Podcasts about sales funnel broker

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.

Click above to listen in iTunes... What I realized I need to change 15 minutes after finishing my first webinar… 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. Now, here's your host Steve Larsen. You guys, this is literally episode I think 101 and just so you know here on out, like what I'm going to do is from episode 101 on, is all about me documenting the journey of my entrepreneurial life now. You know what I mean? I'm on my own, I work for myself, which is both awesome and completely terrifying. What I want to do is, I'm just going to be, I want to walk you guys through what it is that I'm doing and why I felt okay to do what I'm doing and take the leap. I know a lot of you guys want to, and I know a lot of you guys are and already have, which is great. Also, a lot of you guys that are listening are trying to. I've had a lot of messages from you lately, especially from that last episode I put out about my goals, reach out and say, "Hey, Stephen that's awesome. I want to do X, Y and Z." I'm like, "Hey, that's awesome, like keep going at it, keep crashing it." Get public about the goal. I always love doing that episode, look forward to it every year. I've got to wait another 362 days to be able to do it again, 61 days. Anyway, hey, I just wanted to share something with you guys though. I just did my first live webinar, and it was a smashing success, which is very, very exciting. I have been preparing for this webinar for specifically just working on this one thing for the last three or four days. Here's how I did it. Okay, so last Monday, nothing was built, and so what I did is on day one, I built the registration process, so I went through and I built. I don't care what it is that you do, I recommend in some way, finding some way to charge $1,000 in whatever industry you are and sale it on a webinar routinely, repeatedly. That seems like the thing over and over again that people seem to make the money, the fastest money with $1,000 product on a webinar. Okay? I would think through something. What's one thing that you can go out sell for $1,000, okay? That's what I did, is I followed this step, this formula, which is day number one on Monday, I built the registration process. People would go in, and they could register, so there was a registration page. There was a confirmation page, and then an indoctrination page, okay, where they go through and there's an indoctrination series that people got put on. Then I like Zoom. I use Zoom with Zapier. If you don't know what I'm talking about, that's totally fine, but I just use Zoom, it's a webinar platform, and I love Zoom. Anyway, so what I've done is, day one was the registration process. Day number two, which pretty much took the entire day, because I am a funnel perfectionist, I want to make it look awesome. I probably didn't need to, but really takes a long time day one is coming up with the headline and the three secrets. Once that happens then I can move on to the next phase, which is building up the actual registration process. Then that was, so that was day number one. Day number two I started focusing mostly on the script and like getting the first parts of those things done. There was a lot I had to think through with the script, specifically the first thing you have to come up with the script is the offer, so I started coming up with the offer, how to make a sexy offer for a thousand bucks. On day number three, which was yesterday, I built the membership area and put just something in it, the awesome stuff, totally amazing things. I built the membership area and the order process, so people go through that. There's a way for me to actually get and collect money from people. I also put inside the members area several ask campaigns. I love the book 'Ask' by Ryan Levesque, that is a fantastic book and Russell obviously talks about the ask method as well in a little bit of different light in the book 'Expert Secrets'. Anyway, there's a lot of other people that talk about that principle, how your success, the things that you want to go do, the things you want to accomplish you don't currently have the creativity inside of you to actually become successful and actually how to make the money that you want to. Get used to asking people in the market what they want and get used to making that, instead of your own thoughts and ideas right? I created several ask campaigns inside of the members area, so that while they go through and they're consuming the kind of training that I have in there, they also could put certain questions in there they have. Like, "Hey, I'm struggling with X, Y and Z." Now I have a map for the things that I need to go create. Then they're telling me what they want me to make for them. The reason that's such a big deal is because there's so many times in the past I have way overshot, way overshot the expectation of the customer. There's nothing wrong with that, but if you do that little every time and do it in such massive extents, you actually can cause overwhelm. I'm excited to see what they say, because that's currently running right now. I went to sleep, sick actually, I had the fever chills, which sucks. You know like the shakes, I hate that, oh my gosh. I had it all day yesterday, and I was trying to work on the webinar and stuff and that was awful. It slowed me down a lot, but I was ... Then I slept few hours, and I got up and I worked on my script on the slides, the actual present, the perfect webinar script. I worked on it and I finished the first half, the three secrets about one and a half hours before the actual webinar. Which means I had an hour and a half to create an entire stack. If you don't know what I'm talking about, go read the book 'Expert Secrets' or go to I think it's perfectwebinarsecrets.com. You can download a super amazingly valuable $7 thing that can totally change your life. Anyway, so the stacks amazing, but I had an hour and a half to create a stack, which really I think it was like an hour. Actually, no, no, wait, it was 45 minutes, because there was an hour and a half from it that I was like kind of dying a little bit. Anyway, yeah, okay, cool. I had 45 minutes to create the full stack. I did not create the kind of stack that I want to have ultimately out there, but I still made one and it was there and it worked. I had 170 people register, so I just want to, I'm not bragging, I just want you guys to know what I'm doing and I'm documenting the journey along the way, so you can follow it. You guys can see what you might do and get ideas on how to move forward also. Please notice that I did not have the things ready in order to actually sell to get started. I just set the date, I started promoting it. There's 170 people that registered just for my hot list, which is in a different audience, it's a lot smaller. Anyway, 170 people came and registered and then 100 showed up, which is actually significantly, it's pretty high, that's pretty high show up rate. 100 showed up and then 20 bought right off the bat, which is awesome. There was only about 90 people on when I actually started the actual stacks part, which is like a 20, it's a 22% conversion rate, that's pretty high. That's really high for a webinar, so I'm very, very excited about this whole thing. That's what I've been doing. Now, as I was giving the presentation, I could tell and I could feel the sticking points. I'm going to go back and I'm going to adjust those sticking points. I'm going to adjust all the different pieces there, and I'm excited to make those adjustments. There's one massive thing that is missing from the webinar I just did, constraint. This is one of the biggest lessons that I ever learned sitting next to the desk of Mr. Russell Brunson. I know I talk about him a lot, I hope that's fine with you guys, but I just spent the last two years there, how can I not talk about it a little bit? This is one of biggest lessons though and it's one of the things that I've got to go add in, because I could feel that there was a lack of constraint. If you go look at the funnel hacks presentation, that webinar did $40 million, $40 million dollars in what? Like two years. $40 million in like two years, two and half years something like that, that's crazy you guys. That's ridiculous. $40 million, so I think we can learn from it a little bit. One of the things that he, I heard him say once was that one of the reasons it does so well is because of constraint. At the beginning of the webinar he talks about ClickFunnels and he talks about the cost of ClickFunnels, how people are paying $97 a month or even up to $297 a month. The reason he does that is to introduce a limit and then as the webinar goes and he's going on, he's going on, he's going towards the very, very last part of the entire webinar. Because he's introduced the limit at the beginning, he can now release the limit for the people willing to take action now. I think, I'm not near you, but I think I'm seeing a light part above you. There's, yup, there's a halo there, yeah, and definitely choirs of angels. I'm sorry angels of choirs, however that Christmas theme says it. Does that make sense though? You introduce a limit with the purpose of being able to remove it later on for the people who take action. That's a huge, huge secret right there, massive secret and I hope that you understand what I just said there. I am creating a software. I'm creating, it's amazing, it's brilliant. Oh my gosh, it's something that I want, something that I need. I'm putting a software together that I already need, I already want it. I know it's going to be amazing. It's something that I want anyways, but what's cool about it is that it's going to allow me to introduce a constraint, because I'll probably sell it for $27 a month, $30 a month. I want it to be kind of lower on the price amount, so that lot of people can get it. It's less about me making money. It has more to do with me being able to introduce constraints on my webinar. No joke, okay, so think through... Software is one of the easiest ways you can increase perceived value, that and physical stuff right, there's a whole episode I did a little while ago about that, about how to increase the perceived value of things, very easily. If you're selling electricity or you're selling air, you really got to build that up. Anyway, so I am very, very excited to build the go and create this thing, because I want to introduce constraints. As you're thinking through your product, there's something to, not something to it, is the tool of marketers scarcity and urgency. Find ways to introduce it. If you feel no natural scarcity and urgency in your own offer, create it, make it. Find out how to have it, because people won't take action unless you help them do it, so unless you help them. Unless you actually put things out there where they're like, "Oh man, I have to act now." Yeah, humans are naturally lazy, so you've got to do things, you've gotten things you're offering, you've gotten things to your business whatever it is so that there's scarcity and urgency with it. If you're like, "Oh Stephen and I sell pretty well, but it's not like amazingly," or even if you do, start looking through and start dissecting what scarcity and urgency does somebody have to actually take action with your business now? Is there any? Have you crafted it? There's probably some natural scarcity and urgency, right, you can't spend time with everybody, so you have to choose someone. There's just some natural stuff, but how do you make people go a little crazy for it? You introduce actual scarcity and urgency. In Funnel Hacking Live, right, anyone of you guys have been to the last Funnel Hacking Live events or any events in general where someone's selling, watch what they do really carefully. There are elements of limits that they put on top of their pitch so that they can release them later on, and so that's exactly what I'm going to be doing here shortly. I'm excited to do that, so I'm going to get going on this. I've got to wire frame it still. I want it to be an app mixed with like a desktop, like in browser or software as well. You could do it off your phone or off of the computer browser, and I'm excited. I've already found some coders that can do it. I've already found a lot of ... Anyway, it's awesome. I'm excited to do it. It's exciting and it'll be cool, but that's where my head is. I did, I sold 20 people out of 90 people are on there. It's not a bad close right, and then there's going to be, there's a lot of people who couldn't get on it with the ... I am going to close it out here very, very soon and I think I can get at least another 10 people in as well. It's awesome. I mean that's pretty awesome. That's what I'm doing, that's what I'm thinking about, that's my stuff for the webinar, That's all I really want to tell you guys is, as you are and that's what exactly I just did. I just barely, actually just as a recording episode, the replay just finished. The replay's done, so what I'm going to do now is go create a replay series for all the people who weren't able to get on. Someone said they got on late, they thought it was at another time. Someone said they got on, they watched, but they couldn't get, the couldn't actually buy it because they were in the car driving and they were listening to the whole thing. Anyways, I'm going to do a replay series out to all these people, which I'm very, very excited about. I should close at least another 10 people, which is awesome, but that will more than fund the software that I will use to sell everyone else in the future, so there's actual real scarcity and urgency. I mean constraint in order to create scarcity and urgency, but I want to introduce more constraint and I want to introduce more, "Hey, seriously take action now, because I'm not going to be here forever," kind of feeling. Anyway, there's a whole bunch of more stuff coming up that I'm going to be building and tossing in there. I just thought I'd kind of ... That's the whole purpose of like the next 100 episodes or however long is, well from 101 and on is to for me to document this journey. For me to go through and say, "Look, this is what I'm doing," and it's not just so that you can put me in your ears, which however much I love that. It's so that you can take action on it, and I would love to know what you've done with the things you've learned from this podcast. I love reading the reviews on iTunes. I'm I asking you blatantly to go and put an iTunes review on there? Yes, I am. Do you guys know there is four to 500 downloads per day of this podcast now, there's a lot of us out here and I would love to know what you guys are thinking about this with complete honesty. I would love it if it was a five star review, but still though even if not, I would love to know what it is that you guys are thinking about this, what things you'd like to hear, what things you'd like to know and let me know. Go to iTunes, put in a review there and toss it on there, because it means a lot to me. It takes me about an hour per episode to get these things out the door. That's a lot of freaking time, okay, I do it for a lot of reasons, but I love seeing what it actually does for people's businesses and their lives. It's fun for that last episode for me to see a lot of comments come back and see like all the goals you guys are setting, all things you guys are doing. That's the exact same thing with this, is I want to be able to go and keep documenting what I'm doing so that you can model it too. It's not just me talking to hear myself, although I do think I sound pretty amazing. It's that I want to be able to help you guys whatever it is that you're doing. Anyway, go to iTunes, let me know, but then stay tuned as well, because I'm going to be documenting the journey of all the things that I'm doing and creating, so you guys can follow along and use it in your own business. All right guys, I will talk to you later. Go get them, 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 Sales Funnel Broker.com/freefunnels to download your pre-built sales funnel today.

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.

Russell Brunson and Gary V have both said it's better to "Document and Sell", rather than simply just "Create and Sell"... SO! Watch me build my next personal webinar funnel LIVE... What's up everyone? This is 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. And now here's your host, Steve Larsen. All right, all right. Hey, it's gonna be a fast episode. It's more of an announcement styled episode. Hey, a few episodes ago I finished a six part series where I went through each of the industry's, basically six different categories of businesses, that are using ClickFunnels. And honestly, pretty much every business that I know of fits in them. And it was fun because I went through each one of those categories, and went and I found a rock star that's killing it in each one of those areas. Now my whole ... I believe in a level of business karma. And I know that there are people out there who may not be in love with sales funnels the way I am, and that's totally fine. It's my thing. And you have a thing. I'm not asking you to take on my thing. All right? It's your peak. You stay at your peak. You be the best in the world. Stay on that peak. It's the reason I won't go learn Facebook ads. One day, Facebook won't be the hot shot stuff. You know what I mean? One day, there will be a new traffic source that's massive. Now it may not happen for a really long time. I don't know. But guess what I know is always going to be there? Funnels. Because it has to do with sales. And whether or not you meant to build one, you have a funnel. All right? Online or offline, you always have a funnel. Right? And so I decided to stay on this peak. Well so, I got these six different categories, and I've been thinking to myself how cool would it be if I went and I live built a funnel, that works really well in each of those six different categories? And so what I thought was now I don't know how long this will take. I don't know the timeline. If it's gonna be really, it's gonna be all over the place. But I'm going to ... Anyway, I believe that if I just keep pumping value into the marketplace, value always comes back. And every time I've ever done that, it's always true. And so I thought how cool would it be ... What if I was to build a Webinar Funnel live for everyone? You know? And I probably wouldn't give the funnel away for free because every time I build them, they take a solid ten hours. You know? I'm not just gonna give that for free. I'd charge for it. But it wouldn't be a lot. It'd just be a little bit. But how cool would it be if I went and I built an application style funnel the way that I know they work? How cool would it be if I went and I built an E-commerce funnel the way that I know that they work? MLM the way I know that they work? You know what I mean? Each one of the industries, go through it. Retail. Back and forth, and back and forth, and I actually built live. And you guys could come join me and watch, and ask questions, and stuff. That's freakin' awesome. That would be a lot of fun. Anyway. So that's what I'm thinking. And I'm thinking it'd be a lot of fun. And so I guess the, I don't know if you want this kind of lesson or whatever with this. If you can include people in the act of your own craft. Whatever your specialty is, if you can include people in that, you're really ... You guys know it was in the movie, "Hitch." Right? In the movie, "Hitch," there's that scene where Will Smith goes and he makes dinner with the chef. You know what I mean? With his date and his date's boss. Right? And he goes, and he's there, and he's cooking the food with him. The chef is including them in the process of making the food. That's why they're there for the process. The more you can do that, and unveil, and show behind the curtains of what it is that you actually do, and peel back the curtain, and show like hey, this is how I do what I do. People fall in love with you like that. And so I guess that's me just being vulnerable just telling you that's my goal is to help you see exactly what I do, and why I do it. And so what I'm thinking is I ... Anyway, I think the way I'm gonna do this ... I had this idea just a few days ago. And I think I'm gonna do it. Where I think we'll have it where if you go to salesfunnelbroker.com/live, salesfunnelbroker.com/live. I used to have it all building, or I'd build live on a different platform, but I kinda want to keep it all in the Sales Funnel Broker platform, that I've already got there. By the way, there's the equivalent of thousands, and thousands, and thousands, and thousands of opt-ins. There's so many people, that have downloaded free funnels off of that site, which is awesome. But that's the reason I built is just to give tons of value away. But I kinda need to revamp it. I built that over a year ago now, and I need to get that a little bit more. I need to update it. So I thought how cool would it be if I actually included you in the update. And if I go rebuild kind of the bank of funnels that's there as well as all of the stuff that is given. So I'm gonna start with a Webinar Funnel. And I'm gonna do it I think on September 30th, this Saturday. And I'll get up, and so right now by the time you hear this episode, this will be up. Go to salesfunnelbroker.com/live. And what I want you to do is you can opt in. And what you're opting in for is basically I'm gonna make that page basically a webinar registration page. And what you're gonna do is you're gonna be able to register for a live funnel build with me, and with whoever else wants to watch. And you can follow through, and do the same thing that I'm doing. Now I'm not there to train each aspect of ClickFunnels, or to give massive orientation. So I'm gonna go my normal speed. And I'll play some music. And I'll explain what I'm doing as I'm doing it. And it'll be a lot of fun. Like they're just funnels I want to build anyway. I love what I do. But just know that I'm doing it for a specific purpose, for specific reasons. And I thought hey, how cool would it be if I just, I don't know, if you want to join. So, and then what I thought would be kinda cool was if I posted the replays underneath. And you can get the full replay when, and the funnel that I built. You know? And I'll charge. But it's not gonna be a ton. But these will be prebuilt funnels based on how I know that it works. So I've built almost 300 sales funnels now for ClickFunnels in the last year and a half. I built a crap ton of funnels. I literally have dreamt in the Editor, the ClickFunnels Editor. You know what I mean? Anyway. So this is kinda a fast episode, but I thought I'd give that announcement, that this could be kinda neat. That if you want go to ... And I'll always, I'll have you opt in so for the purpose of me being able to go and announce when the next funnel building live session is. So the first one will start with the Webinar Funnel. But then we'll go on to the next one. Right? Be an E-commerce funnel. Then we might go onto the next on. It might be a ... You know what I'm saying? And I thought how freakin' cool would that be to include you guys in that process. You can see, number one what I'm doing. Number two though, I actually give you the funnel, that you were watching me build. Like that's freakin' awesome. With all the little tricks, and all the little things that I do, and all the little ninja stuff, that we know works. And I mean that's freakin' cool. So anyway, whenever you're ... Think about your own business right now. What can you do to include your customers, and your prospective customers, or your following, or whoever. In the process of your craft include them in your craft. It's your art. You know what I mean? And don't be afraid if people are gonna steal your art. That's not at all what this is. So I wouldn't be too nervous about that. So all right guys, number one let me know if that's sweet 'cause I think it's, I think it'd be awesome. Just know that it's gonna be a several month project. It's not like it's gonna be I'll drip this out as I have time to, which is very limited. But I'm gonna start with the Webinar Funnel, and I'm gonna do it on September 30th. If you're gonna ... If you hear this episode afterward, it's probably already up. So you can probably go check it out. Again that's salesfunnelbroker.com/live. I'm gonna revamp that entire thing. But for right now, that's how we're gonna do it. So yeah, I think that's how we'll do it. All right guys, cool. That's all this episode is. Just a little fast. A little invitation announcement. And the reason that I'm doing it is because we've learned that when you actually show people what it is behind the scenes that you're doing, you're sales go up like crazy because you're answering all these beliefs inside their head, that might have been false. You're rebuilding belief patterns without them even asking. For example, Funnel Fridays. Right? Funnel Fridays is something that Russell puts together with Jim Edwards who's the creator of Funnel Scripts. Last year that made millions, and millions of dollars. Several multi-millions by doing nothing else other than showing how Funnel Scripts works in those 30 minute little funnel building segments. You see what I'm saying? That's exactly why I'm doing it. So I'm gonna go through and I'm gonna show you guys what I do. That's my skill. That's my art, and my craft, and the thing that I love doing. And so I thought hey, might as well show you what I'm actually doing. And I've got another 200 funnels to build in the next few weeks here, which is ridiculous. I don't know if I'm gonna make it. But it kinda stresses me out to be honest. But how the heck can Steve Larsen do it that fast? Well I'm gonna show you, and then I'll give you the option to be able to get the actual funnel, that you're watching me build. And you can follow along with it, anyway. So be prepared for a five, six hour build. Okay. It's gonna be long. And we'll have the whole thing ... I'll have the whole thing recorded for you for your pleasure. So all right guys, I'll talk to you later. Again, go to salesfunnelbroker.com/live.

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.

