are the ingredients?" He's like, "You mean like all of them on the back?" I was like, "Yeah." He's like, "I don't know." I was like, "Then why'd you buy it? You don't know everything that's in it? Oh my gosh. You're crazy. You're nuts." I was like, "Now is that really that crazy or nuts?" He's like, "No." I was like, "You are thinking that everyone is going to look at all the ingredients in your offer, and all the little pieces, and all these things. That's true; the offer needs to deliver, it needs to be awesome. It's got to be amazing. But, just as important, if not more, in fact, I would say even more, you have got to obsess on how to sell it." I say, "Okay now, can you tell me what a Campbell's Soup label looks like?" He's like, "Well, yeah," and he goes through. I was like, "Okay, now why is that?" He's like, "Because they spent so much more time ... Okay, the ingredients list is on the back of the can, even. Right? That's not the highlight." However, it is the product; it's got to be there. But the message, what people see, the thing that pulls people in, right, the message they put on TV of you drinking this soup while you're sick ... Those are stories. That's how everything's sold. Anyway, I was trying to tell some of this, "Understand what I'm saying to you, that the product is important, but you have been obsessing over your product for the last several years." I knew he was. I was like, "Stop. Okay? It's time to obsess on the message. It's time to obsess on your culture. It's time to obsess on all the little analogies you're going to tell, and inventory your personal stories so people get attracted to you. Let's say your product got shut down, or you lost something, or whatever, that way people still know who you are." Does that make sense? That's the important of this, and that's really what day one was. Anyway, it was a long podcast guys, but hopefully you guys liked that. Hey guys, seriously, again, I would go get the ticket if you haven't. I'm so excited to show you guys day two and three. Holy crap. All right guys, talk to you later. Bye. Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Want to get one of today's best internet sales funnel for free? Go to salesfunnelbroker.com/freefunnels to download your pre-built sales funnel today.

Click above to listen in iTunes... I realized a few years ago that I needed to stop asking people for permission to prove myself... What's going on, everyone? This is Steve Larsen, and you're listening to Sales Funnel Radio. Welcome to Sales Funnel Radio, where you'll learn marketing strategies to grow your online business using today's best internet sales funnels, and now here's your host, Steve Larsen. Hey, how's it going, everybody? Hey, I am really excited for today... First off, it is still freaking cold here. Oh, my gosh, it's so cold. I love motorcycles. I think some of you guys know that. I'm not a motorcycle connoisseur as far as like brand and all the little nitty-gritties of it. What I know is, I like to ride them, and I love to ride mine. Right? I've got a, it's a 2001 Kawasaki Vulcan. It's a cruiser. I wish it was a little bit more powerful. It's only 500cc, but anyway. It's still crazy fun, right? And the snow has been melting here, and the roads are clear, and so in the mornings, I have been riding my motorcycle, and what was funny is, I woke up this morning, and I rode it a little bit last week, and ... Anyway. It was fine, but this morning, I woke up, and I was like, "Oh, man, it's extra cold out. Oh, man, it's really cold out. Oh, my gosh," and since we moved new offices, we were only a mile and a half away at the other one, now I'm out four and a half miles away, which isn't that much difference, but it is when you're on a motorcycle and when it's that cold outside. And I started riding, and I was like, "Oh, my gosh, that is so cold," and I start driving, I start going, I start going, and now I have had a little bit of frostbite before in my life. I was a hardcore skier growing up. We'd go like 25 times in a single season. I started skiing when I was five years old. I don't think you guys know that. I don't think I've ever told you that before, and my dad was going to go be an Olympic skier, and I'll tell you guys more about that stuff later, but ... So we skied like crazy growing up, right? And my hands and my face and my feet are used to that kind of cold abuse. Right? And I was riding along, and I'm not going to lie, but about a mile in, I was like, "My hands are going to freaking fall off. This is ridiculous. I cannot feel anything anymore." I was like, and it starts to get dangerous, you know what I mean? Because your right hand controls the brake. Your left hand controls the clutch. You know what I mean?... Left foot is the gears, right foot, you got the back break. Right? I mean, riding a motorcycle's an involved process, you can't just sit there. And so I was like, "If I can't freaking feel the grip, this is going to be a scary experience," and it was about a mile and a half in, and my face mask starts fogging up. I wear a full mask helmet, especially when it's this cold. I mean, my face would be falling off otherwise in ... That's what it was like when I was a skier, a hardcore skier, but ... Anyway, I get to the office here, and I cannot feel my hands at all, and if you guys have ever had that experience before, I don't just mean like numb, but it's where you got the actual cells in your skin, in your fingers, they start to freeze, and it's a very painful experience, until your hands go numb. They go numb, but then you can tell they're getting extra stiff and hard. You can't really move them, and it starts to freeze, literally, and it's a painful thing to have happened, but it's