Podcasts about sales funnel mastery

In the last 18 months, Doug went from broke restaurant server to ClickFunnels Dream Car Winner, earning multiple 6-figures in 2019. Now, founder of the Fulltime Freedom Movement, Doug is on a mission to provide the step by step blueprint for entrepreneurial success. In Doug’s training, you are going to learn what it takes to be successful online even if you don’t have any idea of what to sell. Doug Boughton started his own agency while helping a restaurant that he was employed by with building a website utilizing a new software as a service product in 2015 known as ClickFunnels. In November 2019, Doug had it with working at his full-time job and wanted to focus on his business. With negative $414 in the bank, behind on student loans, he channeled his passion into helping others grow their income and made over $103,000 of pure profit in four months. Doug now provides sales funnel education and consulting services through his online program, Sales Funnel Mastery. His mission to help business owners implant and automate sales systems that maximize revenue in less time, effortless, and efficiently.   Want to find out more about Doug? You can find him at: https://5dayfreedom.com     Want more Majic for Life?  Check out...www.MajicforLife.comwww.EveryMinuteBook.comhttps://www.facebook.com/groups/majicforlife

Welcome to the Join Up Dots Podcast with Sales Funnel Expert Mike Maynard Subscribe to the podcast, please use the links below: Click Here to Subscribe via iTunes Click Here to Subscribe via RSS (non-iTunes feed) If you like the show, we would be so grateful if would consider leaving the show a review in iTunes as well as Stitcher Radio.  A couple minutes of your time can help the show immensely!  Thank YOU!   Introducing Sales Funnel Expert Mike Maynard Sales Funnel Expert Mike Maynard joins us on the Join Up Dots podcast is the Managing Director/CEO of the Napier Group, a $7M PR and marketing agency for B2B technology companies. He is a self-confessed geek who loves talking about technology. He believes that combining the measurement, accountability, and innovation that he learned as an engineer with a passion for communicating internationally means Napier can help clients achieve their marketing goals sooner. Napier is an agency that brings knowledge, experience, and insight to increase the speed prospects travel through our clients' funnels, generating opportunities more quickly. Napier's unique approach to campaign strategy designs-in speed to campaigns from the outset, building integrated campaigns that focus on the important tactics, whether clients need to increase awareness, generate leads or engage contacts to create opportunities. So why is there such difficulty in today's world, to market their products and services correctly through a sales funnel? And why do people simply forget to build their marketing strategy into everything that they do throughout their business? Well let's find out as we bring onto the show to start joining up dots with the one and only Mr Mike Maynard. Show Highlights During the show we discussed such weighty subjects with Sales Funnel Expert Mike Maynard such as: Why a shop is such a perfect example of how a sales funnel works. Duplicate it and make your profits soar. Why you have to be aware that people rarely buy directly from a website. They need to be nurtured through to a sale. Why solving peoples problems is the key to everything in business. People buy to move themselves from pain. And lastly……… Mike shares the steps we need to take to make a sales funnel work effectively. Gold! How To Connect With Sales Funnel Expert Mike Maynard Website Instagram Linkedin Twitter Return To The Top Of Mike Maynard If you enjoyed this episode with Mike Maynard, why not check out other inspirational chat with Clayton Morris, Dorie Clark, and the amazing Niall Doherty You can also check our extensive podcast archive by clicking here – enjoy Interview Transcription For Sales Funnel Expert Mike Maynard David Ralph 0:01 Once upon a time, there was a guy with a dream, a dream to quit his job support himself online and have a kick ass life. Little did he know that dream would lead him into a world of struggle, burnout and debt, until he found the magic ingredient and no struggles became a thing of the past. I of course, was that person. And now My dream is to make things happen for you. Welcome to Join Up Dots. Intro 0:27 When we're young, we have an amazing positive outlook about how great life is going to be but somewhere along the line we forget to dream and end up settling in Join Up Dots features amazing people who refuse to give up and chose to go after their dreams. This is your blueprint for greatness. So here's your host live from the back of his garden in the UK. David Ralph. David Ralph 0:52 Yes, hello man. Good morning, everybody. Good morning and welcome to Join Up Dots. Thank you so much for being here is an absolute delight because If he wasn't, then I'd be a very lonely individual. But fortunately I've got another guy on the other end of the line. He's from the United Kingdom should have asked him where he's actually based, but he's got quite a posh voice. He's got quite a posh boys. So I imagine he's probably based in somewhere like heart the chair or Hampshire or something I'm guessing but we will find out. He is a guest who is the Managing Director and CEO of the Napier group as $7 million PR and marketing agency both b2b technology companies. He's also a self confessed geek who loves talking about technology. Now he believes that combining the measurement accountability and innovation, but he learned as an engineer with a passion for communicating internationally means his company Napier can help clients achieve their marketing goals sooner. Now Napier is an agency that brings knowledge, experience and insight to increase the speed prospects travel through our clients panels, generating opportunities more quickly now Napier's unique approach to capture Paint strategy today designs in speed to campaigns from the outset, building integrated campaigns that focus on the important tactics where the clients need to increase awareness, generate leads or engage contacts to create opportunities. So why is there such a difficulty in today's world to market their products and services correctly when there's all this out there for them? And why do people simply forget to build their marketing strategy into everything that they do throughout their business? Well, let's find out as we bring onto the show to start joining up dots with the one and only Mr. Mike Maynard. Morning Mike. Sales Funnel Expert Mike Maynard  2:40 morning David, thank you very much for that intro. That was great. I really enjoyed it and you were you were very nice particular about my accent, David Ralph 2:48 where you are quite posh on yo yo. So I said well, I went with heart for cheer or hemisphere whereabouts are you? Sales Funnel Expert Mike Maynard 2:54 So I'm actually based in Kitchener, Chichester which is on the south coast, but my early years I actually grew up in Essex not a million miles away from where you are so David Ralph 3:05 you're an Essex boy where whereabouts were you from? Sir? Sales Funnel Expert Mike Maynard 3:09 I'm so originally from Buckers Hill. Okay, so that's more Essex into London, isn't it? More Essex into London but I spent some time in my early years you mentioned I was an engineer. I actually worked in Chelmsford, for Marconi, who was an employer. So I know the area very well. David Ralph 3:29 I used to live in Chelmsford, when I was a young scallywag, gallivanting but then my wife came along and she rained me back in my gallivanting days are no more. Now we're with you, Mike. What I want to get straight to is this kind of Mystique. And what I want to do is obviously tap into your expertise on business to business but also bring it more relevant to my audience. Because we hear all the time about sales funnels, you got to have sales funnels, and they're not that hard, are they? I think people are creating them. Have a mystique about it. Well, actually, it's all about understanding your client, understanding your clients need, and building a relationship with them so that they trust you. Sales Funnel Expert Mike Maynard 4:12 I think you're absolutely right there, David. I mean, the interesting thing is, is people talk about sales funnels or, more recently, they start calling them customer journeys. The reality is, is they are actually really simple and really straightforward sort of models of how customers decide to either work with you if you're a consultant or buy your product. And I think you know, that the main thing is just to think about how people approach buying what you're selling, which funnily enough, actually a lot of companies don't do even large companies don't really sit down and think about that they think, you know, one morning someone wakes up, sees an email and that's it, they gonna go buy, you know, a million dollar product, it just doesn't work like that. David Ralph 4:54 Now, I base everything on offline. I always think about everything and older I've kind of developed a coaching side to the business, which wasn't there in the early days, but it is there now. And I always think about a shop because I think a shop is perfect for a sales funnel strategy. You're walking down the high street, you're walking down the mall, you look at a very attractive window and you think, Oh, that's interesting are popping there. And you mosey around for a while. It's it's that kind of logic that has to be brought into the online world as well, isn't it? We've got to look appealing, but we've got to be appealing in a way that makes total sense to our ideal customer. We've got to have that shop window relevant for the right person, and not necessarily every single person that walks past. Sales Funnel Expert Mike Maynard 5:43 It. You're absolutely right. And I think you know, a shop is a is a great model. I mean, people talk about you know, a simple funnel is, you know, sort of a four step process is a really common way people model it so they talk about generating awareness, interest, desire, action and if you think about a sharp, you know, you're not even going to look in the window if you don't really know anything about the shop, you don't think it's relevant you just walk past because there's so many other things on the high street to look at. But, you know, either someone might tell you about the shop or you know, if there's a large chain, you might see adverts or promotions, you know, you don't become aware. So as you walk past you look in the window, you see something in the window that's relevant to you then interested you take a you know, a bit more of a look and maybe wander into the shop, find out a bit more and then you decide you want to buy it and then of course, you know, the shop needs to make sure you actually buy from them. And don't walk out and buy on Amazon. So that's the action stage. So that's a really simple model. It works really well with your example the shop, but it actually works really well with almost every situation. David Ralph 6:48 So as we've nailed this episode already in seven minutes, we're just gonna offer a beer and now it's only was late in the morning but wearing this week we grew up in Essex. That's what we do. So Why are there so many difficulties? Where my Why is so many difficulties where we we've explained it perfectly in seven minutes? Sales Funnel Expert Mike Maynard 7:10 Well, I think the answer is is is, sales funnels are really what I as an engineer will call a model, it's not real life. And so that there's, you know, two potential problems. One is people actually look at and go, I so much more complicated than that I'm gonna really complicate it make it really difficult. And actually know my head's now exploding, I can't really create this funnel that is a good model, because I think, you know, this customer did this and this customer, this and in other customer takes a different approach. And it's absolutely true that people you know, massively over complicate or on the other end, they actually find it you know, really hard even to think about those stages and they just go know, someone who passed up to the window and bought something and that's it and then they try and oversimplify it. So it's finding a model that fits because The truth is, with all these things, particularly in marketing, you're creating something that's kind of your perfect situation or perfect process. And the reality is is no customer actually follows that perfect process. Exactly. They all do something slightly different. So it's very hard to relate that to any individual customer, or potential customer. I think that's why people struggle with sales funnels. David Ralph 8:22 Should I tell you my sales funnel, Mike Sure, I tell you mine and I will blow your business out of the water and everyone will go Why would we go to Napier when? When David has got this? Basically what I do I podcast, that's the awareness. And then people come across to my website. And more often than not, people will email me and I say, Would you like a chat? And thats it really you know, it's not more complicated than that. And I just say, look, I can help you with this. I've got the answers. I've got the solutions. Some people buy, some people don't but I keep it as simple as that. Now about three years ago, I paid for a guy to create a sales funnel because I didn't under band. And I had v things going off the click funnel and things going off here and going off there. And it was triggering this triggering that, and I hated it because I didn't understand actually what was happening. It was like, operating in front of me. So I systematically dismantled it, to sort of find out why this PDF was going here and why these follow up emails were going there. And I thought to myself, ultimately, somebody just wants to have their mind put at rest, but you're fair. And so that's why I got rid of everything. And I always say to people, look, I'm happy to have a chat with you. Sales Funnel Expert Mike Maynard 9:35 And I think that's, that's a great example of of a situation where someone to come in as a consultant, they felt they they had to demonstrate that, you know, they had the knowledge and expertise to help you and they clearly massively overcomplicated the process. And I think it's a great example of where, where, you know, you have a situation where, frankly, the sales funnel was was not really thought through I mean, your sales funnel is, is pretty straightforward, and particularly The moment because, you know, even though the number of people podcasting is growing, you know, incredibly fast. It's still a relatively niche industry. There's not a huge number of consultants, certainly with any credibility offering podcast training like you do, for example. David Ralph 10:14 Now let's take it to Napier. Because Napier obviously does on a much older scale than this. Now, how do you actually create the panel into your business? Because I was looking at your website this morning. And I was actually thinking, Okay, this is an awareness strategy that you've got, but where was the actual funnel built into your website itself? I couldn't really see it. Sales Funnel Expert Mike Maynard 10:39 So the answer is is and I think this this relates very much to what you said, People don't buy PR agencies have a website. It's completely the wrong thing to imagine that you can automate the selling of our services, which you know, can be a significant amount of money just through website, but the sales funnel doesn't exist purely online for us. And I think it's very much the same for you, you talk about having a chat with people. You know, the reality is, is when we're working with a, you know, a large business trying to convince them to, you know, come and work with us. It's not just one chat, it can be several meetings over a period of time. I mean, quite often, you know, we start talking to someone we'd like to work with, and we think we can really help. And it could be a year or two before they actually start doing any business with us. So I think the answer is, again, it comes down to understanding how people buy and what they want. And the reality is is is where we work in marketing. They're buying advice and expertise. And again, very much like you I mean, I think, you know, you say we're different. I think we were very similar. And people are buying expertise. If they're buying expertise, they want to talk to the people who are going to give them that expertise. It's as simple as that. David Ralph 11:52 Right. So so what we I think most people out there, understand the awareness and you've got to get people to know about you now I'm actually at the moment having a 100% social media detox. I've never really been onto social media a lot. But I've been very aware due to sort of personal issues I've gone through, but my happiness levels wasn't at the right level. And I realised a lot of that was comparing my business remember people's businesses and seeing people show highlights and all that kind of stuff. So, so with my awareness, it's very much I podcast, and it comes through to me with your awareness. How do you do that? How is your marketing strategy getting people through other than appearing on people's podcasts? Of course. Sales Funnel Expert Mike Maynard 12:38 Well, this is this is a new thing, the podcast, so I'm really hoping it's going to work. I mean, like everybody in marketing, you know, the real truth is, is that you need to experiment to find out what works. And so we try lots of different things. And the primary way we actually get to work with people is we go meet them, talk to them. Sometimes the Welcome if we can't reach them, because obviously we're working with clients around the world, and then try and keep that conversation going, quite often until they feel there's a need to come and work with us. So quite often, they might be working with a competitor. And to be honest, you know, if that competitor keeps doing a good job, they're not going to switch. So we kind of needs to be the first choice if the competitor makes a mistake, but it is about going out and meeting people. And we do do some other things. We've got quite a lot of content, you know, being a marketing company, I can talk about content marketing. And actually, that drives a lot of our, our new opportunity. So, you know, to take another example, a lot of people in America who are quite hard for us to reach because they're geographically a long way away. They'll go and Google things like, you know, how do I do PR in Europe? And so we've created the answers for that and it's literally answering their questions. If we can answer the question, you know, really early on at that stage. It's quite likely there. Going to come to us and ask us all the questions. And if we keep giving them good answers, then they're going to keep talking to us and eventually become clients. So I think the answer is the answer is that there's lots of different things we do. And you know, the world is changing all the time. So actually, what we're doing is continually experimenting. You know, one interesting thing I can tell you is that Google AdWords absolutely don't work for us. It doesn't matter how much we spend on Google AdWords, we get zero inquiries and get a lot of clicks to the website. I get no business from it. And I don't know why. And we run AdWords campaigns for other clients and they work fabulously well. But for some reason, our business it doesn't work. And I think it's because of this real need to establish a personal connection fairly early on. And AdWords is a little too impersonal. I don't know. I mean, I'd be interested to hear your views. David Ralph 14:50 Well, I am very much against the majority of marketing really, because it doesn't as I say, it doesn't solve the question. People have got a question. Now, one of the things that I use a lot I don't know if you've heard of this Mike is a web site, a site called answer the public.com. and answer the public comm is a free resource to a point you can do about pipe searches. But you put in, say PR marketing, and it will bring all the questions that people are asking online, okay. And so you can really tap in to longtail keywords very accurate, which can then lead people through. Now, I always say to people that I'm working with, let's focus in on the problems. Let's focus in on the solutions. And let's do it when somebody is looking for us. Now I find with Google AdWords, you know, I'm a podcast, trainer. That's part of my being. I'm a business coach as well. Now, I used to say about page two or podcast cost, sorry, and two on page one for podcast. Cool. So if you google podcast course, I'd be pretty much at the top of Google Now there's so many ads appearing, I've dropped to the second page. But because of that, the page seems less relevant somehow. It's almost because we don't click on the ads. Any ads that come along, you've literally jumped down to about three or four down below, even if you google something. And your answer is number one, you rarely ever click on number one on Google is always like three or four. So I think with Google AdWords, I think we're just becoming blinkered, we're just seeing it as you know, perhaps not the right answer. And based on questions, questions, questions, is the way to actually solve that problem. People are searching you. Does that make sense? Sales Funnel Expert Mike Maynard 16:40 I think it's absolutely true. And I actually go back to your comment about arms to the public. were slightly different because we tend to work with large companies and they, they actually probably wouldn't appear on that particular website, but they all have questions. I mean, everyone has questions about how to do the job better. And I think solving people's problems is the Way to win business. And if I look at how we do that, that might be by some of the information we put on the website for someone. And we talked about the sales funnels at the awareness stage and the interest stage, really early on what we call top of the funnel. You know, it's solving people's problems through information, but when we talk about the bottom of the funnel, so when people are actually deciding to buy, you know, I can tell you that pretty much I can predict whether we win a pitch or not. And these pitches though, you know, big presentation, several of us going we spent, you know, days and days trying to work through it. If we can tell the potential clients something they don't know, that helps them with their business. That is the biggest indicator of whether or not we're going to win the business. Yeah. And it's all about, you know, establishing credibility. Now. I get that's different when you're selling, you know, a pure product rather than selling a service. But, you know, I suspect a lot of your listeners are actually selling a service. They're working to help people and it's really all about showing you can help people before their customers is the way to get these, you know, the people you meet to become customers. David Ralph 18:08 Now, this is only like marketplaces. You know, I talked to so many people, one of my strap lines is Jesus didn't have a Facebook account. And everyone's so online, they forget that ultimately, it's about talking to people. And if we take it back to the shop analogy, you go into a shop and if somebody comes over to you straight away and goes, can I help you? When you go no more, I'm away. That's annoying. You don't want but but if a part of that conversation, it's right. It's perfect. And I think that is where a lot of the sales funnels fail as well by jump on you. As soon as you're on the website. They don't allow you breathing space to actually make a decision. You've got to be strategic where your actual doorway to your panel occurs. And I know you know, I haven't got mine, right. I still play around with it. I'm moving on. different pages I take things off. But there's a key to when you actually enter into somebody's thought process, isn't it? Sales Funnel Expert Mike Maynard 19:08 Definitely. And I think it's really interesting. I mean, what you do to try and help people as you do the podcast, and a lot of people who are looking to build a business, whether they using podcasting or not going to listen to Join Up Dots, they're going to get a lot of information that's going to help them from both you and your guests. We have something that that's, you know, much, much simpler, much smaller in scale, but we do I mean, literally, a monthly email newsletter that talks about what's happening to journalists and publications in particular industries, is very focused, it's very niche. If you're not working the industry, it's the most boring thing in the world. But if you're doing marketing in that industry, it's absolutely vital. And you know, I've even had some of our competitors come to me say thank you for the newsletter is great. It really helps us like, we shouldn't really be sending it but it's great. You find it helpful, it's probably a good indication. So I think, I think it's providing that information so people can get a flavour of what it's like working with you is so important to, you know, encouraging people to then start thinking about actually becoming a customer or client. David Ralph 20:15 Now, isn't that interesting that you said that because you know, the fact that you shouldn't be getting that newsletter because you're a competitor. Because ultimately, I think, when we are too insular, and we hold back our business, and we don't prove our worth, even to our competition, ultimately, we hold ourselves back. I've got a guy at the moment in America, but I'm helping him and he's a business where he brings in about a million a year and he wants to take it to 5 million. And I said to him, the only way you're going to do that is actually become the king of your industry. And that is stepping out of side and becoming more and arranging conferences, but you have actually the founder and becoming the centre pointed to it. But he can't see that he still thinks that he's got to hold close to his chest or his secrets. And I say to him, you know, a chef only sells books because he shows you he can cook. So why are we holding back those secrets? And why are we not actually sharing them with our competitors? Because it shows the world but actually, we're bigger than them. We haven't got any issues we can grow because we are willing to give our secrets away. Sales Funnel Expert Mike Maynard 21:29 I think you're absolutely right. And, you know, having having been a both a very geeky and also a bit of a hippie when it came to, you know, online back in the 80s and 90s. And, you know, I really believe in the comment that was made about, you know, in the early days, the Internet Information wants to be free. And I think what people have misunderstood is that comment was not about the price, but it was about information wants to be shared, and today with, you know, what's happening in the world. There. Very few real secrets in business. You know, I can give an example I was working in technical support for a semiconductor company. And we sold into pretty much every single Formula One team. And I put one of our chips, because it was really good for developing engine management systems if you didn't care how much they cost, and you just wanted the best performance you could possibly get. And so anyway, Ford entered, or Cosworth into the the, the Formula One market and they started building engines for Formula One. And a guy from Cosworth phoned me up and he said, Do I have to tell you what I'm calling about? And I said, No, I know exactly which product I'll send you all the information. It's all okay. It's a bit strange. And I've worked for the one supposed to be super secret, and we got this new company who's on the block who actually knows what everyone else is using. And then two years later, BMW came into Formula One, and I got almost exactly the same So, you know, it's really interesting that people imagine what they've got is some secret sauce. It's actually not really about secrets. It's about people who are prepared to put the work in and actually do. But the secret says, whether it's something you do or a product or you know anything else, it's about really, you know, executing what you're supposed to do, rather than just having this magical knowledge that no one else knows. Because, trust me a lot more people know what you think is secret than, than you'd ever imagined. David Ralph 23:28 Yeah, I agree with that. 100%. And if you take the sales funnel, we're going to get back into the sales funnel. One of the things I say to people is, generally, people are lazy. That's the first thing you've got to realise that people want to transformation. They want to go from A to B as easily as possible. Now, but in many ways is your secret sauce. Actual ingredient. That is actually what people want. They don't want all the technical stuff and they're bored Barber, all they want to do is go How can I go from here? So here in three weeks instead of trying to do it off of YouTube videos in three years, right, that's the key to it, isn't it? So on my business I at the throne, I always say, I can't even remember what it is. Now I've gone totally blank, but some of the longer we get you success without the stress, because I totally believe a lot of what we do is easy if we know what we're aiming for. We know where those people are, and we give them what they want. Simple as that. Would you agree? Sales Funnel Expert Mike Maynard 24:30 I think you should be interviewing you about sales funnels, you clearly have an awful lot. And I'm going to be honest, I think one of the reasons people have stopped talking so much about sales funnels, and they start referring to it as a customer journey is, to me the funnel is a it's really the wrong way to think of things because it kind of envisages that you've got this, this person, this potential customer who kind of fall through all these levels and they're doing the falling and all you've got to do is provide the right things at the right time. will magically happen. And I think again, that's one of the mistakes people make with sales funnels, the reality is, is that actually the customers have steps they need to take before they're going to spend money with you. And you need to help them along the way. And I love the idea of a journey rather than a folder, but basically the same thing. But to me, it's all about helping and guiding the customer on the journey, rather than being a bit more passive sitting back and just waiting for them to fall through the funnel. David Ralph 25:26 Now, can you have too few steps? Okay. And can you I know you can have too many steps, but can you have too few? Sales Funnel Expert Mike Maynard 25:34 Absolutely. You know, so, the one thing to say is, although the structure of the funnel is very similar, and most pe

I cannot wait for you guys to listen to this episode of the Marketing Matrix where I got to interview Doug Boughton. We had a great time discussing Doug's journey going from broke and in debt to a 6-figure income.In the last year, Doug went from broke restaurant server to ClickFunnels Dream Car Winner, earning multiple 6-figures in 2019. Now, founder of Sales Funnel Mastery and Dream Car Accelerator, Doug is on a mission to provide the step-by-step blueprint for entrepreneurial success. In Doug's training, you are going to learn what it takes to be successful online, even if you don't have any idea of what to sell.Connect with Doug on Facebook: facebook.com/doug.boughton.5Join his group: facebook.com/groups/clickfunnelsmasterycourseConnect on Instagram: instagram.com/dougmatthewDoug's Free Sales Funnel Mastery course: https://sfmcourse.com/create-loginAffiliate Launch Mastery course: https://affiliatelaunchmastery.com/createlogin THANKS FOR TUNING INTO THE MARKETING MATRIX PODCAST!This podcast has been an amazing success because of YOU listening!To get access to the FREE Resource provided by this guest and all the marketing resources provided by The Marketing Matrix Podcast Guests, access The Marketing Matrix Toolbox! We add new resources each week to help you market your business successfully. Access the toolbox for FREE here: https://toolbox.themarketingmatrixpodcast.com/toolboxFor more marketing strategies, tactics, and traffic tricks of the trade, check out The Facebook Ads for Coaches, Course Creators, and Lifestyle Brands Facebook Group. https://www.facebook.com/groups/fbadninjas

Jeremy Reeves, the CEO of Kaizen Marketing, and host of the marketing podcast, Sales Funnel Mastery.

In this episode, I chat with Brian Scudamore. Brian is the founder of O2E Brands, the banner company for 1-800-GOT-JUNK?, WOW 1 DAY PAINTING, You Move Me, and Shack Shine. We’ll discuss how he built a $250 million dollar empire, the challenges and struggles he faced doing it, and put his 9-figure insights to work for your business regardless of where you are now!   Resources Mentioned Linkedin O2Ebrands.com Transcript Jeremy Reeves: Hey everyone. Jeremy Reeves here, back with another episode of The Sales Funnel Mastery podcast. And today, I have on the line, Brian Scudamore and you may or may not recognize his name, you probably recognize his trucks that are probably driving all around your town. He owns 1-800-GOT-JUNK? along with WOW 1 DAY PAINTING, You Move Me, and Shack Shine. Brian obviously, as you can tell is a serial entrepreneur. He has been doing this -- Brian (inaudible 0:44.6) the exact year, but I know 1-800-GOT-JUNK? is roughly 150-million dollar company. It has been around since I think the 80s and now he is kind of just conquering the entire you know, home service market which is kind of awesome. I want to give in to your story of why you chose that market you know, he has made appearances on ABC Nightline, Good Morning America, Dr. Phil, CNN, The Today Show, Oprah, and CNBC. He has been featured in Fortune Magazine, The New York Times, Huffington Post, Wall Street Journal and the list can basically go on and on and on for about the next half hour about your background, every amazing thing that you have done, but instead of doing that, Brian, first of all, welcome to the show and let everybody know you know, go a little bit deeper into your story and to your background, so people can kind of get to know you a little better. Brian Scudamore: Yeah. Thanks for having me Jeremy and I always enjoy talking to an audience about their entrepreneurs and people that are interested in the startup world. We have done this now since 1989. We are about $250 million business (inaudible 1:49.0) 250 this year and O2E Brands is the parent company which stands for Ordinary to exceptional, O2E Brands. We have got 4 companies now from junk removal all the way to windows, gutters, power washing under the Shack Shine brand so we are having fun and growing the entrepreneurial world through different home service brands. Jeremy Reeves: Nice. I love it. Before we get into all of the business stuff, I always like to start off and ask a couple -- kind of get to know you questions, right. So the first one is what is the worst habit that you have ever had and how did you get rid of it? Brian Scudamore: Oh, interesting. I think the worse habit is probably not being as good of a listener as I can be. I am a big believer in a philosophy of “Leaders Eat Last” and that a leader needs to listen to other people, share their opinions before they speak. So while I say it is a bad habit that I used to have. I think I am still working on it and getting better, but I tried to have my team speak up and share their thoughts because they are the brilliant ones with all the answers and how am I to really formulate, visionary thinking if I cannot get other people’s ideas are. So a little more time listening. Jeremy Reeves: Yeah, yeah. I love that. I love that. And I think that is something that a lot of people could use some you know, some work on it including myself you know. Okay, second one you know, I am sure you have a bucket list. I am sure you have crossed a lot of things off, you still have a lot of things to cross off. If you had time to only cross off one more thing in your bucket list, which one would that be? Brian Scudamore: Well, it is interesting. So I was actually just looking at what we call our 101 Life Goals list and I have got you know, 101 things on there from giving over a win free a day hug which I got to do, to do in a safari in Africa, a hot air balloon which I got to do. The one that I would keep -- if I can only check one off is to live to be at least 101 years old. So that way, that would allow me to still accomplish all the other things on the list. Jeremy Reeves: Oh I like it. You are doing the genie cheating approach. I like that. Brian Scudamore: Being strategic. Jeremy Reeves: Yeah, I like that. Alright, next one is, if you could change one thing about your life instantly. If you could just you know, actually you know, a genie in the bottle you know, if you could rub the bottle and something in your life change instantly, what would that be? Brian Scudamore: Nothing. Jeremy Reeves: Nice. I like that answer. I like that. Beautiful. Okay, next one. What is your favorite drink? Could be alcoholic or nonalcoholic or you know, what is your favorite drink? Brian Scudamore: Yeah, I love my red wine. I am not a big fancy wine sommelier type but I definitely enjoy red wine and just a glass with friends or family. Jeremy Reeves: Nice, okay. And the last one is if you had to choose a spirit animal, what would it be? Brian Scudamore: If I had to choose a spirit animal? Jeremy Reeves: Yeah. First thing it pops in your head. Brian Scudamore: I have to ask you what that is. What do you mean by spirit animal? Jeremy Reeves: Yeah, yeah. So basically, if there was -- and first thing that pops in your head you know, if there is an animal that describes you, what would that be? Brian Scudamore: My favorite animal is an elephant. I used to think that there are smart. They are big. They stand out. They you know, pioneer roads through you know, trees. Jeremy Reeves: Nice. And it is actually funny, I was just watching the jungle book with my 2 sons the other day and my wife and in that -- I do not know if you remember seeing that from when you are younger when it came out. They just redid it and in that, the elephants are actually like the gods of the forest you know. They are the ones that are paving all the -- you know, they are putting in the dance, they are moving everything you know, so it is actually interesting, it is pretty good. I like it. Brian Scudamore: (inaudible 5:42.7) they did a great, a great new version of that movie. The special effects just blew my mind -- Jeremy Reeves: Yeah, I know. It was, oh my God, the animals are so real. It is incredible. I like it. So alright, so now that we kind of got to know you more as a person you know, let us kind of shift into the you know, the businessman Brian, alright. So first of all, you know, when you first started 1-800-GOT-JUNK? That is your, you know, that is kind of what started everything. That is what really put you in the map. Why was that you know, what was like the reasoning behind it? Brian Scudamore: Yeah, it was simple. I was in the McDonald’s drive-through in Vancouver. I was trying to think of ways to pay for college. I was 1 course short of graduation from high school and I (inaudible 6:27.4) my way to college, but I have to find the funds to pay for it. So I had a need for a job and there I was, McDonald’s drive-through (inaudible 6:34.8) pick-up truck filled with junk. That was the Aha moment. I went and bought a truck on my own for $700 and started hauling junk. A week later and the rest is history. What motivated me or inspired me to pay for college also got me to drop out. I had 1 year left in my diploma so to speak in business school, but I was learning much more about business running the business and I made the bold decision to drop out. My father who is a liver transplant surgeon who thought I was absolutely out of my tree, but we golf the other weekend and you know, he is proud of me and I am proud of him, it all worked out. Jeremy Reeves: Yeah, yeah, definitely you did. I mean going to 250 million is not an easy task you know. So in the beginning days you know, what where some of the things that really kind of move the needle for you so to speak you know. Was there any, was it the message, was it that the actual service was unique you know, I am pretty sure you were -- you were the first one really to bring that you know, that service to the marketplace you know, what do you think really you know, kind of put you in the map? Brian Scudamore: Yeah, what is interesting, I was not the first one to bring it to the market, not even close. There were thousands of junk removal companies that were just like me one-truck owner/operator hauling junk in any city across North America, but I was the first to do is bring the market together and say let us create a professional FedEx-like brand. Clean and shiny trucks, friendly uniformed drivers, exceptional level of service brought to an ordinary industry. And I started the and scale the business from Vancouver to Seattle to Toronto and today we are in every major market in North America and Australia with 1-800-GOT-JUNK?. Jeremy Reeves: That is awesome. I actually did not know that. I thought you guys were actually -- I thought you pioneered that whole industry, but -- Brian Scudamore: You know, we did it at a bigger scale than anyone else, but people have been picking up junks since you know, since the world started right. People have stuff to get rid out of it and you know, 1 day (inaudible 8:46.0) buggy-type model and you know, we just professionalized the very fragmented industry, the same way that Starbucks professionalized and created a brand in a mop-and-pop coffee shop world. We have got on to do it in the junk removal space and of course now you know, our real vision and inspiration is how do we do it in other arenas? How do we take an ordinary business and make it exceptional like O2E Brands our name says, we are doing it with windows, gutters, power washing, and the house detailing space with our newest brand, Shack Shine. So we have got 4 companies that are doing this in fragmented home service markets. Jeremy Reeves: Okay. So is that kind of like your, you know, your kind of go-to strategies, looking for services that you know, that are kind of providing like the basic level service you know, they are really not, they are in it almost like transactionally rather than actually trying to given an experience to the you know, to the consumer that is buying it? Is that kind of like your, you know, your MO so to speak? Brian Scudamore: That is pretty much it you know, it is working for us. We have got 4 brands. We are -- I would not say taking over the world, but trying to do it at least in North America and stay in focus and we do see that by 2021, we will be a billion dollar globally admired brand with 10 brands across the continent. Jeremy Reeves: Congratulations in advance for hitting the 1 billion dollar market. Brian Scudamore: Thank you. Thank you. I know it will happen and you know, money is not -- it is not about the money. It is about the billions of measurement for us, where we would say, hey look at this scale and significance of what we have created. Think of the thousands of people that had to be a part of building these brands and our ability to build leaders and help change the world one entrepreneur at a time, it is pretty exciting stuff. Jeremy Reeves: Nice, okay. Was there a point you know, on your way, kind of building the business. I am sure you have had you know, probably I cannot even count how many stumbling blocks and you know, road blocks and obstacles. What were some of like the biggest things that you had, the things that were you know, maybe you had or maybe you did not, but you know, if there were any, what were some of the times when you were going and you were going and you were going and then something just you know, a huge obstacle in your way that you thought that you would not be able to break through it and then -- how did you, you know, break through that? Brian Scudamore: Yeah. Five years into business. In 1994 I fired my entire company. I have 11 people, 1 bad apple spoils the whole bunch and I had 9 bad apples out of my 11 -- team of 11 and I (inaudible 11:21.5) you know what I got to get rid of everybody. This is not working for me. I am sure it was not working for them and I took responsibility as the leader and sat them all down in the room together and said I just screwed up. I did not hire the right people, train you, and give you the love and support that you need it and sorry team, but this is not working out. We are going to part ways and that day or the next day, a lot of pain going what am I going to do here. I am like going to rebuild my business. I got one truck rather that I can drive at the time. I cannot drive my (inaudible 11:51.4) and you know these employees and it was a difficult road in building things back, but what it taught me was learn from the lesson of -- I have made the mistake bringing on the wrong people. How am I going to ensure I always have the right people. And you know even when someone comes to our head office today it is called the “Junction.” They see a big sign. The first thing they see is a big sign that says, “It is all about people.” And that is our commitment to everyone that comes into that door. Find the right people. Treat them right. It is a special place, but we have worked hard to keep that. Jeremy Reeves: Yeah and you know, I would like to get your thoughts on this you know, because a lot of people when they are hiring, it is about, oh well you know, we are going to pay X amount of dollars and kind of looking for whoever takes that you know what I mean, rather than saying hey, you know what, who is the best person that we can find you know. What are your thoughts on kind of paying employees and you know, your hiring process like who you are looking for. What types of qualities they have and that sort of thing like in terms of hiring the right person versus just hiring someone to fill the role? Brian Scudamore: Yeah. We are slow to hire quick to fire. We really take our time in selecting the right people. And we involved the potential employees in the process to make sure that they feel it is a mutual fit. So when we put someone through the interview process here we called it the beer and barbeque test. I read an article about it on Forbes and what the beer and barbeque test is (inaudible 13:22.1) every person that is interviewing someone to ask themselves could they see themselves having a beer with this person? Do they like them? Are they interesting? Are they interested? Do they have the passion in life. And what we do with the people we interview is we just make sure there is a good strong connection because culture is everything. And then we asked people to say okay let us put them through the barbeque test. Could you see them in a company barbeque? Could you see them interacting, having fun, having a drink, having a (inaudible 13:49.7). Are they people that you know would take the business seriously but not themselves or not take themselves too seriously? We like to work hard and play hard and have fun. So when we interview people, it is often 8, 9, 10 interviews that they will go through, but you know, at the end of the process, both sides are pretty certain that it will be a sure thing. Now nothing is a sure thing, but you have a pretty good track record to bring in the right people on board. Jeremy Reeves: Okay. And are there any certain qualities that you look for you know, in terms of you know, I guess you know, skill level or do you focus more on -- I guess more of a question is, do you focus more on the skill or the person? Brian Scudamore: We still focus more on the value. So we hire around attitude, train on skill now before hiring a CFO as we just did recently you better hope that person has their papers (inaudible 14:40.6) but we hire first on attitude and what that means for us is we look at their values. Our values as a company, the abbreviation is what we called “PIPE.” Passion, Integrity, Professionalism, and Empathy. Do they have passion for life and for their career? Do they have the integrity, the professionalism in everything they do? The empathy that hey, cut yourself and other slack when you make mistakes, be willing to learn from mistakes. So our values (inaudible 15:10.6) is used as a filter if you will for really helping to screen and find the right people based on who they are as a people much more than their skill level. Jeremy Reeves: Okay, yeah and you know what, I am starting to hear that from more and more and more people you know, as I kind of grow my own business you know, and hiring people and that sort of thing is more -- what you said, you know, hire on -- hire basically on value and train on like the skills you know what I mean. And I think that is a big distinction because I think most people when they are hiring people it is like okay, we need somebody who can do A, B, and C versus we need someone who has the values of A, B, and C and can also do A, B, and C you know. I think that is a big -- I think that is a big shift. Now when you first started like when in the process did you I guess come into that realization you know, did you always hire based on values or in the beginning was it more of skill based and then you kind of learned over the years that it was -- there is a bigger impact you know, kind of per employee based on the -- hiring based on values. Brian Scudamore: Well, earlier on, as I told you, the first 5 years when I hired all the wrong people, that was me just thinking you know, someone applies. Do they seemed like they can do the job and we made the decision right on the spot. So putting process in place came from understanding that you cannot just hire anyone. You need to be selective. You do not just go to a party and go hey, you want to be my friend you know, you find your friends through time organically and you are selective because everybody is so busy that you cannot just be friends with everybody and spend time with everyone. So we do that same thing with employees. We take our time. We made sure it is a good mutual match and when it is, it is magic. Jeremy Reeves: Okay, nice. And how do you go about you know, when people are in the company, when your -- you know, because people grow you know, they grow personally and they get getter at their jobs, they get better at kind of being of employed in your organization. How do you go about kind of moving them up the ranks you know, do you keep them? Is there -- do they kind of stay like in a certain bubble if you will or do you kind of you know, do you allow people to kind of rise to the top or you know, how do you go about moving people up in the ladder? Brian Scudamore: We pay attention to developing our people as a part of who we are (inaudible 17:34.6) to be brand. We have what we call the leadership way. We have our way of developing people the leadership traits that really matter that we spend time on, and so a lot of our meetings are focused on leadership development. We do a lot of internal training because we know it is cheaper, much more effective, and a better process if we can find people internally and grow them from within. It is hard to find the right people and when you got someone inside your organization who has all values, the energy, the enthusiasm, they kept the vision of the company and they just need to be trained up makes way more sense to do that than to go to the outside hire some recruiters and go through a big lengthy process to find someone that you just do not know what you are getting. So leadership development you know, Nike one said, I think they are famous for saying that they are marketing company that just happens to sell shoes, we are a leadership company that just happens to remove (inaudible 18:32.8) to keep people’s homes move their boxes you know, that sort of thing and so leadership is really, really at the core of everything we do. Jeremy Reeves: Okay, I like that. Yeah and it reminds me you know, kind of you know, hiring from within and moving them up the ranks versus looking from the outside, you know, outside perspective. It is kind of the same thing as you know, a lot of people spend too much time focused on bringing in new customers what if they just focused under existing customers you know, it is -- you kind of get them back into your business. They are worth more -- you know, cost less to kind of re-acquire you know, for a second purchase that sort of thing. So when it comes to you know, let us jump into marketing a little bit you know, because obviously, you know, you cannot really grow to 250 without you know, knowing what you are doing and having a big idea that moves people you know, so what are some of the things that you have done for marketing that really worked for you and this could be early on in the days where I am imagining it was a lot more you know, a lot more hustle, a lot more kind of you know guerilla marketing if you will versus now where you know, you have a lot more momentum you know, you can go on a lot bigger like you know, like you have been on ABC and Good Morning America, Dr. Phil, Oprah, you know, those kinds of things where it is more mass exposure, but you know, along the way, what were some of the big marketing breakthroughs that you guys had? Brian Scudamore: (inaudible 19:52.4) leader marketing goal has pretty much always been about hustle whether it is knocking on doors of potential customers, knocking on doors of media outlets and trying to tell them a great story. ABC, Oprah, all those things, Dateline, Nightline, (inaudible 20:08.1) those are things that came to us from working it, from really getting out there and pounding the pavement and so even today (inaudible 20:15.6) being a bigger company, quarter of a billion, we are still all about the hustle. Our franchise partners are doing guerilla marketing locally making sure their vehicles or parts (inaudible 20:24.5) high profile visible billboards that generate business. And then you know, the one thing that might be different today versus the earlier years is we can afford to do some mass advertising that we could not afford in the earlier days. So 1-800-GOT-JUNK? is an example. We have got $8 million a year radio budget. That is a lot of radio and you know, it works well for us, but you got to build a business to grow it to the size where you are able to make those things happen and we feel fortunate that we you know, reached that level. Jeremy Reeves: Yeah, sure, okay. You know, what were some of the things like you know, I think you have it down now, but you know, earlier on with your messaging you know, because a lot of times it takes people a little bit tweaking here and there you know, to really narrow down their messaging you know, the whole like message to mark a match making sure that what you are saying is what your customers want. Did you have any problem with that or is it you know, when you brought it to the market, did it just click with people? Brian Scudamore: I think something we have learned is do not tweak too often or too much. So the phone number 1-800-GOT-JUNK?, the colors, the look and the feel, we stuck with it and just settle, let us be consistent even with Shack Shine. We got to a point where we said okay, we are new business here. We got to figure some things out, but let us just figure out the core messages. We call the industry house detailing because just like you detail your car, you should detail your house, wash it, power wash it, do the windows. So we came up with house detailing. We came up with the brand (inaudible 21:58.2) Shack Shine but it is keeping it simple and not tweaking too much. I think too many companies constantly change their message, their look, their brand and it confuses people and I think the consistency is something incredibly, incredibly powerful. You look at Uber, I mean, Uber keeps changing their logo, I do not get it. They have got a big company, a big brand why mess with something and it happens all the time in businesses and I do not think it is the smartest move to be making. Jeremy Reeves: Yeah, you know what, I think there is something to be said there because you know, when you are changing on your message, it almost makes the market feel like you are not sure what you are doing or what your vision is for the company you know what I mean. I think that makes a lot of sense. Brian Scudamore: Yeah. You are sending a message that you are not confident, that you are not clear, that you do not really believe in what you are doing and you are absolutely right, it is important stuff. Jeremy Reeves: Yeah, okay. And one final kind of big question that I am -- I am kind of interested in it because I am always -- I am always interested in how people you know, basically what their vision of the future is. So you are at $250 million now, right, and you (inaudible 23:07.2) started 0, got all the way up to $250 million, I am sure there were some you know, some kind of changes in your strategy and your vision along those you know, ways that you have to adjust and kind of keep building. You mentioned before that your -- the next like huge goal is a billion. What is your -- what is your visionary plan or strategy for hitting a billion? Brian Scudamore: Yeah, a lot of things. Our strategy for getting to a billion is really amassing these great brands in home service spaces. So 1-800-GOT-JUNK?, You Move Me our moving brand, WOW 1 DAY PAINTING our painting brand, Shack Shine our house detailing brand. There are 6 more brands to go and I do not know what those will be at. They will probably be in the home service spaces. And it is taking something ordinary could be carpet cleaning, could be lawn mowing, who knows and making those ordinary businesses exceptional through customer experience. It is finding the right people and training them right and then really having a clear vision of what the future looks like for that brand so that people have a road map or a destination that they are working towards and you put all those pieces together, vision, people, systems, great branding, and it is a lot of hard work building a business but one of the things I love about O2E Brands is that I think we give people a platform or a springboard of which to grow something much quicker together versus people going out and building them alone and it has been a lot of fun and will continue to be fun. So our strategy is stay focus. Stay consistent and finding great, great people. Jeremy Reeves: That is awesome. I love it. Well, hey I have learned a lot you know, from you, you know, today. A lot of what I deal with this more of you know, people like the 7 maybe 8 figures and it is cool talking to somebody who is taking it beyond that and gone to not only 9 figures but multiple 9 figures you know, now you are trying for 10 which is awesome. I am excited for you to get there. When I eventually -- I will see it, I will read it somewhere and see that you hit a billion. I will celebrate for you. Brian Scudamore: Awesome. Thanks Jeremy. These overnight success story sure take a long time, but as I said, we keep it focused, we have fun. We are getting there. Jeremy Reeves: Sure, yeah. And you know before we hop off, let everyone know where they can find out more about you, connect with you, or you know, anything else that you would like them to do? Brian Scudamore: Yeah. If anybody wants to get in touch I am on Linkedin, O2Ebrands.com is the best way to find some of the articles we have written, some of the media attention, videos about the culture of the company, and if anyone has a desire to learn more about vision I am always happy to share our painted picture, how we created our vision and what our future looks like and they can just simply email me, brian.scudamore@O2Ebrands.com. Jeremy Reeves: Sounds good. Well, hey, it was a pleasure talking to you and thanks again for coming on. Brian Scudamore: Yeah, thanks Jeremy and all the best to you. Jeremy Reeves: You too. Brian Scudamore: Okay. Take care. Jeremy Reeves: Bye.