Approaching someone with nothing but an idea doesn't put you in a position to start partnering with someone. Here what you need to have before going to others... What's going on everyone? This is Steve Larsen, and in this episode I want to share with you guys when it's actually really cool to partner with somebody, but also I want to share with you when it's completely inappropriate. 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. Now when I first got started in this business, I started getting a little bit of traction, I was studying a lot of traffic strategies, and I didn't know it at the time but I literally was taking this piece of paper in the middle of my internet marketing class, and I was drawing out a funnel, a sales funnel. And I was drawing from a squeeze page, to a thank you page, over to an affiliate offer, and there was an email sequence. And I was learning how to put all this stuff together. I had no idea that I was drawing what is now commonly known as a sales funnel. And it was super cool, and there was all these really cool things that I was drawing, this really detailed little map of how this was going to be all working out. And I walked up to my internet marketing professor, this was about two and a half, eh, this was way longer than that. This was probably three and a half years ago now, four years ago. And I walked up to him and I said, "Hey, you know what? Hey, great class. I never want to come back." And he's like, "What?" And I said, "Look, it's like day two and you just asked me what SEO stands for. Like, I've been studying this stuff way longer than you probably have been." I didn't say that part. But I was like, "Look, I don't want to come back." And he's like, "All right, fine." And I held up this piece of paper, that funnel, and I said, "I'm gonna go build this instead," and he, I thought he was going to say no. But he said something that probably changed my life. He said, "Okay. You can leave, don't come back the rest of the entire semester. And what you're going to go do is you're going to hold a class on your own. And at the end of the semester, I expect some kind of deliverable." And so what I did is I looked around in class, and I looked for the other kid that looked like he was just bored out of his mind because he just knew this stuff already, and I was like, "Hey, let's go." And we left class for the rest of the semester. And we, every single day, held class for three hours. We called it class, but literally all we were doing is we were trying to make as much money online as we possibly could. And that's what our class was. And it's super unique, it was really, really cool, I can't believe he actually said yes to that. And so that's all we did. We sat down and we just started executing the plan. I said, "Hey, okay, here's the plan." And I, his name's Ben Wilson, he's one of the first interviews on my podcast, by the way. He's about to launch his own. Anyway. And he ... I was like, hey, here's what this is. I didn't know it was a funnel that I was drawing. But I was like, first we're going to send it to this and then we'll go do this, and then we'll go do this. You know, it was all this cool automation and I was kind of patch working together these different systems that weren't really supposed to work together but I somehow in weird ways got them to. And we went and we got a Clickbank offer and the coolest thing happened. We went and we grabbed this Clickbank offer and we put basically together an affiliate funnel. Using some free software for some crappy landing page thing. And we thought through all the lines of copy and we thought through the headlines. All that we could, we were just focusing as hard as we could on when to say this line, and when this line. And we took this video from here. It was just really, really fun. And I was like hey, I have no money. We're gonna put fifty bucks in, let's say, on ads, and I learned some really awesome traffic driving strategies. This is literally before I even learned who Russell Brunson was by like a month before I learned who he was. And it was really, really cool. I went and we put fifty bucks in and I was like, okay, let's see if it works. And we went to bed. And that night, I woke, the next morning I woke up and I was really, really excited. I had a hard time sleeping because I was so excited to see what would happen. I was like, we're gonna be rich! We're gonna be rich! This is gonna be amazing! And not from fifty bucks, but just to prove the concept and knew we could scale afterwards. And so we put fifty bucks in, and I open up my account, and there was fifty dollars in there. It was like fifty-something. Anyway, we basically, we broke even. And I was like, God! No way! Oh my gosh, we broke even, we broke even! Dude! And I called him up and I was like, "We freaking made it!" And he's like, "Are you kidding me man?" And I was like, "Yeah, meet me there." So we go and I get on my bike, because we only have one car, and I wanted to like, to have the car for the kids. And I'm riding my bike as fast I can, rah! Go as fast as I can. I get to campus, get to the room that we always stole from the other people so that we could try to make money every day. And I pull my computer up and he comes running in and I show it to him and we were like, "Oh my gosh, it worked!" Well the news of that spread. And part of me was like, yeah, whoa! And the other part of me was like, eh, we broke even. We had 17 people opt in and one person bought and then bought the upsell which made fifty bucks. And I was like, huh. Well, it looks like we failed on that, I guess what else should we try? And it's so funny because until I just kicked myself. We made a break even funnel our very first try, which, just so you know, in the sales funnel world, is not a small feat. It was huge. And it was mass ... Anyway. What was funny was this onslaught of people with these deals that just started coming out of the woodwork for us. And news of that spread. And we were just excited. We weren't thinking. We were just like, "yeah, check this out! We did this, this, and this!" It was like, aw, so crazy cool! Well, pretty soon everybody was a deal maker. And I was in the middle of my marketing classes and I'd go from class to class and these people would come out and be like, "hey, you want to do this?" "Hey, dude, I've got this great thing. Hey, you want to drive traffic for me and do x, y and z?" And I was like, "Yeah! Totally!" And I was just saying yes to everything. And we were saying yes to all this stuff, thinking, oh my gosh, this is huge, we've learned this cool little skill, we've just proved it, we have a case study now, let's go do, it's an actual business. And let's see if it works, you know? And I can't even remember what we did next. Oh! We started doing all these little small businesses. And trying to drive, you know, driving traffic for them, and it was really, really fun. It was cool. And then one day ... I mean, we were just saying yes to everything. And then one day, this company called Paul Mitchell came and they asked the school for some help. And they said, "hey, we don't know what these kids are doing but you gotta go work with them. Their fame is spreading all over the place for whatever they're doing online." Well, it was me and my buddy. It was Ben and I. And Ben and I went, we went out and we started driving traffic for these guys. And what was funny was just the ridiculous onslaught of deals, all right? We technically were not even that successful with it yet. I mean, we had just proven the concept. But the motion created attention. Because most people won't even make any kind of action. They won't even get into motion because they're so afraid that they're gonna mess up. And so what ended up happening, it's kind of a short lesson for you guys today, but this is really, really powerful. What ended up happening is all these deals started coming out of the woodwork. Just, I mean, I can't even believe it. And I went ... We were talking to tons of tons of people. We had 15 businesses on a waiting list to drive traffic for. Fifteen! It was nuts. We had investor wanting to help us create a platform where we could do our system that we had, you know ... Some of it was ours, some of it was proprietary, some of it was from other people, some of it was ... You know, like, we had an investor who was willing to place like, a lot of money. Hundred of thousands of dollars into putting together this little system. And we were like, Holy crap! What did we make? Why is this happening so much? And I remember sitting back and thinking, dude, we are just gonna be rich! Oh my gosh! And I remember getting really excited about it. And Ben and I would sit back and we'd talk about it and we'd have super late nights and we'd be on whiteboards drawing out all this stuff. I still miss those days. It was so fun. And always reminds me of it whenever I do it with Russell, you know? And we would draw it all out and we'd put all these things, all these pieces and systems together. Big mastermind sessions and things like that. Really, really fun. And we'd go meet with these business owners. Millionaires. Even some billion dollar companies. And we'd go show them the system and ... I mean, it was working by that time. It was pulling in lots of traffic, and it'd pull in more leads, and we were proving the system as we were selling it, basically. Which is a lesson in that alone. And again, just deals and deals on deals from students, from teachers. Lots of teachers. And it was really awkward when I would tell them no. But that wasn't my initial knee jerk reaction. What ended up happening is that there were so many deals that started coming out of the woodwork, all these people saying, "Please, help with, do this with me, do this with me." And I was just ... My resting state is nice guy, although I can get pissed off in very specific scenarios. My resting state is nice guy, so I'd say yes to everybody. And I was like, "Yeah, we could totally do that with you!" Pretty soon, I'm running ads for construction people, I'm running ads for someone's pizza company, and we're running ads for some guy's networking agency. And we're running ads for ... I mean, it was all over the place. It was nuts. And this was literally in the middle of college. Okay? In the middle of my internet marketing class that was supposed to be Internet Marketing 101. And we had our own, like, freaking agency. And we were building sites for all these people. I mean, it was really, really fun. Really, really enjoyed it. But what was funny, again, is how many deals were just popping out of the woodwork. And what was funny is that never stopped. But, but I did. I did it out of necessity. What ended up happening is I had to remember, okay. In this guy's business, he has this scenario going on, but over here it's different because of this. And this guy's headline is this, this. And it caused so much noise in my head I could not sleep. It was so hard. There was so much pressure and this thing that initially was very exciting ended up being very, very, kind of demoralizing almost. It was like ... It kind of became depressing. It became this thing that I did not want to work in anymore. And for months and months and months, it was this beast that we couldn't turn off very easily. And I learned just like so much from that. What honestly stopped it is Ben graduated before I did and he left. So I was like, well, I guess I'll just drop all these clients too and just, years were ... What money or ads didn't spend, here you go, here's it back. And here you go, here you go, you know what I mean? And that's kind of how it went. And ... But the deals never stopped. And one of the major points I wanted to put on this podcast is that guys, when you start to get into motion, motion attracts people. Motion in general attracts people. Action attracts people... I mean, the TV and its effect on humanity is a case in point of that very statement right there. You know whenever there's a car crash, everyone stops and looks. The crash is over. But something happened, right? When you get in motion there are things that happen for some reason in other people's brains as they begin to look at what you're doing. And they begin to assign value to your action. And there's real power in it, but there's also a gigantic façade and mirage. The power is that you're gonna get a lot of people who start to follow you because of the action. "Wow, this guy has the guts and, quite honestly, the straight-up cajones and balls to just do something with his life. And be vulnerable and go try and make some money and do something new and creative and be a business owner and entrepreneur and marketer." Right? That's where the power comes from. The mirage comes though, by you thinking and mistaking action and progress with achievement and accomplishment. Action and movement is not the same thing as accomplishing. Right? I can jump up and down all I want, but I'm not gonna grow my lats until I actually start lifting them. "But wait, I'm in motion! How come I'm not ... " You know? You know what I mean? It's very, very true for marketing in general. This is what I've learned. People will go take motion, and they'll go take this action, thinking that it's achievement and accomplishment. And what they'll do is they'll go market it. As if it is accomplishment and action. And in my opinion, I think that's false. I think that's wrong. I don't think you should ever do that. If you haven't actually accomplished something, what ... You're marketing a mirage, which is very scary because people are gonna find out about that. We just had a guy who got caught recently in my Two Comma Club coaching group. We caught him lying and he was saying that he had built all these funnels and he had built all these funnels for entrepreneurs that I personally built. Or these other million dollar funnels, saying that he was the one that was actually the one behind him. And we caught him on recording and it was so sad, because I kicked him out of my community. I literally kicked him out. And I sent a message to him, I said, "I hope you learn from this. Like, I have no room for that in my community... I worked too dang hard for someone who's a fake, a mirage, a façade, to be in my community. You're not allowed in here anymore." And I kicked him out and I locked him out. And ... That's a classic example of somebody mixing up motion and movement and action with accomplishment and achievement. You know? You're not done ... It's like when we, I'm a do, it's kind of ... here's a kind of like bridge, okay? It's kind of like when I would do sprints, you know? And we would do what we'd call 61 20s or we would sprint, just dead sprint, as hard as you could, like a cougar was gonna eat you alive. We would sprint as hard as we could for 60 seconds. And then we'd walk for 120 seconds. And then we'd sprint for 60 seconds, and walk for 120 seconds. And we'd do that for like 50 minutes in the army. It sucked. Guys would throw up by the end. It rocks your lungs. It is not easy. Especially after round two, it's like, oh my gosh. It's just full out dead sprint like you're going to die straight to nothing. Really, really intense... Anyway, what was interesting about that is that when we would do laps, we had to actually do the lap itself. If I had done the entire race and the whole sprint perfectly, but then ended up walking out at the end, you know, the last turn ... Well I didn't finish. It's the exact same thing. You can't mix motion and action with achievement and accomplishment. They're not the same thing. You have to cross the finish line. And so it's great that you get started. It's great that you get out and start doing something. But that's not the point. You guys, what I'm trying to tell you is that as you get started in your entrepreneurial journey, or as you're moving along currently, deals will continue to find you because it is attractive to humanity. You will find so ... Opportunities are not something that you're gonna be in need of if you are a person who's in motion. People will find you. And guess what? Not all opportunities are made equal. Most opportunities are made really poorly, actually. Most opportune ... And you should ... I have made far more money by saying "no" 90% of the time than "yes" 90% of the time. That was the biggest lesson I learned back in the story I was just telling you. We were saying yes to everything. The problem is that you really are saying yes to nothing. Because you've said yes to everything. Just by definition almost. Like, yeah, we could do, yeah, yeah, yeah, yeah, yeah, yeah, yeah, yeah, yeah. Well it turns out, spreads your focus so thin that you end up dying. You can't dive in, really, on more than one thing. You know what I mean? You gotta be tricky if you can do two. It's not easy to do more than even two things. Even more than one. Okay? So don't go and confuse those things. When we were going and we were doing ... One of the biggest powers that I started realizing ... We started having these deals come out, I'm trying to remember some of them specifically. This is easily three years ago, I mean it was ... Anyway. We have these deals come out of the woodwork though. Like one of them was for a construction company. And they're like, "hey we want to drive ads." It was like residential construction for residential pools and stuff like that. And we said yes at first, but around that time, that's when there were so many people who wanted the service. Which A, really solidified the value that I thought we were bringing to market, I was like, wow, people actually want this, that's really cool. But B, it became a little bit stressful. And it was a side thing that I wasn't expecting to happen... What, stress? Because of too many opportunities? What? That's real? I thought that was a joke. That's actually very real! Well, I just had that happen to me again today. It literally happens to me at least three times a week, I think? Where somebody reaches out and it's very flattering, but they're always like, "Steven, I got this sweet thing, I really want you to be a part of it. Please, please, please, will you build my funnel? Here's the idea. If you build the funnel and kind of help me create the product and drive the traffic to it, dude, I'll give you 50% of this awesome idea." What's wrong with that? It means I'm literally building their entire business. And I get 50% of it? Like, no, no, no, no. There's a guy who reached out to me, it was actually today. I won't say the name. Anyway, he was trying to pitch me on this idea and I was like, "hey, no. I have a ... My full time attention is working with ClickFunnels and as Russell Brunson's funnel building assistant. You know? It's really, really awesome and I really love what I do," and I was happy to do an interview or something, but I've had more success by saying no to the bountiful opportunities than saying yes. Most of the time when someone wants to partner with me, I could've just done the idea on my own. Not trying to be rude here, but I'm just saying. Sounds like you want me to ... sounds like you want to pay me to build you a funnel, not partner with you. And then he jumped over and he said, "well, hey, I've made $8,000 a month. I've made $8,000 this month. Is that not proof enough?" I said, "hey ..." I said, "if it's not mainstream ... " Anyways. He said, "I need a marketer, a marketing partner, not a funnel builder." Okay, first of all, you all know my position on entrepreneurs. Entrepreneurs are marketers! If you're not, you really need to get in behind the marketing wheel. All right? You already have lost control of your business if you're the entrepreneur and you're not also the marketer. Anyway. Ugh! That always drives me just bat crazy. Anyway. But I said, "hey brother, there's more opportunity than I can handle. My focus is here and on my own projects. I appreciate the reach out." And I was just trying to like, nicely, back him off. He said, "all right buddy, at least I tried to get you on board." And he kind of, he kept saying all of this stuff, saying hey, this is super trendy right now, but I'm gonna adapt. And he was trying to guilt me into saying yes. And to get into ... and to say ... I cannot tell you how many times this happens to me. And you're gonna get it too, if you're not already getting it now, opportunities are going to come out of the woodwork, and they are not all good! Okay? And I said, "hey, what I'm saying is this, meaning you need to come out with, you need to come at me with more than just an idea. You need to already have brought it to life. Know how it sells before you partner or hire. The entrepreneur is the marketer." And he went through and whole, all this other stuff. And I was like, "hey man, I'm already partnered with Russell and the Two Comma Club Coaching Program. I'm not really for hire right now, but either way ... " Anyway. What was just making me totally go nuts and actually really frustrated was the fact that this guy had not put two and two together, that just having an idea is not value. You guys, you buy your customer somehow. You either buy them with your time or you buy them with your money. I prefer to do it with money. You know? Or some kind of value. It's the exact thing when you guys go partner and you go hire. You only hire when it hurts. You bootstrap that crap. You don't go get VC money, you figure out how to sell it on your own. And you will have a way better, more sustainable business because of it. It's the same thing when you go partner with somebody. You don't partner somebody for the sake of getting a partner. It's like getting a board. You don't go put a board together for the sake of having a board. It's the dumbest thing on the planet. Don't go just get a board because it's the MBA crap to do. That's not, that's not how bootstrapping business ... That's not how having your own business works. You don't just go get people in the business and try to pay them money for the sake of it. You know what I mean? That's like me paying you allowance for crap you didn't do. That's like me paying allowance period. I don't pay my kids allowance, I don't plan on it. They're gonna work. You know what I mean? Anyway I get really fired up about this topic because deals will come to you, and they are not all good. When you want to go partner with somebody, you do the exact same thing that Russell teaches in his books, which is the Dream 100 concept. You go provide value. I remember there was a guy who came out to me once and he was like, he reached out and, you know ... I get about at least a hundred messages a week, just on Facebook alone, let alone the billions of other platforms that are out there. And it stresses me out. And anytime I go and I try hook up with somebody else who's also kind of farther along the path, and I want to do some kind of JV thing with him, I don't just reach out straight to them. Unless I know that they know who I am. And that there could be value and it could be awesome. You know what I mean? But usually I don't just reach straight out to somebody. I try and figure ... I, I ... essentially date them. And that's what this guy did to me too. So cool. What he did is he went out and when I was creating the Sales Funnel Broker website inside of ClickFunnels, I was like, "well I still want the SEO capabilities that WordPress brings." And so what I did was I hired this coder and basically she created this custom WordPress theme that synced up with my ClickFunnels website. So it looked like you were on the same website even though you were really on a blog page, just for one of the pages. It was really cool. Super awesome. And I was like, hey this would be super cool if I sell this. I was just gonna use it for myself but it's awesome. Well, I started selling it and it's awesome and it's this cool little upsell and I can't believe the amount of money that it's brought it. Totally, you know, to buy a product. Like the book Rework says, I'm still in my buy products and it's awesome. Well, one day this guy reaches out to me and he's like, "hey I bought your thing." Notice he didn't even ask for it for free. He's like, "hey, I bought your thing. Your WordPress, your custom WordPress theme that's ... " He's like, "it's totally awesome." And he's like, "But by the way, I've got all these coders, and they're sitting on the side. And I just thought it'd be kind of cool, I saw a few holes inside of your WordPress theme. I thought it could be even cooler. And I thought you'd maybe want a start-up guide." He's like, "so what I did is I bought your WordPress theme, I handed it over to my coders, and for the next, last while, they went in and they ... I had, I paid for my coders to go make your thing even cooler. Here you go, it's yours. And by the way, here's a video start-up guide so that these people don't, stop bothering you with questions on how to hook it up." And I was like, "Who are you? Oh my gosh, you're the man! Are you serious? Whoa!" Right? He provided value to me first. And I had no idea that, later on, he was planning, he wanted to ask me for a ... all he wanted was an interview. And you know, I might have just said yes to the interview anyways. But now I know anytime he comes out and he asks me anything, I'm gonna say, "hey, what's up?" And I'm gonna respond to him. He provided such deep value to me and my community. Why would I not give time and the day for him? It's the same thing when you go partner. When you go walk up to somebody and you're like, oh, my gosh, you know what, I really don't want to do Facebook ads. Or you know what, I really don't want to be the guy who builds the funnel. I don't want to be the guy who's gonna do ... whatever. Whatever role it is, you do it yourself as long as you can. Unless you just truly cannot. But what you do is you go hire somebody and partner with them for that specific role. You know what I mean? This guy wanted me to build his entire company and then just him take 50% of it. That sounds like a great deal for him. Oh my gosh. Anyway, it just drives me nuts when people come out, they're like, "hey I've got this sweet thing, it's awesome." It's like, cool. You know how many sweet things there are out there? A billion. So what, why is yours any different? Why am I gonna take it on? You've gotta have ... Why are you so unique? You know what I mean? What's the thing that you already have built? When somebody comes to me, it's literally the entire reason I stop focusing on start-up businesses when I was building funnels for people. It's because their business wasn't proven yet, they hadn't created value in the marketplace. No one in the marketplace knew who they were. And so how can I partner with somebody who's not done that? And I made that mistake for years. And I went and I was building these funnels for people who hadn't actually made it. And as I build the funnel, if the funnel didn't work, they thought it was the funnel's fault and then I'm like, no! You haven't proven yourself in the market! Why did I ever partner with you? Ah! And it took me years to realize that lesson. So if you're gonna go partner with someone, oh my gosh, only do it when it hurts. Same when you hire. But second of all, you don't just approach people and just say, "uh, I've got this sweet thing." Here's the reality. If somebody approaches me ... This is gonna ... I'm not trying to be conceited, you know what I mean? But like, I have worked my butt off for the last, like, seven years. I said in a recent podcast I'm a seven year overnight success story. I've worked my butt off. And people who are successful are typically in motion, right? They're accomplishing things. They're getting out there, they're doing things. They're in motion to get the accomplishment. They're already moving. You don't have to get them moving. They already are. You know? If you walk up to me, and you say, hey I've got this sweet thing. And let's say I drop everything and I turn and I start focusing directly on the one thing that you have, what does that say about what I was originally doing? It means it probably wasn't that good in the first place. You know what I mean? So you ... quite honestly, when you want to go partner with somebody, expect to sell them a little bit. Court them, so to speak... Figure out how you can provide value for what they're doing. Show them how this is amazing. You're gonna need to sell them. It took us a long time to get this totally awesome person on the ClickFunnels team. It took us a long time to get them. Because we had to quote and quote date them. You know? We had to ... And that's exactly what happened. I'm not just telling you crap, you guys, this is how we actually do it. This is how I do it. When you create cool stuff in the marketplace, there's gonna be people that come out of the woodwork who are asking for your services and who bring you opportunities. I'm just trying to tell you that not all of them are good. In fact, 99% of them are not going to be good. And it's because they haven't even proven the idea. They haven't even started it. Why would I jump ship on all the other crap that I've got going on that I just absolutely love? Why would I just drop all that stuff and go to an idea that is barely proven? No, thank you. And so what I did is I started focusing on businesses that already had, you know, x amount of cash flow and customers. And my strategies would bloom up. And that's quite literally what got me in a position where Russell noticed me. That's it! And I started focusing on all these other businesses that are already blowing up and I knew ... I still, you know ... I knew that hey, what I was doing, that was, what, three years ago? When I started doing that? And all I did is I changed my bait. I changed my customer. And the opportunities changed. Which is super key. So if you have all these opportunities coming in, you've got all these people who are just hounding you, you probably aren't putting up the right message, A. B, please don't accept all of them. In fact, you should say no to all of ... I have made more money by saying no to things than yes. Seth Godin has got this great book called The Dip. And in The Dip he talks about that very same principle... He's like, look. There's this really stupid misconception in the planet that quitting is a bad thing. That is, and I'm just echoing him right now, that is complete, utter, ridiculous bull crap. I quit stuff all the time. And that's exactly what he said. He's like, he's like, the thing is that winners quit more than losers. They just quit the right stuff. You know? When I decided to really get focused on stuff, I quit certain ... I quit watching Netflix all the time. I quit watching, I quit doing all sorts of, I quit so many things in my life so that I could say yes to the thing that was important. And that's all I'm trying to tell you, is that these people who are gonna bring you all these deals. It's not that they're crappy deals. Some of them are just not fleshed out enough for you to go jump full, you know, full bore into. And it's gonna be a complete, utter waste of your time. And so I urge you, if you're not ... If somebody comes to you with an idea and they don't have a history with a business that has any cash flow. If they have zero history of ever being successful in any kind of marketing, if they've zero history of the idea itself or it's in such a blue ocean that's so crazy and out there that no one's ever done it before, man, you should have so many freaking red flags going off in your head. And you should say, "thank you. Have a great day." And you should walk away. Just literally turn around and walk away. Don't, don't ... No small talk. Don't try and make them feel good. Don't, just ... You literally turn around and you walk the other way. And it's only because that kind of person is looking for somebody else to prove their idea. They have not, honestly, they hadn't had the balls to do it on their own. And so, I don't, personally, ever want to work with a person like that. And it's the reason I don't. And so this person who reached out to me, like "I got this great thing," it's cool, yeah. He already had cash flow, he was already doing cool stuff with it. I don't even know who he is. And his first thing he comes out to me with is, "hey! Bleh bleh bleh bleh! Bleh bleh bleh bleh!" That makes me feel like he's a door-to-door salesmen. You know? And I don't ... those deals come around, how many, so many times every week. So the Dream 100, you know, I can tell when I'm on someone's Dream 100 list because I receive packages in the mail every once in a while. And I get these things and I'm like, oh, cool little toys! Like, cool! Aw! That's this person. I get more than enough messages and emails, you know, so how do they break through all the noise? They send me packages, you know? And I'm beginning to do the same kind of stuff. It's just a lot of fun. That's what people do to Russell, that's what Russell does to other people to let them know that they're serious. Anything that makes them stand out and guys, it's kind of like on Shark Tank. Have you ever seen, I'm sure you've seen this show Shark Tank. In Shark Tank, there's this super classic scenario that seems to happen at least once every episode where ... or every thirty minute episode. Where some guy has this fantastic idea. And he's poured in all this money and he's gone and he's done all these things and then it gets to the spot where they all want to know the numbers. And they're like, "hey that's really cool. Hey, hey, how much is it selling?" And they're like, "oh, I, I, it actually hasn't started selling yet." It's like, "oh. Dead already." It doesn't matter if you had the idea to cure cancer. You know what I mean? Man, well, it depends on who you talk to I guess. But the thing is that like when it comes to these different business ideas and these different opportunities, it doesn't matter how good you make it sound, you have got to have some numbers behind it. So when you go partner with somebody who actually could be a heavy hitter, who actually could do great things for your business, man, you better have some numbers behind you. Know your numbers! And get to know your own weaknesses. You know what, I've done this and I've tried this, we sold two or three this way, but it didn't work that well. I mean, go door-to-door if you freaking have to. You've got to get results or nobody who actually could help you is even gonna look or blink an eye at you. Because you haven't proven it. And so, anyway. That's enough on that. But I just wanted you to know that you guys, more money's made by you saying no than yes. Just get focused. And know, it's the weirdest thing. It's funny, my wife and I were just talking about this. Every time I put my foot down on something else that I'm gonna go start doing, and I'll be like, okay. That's my project for the next two years! I'm just gonna go do it. Every single time I do that I always get this onslaught of deals. It's almost like the world subconsciously is trying to test me. "Are you sure that you're committed to that? Are you sure that you want that really bad?" You know, and it's the weirdest thing that happens, it happens every single time. It just happened again. So I was like, cool, I'm gonna go do that thing. And I wrote it all a plan, I pulled stuff together, and I was like, cool. That's, wow, I could totally do that and it's actually not gonna take that long and I think it could provide some insane value in the market. It literally is the exact same thing, just deal after deal after deal every day for the last several weeks has just been hitting me and I'm like no! Just go away! Stop distracting me! It's the biggest killer of me finishing. Of you too, anything. Anyway. Guys, hey, thanks so much. Remember to stay focused and go prove your idea. It's very, very fun. It's very exciting. And if you have the nuts enough to just go do it, you're already gonna set yourself apart from so many people who are not willing. 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 funnels for free? Go to salesfunnelbroker.com/freefunnels to download your pre-built sales funnel today.  