like 12 times more painful to have them thaw. Oh, my gosh. So I got here to the office and I was like, "Hey, I'm going to record a podcast. I want to jump out to you guys real quick," but I had to wait for like 15 minutes just pacing around the office quickly, because my hands are just throbbing as they start to thaw. It's a ... Anyways, it's an awful experience, and I was like, "Hey, Siri ... " Let me see if ... Hopefully it doesn't turn on. Okay. And I was like, "Hey, Siri," hopefully Siri doesn't hear me, I was like, "What's the temperature?" And it was like, brr, 24 degrees. I was like, "Oh, my gosh, I didn't know it was 24 degrees outside," and I was wearing gloves, but they're these paper-thin little things, so like, oh, gosh, okay. I'm not going to do that again. Anyway... Hey, super excited for today. We are still about ... Gosh. I'm so excited. We're still about a few days away from Funnel Hacking Live, and I just wanted to recap real quick what happened last time. That was a life-changing experience for me. At the time, I was about to ... So this is last February. I was still in college, but I only had a week left of school, and I was getting straight As, and I was ... I mean, I was a ... For the most part, I was a straight A student. I graduated with a 3.85 GPA, and ... Which is kind of a rare thing, but I feel like, because most people are straight A students, I feel like they're really, they're kind of tightwads, and they don't know how to sell stuff, and they're ... I just get really into all the subjects. If something interests me, I'll go learn it and try and get good at it... But anyway, so I was nervous because Funnel Hacking Live was basically during finals week, and I was excited to get there, though. All I knew is, I had to get there. I couldn't explain it, I didn't know why other than it was my tribe. You know what I mean? I knew my tribe was meeting. I knew they were getting together, and I knew there were things that were going to happen there that were going to get taught that would not be taught otherwise. It would be hard for me to learn the things that I was going to learn there outside of the event. You know what I mean? That's why it's so exciting to go. That's why it's so important to go, and I didn't have any money, though. I knew that Russell's going to be opening the cart. This is like, rewinding even more, the last time it was in March, so in like January, he was like, "Okay, I'm going to open up the ... " I think that was in, he's like, "I'm going to sell some tickets and get this thing going," and I was like, "Crap, I got no money." I was a poor college student. I was in the army, I was in ... I mean, there was a lot of stuff going on, my wife. I was trying to just keep up with school, we had two babies. We had, there's so much stuff going on, and that's kind of cool to have met a lot of you guys since starting this podcast. A lot of you guys were in the exact same situation, or are still now. It's kind of cool to bond over that, for sure, but ... And I was like, "Cool, I'm going to go find some guy that I can build funnels for who will, instead of paying me, he will just pay for me to go to the event," and this, it sounds cool, but it was like, man, the execution of that was rough, and so I went in ... Some of you guys are making a mistake when you go build funnels for people, you're trying to prove yourself. You're trying to ask for permission too much. I've done a lot of coaching sessions with you guys recently, and one of the things I've noticed in there is like, "Hey," I'm like, "Hey, now go build for somebody for free. Go prove yourself," and it's like some of you are asking permission to prove yourself. You'll go out and you'll say, "Hey, can I build you a funnel? Hey, can I build you a funnel? Hey, can I build you a funnel?" Right? And that question needs to happen eventually, but the time that it happens does not need to happen first, so what I did is, I went out and I found this guy, and I was like, "Hey, look. What I did at first is, I found a business that it was already succeeding, which makes it ridiculously easy to be successful with a funnel with. ...Hint, hint, hint. Massive gold drop, right there." Right? Go find a business that is already being successful, that, especially if it's eCommerce, it's going to be really, really easy. If they have their own list, that's huge. If they have a social media following, absolutely massive, those are like the big pieces, man. If you got to find a company that's like that and you're trying to prove yourself as a funnel builder, that is one of the magic formulas. It cannot be a new company... Okay? It's very, very difficult to do that with a new company, and you guys know that's kind of my policy. I don't do funnel building with new companies anymore. I tried that for probably two years. Half of that was when ClickFunnels existed. The other half, when it wasn't, and I was using it with WordPress, and it sucked, but okay, so I went out, and I found this company, right? And some of you guys are going at me saying, "Will you let me? Will you let me?" What I did, though, is I said, "Hey, I have an idea. I know you ... I build these things called sales funnels on the internet, and it's kind of a technobabble term. Most people have no idea what it is, which is totally fine. Anyway, your business fits perfectly in this scenario," and he's like, "Really? Okay. Oh, that's interesting." I was like, "I don't expect you to know what this is. I will pay for all the software. I will put everything together for you. I want to build you a sales funnel online... Actually, I'm going to do it for completely free, and I know that sounds crazy, but it's honestly so that I can show you that