In this episode, we chat with Eric Siu about growth hacking!. Eric is a badass when it comes to growth hacking and how to implement little-known strategies and tactics into your business to spur new growth. We discuss everything from CRO, to ninja paid traffic secrets, and everything in between!   Resources Mentioned conversionrateexpert conversionxl.com growtheverywhere.com growtheverywhere.com/marketingschool Transcript Jeremy Reeves: Hey what is going on guys. Jeremy Reeves here with another episode of The Sales Funnel Mastery. And today, we have on the line, Eric Siu. Eric is the CEO of digital marketing agency Single Grain which has worked for Fortune 500 companies. It is a pretty big one such as Sales Force, Yahoo, and Intuit. And what they do is they help to scale the revenues using a combination of SEO and advertising strategies which we are going to talk about that today. He also owns Growth Everywhere which is a marketing podcast where he dissects growth levers that help business to scale. He has had guest from -- on the podcast from Echo Sign founder, Jason Lemkin; Eloqua co-founder, Mark Organ, Andy Johns, (inaudible 1:01.4), Facebook, Quora, and Twitter and a whole bunch more. He also contributes to Entrepreneur Magazine, Business Insider, Forbes, Fast Company, Time Magazine, and more. By the way, if you guys are not listening, he also does a podcast with Neil Patel, it called Marketing School and I listen to it every morning. I also highly recommend that you guys listen to that as well. So Eric, how are you? Eric Siu: I am good man. Thanks for having me. Jeremy Reeves: Yeah. It was a pleasure getting you on here. I think we can have a pretty fun conversation. What we are going to talk about for everybody listening is basically what is working now because Eric is kind of like me you know, we do a lot of similar things and he is -- he is kind of dabbles in a lot of different areas, so he knows what is working in a lot of different industries and a lot of different parts of the sales funnel everywhere from getting the traffic to actually making the traffic convert to making -- helping people become repeat buyers and you know, and raving fans that kind of a thing. So we are going to kind of walk through that process, but before we do why don’t you dive a little bit more into your story and tell people a little bit more about you. Eric Siu: Yeah, absolutely. So like you mentioned you know, I have an agency called a Single Grain and yeah, I mean you know, we mostly help technology companies, a couple in Fortune 500 in there and yeah, you know, we talked about growth everywhere that is why we really interview a lot of different people. We just talk about marketing and you know, talk about business and personal growth stuff and then the new one you mentioned Marketing School, that is a daily marketing podcast where I just you know, Neil and myself nerding out on marketing every single day, but we do a lot of different things you know, in addition to helping clients grow. We have our own projects too, so we kind of live and breathe marketing you know. Our ultimate goal is to really just accelerate the great ideas in the world and we just have fun while we are doing it. Jeremy Reeves: That is awesome. Yeah, I like that quote, accelerate the great ideas in the world. That is awesome. I like that. Yeah, so you are actually you know, a lot of people kind of just you know, they read things and then kind of just repeat that to their audience -- but you are actually in the trenches doing it you know what I mean which is kind of cool. Unfortunately, a little bit unique -- you know, I wish it was not -- I wish that was not a unique thing, but it is you know. So before we get into the you know, the content of this, all the you know, what is working basically. I like to do a couple really quick questions just so everybody can kind of get to know you a little bit more as a person right and there are 4 questions and the first one is. What is the worst habit that you have ever had and how did you get rid of it? Eric Siu: Worst habit that I have ever had well, I think it was probably -- I think I was just being kind of get everything at once. I think that is something that (inaudible 3:50.0) sometimes it will pop up every now and then but you know, trying to do too many things and not being able to prioritize that is something that you know, easy people struggling with quite a bit because there are so many opportunities coming to you and you just do not know what to do with them. So that is what it is. Jeremy Reeves: Yeah, you know what, I struggle with that myself sometimes. I definitely feel you there. Alright. Next one. If you could cross off one item on your bucket list like -- you probably have cross off a bunch of things. You probably have a whole bunch that you have not you know, done yet. If you could only cross off one more thing, what would -- which one would that be? Eric Siu: Yeah. I think it would be to the ultimate one, is to give away $60 million to the charity. Jeremy Reeves: Nice. I like that. And if you could change one thing about your life instantly, just you know, flick off the rest, what would it be? Eric Siu: You know what, I do not think I would change anything. I think you know, just you know a couple of years ago or a year or two ago, I started doing the 5-minute journal and that has really taught to be a lot more grateful (inaudible 4:44.8) as long as you are grateful, I think you just have to be happy with what you have, I think you are good to go. Jeremy Reeves: Yeah. You know what, I have recently started doing a similar thing myself. I write down every morning 3 things that I am grateful for and then -- I write it on a note card and then when I go up -- when my wife wakes up, I am up like quarter to 6 and she comes down around like 7, I do not know, 7:30 maybe. I do not know, something like that and when I go up for coffee I give it to her and she writes hers on the back you know and then -- the other night we actually asked both of our kids what their favorite part of the day was you know. Yeah. You know, and we are teaching -- they are only 3 and 5 and they are learning that skill already you know. It is so, so important. Eric Siu: It seems like really (inaudible 5:28.7) stuff like I used to be like you know, that stuff you know, I do not need that whatever, but it genuinely helps you know for the long term. Jeremy Reeves: Yep, yep, absolutely. And if you had to choose a spirit animal, what would it be? Eric Siu: Well, my spiritual animal -- Jeremy Reeves: Just the top of your head. Eric Siu: I think it would be the bull. Jeremy Reeves: Okay. Eric Siu: Because I used to like the Rock. I mean that brahma bull on his arm (inaudible 5:52.1) yeah it will be a bull. Jeremy Reeves: Nice. Yeah, the Rock is awesome. Nice. Okay. So with that said, now that we kind of get to know you a little bit better. Let us start with you know, getting people to the website you know, because there is kind of like -- if you really break it down, there are really only 2 pieces you know, there are getting people to the website and then actually converting those people. So I think we focus there you know, we can help a lot of people out. So you know, what are some of the things that you are finding that are working for the most amount of people in terms of getting people to the page whether that is -- and maybe you want to split it up (inaudible 6:27.6) like free stuff versus paid traffic. Eric Siu: Yeah. So I am going to keep it simple. I mean, you know what something that works well right now that not a lot of people are doing is Gmail Advertising. So that is literally you are advertising within a Gmail platform and you know, they are able to see an ad there and you click through it and (inaudible 6:46.8) to your website and the clicks are you know, really not that bad right now and the good thing about it is that you are able to target people that are opening emails. For example, if you are Coca-Cola you want to target people that are opening emails from Pepsi or you want to target people that are opening emails from Red Bull, right. And you are able to do that with a Gmail and bring them back and then drive a good you know, conversion rate and you know for 1 client that we had you know, they target cost per acquisition number was $150 that is for lead and we are getting that (inaudible 7:14.9) $7. So that is definitely worth trying. Jeremy Reeves: That is crazy -- I am actually -- I have heard about that, but I never actually done it. Is that through Adwords? Eric Siu: Yes. Jeremy Reeves: Yeah. Okay, I thought so. I am going to have look into that more. You got my curiosity peak on that one. And how about, anything with Facebook? Eric Siu: Yeah. I mean Facebook (inaudible 7:36.0) a lot of people pushing people to you know content or to webinar (inaudible 7:39.9) whatever it is. I think Facebook is you got to be doing Facebook nowadays. I mean, it is -- even it is retargeting people or getting people you know on your email list. That is kind of the bare minimum. So definitely, you know, target cold people to your content perhaps or you can warm traffic you know, these are people that know your brand. Target them to content and then you know, try to drive them down to funnel you know, even deeper. Jeremy Reeves: Yeah. You know what, you know, you are talking about content and there is kind of 2 schools of thought you know. One is hey, just you know, take it right from Facebook to your landing page whether it is a webinar or but you know, whatever it is, to your opt-in page and then the other one is you know, know (inaudible 8:15.9) content first, get super cheap clicks and then retarget them back to your opt-in pages. Is there any -- have you done any you know, because -- like a lot of people are doing really well, doing both of those, you know what I mean. Have you ever done any like straight test where you literally took the same audience, same offer, everything and tried both? Eric Siu: Yeah. I think we have and I think it really does -- (inaudible 8:39.1) it depends on the offer. It depends on what you were selling exactly. If it is something that is free you know, you might just (inaudible 8:43.8) directly to it or you know if it is a higher ticket like $1,000 or $2,000 course and they do not know who you are. You probably going to have to build that relationship and try to get into the webinar. So obviously, the less steps you have, the better because you know, my argument with (inaudible 8:57.1) what their content in the beginning was like, you know, why you want to add that step in the beginning but you know, it does in fact work because you are building a relationship you know, (inaudible 9:05.5) a piece of content and you are able to retarget that later. Really depends. You have to you know, work out the numbers on your end and then -- I think at the end of the day, if you were able to just make 1 tweak, sometimes all it takes is just 1 tweak for a campaign to sky rocket. So definitely test you know all the different ways, try to direct or (inaudible 9:23.1) piece of content and see how that does for you. Jeremy Reeves: Yeah, definitely. And you know, when it comes to you know, when it comes to -- because a lot of people really they do not focus enough. And I am actually building -- I am in the middle of building a course on doing webinars and one of the things that I am talking about is pre-selling people, you know what I mean, because so many people it is like you are taking them from you know, wherever it is, Facebook or Adwords or whatever it is and they have never heard about you and it is just like plop you know, right into the ad and I have seen a lot of people try where the ad itself had. It was more of curiosity thing you know and then when they get to landing page, they have like -- there is no context. There is no pre-sell whatsoever and they are getting a lot of clicks, but they are not getting a lot of conversions and you know, kind of the theory behind that is because they are not pre-sold you know. What are your thoughts on pre-selling people like do you try to really -- well I guess without giving it away you know, when you are writing ads for let us just say Facebook just for example. Do you try to you know, do you try to write the ads in a way that it kind of you know, targets a specific audience or do you do it more you know, maybe you are having a success with doing it more curiosity based you know, what are your thoughts on the actual ad itself? Eric Siu: Yeah. So, when I target people I mean you know, obviously you wanted to go to the you know, the message to whoever your target instead of just writing a general one. I mean -- I think you know, in general, the logic is you know, obviously (inaudible 10:55.6) target, it is going to resonate, it is going to get better, click to rates, better engagement in overall it is just better you know, better (inaudible 11:01.2). So yeah, that is generally what we do on that front. Jeremy Reeves: Okay, sounds good. You know -- and actually you know, while I am here, have you found anything that is working best for different price points you know. You know usually I find it usually like higher price points are webinars, have you found anything else -- I guess more in getting people kind of into the you know, the lower end product like for example. I have a client right now and they are selling a product for $250 right. It is a physical product, it is this mask that you put on your face. It is for like, you go out in the sun and it rejuvenates your face that kind of thing, right. So it is a beauty product. So we are not really going to do a webinar on that, probably a video at some point, but you know, it does not really fit into like a webinar category, but it is also not a just like, hey you know, here is this thing go buy it type of deal. Now we are going to try Amazon ads, but you know, besides Amazon because there are already buyers so they buy a little easier. Have you found anything that works best for you know, something like that where they are not high enough to really get them on a webinar, but it is not really low enough or it is an impulse buy you know, have you found anything that works in that like kind of a middle range? Eric Siu: Oh yeah. I will give you a couple of examples here. These are little more low tier but you know -- I have a friend at (inaudible 12:24.8) E-commerce company and they sell leather cases right, mobile phone cases and you know, it is like you know, they were $7 to $15 product and they are literally just tried the Facebook traffic to the product page and it is actually working for them believe it or not. And so that works and then you know, also we have a client that -- they have, they sell these brushes, really nice brushes, it is a subscription service. I believe it is about $20 a month and literally yeah, Facebook traffic is going straight to the product page and that is working out. So yeah, you know, the easy stuff people say you cannot really use Facebook to drive people directly to a product page. It does in fact, work. Jeremy Reeves: Nice, okay. I am going to have to -- because I have some clients that have lower end stuff and you know, a lot of what they are doing is like -- I am one -- especially when people are first starting like I always try to you know get some wins first without going into paid traffic and then once the funnel is converting, then you pay traffic rather than kind of just jump to gone over right in just because I am little bit more risk-a verse that I think most people are. So I like to do things like you know, for example, that client that I was just talking about one of the things that we are going to do is reach out the bloggers, have them review it that kind of thing you know, do like paid sponsorship type of situations that kind of thing. Just to kind of like get some feedback first you know, because it is one of those products that we have to be kind of sensitive with the objections and the way that we handle certain things. It would kind of take too long to explain it, but -- You know, brings me kind of my next one is, what are some things that you know, so you said the Gmail advertising right. So I think everybody you know, most people listening to this, they know about the like the big things you know, Facebook and Adwords and SEO and that kind of thing. What are some -- do you have any other kind of unique traffic sources that most people are not doing that they typically it makes a little bit easier to make something work you know, it kind of like the Gmail Advertising? Eric Siu: Yeah. I mean, the Gmail Advertising has followed the (inaudible 14:26.6), but I think at Youtube you know, Youtube has been something that has been you know, it is the number 2 search engine in the world and still not a lot of people are giving it even though it has continued to get bigger and bigger. I mean you look at your Facebook you will see everything single day you are seeing more and more videos. Facebook video has done well, but you know, people continue to neglect the power of Youtube advertising, but you have to think you know, you are able to retarget people. You are able to you know, to retarget or target certain channels, target certain keywords it is pretty powerful, still do not neglect Youtube advertising. Jeremy Reeves: Okay, that is a good one. And are you doing -- that is one actually that I am going to be starting to do actually with this webinar course. That is one of the things I am going to test out and also for client that I am working with now. It is also -- we are kind of (inaudible 15:12.2) you know. When you are doing Youtube, is it -- I am trying to think of the way to say this. When they are looking at the ads, is it -- do they only pay for it if they actually watch the whole -- I think there is a certain amount, they have to watch a certain number of seconds or certain percentage of the video or something like this and how that it works? Eric Siu: Yes, so the way it works is if they click on the ad you get charge for it or it is either you have to watch 30 seconds or you finish the video, which you know, whichever one comes first. That is how it works. Jeremy Reeves: Okay, nice, okay. You know I guess kind of a similar question is. Are you sending people, is it like or I guess maybe kind of depends probably. Are you using that more like an opt-in kind of strategy or you are selling it right from the ad? Eric Siu: (inaudible 15:57.2) I mean some people do opt-ins and they are getting you know, CPAs for as low as $1 to $2 or you can drive them directly to a page to sign up so either way, you know you just test it up probably (inaudible 16:08.5) and make it work. Jeremy Reeves: Okay, yeah. I guess you know, the easy way to -- I am huge you know, kind of a just hey you know, test a couple of things and see which one you know works the best and then put all of your effort into that as well and it sounds like you are kind of the same way. You know, I think an easy way to kind of figure out where to start like what strategy to start with you know, in terms of like opt-in or just a straight sale. It is probably the price point mixed with the complexity you know like the market sophistication of whatever you are selling you know what I mean. Would you agree with that? Eric Siu: Totally agree. Jeremy Reeves: Yeah, okay. I think that -- for anybody listening you know, if you want to try that out or even Gmail or whatever you know, I think it is like, if it is an easy buy you know, if it is just like hey, here is what it is, here is what it does, buy it now. Those typically tend to sell pretty well just straight from the ad versus like if you have to explain it. If the market does not really know what it is and you have to explain what it is or how it works that kind of thing, typically it is a little bit harder I think to you know, to make it work right off the bat, right. Okay, so that is -- I think that is, you know, pretty good amount of you know different traffic tips for people rather than the typical stuff do they hear or do Facebook advertising. That is like kind of it you know what I mean. I think 9 out of 10 times it is just oh do Facebook ads you know, but yeah, I mean there are a lot of other -- I am actually working with client right now who is doing a CPA offer you know, for a supplement you know, and it is like, a lot of people do not do that type of stuff you know what I mean. There are big opportunities because everybody is doing Facebook and everybody is doing Adwords so if you find things that people are not doing there is less demand there and the clicks are less and you know, and you get CPAs that are less which is you know, which is awesome. I think it is important to try some of this you know, some of these alternative strategies. So with that right, so we have the traffic now we covered that. How about some you know, conversion you know, once they -- so we are getting them to the page you know, how do we sell them once they are actually on the page you know, do you have any kind of you know, ninja tricks for you know, for doing that? Eric Siu: Yeah. I do not think there is really any ninja tricks nowadays when it comes to conversion. Nothing that comes into my -- I mean you can look at the digital marketer stuff, what they do when it comes to -- oh dragging people to a low dollar offer like a $7 offer and then doing some upsells right after you know, some one time offer you know, you up $7 and you upsell them to you know $200 product and you can upsell like another round. So you can use a tool (inaudible 18:48.4) to help you you know, set that whole thing up, but I mean in general, if we are going to talk about new conversion stuff that showing up. Generally, I just like to look at conversionxl.com or conversionrateexpert just to see what they are talking about, but I have not seen anything groundbreaking in the last couple of years. Jeremy Reeves: Yeah, you know what, and honestly I think that is a good thing because I think that -- I used to be really, really heavy into the CRO world. I actually -- conversionrateexpert actually reached out. This was a couple of years ago and they wanted me to work for them, but I am just not really an employee kind of a guy, so I said no. I actually worked with Peep too from conversionxl.com. He is super, super smart dude. And you know, I think when I am talking about conversions with people, I think a lot of people miss the basics you know. They want to focus, it is like, oh, what button color is or what color background or you know, what about you know, flashing arrows and then they are focusing on that stuff, but they have not really nailed down the core message right. They have not nailed down the objections. They have not nailed down the emotions of the market’s feeling or why their product is unique and like all the big thing is really you know, drive like 99% of the conversion you know what I mean, is that something you found as well? Eric Siu: Yeah, I mean, you know, generally people will talk about the colors and things like that just because you know, they read an article but really it is about more than that. You have to look at the data. You have to survey the audience and you have to you know, come up with the hypothesis before you start doing all this run and test and I think you know, growth hackers they just launched a tool called Growth Hackers Projects where it allows you to organize all of your tests get everyone on the same page. I think that is a great tool for you know, team to start using. Jeremy Reeves: Nice, nice. I like that. I am going to have to look that up. Because we are doing a lot too and it is like -- it is sometimes it is hard to you know, organize various tests because you have a whole bunch of them going at the same time and you forget you know what is even happening with them. I am going to have to look into that. I am going to write that down. How about you know, have you ever tested things like you know price points. I know digital marketer, (inaudible 20:55.4). He did a thing a while ago about you know, about pricing you know and I have kind of seeing the same thing. I think there is a lot of price elasticity when it comes to you know, when it comes to selling things and I have actually had a lot of different cases where a client came to me and they were selling something for whatever just say, it is $47 and we rewrote the copy and increased the price and kept the exact same conversions, but the price was you know, 50% higher. And I think that comes down to just good copy you know what I mean. Just explain (inaudible 21:30.1) the value more you know, building up the value more and reducing the risk you know more. So I guess you know, have you ever tested any types of pricing strategies that you have worked like that, like you know, you had one thing like I know with Ryan is one of the big things. He did was -- he had a $97 and he did 2 payments in 97 and it was like the same conversions with double the price that kind of thing. Have you ever done any test with that or any like kind of cool pricing strategies that works? Eric Siu: Yeah. I mean most of the time, I think people are just you know, afraid to increase their price. I mean that is the easiest way to kind of just start to scale your business and I think you know, I have certainly you know, victim to that you know, still sometimes I will be as well, but just to give you an example you know, for some clients come to us for a marketing strategy you know, (inaudible 22:16.6) marketing strategy as you know, $1,500 offer well you know, recently we started increasing into $5,000 (inaudible 22:22.9) it is literally the same thing. We just increased the price. So I think it is a matter of just saying, okay, well you know, I am just going to increase it you know, screw it. I am going to see how it works out and you know, we never got any complaints. Jeremy Reeves: Yeah and you know what, how is your -- how was the quality of your client has been, since you did that? Eric Siu: You know, it is even better. I mean you know, when you increase your price, you get different types of -- you get different kinds of people you know, if they are willing to pay that price, great right and they are not complaining you know, it is a different type of client versus the ones that are trying to you know, trying to negotiate that price down to you know, a $1,000 to $500 or something like that you know, it sets a different type of expectation I think. Jeremy Reeves: Yeah you know, I was thinking the other day about like micro continuity sites where it is like $7 a month or $10 a month versus just you know, versus just like alright say you have you know, like which is easier if you had $10 a month and you have to get whatever a thousand people to make $10,000 a month or you can charge a $1,000 a month for some kind of like you know, lower end service and have 10 clients you know, which one is easier to service or you know, $10,000 a month and have 1 client you know what I mean. And I think that is something that a lot of people you know, a lot of people missed you know. When you work with people, do you look at things like that like if they have low end and you think the price can be higher or you know like when you are working with clients -- I guess the question is rather than just like do you look at it more holistically versus more transaction I guess you know, things like that you know, pricing and the strategy behind it, the positioning rather than just like okay, lets us you know, do this traffic source and do this copy or whatever. How do you work with clients when you are -- you know, when they come to you and they have a problem that you are trying to solve? Eric Siu: I mean we would not get feedback. I mean, we have you know -- 1 client they have a type of service that is based off on subscriptions and we came to them saying, hey, you know, maybe your (inaudible 24:27.0) is a little too high, maybe you wanted you know, figure out, maybe making it just like a set price instead and try testing that out. So the thing is you know, we will take a look and we will give our feedback (inaudible 24:36.9) price at first you know that is really reserved for you know, agencies out there like price intelligently that can really help nail things down and really have a more scientific process to it. Jeremy Reeves: Okay, got you, got you. And how about -- how does your testing process go? So like you know, once you actually -- because this is, I know from an experience you know, this is an area that a lot of people get hung up on is they will put together a funnel, right, and they are all excited and then they run traffic to it and either it totally bombs right, and it is just like does absolutely nothing or it does a little bit, but it is not quite ROI positive right and then you know, of course and that is one we will focus on and then of course the other one is they launched and it does really well and you know and that is fine (inaudible 25:18.3). What is your process for going and actually like you know, taking a funnel that is -- it is kind of showing some light you know, because some of them just do bad. The messaging is all off you know, it is just not a good product in the market but you know, I think most of them will show at least some legs you know what I mean. They show signs of life they just have to be optimized you know. What is your process for actually going and optimizing funnels once they are actually launched? Eric Siu: Yeah so for us I mean we do not specifically specialize in funnels, but (inaudible 25:51.5) mostly for our own stuff I mean, when it comes to testing especially with ads I mean usually what you see with people is that they will say, okay you know, we have this $5,000 budget you know, let us test like a $100 or $200 a day and let us spread it over you know a certain amount of time. Our thing is we rather just put all that money up front and then collect all the data as quickly as we can. Get that data and then you know, try to (inaudible 26:13.3) shall we continue on with this? Are we seeing traffic with it? If we are seeing traffic let us continue and move on. So we are looking for any signs of you know, growth and then you know that is how we kind of continue to innovate. Jeremy Reeves: Okay, okay. Yeah, that makes sense. I am on the same way you know, I rather just get it all out there because why wait 2 months when you can just get it in a week you know, and then you could spend the next 7 weeks tweaking it you know what I mean and seeing you know, seeing what is wrong in that kind of thing. So when you are looking at results you know, are there any -- are there any certain KPIs that you, you know, that you typically look at -- For anybody who does not know the term, Key Performance Indicators. Any certain matrix that you look at as kind of like a benchmark? Eric Siu: Yeah. I mean there is a lot (inaudible 26:57.3) I am sure you do that too, (inaudible 27:00.4) we are looking at cost per acquisition you know, we are looking at -- or cost per acquisition, cost per lead whatever you want to call it and then we are looking if that numbers increase and decrease in overtime and then we also wanted to look at you know, also how much volume we are driving and you know, you can look at other matrix such as you know, click the rate as well, conversion rates too. Those are kind of the you know, the matrix that we look at and also cost per click too. Jeremy Reeves: Yeah and there is also going to be -- I think that is a good summary of like the you know, the basic one. Then there is -- you know, for different industries there will be a couple other like you know, specific-like industries, specific lines. Eric Siu: Yeah, the lifetime value things like that. It really depends and yeah. Jeremy Reeves: Okay, sounds good. Alright. Well, hey you know, I have a blast. I have learned a lot. I guess my last question is, is there any you know, is there a question that I have not asked or something that -- that you want the audience to know before you get off, that you would you know, you feel bad if you got off and they did not hear this one big tip. Eric Siu: No. I think that’s about it you know, if you are into marketing just listen to marketing school every single day. Give us feedback and give us topic ideas because we are always aching for more. Jeremy Reeves: Yeah, definitely. And before you hop off. Let everybody know where you know, where they can find you. Eric Siu: Yeah, absolutely. Just go to growtheverywhere.com and then you can find me on that podcast or you can go to growtheverywhere.com/marketingschool to listen to the podcast with myself and Neil. Jeremy Reeves: Sounds good. And for everyone listening, those will be in the show notes as usual and I also give my personal recommendation you know, for his podcast. They are topnotch you know, like I said, I listen to you know, to the one Neil Patel literally every morning which is cool while I am making my coffee and it is a good just kind of you know, quick insight you know, kind of just gives you new idea, nice little you know, spark I guess for the day and yeah, it is a good stuff. It was great having you on. Thanks for coming on. Eric Siu: Alright. Thanks for having me Jeremy. Jeremy Reeves: Sure.