People always ask, "WHERE SHOULD I START"? Well... here you go :) What's going on everyone? This is Steve Larsen and you're listening to Sales Funnel Radio. Now, I don't know about you guys, but I would love to hear maybe a new podcast intro. Now, I've not made one. However, I do want to know if you want to have a new podcast intro. If you wouldn't mind, reach out to me and let me know. We're almost to Episode 60, which is crazy, but I honestly, I wouldn't be ... There's been many times I fall asleep and the podcast intro that I currently have right now just keeps running through my head so anyway, super excited for this episode. Welcome 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. All right, all right, all right. Hey, and I'm so excited for today and for what I'm going to share with you because I got some really huge news. Hope you guys had a great weekend. It was Memorial Day Weekend recently and my family was all out. We were having fun. We got up early. We went on a run. We went to the park. We hiked just a little, small little ... It was really steep for my little girls. I have a 1-year-old and a 3-year-old so whatever they can handle, but it was really fun. It was awesome. After we went on this hike, right, a park was nearby and what we did is we went down to this park. We're playing and having fun and my little girl's 3 years old, she's running around and there's tons of people there, right. As a parent, you're on red alert. You're looking around like crazy all over the place, making sure everything's fine, making sure there's no creepers around. You know what I mean? Now, I am all for my kids getting their own scrapes and bumps in life. You know what I mean? I'm not going to let them get hurt on purpose, but it's going to happen anyway so, I might as well not be helicopter parent and rather actually go and just prepare them for those experiences. You know what I mean? There's a point to this story, I promise. I wasn't too surprised when there was some kid politics that started and these kids started getting in my little girl's face and just screaming at her. At first, I sit forward, I'm sitting on the side and it was crazy hot out so I was sitting in the shade, but I was watching her. I was watching closely, seeing what's happening, and this little kid starts getting off on my little's girl's face. She's 3, right. She's 3 years old. What are you going to do? She's a little girl. She barely understands what's going around her still. You know what I mean? She's barely becoming self-aware kind of. You know what I mean? My resting state is nice guy personally. Steve Larsen, I'm a nice guy. That's my resting state. That's how I currently am. However, there was this ... Man, there's few things that will set me off and make Papa Bear come out and I have no ... I actually like when Papa Bear comes out. I invite Papa Bear to come out whenever it can. It's kind of fun. Anyway, this kid starts almost physically getting at ... His brother was standing nearby and he started getting really close to my little girl. Suddenly, the brother is holding back this younger kid from, I don't know, hitting or tackling whatever my girl. My little girl is so funny. She's so much like me. In the face of danger whenever there's high stress or whatever, I tend to laugh and it's not always that it's a funny experience or whatever that's going on. It's literally just that sometimes there's nothing you can do about it so you just laugh like whatever and it makes really serious things calm down. That just egged on this kid, right. My little girl starts laughing. It just egged him on and I was ... Anyway, he starts getting too aggressive though with her. I'm watching from across the playground. I stood up real fast and I walked over there because he was trying to push her and shove her really hard and there wasn't anything behind her. She would've fallen off the playground pretty far into the ground. Papa Bear comes out, right, and I come out and I start getting out and I'm hoosh, I'm trying to be cool, but at the same time, I want to throw this kid through a window. You know what I mean? I get really pissed off about that kind of stuff. There's no reason to be a jerk in life. Anyway, I go over and I walk up to this kid and I was like, "Hey, chump, why don't you stop throwing my girl around, huh?" The kid started bawling and it shocked him so much that I was standing there and I guess you would say I was calling him names. I called him a chump, all right, whatever. There's worse things I could probably say to him, but the kid starts bawling loudly. I was like, "Uh, whatever," and I just walked around, I was like, "Come on, Brinley," and I took my little girls and we went into another part of the playground. It was a big playground. Two seconds later and I'm like, "Crap," and I can feel parents eyes on me and I'm like, "Uh, whatever," like I don't ... Anyway, whatever. We're playing around over this other part of the playground and pretty soon, this really heated mom comes walking up to me and she goes, "Excuse me. Did you just call my kid a chump?" I turned around and I was like, "Yes, I did." She's like, "Why?" It's like, "Because he's pushing my little girl around. He can't do that. You understand?" She just stood there for a little while and then, she just turned around and walked away. Look, there's no room to be a chump in this life, all right... If you're going to be a chump and if you're a chump and you're on my podcast, you can get out of my community. You know what I mean? That's my attitude about it. Life's too dang short to be a chump. Don't be a chump. Don't be a chump in business. Don't try and be all sneaky. I got people who steal from me. I can't stand people like that. If I ever find people who's stealing from me, I just block them out immediately and I ... I was talking to Russell about this, you guys. My mentality is to give and give and give and give and give as much as I possibly can, overdeliver every freaking time I launch anything, every time I put anything out, any time I do anything so that when somebody turns around and they come back to me and they say, "Hey, you know what, I think that you should've done this or you're not doing enough here or you're not doing this or you're not ... " I'm like holy crap, I am bleeding, bending over backwards, giving way more than I should, that sets me off. You know what I mean? I know that probably a lot of you guys are probably the exact same way if you're in this community with me, right, the Sales Funnel Broker, Sales Funnel Radio, stevejlarsen.com community. You know what I mean? If you're in this, we're very similar people is what I've noticed. Birds of a feather flock together. I actually truly believe that and it's one of the major reasons that I wanted to start a podcast thing was because I was tired of the people I was hanging around and I wanted other people who thought like I did in my community. You know what I mean? Anyways, the types of people out there who are going to steal from me and stuff like that, I do believe in an element of karma. It's going to come around. It's going to nip you in the butt. You know what I mean? The other part is that man, if that parent and the same is true for you as an entrepreneur, if you're not bridled enough to function in society or let's say parent ... Anyways, I'm not trying to get into parenting stuff, but what I feel like is that if my little girl goes out and she's doing something that's stupid, it's my job to correct it or else society is going to correct it for me later on down the line and they're going to be way less nice about it. You know what I mean? I feel like those kinds of thing ... Anyways, I'm not trying to get into a big ranting thing about that, but my gosh, I was laughing so hard. Finally, I was like man ... I was talking to my wife, like, "Alyssa, we should probably get out of here because these parents are going to rage at the fact that I just called this kid a chump and made him bawl." I don't really freaking care. Anyway, I think it's funny. It's the same attitude when people come to me like, "What? You gave all this stuff to me and it's super, super cheap, but you're not bending over backwards to make sure that I'm successful with it." I'm like, "Dude, it is not my fault if you can't figure it out. I have overdelivered. I've given tons of walkthrough guides. I have given so much stuff like crazy. If you can't figure it out, I'm sorry. You can hire me as a coach, but I'm not going to keep giving stuff away to you for free. My time is more valuable than your feelings." You know what I mean? It was weird for me to cross that threshold as an entrepreneur and as a business guy just because in the past, I was all about just giving and giving and giving and I still am, but eventually, I was like, "My gosh, I got to self-preserve here. I've got to create a way for me to still live, still have a family life." You know what I mean? Still do the things I want to in life or I will literally spend all day every day ... I had 100 notifications in Facebook just two days ago. It was in a single day. My email was at 200 a week ago. It's at 900 now in a week. You guys know what I mean? You all are going to be there. I know especially, you all are going to be there for sure if you're not already. Anyway, don't be a chump. Hey, I got some good news though. That wasn't the good news. I told you I had good news at the beginning of this episode. I got great news. I've been working ... Over Christmas, my dad and I, we got together and I flew over there a few days early and I did it for the explicit reason of sitting down with him and beginning to build out his webinar. He's got this cool software that lets him trade the futures market, E-mini specifically, and he's been doing it for about six years. He learned that basically for him to be successful, he's got to create this thing that didn't exist before and he's a software engineer so he could create it. He created this cool software that sits on top of a trading platform and it tells him whenever to get in and out of a trade and he wins like crazy on the thing. I can't tell you legally because I can't make any kind of income claims, but he wins a lot. He's like, "Do you think anyone would ever buy this?" I was like, "Oh, my gosh, Dad, yes." He showed it to me and my jaw dropped. I did some stocks and options trading for a while and I definitely understand what he was showing. When he showed it, I was like, "Oh, my gosh, that's amazing." Anyways, fast-forward, so over Christmas, we were building out a webinar, putting all stuff together. He ended coming to what Russell and I are calling the FHAT event, the Funnel Hack-A-Thon, FHAT event. It's F-H-A-T. He came to this for a three-day intensive and he figured all this stuff out and then he's like, "Okay, Stephen, at the very last Saturday in May, I want to launch this thing." I said, "Cool. Let me help you." I slept probably three, maybe four, sometimes five hours every single night for the last week and we got this thing put together. It was really cool. If you want to check it out, you can. I'm not promoting it. It's just so you can check it out if you want to and actually, I know there's quite a few of you guys that are stock traders or financial markets traders in my community as well, which I think is really cool, super, super awesome industry there. Anyways, you can go to financialinvestingsecrets.com. It was a good webinar and I was so proud of him. We got out there and he went and he just launched it and made money and it was his first webinar ever. You know what? He did half of it wrong. You know what I mean? He just did it though. He just did it. He got out. He executed. He just did it. I was so proud of him. It was so cool. He wasn't expecting to make any money. I was wondering. It was his first time ever doing anything like this. He's just barely launching his own podcast, barely getting these things up and running. Super smart. You know what I mean? He's not a salesman, he's not ... but he's, oh, my gosh, such a smart engineer. He's created a lot of industry standards in the software world, anything from watches to NASA rockets. He's very smart. Much of how things are coded and as far as on a code sense architected is because of the way he has put stuff together. He's very, very smart... Anyway, he ... I'm just really pumped for him. He went out. We had 55 people register and about 13 showed up, which actually for the metrics that Russell always teaches is the exact same metrics that always will happen, about a fourth show up and we had ... I haven't looked at the final numbers yet, but then we had people buy. It was really exciting. His first webinar ever, it's so cool. A lot of people will sit at this point and go, "Okay, now what do we do next?" You know what I mean? It was from you guys, I asked you guys if you wanted to come and 50 of you guys signed up and 12 of you showed up or 13 of you showed up, which is what I was expecting. We were expecting. We're just testing it to see how it worked, right. What do you do next at this point? You do what we call the Dream 100. I don't know if you guys have ever been doing this. If you haven't been doing it and you've been actively driving ads, you are leaving so much freaking money on the table. I can't even believe it. At the last Funnel Hack-A-Thon event, it was the third day. I was on stage the whole day. I was speaking. It was really, really exciting and I really, really loved it, but one of the whole things we teach you guys about is this concept called the Dream 100 and we hope you guys go through it. What I'm having my dad do right now is he's got his webinar and we're continuing to make tweaks. We're continuing to make little adjustments here and there, but honestly, the thing that I'm having him do now is writing out a list of all the people who are podcasting in the financial market world, all the people who have blogs in the financial market world, all the people who have YouTube channels, who have live trading rooms, anybody who has an audience, anybody who has any kind of list or a following where my dad would want to sell to them. While we're getting Facebook ads up and running, we are starting to "date" or "court" these people on this Dream 100 list. We're starting to reach out to them. We'll probably send a package out to them soon. We got to smoosh them up just a little bit. You know what I mean? This is a relationship business. Internet marketing is still a relationship business especially, especially for the way you do sales funnels and the way we teach because what we're going to go do is we're going to go ... we want them to promote his webinar. He's got a great software that he personally wrote that helps him trade the E-minis with great success. You know what I mean? Anyway, that's what we're doing right now though. When you think about this ... I'm trying to think where to start on this because when you think about where we came from and this whole journey that he's currently on right now, a lot of times what people will start doing is they're like, "Okay, I've got this webinar, and I'm going to go build this webinar." Let's say they're just starting out, brand spanking new. They haven't done anything yet. They've never even put anything together. They've never even sold anything. They've never ... You know what I mean? Brand new. What a lot of people do we've noticed is they'll create what we call the value letter, right. They'll go, "Okay, first, we'll have low ticket items and it'll be in this whole funnel. Then I'm going to send them to this mid-range funnel and there's a whole funnel for that. Then I'm going to send them to this really high ticket thing and then the whole funnel for that as well." The tendency for people is to turn around and build a tripwire funnel or a low ticket funnel first, and I will tell you that is not the way we do it. That is not the way we do it whenever Russell and I build for a client. That's not the way I personally do it whenever I build for a client. There's very few circumstances where we actually start with a low ticket front end funnel, very, very, very few scenarios. The reason is because it's so much harder to make the numbers work. If I'm selling a $50 knickknack versus a $1,000 product, I can spend so much more money to acquire a customer, right. Now that my dad needs some sales, he can spend a good chunk of money to get one person to buy and I doubt it's going to cost us $1,000 to sell a $1,000 product, right. Now it's just the big rinse and repeat game... How much can we tweak it? How much can we get more traffic into it? How can we fill it up? Does that make sense? That's the reason ... I don't know if you guys have heard of the Two Comma Club Coaching Program that Russell and I are doing. It's so, so fun. My gosh, just oh, I absolutely love what I do on that thing. Anyways, we teach people though how to make $1 million funnel and we help them hit what we call the Two Comma Club, right, $1 million. We don't actually start with a tripwire funnel and I've had a few people reach out and ask that like "Cool, I got this sweet webinar. You guys help me plan. When do I start the tripwire funnel?" Like you know what? Probably not 'til like six months of it being successful are you even going to start thinking about that. People are like, "What? That's so crazy. Oh, my gosh. That's nuts. How is it that you can do that? How is that you ... You know what I mean? People will start to do that and they'll start to think that. I understand why that would be a temptation because as you read a book like DotCom Secrets or you read other books where it talks about increasing value or monetizing your audience, things like that, the tendency is to think I must start with this low ticket item and then I will go to this mid range item and then I'll go to this really high ticket item. I will tell you that the majority of the time when we actually build funnels, it's actually the opposite. We start at the top and we work down. Here's the reason why. It's funny. We had this four-hour Q&A last Friday with the Two Comma Club Coaching Program and a lot of these guys are out there and they're asking this very same question. They're like, "Why would you do it that way?" Let me take you through it. Here's why. Here's why. Number one, I already told you that the numbers are going to work better, right. You're just going to do better just simply by starting at the top because if you start with a high ticket item, how many people does it take to really start turning some revenue? One? Two? You know what I mean? You probably know where to find those kinds of people. You know where those communities are. If people aren't willing to give you that money yet, it means you haven't proven yourself yet. Go do it for free for a few people, all right. I'm talking about high ticket application style funnels where it's 10,000 to 15,000 to 25,000 to 50,000. You know what I mean? Higher than 10,000 is usually what I'm talking about when I say high ticket application funnels. People are applying to work with you, right. You got to go get crazy results, lots of great results, right. Either you're starting at that spot or you're starting one step down, which is what we teach at the Two Comma Club Coaching level, which is the webinar funnel, right. At the webinar funnel, what you can do is you start to get all these people in, right, tons of people, and you start tweaking the offering, you start tweaking the message and you start tweaking your traffic sources and you start finding out which ads convert the best. You know what I mean? You start figuring this whole thing out. What happens after a while, right? What happens after a while? What happens after a while is you're going to start getting a ton of questions, lots of questions. Man, you know what, I wish that the products from your webinar, I wish it did this. Or you know what, I wish it was this? What if it had this capability? Or how come this isn't here? You know what I mean? You're going to start to get questions. You'll start to get support questions. As those come in, document them because what's going to happen is very, very slowly, sometimes slowly or suddenly, whatever it is, but clearly, there will be this area that starts to rise up and you'll be like, "Oh, my gosh. You know what, I wish that I was selling something like that," right, and you'll go over ... What's happening is the market is showing you which product to create next. Does that make sense? If you are able to go through and massage out a $1,000 to $2,000 product offer and actually get it converting, get it selling, you've already laid so much groundwork for a smaller low ticket front end product funnels in the future. It's just the way it works. Because all of a sudden, what's going to happen is you're going to turn around and people are going to say, "Oh, my gosh, I wish I had X, Y and Z." What are they doing? They're telling you what they want and then all you do is you go create it. Why did Russell go make something like Funnel Scripts? Because people asked for it. He didn't start with Funnel Scripts, right. He made Click Funnels. He figured out his $1,000 webinar. He figured out how to sell something for $1,000 that sold Click Funnels, that got continuity going, right. That was the hard part. Once he got this hard part down, then he can turn around and he starts going, "What are all these [funnel 00:19:47] things? You know what? Let's build this thing called Funnel Immersion, Funnel Scripts. You know what? How about Funnel Graffiti." It's all these things related to the core offer, right, that eventually ascend somebody up into the Click Funnels level. It's the exact same thing that I'm trying to tell you to do. It's the exact same thing I was trying to tell my dad to do. Don't worry about small ticket stuff at first. That would be my advice. Now, other people would tell you different, that's totally fine, but my advice, do not start with something small. Start with something at least $1,000. There was a lot of people on the call who were like, "A thousand dollars? You really think people are going to give me $1,000?" I can hear your questions right now as I'm saying that. The answer is it depends on if you charge $1,000. What's easier to do is simply just put down the price point, 997 and then figure out how you can justify that price point. What is an offer that is so ridiculously cool that someone would give you $1,000 for it? Does that make sense? Instead of thinking, "Oh, no one will ever do that," and killing yourself the other way around. Start with $1,000 product. What's funny is at one of the last events ... Actually, I'm sorry, not one of the last, the last Funnel Hacking Live Event, beforehand ... I think it's okay if I tell you this. Beforehand, Russell was trying to figure out something he could sell at the Funnel Hacking Live Event. What's fun for me is to sit back and watch ... You know when you're so good at something, you don't realize you're that good at it? I think that happens a lot for Russell and it's understandable why it would because he's been doing it for so long. It's fun with my fresh eyes to sit back on the side and be like, "Oh, my gosh, what a cool process you're going through." You know what I mean? Anyways, he's preparing for the event. He's putting together different presentations and he's about to put together a presentation and here's how he starts it. "Gosh, I just wish I had something I could see for like $3,500." That's how he started it. Guess what came from that? The Fill Your Funnel Program. It's okay to start with the dollar amount. I know it must feel like I'm all over the place right now, but the only reason I'm hitting this really hard is because there's been several people who reach out saying, "Where do is start, Stephen, where do I start," right? I've had tons of people come ... I don't know why, but definitely in the last month, there's been a lot of people that ask that, "Where do I start?" What I would tell you to do is to start by figuring out how you can charge $1,000 for something, turn it into a webinar or an invisible funnel or black box funnel. Then what I would do is I would move to high, high ticket, right, because there's going to be a percentage of the people that buy my dad's $1,000 product who want more one-on-one coaching, right. I would not put yourself in the fulfillment or inside of the offer of the $1,000 product. Rather make them pay you more to work with you more. Does that make sense? I would start with this $1,000 product in the middle and then I would go put you into this implementation and coaching area where it's done-for-you services, but it's more high ticket, like 5, maybe 10% of the people who buy your $1,000 product are going to be interested in that kind of thing. That's great. You're only going to sell one or two of them to really make a huge difference. You know what I mean? A really easy way to do that. You guys see what I'm saying? Should I trial close you? Are you guys getting this? Are you guys seeing this could work for your business? What would your spouse say when this actually works for you? Can you imagine what it's going to be like when you walk out and you've made that kind of money? You imagine when it's automated? Should I keep trial closing you guys? That's true though. Does that make sense? Then what happens is then we go out and we start going on tripwire funnels and we start going for breakeven funnels and we start to ... When you do it the other way around, you're totally guessing. It's so much harder to make a tripwire funnel breakeven if you do it the other way around. Instead, do it the other way where you start at the top or in the middle, right, and make the tripwire funnel last or last-ish. People will tell you what they want so then just go make that and the chance of success is so much greater. It is so much less risky to do it that way. It's pretty funny when I sat back and realized what was going on with that and that's the way we do it that it just blew me away because I remember the first funnel that I built, it was low ticket continuity. That's the hardest category I can even think of to sell ever. Continuity stuff in the front, that's wicked hard. That was crazy. It's more challenging as a category usually to sell continuity, especially low ticket, anyway, upfront. Anyway, so it just reminded me of all these different funnels that I put together and I think part of the reason why they would fail and stuff like that. What's funny is I have really low ticket free plus shipping funnels right now. I have also ... You know what's funny? It is just as much work for me to sell the mid-range stuff than it is for me to sell the low ticket stuff. The support tickets that come in are almost the exact same. It's so funny. When I actually go out and start selling $1,000 stuff, it's easier for me to do that than it is the lower ticket thing. For whatever reason, it brings in a higher level customer. It brings in somebody who's in a different position in their life, someone who I want to work with. Anyways, I don't know how to sell you on this. When I was thinking about my dad's webinar, when I was thinking about all the stuff going on, and those of you who are trying to make this business succeed, I'm not trying to tell you to abandon everything if you already have a funnel, a tripwire funnel on the front end. What I am trying to tell you to do is charge more money, just charge more money. Then what you do is have some person in the back end after someone buys your mid range product, your $1,000, $2,000 product, have somebody calling them up in the back end saying, "Hey, you want to work with Grant Larsen for 15,000 or whatever? He'll give you one-on-one coaching for six months," or something like that. You know what I mean? You only close two of those a month, that is seriously massive revenue boosters right there. Anyway, guys, I hope that what I'm trying to say is coming across clearly because the type of question that I've been getting recently, which by the way, I've been loving the questions. I hope you like the mass Q&A sessions I just did, the last two podcast episodes. Those were a lot of fun. As a by product of that, people have been asking more and more questions. It's been a whole lot of fun. Really, really enjoy that. Usually, the type of question is like, "Hey, where do I start?" I'm trying to tell you please for the love, from a guy who did it for years at the low ticket price thinking that he was serving better or thinking that he was making it more affordable, but in reality causing a harder headache and I actually had to sell it harder sometimes. It's not fun. I'm telling you, please start with something that's at least $1,000... I'm saying that over and over and over again because it doesn't take many of them to really change your life. It does not take many of them to have seed cash for your next ad campaign. It doesn't take many of them to really start figuring out also what people want in the next tripwire funnel. Start with something high ticket. It's so funny. There was a few people I was coaching this last week and they're like ... I kept telling them $1,000 price point, they're like, "Awesome. I'm selling for 497." I said, "Why? I keep telling you," and it came down to it ... Now if you have a legitimate reason like sometimes there's a legitimate reason and that's fine, but most of the time, there isn't one. You literally are just afraid to charge more money and I'm begging you not to do that... I'm begging you to get out and actually say, "You know what, I'm going to charge $1,000. I'm going to figure out how I can charge $1,000. I'm going to figure out how to sell at that price point," and when that becomes your focus, oh, man, it's so rewarding when $1,000 comes in. It's like, "Whoa." Just emotionally, it's so nice. Holy crap. How many of those does it take to actually cover the mortgage or rent? Not many. You know what I mean? I guess it depends where you live, but still even then, not many. That could fit a really wide range of households, but I guess it's on my mind because we're in a house now. Anyways, guys, hopefully that helps. Super excited for this week and what's going on here and I appreciate you all like crazy. Just gosh, I just love our community. It's so, so, so fun. I remember I was posting different pictures, what we were doing and things like that and just the engagement, I just really, really enjoyed it and I really appreciate all you guys are doing. Anyways, keep at it. Funnel on, my friends and I will see you at the next one. 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.