I know what I'm talking about, and that they work," and he was like, "Okay." And is a company, they sold water ionizers, and they had a whole bunch of monthly products, and they had a whole bunch of ... It was a really fascinating company, actually. Actually, it's still the water we drink here in the office now, with Russell, because I showed it to him, and he's like, "That's cool." Similar to the Kangen Water thing, but they actually work. Oh, man. Anyway. So I went out and I was like, "Hey, we're going to build you this sales funnel," right? And I went out and I built it, and I ran ask campaigns, just like you guys have seen me doing recently, which I should probably give you an update of that at some point, but I was running ask campaigns, and I was gathering all this research, and I was learning about his competitors, and I was all over the place. I was doing, I was funnel hacking, right? I was learning his competitors' businesses better than his competitors knew their businesses, right? It's kind of what you have to do with funnel hacking. It's not about just screenshotting pages. You got to, man, figure out what their margins are. I mean, figure out what the costs are. Where are they getting the ... Who's the suppliers? You have got to know their business as well as the business owner when you funnel hack someone hardcore, if you're actually going for it. Do not do a shallow funnel hack. Right? And be open about it... Don't be sold on those are the people that you're going to go out and build, that's the funnel you're going to go out and build. That was the challenge, is that I was going through saying, "Okay, are these guys actually making money? Are these guys actually succeeding in the marketplace?" Right? And I was going through, and I remember, I would get up crazy early, and I would ... Just like I do now, and I would go, and I'd hide in different places on campus where there was sweet internet, when the buildings were all closed, because I needed to funnel hack. I needed to build, I needed to get this funnel out, right? I wanted to go to Russell's event, and I had to figure out a way to get there, so I freaking hustled. And I went out and I ended up building this funnel for him, and it was a tripwire funnel. I was like, "Hey, let me walk you through it," right? And I just made all these screenshot videos of it, or I'd get on Skype with him and I'd walk him through it, and as I started showing him this stuff, he's like, "Oh, my gosh. I didn't realize this is the kind of stuff you're talking about." I was like, "Yeah, this is what we mean by sales funnels in this industry," and he's like, "Would you take over all of my social media?" And I was like, "Crap, okay. Yeah." He's like, "I'll start paying you for that. Let's see what this funnel thing is first," and as I'm taking over social media, and I'm starting to do posts and all this stuff, he goes, "Would you take over all of the server and tech stuff?" And I was like, "Sure," and I knew I had to do a lot of that stuff, just because I was ... I mean, my dad was an executive at IBM. We built our own like 115-port network inside of our house. Totally geeky, but, I mean, it's fun, and so I knew some of that stuff. He's like, "Would you take over this? Would you take over this?" Pretty soon, anything that had to do with a circuit I was in charge of, right? And so by the time I launched the funnel, I went out and I was like, "Hey, here's the funnel. This is going to be an awesome funnel. Let me show you... It works like this, and this, and this, and this, and this, and this, and the easiest way for this to make money is for you to send an email, a series of emails, out to your internal list," and he was like, "Okay." I was like, "So here's the email. Let's send it out, boom. Let's send it," and so we sent it. Right? And within the first day, it made 20 grand, and in, over the next three ... Because people open their email at varying times. Over the next week or two, or a little bit of time, overall it made I think almost 60 grand, and he was like, "Oh, my gosh," and it was all through my system. It was all through the thing that I built, and I was blown away and was changing my mindset, just I was reframing my brain. I was like, "This is insane. I've never done this before, and I'm proving myself, and I'm ... " He didn't know that I hadn't done all that stuff. He didn't know that ... Anyway, all I was trying to do is prove myself, right? That's how you do a hardcore funnel act. That's how you actually prove yourself for the marketplace, and there's been people that have been coaching with you, like I said, I mean, you guys, you're doing a great job just getting more hardcore on it. Don't ask permission. Just go build it. Right? And that's what I was telling these guys, also, when I built for them, was like, "Look, I know you don't know what it is. I'm just going to build it. If it works, awesome. If not, you'll never hear from me again," and he was like, "Okay." That's an easy proposition as a business owner. Some kid's going to work for me for free, if it works and makes money, then I'll start paying you, and if not, no harm, no foul? It's like, "What?" I ended up rebuilding his entire website into ClickFunnels, building out tons of funnels that hooked from his main website, and, I mean, it was a cool experience. I left right before we were about to launch a webinar, and that's when I got hired by Russell, and ... Man, that webinar was going to crush it. Oh, I'm so sad they didn't launch it, but you're the only one that's passionate about it, and your value proposition goes through the roof, right? So after he started making money, I was like, "Hey, look, there's ... Honestly, as far as payment, it was