This week, we talk about how to launch a new product into a crowded marketplace. I'll walk you step-by-step through exactly what I'm about to do for a client in the beauty industry to help them maximize their revenue with minimal risk. Enjoy!   Resources Mentioned Amazon Transcript Jeremy Reeves: Hey what is going on guys and girls. Jeremy Reeves here with another episode of The Sales Funnel Mastery. And today is actually labor day that I am recording this. I figure you know, we did not really have anything going on. Actually, well, in the morning at least today. One of my buddies coming over later on and we are going to go out and do some stuff, but we did all of our stuff over the weekend with the kids. I got pulled over which was awesome, always a fun experience and it was by (inaudible 0:44.8) and I was going 20 over in a work zone. So that is always a fun time. And the best part is, it was on my way to a kid’s birthday party that is 2 hours away. So it was an awesome day. No it was not that bad. My nephew had a birthday party and it was fun. They live about 2 hours away and you know, we had a really good time with the boys and with our family and all that kind of stuff. Anyway, so, today, I am basically just doing a couple quick things then I am going to head off. I am actually going to take some time today in the afternoon. I am probably going to work until about noon or so. Go for a nice long run and then come back and work on my car a little bit. I am actually getting back into detailing cars. So I used to be into detailing cars when I was probably about 16 to 18 maybe like in that range you know. As a young kid, you know, you get excited working about cars and you have your own car and all that kind of stuff. So I used to be really into detailing cars and I am getting back into it now. So yeah, anyway, so what I want to talk to you about today really quick. I am going to make this kind of short, is basically my thought process. I thought it would help for you to kind of understand like me given marketing challenge and then how I came up with solving it okay. And my thought process goes into the strategy that me and this client are going to do, right. So essentially, they came to me and they had a product that it is not really selling. Well, it is a physical product. I am not going to give away too much about it just because this is going to be -- it is going to be confidential once we officially you know, move forward with the project. They are not officially client yet, but well they soon. So I am not going to give away too much about it, but I will kind of just give you the overall you know, kind of the high level concepts of everything. So, essentially, it is a physical product. It is a beauty product that -- I am trying to think of how to say it. So, it is basically a beauty product that -- it is a beauty product, right. So, it is not a cream. It is like a device essentially that does a similar thing to a lot of salons, but does it in a much cheaper way and you only pay for it once and that kind of thing. So it is kind of a cool story behind it. It has got a good level of price justification in it because you know, you can use it once or twice and it kind of pays for what you would pay in a salon and you get similar results. There is a lot of proof behind it and that kind of thing. And I actually just got an email back at some -- it has some stuff to do with -- it is a therapy developed by NASA which is awesome. So you probably already know, you know, what the big hook is going to be. So they came to me and they were like, hey you know, this -- you know, it is a great product, but it is not really selling that well you know, do you want to you know, basically can you help us you know, we have tried a couple of things, they are not really working that well and you know, can you help us. And so essentially what I came up with right, was a couple of things, alright. So when it comes to selling a physical product like this and it is in the -- it is like a $250, so it is not -- it is not like the high-end range. It is not the low-end range just kind of like in the medium range where you, you know, you have to think about the purchase, but you do not really have to you know, maul it over for like a month, I mean it is $250. So what I said to them was, I said, alright, you know, you are not getting great results now. Number one is because the website -- the website copy is really bad. So I said, number 1, we have to redo that because we need really good copy, right. Number 2. This product lands itself well to demonstration, okay. And when a product lands itself well to demonstration, then it lands itself well to an infomercial style video, okay. And I actually got to write them back. They thought I meant like a 2 minute, like an actual infomercial 2 minute you know, 2 minute spot that kind of thing which we may or may will not do while I am jacking my (inaudible 4:57.5) here today. In the future, right, but for now, I do not think that is you know, quite the place to go. I was thinking more of like a 15 to 20 minute kind of spot, but infomercial style, right. And then you can kind of use that video in a whole bunch of different settings, right. But the big thing is, you know, 2 of things that are missing is proof okay and the concept. So the concept is a little bit new if you look -- if you think about in terms of the buyer’s journey or market awareness more specifically, the market is not really aware right, of this therapy or the product that kind of thing. So we have to start with education, okay. And that is what my you know, a lot of what I am going to be writing is going to based on okay, because the market is not aware of the product or why that therapy work so well, right. As compared to something like if this was like a beauty cream right, most people know you know, what a beauty cream does right, it gets rid of your lines and all that kind of stuff. So you can go more into like the ingredients. You can go more into the emotional benefits of it -- it kind of go right to that. This one is a bit of a new concept, so you have to start with more education, okay. You have to start a little bit slower. The sales process is just a little bit slower because you have to go into more of how it works right, rather than why it works and why it is better right. You have to first set the stage for how it would actually works. How it would actually gets you results, okay. So we are not going to talk about the science behind it and that kind of thing and that is for the NASA story comes in which is awesome. I am actually excited to write about that. It is kind of funny, I actually get kind of like you know, like giddy, like a little kid when I find out that there is really good stories behind things because as you know, stories sell very well. So -- I always love putting stories together. I will go out and take a cigar and a glass of Bourbon or whatever and take my white board outside of my office. Outside of my office there is -- we have a big patio and then we have our yard, the fence, and there is woods behind it. So it is like a really beautiful view of all the trees and you know, all kind of stuff and I love it. This time the year is just -- I love it and fall. So anyway, so I will go out and actually story board, right. The whole like how the story, like you know, what the set up and story is going to be. How are we going to you know, kind of take them through like an emotional journey and how the story fits into -- how it is going to benefit them as a consumer and you know, all that kind of stuff, right. So stories are going to be huge part of this, okay. Now the second part of this is so you know, the first part is conversion right. So we have to redo the website copy. We will probably come out with some kind of PDF or you know, some kind of thing education-based PDF. Think of this as kind of like a consumer’s awareness guide or consumer buying guide that type of thing right and we will talk about -- that way we can talk about the science, to get them really excited and that way in the sales copy, we can get more into the emotional benefits and to hook them in with stories and show you know, demonstrate the product so they can actually see it and you know, get into all that type of stuff right. So we are kind of doing like a 2 stage type of selling approach here. Then when it comes to actual marketing sales right, they made a mistake of -- so they have an investor behind this product and the investor actually has some experience in infomercials which was good to hear. I just found that out. And you know, as an investor, they are going to want like when they are giving someone money, they want the results fast, right. So the mistake that I think they made is they went with an SEO firm, okay. That is a very, very long term strategy, right. We are talking several months, years like it is a very long term strategy. So I think that was kind of you know, mistake number 1 that they made. So I am going to you know, I will kind of talk to them about that. So when I am looking at this, when I know what the product is, when I know where -- what stage of the buying process most of this marketers is going to be in and what stage of market awareness that the market is in, right, which is on the lower end of the scale. There is a scale of 1 to 5 (inaudible 9:13.5) now I think -- I feel like I did a podcast on that or might have done a blog post on it if you want to check through the blog. So there are 5 stages. They are probably about a 2 I would say. Most products are either 3 or 4. They are probably about 2 -- maybe even 1, as I get into it more, I will figure that out, but anyway. So what we are looking for -- when I (inaudible 9:36.9) when I was thinking about this, I said, alright, what do we have to do here to get -- you know, we need momentum, right. That is the big thing here. We need momentum. We need proof. We need you know -- we need some kind of social elements behind this. We need some you know, big influencers who will be taking about this. We need some buzz about this, that kind of thing. So I said, okay. Number 1, it is a physical product, let us go to Amazon right. So we will put together -- we did not do this yet. I actually just sent them the proposal the other day and you know, so we are probably going to move forward. We just have to figure out some of the finer details. So this is what we are going to be doing. Number 1 is Amazon. Lands itself perfectly to Amazon. It is going to give us you know, a couple of reasons for Amazon you know. Number 1, their paid traffic is awesome, right, because you are targeting buyers anybody going on Amazon you are not going there to like research information, you are going there to buy something. So we will target you know, specific keywords send them there and we will see how -- essentially, what we are looking for is number 1, we want to do product validation, right, and on my end I want product validation because this is going to be (inaudible 10:44.0) share you know, type of situation. So I want to get -- I want to put together a campaign that we know right off the bat, how people like the product itself because if people do not like the product you know, then I am going to go back and say okay, you know, look it is just -- it is going to be too hard you know, too much of an uphill battle from here and for me you know, and then you know, kind of just you know, and get out of the situation you know, and then also for them as well you know. You need product validation first, okay. So if you are looking something, you have a physical product or even a service whatever it is, you need product validation first, okay. You need people that are excited to get -- to move forward with it, right. So we need that first. So Amazon is a really good way to do that, okay. So this in paid ads, put together page you know, all that kind of stuff. Second thing that does -- so number 1 is going to validate the product because of the conversion rates are really, really bad on that then we have to figure out okay is it the product, is it the copy are we not talking enough to you know, are we not -- do we not know enough about the market. Is this not you know, good timing for the market you know, what is going on that the conversion rates are bad, okay. So that is going to be step number 1. Step number -- and then the second part of Amazon is that -- as you sell it, even if you do not make a ton of money on it, you get feedback right. You find out why people love the product. You find out why they do not like the product. You find out why they are going to buy. Why they are not buying. So you get a ton of feedback from Amazon that you can then use as you scale the project because we are doing a couple kind of free strategies or low cost strategies first before we get into paid traffic. On Amazon, we are doing paid traffic, but it would be on minimal scale you know, maybe $100 a day or something like that. So we are going to do that, right, Amazon right. And then we also not only are we getting product validation. Not only are we getting feedback, we are also getting proof because we are going to get reviews. We are going to get people giving us testimonials that we can then use in you know, in other market, okay. Then, step number 2 and basically this is kind of where we at now or where you know, basically what we got enough to at this point is influence or outreach, okay. So I said, alright, we want fast results, that is going to be Amazon, okay. That is going to get some momentum going, right. So Amazon boom, right. As Amazon is going, as we are kind of crunching those numbers figuring all that stuff out, we are going to reach out to influencers, okay. So we are going to look at people like you know, big bloggers and podcasters and you know, people what they called vloggers. I hate that word, but you know, video bloggers you know, and all that kind of stuff and you know, even you know, models on Instagram and you know reaching out to people, giving them free samples in exchange for a review or a testimonial or their feedback or whatever that is. Trying to get them to push that out to their audience, right, only if they love it, obviously. You know, obviously, they are not going to give it to their audience if they do not like it. So that is going to be kind of phase number 2 and then -- so that is going to not only are we going to get more feedback, it is kind of like a repeating loop here. We are going to get more (inaudible 13:57.2). We are going to get more sales. We are going to get more reviews and testimonials. What that also does is it generates buzz. So if we are getting these influencers to generate some buzz in the marketplace, we can then have more proof. You can see how the stuff stacks on top of each other (inaudible 14:13.6) proof stacking. That is a good idea. I might have to come up with that concept. I might have to dig into that a little more. So we are going to do some proof stacking. Used that the first time ever. They are -- I just coined the term for you. We are going to use proof stacking and you know, we will use that in the market, right. So we can then say that like, hey you know, this big blogger in the industry loves it and this guy does and then we can use that to leverage things like PR. We can use that to leverage things like getting on webinars right because it is going to be harder to do a joint venture with somebody on the webinar than it is to just say, hey, you know, check this out if you love it, tell your audience about it, alright. So if we get people that are saying they loved it, then we go and you know, we get one of these A players and then we reach out to other A players and say, hey, you know, do you want to do a webinar about it you know, this person, your buddy, or your competitor or whatever loves it you know, I love to send you and if you love it you know, we will do a quick webinar. I will walk you through. I will give you percentage of the commission whatever, right. Notice by the way, that there is barely any risk here you know, (inaudible 15:20.6) risk going into any of this. So it is going to also make the investor happy. When I came up with the strategy, I have that investor in mind because that is -- he is going to have a huge influence on the decisions that are made, right, because he is the one with the money. He is the one you know, putting his funds into this. So I kind of did all this wraparound that investor, right. So you also have to figure out when you are making strategies like this, you also have to take into consideration all of the factors right because if I said, oh, let us do you know, Facebook ads, we are going to spend thousand dollars a day, the investor would say, ahh.. nope. That is not going to happen because I already sank a lot of money into this and we are not going to do that, alright. So make sure you are considering all factors, okay. So at this point, we have Amazon and we will also redo the website probably at the same -- just kind of so it is there -- kind of one of those things like we are not going to send traffic rate to the website probably, but it is kind of just there like it kind of just needs to be there. It is one of those things you know, what I mean, that it is just like kind of you know, kind of just needs to be there. Then we are doing influence outreach. We are doing webinars on people and then the next 2 things that I said was PR right. So as we do this influence outreach, as we do webinars, as we do Amazon we are building up all this proof and credibility, well then guess what, don’t you think that this has a great story for PR. Don’t you think that we can go to some local stations and you know, if we tell them that this NASA technology is getting amazing results and it is a breakthrough thing and it helps you, you know, get amazing results in a fraction of a cost of going to salon and blah, blah, blah. Don’t you think the media would eat that up you know, they would love that. So I think PR is a huge strategy here. The next thing is customer virality right. And again, all of these are very, very, very either low cost or no cost strategies, right. Again, you know, I am thinking of that, that investor. I am thinking of you know, the cash flow that is available. I am thinking about these other factors. That is why -- it is how I came up with the strategy, right. So the last thing is customer virality right. So basically, really great products spread. So if you have a physical product one of the biggest ways to grow that product is by like organic virality right. Getting it to spread organically by getting people to talk about it, right. So how do you speed up that process because it is hard in the beginning right. It is like a snowball you know, snowball is tiny in the beginning as you know, the farther goes down the hill, the easier it is to keep rolling and keep gathering momentum, but somebody is going to push that snowball first, right. So you know, we are going to come up with some ways -- I have not mapped all this out yet, but we are going to come up with some ways to basically, essentially like you know, give free things if they tell their friends right. So after they buy rather than trying to upsell them in you know, all these kind of stuff, we are really just going to focus on the core message like we have to rather than putting together this big huge elaborate funnel and having all these various products, we are going to put 100% focus into the product and into the market okay. So exactly who is that market. Exactly who we going after. Exactly what benefits they want to hear. Exactly what emotions do we have to pull at to get them to buy. Exactly what you know, what pain points do we have to hit. Exactly what objections do we have to overcome. So we are nailing that first, okay, and then we are going to start once we really, really, really like crush all that, then we will move on to things like you know, adding in creams and adding in you know, I do not know extra strength or you know, whatever it is that we come up with for you know, upselling and cross selling. We have to nail it first with the product itself, okay. We have to prove that it is a valid product in the marketplace first, alright. So one of the things that we are going to do is customer virality and you know, just things like essentially you know, we can do contest, we can you know, give them free things if they tell their friends. Basically just to start getting that ball rolling and getting the conversation starting around this, okay. And that is pretty much it. So I do not know, how long that was, maybe a little bit longer, it was about 20 minutes. So anyway, that is -- I thought it would be kind of cool to take you into my mindset you know, as I am coming up with ideas and strategies for my clients you know, that is kind of what I do you know what I mean. That is how I come up with things and you know, when I have clients that say, hey, you know, what do we do that is essentially how my brain works to come up with the strategies for them you know, it is always looking at all the factors is looking at the lowest cost you know, the lowest risk ways to you know, to get things out there. Sometimes it is not the lowest cost by the way. Lowest risk does not mean lowest cost right. If someone has a huge like a lot of cash flow, their time might be a bigger risk factor than the money, right. So you have to take that into consideration. You know, all the various factors and that is what I came up with right. So yeah, I hope you enjoy it. I hope you have I know, by the time you listen to this it will be after labor day, but I hope you already had a great labor day. I am going to be like I said, I am going to be working in the morning and then I am going to spend the afternoon with you know, with the boys and my one buddy who is -- he is from Boston. He only comes in once or twice a year. So I spend a little bit of extra time with him. I am going to you know, wash and wax the car. So it will be fun. Put some good music on. Probably throw up some marketing podcast on or something like that as I am doing it. Yeah, and it should be a good day, but anyway, I hope you enjoy this episode. As always, if you enjoy this episode which I hope you did. If you are still listening, I am assuming you did. So if you are still listening make sure that you are telling your friends about it. Make sure that you give us a review on iTunes, that is the biggest compliment you could possibly give me. I get people all the time that when I talk to them, they are like, this is the best podcast I have listened to. You give the most actionable advice and you know, it is like the best strategy and blah, blah, blah. So yeah, you know, if you are thinking that in your head now, make sure that you give us a review, right. It would be absolutely hugely appreciated and we are giving you free things too you know, like I said, the conversion cheat sheet you know, there is 101 you know Conversion tips in there that you can use for you know, for your website you know, whatever you are doing, there is like basically, your whole sales funnel go through. So we will send you that. Just send us an email after you leave a review and as always, if you want to reach out and work with us you know, whether doing a funnel day to come up with a strategy like I just went through or to actually helping us or working with us to help you build out your own sales funnel whatever that is then reach out support@jeremyreeves.com alright. That it is for the day. I hope you have a good one and I will talk to you soon.

Imagine for a moment that you’re standing in front of a future patient. But you’re not the only one there. You are joined by two other dentists who want the business just as much as you do. What will get that patient to choose you over your competition? Although you may not physically find yourself in this situation, this is the reality when it comes to growing your business. People get bombarded with ads every day. How will you stand out? What will set you apart is the word choice in your advertising, and your lead-conversion strategy. Today’s guest will help you in those areas. He specializes in copywriting and sales funnels. Jeremy Reeves is the CEO of Kaizen Marketing Inc. He is also host of the Sales Funnel Mastery podcast, where he shares what’s working and what’s not when it comes to creating automated sales funnels. Jeremy’s insight and strategies has helped numerous business increase their bottom line revenue. Some of his past clients include Mark Hansen (co-author of Chicken Soup for the Soul), Than Merrill (real estate investor and cast member on A&E’s hit show, Flip This House), and Loral Langemeire (author of The Millionaire Maker). If you want to learn more about the impact that sales funnels can have on your business, you’ll enjoy the bonus following. It’s a free copy of Jeremy’s report, Constructing A Million Dollar Sales Funnel. Get that here. Here are a few things you’ll discover in today’s episode: The two most common mistakes that dentists make with their direct mail marketing A simple exercise to help you write sales copy that works How to narrow down your target market so that you market to the people who are most likely to buy (and where to find them) How to decide the delivery method for your marketing The one question to find out if the person or company in charge of your marketing is doing a good job or not (if they can’t answer this, get rid of them immediately) Why it’s a good idea to understand marketing even if you’re paying someone else to do it for you What separates good copy from bad copy   Free Episode Bonus: As you’ll learn in this episode, you have the ability to increase your ROI on your marketing dollars by making some adjustments to your current systems. As a bonus for today, you can download Jeremy’s free report called Constructing A Million Dollar Sales Funnel. The information in this report applies to all types of businesses, but you can take these principles and integrate it into your own dental practice marketing strategy. Click here to access that now. Quotes: “If you’re getting okay results, you can do so much better.” -Jeremy Reeves   Resources: Visit Jeremy’s Website Listen to Sales Funnel Mastery Podcast   Support The Show: Without you, Ambitious Dentists, this should wouldn’t exist. If you enjoyed today’s episode, please go here to give the show an honest rating and review in iTunes. This allows me to evolve the show as it goes on, and also helps spread the word to other podcast listeners since iTunes promotes shows with active engagement.

In this episode, I had a beer and was feeling generous so I decided to walk you through one 10-step template we use for client work, called the "personal coach campaign". This is a campaign designed to create loyal, raving customers and help them get better results from whatever it is you sell, plus upsell them to your other products and services. It's something that 98%+ of businesses are missing but 100% of you need! Once again get your pen and paper handy. It's a doozy! Resources Mentioned * http://www.Kinowear.com Want To Work With Me? Visit http://www.JeremyReeves.com or email me at Jeremy@JeremyReeves.com Enjoy! Transcript Hey everyone, this is Jeremy Reeves here with another episode of the Sales Funnel Mastery. I am here in Pennsylvania, I am always in Pennsylvania. I am here in Philadelphia, there we go. My brain is partially functioning today. I am here in Philadelphia. I am here down here for strategic coach who come down once a quarter. So I just got a good work at him. I now have a nice strong beer in front of me, it is a Stegmaier Octoberfest which if you are in -- if you ever get to see it, if you are in it, it is kind of a local beer from -- it is actually brewed about 10 minutes from my house, but if you ever get up into the northeast Pennsylvania area you should definitely try it. It is a really good Octoberfest if you are into you know, craft beer and things like that. So what I want to talk about today, I am actually if you guys do not know yet, I am in the middle of writing a book, right. So that is kind of awesome. I am really excited about it. We are actually -- we are about, we are roughly halfway done. I just started in the end of December. So it is now the very beginning of February, but halfway done and I am expecting to finish it within the next 2 weeks or so. So if anybody is out there and has been writing a book for like years, I think you are absolutely insane. It really does not take as long as you think it does. So what I am doing is actually, I am taking, not all the chapters can land themselves well to this, but I am taking out some of the chapters and I am actually recording it you know, as a podcast and you know, things like that, okay. So only really a couple of -- I like that but it is kind of a cool way of you know, 2 birds in 1 stone. So what we are going to talk about today is your buyer’s campaign, it is a personal coaching campaign is what I called them, right. Personal coaching campaigns are essentially you know, I have built, oh my God, I do not even know how many funnels, dozens and dozens and dozens, I do not know, hundreds, I don’t even know, but you know, we have gotten you know, whatever, around $50m in results for our clients and all these good things, right. One of the things that I have noticed and this does not go just you know, so you do not feel guilty, this is not just for people with businesses just starting out. I have seen 7-figure businesses really lack on this and what they are lacking in is taking care of their buyers, right. I mean, I cannot even remember the last time that I took on a project for a 7-figure client and they actually had a very specific buyer sequence in place. That is how bad this is, right. It is the absolutely ludicrous because they are the people that are paying you money. Everybody focuses -- I talked about this all the time -- everybody focuses on the people who have not given the money yet which is just freaking nuts. I just do not understand that. I mean, it is kind of like you know, you have, you know it is kind of like being out in the bar and you are trying to pick up a girl and there are 5 girls sitting you know, like in the, whatever, in a row or whatever and obviously if you are girl same thing for guys. So there are 5 girls sitting in the bar and you are going up, you are trying to talk to them. Well, 4 of them are like get away from me, you know, you are fat you are ugly, you know, I do not want to talk to you, you know, you are bothering me, right. And then the 5th one is like, Oh, yeah, hey, you know, she is just as pretty and gorgeous as all the other ones and she is like, Oh, yeah, hey, you know, come sit with us, you know, sit next to me, let’s talk. It is basically the equivalent of you going back to the 4 girls and trying to talk to them even though you have number 5 talking to you already and interested in you, okay. That is how insane this is. So hopefully, that kind of makes it clear. So what you do -- I am going to actually take you through. We have a little bit of a templated system for writing buyer’s emails for our clients and I call it the Personal Coach Campaign because what you are doing when you make this sequence is you just sold them something to get them some type of result. They want to get that result. So this campaign is dedicated to helping them get that result. That is really a simple as it is, okay. And then there is other things in there that we will talk about, but essentially, you are just trying to help them get that result that they want because most people, when they buy your product or your service are not going to actually use your product or your service, okay. So this campaign is to try to spur them in the action to try to get them the results of that they are looking for, okay. So basically, it goes like this. The first email, it is just kind of like a thanks, you know. Typical thanks email. There are a lot of different ways you can write it. I like to add a lot of personality into it, but these are fairly you know, they are pretty easy to write. It is kind of like thanks, you know, your order will be shipped out, here is your credit card, you know, your credit card will be shown as this and all the typical stuff. So that is kind of the immediate email, okay. And then emails number 2 and 3. This is only in roughly 10-day period. So emails 1, 2 and 3 are within the first roughly 10 days or so, okay. Email number 2 is essentially what to expect, okay. So it is kind of a prepped and this is, this is kind of you know, one thing to keep in mind is do not take this with a grain of salt because everything is different, alright. How am I going to say this is kind of like if you are sending physical products, but if you have SaaS business it is going to be basically your client on boarding sequence. It is going to be getting them to actually use the product because in SaaS there is a million study showing that people who do not -- you know, the faster people use your software, the longer your attention is going to be, okay. So you have to have these systems in place that on board the client gets them to use whatever it is that you are selling, whatever software as fast as possible, but it is the same thing if you are selling a physical product. It is the same thing if you are selling an information product. It is the same thing if you are selling a service. I have something like this that I do with my clients it is not like a 10 step sequence because I am talking to them one on one, but we just put in a new client on boarding system that essentially, instead of -- it is basically the same thing of what to expect, you know, you are prepping them for to get the results to do the business with you, okay. So in email #2, it is basically what to expect prepping them for what is to come and reminding them of something that can give them better results. So whatever your next upsell is you are reminding say, Hey, by the way, you know, if you have not seen it yet go check out this if you are looking for -- if you are, you know, if you are go getter, if you are a high achiever then go and get, go take a look at this, it is going to help you get better results easier. It is guaranteed, you know. All the various kind of copy tricks that you would normally put in email. That is email #2. And obviously, there is you know, we can go through template and template and template of each of these. This is just kind of a basic summary of each email. Number 3 and again, this is would be send on roughly the 10th day. Again, that is going to change depending your business, okay. Is what to do now that you have it. So you know, again, they might have it instantly so maybe you want to put this one second and just skip that second email, okay. Again, you have to be able to take this template and customize this to your business and that is why people do things like funnel days. That is why people hire us because we can do that for them. So anyway, so email number 3 is what to do now that you have it for better results. So it is kind of like we usually do 3 tips, you know, that is kind of our sometimes there is more, sometimes less, but for example, we just did one for a supplement, right and it was like for any kind of supplement, you want them to basically get in better overall health. So you put tips in there like, Hey, you know, as you are starting this also make sure that you are, you know, number 1 sleeping more, drinking more, eating better, exercising, you know whatever the case maybe, make sure that -- we always do something with habits because if it is something that you are prospect or client has to use, you need to get them in the habit of using it and that is really, really, really important and I cannot overstate it what I just said. So go back and you know, hit the little arrow that goes back 30 seconds to listen that again. You have to get your clients and customers into a habit of using your product or your service okay. Number 4, 5, 7, and 9 you know, and again, roughly okay. Kind of these middle emails. A lot of these are basically just using proof in different ways to then tell a story or transition into overcoming some type of objection to get them to the next step, okay. So maybe you want to use -- so number 4 maybe use a case study. So you tell a story about a guy you know, you can say, Hey, you know, Mark was one of our clients and you know, 6 months ago he was you know, hundred pounds overweight and you know, his doctor told him that his liver was failing and yada, yada, yada, yada he was going to die and then you know, he came to us and he said, ‘hey what can you do to help me?’ and we told him about this thing and how it, you know, how it changes your whatever, it changes your metabolism, it does this and this and this. Whatever the case maybe. So you tell a story that is wrapped in a case study. So it is a case study/story, okay. So you don’t -- it is not a testimonial. I want to make that clear. It is not a testimonial. It is a longer case study. Maybe think about it like 1 to 2 pages. So you are essentially just telling story about someone else in their position that got over you know, that got the result, got a better result by taking the next step which is whatever your next upsell is, okay. I hope it make sense. Email number 5 is roughly the same thing okay, by the way, emails number 4, 5, and 6, okay. So emails number 1, 2, and 3 are roughly in the first Sundays. Emails number 4, 5, and 6 are like number is going to go out on day 30, okay. So the first 6 emails are in the, you know, 30 days. This is a 60-day campaign just so you know. So we are at number 5 here, again, some type of proof which transitions to overcome an objection to the next step, okay. And again, it could be a case study. I mean, there is a lot of different you know, there is a lot of different forms of proof, okay. Pick one of them find something to back it up and then talk about it, you know. And that is again, if you need somebody to do it that is why you hire you know, somebody like us because we can do that easily. Email number 6 so that is 4 and 5 are basically using proof to overcome the objection which you know, to transition, to get them to take action to the next step, okay. Email number 6, again, roughly is 30 days and essentially this is the check in, you know. Hey, how you doing, you know you have it for 30 days, do you have any questions, is there any way we can help you, you know, did you get any results yet. If you have, then shoot them over to us. We would love to help you and get even better results and then by the way, when you reply then you say, hey, if you want to get better results we have this other thing for you. It is not to do it in like a weird way, it’s to do it if it is going to help them, okay. I have to reiterate that because a lot of people are going to do this just to sell something and that is so -- it is just such a wrong mindset. So you are only going to offer them something if it is going to truly help them, okay. Do not offer it to them if it is not -- if you do not believe in your heart that it is really not going to help them because it is unethical and it is just you know, morally wrong. So don’t do it. Number 6 again is 30-day check in. Number 7 again same thing as 4 and 5 just proof which transitions to overcome an objection to the next step. Number 8 is a referral request. So, Hey, you know, if you have enjoyed everything you have seen so far, if you have gotten results, if you have used our software and you love it you know, why don’t you share it with a friend and then you go into the benefits of why they should share it with their friends okay. Referrals have to be written in a kind of certain way to really be effective. You cannot just say -- most people when they are writing referrals, they kind of just say, Hey, you know, why don’t you refer us to your friends because we want more business and you know, it is like the worst pitch in the world. Essentially, what you have to say is, Hey, you know, we can create a win-win-win here. If you talk to us about your friends, number 1 you win because if you have ever told a friend about a restaurant or movie or a new kind of widget and they tried it and they loved it you know how happy that made you feel to help your friend to solve a problem or have fun or whatever the -- you know, be happy, right. So it makes you feel great to help your friend. It also helps your friend because they get helped to you know, solve the same solution that you did and you guys could even collaborate on it, you can talk about it together, so to try to form like a little tiny community there, get them talking about you, okay. And then the third win is that we win because we are able to serve one of our favorite customers and you know, we like to attract customers like our customers, you know. We like to attract -- we like to go out and find our best customers and then find people like them because we know that if you are doing everything that we are telling you, if you actually getting results that means that you are somebody that we truly respect and we know that you are probably hanging around with other people that are similar to you, okay. So in that type of language, right and that is your referral request and that is somewhere in the range of day like 45 or so. Number 9 is the same thing as emails 4, 5, and 7 and that is basically proof which transitions to overcome an objection to the next step, okay. So another case study is good here. I like to kind of do the first one of these as a case study. The middle two or some type of -- some type of like media proof like a scientific study or maybe somebody in the media talk about you or your method of doing things or whatever it is. Some type of proof outside of the company, okay that adds authority to you. And then email number 10 is a testimonial request. So you kind of set it up as, ‘hey’ -- and you can actually have -- in my, I own Kinowear, the website that shows guys how to dress better, right. So one of the things that we do -- we have not automated this yet, I really should. Kinowear is kind of my redheaded step child, it is you know, so again I always talk about why you should do all these things. Do not feel bad if you do not do all these things because I -- you know, I do funnels for a living on a daily basis. Every single day I wake up and do funnels. And I have my own side business and we are still working on the funnels. So you know, just because that side business is you know, a tiny fraction of you know, the revenue that my consulting business brings in. So we do not put that much attention on it, you know. The case is or the fact is, you should have some type of testimonial request and so we do it roughly once a quarter. It is not automated in that business basically because I am lazy. There is really no other you know, there is no other excuse. I am just being lazy but you can easily automate this and what we do is instead of just saying, Hey, why don’t you send us a testimonial because I mean nobody response to that, you say, you give them something right. So you can give them some type of upgrade, you can give them a free bonus, you can give them a gift certificate off of an another purchase, you know. One of the clients we are working with now is doing an Amazon gift card give away, you know, so when they, you know, actually that is set up in a different way but what you can do with that idea is send them to a giveaway and do maybe a month later or a quarterly giveaway were everybody who sends in their testimonials over that quarter can then join the giveaway and then they have a chance to win whatever it is right. And I am actually doing testimonial for somebody tonight actually, probably or tomorrow morning for strategic coach that is actually, exactly what they are doing is you make a video testimonial, you send it in and then they are choosing -- I think it is, I do not know, 3 or 5 people to have a consultation with Dan Sullivan personally, you know, which is the founder of strategic coach. So that is another way that you can do it you know, but again, it is -- you do not position this as Hey, help us. You always have to and this comes back to just copy you know, copy strategy is you cannot write it in a way that is hey, do this because it is going to help us. You have to write it in a way that is saying, ‘here is what’s in it for you’. So in the terms of a testimonial you know, they are kind of annoying. You have to go out of your way to do this especially video testimonials. So you say, ‘hey not only are we going to give you X, you know, also you are going to help people, you know, I am sure you care about other people that have been and you know’, you throw all the guilt trippin’ here. You can say I am sure that you, you know, do you remember what it was like you know, before you came to us and we helped you, you know. And then you could say something like, you know, there are you know, thousands and thousands and thousands and thousands and thousands of other people that are in the situation that you used to be in and this is your chance to actually help them. The reason that you are going to help them is because if you send in a testimonial, it is going to give them the confidence to move forward. It is going to give them the confidence to do business with us which is going to help them get the result they need and you can feel, you can feel you know, proud of the fact that you were able to help you know, you were able to help influence the you know, their decision of thousands of people over the next couple of years and change their life indirectly, you know, something like that, I mean I am just saying this on top off top of my head obviously if we wrote it, it would be a lot more concise and you know, written better but that is essentially the message that you are trying to get across. So that is it, if you are going to -- basically, if you have if you are selling anything, you should have a buyer’s sequence in place, right. And so one of the things that I am doing for one client now is we are doing a 2-phase funnel. So we just wrapped up phase 1 and he does not have his backend yet. We actually did a funnel day to help him, to figure out ideas for his backend because he is doing really, really well on the frontend, okay and then -- but he does not have backend and you know, and he said, okay, you know, let us get it on the funnel day to figure out how to make more money. So the first thing I said, was 'okay, you need a backend'. So we spend I think it was about 2 hours of the funnel day figuring out exactly what he was going to sell you know. So yeah, anyway, so that is it. I hope you enjoyed this. I hope you will share it with your friends because it is going to make you feel good, remember? I hope you share it with your friends. I hope you leave us a review and if you have any questions, comments, support@jeremyreeves.com if you want to work with us, if you want to -- if you have any questions about any of our products or you know, anything like that, if you need help in any way just shoot us an email, support@jeremyreeves.com if it is relevant, if my staff cannot answer it they will forward it to me or if you want to talk about you know, doing a project together then obviously they will forward it to me and yeah. I hope this helped you and I will talk to you soon.