Yeah... I'm a 7-year overnight success story:) Avoiding pain would've taken me longer to get where I am now... Hey hey, how you guys doing? 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, so four years ago I was at basic training. It was winter time, which is a terrible time to go, and it was probably the second day. I mean, you know the quintessential Hollywood scene where the drill Sargent comes on the bus and he yells at you and has everyone get out, right? I mean, that totally happened. We got on, they're screaming at us, you get on the ground, you're just doing endless pushups forever, you're sprinting back and forth in the dirt there, you're laying around all over the place, they're making you roll. I mean, they're doing everything they can to dehumanize you, right, and make you realize that you are now a number, you know? It was interesting, you know, to go through that experience and to feel that, and to actually feel the shift inside of me, and that was really interesting. But probably, honestly, the second or third day, you're scared out of your mind ... anyway. And they say, "All right, go grab your stuff," obviously with much different tone than that, but basically they start marching us over to ... which is more like a run, you know, you're basically running everywhere ... but they start getting us over to the spot and hand us all a gas mask, you know? And this thing looks like it's straight out of Call of Duty, you know what I mean, if you've ever played that game, or like the movies or whatever. It's got the big knobs on the side, it's got the big, you know, the big circular glasses. I start getting fluttered, you know. We all do. We're about to go inside of a gas chamber, and it's no joke. So, what we start doing, we start practicing basically how to put the mask on, right? One side you inhale really hard and it seals it around your face, the other side you blow out really hard and it ... you know what I mean? And it clears out any gas that might have been left in there while you're putting the mask on. We're standing outside of the gas chamber, we're in the middle of the forest and there's this gas chamber that's sitting there. It's really, really, really interesting experience. They told us, "By the way guys, if you shaved today," which you're supposed to all time, "If you shaved today, just letting you know, it's going to burn your face, because it's going to get inside your pores really bad." And I was like, "Oh, all right. Sounds good. Crap." So, we're helping each other, we're putting the stuff on, and putting these masks on and stuff like that, and then all the sudden they're like, "Okay," you know, "Next group," or whatever, and we're all going in as these groups. It's funny, because when you heard these guys go in as groups all you could hear in the ... like, as they started running in was just this ... I mean, like this coughing, a little screaming, you know? It was like you're going into a haunted house but it was real, you know? Anyway, it was our turn, so we put these gas masks on outside and we start running inside of the gas chamber. You had to keep your head down and put one hand on the shoulder in front of you and just start running, following the guy in front of you. I don't totally know why they had us do that, it might of just been part of the whole experience of sit down, shut up, and don't think at all, you know what I mean? Anyway, but we get inside there and it was like ... I don't know if they purposely made the light like a misty green color, I mean, there's green ... it was green everywhere. The air was green, everything was green. And they take us and they shove us up against the wall, and they're like, "Okay, turn it on," and immediately I could tell that the gas was burning around the lining where the masks end and my face began to be exposed. I just immediately could feel it, it was really, really weird. It's very interesting sensation. I could tell that it was trying to get around on my face, and you know, mentally you have to start ... you know, you kind of self talk a little bit, you're like, "All right, you know, you got this. Totally fine," you know? I was excited but nervous. I love that stuff, but it's also scary. It like scary stuff that puts me on the edge like that. It's really ... Oh man, you feel so alive, it's really interesting. Very interesting sensation. I've had many experiences like that in my life... Anyway, what they started doing is they started going person by person and they would go, "Raise your mask up, say the last four numbers of your social security," you know, which means scream it, "Scream the last four numbers of your social security, and your full name, and your birth date. And then what you're going to do is whatever air is left inside your lungs, hold it, put the mask back on. You're going to clear the mask with whatever air is left in your lungs, and then you'll reseal it. And you'll know really fast whether or not you actually did it right." And you're like, "What the ... okay, all right." Now, this is just CS gas, but it was pretty high doses, you know what I mean? This is not normal stuff, you end up ... Anyway, I'll go into that in a second. It was pretty interesting, though, because ... So, we cleared the mask, you know, and these guys and a few of the girls just start freaking out, like someone's trying to attack them kind of thing. They were jumping all over the place, the drill Sargent's shoving them back crazy hard up against the wall again, like, you know, "Shut up, get back there," you know? And they get to me and I was like, "Man, like, what the heck is this crap? What did I do?" And I took the mask and I yell, "Larsen," last four of my social, you know, "April 22nd, 1988," and I start yelling all these things, I put it back on my face, and I clear the mask, and I reseal it, and I could tell I didn't totally reseal it correctly on the left side of my cheek, but I was trying to make it that way so it wouldn't get back in. I could tell instantly just the ... it was like insta lung burn, just ... like burn the lungs really bad, and you're like, "Holy crap." They go through person by person and then what happened was they pull us over to the side and they said, "All right everyone, you're going to take off the mask completely and we're going to do PT inside of the gas chamber." Meaning we're going to start doing pushups and sit ups, and we're going to start jumping jacks and whatever. Whatever it was, the point was to get the heart rate up, make us breathe really hard, and just start ingesting tons of it. And we're like, "Oh my gosh," so we just start doing it, and I take off the mask and my eyes start burning and watering like crazy, right? Guys start breathing it in, we all start breathing it in, and what happens with that kind of gas is that it comes inside of you and it's actually, on a molecular level, your DNA's allergic to that type of gas. So what happens is, it's one of the chromosomes, and so what happens is you just start ... It's not like a nerve agent at all, it's not that kind of gas, they wouldn't put us in that kind of situation. But that's what the training was for, to practice for those kind of contingencies and things like that. So, the gas, though ... there's a point to this whole story, by the way, I'm just telling you ... the gas, though, it makes everything in your face defecate, okay? Anything on your skin that's exposed to it just burns like crazy. So, they finally are like, "Okay, get out of here. Run out, run out." And people are throwing up, you know, and it's like ... I can't even describe the scene, it was so crazy. Now, why'd I tell you that story, all right, and ... Well, let me jump into something else, okay? All right, seven years ago I started a lawn business, okay? That did okay, but I went into stocks and options after that and I totally failed in that, I wasn't that good at it. In real estate I really ... I got into real estate pretty heavily. I would flip contracts in the closing period. So, I'd go get a house under contract and I'd get it under market value, then what I did is I'd go find someone who was looking for a house like that, and in the closing period, before I owed any money, I would flip the contract for like 10 grand more to the next guy, and his money would cover my costs and I'd take the spread, okay? That was pretty ninja, but it was cool, okay? I eventually got into more hardcore real estate things, and we'd take peoples 401ks and they'd buy shares of huge pieces of future real estate. Then my buddy and I, we'd take that 401k money from them and we'd go invest it ... They knew all this, okay? There's tons of legalities with this stuff, it's obviously for the person who's far more intense in investing tolerance, you know? So, obviously it was very different doing it with them for this thing. But we'd take that, and what would happen was we'd take that money and that would be the down payment on a big loan for a three million dollar commercial real estate property, right? And what would happen is those people invested would get shares in that property and the property value. It's super cool. All right, that was pretty intense... Then I got into MLM and I did all right. Then I got into telemarketing, and I was actually a hardcore telemarketer for a little bit. I was one of the team trainers, I was actually ... I competed with one other guy. Sometimes I was number one, sometimes I was number two. Then I got into door to door sales and I'd grow my own teams, and put people together. Then I really got into writing e-books, and e-books, that was really cool. Actually, I never released the last one I did. Or it was actually the first one. But it was so good, holy crap. A lot of the things that I use now is still relevant in that e-book. I should probably pull that out some time. Then I started this business with some other students for a college semester. We made $3,000 a week from a business we made from scratch selling things to other students in campus, that was pretty cool, but was not allowed to last. We had to take that one down, but it was cool. I was the CEO of that one, that's fun. Then I started making landing pages for other businesses, because I realized that, during the student run thing, if I had actually started to drive traffic online I would of had more success. However, that's really how I started getting into more hardcore ... I mean, I had built sites with WordPress for other clients before, but that really is what started getting me into actually building ... I didn't know what was called funnels, and sales funnels. All right, and then I got into traffic generation, and we had an investor who wanted to come put a whole bunch of money at us, because we had this awesome idea, and we had 15 businesses on a waiting list. We were doing with all these other companies and it was working, it was really, really cool. But I was talking to the owners of Vivint, MLMs, was one of the client ... I had an insurance company I was doing it with. Then I started doing ... That's really around the time I started learning what Dot Com Secrets was, and I got into the launch method and ask campaigns like crazy. I went and I built a insurance for phones after that, and we had customers, but, you know, we didn't really scale the thing. Then I went and I built an actual MLM product, which is the one that still makes me the most money today. Then I went and I built a funnel for these guys over in Florida. That was a big, long project, but that's the one that I knew that I knew what I was doing after that funnel. Because we made them a good chunk of money in a short amount of time using launch and ask methods on the click funnels platform, which is really cool. Then I went into ... I build a charity funnel. It was really cool, we raised seven grand for wounded soldier's families to be able to fly out to wherever the hospital the solider was being kept at. It was really, really cool. I ran, it was a two page funnel using click funnels, in the middle of college. We put together a five k mud run, and it was awesome, and we had the news there. We had several interviews, it was really, really fun, actually. That was really cool. Then I was about to go work back for that company in Florida, and then got scooped up by Russell. We've built 170 funnels by now, including my own, Sales Funnel Broker and Sales Funnel Radio. Anyway, that's only seven years of my life, guys. I've been doing it way before that, too. Any why do I ... okay, I got from as chambers to all these other things, and the whole point is holy crap, there are some people who've been reaching out. Okay, I can't name names, because ... you know. This just happened, okay? This guy came out and he was ticked, and he was like ... and he was swearing like crazy, and he's like, "I'm never going to make any effing money. I went and ... " He's like, "My laptop died. This sucks, and I'm not going ... " You could just tell the whole tone of this big rant post. He was replying to a post of one of my last podcasts, I think it as a couple of them ago. And I was like, "Dude, you're not going to make any freaking money unless you change your dang mentality. Like, stop, stop. You've got to take a breath, okay?... Stand up, go to a 30,000 foot view, see what it is you're doing, okay?" The point is to turn into the pain, okay? I made this lawn business, I didn't ... it didn't work. I'm not still doing it, but I learned about management, you know? The stocks and options, I'm not still doing it, but I learned how to get technical and strategies for making money. It was super crazy cool. In real estate I learned about contracts and legalities, and I learned how to not get sued, and I learn how to ... you know what I mean? There was a lot of great things that came from that although I'm not still doing it, you know? When I was doing the hardcore big real estate strategy, you know, with the 401ks, I learned that there were secrets of each industry that are not spoken about, and if you can find somebody who knows those things, you're going to be more successful. I was doing it with a mentor in real estate, I wasn't just taking peoples 401k. I got to say that and be careful and make sure I clarify that with you guys, like, I was not ... It was all legal, we were totally covered, everyone knew what was going on, there was nothing crazy going on. But I learned that there were things going on, and I you just get someone who's taking you under his wing, like, shoot, man. Like, that's goof stuff, you know? You will move so much faster. I started building sites for others, that's where I learned what funnels were, although I didn't know that's what I was doing... When I was doing door to door I learned how to grow teams, I learned how to keep teams motivated. When I was doing telemarketing I learned how to talk. That really played in the door to door stuff. I learned how to write when I did all those e-books. I freelanced out this e-book, actually there's a couple of them, and I didn't like what she wrote, so I rewrote the whole thing two times because I didn't like it. I deleted and start over. Kind of like what Russell did with the Expert Secrets book, I kind of laughed when I saw that... Then we made that business making three gran a week? Man, I learned how to create offers in that business, that's really where I learned how to make offers, all right? Now, remember, this is all the time, I was in college during all this time. All of it. And I was in a business marketing degree. I don't know what I really learned in that degree. This is all stuff I was doing in the middle of college because I realized that I was not going to get cutting edge material, and I was not going to be cutting edge when I graduated if I stayed on that track, right? Then I started building landing paged for business. You know, all that really did for me is it taught me how to get an opt in, it taught me how to work with other companies, it taught me how to ... We had 15 business on a waiting list, they were begging for us. I mean, these strategies that I had been learning, they were, again, they were not like mainstream things you can read in a book, right? There's some things you can not learn from a ... you've got to be in the weeds doing it, right? With the insurance one that I built I learned how to work with a partner. Most of that stuff was solo beforehand. With my secret MLM hacks I learned about course creation. That was my first info product, and it's still doing really well, but it was ... That was really where I learned how to funnel hack itself, all right? The water company, that was a big win, the charity one, that one helped me realize, okay, I got this, you know? Not that I'm going to win every time, but I get it. I see how to actually make money, I'm turning thousands of dollars now and that's awesome, right? Then obviously with Russell, I mean, I've built so many funnels there, I don't even know how many it truly is. I just guess 170, because a singe project can be 15 of them, right? And that's, I've been there over a year now. That's the point though, okay? It's to turn in to the pain. A lot of times what happens is we will skirt along, right, and that's why I brought up the gas chamber story, to be honest. Because what was happening is I was sitting outside ... You guys remember my story of me laying in the water and I was so ... it was like 35 degrees and we start shaking because the body's trying to stay warm, but eventually the blood sucks back into your organs to keep it warm, so you stop shaking and it gets kind of freaky and your lips go blue, and you get little bit of hypothermia and things like that. You remember that story, I told that story? And remember, I had that mentality shift like, "Okay, like, I got this. It sucks right now, but it's going to be an amazing story later on." So I changed my mentality and I was like, "All right, we got this." I did the same thing with this gas chambers. I was watching other guys coming out the other side just barfing like crazy right before we went in. They throw up all over the place, their nose be running uncontrollably, their eyes are blood, blood, bloodshot red, I mean, it looked like a horror movie. You know, their skin's burning, they come out, they're not trying to breath, I mean, it was really ... like, that's kind of freaky, you know, to watch that. I was like, "All right, I got this. I'm going to turn in to the pain," right? Turn in to the pain. Pleasure's always closer on the other side if you turn in to the pain. Pleasure doesn't come very quickly if you don't turn in to the pain, it gets prolonged. It gets prolonged. You won't know what it's like to go do all these things if you just keep skirting it. I remember this time I went and I did a business ... I did a presentation of the city of ... It was a city competition for entrepreneurship and my buddy and I went in and we put our insurance business in it, and we didn't know what we were doing. There's all these guys making tons of money, making millions, and we just ... I started presenting. I was presenting on stage like crazy, pitching our business. I won the business competition in my college, they sent me to another one to compete. I did not win. That's okay. I learned how to stage pitch, even way before I got to work with Russell. Way before, all right? That's the whole point of it, is that I know that a lot of you guys have these massive dockets of, "Hey, I tried this, that sucked. Hey, I tried this, that sucked." And it doesn't matter... Funny enough, the lawn business that I did seven years ago, and had ... you know, had all these people I was doing stuff with, had a customer base, thing like that, that actually plays into me building funnels in a weird way. There's more skills than just hey, what color looks good and where should the button go, you know what I mean? So, these things you guys are doing, these guys that are going up and saying, "I'm not going to make any money," that, raise your mentality, all right, get your ... elevate where you are, and what's going to happen is you'll actually start seeing the bigger picture of what's going on. For some of you guys it may not exactly be where you want it to be right now. It may not, and that's okay. That's all right. Take the lesson, learn, move on, do not sit and sulk. If you do that you're not going to move anywhere. "Uh, that didn't work. Uh, that didn't work." I made the mistake of personally doing that with one of the real estate things that I was doing with a buddy, and I sat and I sulked about it. It wasn't fair to myself, it wasn't fair to my wife, wasn't fair to anybody, because things happened and sometimes crap just happens, you know, and you just move on. So take the lesson. I dare you to sit down and write all of the failures you've had... Do it... But then next to it make a column and write down the thing you learned from it, because it is way faster, much more hardcore of a lesson than if you were to go to a class, because doing is completely different than reading. You know what I mean? That's one of the points I've been trying to make with this thing. There's a really good guy, he's one of the first podcasters I ever listened to, his name was Sean Terry. And I learned a lot from that guy, and it's mostly because he's in the real estate world and that's what I had been doing, and I studied that world a lot. A ton. And various reasons, things worked and then a lot of things didn't, you know, and again, that's fine. But he had this really cool analogy, he said some of us want success so badly, which is awesome, but you want it so badly you need to imagine it like this. Imagine that there's this pool, all right, there's a swimming pool, and the pool is sitting there, it's pristine, it's nice, and in the middle of the pool is a bach ball. And the beach ball's sitting in the pool and you are on the side. And you start swimming as hard as you can after this beach ball. You're swimming, you're swimming super hard, hard, hard. You're swimming as fast and hard as you can. You're doing everything you can to et to that beach ball. You're getting at that beach ball like it will either kill you or you have to kill it, all right? This is fight or flight constantly for you, right? And you are swimming as fast as can toward this beach ball. Well what happens? The freaking beach ball goes away from you, right? Ripples get created, things get pushed away from you, and the actual beach ball gets ... it starts pushing away from you. You're pushing so hard that you are pushing the people out. You're pushing the reason you actually do it out. You're pushing the emotions and the feelings of others, you're pushing out other things that are important in your life just to get that beach ball. You will kill yourself to get the beach ball, right? Well then you're missing the point... That was his whole point, too, he kept saying that. He gave that analogy a lot. I realized that there were, probably about half these businesses that I was doing that I just listed off to you guys, just in the last seven years, I mean, so, so, so very similar to that. T here was times I just was killing myself. Sleeping literally a few hours a night, getting up, doing it again. Getting up, doing it again. Getting up. I don't know if you've ever read the book Rework, but they're like, "Oh, no great creativity happens when you do stuff like that." Like, that's stupid, you can't do that. There's an element of hustle, but there's an element of life balance, as well, which is mostly true. I still think you have to be a bit of a monomaniac to actually be successful with some things. You got to be obsessed with what you do, all right? You have to, that's not an option. Anyway, so that was the whole point, though, is ... There's been several people who've been reaching out, especially lately. Like, "I just wish I could do this. I wish I could do what you've done. I wish that it was this way. I wish I did this." It's like, man, stop freaking wishing, just do something. If you just do something you'll start to learn the things that have not been making you successful. Does that make sense? Like, I was not that good at talking with people, I still don't like talking on the phone, I hate it. So, I went and I did telemarketing, okay? I don't like going and trying to pitch someone face to face, and so I purposefully went and did door to door sales. That was on purpose for that reason, okay? I'm not amazing at writing, but I felt I needed to get this message out that I had been learning, like, "Oh my gosh, did you know you don't have to be creative ever until a certain period? The market will tell you everything you need to do?" That's when I started writing that e-book, that was like five years ago. I should probably launch that thing, it's a really good e-book. Anyway, does that makes sense? That's the whole point I'm saying. The point of this is not ... You are not supposed to avoid pain. You're not. But so much of society tells you, like, "If it hurts don't do it." That's bull crap, all right? I wouldn't go to the gym if that was the case, all right? That's so true, anyway. There was this time where, oh man, it as so hard. It was harder than when I went to basic. I know ROTC sometimes kind of gets made fun of, but it's super awesome. These guys, what they would have us do is they'd have us ... We'd run a mile in six minutes, which is fast, it's not crazy fast. So, we'd run a mile in six minutes and then we'd have a four minute break, and then we'd run another mile in six minutes, and four minute break. Mile in six minutes, four minute break. Mile in six minutes, four minute break. And we would do that for an hour. You're just, you're completely spent after something like that, right? And then we'd do these things called 60 120s, meaning we would do dead sprint as hard as you can like a bear was chasing you. You'd dead sprint for 60 seconds as hard as you could, and then 120 seconds of walking, and then 60 seconds of dead hardcore sprint. We'd do that usually for about 20 to 45 minutes. It sucks, you know, and we'd always try and make the new guys barf. Like, totally, you know? But there's this mentality that I gained from that where it's just like, "Man, make it hard, coach." And I've told that to Russell several times, which by the way, I know he listens to these now. How's it going, man? But that's the point of it, like, make it hard, coach. The reason why is, not that I'm a pain loving freak, it's because if I turn in to the pain I learn things that I would not have otherwise learned. You can not learn some of this stuff in a book. Anyway, that's the challenge. Guys, this is the challenge I have for you for this podcast. You've got to sit down and write out all the things that you think you failed at. Make a huge list, all right? That was just a very brief list I made right before this podcast, about 10 minutes before just brainstorming. And then right next to it a column of all the lessons I learned from it that I would not have learned otherwise. I don't think I would have learned them in the way I learned them, all right, with the power I learned them. "Steven, how come you sit next to Russell? How came you lead Funnel Builder? How come you do these things? How come you're able to be successful at these XYZ?" Because, well I've made like ... that's freaking like 15 attempts in the last seven years. They were honest attempts I was trying to have a cool product or service out there where people gave me money for it. Every time, okay? And now it's finally hitting. I have worked my butt off for it, that's why. I turned in to the pain. Make it hard, coach. Make it hard, make it challenging, make it rough, all right? That's where the best lessons come in. Anyway, it does not come from a point of comfort... Anyway, guys, sorry for the rant. I know that's 25 minutes long, but that's the whole point of this whole thing. Gas chambers, all right? Run in. Don't run into an actual gas chamber, okay? Anyway, guys. Super stoked about the ... I've really enjoyed this one, to be honest. It's been on my mind a lot. Sorry it was a little bit of a rant, I haven't done a reallygood rant lately, so I thought I'd hit quota there. 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 prebuilt sales funnel today.