good for me just to prove myself to you and to myself and to the industry that I know what I'm doing on this stuff, so as a payment, I would love it if you would just pay for my hotel. Just pay for my ticket, pay for my flight," and he's like, "Okay, and so you brought in 60 grand. I can cough up a little bit of that. It's hardly anything, comparatively." And I went, and I went to Russell's event, and I totally miscalculated the days, and so ... The first night, I got my own hotel room. It was this total dump. I mean, it was like a 50-dollar-a-night hotel, and I couldn't get a car, so I was renting bikes on the other side of San Diego, and I would bike, I don't even know how many miles, but I biked a long way, all the way into the event, and so I was kind of sweaty, but I just knew I had to be there. I knew I had to be there, and I remember I ... There was a very surreal feeling, you know like those moments where you just, you are where you are supposed to be, you know? You walk in, you're like, "My gosh, this is it." Like, "I'm, this is ... I don't even know why, but this is it," and I walk on and into the event, and it was the day before ... The day before the event, it was registration, and I walked in, I was like, "Hey, here's my ticket," and they're like, "Awesome." They gave me my name tag, and it was like, "Oh. Wow." And some of you guys might laugh at that, but that's what, it was a huge deal to me. I knew my life would be changed by being there. I did not know why, I could not explain it ... And I walked in, and I was like, "Hey," I got my badge, and they hand over this bag with all this stuff in it, and I was like, "Whoa." I mean, it was like holding gold, I was like, "Holy crap. Wow," and I had biked several miles to get there, and I was biking around the bay, and I was like ... Anyway, it was a really interesting night, and I remember, after they gave me my bag and they gave me this badge and all the stuff, I turn around and there's all these support guys sitting at this table if you had any questions, and I walk up, and I think some of you guys heard the story, and it was actually Mark Bangerter. I'll tell him that I mentioned him, he sits on the other side of the window from me over there. He's like, "Hey, who are ... " Oh, and he looked at my name tag and he goes, "Wait a second, are you that guy who's pulling off all that Star Wars ninja crap on our software?" And I was like, "I don't know." And he goes, he's like, "Where do you work now?" I was like, "I graduated on Friday," and he's like, "Are you kidding me?" I was like, "No." He goes, "Get this kid an application." He's like, "What have you been doing?" I was like, "Well, lately, I've been building up a CRM with Infusionsoft that integrates with ClickFunnels back and forth," and he was like, "Oh, my gosh. You know Infusionsoft?" And I was like, "I've set up," and that's where, the company that I built a funnel for, that's where it had turned into. They wanted me to build up the CRM, despite me telling him how much they did not need it and how much of a waste of money it was, and how much it did not work, and how hard it was for it to do everything, they still wanted me to use Infusionsoft and go and integrate ClickFunnels with Infusionsoft, so I ended up doing it. And so anyways, Mark was like, "Holy crap, you know this? Man, get this kid an application," and I got asked to apply to ClickFunnels four more times throughout the event. Four more, and the peak of it all was when Russell gave the speech for certification, and he stood up and I knew I wanted to be certified. Again, part of that whole, I don't, mystical crap, whatever, but I knew I needed to be certified, and Russell stands up and he goes, "Okay, we got this thing called certification. Here at the event, it's eight grand. Besides here, it's going to be ten, and basically, by the end, you're going to be making a butt-ton of money," and I was like, "Cool." I already love ClickFunnels, I already know I'm pretty good at it, I already ... Part of it was my background in layout and design in high school. I was a head editor for yearbook, I designed all the editors in InDesign with Adobe, and ... Anyway, I'm kind of rambling now, but all I'm saying, guys, is this event is a big deal, and for those of you guys who are going to make it, I'm really excited for you to be there, and this isn't like a, I'm not trying to ... There's no affiliate link here. There's no ... I'm just really freaking excited. This event changed my life, and this is one of my ... I look more forward to this event than I do, like, Christmas or my birthday, all right? People's lives change here... Now, for those of you guys that are coming, my dad's going to be there. He's, we're building out his product for the financial ... It's called financialinvestingsecrets.com. He's got a futures trading product... I think I was just telling you about that, but anyway, all I'm trying to say is, I'm super stoked that you guys are going to be there, and when you come, already have ... For those of you guys who are just starting out, already have funnel hacked somebody, all right? That's the ... I'm trying to think of the easiest ways you guys can get the most out of it when you're there. Anyway, guys, it's going to be a great experience, and I'm excited to see you guys when you're there. This ... You know what, I'll just bring it full circle here, all right? So when I was at the event, I heard Russell give certification, and I was like, "I got to figure how to ... I do not have eight grand. I barely made it here as it is. Somehow, I don't even know how, but I'm going to make it work." Right? And I ... Some of you guys know I'm religious. I went back to my hotel room and I said