Today I interview Yaro Starak. Yaro is the ultimate authority on using your own personal blog to not just get more traffic to your website, but to actually make sales from that traffic. In this episode he shares his secrets on everything from coming up with new content approaches, to using storytelling to engage his readers and turn them into customers, to using your blog to put people into your funnel and have it work its magic. PLUS I share with you a way to get my own course, The Funnel Formula (sells for $497)... FREE when you invest in Yaro's new course he's launching this week. Make sure to SHARE this podcast/episode with your friends, then leave us a REVIEW and get my "101 Conversion Tips" Cheat Sheet... free! Send an email to support@jeremyreeves.com with the name on your review.   Resources Mentioned * www.Jeremyreeves.com/Yaro * www.entrepreneurs-journey.com Want To Work With Me? Visit http://www.JeremyReeves.com or email me at Jeremy@JeremyReeves.com Enjoy! Transcript Jeremy Reeves: Hey guys welcome back to another episode of the Sales Funnel Mastery podcast this is your host, Jeremy Reeves and today I have on the line Yaro Starak and I have actually been following Yaro for years now pretty much since I really got into -- when I first started my journey, it was in the affiliate world and I was doing blogging and that kind of thing and that is actually where I found him, it is probably about 7 or 8 years ago something like that, give or take a year or two. I have known about him for a long time, we finally kind of met up and got on the phone here. Yaro is from www.entrepreneurs-journey.com. So basically he focuses on showing you how to take your blog and become a full-time blogger and even if you own business you are not just doing blogging, how to take that blog and turn it into actual sales. That is one of the mistakes that most people make. They kind of blog just to blog and there is really no strategy behind it. Yaro really takes that and kind of, you know, multiplies the effect that you get so you get more traffic but not just more traffic actually more sales and we are going to talk about how to use your blog kind of as a like a tool just like you would use Facebook ads or anything else. Use that as one of your tools to get visitors and then put them into your funnel which then sells them your product and services. So Yaro, how are you? Yaro Starak: Good Jeremy, thanks for having me. I think we last -- it has been 7 or 8 years it has been a long time. Jeremy Reeves: Yeah, yeah. I have been kind of watching you from the -- you know, kind of stalking you for a little bit. You know, honestly blogging is one of the things that I should be doing more and I do a lot of, a lot of like guest blogging, things like that and it is always working really, really well for me and I just kind of never took that and did it on my own blog. So I am actually going to be interested in this conversation as well. So before we get into everything that we are going to talk about tell everybody about you know who you are, what you do and you know, and then we will go from there. Yaro Starak: Yeah, so my entire adult life pretty much has been spent online. I often say I fell in love with the internet back in 1998 when I was given my first (inaudible 3:40.2) account after enrolling in university in Brisbane, Australia. That was you know, a bit of a moment and it led to the creation of several website. So the first sort of successful when I had was a card game website about the game called Magic: The Gathering which I played in high school and little bit in university competitively. So I started little, basically from magazine-type website and then had an e-commerce store and then also a trading forum where people would trade their cards, so it was like a starting point business, it wasn’t the full time income, but while I was in the university it was a great business to run and learned probably more about internet marketing there than in any other time in my life and that led to wanted to do something a bit more full time and more serious after graduating from university. So I started what was an editing business. I was sort of trying to model the ebay model of connecting many buyers to many sellers. So I was trying to connect many editors and proofreaders, academic editors and proofreaders with university students, I am acting as a middle man between those 2 people predominantly students at English-speaking universities but they are coming from a non-English first language country. So they need a lot of help with their academic writing and that business was great. It was my full-time income post graduating university for a good number of years and it was actually in 2004 where someone said to me you should get a blog going because it is great for getting traffic from Google and you can pretty much just write this blog and you will get customers to your editing business was kind of like the conclusion I got. It did not work out that way, I did start a blog for the editing business but it was very difficult to write about editing and proofreading, a very, very boring subject for me, but it did teach me what blogging was compared to you know static brochure website which what everyone had back then. And that translated into a desire to explore this medium more but talk about different subjects. So by then I already had 6 or 7 years experience running online businesses, so that is when I registered this entrepreneurs-journey.com domain name purely thinking it is going to be hobby, you know, the domain was a bit janky. I started writing about what it is like to be an online entrepreneur, trying to, you know, reach out and connect to other people doing similar things and you know, it kind of (inaudible 6:06.9) now became my full-time business and took off and I sold my other businesses over the next few years and then, you know, after a couple of years of successfully making an income from blogging, I started teaching and that really, I think at that time probably close to around the time you would have heard about me, I launched one of the -- I think it is the first professional blogging course. So the first course that taught how to make money blogging back in 2007 so that is when I think I can get a lot of exposure, a lot of people came across to my work, but since then, I basically have been teaching people how to make money blogging but it has really turned a little bit in the last 3 or 4 years to like you said actually because back when I started blogging everyone was doing exactly what you said which sort of throwing content out the door and you make money because it was easier in the sense that you could just publish articles, Google what rewards you would traffic, you could slap some AdSense on or sell some banners yourself, maybe do a bit of affiliate marketing and you figure out the way to make a full-time income from it, where today that’s you know very half hazard strategy but it is probably not going to work, so you have to be much more strategic and that is why the process of going towards the sales funnel, selling your own products and service I believe has become so much more important and that is what I basically did around 2012, I said I am not doing anymore advertising, I am not focusing on affiliate marketing. I am focusing on my own products building a funnel. So I sort of spent the last 3 years building out a product (inaudible 7:38.5) in the funnel and trying to build a machine that runs behind my blog so that I can happily type away and write articles but knowing I am getting customers as a result of that, so that is what were up today. Jeremy Reeves: Nice, nice, yeah. That is a pretty cool story and I like that you took it like kind of a round robin, you know, all the way from the beginning, and I resonate with a lot of that stuff because even when you are talking about, you know, years ago you have been able to just throw up content and you know there wasn’t many competitors and Google did not really figure out how to, you know, I mean, you could do so many things to just, you know (inaudible 8:12.8) at Google, yeah, I remember putting keywords in the bottom of the page and white text. And then just do the AdSense and that kind of stuff and that is what I did, you know, I have blogs like that selling fitness products and all kinds of stuff back, you know, back in 2008 I think it was or may be 2007 something like that, yeah, I remember those days it is so much easier. Yaro Starak: For me, at (inaudible 8:41.4) one thing was very different back then compared to today. Everyone link to each other much more readily back then, you know. We did not have social media or so much. There was no Facebook, you know, the viral sharing on social media but bloggers would share each other’s content constantly like you do not have to even ask, you know, (inaudible 8:57.6) would publish a link to my blog once a week just because I had something relevant for bloggers, you know. Everyone was sort of cross linking but I think today it has gotten so crowded it still happens but it is not quite the same or become kind of more insular where you know we’re trying to -- I guess everything is bigger, that is basically the short answer so you know we are all building businesses now. Jeremy Reeves: Yeah, nice, nice. So let’s get in. You were talking about kind of your journey the last couple of years and you realized how important having a funnel was. So what did that looked like. We will start with you, you know, what did that looked like for you and how did you, you know, what kind of strategy when you were into it and you were doing affiliate stuff and then you said, you know what, I need my own stuff then I got to have my own funnel and you know take all the profits myself essentially and use my blogging skills to then sell my own products. How did you -- how did you kind of go about that process? And what is your funnel look like today? Yaro Starak: Yeah, it is 2 phases really. So phase 1 was good old internet marketing advice which I was reading over and over again sort of in the mid 2000s you must have your own product if you really want to make good money. So I made $5 to $10 grand a month from advertising and selling affiliate products pretty much just with the blog and a freshly start email list. You know, I blog for a year before even having an email list which was a bit of mistake, but once I started getting more internet marketing training then I started to see how powerful email was. So that allowed me to start considering doing a product, you know, I -- like a lot of people, I was scared of will someone buy my stuff, you know. It is kind of safer to promote an affiliate product and if you do not make any sales it is not such a big deal but if you go in and do a launch and create your own ebook or your own course or membership site or something and then no one buys it -- you are kind of really afraid of that. It is like being rejected when you are trying to ask someone for a date, you know. No one wants to buy my stuff. So I had the usual fear and I think everyone does when they are just getting started about doing that. So, you know, I probably wasted about 8 months writing an ebook I never released and then when I released blog mastermind, my sort of first course back in 2007, the first version of it, it did well and it skyrocketed my income and that is when I went from making just salary to making over 6 figures a year. So that prove the point you have got to have your own product right, step 1. So I took that to (inaudible 11:24.1) released 2 more courses over the next 2 or 3 years one myself and one with a partner of mine, Gideon Shalwick, a video course, and we did really well, you know. That is how my business grew to selling over a million dollars worth of products through blogging and it taught me, Yes, products are great, but around that time I was also learning about this sales funnel concept. So, you know, I kept studying into the marketing and everyone was talking about, not everyone, (inaudible 11:52.0) it certainly talked about more nowadays so back then those sort of the -- the internet marketers are really in the trenches, we are talking about how you have to have a frontend product and then leads to you know upsales and then you have backend offers, and I got the logic, it made sense, you know. A lower price product to get people through the door, you will sell more of a lower price product so it will have more customers and therefore you can sell the higher price item still (inaudible 12:17.8) hyperresponsive customers plus it allowed you to create a funnel which you could use (inaudible 12:24.5) traffic for and that is -- (inaudible 12:26.6) hammered this concept (inaudible 12:29.3) in a course I took, he said, if your business is based on launches, you do not have a business. You need to be out to consistently source leads convert to know lifetime visitor value of the customer so you can grow a business and you have other people grow it for you, you know, other people can source traffic, other people can even create product and things for you. So I took that to heart but unfortunately, I think I burned out in product creation (inaudible 12:53.7) when I created 3 courses. I have done a ton of launches it was a very good 3 years. I made a lot of money but I just did not see myself sitting down and going and creating a bunch of new products, a bunch of frontend ebooks or something like that and doing all the emails required to link everything together. So I kind of put it all on hold to be absolutely honest and I actually startup in 2011 with a friend of mine, Walter Haas. It was a blog advertising system and I just -- I wanted to do something that was more tech silicon valley startup, less internet marketing sort of in (inaudible 13:27.7) publishing kind of world. And we had a good 2 year run with that business. It got some traction primarily because I had my own audience but we quickly realized we did not want to be in the space we were entering which was online advertising. We did not want to be sort of following people to try and convince them to buy ads and so on. So we kind of realized we either pivot completely, throw ourselves into an industry who do not want to be in or we stop. So we ended up stopping that one because we just did not want to do a startup and that kind of taught me that I did not want to do a silicon valley tech startup because it is kind of a job where you have a 12-hour a day, if you get investors, you suddenly got people you to have be accountable to because you are spending their money. It felt like a, kind of like the almost opposite of what I have been preaching and living with a, you know a lifestyle business because before then I have been all 2-hour workday so they are talking about even before Tim Ferriss was talking about you know the 4-hour work weeks. So I was totally onboard of that movement and I was living it and living it since the days of my editing business back in the early 2000. So I was not doing 12-hour a day, I was doing 2 hours here, 3 hours there, you know, eating lunch for a couple hours, watching back before Netflix, watching whole tv series and you know, socializing, exercising just really relaxing and having a great balance and I saw that is so important. So tech startup is not balanced and that is fine that is just the way that is, that is kind of like work hard and sell out and make a lot of money where I prefer the sort of work balance to make good money while you were doing it and that experience showed me how important that was to me, so when we closed everything down towards sort of -- start of 2012 I was like -- I am going to go back and I felt rejuvenated basically to really build a funnel and do it properly. By then though I chap down every course I had. So I was essentially starting from scratch when it came to product. I had my blog and my audience still. I have been keeping that going, enjoying riding. I always love driving but I did not have a product so it was kind of nice because I had the power of being able to structure a funnel from start to finish in my head and then execute it in a certain order without the pressure of you know, I have got to make certain amount of money from this within, you know, certain amount of time. So I could say (inaudible 15:49.4) we will build a lower price product first even though I know I would not make the big money until I do the backend stuff, but there is a logic of sequence here, so my thinking back then was -- and this is literally what I spent the last 3 years creating and executing this vision. I have done a few things and I know how to teach a few things and I can see some frontend products, so I had a vision for product on blog traffic, being a very popular subject. Frontend product and mindset and productivity and a fronted product on buying and selling blogs and website as a sort of investment strategy which is something I did for a number of years as well. And I also wanted to get a product based on podcasting in the sense that if you are giving away free audio and your good at creating interviews why not create a product that is interviews so I wanted to do kind of like the old CD of the month club that people you know might remember, you subscribe to get a CD in the mail, in might be an interview or I subscribe to a couple Perry Marshall and Eben Pagan, so they send me an interview and I pay $30 a month or something like that. So I thought why not do something like that for MP3 interview, so -- and the way I started to see this was, okay, these are frontend products targeting specific niches in my niche (inaudible 17:08.8) money and blogging. The interview product is a great upsale, it’s -- you know, do you want to have a 1 month free trial when you buy the ebook, so that is my first upsale. So I ended up creating the interview product first, then creating the ebooks and then once all the ebooks were done I could bundle them so you could buy all 3 for the price of 2 at the checkout instead. So it gave me a lot more options, but of course that was all leading to the creation of you know flagship course which was very clear in my head there was a lot of need from my blog mastermind training but the whole program needs to be recreated from scratch because it was back in 2007 I needed a current methodology and which is what I was practicing myself then I was -- as I have said no longer doing advertising, no longer doing affiliate marketing. I was focusing on various strategic email sequences. So each of those ebooks has a specific sequence of blog posts that are link together through an email course that lead to the selling of that product. That product then has the bundle options, the upsale options and then it leads eventually to the backend product as you know, the next step if they want to take that. So that is pretty much where I am at today as we were recording this. Everything I thought about in 2012 has been done except for a few email sequences. Most of my job for the next year is actually going to be sitting at cafes and writing backend email sequences and engagement sequences to link all the products I have created in the last 3 years together. Jeremy Reeves: Nice, nice and I like that. It is important to you know, to get them all the -- to link together. I was actually just talking to someone yesterday and he was doing really good. He sold like an an $11 product. It was just like a really low end like, you know that kind of thing and you know, he is like, oh I have $20,000 customers, I am like, Oh what else do you sell them. So I said you know what else do you have to sell them and he was like, nothing I just had the 1 product and I am like, Oh my God, c’mon, like you have 20,000 customers and you are not selling them anything but a $10 product, you know. Yeah, so needless to say, I am going to be helping him, figure that out. Yaro Starak: Yeah, seriously. Jeremy Reeves: But yeah, I mean it is important to have all the backend stuff because that is -- and a lot of people miss that, it is like -- it is exciting getting customers for the first time, you know what I mean, like the frontend. It is definitely the most exciting part of business, the frontend product from whatever reason just you know, you are turning them from prospect into a customer. It is -- for some reason, it is not as exciting to turn a customer into a higher end and repeat customer, you know, but it is so crucial if you want to actually grow your business, you know, you need that backend. You know I am glad to hear that over the last couple of years everything is kind of come in together, you know, that is good. Yaro Starak: You know, I think for me, the most exciting part was like -- because I sold product before but what I have not done was just have a blog with an automated email sequence that sells a product with an upsale and knowing that that would sell without me doing anything because in the past it was all send out a bunch of emails for launching something, right. I sold affiliate products off the back of just blog post but it is different when you wake up and you have sold an ebook because someone, you know, done a Google search, come across a blog post, joined an email list, gone through a sequence of messages that you know wrote strategically to educate and build trust and then make an offer for this frontend product and then they bought it and you did not do anything that was all -- you created that 2 months ago or something. So I think the moment I made the first ebook sale was really validating moment that the machine can work behind the platform that you build, you know. Jeremy Reeves: Yeah, yeah, it really is. I remember my first, you know the first one when I sold, and even my wife and I were actually just -- we just took the kids on a little get away over this last past weekend and when I woke up, I took the weekend off, I did not even check the email or anything and then I woke up Monday morning and looked at my product sales and realized that the product sales just over the weekend paid for the entire vacation that we just went, you know, actually more than -- so it is a very cool you know experience when it just, it just happens. Yaro Starak: When you get there. Jeremy Reeves: Yeah, like you do not have to send out a broadcast, you do not have to do an affiliate promotion, you do not have to like set up this big JV launch and all that kind of stuff, it just happens regularly. And that is, you know, most of what I do for, you know, with my clients and all that, setting all that up for them. Yaro Starak: Yeah, I mean you know, I mean obviously you and I got in touch because I am doing a big launch, you know and it is reminding me how much more work (inaudible 21:54.4) big launches, you know, like all these contacts, all these setting up for pages, you know. Basically, hoping and praying everyone will promote what you are doing at the same time. I have always love the idea of being in control of your audience, right and that is why obviously having a list is a good thing but -- and this is I think where I, like I have really benefited is having a blog and building something long term because -- and this is something I am not proud of but I have not actually done much buying traffics, but I have been able to do what I do because the leads keep coming from blog post I wrote 7 years ago, 6 years ago, and you know -- you do not (inaudible 22:35.0) that is why I am big proponent blogging itself because it can be a huge traffic source plus I think it is still one of the best sort of -- it is the best platform even if you are doing paid traffic. For example, you are sharing content on Facebook ads, chances are you are sharing an article from your blog on a Facebook ad but yes it is meant to get them onto a converting email list, but it is still content that begins the conversation through blogging so you know, I am always raving about the need for blogs. Jeremy Reeves: Yeah, yeah. Like you said like, you have not done much paid but everybody has things -- like that is your strength, so you know, if you are not into paid and you do not like the risk and you do not know how to do it and set it up and you know be continually testing and tweaking the funnel to make it work and all that kind of stuff then there is really no point in doing that because it is not what you are good at, you know, that is not like your strength. Your strength is doing, you know, doing blogging and doing that all the right way so that you do not have to worry about paid traffic, you know. So let us kind of switch gears and talk you know more about actual like blogging you know strategies and tactics and things like that to get them into your funnel, you know, so things like you know the structure (inaudible 23:49.9) and the quantity and like how often you should be doing it and things like that. So one of the things I have always been curious of is, you know, I have heard -- I think I heard this from, it might have been (inaudible 24:01.5) I do not know, somebody. But like -- blogging, you know what are your thoughts on blogging like in the aspect of, should you be doing blogging every day, every week, every you know once a month, you know, does the quantity matter and then when you put out a post, is it more effective to put out more post or to put out less post and then focus on the promotion of the post? Does that make sense? Yaro Starak: Yeah, totally. I know Derek has been a big proponent of -- it is about (inaudible 24:34.5) more marketing than contact creation. I certainly agreed with him it has changed back when I started (inaudible 24:40.5) write everyday because we just get reward for doing that. Today, you better off you know, to put a bit of effort into 1 amazing post and then going out there and promoting it, but I think there is even a step before that that needs to be addressed and I am always been a big strategic thinker and this is something that I only really applied once I fully adopted the concept of the blog sales funnel or the sales funnel in general. And it is so, even the way you ask this question does not include this thing and it really should which is, deciding on the business intent of content before you produce it. And that is the question that a lot of people do not know how to answer especially if you are new to this like people think well I know this, I will write some blog posts, I will get some traffic (inaudible 25:24.4). Yes, I will have to market a bit harder. I will have to push some on Facebook, I have to do some guest writing, I am going to bring this people back to my blog and then they are going to join my email list and buy my stuff. That is kind of like the basic idea, but you are missing the strategic intent behind the content itself. So the way I like to look at it is -- and it works brilliantly with the funnel because you think, okay, I have created this funnel, the sequence of the frontend, we will call it the frontend funnel for the time being, series of frontend information. It is very targeted right, you know. For example, I have got a client who deals with adult acne and she has an academy basically for that. So -- which she has an email sequence that is going to give -- gives advice on how to deal with acne if you are an adult woman basically. So I do not know how linear she has gotten with it lately but for example, you could have the -- I am going to teach the food aspect, the diet aspect of this and there is going to be an email sequence that strategically information on how to eat right and know what to do with your acne, if you are an adult woman, and that then sells your academy or your frontend ebook whatever it is you sell. Now that is a much more linearnish specific subject then just general treating acne. So you are going after the food aspect and you are going after women. So when you go in produce blog content or do more marketing in general, you have to think well how do I get that person with this content, because that is what you are doing. So it then dictates what goes into the blog post, the language you use in the blog post, how you write the headline for the blog post and then it dictates where are you going to try and get an exposure for it, you know. You might even write a core big blog post for the blog knowing that you are going to do some guest posts on, you know, some women’s magazines, revealing the hidden aspects of diet when it comes to acne treatment. You are going to do guest posts specifically on that subject to bring them back specifically to this longer more in depth blog post specifically to get them to opt into the funnel that leads to them buying that product as they go through, you know, more free information about that. But it makes you think about -- alright, who am I going after, what am I selling, where I want them to go through my business and that is all much more strategic then I am just going to write some post and market them. Jeremy Reeves: Yeah. And I can even see like, you know, one good question to make it really simple is when you are sitting down and you are saying, okay I am going to write blog post or like a lot of my you know, the people listening to this probably are not doing the blog post themselves, some of them would be. But a lot of people are going to have content writers on their team right, me included because I have kind of a side business and set up the exact same way. So I can even see like instead of just saying, okay let us do, you know, this topic and this topic, just ask yourself why, you know, why are you doing that topic, you know, how does that -- does it lead into and (inaudible 28:30.7) that you have, does it lead into, you know, the next so like does it kind of pre sell them on one of your products, does you know -- like you were just talking about. But I think, I think the big thing here is just asking why and not just doing it to do it, but doing it for an actual purpose. Yaro Starak: Yeah, I made that shift in the last -- really in the last year particularly with my content because I was writing so many funnels and it is so strange like I used to just kind of write what I was thinking, what I was doing and nothing wrong with that. I built my entire regional blog business on that principle but ever since I have been thinking, well, I am creating funnels and selling products. Usually, when I write a blog post, it is actually part of the funnel, it is like one of the post I would actually send to my email in a sequence that leads to another post that leads to an offer then leads to a special for 1 week with a deadline because that is usually what drives the sales you know and that is -- it is all into link. So in fact if you dig through my most recent blog post to the last sort of 12 months, they all be related to a product. I was either building a funnel for or -- in fact, even today in my actual sales pages for products or blog posts. So it is very blog dependent and the email is still the thread that connects everything that all the content now besides the products themselves exists on the blog, so it is blog post, its interviews, its sales pages and it is just about bringing people to the blog and then bringing people to the right post to the right offers and automating that. Jeremy Reeves: Yeah. And it almost sounds like -- I have 2 things that popped up while you were saying that. One is that when you were saying that, it almost sounds like you took the product (inaudible 30:10.9) formula and put it into like a blog, you know, concept. Yaro Starak: Yeah, it is a (inaudible 30:18.7) it is (inaudible 30:19.6) formula combined with sales funnel marketing, combined with blogging and email. That is pretty much it. Jeremy Reeves: Yeah, nice. And then the other thing I was thinking of is -- I have a lot of clients that do, you know, one of the things with Facebook is that a lot of times like anymore they are starting not to like when you just send the ad right to it, let us just say it is a -- landing page whether it is a free report or webinar, whatever it is. A lot of times they do not really like that anymore and you will pay really high clicks and your relevancy scores really bad so a lot of -- Yaro Starak: Sorry you are just cutting out a bit Jeremy. Jeremy Reeves: Sorry, can you hear me now? That is not good, Yaro? Yaro Starak: Yeah, sorry I missed a little bit, buy I know you are saying. You are saying basically landing page or webinar and Facebook ads found on that. Jeremy Reeves: Yeah, yeah. So what a lot of people are doing -- it is basically like a native ad kind of thing where you build a really, a really, really solid you know blog post and a lot of them are like you know, it is 2000, 3000 words. And then what happens is, in that blog post they have links going to the landing page and then also what they do is retarget them onto the landing page. So like if they get, you know, whatever 10,000 clicks and a lot of times the clicks are like 30 cents, so they are spending like couple hundred bucks and then they retarget all those people back to the actual landing page. Kind of like what you were saying is those posts are setup in a way that it presells them on the next step essentially like -- it kind of, a lot of times there will be open loops in it and then the landing page or whatever the next step is, kind of closes the loop and that kind of thing and it sounds like a very similar, a very similar strategy you know, and it is something that a lot of people do not do, you know. We are talking about before, they kind of just right to write and it does not really matter, you know, what it is about, it is kind of just to get content there. Yeah, I think it’s -- you know there are so many people that they kind of feel like and you would know more about this than me obviously, but you know, do you feel like a lot of people I feel like would look at blogging and be like, oh, I do not have time for that and that kind of thing, you know, I do not know if it is going to be too much of a long term thing, but it does not really have to be that way I feel. You know, obviously it is a long term strategy in the sense that, you know, you can get long term results given 10 years, still getting sales and opt in stuff from the things you did, you know, 4, 5, 6, 7 years ago and I have had the same experience with my, you know, the guest articles that I have done. I still get leads from things I have done several years ago. What are your thoughts on that with like, you know, are there ways to -- let us say that somebody does not even have a blog right now and they do not want to wait 6 or 12 months, you know, are they ways to use a blog to be able to get quick results? Yaro Starak: Yeah, I think -- you kind of mention what I think it is inevitable here is you kind of have to have a content platform no matter what you do, even the blog itself is not driving a lot of traffic, it is the place you send your paid leads to because it is much friendlier, put it that way I mean. A blog is what the web looks like today when you go to, you know, read content even if you find the news article, you know, probably through Facebook web space. I think a lot of source are news Facebook now and then it gets driven to you know business insider or Mashable or Techcrunch or whatever in each content site you currently have an interest in whether it is you know, cooking or celebrity gossip or something, it is a blog, it is a site that has got content producers, it has got a navigation bar, it is probably got some ads somewhere on it and that is what we I guess see as a friendly site that is giving us information. So, you know, you do not have to have a blog that is well developed, years of content in the archives. You could just write the key blog posts on the blog, present it through this as I have said friendly format and then go out there and do buy paid traffic and as you said, send people to specific articles in that post that then lead to the actual opt in process. So you are actually building trust instead of going, hey stranger come and opt in from my stuff, you are saying, hey stranger read this great post then if you want more, opt in to my stuff. So it is just traditional, I mean, this is marketing 101, build trust, get some goodwill generated before you ascend to do something, do not take a deduction from the goodwill bank before you put something in there. That is what the blog post can do. So I think everyone is actually gonna have to have a content platform simply for that reason whether you are doing Facebook ads, Google ads, Twitter ads, Pinterest ads, Instagram ads, you know, retargeting across span of network. It is all driving to content and then content opt in and then even the opt in still driving it back to content, let us face it, you know, most people they either putting the content in the email itself or they are linking to post probably on the blog. So you kind of -- kind of (inaudible 35:25.8) in some regard, but I think there is though a spectrum of people who love paid advertising and you just take content, right. The content part is the -- do I have to put content, can I just buy ads and send people to my office and they buy it, right. And these people probably are comfortable more so with the marketing and the selling aspect. They love to get people on the phone to sell their product so they can skip the content, get them started on the phone and try and convert that way, they comfortable with that. People I tend to deal with these sort of introverted content producing but shy blogger types who do not like a hard sell would never want to get people on the phone to try and convert. They just want to write great content and sell their products but they struggle with the selling part, the marketing part. So but you can find a happy medium where you still use your content but you still source traffic in various way whether through search optimization, through content or it is paid traffic still driving to content, you know, you can find where you fit. I just think the blog is kind of like -- it is almost mandatory now unless, you know, depending on your niche if you have a brand new niche maybe that does not have many competitors which frankly I do not if there are any more of those. You know, you can get away with it but I think most, the experience of most paid per click marketers is they might get a rich (inaudible 36:48.4) of traffic that works for a few months and then it gets competed away or something changes in the way at platform let you buy traffic and you start to realize I need a way to first capture leads before trying to make a sale and I have do it in a much more softer content-focus approach. So the blog is the first step or may be the podcast, you know, which still is hosted on the blog. Jeremy Reeves: Yeah, yeah it is true. You were saying with paid traffic, you might have like originating and then it kind of, you know, it either dries up or you are just paying too much. I can personally attest to that because I got -- I used to get a lot of my leads for, you know, for copywriting through AdWords and a couple of years ago like 2 or 3 years ago I forgot, it was like roughly a $1 or $1.50 or so a click, right. And it was like, oh you know this is perfect. And then you know, they did not like that I actually got my client’s results and kick me off. So I got kind of blacklisted from AdWords and then a couple of months ago it has probably been, I do not know, maybe 3 months, I put up like a whole new website and it was like it is really just send me there like no testimonials, there is no result shown like anything which kind of suck because you know, I (inaudible 38:05.2) from my clients but again (inaudible 38:07.2) talk about it just because of the way AdWork does. But the point in that is I am now paying it, it is only 2 or 3 years later I am now paying like $4 a click whereas it used to be like a $1 or $1.50 you know, for me it is still worth it but for most people it is not, you know. That is happening like all over the place even Facebook now it is, you know, it is getting harder and harder already, you know and it is still a pretty new media platform. It is already getting harder and harder to make work and you are starting to have to or just used to be you know a couple, I do not know, maybe earlier this year, you could still just send people to landing page and it was just, you know, you are paying a dollar click to a landing page and boom it was beautiful and that kind of thing and then they were like, nope, we do not like landing pages anymore, now you have to go to content and all that kind of stuff and that adds more complexity. Yaro Starak: It is a near like history repeating itself. Jeremy Reeves: Yeah, yeah. I know. And then you know, a couple of years from now there is going to be another big thing and the same thing is going to happen, you know, it is going to -- like an Instagram that is one of the new things now. So in the same thing is going to happen there, you know, right now it is cheap clicks. I have not tried it out yet but I want to. It is cheap clicks and that kind of thing and then eventually the whole things going to repeat itself, you know, whereas blogging it just -- it has been the same since the first blog was developed. It is written in the same way, you can use the same strategies -- I mean it is a lot -- the strategies are different now in terms of you know being like you actually have to be strategic, you cannot just throw up content like we were talking about. But the way that you do it is still pretty much, you know, the same (inaudible 39:52.0) basically the same, you know. Yaro Starak: Yeah, it is because we control the platform that is all has been the difference, right. I can do my blog whatever I want, were Facebook decides how your ad should be and Youtube decides how your ad should be and Google decides how your ad should be. You know, I love the fact that I control an entire page of testimonials at people and that is not going to get block like you said you experience, right. So in fact, testimonial podcast which pretty much are podcast masking these testimonials or may be testimonials masking the podcast (inaudible 40:25.1) but basically, I do interviews with my successful clients and its great content but it is also a massive endorsement of my stuff. So you know that is content I send and people love it but it is actually a very overt in some ways picture my products and totally you get away with that the same what you could on you know paid platforms. Jeremy Reeves: Yeah, definitely, definitely. Alright, so when you are -- let us just say that someone right now is you know, they are like alright this sounds good, I am going to start blogging again or maybe they are already blogging and looking for ways to basically get better results from it. So we already talked about a bunch of different things to do that but when it comes to -- 2 kind of like big questions that I want to make sure. We already went over a quantity, so it is kind of like a mix of you know doing it frequently and then promoting it you know. It is really not clear, it is kind of like you buff essentially. And then in terms of length and structure those are the 2 big questions that I am kind of curious to know, you know. Have you found in terms of like SCO you know, getting more visitors to the page. Have you find any differences in the length of the blog posts? Yaro Starak: Yeah well you know, when I started, I was running what you called a magazine blog and I still distinguish these 2 types of blogs. One is a magazine so you are producing a lot of content. You probably got multiple writers and you are doing where news based in the moment content that is not really relevant, you know the week later even a day later sometimes versus an expert based blog which usually is more one individual blogger sharing their content, teaching, advising, educating and then selling their products and services like we have been talking about. And those types of bloggers they might publish once a month but when they do that it is a fairly in depth robust content piece that is, you know, meant to stand the test of time it is not news it is evergreen it will be that relevant, you know, like I said I wrote a blog post on the 80/20 rule back in 2006. In fact it is still my highest search volume piece of content to my blog it got many because it ranks in the top 3 for the phrase 80/20 rule on the internet on Google. I wrote that after just learning about the concept myself and applying it to my own life and it continues to deliver that result. I do not think if I have written a news post about a piece of 2006 news that would not be getting me any traffic necessarily right now and that is maybe I wrote about Donald Trump or something like that because (inaudible 42:57.6) right. So I think the short answer is again, intent behind content. If you are going purely for SCO there is a different strategy for that. If you just want to rank highly then you are going to throw in a lot more keyword research. You are going to throw in competitive research to see what other sites are ranking for that term whatever pages. So that is why I think the biggest question that everyone drops and forgets about when they start blogging is why am I writing this blog post. What its purpose and really drilled down is it designed to sell a product, is it designed just to get you more traffic through a search engine, is it meant to be thrown out there through a paid advertising, you know, what is it going to do, it probably going to do multiple things like you might say yes, I am trying to get search traffic and I want to use it paid per click and I want to sell my product with it which is fine you know you can achieve that but be cognizant of what you are doing. So you are going to have to put in you know more work. So from my point of view, I have always been a long post writer, so to go back to your sort of question, way back when people were putting out research saying the post that get shared the most and go viral are between 400 and 700 words that was the research. At that time I suspect that still holds true if we are talking about that masked consumption entertainment type of content. That is not necessarily unless your job is you are running a magazine. It is not going to what you wanted to do. So I always love to just get everything I thought about a subject out into blog post. So I predominantly write 2,000 or 3,000 words. If I started pushing towards 4,000 or 5,000 words I break it down into 2 or 3 posts and start creating series. If I really have a lot to say those series would actually become ebooks. So I might write 9 to 10 posts and I compiled them into a pdf download. So you know you got options and I think, as I have said the intent is more important but also your overall strategy you know. I have got my 2 best case studies ironically people who I have coached in the past who both have blogs that today make several million dollars a year. One is about cars in Australia and one is about basically sports coverage in all over the world and both of those guys are running magazines with teams of writers. One is more of corporate in structure where they got a CEO, you know they are getting ready to (inaudible 45:27.3) stock market. The other one does not have that corporate structure but it still got that were producing 30 blog posts a day or covering news on every sport and they are doing predominantly income from advertising but also affiliate marketing and selling a membership sites. So you know that (inaudible 45:44.7) can do really well but I think as an individual and most people I work with today, I have people probably like you do who are an expert at something or went through a life experience that allows them to then teach. Now what they are trying to do is take their knowledge, their expertise, their advice and package it into digital content that they can sell and give away for free. So the blog and the email list becomes vital and writing a 3,000 word blog post on how to each write for covering from adult acne is not going to work in a 700 word blog post. You need the space of thousands of words to really deal with that subject and put pictures in there, maybe a video or two really hammer that home, but then you can go forever and say, you know what, you are diet is not right go read this blog post. You can say that in person, you can say that on a podcast, you can say that on forum when you are interacting with, you can post it on Facebook. You know, you can go everywhere and just be proud and know that this blog is going to really help people and it is going to convert them onto your email list as well because you obviously going to put you know sign up here for my audio series on this subject or my video series on this subject and I have lots of opt in box all over that post in order to convert the lead to. Jeremy Reeves: Nice, sounds good. Yeah that all make sense. So my last question that I have -- that I have always been kind of curious of is how about the structure, you know, the structure like when you sit down and you sit down and you say okay I am going to write a blog post about this and here is the reason why I am going to write it you know you have the intent for it. Is there like any kind of like kind of you know magical structure that you used or is that different based on the type of blog post it is or like for example, you know in copywriting there is like the AIDA formula you know, attention interest desire action or anything like that or do you start off with like a story or you know any kind of like certain structure you follow or is it kind of a different based on the end goal of the post. Yaro Starak: Yeah, I mean it is copywriting you know it is (inaudible 47:58.7) overlap maybe it is a little bit more narrative than copywriting although I think most good copywriting is very narrative based anyway. I certainly whole heartedly endorse and use constantly storytelling I think you know that is, by far, the most engaging format of content. I think it should be in your products, should be in your blog post, should be in your emails, it should be the start of everything really certainly at sales pages. What I find as a formula though -- you know, first of all you are, going back to that, alright, what is the purpose for this article, you know the purpose of it and you are thinking okay what is my little niche topic here and you might be thinking well let us stick with the same story we have been running with which is the adult acne and diet. You might go I used to eat a lot of fruit, alright. So you start telling the story about your previous self and how you might wake in the morning, you have a bowl of yogurt with some bananas and you know, so and so and then at lunch time, you have you know an apple maybe then a smoothie in the afternoon and you saw it because it is fruit it was really healthy. Every day you would also wake up with more pimples on your face and you are going, I thought I am eating really healthy how am I getting an acne I am not eating chips, I am not eating chocolate, I am not eating candy not realizing that there might be a correlation between you know the sugars in the fruit or something that can lead to the acne. I am obviously not saying that is necessary the case for the sake of my example here. Jeremy Reeves: Just an example. Yaro Starak: You know that sound kind of like could be true. So you know you are telling that story from your previous life and what I like is very much that attention, interest, desire kind of formula maybe not as rigid as that but making sure those elements are in there where you are introducing something you went through or someone you have worked with went through or someone you know went through or may be a celebrity went through and that is the typical heroes journey where they start with the problem but they have an aha moment. I am a really big fan of revealing aha moments through storytelling and that creates the mindset shift necessary to open up their mind to actual how to teaching to. So story, heroes journey, introduce the problem, they have an aha moment, they see the solution to the problem they experienced it and then you actually tie the blog post off with the here is the how to steps to do this in your life. So that is when you put a dot point list and it is quite well known. You know dot points, bullet point list, numbered list that makes for you know easier digestion of content more likely to be shared so if you can combine storytelling with how to that is chunk down into really easy to apply bullet point steps and then tie it into a next step as well obviously you are ending the post with you know if you, if you actually want my 7 day guide for doing this whole process opt in here and I will send you the download, you know the pdf download. So it kind of flows from story to educating them on the mindset of the solution to giving them the steps to implement the solution to saying if you want more here is the guide. So that is kind of like roughly the way a lot of my blog posts and email lists you know the call to action can change but it is almost always story first how to set in and then call to action. I am a big fan of also what I learned through I think Eben Pagan was the first person, the different learning styles where you got the why, what, how, what if. I would not go into much detail but it is pretty simple. Everyone has a different way of basically paying attention to content, you know how you grab them. So if you are why learner, you need to know why you need to listen to this. So you know for this podcast, you would say, you need to listen to this because you are going to see the right way to blog if you want to sell your products and services so that is why you should listen, so that will grab your attention of the why people. The what people will say, I am interviewing Yaro Starak who has been blogging for 10 years and has perfected a system called the blog sales funnel for selling products and services for only a blog. So that gives them what, what is the science, what is the system, what is the practice this based on, why is it legitimate basically. And you have got the how, which is pretty straightforward. Step 1 setup a blog. Step 2, setup an email. So you are going to teach people to steps and that is usually what a lot of people on the internet seemed to love. They love how to. And the last group the what if learners. They are the practicers. They want to actually see how this can be implemented in their life and what they will often do is hear the one thing they need to hear in something and then run away and do it. So you often need to say, for example if you listen to this podcast with Yaro Starak you are going to be able to go away, setup your blog and make 2 or 3 specific strategic blog post that will lead to selling more of your products and you can go away and do that immediately after listening to this podcast. So that is giving them the what will happen if they apply what if in this education. So I pretty much cover all 4 of those in most of my major piece of the content so free reports, products, you know webinars maybe not in every blog post because it kind of be, you know difficult to do it in 2000 words but if you keep yourself aware of stories as well as the learning styles call to action and then you can do pretty well. Jeremy Reeves: Yeah. That was awesome. That was worth (inaudible 53:34.0) people listening to that, you know, worth listening to the whole interview and you know plus everything else (inaudible 53:39.5) but yeah that really helps them and I fully agree by the way and you know as everybody knows like I am copywriter doing every day of my life and storytelling really is like the best way because what happens like the big thing with storytelling, the reason why I work so well is because when people are reading sales messages and when they are reading really any kind of content, they always have like -- they always have like the flags coming up you know. They are waiting for some reason to not want to listen to you, you know and so they are looking for that reason and they are kind of like defensive when they are reading it and storytelling allows you to kind of slip under that and tell them what you want to tell them but like masked by the story, you know what I mean. Like there is a lot of -- I forgot what they call it, I mean there is a million things even the you know, even like things like the bible you know, I mean that is basically one big long story that is teaching you all these like life lessons etc. And really that is -- it is the best way to tell people what you want them to believe by the end of the page whether it is a sales letter or blog post or whatever it is without raising those flags you know, so I would highly, highly recommend if there is anything that you guys get out of this its start telling more stories and everything that you do, whether it is blog post, whether it is a sales letter or emails, regardless of this and anybody on my email list knows that pretty much every email that goes out there is some kind of story attached to it you know. Jason Swenk: You know, I read some (inaudible 55:11.4) actually writing some copy and I want to really explain the importance of storytelling and there was this Spanish academic study where they were scanning brains and watching what part of the brain fired up basically listening to (inaudible 55:24.6) you know reading an ad or telling the story or something. So what they had is they had basic content that did not use more descriptive language, it was you know more facts and figures and it could be describing the features rather than the benefits if you are looking in copywriting right, and only 1 part of the brain fired up, but when they started to describe things in more emotive language like describing a smell or describing a feeling or you know something that actually fires up a different part of the body not just the analytical part but when you think of a smell, you actually start to smell it. So your brain fires up the smelling part of you know the (inaudible 56:01.6) actually smelling the smell. The brain thinks you are because you are thinking about it. So what was interesting was the you know the retention and the engagement was so much higher when you are activating those other parts of the brain rather than the just purely analytical part and it made me think, yeah, this is the key because a story works because you put yourself in the footsteps of the people in the story right, the protagonist so you feel them climbing the mountain in the Lord of the rings, you know, same with the movie, you know, you feel the intense, the rush of the adrenaline when you are racing the car where if you just talking about this is the fast car, you know, it does not give you that cross-body functions experience and that is how why, how and why storytelling can work so much better because as you have said, it bypasses that I am just getting sold (inaudible 56:51.5) telling me about product versus I am smelling and experiencing and feeling the sadness, the happiness, the achievement whatever it is that story takes the person through and then it connects it with the product and you have got you know, great marketing, great copywriting. Jeremy Reeves: Yeah and that is the key with stories like you cannot just --- it is almost the same as you know a big theme of what we have been talking about is you actually have to have an intent behind the story just like behind the blog post, you know. Just because you are telling a story does not mean that it is the right story like, you know. I can be selling a car and if I am telling somebody a story about how you know, I went to you know India and rode an elephant you know, there is really no -- there is really no connection between that you know. So just because it is a story does not mean it is going to help you sell. You have to you know, the story has to have a purpose, you know. It has to have a lesson in it or you know be able to like explain something that (inaudible 57:48.2) you know or whatever the case is. Yaro Starak: Although I bet you could tie the elephant to a car but you know slow travel versus quick travel, you know. Jeremy Reeves: Yeah and that is a good skill to have is being able to take stories in your life. The other day, I have -- I do not know if you know the money tree is, but it is basically just a plant and it is called the money tree but I have one of these. I have one in my office and the other day I was going and I noticed there is like a little bit of dust on one of the leaves so I was like, I was kind of like you know getting some of the dust off of the leaves and that kind of thing and I came back and I forgot what the transition was but I came back and I actually wrote copy based on that like just based on touching a plant, you know. For some reason, it reminded of me something. I cannot think of what it was of the top of my head but having that ability to be able to say, okay you know, I just waxed my shoes and how was that -- how can I apply that to like you know, turn into story which teaches a lesson you know, maybe -- I do not know if you are selling something on like personal development, you could talk about how you know, you are waxing your shoes and it reminded you of how important it is to have patience with your children, I do not know, you know, something like that. That is really an important skill to have and it is one thing like, I do not think it comes naturally for a lot of people it is something that you have to purposely do you know, and I actually used to -- before I really started getting an emails and stuff, I mean this is years and years and years ago. I actually used to just look at things in my room and just randomly like closed my eyes and point to something and forced myself to come up with a story based on whatever I was pointing at. It could be like the ceiling, it could be you know, the rug, it could be door handle and then somehow make a transition from that into you know, an email or blog post whatever. And then you get good at it. Yaro Starak: Exactly. I mean that is -- I am never been a paid copywriter or train copywriter but you keep blogging, you are exactly right. You have to keep seeing stories in every moment of your life and it translates into content and even if you are not -- I think you should blog this for the sake of that reason alone just to practice the art of writing and the art of storytelling that leads to selling to. But even if you are not necessarily a content creator, you have to use copy. Your ads have to have copy, your emails have to have copy. You cannot get away having internet business without some kind of copy. So practicing the art is definitely worthwhile. Jeremy Reeves: Definitely, definitely. Alright, so I learned a lot on this. I know just -- you know, from my own kind of personal use and I am sure anybody that is listening to this. If you have a blog, I am sure that you have already heard a bunch of different things that you should be doing to improve the results you are getting. And if you do not have a blog, hopefully we kind of sold you on the idea that you need one, you know. Like Yaro said it is not really a matter of like having one or not like it should be a necessity that you have one. It is a matter of how often you do it and how much you are utilizing it you know, because like you said you can use it -- you can have 1 blog post and it is kind of like a multifaceted thing. You can use it to get SCO and you know generate leads and sales and use it for a paid post like for Facebook or whatever or use it for JV Partners to send people to you know, whatever the case is you know, put it in forms and all that kind of stuff. So you definitely need to do all these. So before we get off I just want to take a second you know, let everybody -- there are 2 things you know, first of all let everybody know how they can get in touch with you and maybe follow your blog and that kind of thing and then when we’re going to be releasing this. You are starting kind of your prelaunch for your blog mastermind 2.0 and I want to -- I am going to send everybody to a link that I have and basically my kind of offer that I am going to give everybody if they you know, well first of all you know, just sign up for whatever is you know, whatever he is doing like with the content because the content is going to be outstanding you know, just alone even if you do not buy the course and everything like that. But what I am going to do is if anybody goes through my link and buys Yaro’s new course that is coming out with as you know, the link will send you to. I am actually going to give you a copy of my own course, the funnel formula which is $500 on its own by the w