Click above to listen in iTunes... Trust Comes In 2 Forms. One Builds And The Other Kills... 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, Steven Larsen. Ho-ho, isn't that cool? Hey, big shout out to Robert Phillips, he is a listener to this podcast. He reached out to me and he said, "Hey, I am known as the rock and roll speaker. He stands up and he speaks and he's totally awesome. He's like, "What's one of your favorite songs, I'm going to go learn that on guitar and give it to you." I was like, "Okay cool." I'm a huge fan of Foo Fighters and Audio Slave, and Muse, and so I gave him an Audio Slave so one of my favorites. Anyway, I thought I'd give it to you. I actually super, super enjoy stage. Anyway, when I saw what he did I was like, "Dude, I'm going to put that as a podcast intro man, that's so cool, I appreciate that, that's so cool." I play drums and I play piano and I sing a lot and, but I didn't ever play many strings instruments. Play the ukulele right now, that's about it, that's because my little three year old does it so ... Big shout out to Robert Phillips, the rock and roll speaker, you're the man. He just came out with a book, it's actually pretty awesome. Anyway, speaking of stage I'm super excited you guys because I'm trying to figure out, there's two things I wanted to tell you. Oh my gosh, I'm so excited. I am speaking on two people's stages and I am really, really pumped about it. The first one I'm speaking at is called Ad Comm and it's Dan Henry's event. I don't know how many hundreds are going to be there but it's a lot now and I'm excited about it, it's going to be great. It's like two weeks out from now. He reached out about two months ago. He said, "Hey, if I actually did this would you, I'd love you to come speak." I said, "Sure, it'd be awesome." He is having me speak I believe on eCommerce. I need to actually finish writing the actual presentation itself and I think he wants me to do two presentations so I might need to ... Anyway, it's time for me to dive in. You guys know me, I don't like to start something until it's getting a little bit close so it's fresh in my brain. I actually do it on purpose despite others thinking it's procrastination, it's actually not. Anyway, so I'm really excited about that though. I get to go speak on his stage and it's going to be awesome. Then the second one is, it's actually even bigger. That one will be on ... Let's see, the first one is April 22nd which is my birthday, I'm very excited, turning 29. Earth Day. It's both Earth Day and my earth day, it's going to be awesome. That's April 22nd and it's going to be in Orlando, Florida. I'd love to know if you're going to be, if anyone listening that's actually going to be at that. I'd love to meet you in person, it'd be great. Then the second one, right after I got that speaking gig, I got the second one over in Vegas and I think it's at the Bellagio but I can't remember, or the Paris, I can't remember. Anyway, but it's LCT, it's Local Client Takeover. These guys have a gigantic following and I think they're planning on over 500, less than 1,000, somewhere in that range, people to come. I am so, so excited to do that. They were going to pair me up with Frank Kern's Funnel Builder and we were going to go back-to-back on stage and teach some cool ways to get local clients. I was like, "Sweet man, I'd love to do that." It's been kind of fun to do all this stuff. I had one with Russell, because it's given me really intense depth on so many areas of business... I've built funnels from anything to supplements to toilet paper, it's nuts how much ... I mean, Sales Funnels has to do with anything, you guys know that. I'm really, really pumped about that so the second one, like I said, will be I think it's the first weekend in May. That one'll be yeah, local client takeover, talking specifically on ... I only have like an hour on that one, I don't have a full 90 minute presentation which kind of stinks but there's a lot of speakers at this one, it's going to be awesome. Anthony Crawley, got ... I mean, it's a lot of big speakers. I'm super honored to be doing that and it's awesome. If you guys want me to speak on your stage let me know. I'm just kidding, kind of. I actually really love it and it's just a ton of fun to do that. I love movies and movies are great and it's fun because of special effects and you can see someone's face. You can get up close and personal. There's music, then it's really intense sometimes and you can kind of delve into motion harder but I have a really strong appreciation for stage because there's no second take. It's all, it's very raw, it's very authentic. Anyway, very, very excited though to go do that and show some of the things that I know have been working that we've been doing. Yeah, it's been a lot of fun. I told Russell and he was like, "What's up, that's awesome man." I've spoken on stages a couple times now and, I spoke at that Dekko one, that was really fun. It was like 2,000 kids there, high school kids and I taught them how to automate their fund raising. It's so funny because there's all these MBAs who were their advisers who didn't want them to pull off what I was teaching them because they're like, "Oh, we'll have them learn real stuff." It's like, "Okay, well I guarantee that your MBAs are not making you much money. How about we compare money?" Not like a cocky way but let's just actually see what's actually come of your MBA? I'm not going against MBAs just so you guys know, I've actually really considered going and getting one. It's just when people hide behind it like that is what creates the money I'm like, "Okay, you are so off the ball it makes me want to throw up." Anyway, really interesting. I was thinking about, I was like, "Hey, I'm super stoked, going to go do the stage presentations here soon." It's doing the time we've been moving and there's all this stuff going on with Russell launching his book. I'm running what we're calling the FHAT Event for Hack-a-thon and Secrets Master Class and all these other projects, it's been a lot of fun, it's been cool but it's just been really intense. I ran into a guy recently and he was, here's a little long here and I'll probably end with this, this is a shorter podcast. His whole job, he gets hired by companies and hospitals a lot actually too which is cool. His whole job, he goes into places and he teaches them a lot of organizational effectiveness. It's super cool, and he was teaching me about trust. He was teaching me and it's so cool because while he was saying it I was like, "Oh, I've totally seen what you're telling me right now." Anyway, so I knew what he was saying was true and real, it was really awesome. He said, "There's really two kinds of trust. One is a predictive kind of trust." For example, Russell sends me to go to, I went to ASW in Vegas. We went and we were, it was a small group of us we went and we were presenting on Click Funnels to a bunch of affiliate people, people who their only job is they are affiliates for other people and they make a good living like that which is really cool. He trusts me, he trusts me to go on and do a good job there... That's a kind of trust... I trust you to go forward and to say the right thing and not be an idiot, and not make Click Funnels look dumb. That's a predictive, futuristic based type of trust and that's the first kind. Everybody thinks that that is actually the most important kind of trust but the they're wrong, it's not. What is more important and what is more foundational to any kind of organization is a trust called vulnerability trust. Vulnerability trust is, for example let's say I'm going through some sales funnels for Russell or for somebody else and I'm looking in there and I'm saying, "Oh my gosh. I see that what we are doing here is wrong." I have so much ... Russell has so much faith in me to come to him and show that. There's an environment in the business space that allows for me to go up to him and say, "I think what we're doing is wrong," which I've done before and he's done before on my stuff and I've done on his stuff. Which is cool, we have that kind of trust, it's a vulnerability trust. It's the ability to be completely vulnerable with another human being, is very hard to get, very hard to get because people don't want to be vulnerable. They want stature and they want status... They want to be, all to be important and, "Oh you should when you hear my name go oh, it's going to be Steve Larsen, oh." People want that. What's funny is the more you crave that the less you get it. You gain status by not seeking it, by the way, that's the best way to do it. I've had some cool talks about that with others, especially Russell. Anyway, I thought it was really, really powerful and I was thinking how cool it is that these people who are saying, "Hey, would you come speak on our stage?" It is a ... What the people who have asked me to come speak on their stages are doing is they are giving, it's a predictive style trust but the people who attend are counting me being the vulnerable kind of trust. They trust that I'm going to come and be vulnerable and be real with them, actually show the raw stuff, how it actually works. Little tricks to increase conversion, little things that we'll do ... Great ways to create continuity and things that ... There's this certain kind of trust, especially in teaching environments where you expect the teacher to be vulnerable and show that stuff. As a teacher if you're ever in a room of people who are not willing to be vulnerable and try the things you're teaching it sucks because they're not willing to do anything you're saying and you feel no progress. Anyways, those are two kinds of trust and I was thinking about that. I was like, "Hey, this is super cool, like yeah. I've been a part of other organizations before working for Click Funnels on other people and this sucks, I did not have the kind of trust with the boss at the time or the entrepreneur who I was working with or whatever it was or whoever I was building for. Where I did not feel the kind of trust where I could go be vulnerable about their own business and say, "Hey look, I understand this is your baby but you're too in love with it and you're going to run it into the ground and here's three reasons why. Here's three places I can see that it's wrong." If you aren't willing to be wrong in your own business about that you're going to kill your business. I'm not even going to sugarcoat that. You will kill your business if you do not allow people to show you faults in it because it's not perfect. You're not perfect so why should your business be? If it's your baby and it came from you it's not going to be perfect, you're not perfect. You know what I mean? That's just the whole point. Take all these things, and I know I talked about duct tape marketing the last podcast but this totally ties into it... Be vulnerable, have the kind of trust in both yourself and others around you and the kind of environment that allows people to come to you and say, "Hey, you know what? Mr. Russell Brunson I know you got a lot of status, you don't seek it but you really boss a lot of people lives. He comes to me and says, "Hey, check it out man. There's a few things, I know you really like this product you've put together and you spent a lot of time on it but I actually think it's wrong. I think this is wrong or the message as a whole is wrong." It's hard to get that environment. I remember I said that once about a sales video we had created. I said it probably a little bit more forward and harsh than I should have. It wasn't harsh it was just ... I probably could have said it softer than I did. I was like, "I don't think this is going to sell. I actually think this is a completely wrong angle and I think that what we've done here is not going to be effective or successful." We were ... We had to try and remember to be in a place of vulnerability. I know the way I said it was probably a little too forward. I'd rather just say what I mean and not sugarcoat stuff. I said it in a way that ... He was a little bit put off by it which is fine. I was like, "Oh dang it, I shouldn't have said it the way I did but I still agree with that." Then he came back and said, "Okay, I get it, I see what you're saying, it makes sense." Cultivating an environment like that is not easy or it will require you to get out of your comfort zone like crazy. In order for you to have a culture of vulnerability, being able to accept things about your business, you too need to be vulnerable. It's not comfortable and it sucks... I've had a lot of ... I know there's things wrong with Sales Funnel Broker, I know there's things wrong with stevejlarsen.com, I know this. Eventually you guys are going to launch stuff, you know I mean?  It may not move forward but you got to have trust and you've got to accept people's feedback. That's where you get the duct tape marketing, you know what I mean? That's where you get all this stuff moving forward. That's how you figure out, "Hey, I suck at this, let me hire out for that," you know what I mean? You got to be able to have that kind of stuff. Anyway, it's just been running through my head. Anyway, super excited to speak on those stages... Guys, please let me know if you're going to be in them, in the audiences, I would love to meet you. I had so much fun meeting so many of you guys at Funnel Acting Live, it was awesome. A lot of you guys asked why I wasn't on that one, I wasn't speaking at that one. Maybe not, maybe next year I can convince that to happen but I don't know, it would be fun. Anyway, guys I will talk to you later. Remember to have trust. Predictive trust is important but it's not the most important one. The organizational, killing version of trust is if you're not vulnerable with each other and can't trust each other to be vulnerable. Anyway, I am excited. I should probably go prep these presentations because I am not ready for them yet. Anyways guys, talk to you later. Bye.  

Click above to listen in iTunes... The "Re-Epiphany" I Had While At Breakfast with Russell Brunson 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. What's going on everyone? I've been trying to be more consistent in these podcasts. There's so many cool things going on right now. I wish I could capture it all and show you things that are going on, so many awesome little masterminds I've had with Russell lately, with lots of people, and it's been really, really fun to just learn and glean from other people. It's just been great. I've really enjoyed it, and it's been fun to, you know, like when you get in flow? You know what I mean? You get in state? Anyway, it's been cool, especially today. It's kind of funny ... So Russell and I have just been burning the midnight oil like crazy for the last couple months here, and it's been really, really fast and that's part of the reason why I can't do any kind of funnel building for anyone else anymore. What we're doing is so fast paced. It's almost out of self preservation... I mean, I really can't handle it that much more, to be honest, and, like I said last episode, we got a house, and I'm super excited about that. It's been a lot of fun to start making those preparations and things like that... But, anyway, it's been cool to ... Over the last few months, we were kind of redoing the front end of ClickFunnels together. I mean, like crazy. It's been a whole lot of fun. Russell had me go through tons and tons of quizzes, and I started noticing these patterns in how people were doing their quizzes. I promise that there's a point to this whole story, okay? Just follow me on this path, all right? Because I had this really cool thought today, and I was like, "Oh my gosh. I've got to podcast that. That was so awesome. I've got to share this." So just bear with me a little bit. This is going to sound crazy and sound random, but I promise there's a point coming to it. It's kind of fun, because we sit down and Russell and I were talking about different cool things we could do for the new front end of ClickFunnels. We wanted people who didn't know what ClickFunnels is, or didn't know what sales funnels are, or didn't know hardly what internet marketing is. We wanted those people, who don't know marketing, who don't know all that stuff, to be able to go to the front page of ClickFunnels and go, "Oh my gosh. Like, that's what this is?" We're trying to close the education gap and make that bridge even smaller so people get it ... Faster, you know, just super cool tool... You guys obviously know I'm a huge advocate of it. Someone asked me if I'm a partner. I said, "No, not yet, but hopefully someday." I want to lead down that path sometime, but anyway ... So we've been talking all this stuff, right? We've had all these different events. I'm helping prepare the FHAT event. That's F-H-A-T, Funnel Hackathon, right, and Russell's, he's put me in charge of that. I've built out and created what's called the secrets master class. It's been really fun, just fast pace, you know? We were talking to somebody, and they're like, "Is it always this crazy?" And I was like, "You know what? It's always really intense, but there's been this extra flavor of intensity since like, you know, October, November timeframe." It just seems like the heat really turned up. I was finishing a whole bunch of funnels for Funnel Hacker TV, which is going to come out soon, and I think we're going to get it here on Netflix soon, too, which is so cool! I'm gonna be on Netflix! Really excited about that... Anyways, that's what the plan is, anyway, and we figured out, we think, how to do it. And you guys will get to see ... I think it's like eight different episodes for that. It's just been really fast. You know, really, really intense. I feel like I'm looking up and going, "Wow! Three months just went by!" You know what I mean? Look up again, "Oh my gosh! That was half of a year!" And I've almost been with ClickFunnels for a full year now, which is super awesome. Anyway, it's been great. But it's kind of interesting, because I was drinking tons of caffeine to keep up with the pace. Russell was too. Just, we were kind of trashing our bodies, to be honest. There were so many reasons why I stopped building funnels on the side for other people... And that was another one of the reasons, is that I was just like, "Man, I'm not taking care of myself very well." It really started affecting me mentally, and I could tell. And Russell could tell it was doing it to him as well, and I was like, "Ugh." So we decided to do a three day juice fast cleanse. And any time Russell has any idea like that, sometimes it's like this little lurch inside me, like, "Oh, crap. This is gonna be awful. Ugh." He wants me to do colonics and stuff. I don't know if I can hack that. I'm like, "Nah, man. And if I was to go do that, I'm not gonna go with you to do that." Anyway, it's been kinda funny. So, we've been on this three day juice fast, and today was the last day. We were gonna do four days, but just so much has been going on. We're such low-energy. You basically drink juice every single day. We got it from this certain place that prepares it for us every day, and I go pick it up on my motorcycle every morning, and I bring it to both of us. We'll have a green drink together and then these wheat grass shots, and every two hours you drink another 16 ounces of a different juice. Like beet juice, to cleanse the liver. You know? It's got ginger in it, and all this other stuff. Other greens, and things like that. Another one's coconut water. Another one's almond milk. Another one's back to wheat grass juice. Back to grapefruit juice, all over the ... Anyways, it's actually a lot. It actually was more work to continue drinking that stuff than I thought so, you know? I had to do over and over and over again. It was fine, like, the first half of the day, and then I got really hungry, obviously. I started feeling it, getting headaches, things like that, about 24 hours in. And that kinda stayed that way, kind of low-energy, for the next 24 hours, but the third day was actually pretty easy for me. But Russell's really feeling it, because he was only sleeping like four hours a night this last little bit here... And he ... I could just tell, he's really struggling. And I was hungry, and today was the last day, and we made it halfway through the day, and he turns over ... We were rebuilding the front end of ClickFunnels, and I was finishing things with funnel hacks ... Anyway, we were updating lots of stuff, lots of products, to get ready for the book launch. And he turns to me, and I can just tell he's dragging, full dark circles under his eyes. And he's like, "Dude. I have got to eat!" And I was like ... Because these juice fasts are like 900 calories a day, and I was like, "Man, I'm not gonna be lifting during this." And he's like, "Dude, you have to! Make it even harder!" And I was like, "No." But he's been up, a lot, and anyway ... So he was like, "What do you want to eat, man? Does breakfast sound good?" I was like, "Sure." And it was the middle of the day. So we went and we had IHOP, and we were with Winter Jones. He helps us do some of our coding and things like that, and design work, things like that, which has been awesome. The three of us just kinda crank all of that along, and we get a lot of stuff done. It's been fun... Full sprint, which, you know, is not out of the norm for us... But, we get in the car, and Russell's driving, we're going down to IHOP ... And I know how to code a little bit, and Winter obviously is a pretty hardcore coder, and I know design, and Winter knows some design. He's very good at that also. And I know funnel stuff ... You know what I mean? And Russell kept saying, "Man, I wish I had those kinds of skills." And I thought, "That's interesting that you say that." And I said, "Well, it's okay. You've got other skill." And he's like, "No, no, no. It's totally fine. I get it. My skill has always revolved around getting other people to do the things that I can't or don't want to do, and that's how I've grown everything so fast. And that's how I move so fast." And I was sitting back, and I don't think he realized what he had said. I mean, he realized, obviously, but the impact that it had on me. I was sitting back there and I was thinking, "How interesting. How interesting that-" And we're both foggy brained, we're both feeling it from the three day juice fast thing. We're trying to cleanse and get out of our caffeine ways, trying to be more healthy and take care of ourselves, things like that. And we're going to have our first meal in a long time ... But my mind was racing... I was like, "That's so interesting, because I've had the same kinds of thoughts before that." I didn't learn how to code in school. I didn't learn how to build stuff in school. I didn't learn, really, sales, very well. I mean, there was a sales class, but it wasn't very good. It was only a couple weeks, too. It was like two or three weeks. How can you ... Sales turns all of the economy in the entire world. How are we not spending more time on this in business marketing degrees? But, anyway ... And everything, I'm self-taught, you know? I've just pushed my own way through. I was sitting there, and I was listening to him, and I thought, "Gosh, that's really interesting." And it reminded me of an experience that I had had. And I think I've shared this with you, but I'm not quite sure if I have or not, so I thought I would. There was this time I was playing ... This is gonna sound so stupid, okay? And I know what my next podcast is gonna be, and this kind of story will make more sense when you hear the next podcast. But we used to go to a gym, like basketball gym, where these two gyms in our church, side by side. But we'd turn over all the tables, and we'd bring in dozens and dozens of tennis balls. We'd split into two teams, and we would play dodge ball with tennis balls. It's slightly stupid, you know? But it was so much fun, because you really didn't want to get hit. I mean, you'd get welts sometimes. And people would get black eyes from getting hit in the face and the eyes. It was intense. You'd go sprinting as fast as you could from table to table, playing dodge ball with tennis balls... I remember that there was this time that ... And you guys are gonna think, "Why would you say something like this on Sales Funnel Broker?" Well, I'm gonna tell you why. Bear with me. It's been nine, ten minutes now. I'm still going full circle. It's been a long circle, but there's a really strong point to this, and I want to make it, because I've had several people ask, "I wish you could do this. I wish you could do this. I'm not good at this part." I was like, "So what?" Anyway, back to the story. So, we're playing dodge ball with tennis balls, and there was probably 20 or 30 of us. I mean, we'd get a big group of people together. It hurt. It was a lot of fun though. These balls just go whizzing by your face, and it was pretty close quarters. But we'd throw as hard as we could at each other on purpose, and it was really fun. But there was this time that we got there ... Because we did this for months and months, every week. There was this time we got together, and everyone was just kinda sitting around and talking and stuff, but I really wanted to play. I was trying to get everybody together to play. And I was like, "Come on guys! Come on! Let's do this together! Here, let's do this! Here, let's do this! Come on! Where's the team? Who's the team captains?" Like, whatever it is, let's split down the middle. Whatever, I just want to play. You know? And I kept walking around, and I felt like nobody was hearing me. It was really frustrating. I didn't understand why. All of the sudden, this guy, who was really tall ... And we're talking like 6'6', 6'7'. Super tall, big big big guy. He turns around, and he goes, "All right! Let's just do this!" It was like he barely said it, and everybody in the huge gym heard it, stood up, and walked over. And I was like, "What on earth just happened?" I was almost mad. So I was like, "I've been trying to get everyone to start for like 15 minutes! Why did