a prayer and I was like, "Heavenly Father, God, I've got to get to certification. It's the next step for me. It's what I'm good at. It's what I do for Russell, I'm his funnel builder. It's what I'm good at. I've got to figure this out." And he didn't know who I was yet, and he had no idea who I was, and I walked back into the room and I kind of had this feeling like it's all going to be okay, and I walked in there and I started talking to some of the other certified partners, and I was like, "I got to make this work," right? And I started talking to Nora, who's a ClickFunnels employee, and I was like, "I got to make this work," and she's like, "I feel like you got to make this work," and I was like, "I'm trying to make it work," and the Hackathon started shortly thereafter. And I went downstairs, and there was a whole bunch of people, all of their computers set up, a huge noise going over, the smell of pepperoni pizza all over the place, people are staying up crazy late funnel building, and there was a guy there, a ClickFunnels employee who was, I won't name him now, but he was sitting there and he was building something, I saw what he was building, and I was like, "I can build that faster." And I pulled up my computer right next to him and I was like, "I'm going to beat him," and I just started hauling and all these people started watching what I was doing and I was beating him on this funnel hack using the editor, and I was, I mean ... Anyway, I'm very competitive, and I eventually met this lady whose name's Nora. She was in charge of the certification program, right? And she was like, "Oh, I'm super impressed with you. Oh, my gosh, you got to ... You've done that and that and that with our software? Oh, my gosh, that's crazy. You're in college? Oh, my gosh, I need you." And she's like, "Let me introduce you to Brent," and I go and I get introduced to Brent and Brent's like, "Cool, why don't you get ... Why don't you go apply? That'd be awesome," "Sounds good," and I was like, "Okay, sounds good. I'm literally going to go be the CMO of this other company they're building funnels for and on Friday, four days from now," and he was like, "Holy crap. You're graduating that fast." He's like, "Please apply." And the last night, I stayed up the entire night, the event was over, right, and I remember just, I needed to just act, I needed to act, and I was definitely the last person at the event. I was definitely the last person to leave the hotel, and my flight didn't leave till the next day, and I stayed up the whole night making this video explaining to them why they should hire me. I don't think a lot ... That's probably the part of the story that you have not heard. Russell's told the story before and he's like, "Hey, he stayed up the whole night because he didn't have a hotel room." Well, there was a hotel room that I got, and it was a junky piece of crap one, because I didn't have enough money for another one. I could've stayed there, but I ended up just staying in the hotel where there was good WI-Fi, and I worked my butt off, and I funnel hacked, and I built a brand, and it's actually where the basis of salesfunnelbroker.com came from, that night, right? And I created this huge, amazing video. It was only about, they only wanted a seven-minute one, so I was like, "Okay, cool," so when I made it, this awesome seven-minute video, and I'll put that video in the show notes as well. Ooh, that'd be kind of cool. All right, I'll put the video in the show notes. And I went back to college, right, and I sent the application in, right, the night before I left San Diego, and on Tuesday, right, I came back on Sunday. On Tuesday, I got a call from Brent, and he's like, "Hey, man, just saw your application. Crazy impressive. I loved it if you came down for an interview," and I was like, "Cool, I'm in the middle of finals, but what if I drove over there?" And he was like, "Okay," so I drove from, it was about four and a half, no, it was about, yeah, about five-hour drive, and luckily I'd been doing so well in my classes I kind of just left, and I went and I stayed the night somewhere and then drove into ClickFunnels headquarters the next morning, and I walk in there and Brent's like, "Hey, how you doing, man? Looking sharp. Thanks for dressing up," and we chatted for a while, and he's like, "Hey, would you go sit and just wait for a little while?" He and I talked for a while, he was like, "Would you go away for a while and Russell will come in, you'll get to meet him," and I freaked out. I was like, "I get to meet Russell Brunson? Oh, my gosh," and I started freaking out. And I went, and I started sitting in another room. I was just trying to make conversation with another guy, because I was freaking, I could not believe that I was about to meet the man who had already changed my life, and such incredible respect for him and what he's doing. Most entrepreneurs get pretty cocky... Most entrepreneurs get pretty all about the money, and, no joke, I mean, he, the guy wants to make a lot of money, it has nothing to do with not wanting to, and he makes an absolute insane amount of money, but he is more about helping people, and I'm all about that, so it was really kind of cool synergy there. But anyways, he walked in, and we met, and we had an hour and a half conversation. We talked for an hour and a half face-to-face. It was so crazy cool, and at the end of it, before I left, he sent a message to Brent, and he's like, "I want that kid. Do whatever you need to take, do whatever you need to be able to get him." And I was like, "It's Wednesday. I'm supposed to leave on Friday for Florida," and he's like, "Well, what are you going to do?" I was like, "Well, if you offer me a job, I'm