In this episode, I bring Kate Diete & Paul McCann on the line to discuss a fascinating project they're doing. Starting out as 1st-time entrepreneurs, they've taken on the challenge of starting 12 NEW businesses in 12 months! On the podcast we go deep into exactly why they're doing it, what strategies they're using to make sure each of their businesses is successful, and much more. There are a ton of applicable strategies here for all businesses, at all stages of growth. Tune in and enjoy! Make sure to SHARE this podcast/episode with your friends, then leave us a REVIEW and get my "101 Conversion Tips" Cheat Sheet... free! Send an email to support@jeremyreeves.com with the name on your review. Resources Mentioned * http://innerwanderlust.com/* http://teawitty.com/ Can I Help Grow Your Business? Visit http://www.JeremyReeves.com or email me at support@JeremyReeves.com and let's chat. Enjoy! Transcript Jeremy Reeves: Hey, this is Jeremy Reeves with another episode of the Sales Funnel Mastery podcast and I have some pretty cool guests in the line today. I actually have two guests today and they’re gonna be kind of teaming up as we talk about this. Their names are Kate Diete and Paul McCann and I am pretty sure I got -- you just told me and I already kind of forget. So they are from innerwanderlust.com and essentially I’m gonna let them say exactly what they’re doing but essentially what they are doing is they made a challenge for themselves to do 12 new start-ups in 12 months and be cash flow positive in all of them and they’re actually doing really well so far. I was kind of reading up on them and looking at their results they’re having so far and it’s pretty fascinating and I love the challenge, number one because I love challenges because I think they’re fun and number two because it’s just a really cool challenge. They’re also doing all that while traveling the world. So I will let them give you the details on everything. We’re gonna get in depth not only on what they’re doing, but how they’re doing it and the marketing strategies they’re using to, to be cash flow positive in all their various businesses and that kind of thing. So we will dive into some good stuff, but for now… Kate and Paul, how you guys doing? Paul: Yeah, really good. Thanks for having us. Kate: Great. Thank you. Jeremy Reeves: Nice, nice. I actually didn’t even know when I called them but they’re actually in Vietnam right now. So maybe they can tell us a little bit about their travels too but -- tell everybody -- give us kind of a quick summary of exactly what you are doing, just expand a little bit on what I brought up earlier. Paul: Yeah, cool. So this year, yeah I guess we christened it kind of like a year of learning for so and we haven’t started a business before this year but we always have a lot of ideas and we want to throw ourselves into things, but we also wanted a way of measuring it and so, because of the number of ideas, we thought okay we can do more than just one and then the measuring came in with one a month. So we wanted to get something not bad, test the market, see if there was any sort of traction and pivot measure it and then as it worked launch it and yeah so far it’s been going okay and definitely -- so we have been doing all this while traveling as well. So we visited 22 countries so far this year and we found that traveling has really, really helped with the inspiration for coming up with and you know, not only the ideas for certain strategies of how to pitch them at particular demographics that we were looking at as well. Jeremy Reeves: Nice, nice. So tell us about some of the businesses, you don’t have to go through all of them but maybe some of your favorite ones since you launched a whole bunch already. What are some of the businesses that you came up with so far? Kate: Yeah, sure. So there has been a real mix, so I think something we have done which probably wasn’t the smartest thing was to do something in a different industry every time. Paul: That definitely wasn’t planned. Kate: It wasn’t planned, but it has been great experience. So one of our favorites is a tea subscription service. It is a lose weight tea, focused on health and we traveled around and we visit tea plantations and we sourced the tea which is amazing to do whilst traveling. Another one is a TV documentary which we are really excited about. So we soar as we are traveling around but you know there is so much happening with start-up scenes around the world but we didn’t actually hear about a lot of it when were both living in London so we felt we really deserve to have spotlight put on it so we decided that we wanted to film around -- so far I think we are on the 11th country and it’s gonna be producing to a six-series episodes to show the emerging markets and what’s happening within the start-up ecosystem of each. Jeremy Reeves: Wow, nice. Paul: Also, yes, we just got a meeting with different people from different stages of their journey so everything from literally someone here would have an idea of two weeks previous to people who just got funded by a VC to a multi-million dollar start-ups even to people who have accessed their start-ups and speaking to angel investors and venture capitalists and literally you name it. We are just trying to paint a real picture of the ecosystem, so that’s has been really interesting. Jeremy Reeves: Yeah, yeah. I love it. It’s really cool. One of the reason that I want to talk to you guys because to me it’s fascinating and one of the things you mentioned -- so you never had a business before starting this challenge? Kate: Yeah, correct. We have never had any experience to this. We both work corporately, but we felt like it was our time and we always wanted to so. Jeremy Reeves: Yeah and that had to be kind of a scary thing. I think it’s hard enough for people just to leave the corporate world to start one business let alone a new business every single month for a year. How did you get over that kind of fear, anxiety in the beginning? How did you feel like the first week or when you quit your job or when you first started that first business? How was the mental process going through that? Paul: Wow. Well for both of us, I can speak for Kate on this one, I don’t often do that. There wasn’t really any fear. As Kate said, it was really our time and I for one practically skipped into work the day I handed them the notice and pure excitement of what was the come and before then I worked really, really hard. We both had to kind to get to the level where we were at and we just find really, really unfulfilling I mean what we have achieved in the last 10 months and we are more proud of and though we spent you know, I don’t know, I have spent over 10 years trying to get to where I got in the corporate world and at that point I was very happy with where I got but yeah the last 10 months completely and blows all out the way to be honest. Kate: I think you know something also we just, we also soar -- you know, if we created this 12 businesses and they all failed it’s not -- well it’s not a failure. We would deem it as a learning. We wouldn’t have like a big year of learning whereas you know, obviously the goal for us is to create successful businesses but, you know, that’s the full work. Paul: Yeah, and one thing what we have noticed is, we have actually gotten more time, the further into the project we got, because we have got a lot slicker with what we were doing and so the more and more we have been learning, the quicker we have been able to do a lot of the tasks that before it took us a lot of time, so it’s -- yeah, I mean, then we were wrong, it’s still a lot of work and there’s a lot of learning to be done and it’s a strange paradox as it were because you know, when we first started at the first couple of months we just seemed to be not sleeping and really burning the candle at both ends trying to make things happen, whereas now, we are okay but still probably not sleeping that much but it feels like we have more time. Jeremy Reeves: Okay, nice. I know you are kind of mixing this with traveling, so how do you -- when you wake up like any given day or given week maybe that might even be easier. How does your schedule look as you are building all these different businesses, because I know -- I know just as a business owner it’s hard enough running one business and keeping everything and keeping all your -- figuring out exactly what you have to do every day and how you are gonna keep growing and everything combined. I am interested to learn how you, number one I guess, the systems that you kind of figure it out since the beginning of the year and then also how you kind of, how you kind of scheduled your time when you are -- because you are starting a new one every month so -- for example, you are starting a new one in November, so what happens with some of your older ones like the one you started in February, March. How do you kind of keep up with everything and manage it all? Kate: It’s a good question. So essentially, the idea is we continue working in all the businesses because there is no point of just launching it -- you can tell a lot within a month, but I think you can tell more once you have launched it. So it’s right to give it more time to see how it goes, but we were really highly structured I would say without time so we used an app could Wunderlist and we put everything in. So we are always prioritizing on time. We are still working -- actually we always will work around 12 hours a day because we love what we do and I guess the traveling -- a lot of people asked us whether it’s a distraction but for us it really stimulates our creativity. So we just meet some of the amazing people and we get a lot of ideas from that as well. So we -- I think around like maybe 6 or 7 of our start-ups have been based around sights we’ve seen whilst traveling. Jeremy Reeves: Oh wow, okay. Paul: Yeah, because when we started the challenge we had around 10, 11 ideas for businesses and we were like, this will be fun which we only need to come up with 1 more and then as it happens we got rid of about 8 of them, well 7 sorry and so we’ve only actually launched, I think, it’s 2 or 3 as Kate said, that we actually originally had. So everything else has come from traveling but just to expound on what Kate said as well. With the traveling, it maybe keeps us out of our comfort zone because we’re not really ever getting, we are not in a place really long enough to be comfortable. You always see an opportunity everywhere and perhaps, well I say opportunity, but what I mean by that is, like problems and then problems that you can solve which ultimately become opportunity so... Jeremy Reeves: Nice. I love that and that -- that always inspires me, traveling. For some reason, it brings out so much creativity in you. Even if you bring it down to just a very kind of minimal scale, I know that I write a lot and I’m kind of like an idea generator for -- not for new businesses, but for my client projects, my own projects and things like that. You know learn and show them how to market better and make more sales and that kind of thing, and I know that when I’m stuck on an idea, the worst possible thing to do is sit in my chair. The best thing I’ve ever discovered in -- with coming up with new ideas and you know being creative and inspired is getting up out of my chair usually out of my house and going for a walk or going outside and spending 5 to 10 minutes playing with the dogs or going upstairs and seeing the kids and it’s just something about -- and just getting in that new experience and it’s -- when you travel it’s just that magnified like a thousand times. Do you guys do stuff like that like when you are coming up with new ideas and kind of planning your projects, do you do anything like that like make sure that you have that -- that you get refreshed by travel before you come up the ideas or do you do that only when you get stuck, any kind of thoughts on that? Kate: I think because we are traveling so much and we are seeing so many new things, we haven’t really being that stuck on ideas which is being quite nice but it sounds so more -- I guess we’ve kind of train our brains to be more entrepreneurial and look for the problems. So we’re often like jotting down things that we see every day and see if we noticed any patterns which we have noticed from like country to country and market to market just being quite interesting but yes I don’t think -- and I think it slows -- I don’t think it slowed down at all so, yeah. We always out and about. So you know even if we -- when we’re working, will be working in a different place everyday so sometimes we will go to a coffee store and other times, we will visit a co-working space. Jeremy Reeves: Yeah, so you’re constantly being refreshed every day. It’s awesome. Nice. So let’s move a little bit into more of like the marketing you are doing and how you’re being so successful because like I said, it’s hard enough -- when people start businesses. There is such a high failure rate with businesses. So tell me, first I can start with how you guys are doing, you don’t have to give like specific revenue or anything like that if you don’t want to but just in terms of like I guess cash-flow positive or negative, tell us and after that let’s talk a little bit about why you think you’ve done so well because I know you are doing really, really well. Let’s start getting into more of the actual like marketing and why you are being -- you’re so successful when so many other people are failing even within -- I know a lot of people who have a business and they launched a new product and it doesn’t work and you already have the momentum and you guys are going into all different markets where you don’t have a name or reputation or anything and your successful and pretty much everyone. Tell us a little bit about that and start I guess with how successful everything has been so far. Kate: Yeah, sure. So I mean -- I think a lot of the things that come from I guess decisions we have made, so one of them is that we decided to be very lean. So we want everything to be pretty much online. So our outlay cost has been very minimal so -- when we say that -- it took us 3 months to get cash positive in all the businesses. It was with a small outlay but it was by about month 5, I believe, that we were earning enough to be able to sustain our travels which we were very excited about because we thought it might have taken, we sort of saved up for the whole year just in case because obviously businesses are very hard to get traction and we do work a lot of marketing as well so we we’ve tried everything so we’re all about trying, failing, trying again but some of the things we do has been traveling around to give talks and we tried to get a lot of press so we have been talked about in various different light so that sometimes with our specific business, other times about our challenge, other times about things that we have tried and potentially failed on or not worked or -- we also use a lot of social media. Paul: Yeah and so -- and as we’ve been traveling around and it has been good in terms of -- I guess getting feedback from -- as we’ve been traveling around we got involved in much of the start-ups it seems we’ve been making a lot of contacts as well and from that -- we’ve got recently good network now so we can reach out to people who have been there, done that or are actually working in that industry as well where we can look what they’re doing and see if we can adapt it in any way for ourselves and we also go to a lot of meet-ups as well again so surrounding ourselves with like-minded people and trying to get again going back to the feedback on that one and I guess because now we’ve got a number of businesses, there is a lot of chance of cross promotion as well so, I mean, we have [inaudible 00:20:01] and which is Innerwanderlust and then we write about all, you know, learnings, pivots, how well we are doing and I guess tools we used and how we are doing it but then all the individual businesses will write a little bit about them as well but then that allows us to kind of get a bit of momentum behind it when we launch so people could check it out and also with some businesses, our complimentary to all this and so we can kind of overlap them and then double promote and hope that we, you know, we get some traction back from that as well so. Jeremy Reeves: So, one of the concepts in there that I kind of heard come out several times actually is a lot of your success actually has do with the relationships would that be -- would that be accurate? Kate: Yeah, I would say so. Paul: Yeah, definitely. Jeremy Reeves: Yeah and I think that is one thing that a lot of people they underestimate is your relationships because you can leverage relationships in so many different ways whether it’s, you know, you know somebody who knows somebody or they can give you like a new contact for example, if you knew somebody who, you know, you are starting a new business in the UK and they -- a reporter in the UK, you can get some press or going out and doing joint ventures with them or having them, you know, telling their own audience about your new business and that kind of thing. Do you have any with -- with that particularly, is there any kind of strategy you guys used or you just kind of like genuine and authentic and it’s kind of like you and you just get in touch with them and that kind of thing or is there anything like really specific that you do to build your relationship and that kind of thing or is it kind of just you go and you just start to meet as many people as you can and then just let some of the important relationships kind of float to the top and the other one is kind of fall away -- tell us a little bit about that. Paul: Yeah, I guess -- so before we visit any location as well we tend to do a lot of reading, a lot of research and largely most of our time is taken off by research to be honest. From that, we get a good picture of or we will try to get the best possible picture we can of where we are going and then that helps also with filming and then obviously to the documentary and then from that we reach out to key people who we believe will not only I guess help the documentary but also help the particular market and country where we’re in to give the best possible picture and then in doing so it enables us to form good relationships with these people and as you know, they want to promote what they’re promoting and it’s kind of -- Kate: Win-win. Paul: Yeah, it’s a win-win basically. So they get good exposure from that and then also we both form a relationship and yeah. Jeremy Reeves: Okay, nice, nice. I love that. Like I said it is something that a lot of people -- they’re so busy like kind of just doing the little minutiae that they forget about some of the bigger leverage points like the relationships and that kind of thing. So my next question is, in terms of -- one of the things that you mentioned before was that you focus and you kind of like trained your brain almost to find problems and then you figure out it’s like, number one, okay, where is the problem and you’ve trained your brain to find -- to see problems of people are having and then the second part of that is okay, what’s the solution, how can we bring something different to the market to solve that problem in a different way and when it comes down to a business that’s really all entrepreneurship. It’s just finding problems and giving solutions. So how about when you guys are -- when you’re in that process of your -- you find the problem what you seemed to be really good at, you seemed to find the problems everywhere and it’s almost like a thing that is not having new ideas but a problem of figuring out which idea to move forward with, and then you come to the phase where you are figuring out the solution. Do you have any kind of any specific strategy that you use for that or is it more of just like you find the problem and then you come to that, okay what’s the solution and you start researching how other competitors are already providing their solution or how does that go? Kate: Yeah, so essentially, I mean we used lots of different methods, it all boils probably back down to lean methodologies which we really love because it’s something that you know, you can get something out there very quickly and the whole build measure learn but I guess a lot of the things we do like -- I guess we talk to a lot of people so we’re always going to meet-ups as we mentioned before, we do a lot of surveys with our network. We talk to people online and to anyone we’ve met, basically anyone that would listen, but we also look at our competitors, I think that is a big thing that we need to always do because even if they are an indirect competitors there is someone that is may be looking at -- doing -- solving the same problem but in a complete different way. They’re competitors and maybe there is even someone you can work with potentially to continue to solve the problem with them. Yeah, but I think first and foremost let’s say people, like talking to people don’t be like -- we are not afraid to share our ideas. Paul: No, definitely. I mean getting feedback is probably one of the most valuable things you can do because you can come up with what do you think is the greatest idea but then if everybody else is like I don’t really understand what that is or perhaps having to see these other people who were doing it or even you know that idea isn’t very good. You kind of need to feel that as quick as possible so you can neither adapt it, pivot, or shelve it. Jeremy Reeves: Okay. Kate: Let’s try and make this quick as possible. Jeremy Reeves: Okay, yeah, yeah. So how long -- when you get an idea, say December 1st then it’s time to launch that new -- that new project. How long is it from when you say, okay, it’s time to start working on this until it’s actually live in the marketing place. Kate: It’s usually within the month but it could honestly be quicker because you can learn a lot free market very quickly like through the surveys. You talk into people if you know you put all your focus into it. We both believe that once you launch something you actually learned a lot more because that is when you know you are actually asking for people to potentially pay for something or you know to be a part of something that’s when you learn the actual truth. Paul: Yeah, definitely and also I think, not too sure who said this quote but it makes a lot of sense which is and “It is not to be perfect, it just has to be done.” I think you can spend so much time trying to get something to look absolutely pristine and perfect and you know, something that perhaps you want to take out for dinner but it doesn’t need to be that way initially and as long as, you know, everyone can understand what it is that you’re doing and you’re offering something that people want and then you can put all the nice trimmings afterwards. Jeremy Reeves: Yeah. So do you guys, you know, when you -- you say you have the kind of the process of launching it really quick which I love because I 100% agree on that. Do you then go back, so like it’s November now, are you now going back to some of your projects and starting to make some of those tweaks to improve it and maybe play around with the price or playing around with the offer or that kind of thing? Kate: Yeah for sure, all the time actually. So we have regular growth hacking sessions on but like just to give an example of one. So, our very first sort of tea, I think we pivoted like quite big pivots about 4 or 5 times now and so you can see the transformation through that and we have learned so much in it and also look back to our second start-up and just what it looked like when we first launch as opposed to how it is now, it’s a huge difference than -- it’s great to see it progressed and -- Jeremy Reeves: Okay, nice. I love that because it’s -- especially when you have -- so many, it’s probably challenging just to go back and look and you know see what needs to be changed and even have the kind of brain space to even think about it. What project are you working on this month? Paul: This month we are working on something that solves a problem and within the start-up industry. It is something that I’m quite excited about and it is something -- and it has taken a lot of effort and I mean all of us take a lot of effort but this one is kind of have been brewing for -- I mean we first came up with the idea and I would say in its first version would probably be and quite a few months to go now and then we have been looking for a way to position that idea and as we have experienced more, we have pivoted away from the original idea and got this will be better and then again we just kind of wiggled through with it I would say, for the lack of a better word, for quite a few months and now we’re really, really close to kind of ad leasing which we’re pretty excited about. Jeremy Reeves: Okay, nice. Yeah, I love it, I love it. Yeah, nice. So how about -- when this is over, do you have any plans for like what’s next for 2016, is there -- do you have anything in place now or are you gonna continue to do new business every month or you’re gonna, you know, maybe take your, maybe top couple that are making the most revenue, focus on that, do you have any plans for next year? Kate: Yes, I guess we won’t be continuing the one per month idea. We’re looking to -- we would like to see which one is -- I guess are going well. We will probably focus on the ones that actually got growth. I mean it’s hard to -- we might look soon as well at cutting or retiring some of the ideas that aren’t working as well or hiring because some it you know just obviously managing 12 businesses is quite a lot of work. Paul: Yeah, and we want to give them all the best possible chance to succeed and then understand the one or two that we feel could grow a lot faster if they have more focus, but not so much focus, but a dedicated person doing a particular task which is required for that business and to scale it quickly and as Kate said, you know, we are running sort of 9 or 10 businesses now. We just don’t have that sort of time, sadly. Jeremy Reeves: Okay, nice. So over the past, you know 10, 11 months, is there anything that really stood out? Bringing it back to like specific applicable kind of lessons that the people can implement in their businesses. I know I have gotten actually probably at least 8 or 10 ideas just from talking for at least half hour. Is there anything specifically so, you know, now that you guys are true entrepreneurs and you are going to be building businesses probably the rest of your life I would imagine. Is there -- what are some of like the biggest failures that you guys had, that you’re taking the lessons from them because I know you are huge into failing but failing to learn the lesson. So what are some of the like the big giant flops that you’ve had over the last 11 months or so, and how are you going to -- how are you going to use the lessons from them to, you know, number one, not make mistakes again obviously, but to kind of use that to -- I’m trying to think how I’m trying to say this like to leverage it into faster growth in the future? Kate: Yeah, I think one of the biggest ones was with our first start-up it was basically pitching the completely wrong demographic which it was quite funny because with tea, we thought that it was quite of an older demographic and we are getting involved with an old different things and we were wondering why there was no traction. Basically, we found out, I mean a couple months in that -- it was essentially the demographic was falling off, also demographic that that was young between 18 to 35 and more like health conscious. It was a complete surprise we merely learned that through the statistics that -- I guess one thing is to not be too attached to the idea. Paul: Yeah, I had to agree with that one. Jeremy Reeves: That’s a good one. I love that. Kate: You come and look it like as business and even though, you know, it’s quite different to the idea that we originally thought it’s much better and you got to be able to learn to let go of that, you know, that’s my baby, this is how I was meant to be, but if the market is not there for you, you need to got to move on. Paul: Yeah, I guess spending time on the things that truly matter as well so and I said earlier it didn’t have to be perfect, it has to be done. I guess you only have a certain amount of time each day and you need to be doing the tasks that matter in the right order whether you know one particular task isn’t something that you really don’t want to do. It doesn’t really matter. It just needs to get done and so yeah, not dodging some tasks until they have to get done and making sure you work for the correct priority and yeah. Jeremy Reeves: Yeah, and you know what, I would even take that a step further even and kind of put in a different context and there are -- I mean I talk to all kinds of people in all sorts of industries and different phases of the business and all kind of stuff like that and one of the things that I seemed that kind of reflects this whole kind of theme is being too attached and whether it is to the demographic or the product or whatever it is, I find a lot of people who think, even with sales funnels, I build sales funnels for my clients every day of my life that’s what I -- that’s what I do and I have, just for one example, I have someone come to me I think it was last week, maybe earlier this week I forgot but it was in the last the 7 days or so, and they came to me and they were under $100,000, I think they only made like $20,000 to that point and so we were talking and then I said “you know that is wouldn’t be really in my [inaudible 00:35:05]” just because of budget constraints and stuff like that and they were really, really, really focused that they had -- the first thing they had to do is build this big elaborate sales funnel and I told them and I’m like, “listen, you don’t have to do that right now”. They were adamant about that they have to had a sales funnel and that was gonna solve all their problems and I said, “No, I sell sales funnels all day, but you have to be in the right -- it has to be the right time for the business.” When you are under $100,000 or so, it should be -- you should basically be in hustle mode, like you should be going out boots to the ground just doing anything you have to, to get sales and usually that’s building relationships like we are talking about before. Sales funnel -- wouldn’t do -- a big elaborate one at least wouldn’t do as much for somebody in that kind of income range versus somebody who was already at a couple of $100,000. I come across that all the time of people who come and they say, “No, I need to do this next” and I have to kind of fight with them a little bit and say, “Yeah, we have to do that soon, but we have to do this and this and this first” and a lot of times it takes a lot of explaining to get them like past that point because they are just -- they are kind of like cling on to it. I see a lot of kind of similarities in what you guys are saying and just moving that into other areas of businesses as well, just don’t be too attached to really anything, whether it’s may be an employee or the next thing that you would think you need to do or like what you guys were talking about. I think that is an important point. Is there anything, I mean anything else that really has kind of like, hit you on the head? Paul: I guess to go away just having so slightly from the learning time I would say and one of the biggest things that surprised me is just the kind of pay it forward mentalities of the entrepreneurs and because literally, every single person that we have met pretty much, and is just willing to give you so much good advice, so much support, so much help, and literally what you got to do is ask for it and just something completely different than I’ve ever experienced previously so I would say yeah. There is another quote that I know, “If you don’t ask, the answer is always no.” That will be the learning for that one. Jeremy Reeves: Nice and that is -- you know, it’s true. Yeah, that’s basically just true -- period. That is funny. Actually, I was just looking and I know this is completely random, but what’s the URL for your tea website that you have? Kate: Oh, it’s Teawitty.com. Jeremy Reeves: Okay, oh my keyboard is actually dying on me, that’s not good. Yeah, I know that was completely random, but I’m actually -- I have been drinking tea as you are talking about. Yeah, I was kind of like laughing at it, but yeah, I drink tea all the time, so I’m actually going to look at it personally. So, I think that kind of about wraps it up. Do you guys have any -- like kind of final thoughts, anything that I should have asked that I didn’t asked that you think is really important for people to know whether -- regardless of the phase that there in. There is probably a lot of people listening to this that aren’t really in the start-up phase, but like I said, there is a lot of things that you guys talked about that are 100% relevant to anybody in any business stage. Especially, taking your failures and learning from them and not being attached and -- I mean there is a whole bunch of others. Is there anything that I should have asked or I didn’t or any kind of like -- any kind of insight that you guys had that you -- speaking of giving it back, anything that you, any kind of insight or, you know, just something that you’ve learned that you think would help other entrepreneurs, you know to further their business? Paul: Yeah, I mean going back to what you said previously, I guess it’s just not being afraid to hustle as well you know Kate and I for the tea business, you know, we took to the streets of London in the rain and London could be a pretty harsh place as it is to be on this than -- if you’re trying to hand someone a bit of paper, trying the flyer and to get someone to notice you, to get some feedback and then try doing it in the rain as well. It can be pretty damaging to your ego to be honest but we persevered with that and from that and we credit off our sale because from that [inaudible 00:39:54] idea because people weren’t too keen to take the bit of paper that we were giving them and we are like, what else can we do, what can we do to be in people’s homes, be in people’s workspaces so they will notice us and think of us, so we then came with the idea to put tea in sort of sample packs. So we were like, we will give the people free tea, everyone would want free tea. So we have a lot more success with that and then from that as well we were at an event and it was --- there was a journalist there who loves tea, so we gave him some of the samples and then the next day we woke up and we wrote about in Lifehacker and it just so happened that he was the journalist in Lifehacker and he actually coined the travel packs, sorry, the sample packs as travel packs as well and which we were like okay, we kind of only thought of them as samples. He was like, “Oh loose leaf travel packs, this is amazing” and we were like, “great” and then at the same time, we have been getting tweets back from our people who were took the samples as well, and we were like, “Oh really, love your travel packs and we were like, “amazing” okay and then from that we -- yeah, but that was another pivot and we were like okay we give you lose leaf travel packs as well. Jeremy Reeves: That’s funny. Yeah, a lot of times, a lot of times you’ll learn like -- as you come out, you think that your idea is like the idea and then someone says something like that and it just changes the whole dynamic of everything. That’s awesome, I love that. Paul: Definitely. Yeah, I guess just listening to feedback in what your customers say about you and -- if it’s something good or bad to be honest, just make sure you act on it. Jeremy Reeves: Yeah, absolutely. I really appreciate you guys coming on. Why don’t you tell everybody, because you guys -- I know you have a blog and you are kind of like journaling this whole year and all your insights that you are having and that kind of thing, I’m actually on it right now. So tell everybody where they can go to find out more about you and to find out where they can kind of follow your story that you’re doing and find -- kind of look at some of the websites that you have been building and that kind of thing. Kate: Yeah, sure. Everything is pulled altogether under www.innerwanderlust.com so we talk about like our journey, traveling our new experiences, the pivots, anything we have tried, so yeah, come over and try [inaudible 00:42:23]. We also have another thing to mention is that we love meeting people so please feel free to get in touch with us. Jeremy Reeves: Sounds good, sounds good. www.Innerwanderlust that will be in the show notes for everybody so if you’re on your phone there will be a link there, if you listen to your computer, it will be on the show notes so just go there and it will go right to their website. Thanks again for coming up. I really enjoyed this conversation, I think it’s, you know, everybody -- a lot of the stuff we talked about is so focused on sales funnels and I have been kind of lately, I have been getting a little bit out of that just to kind of bring some fresh insights and perspectives to everything. We talked about different things and you guys talked about stuff that a lot of people don’t really talked about all that much anymore in the marketing world, it’s so much about, you know, tactics and going outwards and do this thing and go on Facebook and here is how you could find new audiences and segmentation all that kind of stuff and it’s just refreshing to hear of someone who -- when everybody else is having such a hard time you guys are just completely flourishing and I can see why now. So kudos on that. Kate and Paul: Thank you so much for having us. Jeremy Reeves: Yeah, yeah. Thanks again and I will talk to you soon. Kate: Great. Paul: Definitely, thanks.    

Jeremy is a sales funnel specialist and the host of the Sales Funnel Mastery podcast. He’s worked with some of the Internet’s leading entrepreneurs to drive more consistent sales and exponentially grow their businesses by uncovering key leverage points and implementing advanced strategies into their businesses… mostly through automation.

This episode emphasizes the importance of overcoming your fears when it comes to handling your business, particularly your people.    Fears such as:   - Hiring employees for the job, training them well, only to encounter the possibility that they might just leave after all in a short while    - Hiring a person who comes in, undergoes training, then makes the job quite easy for you -- this creating sales and profits, only to end up becoming better than you then later put up his own company.   We also discuss how crucial it is to make sure that you hire the best people, the techniques on how to have your people handle your business operations for you, the disadvantages of hiring the cheapest labor, and why your employees should always feel satisfied by the pay and benefits they get from your company.   Check it out, share it and let me know what you think!   Resources Mentioned   http://www.tropicalentrepreneur.com/   Want To Work WIth Me?   Visit http://www.JeremyReeves.com or email me at Jeremy@JeremyReeves.com   Enjoy!   Transcript   Jeremy Reeves:  Hey guys, this is Jeremy Reeves here back again with another episode of the Sales Funnel Mastery podcast.   Today, we have on the line, Josh Denning, and Josh is the founder of Authority Factory.  He is author of the book, Authority Marketing; chief editor of authority marketing magazine; and host of the authority, the podcast.   So he helps businesses find just beautiful balance where your lead flow and your sales acquisition becomes predictable, controllable, consistent, and repeatable.  So, he actually does a lot of the same things that I do.  So, I think it would be a pretty cool call.  And he is also the founder of tropical entrepreneur which focuses on showing entrepreneurs how to build a business that offers both financial and time freedom so you can enjoy your life while running a wildly profitable business.   So Josh, welcome to the call.  We are excited to have you.   Josh Denning:  Yes, it's great to be here and thank you for that awesome intro.   Jeremy Reeves:  Yeah, sure, sure, sure.  Yeah, so I was actually just on Josh’s podcast.  So that was a fun one and so we figured we would kind of swap podcast interviews because we both have pretty interesting things to say and come out from similar, but different perspectives.  So, I think you are going to enjoy this one.   So, before we get into the questions, why don’t you tell everybody a little bit about yourself, your history, how you get in to things, and what you're focusing on now.   Josh Denning:  Yeah, totally.  So, I have been in the digital marketing at agency industry or space for about 12 years now.  I kind of got into that it was like, I’ve been working, I’ve been doing digital marketing stuff in the finance area for businesses that I was working for.   I had a finance company as well and I was looking for change and that change at one point actually led to, I don’t really love saying it now but, network marketing solely to that whole idea but I knew from day 1 having been in sales since I was a kid, since I was about 14.  Selling blueprints of family was the recipe for failure so that led me to hunt for a way to do lead generation online and led me to systematize lead generation initially with some guys out of Canada, 2:35 and then after that my 2:38 as well.   That was kind of the first introduction to really heavily systematize elite generation in selling using multiple traffic sources and squeeze pages and all the responders and funnels and everything like that and I did that while I build up my first kind of 30,000 person list and stupidly, even I was actually getting like 3-4 conversions every day, this was back in 2004, I have gone back into finance industry and I let my order responder monthly payment lapse.  So, the 30,000 person list that I have built up got deleted and I have to start everything again from scratch.   Jeremy Reeves:  That’s rough.   Josh Denning:  Just to walk away from it for half of that for about couple of years and then came back and got back into and around the Frank Mass Control 1.0 launch period and kind of going to that whole thing again and started doing -- well, didn’t really do product launches quite a while actually after that, but you know, I studied models after a while and traffic secrets and under achiever lesson and decided that instead of trying to do it from home that I would join getting to the agency world and land a job with Hitwise which was $10,000 a month minimum commitment type of digital marketing versus the old paper clicking conversion rate optimization and worked on stocks of Australia’s largest companies campaigns.   I did that for a couple of years and awesome to be flying out to Melbourne every 4:13 for training for some of the best digital marketers in the world and sales trainings and camp management trainings.  It was just amazing experiencing and awesome corporate training but luckily, in the digital marketing space which I love and then went from there to Bruce Clay and became an SEO analyst for a year because we were not allowed to speak to clients and feed them on the tools.   So, that was awesome as well and I did that for about a year and a half I think and then I took a 4:43.  Actually, no.  I went from there to do a product launch piggybacking, telemarketing for 4:53 and that was really the first time through online marketing where I would generate a serious full time income working from home like I'm only working few hours a week and we were just throwing out blogs using 5:06 to rank blogs on page 1 and stick bonus off and stick a review often.     We move 5-6 units up to 2000 more product and put 50% of the revenue in our pockets for commissions.  I did that for ages and sometimes you know there was paid launch 5:32 say 5:35 launch for example the same week or the same 4th night, we might pull in $20,000 in commissions.   So that was amazing, that was a really, really good period and it was after that that I ended up taking a year and a half off because I’ve went through a couple of bad break up and just wanted to get away from business for a while and just clean my head and figure out what's going to do next and ended up in Thailand and joined another digital agency and within a year I was or actually within 3 months, I was a sales manager, within 6 months was the channel sales manager and then about 6months after that I was the channel sales director and then SEO director in the Asia-Pacific sales and business director and then a partner and then ended up getting off to rebuild that business up to kind of about $6,000,000 a year in retaining clients.   Going after the 10% equity in the business wasn’t super fun of the way the amount of money that was being reinvested back in the clients.  We are getting great results but I just had a slightly different view of things and I guess I just wanted to get on with my own entrepreneur life being a full liner and captain of the ship and so I left there and started up on my own agency again as a sole liner and within 8 months build it up to about $50,000 in recurring revenue and that kind of brings it to now.   Jeremy Reeves:  That’s awesome.  That’s a very cool story.  That’s a good one.  Nice.  So on this one we can talk about a million different days.  I have a feeling we could sit here for probably the next 6 hours and just kind of talk back and forth about all this but I think what's kind of dive into more of like, you know the time frame and the leverage, you know all that kind of, you know like, more of a tropical entrepreneur kind of stuff because you know I think that’s something that a lot of people are missing in their life and there is so much, there are so many entrepreneurs that are so overworked and you know, they never take vacations and they never get away from the business.   I actually had a client recently, actually I am still working with her.  She is on 7:53 -- before I started working with her, she didn’t take a vacation in 8 years and you know that’s kind of ridiculous.  So I actually did funnel day with her and within -- I kind of -- sometimes I push my clients kind of hard when I feel that they can take it and when they really need it and so I think it was within like 2 or 3 weeks, I got her to take a vacation.     So she emails me and she took a 2-week vacation completely unplugged with her husband to the point where like she didn’t even have her cellphone for 2 weeks and that’s after 8 years of not going on vacation or doing like you know getting away from business from 1 day.  You know, I have actually just talked to her this morning before we talk and since that happened, like her entire life has changed, and it's that just one shift of realizing that you're not chained to your business.   So I want to dig in to that.  So with that, you know what do you think is the biggest challenge that people face when they're trying to do that, like when they're trying to you know kind of go from that place of working all the time to starting to put systems in place and leverage their business and you know just create more time freedom, you know, be able to take days off and you know and going on vacations actually unplugged and that kind of thing.  You know, what's the big challenge do you think?   Josh Denning:  For sure, we just feed on that with systems but before that, before we kind of jump in to the systems processes, you know, people and those kind of things that are really needed to make it happen is that the first thing that I need to overcome is that it's really it's the fear.  So you know a lot of entrepreneurs, I think, can be more theory based in some ways than employees are, and it's a terrible place to kind of be and the fear is that you know they actually leave.     They are not there.  The plates are going to stop spinning.  All the plates going to fall or you know whatever that they just don’t trust their team enough to keep the business growing and all they just haven’t put in that thing yet because they haven’t you know executed on starting to hire and taking the risk.   Whatever is done in business is that when you pull the trigger on a new hire and you know you really take the care and try to make a good hire and find the right hire and train them in everything is that even if you're like revenue, you feel like it's not quite where it needs to be to make that next higher.     If you make that higher and you make it right magically, your revenue will probably pretty quickly catch up to be where you were already if not better because all of the sudden the manual tasks that you have been doing are being done by someone else or the next person idea may be in the profit creator and then you know there is more money coming in because of that and then there is, you know, you double the velocity of your revenue, but if it's the manual task that have been taken off the plate which is where a lot of entrepreneur’s spinning wheels then all of the sudden your freed up to do more income creation.     So you get that person covered, but I think you have to first overcome the fear that there are people, you can hire people to do what you are doing right now then one of them might do it quite as well as you immediately find the right people and they might be able to do it better than you are right now and that’s hard to swallow initially for a lot of entrepreneurs.   Jeremy Reeves:  Yeah, it's true though.   Josh Denning:  But who do you want to find people that are better than you at that’s the course you arrive.  That’s the whole thing with creating a freedom-based business.  It's all about finding stars and superstars, putting them in a roll where their core strengths are and letting them go to work and leaving them to it.  You know, give them all the training they need, give them the standard operating procedures, _____ up those, introduce them to the right people that they need to help them, and then just let them go and you’ll be surprised by what they can do to your business.   So, do you really get that freedom to be able to walk away, there are a couple of things the staff, the systems, and the sales.  So you need to get really good at staffing and growing your team.  You need to get really good at creating the standard operating procedures that your staff are going to use to do all the works from when you're not there, and you need to become heavily sales focused.     You need to become, you know, you need to have a really good, good, excellent sales people and sales system, the marketing system to bring in those leads of always revenue coming in and then you need again those staff and the team better in your operations department to make sure that the sales that are being brought in are being handled in an exceptional level keeping those customers happy, getting amazing results and you know just letting it go and then even more so, the company even grows more while you are away.     You need to put people in place that are responsible within your organization for recruitment training and growth and then you will end up with a business where you can actually run while you are not there, but not only run when you're not there but actually get bigger while you're not there.   Jeremy Reeves:  I actually heard a story, I forgot if it was one shopping cart maybe and he was -- that’s one of the big things he was afraid of and this was years, years, and years ago.  I'm not even sure if it's the right company, it was one similar kind of company and I remember hearing the story that he was really afraid to leave because he was like, “Oh my God, everything is going to dry up, it's going to, you know all the fires are going to break out and when I come back my business be crumbled blah.. blah..” and so he went on just as a test like a 2-week vacation and he came back and his revenues jump like 10% and then he kept increasing and he went like a month and 3 months and eventually, I feel like he ended up selling, I forgot if it was his portion or the whole company I forgot, but he got it to the point where he realized the longer he was away, the faster the business grew.  It's kind of funny because you know entrepreneurs, we all have big egos and we think that you know we are like the best person ever and you know, if we leave everything is going to go to hell, and it just doesn’t happen that way.  If you have not set up the right way.   So, with that, I think you covered you know.  A lot of it is just a limited mindset.  It is just fear that is the block there.   Josh Denning:  Yeah, that was really under a lot of it.  If you can get pass that mindset limitation and get comfortable with empowering people, putting them in positions to actually you know take charge and get things done and be willing to walk away and just let them do it and make some mistakes, learn from their mistakes, the amount of time where I'm super busy and I have got, because I have got like 10 people in the Philippines and I have got about 10 people in Thailand, I got people in Australia, and I have got couple of people doing some old things with me in the US as well and, like my even Skype is going crazy all day, my Google chat is going crazy all day, my emails crazy all day and I'm also have a phone clients all day and doing other stuff all day.     You know at times, I got like a staff go skyping, google plus, ping, and email when they want something and I'm just busy for an hour and then I get off the call and I see “Oh don’t worry I solved it, oh don’t worry I have done it, or actually we got that fixed.”  They don’t need you as much as you think initially.   Jeremy Reeves:  I actually have, I have a system in place with my employees that they have to, when they have a problem they are not allowed to ask me for help unless they try to solve it for minimum of 15 minutes.   Josh Denning:  That’s awesome.   Jeremy Reeves:  Yeah, and then only then after that 15 minutes then they can ask if they have actually, you know, they sat down they tried to plan it out, they strategize it and just can't figure it out, then they can ask and that actually helps quite a bit.   Josh Denning:  They sound small but they are little hinges that ______.   Jeremy Reeves:  Yeah, it really is.  Probably saves you at least several questions every day.  So go along with that.  What are the things that you touched on before, which I think, is a really important and I can see people kind of glancing over it.  Is hiring people that are better than you are.  Hiring stars, you know, everybody -- when they're trying to hire people it's always like, “Oh, whose the cheapest” and so talk about that like do you have any insights on hiring the right people.  Looking after or finding those stars or having you know criteria or qualifications or anything like that in place to help find those people.  You know, basically, any insights that would help people with that.   Josh Denning:  Absolutely, and I'm going to piggyback of what you have said there with like, “who’s the cheapest.” Who’s the cheapest I recon is one of the agreements, the greatest agreements that is leading, you know, that is creating the statistics that’s like out of a hundred businesses in the first 3 years, 70 of them failed or whatever it is and then over next 5 you know 10 of the 20 have failed and over the next 5 of the 10 have failed and over the next 5, 4 or so like 1 left 20 years away when you just said is one of the biggest reasons for that like you want to really try and it doesn’t always mean that you need to pay the most for them.  It's not necessary that be, definitely I don’t want to go with the cheapest.  That’s catastrophic.   We look for the very, very, very best we can find at the right price and I'm like we went all paid like good but I'll say to them, “but look, I am going to give you an opportunity where way more than that because I'm going to say that in our company I know that my SEO guys is getting good results, rankings are up, so my account managers can get more upsales because you know clients were buyable when they are doing well and the sales people, the frontend sales people when they are ______ to clients and they can show good ranking that helps them sell more.   So there is synergistic pull right.  So we got to beat like a target each month and if that target gets hit each month and we going to break off somewhere between 5% and 10% depending and I'm going to give that back to split that across over the team members.  So that’s financial reward, finances on everything but they're a little bit more than I think is sometimes crackup.     These days, people are definitely do like to get money and feel like they are going to get more for their invested time not just that you know, if I work harder you just get richer like what about me, so you want to try to make sure that if your employees work bust their ass and work hard to really grow your company, you know, you incentivize them, give them something back for that as well because you are getting rich, help them to get rich as well.   The other thing as well is really and I'm just starting to implement this now and I'm not a master of it but I'm a big fan, I have been studying for a while like Tony Jay stuff, culture, mind to Mindvalley stuff with Vishen Lakhiani in Malaysia.  I have been over to his offices a few times to see what he is up to and businesses like that, doing that kind of stuff like you really need to sell the mission to your team members.     You really need to try that you know install that you try and you create an industry change in business here.  You really try to make the impact in the worlds of the businesses and the clients that you're helping and you also want to create an environment where your team are going to learn to become world class and again get everything they need to really grow themselves and become more and you know all that kind of stuff and make it fun, make it like a little bit -- like a team, a great team, not ______ your family but almost, but a team that has fun, that does well, they get incentivize, teams growing may create a big impact.   I think that’s one of the things you know I am no master of that.  I'm really trying to nail that myself now but I think that big now with getting great people communicating that in your job advertisements and doing things like getting them to send in a video resume of themselves because immediately that we doubt like all of the people that you going to be lazy because _______.   Jeremy Reeves:  That’s a good point.  I like that.   Josh Denning:  And it allows you to see like their personality and stuff and if you like working with them and you could see a bit of a spark and there is just something about them, things like that I think make a huge difference in creating a really good team.   Jeremy Reeves:  Yeah.  I remember, I actually -- and that must be -- now that you say, I think it's true.  I got a client a long time ago.  This is actually, probably at least 5 years ago, something like that, 4 or 5 years ago where I saw that he was -- this is when I was actually still like going out and looking for like prospecting for clients, but I saw that this one guy that I want to work with was looking for people and so I got this big giant tube, it's like a 3 foot tube and there is -- and I bought this piece of paper, this is like giant pink piece of paper it was like 2 x 3 feet and I basically sent it to him and on the piece of paper it had a link to a URL and on the URL I was basically giving my like -- you know my pitch, but in video, and he read that and I think it was within like 48 hours.   I talked to him the next day and then I think it was in like 48 hours he hired me and he was like nobody else went through any like even a remotely the effort to do that and I ended up working with him and I ended up being a probably $125,000 client because of that.  People respect when you put in that extra effort even when you're not getting paid.     Even with my clients now, I sometimes kind of depend on the client, but like I sometimes will do things even before to help them map out the process, like the funnel that we’re going to do or whatever it is.  People respect that and they appreciate it and you almost always win the business because they, it's kind of like, if you're putting in that much effort now, you know, what's going to be like when you are actually getting money to do it.  You know what I mean?   So, yeah I definitely, I like that video idea, I'm going to start doing that.  Okay, so with that, I think a lot of that was gold and I actually wrote several things down that I'm going to put in place in my own business.  So, what's the biggest, you know, everybody has those “Aha moments” at certain points in their life.  So, what was one of your like huge “Aha moments” that made you realize how important it was that you like to start actually building in the systems and building a business that’s like more of a lifestyle business rather than a workaholic business?   Josh Denning:  Hmmm… interesting question.  Well, I do actually love what I do.  So I do really like to be doing it but I also love to get away as well, so I think 23:30people.  I just really, really love digital marketing and everything that we’re talking about, so that’s really liking a lot in some ways.  I mean not always, but in some ways, my work is like being in a holiday for me.  They probably hate me for saying that.   Jeremy Reeves:  Any employee would.   Josh Denning:  But look, a couple of things were you know when I learned to build sales team and I could be away and come back and revenue shoot up being 3-4 deals done for the day and that was a big chunk of money that was coming in without me having done anything except the upfront training and ongoing support and coaching until they became really good, that was huge.   One of the other big realization was when I realized that in a couple of agencies that even I thought that I would be going in to learn from them and get the expertise from them, that I actually knew more than some agency directors that I worked with.  It was really interesting.  There has been a lot you know, it's hard to pinpoint one, but I guess I have a lot bold moment every, you know, beat one every few months and a couple of 2 massive once a year kind of thing.   Jeremy Reeves:  Yeah, that’s how I am too.  Every once in a while, you kind of just sit there and it just hits you and it's one of those moments where no matter what you're doing, you like sprint to the nearest piece of paper and write it down.  My wife always finds it amusing.  I always look back and she is laughing at me, but it's always funny.   Okay, with all that said, you covered a lot of stuff, so now let’s get into a couple -- just like a small and don’t put too much because I do not want people being overwhelmed by it, but if you were to help someone and I just say it's a service business or you could do it you know, product business or whatever it is.  If you were to help them, someone has come to you, and say “Hey, I want to work half the time, and it doesn’t have to be that much, I know it's a big jump or cut down 25% of my hours.     I want to go from working 60 to 45 in the next 90 days, what would be your process, like a step-by-step thing to help them do that and I know it's kind of a broad question, so if you want to pick like a specific business then that’s fine but just kind of general overview of the steps you would take to start this process, maybe not finish it but at least get a quick win, you know.  So what would be your process for that?   Josh Denning:  That’s an awesome question.  I really like that question, actually.  So, it's all about the system, right.  It's all about developing a mechanism that is going to bring in qualified people or even you know, they don’t even need to be qualified but it's going to bring in people and it's actually going to do the shifting for you and see if that, you know, the nonqualified people, the semi-qualified people and stick them on a 26:40 sequence and hire the qualified people and push them through as quickly as possible to get them actually on the phone.   So, if was going to work with someone that try to get in 90 days to a point where they could work 75% less, it would all be about building that system and the kind of steps that things are going through now to do that as first you know, like I'm sure you do.  Just get really, really clear about who is their best customer is, not just any of their customers but who did very best type of customer is that burns them the highest dollar value per sale and even may be more than that.     The highest high profit per sale so not always the highest profit but sometimes a little product might be the highest profit rarely but you know, maybe.  The highest high profit per sale and then really hone in those people and figure out, you know one of their top 3 problems of the top things that they frequently asked questions and they figure out from the questions they should be asking as well.  Build a few content pieces so probably for 8 problem, 3 different content pieces or a blog post, a podcast, and may be a video as well and all of those would go in the blog and then those what those it going to be is they're actually going to be the bait for the lead magnet.   So, were going to then amplify those with good paid traffic.  So, I'm going to choose problem one paid traffic source initially like may be Facebook ads or Youtube ads at the moment.  We are going to -- instead of creating constant content, we are going to really heavily focus on the promoting a few pieces of content that we create each month and each pieces of content address one big idea, one big problem, and really solve it, like make it a mother of all content piece.     We promote that at the bottom of that or after a minute of being on that.  It's going to throw up a lead magnet or you know pump up that magnet potentially and the lead magnets are going to be relevant to the content piece.     So, it's a real like close kinect with a person that is consuming that piece of content and then the first 2 emails that they get deliver them the report, all the checklist or a cheat sheet or a video or whatever it is and then the first 2 emails that they get will frame them into the process that’s coming up but also reference what they just consumed and that lead magnet is also is going to be 75% content but the last 25% to 15% of it is actually going to either send them to another page to actually book of call to buy something or depending on the situation that might send them to a low price offer or might send them to webinar or in my case, all three.   But then so -- we’ve got 3 different types of problems right.  So the purpose of the framing is that the first 2 emails are going to frame the problem and then we’re going to probably set up another you know 4 to 6 emails that are all the same so that the first 2 front frame ones like with this whole sequences are super relevant to them and then the next email is going to get more information and just kind of warm them up and keep trying to push them onto a core or push them down into another piece of content like a webinar if they are not ready yet or you know another video sales letter.     Always be moving back towards going to pushing them back to the core to get on the core strategy call or a consultation call or actually to inquire about a quote. Really were how to build that frontend mechanical system for them so that we can use paid traffic to promote those content pieces that are going to leak to a lead magnet.     It is going to educate and sell and the lead magnet is going to lead an email sequence that going to educate and sell and throughout that email sequence that is educating and selling, we can only 30:49 more content pieces like webinars, like videos, like even possibly another podcasts in giving content selling in counseling warming people up to get them on the phone to buy a high-priced service or 31:04 software or information product free membership site or whatever it is.   For me, it's all about systematizing the frontends to get the sales working and then once that’s working, if we got that done within 90 days and we start to look at trying to put more team members in.  So, all you are doing is the highest value work and then may go to 180 days or 360 days, we don’t want to get someone in there that we are going train with your scripts to do the phone base selling.  Now, possibly, you don’t any have to do anything as the business just runs completely fine.   Jeremy Reeves:  Nice.  That was absolutely beautifully put.  It goes right all along the lines of like based of someone if asking me to that question, it would be extremely similar to that.  So, I think you are on the right path there.  Yeah, I mean that was beautiful.  I would very highly recommend rewinding this and going back and write it like mapping that out because it is spot on.    Nice, nice, nice.  Yeah, that was awesome.  So, we are coming up on our time here.  I know both of us have scary schedules today.  So, before we head off, you gave some awesome content and I'm sure there are people on here that are, you know, would like some help in kind of reducing their time in setting up their systems and all the stuff that you do.  What type of person would you be looking for to help and what’s the best resource for them to go to and for either the businesses they have?   Josh Denning:  I guess there is really just two types of people that I hope so.  One type of person is, you know, the person that have not really gotten started yet.  It's just like looking to learn and working to gather information, maybe wants to do something online like affiliate mapping, gets started or something like that or maybe just really looking to get lots more business knowledge, wisdom, and information and then learn from a lot of different people while they are figuring out they want to do.     For that person, tropical entrepreneur and also tropical entrepreneur right now for hosting this podcast listeners may undergo and give away my free gift which was the Guru Siphon Formula.  It was a $797 product when I first launched this and it goes right through from end to end how I did the guru piggybacking and make a thousand dollar commissions multiple times in a week when I was doing them and it's still very completely relevant now, completely relevant strategy still works.     It's like 30 hours of video content manuals, resources, links to where and how to get becoming a guru, one of the big guys affiliate 33:53 video process to go through.  You get over to tropicalentrepeneur.com now.  You will see a popup that will come up and if you just open that, we will get that for you or just contact me.  If you open the tropicalentrepeneur.com, the popup will be there and I will get that for you.   For people who already got a business and they like what they just heard about creating that systematized scenario, he will be getting 75% more free or you just want to grow your traffic or you are just really looking to get an awesome private content marketing system in place to get yourself up to 10,000 to 20, 000 unique visitors a month authorityfactory.net is my private consultancy where I help people build those systems and grow their traffic and do conversion optimization and things like that and I am, of course, happy to do a free 45-minute consultation with you where we can build out a road map.     If you like it and you want to talk about the price me doing it for you, the we can do that.  If you don’t, then you can take it away and go and do it yourself or maybe bring it to Jeremy and do it with him.   Jeremy Reeves:  I like the extra plug in there.  Alright, well thanks again.  What you have provided is absolutely awesome and hope everybody got a lot out of it.  We will see you next time and thanks for joining us again.   Josh Denning:  Thanks, Jeremy.   Jeremy Reeves:  Thanks, bye.  