this take so long?" And I was like, "Whatever." I kinda just sat back, and I was like, "I'm gonna just watch." I remember, I really like to observe people, and I really like watching them and observing behavior. You know what I mean? I've always been that way. So anyway, I sat back and I watched, and this guy, in like a matter of two minutes, organized the whole thing, and we got going. And I said, "How was this guy able to do it that fast and not me?" I didn't understand it. It was really confusing me. It actually really bothered me... And I realized that there are some talents and skills that people just uniquely have, that I don't. And that's okay. And there were things that I was really good at, and I knew he was not good at. It was true for everybody in the gym there. And I was like, "Huh." I remember immediately thinking ... You guys are gonna laugh at this. But I used to walk around and carry a black notebook with me, and a pen. And any time I'd have a business idea, or any time I would have any kind of what I would think was inspiration, or some kind of thing that could bless me financially, or whatever. I had a notebook, and every time I had one, I would write it down. If it was a stupid idea, if it was a great idea, whatever. I should go find that thing and read you guys some of the ideas, because some of them are pure crap. But that's not the point. The point is, I was just trying to always be in a state of flow. I was trying to constantly come out and say, "Okay. Here's this cool black notebook, and I'm ready to just have ideas. I'm ready to pursue stuff." I was always trying to be in this mental state of productivity, and execution, and, "What can I do next?" And looking for opportunity. I did that for a very long time, almost two years. It was cool. It was almost like it trained my brain, almost, to look for opportunity and see what was good, and see what was bad, and come back to it two weeks later and realize, "Wow, that was a stupid idea. Oh wow, this one might actually have potential." You know, and look at it from fresh eyes or share it with other people. I didn't hide my ideas. I started sharing with other people. I mean, there was all sorts of ... Tons of ideas. Tons of them. I almost got into condiments once. Tons and tons of stuff. A lot of you guys will know, I actually was trying to start a diamond company. We found some cool suppliers for that, and custom ring design jewelry. Really huge stuff... And a lot of it had to do with that notebook, and a lot of it had to do with me realizing that there was all these skills around me. When that happened in the gym, we were playing dodge ball with tennis balls, I realized, "Oh my gosh! That is the secret to everything! I do not have to be the best at everything." It was such a freeing thing to realize, okay? And that's what Russell was saying in the car, while we were going along. He told me. He's like, "I don't have to be the best at everything! I don't have to be the best at this. I don't have to be the best." And that's what I was realizing in the gym. That was like seven years ago that I realized that. I remember the distinct thought. I wrote it in that note book. "I do not have to be good at everything. All I need to be good at is orchestrating others' talents. My job is to be the orchestrator." And that's what I wrote, "I am the orchestrator. I'm the guy standing in front of the band or the choir or whatever. I'm the guy just putting it all together, and that's what I'm gonna be the best in the world at." I'm gonna be the best in the world at funnel building. I gotta be good at sales. You gotta be good at sales, but then that's kind of it. You don't even have to be that good at building funnels! You could have someone else do it. Lots of people in Russell's inner circle don't actually ever use ClickFunnels, ever. They have other people build their stuff for them. The only reason why I wanted to bring this up, and I know it took a while to get there, but hopefully you have this huge "Aha!" with me that I had like seven years ago and revisited today ... Anyway, it just hit me right between the eyes again. If you guys are struggling, and you feel like you are taking forever to actually produce and launch something, my guess is that you think you need to take everything on yourself. You need to stand out, and you feel like you have to be the best in the world at every little thing... Best in the world at putting a picture up, at headlines, at copy, at videos, at video editing, at sound editing, at hooking up the emails, at doing the email automation, right? Putting domains up, getting hosting, DNS records. I mean, there is so much that goes into it, all right? ClickFunnels makes it so freaking easy, way easier than it ever was. But it is still technical, right? And it creates this huge barrier, and lots of people will stand back and go, "Oh my gosh! There's so much to do!" It's like, "Yeah, but you don't have to do it alone!" And then some people will be like, "Well, I want to do it alone so I can keep all the profits." I actually understand that. I get that, but ... Shoot, use freelancer.com! I mean, you guys have seen salesfunnelbroker.com, right? Half the images in there I didn't make. I went to freelancer.com and created a contest, and had people who love doing that, and that's what gets them going. They're the ones that did it for me, right? I built Sales Funnel Broker, but I didn't do all the images. I didn't do all the little pieces here. There's a lot I didn't do. I did make my own podcast intro and outro, because I love that, and I did a lot of sound editing in high school ... Anyway, I'm obsessed with music. I'm super excited to go to concerts this summer. It's gonna be awesome. Anyways, ADD brain coming back to it. But that's the whole thing I wanted to say, is that we were coming off this three day juice fast, and it was awesome, but this crazy huge epiphany came in, again, like, "Oh man!" There's a few projects that I have been wanting to get done, that I kind of have been thinking ... There are some aspects that I do need to do on my own, because I'm trying to build my own brand. I know a lot of you guys are trying to do that for yourself as well, and that's awesome. But just know that you do not need to do it all alone! Like, go find a copy writer. Go find someone who's good at the funnel building if you don't want to do that. Go find someone who's good at the images. Just orchestrate it. You don't have to have all the pieces, or all the positions filled to start. Just start! Just get it done! Just move! Take ridiculous, massive, imperfect action. Anyway, super cool. Sorry, I feel like I'm blabbing now. But I just hope that you guys understand, and I've had it shoved into my head again, I hope you guys understand the incredible power that it is to not be tied to every single task in your business. You will die like that... I am begging you to only be attached to the tasks that bring revenue into the company. If the task does not bring revenue into the company, do not be in charge of it! Okay? I still sit down next to ... I did that today. I still sit down next to Russell and I say, "Dude, give me your hardest stuff! Whatever's giving you the most pressure in your life right now, whatever funnel, whatever project, whatever it is that you are not looking forward to doing, you just throw it right at me." And that's seriously one of the ways I've grown value in ClickFunnels so fast... I haven't even been on there a year yet! But it's because I made that habit, right? So I knew what tasks I could take on, because I was living on the revenue side of business. I've ranted about this before as well, but it's all tied in to that. Whatever you do, be the best at it, but then don't worry about all the other stuff... Hire it out, and try and do things that are only tied to revenue. If you can do that ... And that might mean that you need to go develop a new skill, which is fine. Just make sure you're passionate about it. Anyway, I'm going and going and going. I'm so sorry. But just wanted to point that that out. It was a really cool experience I had, and I feel a lot more energy in my body, which is probably why I'm ranting the way I am. I feel a lot more energy in my body after actually eating food today. I had a big old omelet. Russell had a big omelet too, and we felt life return to us. It was good though. Those juice cleanses are awesome. I'll have to do it again sometime. Anyways, guys, hope you're doing awesome! Super stoked for those of you I'm gonna see soon at the FHAT event. Well, I guess it's not for another six weeks, but it feels like it's coming up fast. Working on the book launch, working on all sorts of stuff. I got another product that I'm personally gonna be launching here, probably ... Well, I mean, we're moving. We're doing a lot of stuff, so it probably won't be for another like six weeks. But, anyways, 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 prebuilt sales funnel today!

Click above to listen in iTunes... Dan went from not being able to pay his power bill, to WELL past $200k in a few short months. But it wasn't overnight. Here's how he did it. I'll personally be buy his product. Click on the link in the blog post to check out his offer… ATTEND DAN's WEBINAR HERE:  and get my WP Theme Free... (email me) Steve Larsen: Hey, everyone. This is Steve Larsen, and you're listening to a very special Sales Funnel Radio. Speaker 2: Welcome to Sales Funnel Radio where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. Now, here's your host, Steve Larsen. Steve Larsen: All right, everyone here, I've got a really unique episode here. This is fascinating stuff. Now, I've interviewed a lot of people in this podcast, and I've gone through, and we've thought we've got some great advice from great people in the past. Today's no different though, but I've really cool spin... I want to introduce you to a guy I've just come to know just in the last couple days, actually, named Dan Henry who is crushing it in the Facebook ad area. He's going to tell you a little more about it, but just killing it. The thing that grabbed my attention right off the bat is I was going through Facebook. I see this thing that says, "From pizza boy to $200,000 in a couple of months." I was like, "What the heck?" You know what I mean? That's always going to grab your attention. There was a striped screenshot, and I was like, "Crap, this is real." I was like, "Who is this kid?" I started going through, and a really fascinating story. With that, I just want to introduce everyone to Dan Henry. Dan, how are you doing, man? Dan Henry: Hey, how's it going? It's super early, but how's it going, Steve? Steve Larsen: It's going good, yes. Just so we know, Dan was like, "I became an entrepreneur so I don't have to get up early in the morning." Dan Henry: Yes, you're darn right. I became an entrepreneur, especially an online entrepreneur, so I can sleep in. That's my whole thing... Steve Larsen: That's awesome. Dan Henry: How are you doing this morning? Steve Larsen: I'm doing awesome. Like you took, Dan, a whole bunch of caffeine, and I am loving it. It's just starting to hit. Hey, I really want to know, and so does everyone else. I asked a few questions to people on the Sales Funnel Broker secret unknown hacks, all different pages. I'm like, "Hey, I'm about to interview this awesome guy. What do you guys want to know?" I got a huge list of questions from people, actually. Dan Henry: Wow. Steve Larsen: I mean number one, people want to know, literally, I think some are like, "How does a pizza boy" ... Tell us about your story. How does a pizza boy go to 200 grand? We'd love to know how it happened. Dan Henry: Well, I'll go through it. 200 grand, it's getting crazy at this point. I did 32 yesterday. I'm at 9,045 so far today. Steve Larsen: Wow, you're passed 200, obviously. Dan Henry: Oh, way passed 200. I've been doing over a hundred thousand a month for the past three months. It's getting wild now. I'll probably do close to 200 just this month. Excuse me. It's getting nuts. Let me see if I can run through this from beginning to end as cleanly and quickly as possible. Basically, back in 2009, I was a pizza boy. I was just your standard douche bag. Steve Larsen: That does not reflect all pizza boys, by the way. Just want to put that disclaimer in there. Dan Henry: It reflects me. I saw these articles and these Business Insider things and all of these stuff about these guys that were making stupid money, you know? Steve Larsen: Yes. Dan Henry: Just 18-year old kids making a million dollars. I was just like, "What is this?" It was this online marketing thing, and I was like, "I got to learn this." I spent two years just going nuts. Going nuts and trying to learn it... Steve Larsen: How were you trying to learn it? Dan Henry: The normal ways: podcast, buying crappy digital marketing products. That whole thing. Steve Larsen: Yes, yes. It's like the gauntlet we all run through, you know what I mean? Dan Henry: Yes. A lot of the early days with the Digital Point Forums and the Warrior Forums and all that. That whole thing. I didn't really try anything until 2011, and when I did, it was a blog. I was doing the whole SEO affiliate marketing blog thing. It was not how to make money. I know everybody starts with how to make money even though they haven't made a dime, which I don't freaking understand. Mine was electronic cigarettes, okay? Steve Larsen: Okay. Dan Henry: I went from $145 my first month in commissions to $30,000 a month my 14th month, so just over a year. I was making 30 grand a month in a year. I was doing really, really well. Life was great. I thought I was on top of the world, and then, the whole SEO crash happened. All that income just went poof, gone. It was just gone... Excuse me... Everything I worked for was just gone in a flash. I had a bunch of money in the bank because I had made that for that long of a time, and so I went, and I bought a night club. I took my skills offline because I was bitter, a little bit, about it. I was like, "Well, I want to start a real business." I started this night club, and I remodeled it. That's when I first started to learn Facebook ads because I had to bring business into my night club. It, in just over a year, I flipped the night club for a $300,000 profit. Now, you would think that that's all grand and well, but unfortunately, due to some really bad investments, me, investing in some software products I was trying to do, not paying taxes for three years like an idiot. I wound up literally broke at the end of it, okay? This was actually last year that I was still broke. Last year, I could not keep my lights on, almost. I had just gotten married to my wife who is a lawyer in Turkey, but does not have her ... she's working on it now to get her law degree here. She had to get a job, and this woman is a lawyer... She had to get a job at a Turkish restaurant to help me pay the electric. It was embarrassing for her, and it was embarrassing for me because I felt responsible that I made her do that. I'm sitting here, trying to keep afloat. I started another blog, and I was making about six grand a month doing that, but it wasn't consistent. I was barely keeping afloat. That was bad. Then, I started. People wanted to know how I made money back then and all these. People had always asked me, "How did you make this money to buy this night club, to do this, to do that?" I thought about coaching, but I didn't really get into it. I started doing Facebook ads more. I started taking on clients, okay? This is when it turned around... I started taking on local clients, real estate, all that stuff. In about a month, I scaled to $10,000 a month in clients, okay? First month. Steve Larsen: You were running ads for them, for their business? Dan Henry: Yes, just running ads for them, okay, and getting them great results. What really launched me was I had this real estate agent. Not real estate agent... Condo development in Texas. I spent $441 in ads. They ended up selling $900,000 worth of condos in a week. Then, I ended up getting interviewed on TV about it... Steve Larsen: I saw your picture all over the place. I was like, "Cool, this guy's been on TV, too." Dan Henry: Yes, yes. I've been on TV a lot. I've been on Business Insider twice. I'm hopefully working on getting on the Steve Harvey Show. We've been going back and forth with the producer for a while. Hopefully, I can get on there. In case Steve is listening, hey. I'm on the list. Steve Larsen: We'll send it straight to him. It says, "Re: Steve, you better ... From one Steve to another." Dan Henry: Yes, so anyway, so things started looking better. I had clients. Then, I started doing a little bit of coaching for Facebook ads, for online marketing. I did try to put out a blogging course, but unfortunately, most bloggers are freaking lazy. They don't take it seriously... They think it's some sort of hobby, not a real business. I got out of that real quick because it weren't the people I wanted to be dealing with. This went on for a few months, and I got back on my feet, and I was making crazy money with clients. Then, people obviously started asking me, "Well, how did you do this? How did you quickly make money with these clients," and all these. They were asking me these stuff. I decided to put out a little group coaching program. It was only seven people. This was where my course started happening... I don't understand this whole, "Let's build a course and sell it." You got to know that your course works. You might know how to do something, but you got to know that you can teach it to somebody. Steve Larsen: Right. It's totally a different skill, for sure. Dan Henry: Right, so I took seven people, and I worked with them personally, more of a group coaching than a course. I tweaked things. I figured out what was helping them and whatnot and what they really got in-tuned with and where their roadblocks were. I changed the material. I launched again to about 15 people. Then, I revised it. I did all these little launches until I had it down. I got three guys right now who were doing nothing, zero dollars. Now, they're making over $10,000 a month. One of them is a doofy 19-yearold kid. The other is a slightly less doofy 22-year old kid. The other one is in his 30's. He's got a family. Steve Larsen: No doof? Dan Henry: No, he's still a doof. Steve Larsen: No, can you just point out, re-quote what you just said. Okay, for the audience, what Dan just said is amazing because we tell people to do this all the time. Someone, the other day, just asked me like, "How do I get started? How do I do this?" I keep saying how to do it, and we keep saying how to do it. Go get results first. It's so much about that. Oh, man. You can't just go jump out, and just start if you like. Dan Henry: Listen, Steve, if nobody's going to listen, they're not... They're just going to be like, "Yes, okay." They're going to nod their head, and they're going to go, and they're drinking their drink, their overpriced latte. They're not going to do what you're telling them to do, okay? That's what's going to happen. 99% of the people listening to this right now are going to not do it. Steve Larsen: Startup Stock Photo Yes. I worked for free for 10 months for one company, just to get them sweet results. When they were making 60 grand every e-mail drop, then, I was like, "Okay, now you guys can start paying me." I took that story, and I went, and I sold it. That's how I got going in this industry... Same thing as you, anyways. Totally awesome, yes. Results first, everybody, before you get paid. Dan Henry: Yes, absolutely. Steve Larsen: All right. Continue, sorry. Dan Henry: Yes, so basically, now I had results. I decided to do an actual launch. I did an actual launch with an e-mail sequence. No webinar, just an e-mail sequence. I made $15,000 that month. That was fine. I was like, "Okay, that's cool," but I was a little disappointed. Then, I started implementing more of Russell's stuff from DotCom Secrets. I digest everybody's stuff... My favorite mixture right now is if you took Russell Brunson and put him in a bath tub with Ryan Lavesque, maybe sprinkled a little Derek Harper on. Not too much, but too much is way too strong, and just grinding them all up. Steve Larsen: All right. That's a great picture. Dan Henry: I got that whole little mixture going on. I started really getting into webinars. I took a webinar that I was working on, and I used the perfect webinar script. Steve Larsen: Okay. It's amazing. Dan Henry: Really, it was the same content. I just used Russell's format which really helps... I put that all together, and I launched. I used all the same strategies I taught with Facebook ads for my launch, obviously because duh, that's ... That month, I ended up doing $104,000. Steve Larsen: Holy cow. Was that just three months ago, you were talking about? Dan Henry: Yes, that was three months ago. Steve Larsen: That's amazing, okay. Dan Henry: Yes. Here's the funny part. I didn't pay for any ads. Steve Larsen: Really? Dan Henry: No. You know why? Because as soon as you opted in for my webinar, I didn't take you to a thank you page. I didn't take you to a, "Hey, here, you registered for the webinar." I took you to an up sell. It's a 37-dollar product... The way I framed it was, "Hey." We'll all just tell you what it was. It was called Pixel Hero. Basically, you sign up for my webinar. What I did was the webinar was just ... It is a super long name. It was called, "How I made $10,000 my first month running Facebook ads for clients, and how you can too, even if you don't have results to show first," okay? Steve Larsen: Sure. Dan Henry: I taught a method. It's funny because it's all revolving around the "Get results first" method, even though it says, "Even if you don't have results first." It's a very interesting method. I do that webinar, and then, on the thank you page, it was called Pixel Hero. I was like, "Hey, does the Facebook Pixel confuse you? If it does, you might want to check this product out because it really enhanced." This is the key. "It will really enhance what you learn on the webinar." I noticed that when I said, "This thing that's only $37 will enhance what you're going to learn on the free webinar," it could have earned at 40%. Steve Larsen: Dude, holy crap. Dan Henry: It can earn at 40%. Steve Larsen: Now, was it even your product? Is it just an affiliate thing that you put in? Dan Henry: No, I don't do that crap. No, it was my product. Steve Larsen: That's awesome. Dan Henry: Yes, I put it together in a night. It was slides and all. It's like Russell's stuff. You get slides and all that stuff that I screen share. One of the bonuses was how to get webinar registrations for under a dollar. That really helped. I hit it from all different ways. I did $9,000 in Pixel Hero sales before I even got on my webinar... Steve Larsen: That's amazing. I mean you literally created a self-liquidating offer for webinars, which is oh, man, that's cool. Dan Henry: Yes, yes. You know what I stole from Russell a little bit? Steve Larsen: Yes. Dan Henry: I saw him do this video once where he had a whiteboard, and he had the price, but he had paper taped up to the wall. Steve Larsen: Dude, go ahead, yes. Dan Henry: Yes, he did the whole thing, and the paper's there. I'm thinking, "Dude, just shut up, and rip off the paper, for crying out loud." I'm thinking, "Wait a minute." Steve Larsen: That's why he does it. Dan Henry: Yes, exactly. I was like, "Well, if I was that emotionally invested to that darn paper getting ripped off ... By the way, the only reason I'm saying darn is because I'm on your podcast. I would be saying all kinds of different things normally... Steve Larsen: I appreciate it. Dan Henry: I did it, and it works well. I ripped it off, and boom. It worked really, really well. Then, I re-targeted people, and I was like, "Hey, this is your last chance, or the price is going up." I would spend $3, and make a $37 sale. I've done probably $40,000 in that offer. Steve Larsen: Just for that front-end offer? Dan Henry: Yes. Steve Larsen: I mean if you can get someone to go through, and they buy a 37-dollar product, the likelihood that someone actually shows up is huge, watches the thing, goes through. Their engagement's high... Dan Henry: Oh, yes. Steve Larsen: Awesome. Dan Henry: It's a tripwire. Steve Larsen: Yes. Dan Henry: Let me just tell you, man. I've seen these things where Russell or anybody, you guys, you're talking about, "Oh, this funnel makes us $100,000 a day. Oh, this funnel makes us $30,000 a day." Steve Larsen: Which is true. Dan Henry: Yes, I know. Oh, I know it's true... When you're watching that, you're like, "Oh, man." Some people probably are like, "That's not even possible." Then, some people are like me. I know it's possible. I know it. I just got to do it. Now that I'm doing it, honestly, it's been a crazy ride for me. I remember looking at ... I don't know if it's still big now, but you know the income reports? Steve Larsen: Yes. Dan Henry: Who is the guy? It was Pat Flynn. Steve Larsen: Pat Flynn, yes. Dan Henry: Yes, and the EOI on Fire, so I started looking at those. I remember, I saw one with Pat Flynn, and it said, "Oh, I made 120 in an income report. 