coming here. I'm not going to Florida, I'm going to stay here, and I'm going to go ... " Oh, man. Anyway, anyway ... All right, guys, that was a long episode. I just wanted to tell you guys how stoked I am for click, for funnels, for... ... Anyway, this is a long episode, and I want you guys, when you who are, those of you who are coming, I want you to come and know that this is something, expect that it will change your life. Expect it, right?... I do, I did, it did, it has, and I'm really excited to meet you guys. Definitely say hi to my dad when you guys are there. I'm just, he's just getting introduced to this world, I'm just introducing him to people, so that'd be awesome too, but ... Anyway, long podcast there, but, anyway, hope you guys enjoyed it. Super stoked. If you want to turn those intro things into your own alarm clock, go for it. That's me getting stoked every time, every morning to do stuff with Russell, but ... Anyways, guys, I will talk with you later, and, yeah, I'll talk ... All right, well, see you guys. Bye.   Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Want to get one of today's best internet sales funnel for free? Go to salesfunnelbroker.com/freefunnels to download your prebuilt sales funnel today.

Welcome to episode 336 of Hit the Mic with The Stacey Harris. As promised at the end of last week's episode, I'm keying off a whole series of three Facebook Ads-related podcasts. We're going to start today with one of the fundamental questions, which is, "Should you even be using Facebook Ads as part of your launch?" I want to bring this up because, A, I know a lot of you are launching, a lot of my clients are launching. We've been doing a lot of one-on-one calls with people who are going through launches and who want Facebook Ads advice. We know that this is a massive time of launching. We're a little bit into the new year now, it's time to stretch your legs. Get those things that you've been working on creating rolling out. That's awesome. I'm so excited because I love seeing what you guys are creating and offering. The question then comes up, "Should you even bother with Facebook Ads?" Most often this question comes up because of budget. That's where I want to start with. A lot of people ask me, "Well, I only have X amount of dollars to spend." Maybe it's $100, maybe it's $500, maybe it's $1000, is that really enough to run Facebook Ads? Here's the reality is, yes. $100, $500, and $1000 are all enough to run Facebook Ads. You do not have to have a $10,000 budget to run a successful ad campaign. Here's the caveat, though. Your successful ad campaign is going to look different than somebody who has a $10,000 budget. Also, your targeting is going to need to look different. You cannot the target the same size group when you have a $100 as when you have $10,000. You just can't. You have to be more specific. You have to be really, really tight with your targeting. You're not going to get 5,000 people on your list for $100. Make sure that you're paying attention to your expectations. Make sure you're paying attention to your targeting. Don't let budget stop you from creating an ad campaign. You can absolutely run a successful campaign with a small lower budget. That's really, for me, in my opinion, that's really one of the biggest benefits of Facebook Ads, is that you can run a successful campaign at any budget. It really does, it allows you to do things on another level that we haven't always had the opportunity to in the past. When we think about advertising days gone by, when the extensive advertising was billboards and commercials and things like that. Yeah, no, $100 budget is not going to get you real far. However, in the land of social media, $100 budget will get you a whole lot further than it would in traditional media. Yes, even if you have a small budget, you can absolutely run a Facebook Ad campaign. Here's the thing, though. You need to pay attention to that targeting and to the goal. Be really, really clear about how you're spending that budget. For me, when we have clients who have really, really small budgets, let's say $100. One of the things we'll do is instead of running an ad campaign to a cold audience created through interests and things like that, we will run an ad to a lookalike audience with half of our budget. Then we'll run a retargeting ad with the other half of the budget. Now, $50 will not get you a ton of opt-ins. However, will you then talk about a retargeting ad to your email list, to the people who have been on the page before. You start to get narrower and narrower with those warm leads, you're able to do a little bit more. We'll actually run retargeting ads to people who have been on the list and spent time on the website. Saying, "Hey, here's the opportunity that we're giving you," whatever the offer is, and actually go right for the sale from there with that other half of the budget. That has been really, really powerful for maximizing the profitability of a small budget. However, if you're just looking for straight up list growth, you want to get people on a challenge or a webinar or whatever, and you're confident that you can sell them there without a retargeting ad, and you want to throw all of your money at the beginning. Again, your target's got to be solid. You have to know exactly who you want to get in front of. You're not running ads to men and women all over the world between the ages of 18 and 65, and hoping that it shakes out. No. You're going to be out of your budget in a matter of minutes. Okay, that might be a slight exaggeration. You're going to blow your budget really quickly and to a really, really unqualified audience. Run the ad to people who are going to care. Build a custom