When you strengthen the weakest link in a fence, you strengthen the entire fence. This statement is also very much true when you're running a business. If you take a good hard look you'llfind several bottlenecks which are preventing you from growing. If you open up and expand those bottlenecks, you allow more revenue to flow into the entire business. This episode goes over a quick discussion of bottlenecks and how to begin looking for them in your business.   Check it out, share it and let me know what you think!   Resources Mentioned   New Webinar - http://www.JeremyReeves.com/FastFunnel   Want To Work WIth Me?   Visit http://www.JeremyReeves.com or email me at Jeremy@JeremyReeves.com   Enjoy!     Transcript   Hey everyone, welcome back to another episode of the Sales Funnel Mastery podcast. This is your host Jeremy Reeves. And today is Monday, May 11th, and we just had Mother's Day, if there's any moms out there, happy Mother's Day, if there's any dads out there, hopefully you had a great time - spoiled you're probably wife and your own mother and any mother should know. I'm coming off this weekend, nice and early this morning and so I'm in a good mood. Anyway, what we're going to talk about, I was just thinking, I was just doing kind of a prep work for the week and I was just, for some reason, it came in my head, topic of bottlenecks. This is something that I've dealt with because I have a service business. So this has been my big challenge for my own service business. Finding bottlenecks and figuring out how to essentially expand those bottlenecks so they aren't bottlenecks anymore. So mine, of course, has been the ability to produce the work for clients. There are a bunch of different bottlenecks that you can have depending on your business. If you're a service business, it's probably either going to be getting the clients or your capacity to service those clients and that's my bottleneck which for me my big thing with that is that number one, I have my information products so that's a way to expand a bottleneck a little bit and generate more revenue without doing extra work. And then the other thing is I'm doing a lot more coaching this year, so that helps to kind of open up that bottleneck a little bit. But it's going to be different for your business and it's something that you want to think about for another person. You have to look and maybe our capacity is okay, maybe you have several employees that can handle what does service or maybe it's an easy service and it's kind of hand-off or whatever but you don't have the marketing capacity to get the clients in the door. Maybe you have an information product or software or something like that and you can essentially handle unlimited capacity but you don't have enough people coming in the door so in that case, is it a conversion problem or is it a traffic problem? And usually it's a conversion problem and that's something most people don't understand it's like "Oh, I can't get enough traffic", and really, the answer is know your conversions aren't high enough because when you're conversions are high enough, you can get all the traffic that you want. You can go and use YouTube ads, you can use Twitter, Facebook, Google, Joint Ventures, radio, TV, anything because you have that conversion process in place so that you can go out and say "hey, you know, I know my average customer client is worth X dollars, I can spend up to x dollars to acquire that customer client and basically anybody's going to give you traffic as long as you hit those numbers if those numbers are high enough. So episode today, it's really just to get you to start thinking about where your bottlenecks are in your business because it's kind of like the weakest link in the fence, the weakest chain. That's what's going to break first. Let's just say for example, you're in the service business, your capacity for handling clients is low and you're getting all the business that you want but you can only handle two or three clients at a time. Well, if you can double your capacity to work on clients, then you can double your income. If you already have the traffic, you already have the conversion process in place but your capacity's not there to handle those clients, as soon as you increase the capacity to handle clients, you increase your revenue. You don't have to worry about also getting more traffic or conversions because that's already there.  When you find those bottlenecks, that's what really opens it up allows you to grow the business. It's just something to think about. Just a quick little thing for the week to think about in your business and really take a good look.  A lot of business growth and business success really just comes down to just really looking your business and being objective about it in saying "hey, okay here's what's going good, here's how it's going bad...", break it down, look at your conversions, look at the way you handle your clients or your customers or whatever it is, and try to look and say, even write it down on a piece of paper - what are the openings, whatever you would call the opposite of the bottleneck, and then what are the bottlenecks? And then you have a list of bottlenecks, and then you just go through and then you start expanding those bottlenecks, opening them up so that more can flow through. Again, just a quick little thing, I hope you enjoyed it, I hope it gets you thinking about it, it's not really going to help unless you sit back and actually think about it so please do me a favor and spend a couple of minutes just thinking about it, you can change your business, seeing what your bottlenecks are,  different ways that you can expand those bottlenecks. I can't go into that too much because of bottlenecks are going to be completely different for every single person listening to this. So anyway, I hope that helps. If you're interested in working with me, maybe we'll talk about your bottlenecks together, figure out how to expand them, just go to http://www.jeremyreeves.com/. I also have a new webinar out,if you are in a service based business, is there a professional, basically it if you provide a service, you're not selling a product more information product or software, whatever, like you're providing some kind of service, I have a new webinar for you. It's really cool,where you actually get to watch build a sales funnel live. It's actually automated webinar so it's not technically live, but I built it on a webinar and then you actually follow along which is really fun and construct your own sales funnel within about an hour or so.  So that is at http://www.jeremyreeves.com/fastfunnel. Alright, so if you have a service based business, will check that out it's really cool and I hope you enjoy your weekend I will talk to you soon.

A lot of people are still creating static, outdated sales funnels that are not following the actual behaviors that users take and giving them personalized content based on those behaviors. The glory days of whipping up any 'ole sales funnel and hoping it works are over. Now you have to get more strategic. That's exactly what we discuss in this new episode - how to build personalized sales funnels that deliver content to your prospects based on the actual behaviors they're taking on your website.   Check it out, share it and let me know what you think!   Want To Work With Me?   Visit http://www.JeremyReeves.com or email me at Jeremy@JeremyReeves.com   Enjoy!   Transcript Hey everyone, welcome back to another episode of the The Sales Funnel Mastery, this is your host, Jeremy Reeves and I know I've been gone awhile, I've been crazy, crazy, crazy busy basically this entire year which is why I've been so on and off with a podcast this year so I apologize for that, but I'm back and I have a couple of planned that I want to talk about in the month of May. So hopefully, we can get some good stuff recorded and I think this first one's really going to help you, actually. I want to apologize for my voice if I sound a little and nasal and congested, it's because I am. Me and my wife just spent the weekend, we went quading for the entire weekend and slept over and housed out in the woods and all that kind of stuff.  I'm in full force allergy mode right now so I apologize if it's a little bit difficult to hear me and if I have a coughing fit, that's why. But in today's episode, I want to talk about there's a whole big thing, everybody's launching and talking about all these "smart funnels". I just want to talk about that. It's something that I've been doing for years with my clients. It's kind of becoming a big buzzword now.  The whole kind of concept of personalizing the sales funnel based on actions they take. I've been calling them behavioral emails for years now. The same thing, like, if they're an email, if they're on the page, all that kind of stuff, you can personalize the messages and all the follow-ups and all the pages that they see based on who they are. So I want to give you a couple really quick, easy examples that you can implement pretty quickly. It's not really too much based on page like customizing the actual page, it's more on what emails they get. So that's what I'm going to focus on in this podcast but you can also do it with pages with all kinds of different things. So let me tell you about two different people that I'm working with now. I'm not gonna give out any details or anything like that, but the one guy we talk to and help figure out for him that basically he's doing the typical give them a report, get them on your email list, sell the product. So pretty simple. But what we're doing for him, instead of just getting them on the report and send them emails, the first thing that we're doing is it get into the report, we split them up, so there's this sequence on a couple emails, trying to get their gender because it's in the health, you know, weight loss kind of thing. So we're trying to get their gender because it's very important in selling weight loss products is figuring out if you're talking to a guy or a girl because you talk to them very, very differently based on their gender. First thing is we split them up based on gender, once we get their gender, we split them up whether or not they read the PDF. Essentially, if they clicked the link to the PDF to download it, we're assuming that they downloaded and read it. As far as I know, there's not a way to track if they actually read it - maybe in the future. But at least we can figure out if they opened theirs or not. So we're trying to get them to open the PDF because a lot of people don't understand that if somebody is in your funnel, there's typically a specific set of actions that they have to take for them to be able and want to do business with you. So from this example, if somebody comes in and opts in, let's just say it's a free report, it could be a webinar, it could be a video, whatever it is. In general, they're not gonna do business with you if they've never taken action on that first thing that they came into your funnel for. The same thing with buyers. a lot of people are like "I don't know why I'm not reselling my existing buyers", and it's like, "well, it's because they have been consumed your first product yet." If you sell them a product or service and they're not using it, they're probably not going to come back second time because they never used the first thing. It's really important getting them to actually take action on the things they said they're going to. So there's a separate sequence, a sub funnel, if you will, getting them to actually read the PDF. And then they have their main prospect emails and it goes typically, it goes like either man or woman and we have I I figure there's 20 emails based on if they're a man or woman. So we try to get them to, of course, buy the product and then when they buy the product, we also have a shopping cart sequence so if they go to the order form page and if it runs it, I think it's like 2 hours later that we'll probably set up for, that's typically around, kind of depends, but that's typically the time frame. Then we start sending them emails based on whether or not they actually bought so if they didn't buy, then they go into shopping cart sequence. Now, in the future, you can also do this based on pages. I have things even on my website if you go on there, if you're on my list, you'll see that if you go on one of the services page, you'll start getting emails about that specific service. I've had people say it's kind of like freaky, they're on a page, then all of a sudden, they check their email, and they getting emails about that specific service and nothing else and that's how I set up, that's doing a "smart funnel". So there's a lot of different ways to do that so that's one thing.  Another guy that I'm going to be working with soon, we do something a little bit different with him. And I'm actually doing this for myself as well in a webinar that I'm currently promoting on Facebook. I'll get to that in a sec but we have them go to the opt-in page and then we split them up again based on who they are, because in this client's, it's not male or female but it's... trying not to go into it too much, for confidentiality, we might give it away who it is.  But basically there's two different groups. It it could either be one person that's actually buying the service for himself or it could be the HR department that's buying the service for the other person. Then they only get the thank you page, they got the welcome email, and then same thing we try - they would put them in a separate follow up sequence in a separate funnel to try to get them to consume the lead magnet that we have up front. So yes or no they either open it and read it or they don't and then we try to get them into a webinar. Once they go into a webinar, we actually end up tracking them based on exactly how much of the webinar that they watched. If they go in and they register for the webinar and they don't watch the webinar, whatsoever, they go into 1 sequence. If they go in and they only watch, let's say we do it in 15-minute increments, let's just say they watch somewhere between 0-15 minutes, they go into a sequence. If they watch between 15 and 30 minutes, the go into a sequence based on that. If they watch between 30-45 sequence, 45 to an hour sequence, so on, so forth. So what you're doing is basically sending them personal messages based on exactly what behavior they took on your website.  Whether it's in the webinar they were doing now, whether it's on your website which I'm also doing is myself, with my clients. Whether or not they actually viewed or looked at whatever it is they opted in for on your website, free report or video, you can use things like Wistia to figure out.  The same with videos so if you have a video opt-in, you can see how far is a specific person was and kind of follow up on them based on that, you can get them to go back and watch the video, you can use tools that actually go back and essentially let's just say they watched 17 minutes of your video, when they go back to that page, they can resume where they left off. There's different things that you can do throughout your marketing and basically what you have to do, and this is what I tell all my clients, you have to basically find all the various different touch points throughout your entire marketing funnel. From the moment that they first hear about you, let's just say it's like a Facebook ad, every single tiny little touchpoint makes an impact on that person. So the positioning that you give in your Facebook ad directly affects the conversion rate on the opt-in page and then becoming a customary client. Because you're putting them in a certain state of mind and depending on what they see first, they're going to be much more likely or less likely to buy from you. So all this really comes down to looking at each individual step in breaking up your sales funnel into piece by piece by little tiny piece and optimizing each of those steps. It's not just landing page, emails, upsell, buy. There are all kinds of little mini sub actions that they have to take. So for example, again it's not just landing page and email, it's landing page and did they read what you are giving them or watch or whatever it is. So that's like a little sub funnel.  And there's all of those all throughout each of the various main stages of your sales funnel. So if you want to do a little exercise just kind of break down your funnel and say "Okay, here's the first step, here's the last step. What happens in each tiny little step in between and what can I do when my marketing to make sure that the most amount of people take action on each of those tiny little steps?"  Alright, so that's pretty much it today. Nice, quick, short lesson but it gives you a lot to think about when you break it down like that. It also helps you like if you're buying paid traffic, for my webinar for example, we're looking at the CTR on the Facebook ads. So that's one metric to look at. And then we're looking at the conversion rate on the registration page, that's the second one. Then we're looking at the show up rate, then we're looking at how long people stay, so increasing those numbers. And then we're looking at how many people apply, and then we're looking at how many people who applied become a coaching client so there's when you break down it's actually pretty simple to see where your problems are in your marketing funnel you get a thing you have a whatever one percent click through rate on the Facebook ad, you have 10% opt in rate on the registration page, but yet the people who are going there are 70% are watching the webinar which is awesome, 15% are applying which is good and when you look at that you say "well, why are only 10% opting in?" So then you have to go back and you have to tweak the landing page and you have to be willing to do this. It's so funny, it's kind of sad that there so many people, who, they'll try paid marketing Facebook ads Adele try one or two different things and all of a sudden it's a failure. It's not a failure. And people who think that are just never gonna get ahead because they're not willing to test and tweak. When you're doing paid traffic, especially, it takes a while for you to really nail down exactly the offer, the look and feel, the layout, the everything. You have to have a little patience. It really helps when you break down your funnel and you look at each individual step and then you add these personalized little sub funnels within all of your other funnels. So that's pretty much it for today. I do you want to say hey, if your getting a lot of value from movies and you want to work together, you want to talk about me building out these funnels for you in your business, you don't have to figure out all the details and all that kind of stuff, just shoot me an email - Jeremy@JeremyReeves.com or you can just go to http://www.jeremyreeves.com/, look at the website and get in touch with me there's all kinds of contact forms and application forms all over the website. If you want to do something like a coaching, have a coaching program that's based on its helping service based businesses, so if you're a service based business how do you want me to coach you through all this and kind of look over your shoulder essentially as you build these out, it's less expensive than me doing it for you obviously because I'm not spending all the time riding all the copy and all that kind of stuff but that's an awesome option. And otherwise if you want to just have me do it for you like a lot of clients do then just shoot me an email or go on the website http://www.jeremyreeves.com/ and get in touch and I'd be happy to talk to you about putting these systems in place for your business. So you can increase each individual step of your funnel and increase your overall revenue and especially if you're in the service business, you have people coming to you pre qualified, pre motivated to do business with you rather than trying to fight you and what you're doing and your prices and all that kind of stuff, you kind of get people that show up and they say "Hey, how do I work with you?" And that's it. That's the conversation. Then you can just talk to them in a friendly manner there's no salesman pitchy stuff involved and it's a very cool situation because everybody wins. Anyway, if you're interested in working together in some capacity, then just shoot me an email. I hop you enjoyed this and I will talk to you soon.      

Today we talk with John McIntyre, a fellow email copywriter. First we begin discussing email marketing and take you deep into both of our processes for creating emails that sell on autopilot. Then we make a dramatic shift and get into a philosophical discussion about life, the addiction to money and why "constantly striving for higher revenue" is a unfulfilling way to live life for most people. In this episode we discuss... How to overcome objections using stories, case studies and more... Why "tips, tricks and hacks" do NOT work... Why templated systems don't work for most people... Why segmentation is the key to better email results... An epic discussion on why most entrepreneurs live un-fulfilled lives... Resources Mentioned  www.McMethod.com The Millionaire Next Door (book) Want To Work With Me? Visit http://www.JeremyReeves.com or email me at Jeremy@JeremyReeves.com Enjoy! Transcript Hey, guys. Welcome back to another episode of The Sales Funnel Mastery podcast. Today, I have a guest on the other line. His name is John McIntyre and he is a fellow marketer, he's an email copywriting specialist and basically, focuses on writing emails. I was actually on John's podcast a couple of weeks ago and when that goes live, I'll give you the link to my podcast. So I thought that I would get him on my podcast and expose you guys to him and how he thinks. So instead doing one of the boring introduction that everybody does, I'm just going to let John tell you who he is and how he came to be and what he does and we'll take it from there. Jeremy Reeves: So John, how are you? John McIntyre: I'm doing good, Jeremy. How are you? Jeremy: I apologize. I was just taking an extra (00:57). I'm good. So tell us a little about yourself. John: My name is John and I'm from Sydney, Australia. Though, I actually live in Thailand. A lot of people find that quite interesting. I grew up in Sydney, but I ended up in the Philippines, working. I did some marketing for a beach resort there. A nice, gorgeous resort on the beach which was a "tough life" as you can imagine. I still remember, this is when I just getting started with the agency that I have now, I'd still remember, every morning, I'd wake up and I'd get some coffee from the resort and they were right on the beach. So I'd grab a white plastic table and put that right next to the sand, right beneath two coconut trees and I'd get a big extension table from the restaurant and run it out to my table, out a seat there, and I'd set my laptop up and have breakfast, drink my coffee, and do some work, sitting under a coconut tree and just this bright beach (01:52). Jeremy: Sounds torturous. John: It was a tough period a lot. I worked really hard. Jeremy: Nice. John: So that was when I started around then I started learning copywriting, doing some email stuff, some sales letters, all the usual stuff. And around that, I started, I guess what you may call an 'agency'. What's becoming is we ended up moving to, after a year in the Philippines, I moved to Thailand. I had a conference that I went to in Bangkok. The big group went to Chiang Mai, which is an hour north of Bangkok on the plane. And I've been here ever since, which is two and a half years now. It just kind of whizzes by and this is what I do. I started as a copywriter, just doing bunch of different stuff and eventually realized that most people were coming to me for email stuff and basically thought that, you understand as a copywriter, you need a thing. So my thing was going to be email marketing and I decided to call myself the "Auto-responder Guy'. And that was a year ago, eighteen months, something like that. That was a really good decision. It worked out really well in terms of what it's done for the business but it's actually funny right now, I'm actually working with building out a process of bringing out bigger clients. And none of them having any idea what an auto-responder is, they don't think in terms of auto-responders and email marketing, they think in terms of leads and database and conversions. I'm slowly going through a slight transition. I'm trying to decide whether to drop the whole Auto-responder Guy things and go for more of that lead conversion angle. But time will tell. So that's what I do, man. I write emails, I set up similar stuff to you, I just come out form a slightly different angle. Jeremy: Okay. Nice. So tell us about The McMethod. What's your process? I know one of the things you do is write ten-part email sequences for clients and you have your McMethod that you sell as a product. So tell us about your methodology for the writing the emails and the process that you go through. John: Sure. So the first time I did this, I know this guy who's like a tropical MBA and it's about moving to the tropics and doing some business stuff, learning how to build a business. Anyway, so he was the first guy who hired me to write some emails for him. And what I came up with was where I will send an email every three days, ten emails a month and so what that morphed into was, you might call it a productized service (04:23) coming to me for a 10-email sequence. So we jump on the phone (04:27) their business and then I'd give him his ten emails and do it like that. It's fairly streamline, very easy to deliver. I've got guys that work for me to do (04:36) the bulk of the writing which is quite useful and (04:39) the way I do that is because it's productized like that, it makes it quite easy to do. And then we got a product which is called The McIntyre Method which is a four-week video training program on how to create your own ten-email sequence. But the idea, really is as I've grown, I've realized is that there's no ideal length, there's no ideal set of emails. If you really have a problem and you've got different solutions to solve that problem. So what I do now is there are sequences where I do ten emails since that's what a lot of people know me for, but also bringing in a lot more custom stuff. So depending on the problem, sometimes, someone really needs three or four emails, sometimes, it's going to be quite a lot more than that. So probably we're looking at today, we're looking at a proper sales funnel of something like fifty emails, I think. If you're really going to talk about emails. So you see (05:37) the process how it happens. Jeremy: Yeah. So that's one of the things that I've learned is everybody comes out and they need different things. In fact, I just had a client he just signed up maybe a week and a half ago or so and he came and he wanted A, B, C, D. I told him he needed less than that which you usually don't hear of that often. He was going like, "Oh, this guy had that so I need that." For this business, and where he's at, he didn't really need that exact thing. It's funny. People need different things and a lot of people start out like I'm going to provide this is in their service, and then it comes to being more like a custom job. So tell us when you're writing out those sequences, it doesn't really matter what the length, if it's ten or if it's fifty or anything like that. What's the big goal that you're trying to achieve when you're writing out these sequences (besides sales, obviously)? John: Right. I mean, ultimately, yeah. It does (07:08) but if people come to me and they think "Well, it's going to be the best subject line, all the best talk, all the best story." it's really (07:15) because at the end of the day, the only that really matters is are you solving a problem anyone actually cares about? And if the answer is 'Yes', well, great. Then you're in business. So now you need to understand as much as you can about the person you're trying to sell something to and as much as you can about the solution. This takes years and years to develop. This isn't something that you can sit down and do a brainstorming session and you've got it. I was reading an article about to go from 1 million to 10 million to 100 million with a software start-up. And often, it'll take them months or if not years just to get what they call 'Product Market Fit'. You might say it's a terminology from the start-up world but the idea if you've really got to a point where you can fit the product to the solution that you're offering to the exact needs that the person who's buying it. And sometimes that's going to mean changing the product, sometimes it's only going to mean changing the copy. And so the reason why you got to understand all that first is because that's what drives the copy. So when you sit down to figure out "Well, we got this prospect here, he's 37 years old, he manages a team of developers, and he works at a corporate company like Microsoft. And what he's trying to achieve is time management." And so there's our prospect. He really needs to leanr how to manage his own time and the time of his team. And then the other side, you got your product which is a software app for time management. It starts with understanding exactly what John Smith over here who works at Miscrosoft what his problems are, what his challenges are, what he really needs out of the product that you're offering him. Once you've got that, then you can go and build the product. Because ideally, the product's driven by John Smith's needs, otherwise it's not going to work for him and once you got that product, and assuming you got those two pieces worked out, because this is the thing, a lot of people come after that. It was kind of really interesting, I was at a marketing conference in the U.S. last September. And one thing I find, maybe this is just me being an Australian, coming from the outside direct response world but it seems a bit everyone always talks about hacks or how to optimize your sales copy, how to get a better funnel. Very rarely, does anyone ever say "Is this business worth having in the first place?" Jeremy: Yeah. John: It's funny how I always come back to this question of like that's the 99% of the battle is, are you selling sh*t that someone actually cares about? That's in a nutshell. But assuming you've got that, assuming you've nailed that or you're in the process of nailing that, how are we going to come up with the same auto-responder or any kind of marketing pieces you think about. I think about like you're on a bridge, you're on (10:01) and on one side of this (10:02), you've got his prospect and he's John Smith, he's got his problem that he needs to track the time to himself and his team and do it accurately and a bunch of different problems like that. And on the other side of the (10:13), you've got your product (10:17). And this could be an ebook on how to save time, it could be a software app, it could be a DVD series,. One thing I'm going to say is that the product doesn't really matter as long as it solves his problems. We've got this. Prospect on once of the (10:28), and the product on the other. The way I see it, the goal of any marketing piece is just to bridge that gap. So when I say bridge that gap, is that you're really going to sit down and list why wouldn't John Smith buy that in the first place? And step number one, he doesn't know what the hell it is, he doesn't even know it exists. So step number one, is making John aware that there is a solution to his product. Now let's say he went to John and say "Here's my solution. Do you want to buy it?" he's going to be like "Well, No. I got no idea who you are." Alright, so there's one objection. He doesn't know who you are. So your auto-responder needs to: Number one, get his attention. Because without his attention, he's not going to know who you are. So that's more of a traffic issue. But then you need to establish the authority otherwise he's going to be like "No, I don't trust you." then he's going to be like "I trust you but I know anyone else who's used this. Do you have any stores? Is there anyone else using this or am I the first person? And it's like therefore you need testimonials and case studies. And so what happens is once you understand what John's all about and what objections he might have, what's really stopping him from making that purchase in the first place? Then you have a list of five to ten main things. Main problems, main objections that you need to handle before he's going to buy that product. And the auto-responder just becomes a bunch of emails or a series of emails, could be a straight sequence, could be segmented in bunch of different ways, but the main thing is it's knocking out each of those objections in as many different angles as possible. Jeremy:Nice. That's a really good point. When I worked with clients, I actually have a 'she', it's like I call my copywriting researchee and it has twelve pages long of information that I fill out based on the avatar of the person and the demographics and the market and the competitors. One of the things on there is I write down a sheet of paper all the objections I could possibly think of and then as I'm writing the copy, whether it's a sales letter or an email sequence, I literally cross off each objection to make sure all of them are hit. The same thing with benefits, because you can create sentences and paragraphs that overcome the objection and then transition into giving them the benefit. I wish I had an example at the top of my head but I don't. So it's good to actually write it down rather than just having it in your head and hoping that you hit all of them. John: Absolutely! Part of the product that I've got to teach the people how to do this, is you make a list of these objections and then you just down. When you write your emails, you write an email for this objection, and then you write for this objection, and then you write for this objection. It's really that simple. Jeremy: Yeah. Let me ask you, what are some of your favorite ways of overcoming those objections. Do you use outside proof or anything like that to overcome those objections or do you just tackle them directly? What are your favorite ways to overcome the objections? John: To be honest, this goes back to understanding John Smith, your prospect. Like for example, my buddy calls me up and he says "Hey, we're all going out tonight for dinner. Do you want to come?" and I'm like "No, I can't." and then he just starts saying stuff "Oh, come on, man. you don't need to work tonight. It's The Friday night. We're going to go out." but low and behold, I wasn't even working in the first place. That wasn't the reason I couldn't go. So what he's done there is he's hit the wrong objection. This goes back to you doing sportsh as a 5 levels of awareness. You've really got to take the time to understand where someone's at in that awareness cycle. And this is from someone who's got no idea that you have any problem to someone who's aware that he has problem, aware that there's solutions out there and he's really just looking between solutions. And every layer in between that is five main layers, although five ways that he splits it up. as for how I do it, with email, storytelling is really the biggest thing you can do with emails. It fits perfectly. But ultimately, you really need to know if the trust is the issue, then you're going to need case studies and you're going to need proof. Maybe trust isn't the issue. Maybe the industry is so well-established, that he doesn't actually need trust. He believes you, he just wants a better price. So what you need to write is you need to have a special offer, where it's a time-sensitive offer for a lower price. It really depends on what angle you're going for. this is why sometimes it's hard. It's much fancier if I can get on a podcast and say "Well, Jeremy. I've got this three-step system..." Jeremy: Yeah. John: Gurus do this all the time. But it's total crap. There is no formula to do it. Jeremy: Like you're saying before, it's the same with little tricks and things like that and little hacks and all that kind of stuff. Most people are trying these weird, little hacks and tracks, but they don't have the basics in place. They're trying to do all of those but they're missing the stories, they're missing the case studies, they're missing the understanding who they're talking to. Like your example before. You're saying giving them the wrong objection. I can't tell you how many email sequences that I'm on and they're like "Do you suffer from this?" or "Is this your problem?" (16:20) notes actually not even close. One of the things you can do to overcome that is segmentation. What are your thoughts on segmentation and writing emails to more, say, you have a 10,000-person list segmenting based on their interests, maybe website behavior, like what pages they visited, so you know more about them. What's your experience on that? John: The reason I'm laughing right now is that I've been so bad at segmenting for so long. It's something that's changing right now. For example, the traffic that goes to my site is probably two main segments. I could split them up in a bunch of different ways but the two main ones are people who want to learn how to write emails themselves and become a copywriter and get their own clients. Maybe they just took off their own business and on the other side is people who had a business and they don't have time to write themselves, they need to hire someone. So it's taken me the longest, it's so easy to do and I did this recently, actually. But it was so easy to set up so now what happens is if someone signs up, the first thing that happens, is the next page is just like "Alright, you're almost done, before I could set you up your email sequence, your tips, answer this question - when it comes to converting more leads to business, would you rather write an email or convert the leads yourself or hire an expert to do it for you?" And so what happens after that now, based on what they say in response, I, then send them a custom sequence. So obviously, an example here would be like, the people who sign up, who want to do it themselves, they're really interested., they want to have a lifestyle, they want to have an automated business, they want to have passive income, email marketing, auto-responders. And on the other side that really want to hire an expert, they're mostly likely thinking about leads, leads, databases, conversions, revenues, then I'm really thinking about email marketing and auto-responders and quick my job and travel kind of thing. And already, I'm so glad that it's already been making a difference. I wish I got started doing this segmenting earlier because I've got a list of thousands of people and I only know the ones recently who are actually interested in hiring someone. Jeremy: And it really is good. There's a lot of ancillary benefits that go along with that. Like number one, you are able target them better and talk to them better and do all the things that we've been talking about the last twenty minutes. Another is your deliverability goes up because your open rates and your click-through rates, and all of your email stats increase so then that gives the email... I don't know the tech behind it. John: The email gotsky. Jeremy: Yeah, the email gotsky. It's like a self-fulfilling prophecy, the higher your opening click-through rates, the higher, they say "Okay, well. You're sending relevant.." It's kind of like Google. You're sending relevant content to them, so I'm going to increase your reputation and that in turn gets better deliverability, so then more people see it, and it keeps that cycle continuous. Same thing with cleaning out your list. Everybody always wants a huge numbers list. This is something I am lacking in too so I can't really harp on anybody for doing this. But cleaning out your list, like looking at people who haven't opened your emails in the last three months or two months or six months and putting them into a re-engagement campaign and not sending to them. If you have a (20:16) to your list that hasn't been engaged in the last six months and then you put them on a separate list and start sending only to people who have been engaged, your open rates and click-through rates are going to go up by roughly 30% and then again, your deliverability goes up and the whole cycle continues. So one question, it's not exactly with auto-responders, but what is your opinion on a lot of people just want to grow their business but I feel like they don't really know why. It's like "Oh, I have to hit seven figures." And my question is why? Why do you want to hit seven figures, or eight figures or six figures? And a lot of people really don't know the answer. What's your opinion on people just growing businesses versus having an actual reason for hitting a specific number to be able to afford a certain lifestyle or anything like that. I know this has nothing to do with emails but it's... John: No, I love this question. This is something that's been on my mind a lot lately because I live in Thailand - Chiang Mai, Thailand. I lot of people live out here because the cost of living is quite low. And when I got here, I was probably a lot more budget-conscious when I first arrived. Now it's I don't have a budget, basically. And if I tried to live the same kind the way I tried to live here, I'd eat out all the time, I'd have great apartment in the best part of the town, taking regular trips to all sorts of places. This weekend, we're doing a dirt bike trip two days way up in the mountains. So one day up, one day back. Renting bikes, all the gear. And one day, I've been chatting to a couple of friends (22:14) today is this idea where when you get into business, especially this whole copywriting, just this whole entreprenuership thing, the whole hustle and grind and who's working the most hours and who had the best product launch, it's so glorified. I feel like it's a one upmanship game where everyone's trying to do better, very few people really stop and get a hang on - do you really want that? Is this really what life's about? Just hanging out? And who can put in the most hours and who can split test and who can build the biggest business because I don't think it is. But you never want to say that because it's kind of sacrilegious to say that like a business in marketing form, Facebook groups or some webinar. Like, no one would ever come out and say "No, I don't want to make seven figures." Jeremy: Yeah. Oh, I do. Like, I say that, I mean. John: Right. Interesting is I'd like to have a start-up that does a $100 million. Like, I'd love to have a copy like that but the more I think about it, I'm reading another book by Felix Denis it's called 'The Narrow Road'. Jeremy: Yeah. It's a good one. John: Yeah. It's (23:34) but I mean. I'm reading (23:37) in one of his essays he mentions that if you want to do a start-up and you want to build and make more of like a $100 million company. But the example was basically they were cramming thirty years of your working life into four years and so doing that means your life is work for that amount of time. And it's not as simple as that, it's not like you do it for four years and you bail, you go for four years and you go public, then there's a bunch of more mess, and the works gets even bigger and your health suffers, and it's going to be quite hard to manage any kind of social life, let alone a marriage or kids or anything like that. We're often sold the dream and we sell each other on this, this dream that you can have anything you want and it's just not true. It's kind of like you can have anything you want but you can't have everything. What I think about me for me personally, I enjoy living in Thailand. It would be easier if I was in the U.S Timezone, for example. But I prefer living out in Thailand. There's cost with that. Or it would be very hard to have a start-up out here. Or I like going to the gym and taking off to the gym for two hours, couple times a week. Or taking an afternoon off. Like today and yesterday, I took a nap in the park. Read a book, took a nap, you're just here, you don't feel like working, you're just like sweet! All I can chill, read a book, take a nap, listen to the birds, and if you're going to build a million dollar company or a ten million company, those moments, when you get to do a lot of that stuff, become a lot rarer. But no one's willing to talk about that. Jeremy: Yeah, I know. It's something that I'm really focusing a lot on in my life, like I've hot the point where I don't "need" more money. I'm taking care of everything. Like, my lifestyle, I do pretty much whatever I want to do which now I'm limited because I have a one and two-year-old. But I've been thinking about this a lot lately. And it's like, my kind of growth strategy is I want to continue growing just because I like the challenge of it, but I keep a criteria that I work up until 3:30. Usually 3:00. 3:30 is like my max end time in the afternoon so I'm growing as much as I can and focusing on net income, not gross. I don't care about gross, whatsoever. But focusing on net, what I actually bring home and can write checks with. But I won't work past 3:30. That's my criteria. I think it's good for people to have criteria. Maybe you work really hard during the week, you take the whole weekend off. I made a new webinar. It was a two to three weeks ago and people's excuse for the whole workaholic thing is "My business is my passion." So I work constantly for that and my response is always "Man, you must live a boring-ass life because if you have one passion, that must be awful." Like, why would you want to live life with one passion. Working is my passion. I love working, I live writing, I love coming up with strategy and all that kind of stuff. But I do that for the third of the day. And then I get spend time with my kids and spend time with my wife. I do the same thing, if I just don't feel like working in the afternoon, I'll take a nap, or I'll go out back and work out, play with the kids in the yard, go for a walk. You have to ask yourself why? I want to double my business this year - why? John: Eventually, like, one thing I've found and this has been fairly common of the guys I know in Thailand is no matter where you live, if you go to business, eventually you're going to get to the point where you make enough money to do all these you want and save some money, like you've covered all your bases. Then it's like "Well, I could keep working hard and there's wrong with that and it can be really fun to work hard but the bigger question, and this is the one I've been trying to work on lately, is (28:22 - 28:24) but for the most part, life is free and amazing. Like, I'm traveling around and I'm 25. So I'm like young, got this cool stuff going on, but then it's a bit like "Well, now, what now?" It's fun to have a mission and I enjoy the challenge of doing the business and growing your business, but I don't want to do it all the time. So the question becomes "What does it mean to have a good life, to build a good life?" And the answer's going to be different for everyone and I'm still figuring it out what that means to me but in many ways I love my job, I love working hard, I love the challenge, I love getting in the ring and having a go but I don't think grinding on the laptop all day, that I won't do. I agree, if someone's life is just working, I don't know how that fun that is. Jeremy: I know. I never got that. For me, I think I'm a little bit lucky in the sense that as my kids were growing up and as Katie was pregnant, that's when my business started taking off and I wasn't already a workaholic before kids, it kind of happened in lock step. I think I'm a little bit lucky in that sense that I was able to cement those values at the right time. Because let's just say you had kids at 35. And from 20 or 25 to 35, you were a workaholic, you were building a big business, it's hard to break out of that and I understand that. But I also think that a lot of people use it as a crutch, it's like "Oh, I have to..." Here's a good example, I have one client, she has a three and a half billion dollar business, the personal income is very high, more than anybody ever needs, she can have an awesome lifestyle, but I've been harping on her. I'll try not to say too much information so people won't know who is but I've been talking with her lately and she just e,ailed me last week and her husband booked a vacation for nine days away, they're taking free days because I introduced her to Strategic Coach, the free days and all that kind of stuff, where you take the day off where it's zero business. There's no email, there's no thinking about business, no talking about business, like no business whatsoever and she emailed me that she and her husband booked 9-day vacation away and there's no cellphone reception or anything like that. And she said that she hasn't had time away from her business since 2006... John: Wow... Jeremy: But it is possible, she went all those years and she was just stuck in that rut of just working and working and working and working and what broke her out of it was her daughter, she's really sick, she got like a tick (31:52) illness, I think (31:53) disease, I would imagine. And so she's in the hospital a lot, like one of her flares up, she has it really bad, apparently. So this client, she's like "I can't like I have anymore because I need to be there for my daughter." So she finally made the decision to make less money and scale back the business so she can have more free time. It's interesting. I think it's definitely worth thinking about for people. And on eof the things that helps with me, I know exactly how much money I need ti have my "perfect dream lifestyle" plus have enough savings for like long-term financial independence (32:46) real estate and all that. Plus, I always leave in a buffer, for like, kind of the just in case and then taxes and then everything. But I have a specific number that I'm trying to reach and I'm not quite there yet, I'm starting to get close but I'm not quite there yet but I have a specific number that when I hit it, it's like trying to hit that number without working longer and that's my thing that I came up with that works really, really well for me. So everybody should just think, map out your dream lifestyle, exactly how much money you need and then work to get that. You can probably do with a lot less, by the way. You really don't need that much. John: This is like a fascinating thing because like this is... This is the (33:40) I've noticed about businesses is a lot of people want to get into it to make more money, to have a better lifestyle, they're often one of like good financial sense, look at investors, anything to do with money and economics, is one of the best things you can do is just learn to spend less than you are. While earning more can help and you can have a better lifestyle and all that, like (33:59) today, actually. I was online, that was a lady's site, multi-level marketing something, the testimonial was like "We started making all this, we bought a new house and we bought a new car." that's one of the worst things you could've done. Jeremy: I know. John: Because that cements, that's enlisting yourself, because I'm assuming they probably would have up'd the house payments, up'd the car payments, because people have consumer mentality. At a certain point, you're going to realize this what's pretty much living in Thailand is getting this experience of having a huge amount of wealth without spending that much money for it. You kind of realize, well, there's not much difference. I stayed in $300 a night business hotels in Bangkok and afterwards, it's a nice hotel and it was cool and everything but it's really not much different from a $50 a night hotel. Jeremy: Yeah. John: I like motorcycles. I could buy a Ducati for $35,000 but then I'm like "I'd get another bike for $7,000" and it's going to do %99 of the same enjoyment for way less or even better I can just rent a motorcycle every week, whenever I feel like going, then I don't have to deal with licensing, the registration, I don't have to deal with insurance or any of the stuff and I can have a bike anytime I want I want to go and ride it. Jeremy: One of the things that helps with that is getting rid of your ego. John: Yeah. Jeremy: If you're buying stuff that's more high-end, it's almost always because you want other people to see that you're successful. And maybe that pisses some people off but that's the truth of it. John: Have you read 'The Millionaire Next Door'? Jeremy: Yeah. That was a good book. John: One of the lines that stuck with me (35:47), he basically said that "At a certain point, you've got to choose, with the money that we all have, you got to make a choice between how you're going to spend the money to acquire social status, which is basically buying high-status items like nice cars, houses, watches, clothes, anything that makes you look better as a person, or you're going to use that money that you make to prioritize wealth-building which means investing and saving and living in a worse neighborhood, buying second-hand cars, and not buying expensive shoes." There's a choice and people don't realize that they're making a choice when you go buy a new house or a new car or something nice, you're prioritizing ego and social status instead of wealth. I think if some people think about it, they might realize because this is what I think about like I like social status too. I'd love to have a Ferrari but what's more important to me in the long run where I'd rather have the wealth. I think I'd rather have the wealth and freedom than the Ferrari. Jeremy: Yeah, and with the wealth, like a view of $10 million sitting in the bank, it's peace of mind. Then you can go out and buy a Ducati or whatever. But get the wealth sitting in the bank first. And start (36:59). I was doing some Funnel Days in Florida. I went in and rented, for my car, because I've never been a car person, when I was a teenager I was into the Riser kind of car, the little like the Eclipses and the Hondas and all that, they're all loud, the Fast and Furious kind of stuff which I this is absolutely embarrassing now, but I sued to be into cars but not really that much, so when I was in Florida, I was like, "You know what? I'm going to see what it's like to drive a really fast car." So I got this high-end Mustang and I was like it's cool driving around in it, it makes you feel like a big hotshot and it's fast and it's fun and all that kind of stuff. But it's just not worth the extra you're going to spend. I have an expensive car, I have a Tahoe but because we have kids and we need the extra space. We always have strollers in the car our other car that we have is an Equinox which is not really expensive but it doe the trick. It gets you from A to B and it's not this big, fancy, high-end car. And the same, the Tahoe, it was more expensive but we needed the space. we needed the extra seat in the car, we needed the trunk room for the strollers and stuff so it's a pretty practical car but most people don't need big, giant cars like that. but it's interesting what people spend their money on and why they spend their money that stuff. John: Yeah, really interesting. Jeremy: Wait. I know the conversation kind of took a pretty wild turn from emails. I apologize. My voice, if it's starting to get hoarse, I've been battling a cold now for like ten days and it refuses to go away. But yeah, it was a pleasure talking to you. Before we head off, thanks again for everything. But before we head off, tell everybody about who can benefit from getting into your world and what do you have to offer people? John: Sure. So what I do I mean (39:38) the email marketing stuff, so if you want to learn emails better want to basically convert more leads into customers, that's what I do. So if you head over to my website that I operate from is www.TheMcMethod.com. There's a bunch of stuff there. I've got a podcast. I'm almost up to 100 episodes and every episode is an interview with a marketer, like Jeremy, which should be live in a couple weeks. I've got Perry Marshall, John Carlton, John Benson, Russell Brighton, some of the biggest guys in the industry and exactly what their marketing strategies are. Honestly, that'll be the best place to start but there's obviously, I sent that email tips which he heard a little about the funnel here. And there's a community and coaching and all that sort of stuff which you'll see in the back end but I'd say the place to start would be to check out the site and have a listen to the podcast, if you like that, join the list, and hit me up. Jeremy: Yeah. Sounds good. Alright, thanks everybody for listening. As always, if you got value out of this, share it, and write reviews on iTunes because that helps to get more people listening to the podcast, make sure to send it to your friends, and colleagues, anybody who would benefit, head over to JeremyReeves.com. If you have any questions or you would like to work with me or check out any of my products or go to www.TheMcMethod.com to check out John's stuff and we'll talk to you next time. John: Sounds great, Jeremy. Thanks for having me. Jeremy: Alright, thanks. Have a good one.  