120 grand." I'm thinking to my self, "If I could only make 120 grand in a month, that would be amazing." Now, I'm making it. This week- Steve Larsen: You're matching that. Dan Henry: This week, I have done almost $80,000 this week. Steve Larsen: Yes. You woke up, and there was already almost 10 grand in your bank. Dan Henry: Yes, yes. Steve Larsen: That's amazing, man. Dan Henry: This week. That's on very little ads spent... Now, it's a little bit higher this week because of the whole Black Friday thing, but when I went evergreen, which I'll get into in a minute, now, I'm up to at least five to $7,000 a day solid. Now, it's getting crazy... I've now have had 10, 12,000-dollar days. Yesterday, it was 32,000, but that was cyber Monday. Friday was 16,000. Anyway, I did my live webinar, and then, I did it again a month later. I made about the same amount a month later. Then, when I turned into evergreen, and I used your On The Hour webinar. There's that because I saw the ... What was it? Was it the Certified Partner one that you guys did? Steve Larsen: Yes. Dan Henry: I was like, "That's awesome. I want to do that." I studied it, and I funnel-hacked you, basically. I recreated it, and then, I spent all this time trying to figure out how to do it. Then, you guys end up releasing the code for it the next day. I was so, so angry. I was like, "Ahh." I just deleted everything I did and used your code. I did the On The Hour thing. I've just been hit, hit, man. Now, I've just opened my affiliate program because my webinar converts like great. Like great. Oh, I don't have any coffee or anything. My webinar converts great. I just opened my affiliate program. One of my students made $800 yesterday on it. Everything's coming together, man. It's just amazing that last year, I could barely keep my electric on. Now, this is all happening. Not only that, but I've got student results out of the Yin Yang. I think that's what really sells my stuff. I don't even go into big long copy. I just constantly push. Every e-mail I send out has a new case study from a student. I don't push, really, my results so much. I mean I do, but mostly, my student results. I always do headlines for what these student results are. They're all across the board. I'll push out, like for instance, a web designer spent $100. She landed her first 6,000-dollar client within $100. I got guys running it as an agency where they got chiropractors. They're making 10 grand a month... I got a bunch of those guys, real estate guys doing well. I know you know Jesse Coft. She is killing it. Within two weeks of taking the course, she had a killer webinar going. She made thousands to $10,000 for a masseuse place. There was somebody else. I don't remember, but I just got all these variety of case studies, and I just push them out. What I do is every single time somebody gets a result, I have my assistant, Stephanie, get them on Skype or get them on Hangouts for a five-minute success call. I record it, and I immediately push it out or put it in my sequence. I just put it on my sales page, and I just push, push, push, push, push the results because that is honestly what I think matters. I think if you have results, you don't have to be awesome at sales copy, awesome at e-mail sequences or any of that because at the end of the day, you have the results. You have the results, so all that other crap is just secondary, I think... Steve Larsen: No, it's so true because I did door-to-door sales for two summers, right? How many of those tactics I actually use what I do now? None. What actually sells the stuff that I do and actually sells when I build funnels is I say, "Hey, I'm just built for the next president of Alberta, Canada." You know what I mean? It's helping him in his campaign. "Hey." You can point back to all these different things. It's so much more powerful because now, you sell without actually selling. You know what I mean? You're actually pushing things without actually cramming down their throat. It becomes very much a story-based automatically. It's just so much more powerful than a pitch that's more generic. Hey, I wanted to ask, so I'm actually drawing while you talk your funnel and all the different pieces. Now, so you go from a registration page ... Dan Henry: Do you want me to go through it? You want me to just go through the whole thing real quick? Steve Larsen: That would be awesome. Then, you said some crazy stuff. You've got little, little tiny ism's that you're doing, as far as capturing stories, getting them on Skype. Stuff like that. Those are things that are huge impacts, like you said. Those are not normal for people to be pulling off. I'd love to hear those kinds of things as well. Dan Henry: All right. Hey, I'll go through the whole thing. All right, so on my website, danhenry.org, I have a cheat sheet. It's called Seven Proven Steps to Creating, running and Profiting from Facebook Ads. It's a PDF cheat sheet. Once you go on there, and you opt in, whether it be from a cold ad or Google or whatever, you opt in. You get this cheat sheet... Now, this is where it gets interesting. Once you get the cheat sheet, you get forwarded to a thank you page where I invite you to my free Facebook group called Superhero Entrepreneurs. Now, this is important because I used to try to be super professional. It wasn't working for me. I just blended in with everybody else. When I started being myself, that's when it blew up. I'm basically the Kevin Smith of all my marketing on my extremely juvenile humor. It costs a lot. When I bring them to the thank you page for my group, I'm wearing a bunny hat ears, and I say, "Thanks for joining." I tell them about my group. I say, "Let me invite you into the group," and I say my spam policy. This is how I pre-frame people right away to get used to how I am. I say, "Listen, if you spam in my group, we have a policy. If you spam in my group, I will send you goat balls. My admins will send you pictures of goat balls." Everybody in the group has my permission to PM you with pictures of goat balls. They get used to my crazy incorrect way. Now, listen, seriously, if you go join Superhero Entrepreneurs right now, and you spam, you self-promote, you will get sent tons of goat balls. What happens is we don't even have to ban people. They leave because they get just bombarded with pictures of goat balls, okay? Steve Larsen: What the heck? That's awesome, man. Dan Henry: Yes. Now, people, and here's the funny thing. People enjoy this because I'm making stupid money, but I'm being a total jackass. I'm letting them know that it's possible. You can be your self. I'm the type of guy that would send you a picture of goat balls if you spam my group. That's me. You know what? That's what I'm going to do. Steve Larsen: That's awesome. Dan Henry: I take them to that page. I warm them up to my personality. I get them in my Facebook group, which is key. Then, after that, they get sent a five-day e-mail sequence which is your soap opera sequence, basically. That sequence tells them my story, indoctrinates them and pushes to my On The Hour webinar. It plays every hour. They register for the webinar. They get forwarded to the webinar room when it's time. Now, they get an e-mail that offers Pixel Hero, and they also get re-targeted for Pixel Hero. That helps my ad cost and all that. Steve Larsen: They go right after registration though. There's a interstitial page though where they go to Pixel Hero, right, before confirmation page? Dan Henry: Yes. No, the Pixel Hero only gets offered in the funnel steps when I did it live... When I switched it to evergreen, I just send an e-mail because I didn't want to. What happens if they opt in five minutes before it plays? What are they going to do? Watch the sales video? Then, I mean I guess I could split test it, but it's working, obviously, great right now. Basically, they get forwarded to a page. On this thank you page is just a five-minute video where I teach them how to get easy ROI clients. This warms them up as well. Steve Larsen: This is before the webinar even starts? Dan Henry: Yes. I send them an e-mail with pre-free videos as well. They can just watch it at their leisure. Basically, the e-mail they get right away is, "Hey, here's your" ... I basically funnel-hacked your certification thing. I looked at the e-mail Russell sent, and he was like, "No matter what time you opt in," he says, "It's starting now." I was like, "Oh, that's interesting." I did that. I also said, "By the way, here's three free videos you could watch anytime. I will help supplement the webinar." I do that... Steve Larsen: Those are your indoctrination videos, prior to coming on. Okay. Dan Henry: Yes, I did those videos when I did the live webinar. I might change these stuff a little bit, tweak it. I'm trying to fit what I did live into this evergreen thing because it's a little different. They opt in, and it plays every hour. The webinar plays every hour, so it's a little bit different. Steve Larsen: If you don't mind, how many e-mails are they actually getting then, when they opt in? I mean that could be a concern for some people. They're like, "Oh," but it probably doesn't matter. Dan Henry: Oh, they're fine. They'll live. Steve Larsen: Right, okay. Dan Henry: They get two e-mails as soon as they opt in. The fist e-mail is the whole, "Here's your link to the webinar." Then, the second e-mail is, "Do you have trouble with the Facebook Pixel?" That is a very short e-mail. It's two sentences, and it basically says, "If you have trouble with the Facebook Pixel, just click here." That's it, and it takes them to my OTO page. They also get re-targeted as well for that. It's no big deal if they don't read the e-mail. I do tons of sales with re-targeting... Then, they watch the webinar. They get offered the product, and they have seven days to sign up. They get e-mails, and the e-mail sequence at that point is literally just results, results, results, results, results, results, results. I just go nuts. Then, I re-target people... Oh, this is another interesting thing I should include. When people opt into the cheat sheet, for five days, they get targeted with all my TV interviews, podcasts I've been on. They see. Basically, they opt in- Steve Larsen: Social proof like crazy. Dan Henry: Yes, social proof. Yes. It's like my credibility... I call it my credibility campaign. Then, when they opt into the webinar, now, they're getting re-targeted with just one of nine case studies from my students, okay? I just keep funneling them back to that. If they haven't bought already, by the time day seven hits, they've only got that much time to buy. They've already been hit with the cheat sheet, soap opera sequence, the TV interviews I did, the speeches I've done, all of that. Then, they got hit with the webinar. Then, they got hit with the follow-ups and the case studies. They're getting hit. I'm following them around Facebook with re-targeting on the student results and all of these. Steve Larsen: Wow. Dan Henry: At this point, then, if they don't buy, they get forwarded to a waiting list. I actually find I do a ton of sales from the waiting list. Even though you basically have all this time to sign up, like I just opened for Black Friday and Cyber Monday to everybody on the waiting list, just to people on the waiting list and people on my group. Like I said, I did $16,000 on Friday, and I did $32,000 yesterday... Steve Larsen: It's from a waiting ... I've heard a lot of strategies with that waiting list. They'll go at them. If someone didn't buy on the webinar, you just toss them. I mean do you have them tucked in for waiting list? Dan Henry: You toss them on over to the waiting list. Yes, they have to opt in for it. Steve Larsen: How do you get them to do that? Dan Henry: Once the timer runs out, and the offer expires ... Oh, I use Deadline Funnel, by the way. Steve Larsen: Okay, cool. Dan Henry: Once that times out, no matter where they are, whether it's a sales pitch or whatever, they get forwarded to the, "Hey, sorry. You missed it. Jump on the waiting list," okay? Steve Larsen: Wow. Dan Henry: When every once in a while, I'll find a reason to open it up like Black Friday and Cyber Monday. I sent an e-mail out to that waiting list, and they just buy like crazy. One time, I sent an e-mail, and I was just like, "Listen, I know you missed the course. You know you want to get it. Just freaking do it, okay? Click here." I'd be paid 10 grand. I mean I swear to God. I don't know what it is. People don't read their e-mail or something. I get e-mails all the time... "Please let me in. Please let me in. Please let me in." I'm thinking, "You had seven days, dude. What is taking so" ... It revolves around a key thing here. It's that there's two very important points here. Number one, I could do this funnel completely different. See, everybody gets so ... "Oh, give me your funnel. Give me your funnel. Give me your funnel. Can I have a copy of your funnel?" None of that means anything if what you put in the funnel sucks, okay? Steve Larsen: Yes. It literally is the copy. It's the way you do it that matters, yes. Dan Henry: Right, so when you say you funnel hack someone, yes, you can funnel hack the process, but it's only going to work if whatever you're offering is good. If it sucks, and you don't have results, people aren't going to buy just because they went through a certain amount of funnel steps. I mean that's just ridiculous, because everybody's sick of people being full of crap these days. Everybody's full of crap. 99.9, they make $5 online. Now, they want to go create a course, you know? Steve Larsen: Right, mm-hmm (affirmative). Dan Henry: When I created my course, I did it in stages. I refined it. I redid it. I redid it. I made sure that it worked for people without me, holding their hand. You're going to still have people, like every once in a while, I'll get somebody who's like, "The course is not working for me." I'll be like, "Well, run me through what's going on." They'll run me through it... Steve Larsen: Yes, what are you doing? Dan Henry: Obviously, they're doing it completely different. I'm like, "Why are you doing this? This is not what I said to do." "Well, I just thought." I'm like, "Oh, you thought? You thought nothing. You're not doing it the right way. Do it the right way, and you'll get results." Then, they do it the right way. Then, they get results... Then, they're like, "Oh, it worked." I'm like, "Yes, no crap." Listen, I have refined this. I have taken ... Put it this way. I'm really close with one of ... I'm going to call him out right now. This is funny. One of my students, his name is Tanner, okay? This kid is 19 years old. Now, have you ever seen those videos on YouTube where they go and ask people who the Vice President is? They don't know. Steve Larsen: Yes, yes. Dan Henry: This is one of those dudes, okay? Steve Larsen: Okay, sounds cool. Dan Henry: He would totally be one of those guys. The kid is making $10,000 a month running a Facebook ad agency. I didn't give him any private coaching except the course. Steve Larsen: It's just from your course. Dan Henry: Right. Steve Larsen: From your content, yes. Dan Henry: Right. He took the basic version. It's like I refined it so that literally, somebody like, and I love him. He knows I love him, but one of those dudes can make that much money, that's what I was going for. Forget funnels. Forget webinars. Let me get this down first, okay? Steve Larsen: Right. Dan Henry: Let me get this to where people are going to get results. I did it in two things because my course goes over, "How to run ads for your self or for clients," and actually didn't even start for clients at first. I just noticed everybody wanted to do it for clients, so I added that aspect. It works for both, and I got it to where, for instance, this girl, Gretchen, she is a high-end web designer. She didn't know nothing about Facebook ads. She spent her first hundred dollars and landed a 6,000-dollar client. Boom. Got her. Tanner, who's making 10 grand a month... All these people, and once I had that, I knew I had something. When I launched big, I started getting, literally, every other day, I get a message from Stephanie. She's like, "We got another success call. We got another success call." I don't even know who these people are. They sign up. They take the course. They get results. They make money. That was the whole plan: get results first. I know everybody's listening right there. "Oh, let me get his funnel. Let me funnel hack him." It's like, "No, dude. You could screw the whole funnel." Actually, on that launch that I made, my second launch to where I did another hundred grand, 500 people didn't get the webinar registration link because of the API. Something happened with "Get Response," and the API wasn't talking to quick funnels. It was their issue. I know people have had issues with that. Here's a little tip. Don't use the API for anything... Use HTML parsing. It will work every time. If you use API, you could risk losing e-mails. Steve Larsen: Just so the audience know, you're talking about the ... If you're using a third party auto-responder, and you're inside ClickFunnels, open that top right spot, It says, "e-mail." If you click right there, and you drop in HTML and click pars, it grabs straight from the code, right from your third party auto-responder, or you can do it through an API. Sometimes, there's issues with that... Dan Henry: Exactly, and I didn't know that. 500 people didn't get my registration e-mail, so I had to re-target the crap out of people and be like, "Hey, here's the replay." I probably could have done more that second month, but whatever. I think we talked about that. I think I messaged you about that... Steve Larsen: I think you did, yes. Dan Henry: Yes, because I made 40 grand the week I launched it, and the first time I launched it, I made 45 grand the first day. When I first did my first webinar, it was literally my first, where I did the perfect webinar script, that first day, I did $45,000. Steve Larsen: Now, could you walk us through what the offer actually is, or do you want to say that for the webinar? Totally fine. Dan Henry: No, no. I don't care. If people are interested, they're going to watch the webinar. They'll find it. Basically, here was the secret that I did on the webinar. I know people are going to start copying me, and they're going to try to copy me, but whatever. I'm not worried. You're not going to do this good... Steve Larsen: That's a challenge to you. Now, you got to do better. It's like your pride's on the line. Dan Henry: I compete with my students all the time. It's funny. Actually, real quick side note. I had a student launch her course, and she did $53,000 in a week. That week, I had done 20,000. I got all pissed over that cost. Damn it. I got all peed off, cheated on, darn it. Steve Larsen: Hey, pissed isn't a swear word, is it? I hope not. Dan Henry: Isn't it? Well, good. Then, I got pissed off. I'm like, "I can't let her beat me." Then, I went out and made a hundred grand. Anyway, basically, I do the three secrets. Now, here's the key. There is a way to get Facebook ad clients. People don't realize how easy Facebook ads are if you ignore the noise. There's just so much noise out there. Oh my God, the split testing and the buttons and the objectives and the acronyms. It's maddening. Dude, it has nothing to do with any of that. It has to do with psychology. My ads, they're not all crazy. They're so simple. If you run ads for local businesses, doctors, lawyers, gyms, chiropractors, dentists, these are very easy. I could teach you in an afternoon, how to kill it for these type of businesses, all right? It's not hard. Now, for coaches and courses, that's different. I cover all that in my course, but for the webinar, I show you how to get results for those type of clients. Then, I show you how to get those type of clients right away. My first secret, and this is key, this is going to be huge. This is a huge value bomb right here. Secret number one, I show you how to get clients, literally, within an hour. Sometimes, 20 minutes, five minutes. I've had several people do it, and they got clients before the webinar was over. It's like really one of my best things, and I throw it out there on the webinar. What happens is people start doing this technique, and I'll save the technique for the webinar, but people start doing this technique. I say, "Go ahead and do it." Then, I start going through the rest of the webinar... By the time I get to the pitch, people's inboxes are blowing up with people wanting them to run ads for them, okay? Now, they got to buy the course because now, they're getting clients, right? They got to know how to run Facebook ads, or they got to know how to run better. They got to know how to improve their agency or whatever. They got to know how to get more clients. They got to know how to run whatever. I show them that on there. The secret, too. I show them how to get results for those clients. I give them everything they need. I've had several people. Several people, not buy my course and get results from that webinar. I'm okay with that. They're making money. They get clients... For the people that want to take it to the next level, I offer them the course... The course covers everything. It covers no only running for clients, running for yourself, whether you're a coach, a consultant, an online course. You want to run ads for restaurants. You want to ad runs for night clubs, chiropractors, doctors, lawyers, real estate, it's all in there. It's called, "Facebook Ads for Entrepreneurs." It's a very comprehensive course. It's huge, tons of bonuses. I mean it's a very big course. It's huge... Steve Larsen: Dude, that's awesome. By the way, Dan just is Zeigarnik effect of the crap, out of all of us, by the way. If you don't know what that is, it's when you start saying something, but then not finish it. It sounds like you all need to go watch that webinar. You said there's a technique that makes ... So you make people do things on the webinar to follow on with you, and they're getting results in the middle of the webinar. By the time the pitch happens, you are the obvious answer to them continuing... Dan Henry: Yes, yes, yes. Steve Larsen: Genius, my friend. That is amazing. Dan Henry: Thank you, thank you. Now, I don't tell people. I don't say, "Hey, go get a real estate client. Go get an online coach." Some people try it, and I even tell them not to do it. I show them how to get clients that are, what I call, "Easy ROI clients." These clients are super. You cannot possibly screw up a Facebook ad for these clients. I give them a funnel, too. I give them a free funnel. I give them everything. I give them the funnel. I give them everything they need. You cannot screw it up. Where people screw up is they watch the webinar... Then, they go, and they try to take on clients outside of that scope. Then, they have a little bit of trouble, but then, they buy the course, and they learn how to do it for those clients as well. Because it's a free webinar, I say, "Listen, I'm going to teach you how to get easy clients, how to get results for easy clients. If you want your hand held or you want to learn how to get results for different industries, for your self or for your coach or harder industries, or you just want to learn how to excel quicker, here's the course." That really, really works. I know some people out there are like, "Well, you shouldn't run Facebook ads if you don't know what you're doing." Yes, I totally agree, but like I said, for a select few types of clients ... Steve Larsen: Certain area, right. Dan Henry: Yes, it's stupid easy. It is because I have had people take the course, get a client and get stupid results. For instance, I've had several instances. Okay, I'll give you an example. I'll give you a perfect example. Cory Ellerbroek, this guy, and this almost makes me cry, this story. Cory Ellerbroek, he's a chiropractor in Texas. Cory was about to shut down his practice. He had very little business. He was literally about to close his doors. He had been following me for awhile. He bought my course on his last credit card. It was like his last Hail, Mary. Within the first day of him, running an ad, he got five or six new patients on nothing, like $40 ad spend. I have a case study. I don't remember. Let me see if I can find the numbers. Yes, I'll find the numbers. I'll go to my quick funnels. I'll tell you exact numbers. Yes, let me tell you the exact because I want to be accurate here. Steve Larsen: I know everyone listening now is going to be just frothing at the mouth to go to danhenry.org. Dan Henry: Okay. Yes, well, do that. Steve Larsen: Get your credit card out, and get it ready. Dan Henry: All right, so here's the numbers, okay? Steve Larsen: Sounds good, yes. Dan Henry: I'll give you the numbers right now. He spent $90, and he got 12 new patients. Steve Larsen: 12? Oh, man. Dan Henry: Okay, paying clients. This is somebody who is brand new, all right? Don't tell me ... See, all these people. I'm going to be honest right now. I'm going to piss off a lot of people. Honestly, I see them post in the groups and all of these. "Oh, well listen, to be good at Facebook ads, you got to test, test, test. You got to split test. You got to do this. You got to do that." I don't even split test my ads. No, I don't split test my ads, okay? Steve Larsen: That's huge. Dan Henry: Yes. I don't. I don't need to because now, I do split test ... I split test audiences. I don't split test ads, all right, because here's my thing. I want to create a perfect sequence for my perfect customer. Instead of trying to force and split test that ad and that copy to convince people, I want to create something that if somebody would opt into that, they'd be an easy sell. Instead of split testing the ad, I split test people. I find the people that engage with that ad the best. That's why I get such crazy ROI. I do not split test ads. I never have. Now, even still to this day, I don't split test ads. Steve Larsen: You want the ad to only let people in. You're not trying to convince clicks. Dan Henry: Yes. Let that sink in. Let that sink in for a second. I've got flamed even on the ClickFunnels go, "You don't split test ads? Oh, but I got them all up at arms." It's like, "Well, guess what? I'm spending two grand a month in ads, and I'm making over 100, so obviously" ... Steve Larsen: Right, something's working. Dan Henry: Something's working. I mean I've got these crazy ROIs. It's because of that, I don't split test ads. See, to me, I'm going to throw all this crap against the wall and see what sticks because I didn't take the time to know my customer. I go crazy into customer research, crazy. My first step like sometimes, when I get into a new ad or industry, I got take people out to lunch. I survey them. I ask very specific questions, which I cover in my course. I figure out exactly the pain points, the struggles, the roadblocks. I interject that into a script that I have for Facebook