audience, build a lookalike audience. Things like that are going to get a lot, a lot farther. Okay? All right. Number two thing to consider is really your expertise. If you're somebody who has no idea what they're doing in Facebook Ads, it just freaks you out. You're not comfortable, you want no part of it. First of all, why are you not at Hit the Mic Backstage because that will help a lot. Number two, then no, don't worry about running ads during your launch. Focus in on your content marketing, your affiliate marketing, your networking, your speaking, whatever other pieces your doing. Your organic social media, whatever other pieces you are using to fill your program, your client list, whatever it is that you're selling, you're launching, use those. Don't worry about Facebook Ads because in all likelihood, you're probably going to spend quite a bit of money and get very little results. You just simply don't know what you're doing. That's okay. That doesn't make you bad, it doesn't make you dumb, it doesn't make you ... You can have a successful launch without running Facebook Ads. It is possible. It's just going to look different. You got to make up that space other places. If it's something you're totally uncomfortable with, especially if this is the first time you're launching this program, or the first time you're launching at all. Then, no, don't worry about Facebook Ads. They are not required for program sales success. They are not required for launch success. You can absolutely find the results you want without them. You just have to hustle in other ways. Okay? The other side of that is if you're completely uncomfortable with the idea of creating ads, you've no idea what you're doing, and you have a decent size budget, instead of throwing the money at the ads yourself, hire someone to help you. Hire a consultant, a social media strategist, a Facebook Ads expert. Somebody who knows what they're doing to maximize your budget, if your budget allows that. That's a great way to get the results without having to know all the stuff. Without having to be comfortable on Facebook Ads. If that's something you're interested in doing, connect with me, I have a whole list of recommendations for you, people who do a killer job with this stuff. All right? All right. Again, if this is something you're completely uncomfortable with right now, and you want to do it, join us backstage. That's what that space is for, okay? The thing I want to wrap up with is really that if you are saying you can't do Facebook Ads because of one of the two reasons I mentioned, your budget's too small, or you have no idea what you're doing. No. Not excuses. You can absolutely have success with a small budget. There are ways around not knowing what you're doing. Learning, outsourcing, there you go. On the flip side, Facebook Ads are not required to be successful. They are not required to see any real results. They do not have to be part of your strategy. Now, do I encourage them? Do I use them? Have I been successful with them? Yes to all of those questions. I think Facebook Ads are fantastic. It's one of the best paid advertising opportunities for solopreneurs, and micro business owners like you and me. Absolutely, but they're not required. You don't have to do anything. Okay? Don't get stuck on this idea that you won't see results if you don't do this, because it's simply not true. Okay? Okay. If you want to learn more about Facebook Ads, the best, best, best first step is to go to thestaceyharris.com/episode336, scroll all the way down to the bottom of the page. There is a image there that you'll see that says, "Facebook Guide and Checklist." Click on that, put in your email address, and I will deliver that to you. You will also have the opportunity to take advantage of a $1, 7-day trial and to Hit the Mic Backstage. I would encourage you to take that opportunity, if for no other reason then you can use that seven days to ask me questions in the community. Watch the brand new Facebook Ads training videos we have inside of the Facebook Guide, which sits inside of Hit the Mic Backstage. You don't have to stay on after the seven days. You don't like it. It's not a fit. You've gotten what you need from it, fantastic. Send us an email, we'll cancel it. You won't renew. You love it, you want to stay, you want to be a part of this community, that makes me super happy. You will automatically renew at the regular membership price. Okay? It really is that simple and that really is the next best step for finding a way to make Facebook Ads work for you. Okay? Okay. I feel like I've said okay a lot this episode, so I'm going to go. I will see you backstage. Resources Join us inside Hit the Mic Backstage Connect with Me Connect with me on Facebook Tweet with me and include #HittheMic Be sure to leave your review on iTunes or Stitcher for a shoutout on a future show

"Okay. Nothing’s going wrong. Okay? It’s the first chapter of this book. Everything can still go smooth! We don’t need conflict yet. We can have cutes. Alright? Brandon, I’m like, staring at you across the room. Don’t do this to me. Just give me a good, nice wedding." And now in earnest, the book begins. Y’all knew I was gonna get rekt over these opening chapters, right? Steris is my daughter and I love her and she deserves eternal happiness. Unfortunately for her, she’s in a novel written by Brandon Sanderson, which means everything has to go wrong. Of course. In other news, Wayne drops immensely on my list of favorite characters and I also pretend that I know something about the cosmere only to figure out I was dead wrong. Ha. Another day in the life of Feather reading these books right? Upvotes and comments are always utterly appreciated!