In this brand new episode I'll share with you what I think are the top 10 most likely ways to boost your income this year (or any year). These 10 ideas are based off working with well over 100 clients in 50 different industries and taking "what works and what doesn't" in all of those industries. Each one will work regardless of your industry, business type or what you sell. In this episode I'll discuss... 10 ways to grow your income this year... Marketing trends you MUST know about to stay competitive... Why working LESS makes you MORE money... How to grow your income 50% - 100% with one new product/service... How to open your mind to a source of completely new ideas... And so much more! Resources Mentioned Funnel Day CrazyEgg Visual Website Optimizer   Want To Work With Me? Visit http://www.JeremyReeves.com or email me at Jeremy@JeremyReeves.com   Enjoy!   Transcript Hey guys, Jeremy Reeves here again for another episode of the Sales Funnel Mastery podcast. Today's January 26th, it's a Monday and we are getting pounded with snow here in good old North East Pennsylvania here. I absolutely cannot wait to next month. I think it's February 16th to the 20th for the traffic and conversion summit. If you're going to be out there, shoot me an email, maybe we can meet up somewhere and have a drink. I will having several drinks with several different people while in there. So if you want to join us, that's cool. I know that one night, I will be going to private masterminds so I won't be able to do that and I think that's Tuesday night of the week we're going. But anyway, shoot me an email if you want to see if we can meet up and maybe we can at the event or something like that. Now today, I'm sitting here thinking of what to talk about and what I came up with was 10 ideas for growing your income this year. It's the beginning of 2015, we're already almost a month end, hopefully, you're doing really well. I'm having one of my biggest months ever in my business. Depending on what happens for the next couple days, it might actually turn into my biggest month. Although I should be 2nd or 3rd and then next month, we'll also be around the same area.  So I'm off to a really, really, really good start and it's because last year, I actually decreased my business. Partially because I bought a business, so there's a huge expense. So that kind of income will be coming in this year, obviously. But also, another part because my father passed away and I took a month off and when I bought the other business, I spent like 2 months on it. So my income actually dipped a little bit last night and the reason was because I did a lot of preparation for this year.  I got a lot of things together in preparation of growing this year because I'm going to roughly double this year, depending if you're talking about gross or net. So I'm going to roughly double this year, that's the hopeful goal. The big goal is actually more than that. It's about 2 and a half times. This year, I'm just thinking about growth.  For me, this year's just growth and leverage and for yours, it might be the same. So I thought I would put together 10 ideas for growing your income this year. I think all of these can be applied in pretty much any business, some of them might be more relevant than others to your business, depending on what your business is. I'm pretty sure every single one of these can be applied to any business, really. The first one is segmentation. Some people are saying that email's starting to fade, email marketing's dead, and blogging is dead, and Facebook is dead, and PPC is dead, everything's dead. Even though people are still making millions and millions and billions of dollars off these things, they're quote unquote dead. None of those are dead. Email's not dead. The only reason it's declining for some people is because they're not using it correctly. One of the ways that you should be using email is by segmenting. You should really start to segment your audience. Don't send be sending your entire list the same message. You should be sending messages to individual groups. This is something that I've been working a lot on with my clients with really good results. So that's idea number 1, it's segments. You just start to figure out how you can segment your list and how you can split it up to be able talk to your audience more directly. Number 2 is be authentic, transparent, and awesome. I also think that another huge trend for 2015 is just being yourself and getting out of that whole facade that you're like behind a wall and all that. I think there's going to be a lot more personal brands  built in 2015 than ever before. I really think that the whole kind of world in marketing is starting to get away from the faceless brand and starting to really transition into individual people selling their expertise, their products, their services, their widgets, whatever it is. Even if you're a brick and mortar business, start being the face of your business, start doing some really cool PR events in your neighborhood and get to the point where you walk around town and people actually know. That's what people are starting to want. They want authenticity. They want transparency. They just want you to stand out from everybody else and just be really, really cool. A good example for this, I have a new webinar. I think the URL it's http://www.jeremyreeves.com/2in12-webinar-replay/ and that'll be in our show notes, if you can't remember that or just email me and I'll shoot you the link and there's a replay there. So I did a webinar and the whole thing, it was my first time trying a live webinar and it was a disaster. Basically, the content was good and everything like that but I had several technical difficulties throughout the whole thing. I literally lost power at one point in it. It was like an hour in when I actually lost power so I came back, it was like 15 minutes later, most of the people left and all that. But I still ended up getting about a 10% conversion rate on that webinar and that's because I didn't rely too much on like a script or anything like that. I really didn't script anything, I had a basic Powerpoint in front of me, that was about it. It was just me showing people what I knew, showing my expertise, showing that I knew what I was talking about, and I was just being authentic, and being very transparent. I told stories, I told jokes, we laughed and all that kind of thing, there was live Q&A, and all that kind of fun stuff. And it went well. I actually get a whole bunch of emails from people saying how awesome the content was. Because usually in webinars, there's really no content. It's essentially like a masked pitch the whole time and I just can't do that. That's just not me, I don't like doing that. I actually give good information and I got a 10% conversion rate even though there was a 20-minute gap in the middle of the webinar and the thing went for like 2 hours, it was a technical disaster. And then there's other technical stuff along with the whole losing power thing. Which, of course, you'll randomly lose power like once a year, and of course, that was the time that it goes out.  Moving on. Number 3. Simple fire business. I have talked with a lot of clients. I have a lot of clients, I've worked with hundreds and hundreds of clients and 50+ different industries, and one of the big things that I see is that people have a little list and they have a million and a half products and a million and a half different things they could sell people and that creates a lot of confusion with clients and customers, whoever you're catering to. If you want t grow, you really have to simplify your business and I'm going to talk about the 80-20 principle next, that's number 4. You really want to make sure that you're just focusing on what's actually bringing you in money and maximize that first and then move on to other stuff. If you have 6 different services right now, you should limit that to 2 or 3 and really get them perfected and then move on to the next thing. Don't have all these 150 different things because you're not going to be able to focus on everything. It's hard to drive traffic to it, it's hard to attract any strategic alliances like Joint Venture Partners. It's just hard to do business when there's so much going on. That's why one of the things I love about funnels is when I build funnels for my clients, we basically get it to the pint where they just send traffic to the first, the very, very top of the funnel which is typically the landing page. Giving away something, could be a webinar, could be a free report video, whatever it is. And then the funnel takes them from there. It segments them based on the behavior taking in. It just takes them down. It's like the whole spider web to that core center to where they should be, where they're going to get the best information possible and the sales funnel is what does all of that for them. The complexity of the sales funnel actually makes it incredibly simple. And I always try to tell clients because they're like "Oh, we have this product and that product and these other 14 products and these 6 services", and I usually say "Okay, what's making you money? What are the duds? let's get rid of them. What are the heroes? Let's focus on them more". The next thing is the 80-20 principle. Using the 80-20 principle to your favor and it's the same thing. This is number 4. 3 and 4 are kind of mixed in together. If you want to make money and you want to grow your business, you have find out what is in your business that is making you money, you have to find out where you spending your time, that you're spending an hour here and you're getting 80% of your money from there, and then you're spending 6 hours in some other place and you're getting the same amount of money as where you spent that 1 hour. You have to find those little leverage pints in your business and where you're spending your time because if you can find somewhere that for every hour you spend there, you're making the same as you're spending, just say, 4 somewhere else? Or what if you just spend all of your time in that hour and you just spend 8 hours a day there? That's like 4 times in your business right there, doing nothing else. Just spending your time in the place that's giving you the most leverage. And that's how you use the 8-20 principle in your favor. Just looking for those leverage points. It could be in productivity, it could be promoting a certain product that's making you the bulk of your income. You might have, let's just say, a $97 product that's making you 80% of your income and this is going to apply. You're going to have products and services that make the bulk of your income so look at that and focus more on that. It's really that simple. Just looking, finding where the money's coming from and doing more of it. It's so easy. So that was 3 and 4. Number 5 is putting in high-end products and services into your business. If you don't have a high-end product or a high-end service, and I mean high-end as in at least 5 to 10 times higher than anything that you have right now. now maybe you already have something like this in your business, you have like a $10,000 coaching program or something like that. It's up to you if you want to go up to like 50 or 100, it depends on if your market would basically accept it, if you could sell the value, that kind of thing. But chances are most people don't have a really, really high-end product or service in their business. What I want you to do is essentially look at number 1, look at your products and services and see what the highest-priced one is. Number 2, think of some way that you can add 10 times that value. What I usually try to do with any product or service , I always try to deliver a minimum of 10 times the value. So if I charge $10,000 or something, I'm trying to create a minimum of $100,000 in real value. In a good amount of time like a year or 6 months or whatever it is or less even for a lot of clients it's way, way higher than that. And then number 1, see what you can do to add 10 times the value. So if your highest-priced widget or product or service is 10,000 right now or a thousand, see if you can go up to 5 or 10, if it's 5 or 10, see if you can go up to 50 or 100 or maybe even 25. Once you get higher, it's a little bit harder to grow like that. And then also, see if a good percentage of your audience is going to actually take you up on that. So you might be able to give a $100,000 worth of value and sell it for $10,000. But if you have only 20 people in your list, or even a couple hundred, you're probably not going to have enough volume to be able to make that work for you. So you kind of have to look at those 2 things. If you can do that, I would absolutely recommend trying to do that because if you think about it, I just did a funnel today with a client and his highest price I think was 197 or it was 297 he marked it down to 197 mostly. So one of the things that we came up with was trying to do a $1,000 program. I'm even talking to him about doing a 2 or $3,000 program. It's going to make a huge, huge, huge difference in his income because for every 1 sale of a $1,000 program, he's going to make 5 times, like he would have to get 5 customers at the $197 range.  So even if gets a 10% conversion rate on like an upsell, 10% of his 197 buyers, eventually buy a $1,000 product, he's going to increase overall and come by like 50%. If he gets 20%, he's going to double it. So just think of that and then you could have a $5,000 program and then you basically have to sell like 25 of the 197 to make 1 $5,000 sale. And there's a market for that. Every single market has a like (inaudible 15:01 - 15:02) go up to that really price point. So think about that in your business this year. Number 6 is automating your marketing funnel. That's what I do. So obviously, I think that that should be your ideas for growing your income this year. I'm always amazed at how many people put this off and they're like "Oh, we have to do this first, we have to do this first, we have to redesign the site, we have create this product, we have to do this and that and the other thing", and it's like just get it automated and then you can add that stuff in. It's just so much faster doing that.  Plus, when you really do a good marketing funnel, it's going to a while, it's going to take a good solid 2 months or so to get that into your marketing funnel. So you can be building those products while you're building the marketing funnel. And then by the time the marketing funnel is done, then you just add that add in. Then you can both instead of one. Again, automate your marketing funnel because that frees up your time to focus more on top of the funnel. Like I said before, what you're trying to do is you're essentially trying to get it to the point where you get people into the top of the funnel and then your sales funnel, your emails, whatever your funnel is.  For some people it's email, it's things like texting and phone calls, like voicemail, broadcast, and real phone calls. For some people, it might be meeting in person, for some people, it's direct mail. It depends on the business. But you just want to get people to the top of that funnel and then you take it and then the funnel takes it from there and leads people down the path. Number 7 is working with some type of coach. There are 2 types of people. The first type is are people who like to do it themselves. The DIY-ers. The Do It Yourself-ers. And that's fine. I just went down, I did the 2 funnel days in Tampa and one of them is going to have me implement the sales funnel for them. Do all the copy, the pages, and everything.  The other one is going to want more of the coaching role. He wants me to essentially coach him through building his funnel because he wants to learn how to build the funnel, copywriting, and all that kind of stuff. Either way is a really good learning opportunity because when you work with somebody that's a coach, they take you to places that you didn't think you could go before, they give new ideas you never thought of in your business because they have a fresh perspective. I know this from personal experience because I have 2 coaches. I pay the one that's like $8,000 plus 4 times flying to Chicago for (inaudible 17:51) coach, and then I have another one I think he's 6 plus traveling and whatever. I mean I'm spending on all kinds of education and they coach us for smaller tasks along the way, so I end up spending somewhere in the range of like $25,000 a year just for a coach and then all the other business expenses that I have. The point is they see things that you don't see because you're so close to your business. When you work with somebody, that is one of the single biggest advantages is that they generate ideas because you're so close to your business, it's hard to see clearly. I just actually got a new client and he's been wanting to work with me for I think it's been like 3 years, it's been a while, 2, 3 years. and he's like "I'm glad I finally made the decision to work with you. I've been wanting to do it so long and I'm glad I finally made that decision and got over my fear of outsourcing my marketing", because he thought he can do it and then he realized he really couldn't. And I was joking with him. I said like "You're so close to the business, that it's really hard to do it", and even in my life , this is what I do, I write copy, I create marketing funnels and I outsource some of that to other people from my own side businesses. And it's because I'm so close to that business that I can't think properly. My mind is wrapped in working with clients, that when it comes to my own stuff, sometimes I actually have a hard time generating new ideas because I am beyond the typical stuff that I do. Because my mind just isn't there, it's on my client's stuff and by the time I get to thinking about my stuff, I'm tired, it's the end of the day and all that. Again, that's another reason I have coaches because they help me think if that stuff for my own business. It really is valuable to work with some type of coach. Whether it's a couple months or a monthly thing or however you want to do it. Because you're going to get a lot of new ideas, a lot of fresh insights and it's going to help you out. Number 8 is work less but harder and more focused. So I've been really ramping up my productivity this year and I'm actually in terms of hours worked, I'm working a lot less than I used to. Even over the weekend, I was going to work on Saturday, we got a big snowstorm and Conner, my 3-year-old, if you're not familiar yet, he was like "I want to go outside, I want to go dig, I want to on the quad", we have a quad that we plow the driveway and all that. So I was like "I'm not even going to work today, I'm going to go and enjoy the morning with Conner". Once he went for a nap, him and Logan, when they went up for a nap, I worked for like an hour and a half, something like that, and I was done for the day. And I've realized that it's so nice just to not have it on my mind that I need to be working all the time because I can enjoy more time with my family and all these things.  And then this Sunday, yesterday, was my free day. When  take a free day, it's zero business whatsoever. I don't think about business. I don't check email. I don't even go on Facebook because I'm in a mastermind on Facebook so I see those posts and all that kind of stuff. And yesterday, I got so many new ideas for my business, it was actually slightly ridiculous because I kept having to write down because they just kept popping in and that's what happens when you free your mind from the daily grind of working but at the same time, I'm producing probably twice the amount of work that I was on average in 2014, because I focused not only on am I more focused, like writing, more productive like not checking email, things like that, but I'm working on the higher level activities, the higher value activities. So each day, I achieve a specific income goal. For example, if I charge whatever x dollars for emails. My goal is to write x number of emails to hit a certain income goal. So I have that, so once I hit that then I stop working o those really high level activities because usually by then my brain is just wiped. And start working on planning, buffer activities, outsourcing some things, taking care of those little fires, whatever it is. So work less but work harder on the right things and more focused . Number 9 understand your market better. Really quick, do surveys. It's amazing what you can uncover when you do surveys. Just do surveys. Survey people who aren't buying from you and say, "Hey, why are you not buying?", survey people who are buying, and say "Hey, why are you buying?". Just doing those 2 surveys, it's amazing what kind of gold you're going to uncover from your market. You can even go to the point where you call your customers personally on the phone. I know. God forbid. And you talk to them and figure out. Talk to them. Talk them about their life, talk about their business, talk about why they bought from you, what's different from you about your competitors, what you could do better, all those questions to understand your market better. Doing that is going to help you if you're writing your copy yourself. It's going to help you write better copy, this is something that I do for every single client that I bring on. We start with surveys, we do heatmaps, I look at their analytics, basically all of the research. I haven't thought of client questionnaire sometimes I actually call their customers. I'm doing that for the one client that was hesitant to start working. I know one of his customers and he's a really cool service, by the way. I'll probably talk about it on future podcasts once the funnel's done. So just understand your market better. And doing that, understanding who you're talking to is going to increase results dramatically. Number 10 is think bigger. It's kind of funny if you want to double your business, let's just say your goal for this year is increase by 50%, that's a big jump, especially if you're already like 5 million, you want to go up to 7 and half, that's a big jump, that's adding 2 and a half million dollars in a year. now, if you're like 50,000 and you're trying to go to like 75, that's not a big jump, so maybe you want to double or triple or whatever it is.  But I would challenge you to see, just to put it in your mind and say "If I were to 10x my business in the next 2 years...", so let's just say you're making $20,000 a year. I usually like to go with net income so say you're making $200,000 a year right now, net income. Net as in like into your personal bank account. and you say "Okay, in the next 2 years, what can I d to go to 2 million dollars a year in personal income?".  For a lot of people, that's a bit of a stretch but the whole point is you open your mind up to a whole new center for creativity. I did this this year. And my goal, again, is not to go 10 times or anything like that, I don;t even want to to be honest with you, but just having that idea like "What will I have to do if I wanted to 10x my business?" I don't know if there's some kind of creativity block, for some reason when you do that, it just opens your mind up and you start thinking of things that you never thought of before. It just opens that possibility and it'll give you ideas to maybe double when you only thought that you could go up 50% or whatever. My goal for personal net income, I'm trying to go up 2 and a half times in the next 2 years. Before I started thinking this way, it was in the next 4-5 years so I bumped that up to the next 2 years. And I'm going to increase my net income by 2 and a half times and I think it's very likely. It's a very, very likely scenario especially for what I have planned out and that's because I started thinking bigger instead like "How do I hit my specific goal?", I said "How do I hit 10 times that?" and then even though I'm not going to hit 10 times that, hitting double that, hitting my original goal, seems very, very easy because I thought of literally 5 new ideas that gave ,e leverage in my business and are going to allow me to do that and hit those types of income goals. So that is the number 10 for the 10 ideas for growing your income this year. I hope you really enjoyed this. I hope you can at least take a couple of them, I hope you got a couple ideas form that because that was a lot of stuff that you can take and make relevant to your business and how to grow your business and everything like that in this year, the next year, the next couple years and all that. So I would say go back through this list maybe listen to it again, write them down. I'll go through them again real quick. Number 1 is segmentation, number 2 is being authentic and transparent and just being awesome to your audience and just being a cool person. Number 3 is simplifying your business. Number 4 is using the 80-20 principle to your favor and that goes in terms of productivity and what you're selling. So basically, selling the top products and services that are making you the 80%. Maximizing them essentially. Number 5 is coming out with a high-end product or service. Number 6 is making sure that you automate your marketing funnel, make sure that happens this year. Number 7 is working with some type of coach. You could either outsource it like completely do it yourself or you could work with them if you're the type of person that you wan to write your own copy, you want to do all that, you want to learn, that kind of thing, then just work with a coach to help you through all that. Number 8 is work less but harder and a lot more focused and on the right activities. Number 9 is understanding your market better. So do surveys and things like that. Number 10 is thinking bigger. So I hope this helps you. I hope you take it and implement it. If it helps you, as always, shoot me an email Jeremy@JeremyReeves.com. You can also visit me, if you want to do any kind of working together, whether it's having me implement a funnel for you, doing a funnel day which is where I spend the day with you like an in-person consultation thing or over Skype video. If you want to do like a coaching scenario. So get in touch if you're interested in any of that and we can figure out what's kind of the best option for you. If you enjoyed it, please share it with your friends, share it on Facebook, Twitter, whatever you're on, email. Share it with your colleagues and I will see you next time.                           

In episode #20 I discuss a cool little tactic I just tested out at Kinowear.com which helped me boost the number of people going to my money page by 20%. It took me just a few minutes to setup and is applicable to 100% of people reading this, so take a few minutes to listen. Interested in working with me? Go to http://www.JeremyReeves.com Transcript: Hey, everybody. Jeremy Reeves here and I want to welcome you back to yet another episode of the Sales Funnel Mastery podcast. I've been getting a lot of people who have been harassing me a little bit lately about doing more episodes and I apologize for that. I think I actually have a good excuse, though. Most of you probably know that my dad has stage 4 Cancer.  Well, unfortunately, it's taking a big turn for the worst. He actually had to get off of Chemo now because his basically can't take the Chemo anymore. It just beat the crap out of his bone marrow to the point where if he takes any more, he might end up in the hospital and die from it. So they had to stop his treatment. So now, we're basically at the point where it's kind of the end. It's a waiting game. They're estimating a couple of weeks, something like that. So I've been having a little bit of a rough time lately. I figured out just the other day, I fell into a little bit of depression for a couple of days which was a first for me. It was a pretty humbling experience to go through. I realized the other day while I was talking to my wife that I was going through it. So I kind of came up with a game plan and knocked myself out of it. I'm lucky I have a lot of control over my mental capabilities or capacity, I don't know what you call that. I was able to get out of it. I know a lot of people aren't really that lucky to be able to do that. It really sucked pretty bad. So I've been very, very unproductive for the last week or two with work and just focusing on the clients that I have and not really doing too much else besides putting all my attention on my clients that I'm currently working with. So that's the reason you haven't heard from me much lately. That's basically going to go on for probably another month, month and a half, something like that. Just kind of in a holding pattern, if you will. Kind of just spending a lot of time with my dad since it's the end. And going up to see him a lot and spending time with him, taking my wife and kids to go see him and stuff like that. Forgive me for being a little bit lax on the podcast. I will ramp up once everything is over and done with and I'm back to my normal schedule. But anyway, to get on to less saddening news and more good news, I have something for you today that I think is really cool. So as you know I have Kinowear.com and that's my side business. So I just spend a lot of time yesterday, analyzing the business, I was looking at the metrics that I've done so far. I'm going to do a comprehensive, kind of overview of this. I said I want to test myself for three months and see what I can do. Basically, what I've done so far was roughly increased my opt-ins by 3.5x, increased my front end sales by about double. I don't know the exact metrics at the top of my head. And I did that in the first three months. It really was just a matter of doing a couple of things. I think I'm going to come out with a paid webinar showing how I did everything because I think it's going to be a really cool exercise to do. I think it's going to be extremely eye-opening for a lot of people to see exactly what my mind says, how I go in, what I look for, and what happens. So one of the things that I did, I just did a test on it, and what happened was I was trying to get - if you heard me talking about it a couple weeks ago, I mentioned that (don't mind that noise) I had a lot of people going to the blog pages on the site. So right now, I'm getting roughly 55,000 visitors a month. So it's a little bit under 2,000 a day that I'm getting to overall to the whole site and that's uniques. And a lot of those people aren't going to the products page. They're just coming and looking at a few articles but they're not going to the products page to buy the product. And as you can imagine, there's 2,000 people coming a day, but only a couple percent of them are going to the sales page. So I sat back and I said, "Okay, I have all these visitors, how do I get them to the product page?" and obviously, retargeting is on my list. I'm actually in the process of getting that all set up now. I have seven different designers sending me banners and I have the targeting pixels set up but just waiting on to get all these banners. I'm going to probably have around fifteen or so, different banners a test. So that's going to be one way. I have a huge audience to choose from for that Facebook and all that kind of good stuff. But while they were on the site, I was trying to think of a way to get to the sales page. So I did the most simple thing ever. But I've never heard anybody talk about it before. I'm sure other people have done it, but as far as I know, I've never heard anybody talk about it. So here's what he did, when they come to the page, they get a pop-up, "Get on the free... I'd like a crash course" kind of thing while I'm testing the opt-ins because it's generic. That's what came with the website. I haven't enough time build a new one yet. So what I'm doing is when I leave, this is after they've come, maybe read two articles, I set up an exit pop-up and I have that exit pop-up asking them if they want to check out the product. and it's like "Hey, did you like this article? You'll love the Kinowear Bible. Do you want to go check it out? Yes or No?" so they click 'Yes' and they go to the sales page. So that's it. That was the big secret. So that alone, that was Test no. 1. I set it up in like three minutes. I really put almost no thought into it. I just got the idea, I did it right then, it took a couple minutes to set up, I tested it, I looked, and I ended up getting just under 20% more people to go to the actual product page. And again, that's a big thing because I need to get more people to the product page because that's how I make money. So that was a big increase. 20% increase just from doing something set up, like three minutes to set up. So that's kind of the big takeaway. Now, another thing to remember is I put almost no effort in what I did. It was like the most pathetic, fast thing ever. I did it while I was in a rush doing something else and between all this stuff, this just like a week or two ago that I set it up. There's all kinds of different ways that I can test. I actually set up another test today that should do better than the first one because the first one, it was just "Do you want to check out our product?", if you think about it, it's not really the best, it's not really the most enticing offer ever. You know, Hey, do you want to look at this and give us more money." And I'm not saying it was the best idea ever in the world. What I'm saying is the concept is a really cool one because a lot of you are probably getting a lot of visitors to your overall pages but not the pages that you want them to go to. Either they don't see it or they get distracted, whatever. So what I'm doing now, I'm setting up the second test that I'm doing here and I have no idea if this is going to work or not, I just implemented it three hours ago. What I'm doing this time is I have the same exit pop-up. I'm going to test them against each other and this one, instead of just saying, "Hey, do you want to check out out product? Yes or No?" and they click 'Yes' and they go there, what this one is I give away a free sample of the product. So it's like "Hey, we have our course. Do you want a free sample of it? Yes or No?" do they click that. And they actually give me their opt-in instead of just going to the sales page. Two reasons I think is going to vastly outperform the first one. The first reason is that number one, getting their opt-in and my conversion rate from opt-ins to sales is really high. My auto-responder does really, really well. So I figured out that the best way to grow this business after looking at my stats, I just figured out so far the (10:00) development that I had the business for three months of the three-month lifetime value. And it's good. It's high enough to start testing paid traffic and that's because of the auto-responder sequence. The reason I'm getting them on the opt-in is because I know once they are on the email list, it's going to convert really well. The second reason is I looked into my Analytics and I found out that in the auto-responder sequence, one of the emails (which I'm going to change this to make it more of the emails) offers a free sample of the book. It's like a free 25-pages or something. The conversion rates of the people who see the sample is almost 4x higher than people who don't. Essentially, the product is speaking for itself so they get a taste and they want to finish it. That's how I got to the decision. I looked and I said "Wow, my overall auto-responsder's working really, really well." And then I looked and I saw the other stat that said the people who saw the free sample were converting 4x higher than the people who didn't, and I thought "Wow, maybe I should that more often." It's not rocket science. But it shows the importance of digging or this data, your Analytics, whatever you're using. So that's pretty much it. The major concept is to use something. Whatever the cases. You can put links inside your articles, you can use an exit pop-up, you can start with retargeting, anything to focus on getting people to where you're going to get the money. In my case, that website is very, very blog-driven. Right now, it's 100% SEO. I'm just starting to test paid traffic with it probably next week, I have to set up the funnel quick for it. So you want to get more people to the product page. Again, overall concept, use some type of method to get them to the product page. The secondary concept is look in your Analytics. Look in your data and figure out what's making people buy more? Look at your auto-responder, see how they're converting for you. If you're converting really well, then your number one strategy should just be getting people on the opt-in list and then let your sales funnel do its own work. Let it do what it's supposed to do and just take care of people and take them down the funnel. Even my auto-responser, it was set up really, really quickly. I didn't even put all the effort into it that really should because when I got this business, I kind of just whipped everything together because I'm so busy with client work. So I didn't do a proper funnel, it's just a really, really, really, really quickly done funnel but it's still converting really well. And then the second art of it was look through your stats to see what's causing people to covert more. So in my case, when people see that sample, when they get that "I'm probably going to sneak peek.", when they see the sneak peek of the Kinowear Bible, the product, then they're converting in almost 4x higher than if they don't see it. So I'm doing everything that I can now, now, I found this out in the last week or two so I'm going to be doing a lot more stuff. This is just going to be stage 1. I'm going to be doing a lot of different things to get them to see that free sample. That's it for today. I have to cut it short because I have a client meeting soon and I got to hop right off and my wife and I are going out and coming home and then going to the Finger Lakes tomorrow. We're going for a wine trip which we've been trying to do for the last three years, well not three years straight, but this is our third attempt, because the last two times in a row, we were supposed to go and my wife got pregnant right before we went both times. So I'm hoping she doesn't get pregnant before tomorrow. Although, we wouldn't obviously know, anyway. It should be fun. Something that I need really badly. This is Friday that this is going out so I hope you have an amazing weekend. If there's any way I can help you, I'm focusing really hard on Funnel Days. So if you're interested in a Funnel Day, just let me know. Shoot me an email. Just go to JeremyReeves.com and you could see all the different services I have (14:57). But there are a bunch of ways to get in touch with me. Funnel Days are doing absolutely amazing. I just did with two guys from Australia two days ago which was really cool because it's pretty amazing to me that I can sit on Skype video with two guys that are 10,000 miles away from me and go on video with them for over four hours. So it's an amazing time to be alive to have that kind of technology to connect with people around the world. Anyway, those are doing awesome. If you want to take your business and just leap it forward, kind of like what I'm doing with Kinowear, that kind of stuff. If you would like to do that for your business, just get in touch. Again, just go to JeremyReeves.com and find out of ythe various ways to get in touch with me and we can figure out if we should do a Funnel Day or not. And besides that, I hope you share this with your friends. I'm getting a lot of amazing feedback from people saying how awesome this podcast is and I'm glad that I can help you. I love hearing those comments. I know this isn't the most polished podcast in the world ever, but I'm hoping the content overcomes that. I actually don't do any edits on this podcast so that's why. Anyway, I hope you have an amazing weekend. I hope you can keep growing your business and if you want to look forward to growing it a lot faster through 2015, then feel free to get in touch and we'll figure something out. I'll talk to you soon. Bye.