ads, okay? It's a formula. Steve Larsen: Fascinating. Dan Henry: It's Russell's. It's like Russell's scripts, but it requires the answers from the survey to plug in. All my ads convert immediately because of this. I do not split test. I just don't because I don't want to split test. I want to find the right customer. I don't want to convince people to buy my stuff. I want to find people already ready to buy my stuff, okay? Then, sales become easy. Cory, he spent $90. He has 12 new patients. Now, he's actually thinking of expanding his practice. He is too busy to even talk to me. This guy was going to shut down his chiropractic practice. Now, he's thinking about opening up a second location. He's starting to consult with other chiropractors and do ads for them. He's killing it, all right? Killing it. I actually got to send you the screen shot. It's a screen shot. Maybe you could put it on your ... Steve Larsen: Yes, yes, yes. I'll put it in the blog. Dan Henry: Yes. It's literally me, talking to him, and I said something like, "Hey, Cory. Can you help out with this thread in the student group about chiropractors." He's like, "I don't have time. I'm so slammed." Then, he told me the story of the credit card and how he was about to close practice. I was like, "What?" The thing is, for certain clients, I can teach you how to get crazy results for them in a couple hours. Yes, now, if you want to watch it on my course, you want to do something like that. I can teach you that, too. That's in the course, but it's going to be more in two hours, okay? Steve Larsen: Yes. Dan Henry: If you follow a strategy where you focus on psychology, instead of all this crazy button-clicking inside the dashboard, you can get crazy results. I don't look at cost per click. I don't look at click-through rate. All those analytics are turned off in my dashboard. They're all turned off, okay? I swear. I know everybody's right now, freaking out. Steve Larsen: Yes, that's huge. Dan Henry: Some people hate me. Listen, I don't split test. I don't look at cost per click. Don't give a crap what my cost per click is, what my click-through rate is because the way that I do it, I focus solely on conversion in sales. Also, here's something. I'll give you teaser. Do you know how everybody freaks out about targeting? Steve Larsen: Yes. Dan Henry: Did you know that in some cases, you don't even need to target? Steve Larsen: No, I actually had no idea that you could do that. Dan Henry: Yes, you could actually let Facebook do the work for you, and nobody knows that. Nobody actually realizes that... There are some campaigns I run for local businesses. I don't do any targeting. I got no interest targeting. Steve Larsen: That's pretty big. That's a huge deal. Dan Henry: Yes, listen, listen. If it's popular, it's wrong. Have you ever heard of that? Steve Larsen: Yes. Dan Henry: Okay. I've got at least 50 students that have taken every Facebook ads course under the sun. Hey always tell me, "Holy crap, this is so different, and it works so much better," because I take a psychological approach to Facebook ads. I don't take a button-clicking techie approach... I take a psychological real down-to-earth approach. These people are in their kitchen. They're driving. They're walking down the aisle in the mall, and they see your ad. You're pulling them out of their life. You got to do something. You got to hit them in their brain in order to pull them out of their life and into your world. Steve Larsen: Goat balls. Dan Henry: Yes, goat balls, exactly, pattern interrupt. Yes, hopefully, I've covered a good amount of- Steve Larsen: Man, I can't even believe it. This is fantastic. You're right. This is a complete different approach. It just goes to show. Funnel hacking is awesome, and it sits in this certain realm, you know what I mean? You're given this whole other avenue where you can go and actually be ... You're a pioneer, I feel like, in the Facebook ads. Not a lot of people do this. I don't know anyone else who does this type of strategy. This is awesome. Dan Henry: Well, it's something I learned over time, working with clients because I did the same thing, man. I looked at all the other trainings out there, what everybody says. I just hate this mentality. "Oh, let's tweak, tweak, tweak, test, test, test, test." Yes, there could be a little bit of testing, but here's the thing. You will take all the 99% of all that tweaking and testing out of the equation if you do the damn customer research and what your customer is thinking. You can skip all that because when you split test, that's all you're really doing. You're split testing things, and you're split tests are literally telling you what's connecting with your customer more and more and more. If you just figure that out from the beginning, like I'm on the big Ask Ryan Levesque. My method of customer research is actually similar to the method from Ryan Levesque in Ask. Steve Larsen: It's in the book, yes. Dan Henry: Right, but it's on steroids. Think like Arnold Schwarzenegger, 1960's like, "This is my customer research." Yes, this is totally different, but it's based on the same principles, but it's very specific questions. What I do in my course is when you ask the questions, you just take the popular answers, and you plug them into the script. You plug them into the Facebook ad script, and it just converts. Steve Larsen: Okay, that's amazing. I mean you've certainly taken us through. Dan Henry: I'm really trying to hit. I'm really trying to make sure I get to speak at the next Funnel Hacking Live. Steve Larsen: I will put in a plug. We just sold out yesterday, actually, on that. Yes, yes. Dan Henry: Yes, I had a bunch of people tell me, "I want to go." I have this horrible fear of flying, so I don't really go to the conferences a lot, but if I'm going to get on stage, I'll take a train or something. I do have a horrible fear of flying... Steve Larsen: Man, well, speaking of that, let's go 30,000-foot view then. Yes, I mean you've certainly taken us through the trenches on how you're doing this. Now, just conceptually, just the overall arching strategy that you're using for the people who are, let's say they don't want to go to Facebook ads. What would you tell people to do who are still the pizza boys? You know what I mean? Who don't want to go Facebook route, but they want to do something else, some other product. What's the thing they should go do? Dan Henry: Well, at any point, you're going to probably need to use Facebook ads regardless. You don't have to take on clients. You can sell your own product, but the quickest way to do it is with Facebook ads. I think that would be involved at some point. Steve Larsen: Oh, yes, for sure. I mean as far as their own business creation. Dan Henry: Oh, creating a product creation? Steve Larsen: Yes, how should they get started? Dan Henry: All right. You want my formula? Steve Larsen: Sure. Dan Henry: Okay. Everybody says, "Oh, find a problem and create a solution," or "Find a product and sell as solution." That is so vague, okay? Steve Larsen: It's very vague. Dan Henry: It's so vague. Here's my formula. Ready for it? Steve Larsen: Mm-hmm (affirmative). Dan Henry: Here it is. Find a specific problem for a specific person and create a specific solution while avoiding the common roadblock that that specific person usually runs into with that specific problem. Steve Larsen: You're going to find something specific, but do something different? Dan Henry: Yes, so basically, you want to find a problem that is a problem only for a specific type of person, and you want to create a solution. Here's the, yes, the most important part is your solution has to avoid the common roadblock, okay? I'll give you an example. My course revolves around how to run Facebook ads for clients or your self. The client aspect, what I did with this was I figured out a way to get ... Everybody's big pain point is, "Well, I don't have results yet. I'm learning Facebook ads. I haven't started yet... ...How do I get clients if I don't have any results to show? How do I ever get clients?" Steve Larsen: You do that before the webinar? I mean during it, basically. Dan Henry: Right, so what I do is I show them A: how to get easy clients that you can't possibly screw up, and B; how to get those clients on board before you have any results to show, okay? It's how you pitch them and how you sell them and how you attract them without saying, "Oh, look what I've done," okay? Here's the great part. It's no risk to you or the client. I know that sounds crazy like that's impossible. How do you get a client and make it to where you can get that client without showing a result, but at the same time, you're doing it at very little risk to their bank account or your reputation. Well, I figured out a way to hit all those points. I thought about it for awhile, and I figured it out, okay? That's what I give away on the webinar. Steve Larsen: Yes, I mean that's amazing. You went in, and you found the exact issue. That's not the fluffy issue. Those are the real "What keeps me up at night." I don't want to have more customers. I want less customers with more money, kind of thing. What's that real- Dan Henry: Right, well, you also got to remember that listen, a lot of people, they create an online course... They're like, "This is what I want to do." No. You need to find out what to do, okay? You need to find out. For instance, my first month, when I made $10,000, and I tell you this. The method that I teach on the webinar is like an upgraded version of that because I tweaked it. What I did was when I found out that was what the pain points were, I made sure to create a solution that would actually work for that. What I did was I went into my existing small group of students. I said, "hey, guys." I said, "Do me a favor real quick. Do this thing, and tell me if it works." Everybody is like, "Oh, no. That ain't going to work. That's not going to work. Oh, please." I'm like, "Just shut up and do it." I talked to people by myself literally like, is there anybody that ... You know the goat balls, they get used to it. Literally, that's how I get so much success as well. I'm very abrasive. I will take a wash cloth, put it over your mouth and pour success down your throat if I have to because I need your results so I can sell more courses. I need your results, so I can be the next Tony Robbins. I need your results, so I'm going to freaking drag you kicking and screaming through the mud to success, so don't buy my course if you want to be pampered. I don't pamper, okay? I'm like a freaking drill sergeant... Steve Larsen: Love it. Dan Henry: Basically, what I did was I posted this in my student group. I said, "Do this thing." Everybody did it, and it worked. People started getting clients like crazy. Remember, at this point, this was before I got big, before I launched. This was the small group. I posted it with that. It was about 20 people, and everybody started getting results. Then, that's when I knew it worked. That's when I put it in my webinar, and then I launched, and boom, it went crazy. It works. I had this one guy. He's like 65 years old. He did it, and he got 10 clients or 10 client leads. I think he closed probably half of them within two days of attending the webinar. Dude didn't even buy my course, but whatever. Steve Larsen: That's hilarious, man. Hey, I want to thank you for all the stuff you shared. I mean my gosh, you guys. There's going to be this little button on your phone or computer or whatever that looks like a little half circle with an arrow. It's the repeat button, and I want you to go back and hit it and listen to this again because the value is just insane, absolutely amazing and certainly a prolific leader. Dan, I really appreciate it. I know everyone else does also. Any final words, I guess, as we wrap it up? Dan Henry: Yes, I mean if you want to know about that, here's what I suggest. Get yourself a copy of DotCom Secrets. Get yourself a copy of Ask by Ryan Levesque. Get yourself a copy of the 4-hour Work Week, Rich Dad, Poor Dad. Get all those books. If you want to learn more about what I do and how I do Facebook ads, you can go to danhenry.org and download my cheat sheet: 7 steps to creating, running and profiting from Facebook ads. That cheat sheet is on the website: 7 simple steps to creating, running and profiting from Facebook ads. Don't even remember the name of my own freaking... Steve Larsen: That's okay. You've been going for a while, just drop it at the value, so I appreciate it. The Facebook group also. Dan Henry: Yes, you'll get an invite to superhero entrepreneurs as soon as you opt in. Steve Larsen: Awesome. Dan Henry: You'll get in that way, so danhenry.org. Get the cheat sheet. You'll then get an invite to my group. I'm in my group all the time. I'm going to tell you my whole story in a lot more detail than I went in on here because there's a lot into it. I'm going to tell you my whole story on how I went from broke to this in a 5-day sequence. In that sequence, I'll offer you a chance to watch the webinar. Then, you'll see the webinar. Then, you'll get a bunch of case studies and all of these. If you want to buy the course, go for it. If not, I don't know. Send me chocolates. Steve Larsen: Yes, no, and honestly, you guys should go buy. Dan Henry is the cutting-edge on this stuff, and he's going to stay that way. That's just how who he is and why he teaches what he does. There's been people that built funnels for him like, "Okay, I'm going to build the funnel. You send the traffic." They're like, "Oh, okay. Yes, yes, yes, yes, yes, yes." They're just really excited about the funnel. Funnels are great, but they are dead without traffic. You have to have people in them. This is the other part of the pie. It's not even a full thing until you have both sides. You got to have some kind of funnel, somewhere to send people, some sequence, some automation, but if you have not traffic, I mean you're already dead in the water. You might as well not even build a funnel. Go buy his course. Dan Henry: Right. Steve Larsen: Go get his course. Dan Henry: Thank you, Stephen, for the going endorsement. Steve Larsen: Yes, this is not a planned endorsement. It's just this is good. Dan Henry: Yes. Steve Larsen: I appreciate it. Dan Henry: I mean I appreciate you having me on. This is great. I love it. A little early, but I'm sitting here barely awake, but it was absolutely fantastic coming on. This was my favorite podcast to do where I couldn't fly off at the mouth with profanities. There are some podcasts, if you look up, that I just go nuts on because it's just me. That's how I am. Steve Larsen: Yes, yes. That's awesome. Well, hey, thanks so much, Dan. I'd love to meet up again some time in the future and do a follow up. 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 free built sales funnel today.

All right you guys, I have a little bit of a cool little, I don't know what you call it. A freelancer hack, or something like that. Anyway, I was looking at how I built salesfunnelbroker.com so fast. I built it really quick. It was up, it was live super fast, and I was thinking about it. This will relate, I promise. Just go on a little journey with me. I did door to door sales for two summers, and I was also a telemarketer. In each of them, I was one of the top guys, both times. I was making good money, and I remember, I got to this conference that was for people who were doing well. In the conference, they said, "Eventually, what happens is, you guys start getting good enough, you don't know what it is that you're doing that makes you successful". They said, "You start to become blind. You don't know what you don't know. You don't know what you do know. You start to get into this zone where you're saying things, and you have strategies in your normal work flows that are making you successful. But you couldn't teach it to somebody else, because you don't see yourself working. You're just no longer aware of it". It's true, in your own jobs. In your own businesses. It's interesting, thinking about that. Think about what it is you're doing, that's making you successful, but that you're not seeing. Because every one of us who's working our butts off, we all have these little things that we do, that we don't know. One thing that I do, I get up early every day. Super small, but I was thinking about it. I get at least three hours every single day, on top of normal work, to just go work. My family is all asleep anyway, it's not an extra strain on the family. I get here at least three hours before hand, times five days a week, at least. It's fifteen hours, that's almost a part time job on top of my other job. That's how I get so much crap done. There's also little tiny tactics and strategies that I use. I was thinking about with Sales Funnel Broker, when I built it, what did I do that made that go up so quick? Here's one of the things that I did. This is a freelancer hack. I always recommend, just because you can do something doesn't mean you should be. I'm not bad with Photoshop. I'm not amazing, but I can get by with it. Same with Adobe illustrator, a lot of the Adobe suite. A lot of building stuff. But that doesn't mean I should always be the one doing it. There's somebody else out there who loves what it is that I'm trying to do. Whereas I just can do it, I don't love it. When I need images made, the HeySteve t-shirt, things like that, this is what I did. I went on to freelancer.com, and as far as I know, freelancer.com is the only one that actually lets you do this. I don't know if UpWork does. Definitely don't use this for Fiverr. Fiverr is good for certain things, but it's not good for a lot of stuff, because it's so cheap. You get what you pay for a lot of times. All I do is, I go inside of freelancer.com and, I think it's up on the top right. There's a button there that will say, "Create contest". We humans thrive on contests, oh my gosh. It's all about social status and social ques, whether or not we want it to be. That's one of the reasons we do most of the stuff in our life, is because it increases our own status. We want to be interesting, we want to put things out there that help people. We want to be noticed and recognized. Whether or not we're actually trying to be, we want to have that. So I create contests. The HeySteve t-shirt contest, I got on there, and I said, "Hey, I want a sweet t-shirt for my podcast. I want people ...", and by the way, if you haven't seen that t-shirt, just go to salesfunnelbroker.com/podcasts and you'll see it right there. It says, "HeySteve". What I did is I got onto freelancer.com and I said, "I want this t-shirt, and I want it to have these elements. I want it to have this color scheme, and I want it to look somewhat like this. But really, I'm interested in just what your ideas are". I got 83 submissions. There were so many sick t-shirt contests, and there were so many crappy ones. What was nuts about it is, how fast it came in. Within a week, I had three amazing designs. There's only one design up there right now, at the time of recording this. There might be more now, depending on when you listen to this. What was cool was, as people submitted, and the deal is I only pay someone, one person. I only pay the person that I like. The work that's good. 82 other people of the 83 submissions, they worked for free for me. I'm not saying to take advantage of people, but my gosh. I have spent thousands, and wasted thousands of dollars, hiring a freelancer straight out, without knowing everything they can do. If you've ever used Freelancers, I know you've felt that pain before. You're like, "I don't really know if this guy is going to do exactly what I want. I don't know if they're going to be the best for my business". Or you have some serious pain going, "No, that's not exactly what I wanted", and you ping pong back and forth. Just screw it, just go create a contest. Get tons of submissions all at once. What's cool is that Freelancer lets you talk to the freelancer, to the person who actually put the work up. Throughout the whole week, I was critiquing their work like crazy. I only put the contest up for a week, and at the end of the week, I had to choose. Day one, I had tons of submissions. Day two, even more, and just ramped up, until day four. All I did is, throughout the week, at the end of the day I got on and said, "I like this, but just shift it over here to the right". Or, "I like this, but I don't know who's looking at this wrong. I said I want the shirt color to be dark, not white. All the other shirt colors before hand were all white". Until Wednesday or Thursday. Everyone's switching their designs up, and it's such a huge contest. My comments were public, and it was interesting, people started going through and reading other people's comments, and going, "Crap, I've got to switch to that". They would go take their design, and make it better, and work it and tweak it, and do what they're good at. Do what I'm not good at. I would just tell them what I like and don't like, over and over again. I did that throughout the week, and after a while ... 83 submissions from 50 freelancers. At the end, throughout the week, I just kept rejecting the ones that I knew I hated, and I could rate on the bottom with stars the ones I like. Everyone's looking at the 5 star ones, the top ones, and modeling after that. Then I get dozens and dozens of attempts at the same thing, over and over again, and it made the work really quality. I was like, "This is freaking cool". I got really awesome work over and over and over again, and I only paid 100 bucks. You can choose the amount you want for the contest, you can make it 50 or whatever, but you get the work that's a little ... I just wanted to excite people, and I wanted to motivate people. I was like, "100 bucks, probably motivating for someone who does this all the time. They can probably whip something up quick, so I want them to fight for it. I want to create tension inside of my contest". So I created it, and just boom, started rejecting, rejecting, rejecting, rejecting. I rejected so much stuff. I think overall there was 8 pages worth of submissions, and 7 of them were all rejected. I'm sure it was disheartening for some people, but it made the ones who really wanted it want it. It made them really hungry. There were two or three at the end that I really liked. I awarded one person the 100 dollars, and then I went back and purchased the designs of the other two. I started using that same model for everything else. Images, that header image on Sales Funnel Broker, there's also a footer image. There's also ... I started using it for everything. What was cool is, it worked every single time. Whereas in the past, all I would do is, I would look through different freelancers' credentials, or I would just post the job up and I would get a million people telling me, "Hire me, I'll do your job". Anyway, I was about to say something a little derogatory. I would speak with people who didn't clearly understand what it is that I was trying to say. Because they didn't speak fluent American, from 'Merica. Which is totally fine, but it made it hard to communicate and actually get done what I was trying to do. No disrespect if you're not from America, that's totally fine, but sometimes it was really hard for me to get across what it was that I wanted, and I ended up wasting thousands and thousands of dollars. Which I totally have. I've paid people to make websites just because I was like, "I could make it, I just want to go focus on this other thing, so why don't you go make it, and I'll just go focus on this other thing". But it turns out, every single time I've done that, I always end up building it again on my own. In this way, you don't have to. Instead, just put prize money out there, and get tons of attempts from people who are already producing work first. That's my whole thing. Go make value first, get paid later. You'll get paid more money like that, doing that. This model totally falls in line with that. Go create a contest, and get people to submit, get their work first, and create value. What's nice is that, now I can follow up with all those freelancers that actually did do a great job, and I can tell them, "Hey, I've got another project for you. Hey, I've got something else for you", and they've proven themselves to me. I've cut through the fat of 80 other submissions to get to the three that were good. Think about those averages and those odds. Anyway, that's my little freelancer hack. I don't want to keep beating it to death. But that's one of the reasons I think I got salesfunnelbroker.com up so fast, was because of that. I just outsourced to other people, but I made them work before I paid them, and I only paid for good work. That's all I expect you guys to do. If you guys ever hire me to build a sales funnel or whatever, I collect a little up front, I go make a super sick sales funnel, and then I get the rest in the back. That's how it works with sales funnels in general anyway. You deliver value up front, get their email address, get contact information, whatever it is that you can use to follow up with them later. Then you get the real money after you finish the break even sales funnel. This is just using that same sales funnel model inside of freelancer.com. It's really cool. Anyway guys, that's all I've got for you. I hope that is a great day. Go produce more by hiring freelancers, and create sweet contests. If you do this, please let me know, because I haven't heard of anyone else who leverages this the way I am, and it's really been effective for me. It's been an awesome thing for me to go do. Any software piece you need created, any art you need created, any type of creative, make people do good work before you actually pay them, and make them fight for it a little bit. I've noticed the hungry ones create really good stuff. Anyway guys, I'll talk to you later, and again, please let me know if you're doing this. 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 funnels for free? Go to salesfunnelbroker.com/freefunnels to download your pre-built sales funnel today.