There is 1 Thing you can do to solve 99% of your problems, but it may not be what you think. One of the inherent challenges of practice is the shear number of moving parts we have going on in any given day. That coupled with our culture of celebration of multi-tasking has steered us in the complete wrong direction in terms of our best practice when treating patients AND running a successful small business. We solve that today. You Will Learn: Why you should avoid Multi-tasking like the plague, but how using smart focus can actually make you better What the 1 Thing is for your practice to grow and  how to make that 1 Thing foremost in your team’s mind How to install an office “Eagle Eye” so you ALWAYS know where you are needed next so you don’t have to stress about it. And Much, Much More… (http://www.drchrisgriffin.com/wp-content/uploads/2016/02/Calm-Your-Stormy-Practice-with-1-Thing-Season-1-Episode-5.png) Click to Enlarge Mindmap (#) The Dr. Chris Griffin Show – Season 1 Episode 5 “Multitasking is a lie” and here’s another one for you, “You can do two things at once but you cannot focus effectively on two things at once.” Now who said that?  Welcome to the Dr. Chris Griffin Show. Your resource for leveraging systems and technology to easier workload, increase productivity and provide you with the time off you deserve to live the life of your dreams. It’s time to practice productivity in the passionate pursuit of a better life with your host, Dr. Chris Griffin. The doctor is in. Yes, yes and welcome back everyone. Now that was a little bit of a tricky one, huh? A little bit of a tricky quote there. It could’ve been a few different people. So let me go ahead and just fill you in. That was none other than Texas real estate agent extraordinaire and also New York Times bestseller, Gary Keller. Who wrote an amazing book. I’ve got to say, it’s called The One Thing, the surprisingly simple truth behind the extraordinary results. Okay? It’s an excellent book I’ll recommend that book for you. We’ll try to get a link for you down at the show notes if you want to check it out yourself. It’s one of many books that I have acquired through the years and read through at break neck speed but I’ll tell you that one is the one that I certainly stopped at a few times to smell the roses because it’s a tremendous book and I’ve found after researching him a little bit that before this, he had only published a real estate book and I have absolutely a zero and I mean zero interest in real estate books. But you know what? This one thing book is pretty darn good. So pick one up if you get the chance. Get an app book or a kindle book or however you want to read it. So today’s episode, the name of today’s episode is Calm Your Stormy Practice with one thing, okay? Sort of play off that book but also you know, it’s Springtime in Mississippi. So it’s not a stormy season. I guess I had that on my mind. And also no matter how good of a manager you are, how good of a doctor, how good of a dentist, how good of a whatever, how good you are of a practice manager, you’re going to have some stormy seasons come through your practice and also your life. And so I thought this was a pretty good episode to dive into some things and really share with you the number 1 thing that we did to calm our stormy way of practicing. And we’ll get to that a little bit later in the show but today, you are going to learn how you can run a very highly productive practice while not violating a law. Now what law might that be? Well if you read this book, if you’ve read this book, if you get a chance to go read this book. There’s a law that’s coming out these days. You know every time you pick up a paper in neuroscience and stuff like that. They’re doing research all over the place that suggests that this American idea of multitasking, which would be, I suppose the idea would be that multitasking is

WARNING: In this one Jeff goes TOO FAR. Some things are just not meant to be said. Then there is this show. Pink Stormtroopers! Pages of Death! Car crashes! Phone booth re-purposing! Your Previews catalog, and the NHL All Star Game! But you have been WARNED. Okay? It gets gross. --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app --- Send in a voice message: https://anchor.fm/jeff-sanguis-show/message Support this podcast: https://anchor.fm/jeff-sanguis-show/support