Visit http://www.JeremyReeves.com for more information. In episode #19 I'm going to show you exactly what mistakes to avoid that MOST people are making. These are strategy mistakes that can completely ruin your sales funnel if you're making them. Listen in and discover if you're making any of the 7 I discuss in the episode. Transcript: Hey, everybody. Welcome back to another episode of the Sales Funnel Mastery podcast. This is your host, Jeremy Reeves and today is October 1st, we're getting into the last quarter of the year.   I'm actually starting to plan 2015. My goals for next year - I already have them set - is to double gross revenue and increase personal income by 50%, which I think is achievable because I'm going to start scaling my business a lot more and doing a couple things that I'm really excited about next year that I'm starting to implement now.   So I'm excited. I'm starting to plan October. I hope you are too. In fact, by the time this podcast comes out, it's probably going to be either Wednesday or Thursday, so the 1st or 2nd, so you should have your monthly plan in place.   Anyway, what we're going to talk about today is sales funnel mistakes. I talk to a lot of people, I've done sales funnels for people, and the reason that I'm doing this podcast today about sales funnel mistakes is that I'm about to do a critique of an entire sales funnel for a student and a client/student of mine. I really don't do critiques that much but he's a cool dude and he knows me in my other business, so I'm kind of doing it as a favor for him.   So that kind of got me thinking about all the mistakes that people make in their sales funnel. we're not going to get in too much of the specific copying mistakes or anything like that. But these are going to be just overall strategy mistakes that you're making in your sales funnel.   Maybe not you. Hopefully, you're not making these but you probably are. If you are, it should definitely help you. You can go back and look at your sales funnel. See what's off, see what's wrong, see what you have to fix, and what you have to change.   So let's get right into it.   Mistake no. 1 is making it too hard to buy which is funny because I can't tell you how many people over the years - let's just say the last five years or so - I've probably talked to a couple hundred people over the phone who wanted to hire as a Copywriter, a Sales Funnel Specialist, that kind of thing, probably at least 20% of the people have an objection at some point that related to them being aggressive about whatever that they're selling.   And that always strikes me as a little bit odd. Because here you are, you put your entire life into your business and then your afraid to tell people what you're selling - your product, your service, whatever it is? I just don't get that.   The problem is, if you have something that's valuable and you're helping the person, your customer, your shouldn't be afraid of selling your product or service because in the end, you're providing value (I apologize for the sounds going off), a service or a product for a specific price.   It's like if you go and buy a car. Some cars, you can buy for $15,000 and they're crappy, little cars. Other cars, you can buy for $200,000 and they provide a lot more value to that person. When you're getting up in that price range, it's more of a prestige kind of thing, but there's always a value versus money transfer kind of thing going on there.   You have to understand that whatever you're selling, you're giving value to people. You want to make sure that you're helping that person. If you're in business to help people, which entrepreneurs are, you want to really be putting everything you possibly can to make sure that that person is making the right decision to buy your product. If you're not doing that, you're doing a disservice to that person.   So make sure that throughout your sales funnel, you're not holding back. Make sure that you really are giving it your best effort and putting everything in place that needs to be in place to increase your sales. Because increasing your sales is going to provide the most value to people.   Mistake no. 2 is not making a balanced front end and back end. This is kind of funny because if you ask two people which is more important?   Getting more front leads or building out the back end of the business? One person's going to say the front end, one person's going to say the back end. The truth, though, is that both people are wrong because when it really comes down to it, you can't establish a proper back end without enough front end customers.   If you're getting one customer a day, there's no point in building out your back end because you're not going to have enough customers to really take advantage of your back end. It's not going to do that much because there's not enough volume in the front end. And on the other side, you can't generate enough front end customers without an established back end. So it's a little bit of a conundrum.   what you have to do is just spend your time equally between your front end and your back end. Come out with a front end product. What I typically do is, say you're starting a new business or a new division of your business or whatever the case may be, if you have a front end product - product A - start selling that and get it to the point where it's starting to ramp up using the smallest amount of money as possible.   So maybe you do joint ventures with people, maybe you get some affiliates to sell it, maybe you focus on some free traffic methods like SEO and doing whatever, any kind of free traffic. But I would really focus on doing ventures with people and kind of just figure out who your best audience is  and find other people who have that similar audience but aren't competitors and then get your product in front of those people.   And once you start building up and you're getting enough front end customers, then you start building out your back end, and then once you have a good, solid back end in place, then go back to your front end, put a little bit more attention to your front end to ramp that up.   Start going into paid traffic, start some Google campaigns, Facebook, retargeting, all that kind of stuff, and then once you do that, then go back to your back end and fill in that. Once you start getting more volume, you could increase your highest-priced product or service.   I was talking to someone the other day who's thinking about doing a funnel day and one of the things that he was saying is that they have $20,000 packages that they sell and they were getting 20% of the people, and that number might be wrong, it was a big percentage of people to actually take that package.   So I was like, "My God, if you're getting 20% of people to take that package, you need something that's double, triple, quadruple that." Basically, if you get 5% taking just say $100,000, it's 4x the price and you get one-fourth the amount of people, that doubles your back end sales. so it's so important to go up and up and up in the amount of value you can provide.   I essentially tell people, when they get to a point where nobody's buying your highest-priced product, then you're done. But someone will always buy but you're not going to be able to sell that many if you don't have enough volume on the front end. Hopefully, that makes sense.   The third mistake is incongruent products and services. When people are going through your funnel, you want to start them in something that's easy, something that's specific to their needs. When you're selling your back end, you want to really think about three key factors and it's easier, faster, and better.   Depending on what you're selling, you either want to get that person easier results, like a done-for-you, they get the same result, but it's easier for them. Faster results, they're getting the same results, but in a faster amount of time. Or better results, maybe it takes longer but they're getting results. So instead of losing 3 lbs. a week, they're losing 6 lbs. a week or whatever. And that could be similar to faster too, it kind of depends.   So an example of this is let's say that a weight loss company is selling an information product. Let's just say "How to get shredded in six weeks" so it's a weight loss course. An example of a congruent offer would be something like Personal Coaching. The coach should be their one-on-one mentor, gets them to their goals 2x faster, it's easier, that kind of thing.   It's really congruent. It gets faster, easier results and it fits perfectly into the reason you bought the original product, which in this case, wanting to get shredded.   Now, an example of an incongruent offer and going along the same example, would be selling a course on how to get jacked, and by the way, 'jacked' is gaining more muscle - that's kind of like the bodybuilder lingo. So they buy the first product which is losing weight and then the second product is how to get bigger. They're kind of different results for most people. It also depends on where your audience is.   But in kind of the general population, those are very different things because as you lose weight, you're going to get less muscle, usually. Unless you're just starting then you can do both at the same time but in most cases, you're going to lose a bit of muscle because your body starts to burn a little muscle when you're losing weight. It's really hard to both at the same time.   So it's just a little bit of an incongruency between what you're selling. What you would want to do is just make sure that throughout your entire funnel, you're taking them. Think of your lowest-priced product and that's the very starting point of where that person is in their journey to get to the end point. Think of where your client is starting and where they want to get to.   Your first lowest end product should be right at that beginning starting point and then the highest-priced product should be getting them the absolute best results possible and then just plug in products along the way that take them from point A to point B.   Mistake no. 4 is failing to sell high-end products or services. Every single person listening to this should have a very, very, very high-end product and a very high-end service. If you're currently selling products, say you're selling weight loss products, an information product or a software or whatever it is, whatever product that you're selling, you should have that.   and then you should also add high-end service which in most cases is coaching. That's just a really, really easy, basic. general one. Put some coaching in there somewhere.   I'm working with someone now and he sets up entities for people, so he starts corporations and stuff. So he has that side of the business, but his high-end product is setting up a Nevada Trust, I think it's called. It's a really, really expensive thing. It's roughly 10x the price of a normal service that he does and he gets a percentage of people that take him up on that.   If you're selling something 10x the price, all you need is 10% on people and you're going to double your sales. You can check if the Math was wrong. Anyway, you should have high-end products or high-end services. So if you're selling services, make sure that you have information products in and if you're selling  products. make sure that you have services to go along with that.   I could give you the Math on that but it's really hard to do a podcast so get in touch with me if you want to see a little Math on how that works and I can send you a calculator that you can do, to figure out what you would have to sell your product or service at and how many of them and that kind of thing. It's really cool, though. It's definitely something. That should be a starting point that everybody listening to this should start doing.   Mistake no. 5 is using online marketing only. This is another one that most people do. They don't do anything offline. Direct mail is really, really powerful. It takes the conversation from something very surface-level, to something a lot more intimate.   Doing offline marketing, there's all kind of ways of doing a hybrid marketing approach. Ontraport, the CRM that I use, you can schedule automated post cards - so that's a way. You can do direct mail letters, you can do handwritten thank you notes, that's a really good one to do.   I just sent my recent Funnel Day client a gift basket. It's not something that gets a new job immediately but it makes a good impression and guess what? When it comes time for referral, who's he going to think of? The guy that gave him a gift basket. The guy that showed him that he cared. You can do things like, this is one that I had a lot of people do, depending on the business, setting up a call center might be a really, really good thing for you to do.   So make sure that if people are coming in and say, you have a coaching service, anybody that buys your product, can get funneled into a conversation with a consultant - and really, if you're going to call him a consultant, they really should be a consultant, they shouldn't just be a salesman - but you can have somebody call them and make sure that that person is doing good with what they just bought and see if they'd be interested in your services and you're going to get a lot higher percentage of sales  and closing rate by doing that.   So make sure that you're going offline. There's a lot of ways to do it. There's all kinds of thing you can do. Using offline is actually good for a lead generation strategy. So you could try that. You could start offline and take them online to a video. Send them a post card revealing a free video or webinar or whatever the case may be. It's just something different. It stands out. It's going to make a big difference.   Mistake no. 6 is lack of segmentation. There's a lot times, there's a lot of different places that you can put segmentation into your business.  By segmenting your list, you are so much able to speak directly to that person and their desires, their fears, their frustrations, and all that kind of stuff while delivering offers that make sense to that specific person dealing with that specific problem.   There's a lot of different ways that you can segment your audience.   Number one is you can segment prospects based on specific interests. So let's say, in the gold niche, maybe somebody's interested in learning how to put whereas somebody's learning how to be a better driver, they want to drive the ball farther. You can segment prospects and buyers, which is I recommend that for every single person, you can segment based on those who show an active interest in your site.   For example, I'm starting to put together my sales funnel for Funnel Days which is my in-person consultation day because I'm putting a much bigger focus on that because for me, it attracts a much better buyer, it attracts a much better client. People who want to do Funnel Days rather than just "Get a quote" are just better entrepreneurs, they seem like. They're a lot more serious about moving forward, they're not going to take delays, they want to start the relationship the right way.   It's just something that I'm doing. It just makes for a much better relation and every single one that I've done, people were absolutely blown away and it's worth every penny times a hundred. So one of the things that I'm doing is people who go to my Funnel Day page that are already on my list, I'm going to segment them in a separate auto-responder campaign specifically trying to get them to go into the Funnel Day funnel that I have. It's basically called 'Behavioral Email Targeting'.   The fourth one is segmenting based on whether that person is a cold or warm lead. This is something that a lot of sales forces do. They talk to a person based on whether or not they're cold or warm. For example, somebody downloads a white paper. That's a cold lead. If someone gets in touch with you and fills out a form in your website for you to call them, that's a very warm lead because they're asking you to call them.   So you can segment based on that and you're going to write your auto-responders a lot differently based on whether they're a cold or a warm lead.   And another one is you can also segment based on demographics. If people are men, women, certain ages, from certain countries or regions, areas within a country, there's a million demographics. Based on your market place, the demographics that you're going to be focused on are going to be a lot different. But that's another way to segment  and you can do that right on your opt-in forms.   Let's just say that going back to the weight loss offer. I use the weight loss offers as examples really frequently because it's easier to understand and it's a lot easier to kind of say, "Okay. they're doing this so that I can do this." One way to do that is let's just say you have a free report, '7 Mistakes for losing weight', on the opt-in form, instead of asking for first name and email or just email, you can say, "Are you a male of a female?" and then just click a radio button and they go into a list based on that. That's another way to segment your list.   The 7th mistake is failure to introduce continuity offers. Continuities are really good for any business because it gives you a lot of security and freedom, knowing that you're going to have enough money in the bank at the beginning of every month to pay your rent, employees, all that kind of stuff. One of the things it does, you have to see in your business if this is the case, but a lot of the times, it adds profit to your business.   Let's just say you have a product for $97 but you want to turn it into a continuity product. You have to figure out, "Okay, what can I charge per month and how long do they have to stay to make up that $97?" So in that case, let's just that you were going to charge $27 a month or $25 to make it easy and the first product was $100. You would need them to stay on average for four months to break even with having just a normal one-time price.   If you do a test, and you find out that people are staying for five months, you just increased your overall profit by 12% because you went from $100, the one-time payment, to $125 over five months and then you have figure out, "Okay, is it worth it to get that money over a five-month period rather than just upfront. So that's just decisions you have to make.   But the other thing that it does is works wonders for your mental realm. It kind of just takes away that fear off the table because every entrepreneur goes through, you wake up, "Today's October 1st so it's okay. Am I going to be able to survive October?" And once you get past the certain point that fear kind of goes away.   But especially if you're just starting out or if you have a huge payroll or anything like that, it's really good because it kind of just frees your mind up and it lets you get more creative  and clear in your thinking because you don't have that constant worry about how much money is going to come in that month.   Let's just say your payroll is $20,000 a month, if you have a continuity program that brings in $20,000 a month, anything after that is profit and you can put your time and attention onto that and not worry if you're going to be able to make payroll this month.   So those are the top 7 sales funnel mistakes that I see in a lot of people that I work with. It's a lot of stuff that I go over my clients, make sure they're not doing it. I really it helped you.   If you want to check the new website, by the way, I just recently re-did JeremyReeves.com so go there and just check it out even if you're not interested in buying a product or signing up for a service or anything like that, go and check it out because it kind of shows you my current thinking on what a website should look like.   The way it's set up now is what I think is going to work best for my website, for my website. Yours might be different and it probably is because you're selling something different than I am. But you can go and reverse engineer a few things, and I can pretty much guarantee you'll come out away with a few things because I did some pretty cool stuff on the new design and layout and how I have things set up and all that.   So go check it out. If you're interested in services, again, one of the things that I'm focusing on the rest of this year, 2015 and until whenever is doing a lot more Funnel Days with people. They're really cool because we get to meet in person. If you live in a different country or we can't figure out traveling arrangements, because I do charge extra for traveling, obviously, we can do a Skype video or whatever.   But they're extremely beneficial because the blocks that we get past are incredible and it's awesome the funnels that we come up with? Let's just say they're funnels that nobody in your industry is going to have. You're absolutely going to have the best sales funnel in your industry. We do a lot of stuff that I don't even talk about in the podcast so it's a really cool thing.   If you're above roughly 500,000 or so in your business, I definitely recommend you check out Funnel Day. There's just a lead capture form so even if you just want to learn a little bit about it, just get in touch. Feel free to email me. If you to JeremyReeves.com to check out the new layout, just click 'Services' and then it'll give you two options.   One is either having me just do the funnel or the other one is starting with Funnel Day which I usually recommend for anybody about 500,000 or so. Anyway, I hope that helps. I hope it gave you a couple implementable strategies that you can start working on. Shoot me an email. Let me know if it helped you and make sure that you share this with your friends.   I'm actually doing a Funnel Day next Wednesday and it was a referral from a podcast listener so he listened to the podcast, read articles of mine and then he had a friend who he thought I could help and I'm happy to give you some kind of commission or whatever for doing that. So if you know anybody, that's very cool. I hope this helps you and I will talk to you soon.

Jeremy is a sales funnel specialist and the host of the Sales Funnel Mastery podcast. He’s worked with some of the Internet’s leading entrepreneurs to drive more consistent sales and exponentially grow their businesses by uncovering key leverage points and implementing advanced strategies into their businesses… mostly through automation.

Welcome back! In this episode I'll give you a quick recap of what I've been up to, my trip to Lake Tahoe and... more importantly... exactly what to do when you get TOO busy and hit an income ceiling.If you're marketing correctly and have the right funnel in place, this will inevitably happen so it's important understanding what to do before you get there.For show notes, visit http://www.JeremyReeves.com/whenyougettoobusy Transcript: Hey, welcome back. This is Jeremy Reeves and you’re listening to another episode of the Sales Funnel Mastery podcast. Today, we’re going to talk about what to do when you actually get too much business. I know that might sound a little bit like a pipe dream, but that actually happens to a lot of people. So I’m going to be going over a bunch of different ways that you can continue to grow, even when you’ve hit that ceiling. This is something that I’ve been going through due to just not being able to clone myself, so I thought it would be a cool thing to talk about how I’m continuing to grow, even though I can’t take on any more work.  I’ll actually tell you what’s going on and how many people I’m actually turning away every week. But there are a bunch of different things you can do. But before that, I want to give you a quick recap because I think it’s been about two weeks now since I’ve created a podcast and it’s actually because I’ve been so busy. It’s been absolutely crazy the last couple of weeks.  In the last couple of weeks, the beginning of May, I had a client and he’s on retainer now with me. He wanted to do a funnel do, so I asked him if he wanted to come to Pennsylvania or if I should go out to him. He decided that it was worth paying me essentially double for me to go out to him out in Reno in Nevada, so I went out. While I was out there, I love to hike and I love the outdoors and oh my God, it’s absolutely gorgeous out there. I was absolutely stunned. If you live out west or if you want somewhere, if you’re into going into nature, I highly recommend both Reno, which is a really cool little city, and Lake Tahoe, which is where I actually went the second day. I flew out there Sunday, I had my funnel day with my new client on Monday and then Tuesday I drove to Lake Tahoe and I went hiking for the entire day up in the mountains. I actually went off the path and when I first started going up the mountain, it was nice and clear and I actually went up so high up to about 9,000 feet.  I actually came back down because I was getting light-headed because the elevation here isn’t very high at all so my body wasn’t used to the lack of oxygen in the air. And I got up so high that I actually could barely see anything because this big snowstorm came through. So I’m up there 9,000 feet above sea level by myself in the middle of the woods because I went off the path, there was a hiking trail that went up to 7,000 feet. I’m an adventurous kind of guy so I figured I would just keep going. So I found this nice big hill and just went up the mountain side by myself and by the time I got to the top, it was snowing and so foggy and snowing so hard that I literally could barely see the front of me. So I went back down. I have kids so I didn’t want to fall and break my leg and be stuck on top of the mountain and not come home.  So that was fun. Lake Tahoe is absolutely gorgeous, one of the most beautiful things I’ve ever seen in my life. I highly recommend it. Another reason that I’m so busy is because I’m actually getting into real estate finally. I’m starting to buy some investment properties, which is exciting. I have been wanting to do it for years now and I figured I’m just going to go. That actually came about from a conversation with this new client because he’s doing that and using a property manager. So I’m excited to get into real estate and start owning the town, essentially. There’s a lot of good stuff around here in the city of Scranton and not [inaudible 4:41-42] a dump. That’s the other side, but even around my own hometown, the town I live in would be nice for real estate. That’s another thing that I’m doing so getting all the loans approved and all that kind of crazy stuff. So I’ve been working my tail off for the last couple of weeks, just trying to get caught up on everything. There’s a lot of good stuff going on, very exciting this year and I just looked on TrackNGrow by about 40% this year and that’s actually before I implemented a whole bunch of stuff. Actually, that’s some of the stuff that we’ll be talking about today. With that said, let’s get into the good stuff about this. I want to take you through what I’m doing and what you can do and even what I’ve helped other clients do. You get to the point where you’re too busy and you just can’t take on any more work.  And this is really important with service businesses because once you hit that ceiling, let’s just say, $200,000 a year, whatever it is, it could be 500, it could be 100, kind of depends on what your current pricing is and things like that. This also really applies to any business. Because for example, I’ve had clients in the past where they’re selling information products and they actually got too busy for information products. They’re selling something digital, how could you sell too many of them? The problem there is customer support. Let’s just say that it’s complicated, people are having questions, and you need more customer support. That’s really what we’re talking about today, constraints and bottlenecks. Your bottleneck in that situation is going to be your customer support team. Let’s just say that you’re selling some type of software. The same thing, a lot of times is going to be customer support. If you’re selling physical products, it’s going to be creating that inventory to ship out the physical products. You have to look at where your bottleneck is. For a service business, for me, it’s going to be myself because I can only handle so much work. There’s only one of me. I wish I could be cloned, that’d be awesome, and I’m probably going to be the first one in line when they finally figure out cloning because I can 10x my business overnight, which would be really nice, but unfortunately until then, I have to think of more creative ways to grow. The first thing is, don’t stop marketing. A lot of people when they hit that point of “Oh, God, there’s so much work and I don’t even know how to get everything done”, they stop marketing completely. Especially if you’re a service provider, but this is equally important for anywhere else, if you do that, it stops the momentum.  One of the big things that you’re getting so busy is because all of that marketing that you’re doing, which is paid traffic and articles and interviews and joint ventures and everything that you’re doing to get that traffic, if you stop that, the momentum stop. And then once you get to the point where you can manage everything better, by the time you get there, then you have to restart that momentum.  Let’s just say that you drop 50%, then you have to wait for that to come back and it might take a month, or two or three or four or five or six months, depending on how much marketing you’re doing. So don’t do that. You can slow it down a little bit, but slow it down in small increments. If you’re really getting overwhelmed, maybe just stop doing one traffic source first and see how that goes. I recommend just focusing on these other things that we’ll be talking about.   A little bit of a back-story about this and why I wanted to talk about it. It’s Thursday morning as I’m recording this. I don’t know when it’s going to get out there because I’m actually looking for my transcriptionist and the people that help me do my podcast, her daughter was hospitalized, unfortunately.    So I’m kind of scrambling a little bit to get this done and there may or may not be a transcription for this so I apologize for that. I’m in the process of looking for somebody temporarily to help fill that in. So if there’s not a transcription right now, then just come and it’ll be there   But the reason is because, it’s Thurday morning and I’ve already turned down seven people, seven different jobs that I just can’t take on, and it’s only Thursday. It’s kind of crazy and I’m implementing some of these ways. You get all those people coming in and there’s probably $30,000 worth of business that I had to turn away in the last three days. So there’s several tens of thousands of dollars that I’ve turned away in the last three days. So I’m sitting here thinking of different ways that I cannot lose that money, and plus it helps. If somebody comes to you, I have several people that I’m looking for other writers to refer them to, but a lot of the writers that I know are either too expensive or too busy or they’re not reliable. So it’s hard finding people that are reliable, affordable and have availability. It’s a rare trait. With all that said, let’s get into the meat of this. So number 1, the first thing that I would recommend you do if you get too busy, and you know that extra business is sustainable, that’s going to be very important to know that it’s sustainable, it’s not just a one-time hit. Number 1 is increase your prices.  This is something that I’ve done. I’ve been increasing my prices steadily over the years and it’s funny that sometimes the more you increase your prices, the more business you get and that really does happen. It’s funny how that works, but it really does happen because it creates this aura around you that you’re the expert in that field and people should essentially pay you more money because you’re charging more. You can’t get away with that if the value you deliver doesn’t match up to what you charge.  If I increase my price 20 times, I might get a couple clients paying me that, but the value might not add up to that. You have to make sure that your price is in line with the value that you create. The first thing to do is look at your pricing. Figure out if you’re underpriced or overpriced, if you’re too busy, you’re probably underpriced. You can increase your prices little by little. Don’t double your price overnight. Do a 10% increase one month and if you’re still getting busy, do another 10% increase the next month and do another 10% increase the next month. It’s like marketing. Don’t shut off all of your marketing. Don’t stop doing all of your marketing. Keep marketing. Just do a little bit less. If you do a little bit less marketing, and charge a little bit more, you’re going to eventually find that sweet spot. Another thing is to create better systems. This is really important because if you can create better systems, you can hire people to help you get everything done. And this is equally true for if you have a service, if you’re selling software, if you have a physical product, if you sell information products and you have customer support. Create better systems that your employees can follow because when you create better systems, let’s just say you have five employees and each person can increase their productivity just by 10%, that’s a 50% total increase in productivity. It really can make a big, big difference if you just increase your system, even if you can just spare 10 minutes on your lunch break everyday. I know it’s really overwhelming when you get to this point to add something else onto your plate, but if you can increase your systems and you have employees and they can do a better job with those systems, they won’t be coming to you as much and they’re going to be more productive. So it’s a win-win overall. The next thing you could do is increase your productivity. Increasing your systems is going to increase productivity for your employees. It’s also going to increase productivity for you because you’re not going to be relied upon as much as you were before. If you increase your productivity just overall, you’re going to get more work done.  This is especially true for the owner of any business, whether or not you do the actual work. So if you have a service business and you’re doing the work, if you’re a solo service provide or whatever, increasing your productivity is the fastest to increase your income that’s what I’ve learned over the years. It’s much easier to increase your productivity by 50% than it is to increase your prices by 50%. The absolute first thing that you should do if you want to grow is increase your productivity even if you’re not doing all the work, you still have all these other things for one of your business. So increasing your productivity is going to allow you to get that all done faster. So that’s going to allow to grow faster because you’re going to be able to get more done. And even if you’re too busy to get everything done, if you increase your productivity, you’ll be able to get everything done. And then you won’t feel so overwhelmed, your brain is going to free up, you’re going to think of more creative ideas, and everything falls into place after that. I know I did a podcast I forgot which episode, it was the 3rd or 4th episodes. So if you haven’t listened to that, make sure that you go back and listen to that now because it’s really, really important to increase your productivity. Again, it’s one of the most effective ways to increase your increase your income for any business owner is to increase your productivity. And if you need a little coaxing on that, figure what you made in your business, your net profit and then look at how many hours you feel you’ve worked during that quarter and divide them and see what your dollar per hour is and realize that right now, you’re likely losing roughly two hours, depends on how productive you are, most people only do about, I think it’s about, maybe one hour of actual productive work every single day. So if you can increase that by twice, just do two hours, and I know that sounds kind of shocking that you’re only going to an hour of work a day but a lot of times it;s very, very true. You’re doing meetings, you’re doing all these crazy things that really just don’t contribute to anything. They’re just kind of just a filler throughout the day. So if you’re doing them, take a look at what you’re doing and make sure that you’re doing something productive. Make sure that you’re doing something that really adds value and adds money either to your client’s lives, your customer’s lives, your bottomline to make sure you’re having a productive day. So basically, increase productivity. There’s a lot of information out there that you could find to do that. It’s extremely important. If you’re a service provider, it should absolutely be number 1 on your list. So another thing is create tiered services. So if you have a service business, and I do this for products too, if you have a service business and let’s just say you have one main service that makes up the bulk of your income which usually you have services, you probably have a couple but one of them is going to make up a big chunk of what it is you do. Like for me it’s copywriting. You can have tired services. So when clients get in touch with me, if they can’t afford my fees, I say, “Well I have people that I can refer you to and they can help you”, or if that’s not the case, they want me to be involved in the project and I essentially manage the project, I will create the strategy for putting the sales funnel together. I will create the overall outline and the strategy within the outlines from the copy and then I’ll send that to a copywriter that’s lower-priced and me and him will work together or her. Me and the copywriter will work together to get it all done.  So I’m there as the client’s paying me to be the manager of the project to make sure that everything is done correctly, to make sure the copy all flows together in the right way and that’s worth it to them. And it is very much worth the time because the strategy’s more important than the copy.  The words on the paper are the least important thing in an entire marketing funnel. It really has more to do with the strategy behind the copy, the ideas behind the copy not the actual words themselves but the ideas and then who you’re targeting, so the audience. And I’m there that’s kind of my specialty, making sure they all sync up, so you’re talking to the right person, saying the right message. And if someone else writes the actual words, I just make sure that everything links together. So you can create tired services like that where if you start icreasing your prices and you have that top tier and people say, “Oh, you know that’s too high”, then you can say, “Hey, I have this lower-priced service”, and you can still help them. Plus it helps the persons getting in touch with you because they trust you. You already have their trust and what you’re doing is just helping them not make a mistake by going to somebody else.  So if you have products, you can do the same thing. It’s a little bit different. What you’re going to want to do is look at the constraints in your business. So you’re going to want to look at those bottlenecks. And we’ll just call the constraint essentially a bottleneck.  So you want to look at each individual aspect of what happens from the time a person first reaches out to you, whether that’s going on your website, whether that’s calling you, whether that’s coming into your store, whatever that is, you want to look at that and say, “Okay, here’s where they start, this is what they do next, this is how they pay”. You have to look at it in kind of a before-the-sale, during-the-sale, and then after-the-sale. So break it up into those 3 sections. And you want to look at, okay, what happens before the sale? Is there anything that we can systemize and make it flow better and make everything get processed faster? And remember, if you get just a couple percent increases of an improvement of all these, it really makes a difference. You can easily get a 10% increase in all these and that’s a quick way to increase your business by a third. And if you just do that every year, you can increase by 33% every single year. It’s pretty simple actually. So what happens now is the customer just paid me, so now it’s the kind of during-the-sale. What can we do to improve the process? What point to speed up shipping, we get it out faster so we can take on the next person? What can we do package faster? What can we do to make sure that we handle all the clients and customers needs faster? So look at every little step along the way, every little choking point or bottleneck that could potentially be there. And you’re going to find that there are some spots where it’s everything goes along slowly, and then it hits this one spot, and then it kind of stalls there for a little bit.  Let’s say you’re a Chiropractor, and you’re bottleneck might be people sitting in your waiting room. So essentially they’re not getting the service fast enough so can you speed the service? Or can you add another doctor? Or is there something in there that you can improve so that people kind of go through the chain faster, go through the process faster. If you’re shipping stuff, you take the product, you box it, and then there’s a 6-hour wait before it actually gets delivered. Can you make it so that that doesn’t happen? Can you make it could ship faster? Can you make it so that there’s a shorter lag time between when the time customer orders and when you start boxing it?  So breakdown each little part of your business and just chunk it down into little mini-sections and that’s going to help you figure out where your bottlenecks are. I hope that really helps. That’s a really important point. So make sure you pay attention to that. It’s a really cool exercise, actually. Just get a white board or something and go through every little, tiny, micro step throughout your entire conversion process and process you use from when people come to your website to when the actual product or service is finally delivered and the deal with that customer or client is over. You can improve a whole bunch of those places. Some of you might be able to take out, some of you might be able to improve by 10, 20%, but by the time you’re done and you break out, because there’s probably 30+ steps in that sequence, in that process.  So if you improve on each of them just a couple percent, it’s going to make huge dividends on how fast you do things and that’s going to free up your availability problem by doing that. It all comes back to increasing productivity. It’s going to be able to get things done faster. The last thing is mind your cash flow. A lot of businesses, more than you can believe, go out of business because they grew too fast. They start making big expenditures, they’re possibly wasting money on marketing and new acquisitions and leasing new apartments or new offices, new complexes, buying real estate, all kind of different stuff.  Make sure that you’re minding your cash flow. I know it’s an exciting time. I know you’re growing, but sometimes, you need to just ratchet down the growth because you can outgrow yourself and run into no money.  You can get to the point, where if you’re producing 1,000 of a product in a day, and you don’t have the capital to create the product, and if you can’t get capital, if you can’t go and get a loan or hard money or whatever, then you’re stuck in the water. And people are going to look at you funny like, “Well, wait you can’t even service what I’m asking you to do.”, it’s going to create a lot of problems. Sometimes, you need to ratchet down your business a little bit just to keep that cash flow going. It’s a good thing to have a reserve in your bank account that you can just go to and it’s there for when you hot those spots, when you get too busy, you have too much money to spend, to make sure that your cash flow stays in place. I personally hate having money just sitting there. So this is a hard one for me, personally, because when I see all that money sitting there like, “Okay, I need to do something with it.”. So it’s entrepreneur-like to want to do something with that money. You have to fight that urge just a little bit. Keep the cash reserved and make sure that if you have the capital in terms of business, this is especially true.  For mine, it’s not a huge issue because a lot of my marketing is free, it’s word-of-mouth, clients help each other, whatever. So I don’t have to put that much money back into my business which is awesome, I definitely understand that, but a lot of people do.  So you need to make sure that you have that big, chunky cash for those times where you can’t just keep up with the demand, you just have to keep shoveling money back in to hire new employees and to move into office spaces and to purchase more into inventory and that kind of thing. So mind your cash flow. So that’s pretty much it. I know this podcast went really long. We’re right about 28 minutes or so right now. I hope you got a lot out of that. I know I talked about my trip a little bit longer than I usually do so hope you don’t mind that. If you do, you’re listening to wrong podcast. If you want to go to the show notes today, I’m going to have a couple links in there, go to http://www.jeremyreeves.com/what-to-do-when-you-get-too-busy/. And all the show notes in there. I actually launched a new product that’s called “9 Growth Hacks To Double Your Sales In The Next 90 Days”, it’s a $7 product, it’s a quick, little thing, it’s about 50 pages, so it’s not that quick.  But I wrote it in a way that you kind of just look at it and see, “Okay, I’m doing this one, I’m not doing this one, and look, and figure out what to do next. It’s really cool. It’s $7. Plus, I have a really cool guarantee where if you have all 9 implemented in your business already, and you can show me that, I’ll send you $250 as my apologies for wasting my time. So it’s really cool. I’ll have a link to that is http://www.jeremyreeves.com/products/growth-hacks/. You can check that out. I think you will enjoy it. I know my subscribers enjoyed it when I launched it to my list. In fact, I already did a podcast about it. It was about 25% of my list that took me up in the offer. So it’s really cool. People are loving it. Go check that out. If you have any questions about today, feel free to let me know. Until next time, I will talk to you soon.

This latest edition of the Sales Funnel Mastery podcast takes you step-by-step through my newest product launch which netted me a 25% conversion. In it you'll see the behind the scenes psychology on the sales page itself, offering unique insights you can use and apply in your own business. For show notes and to watch the video (HIGHLY recommended), go to www.JeremyReeves.com/25-percent-conversion-rate Transcript: Hey guys, Jeremy Reeves here and today, I want to show you something really cool. I just launched a new product of mine called ‘The 9 Growth Hacks To Double Your Sales In 90 Days’. It’s a really cool, little report that I’m doing. I’m testing out a low-end offer to see how that converts with my list and paid traffic. If you’re listening to this on the Sales Funnel Mastery Podcast, what I want you to do is look in the show notes. I’m actually going to have the video of this on the show notes page so just look in the description, whatever you’re watching on, and find that URL and go to that URL and you’ll actually be able to see the video of this.  It will be a lot better of an experience for you. So you could actually see what I’m talking about because I’m doing all kinds of split-test on this page so what I’m talking might not coincide with you’re looking at if you go to the URL. So I’m going to show you how to essentially get a 25% conversion rate on products that you’re coming up with and selling. I’m going to take you through the page and show the psychology, the thinking that went into this page. Obviously, I’m not guaranteeing you’re going to get a 25% conversion rate like I did. That’s to my list, by the way, that’s not the cold traffic. That’s pretty impossible to get the cold traffic.  So that’s to my list, just to throw that disclaimer in there. But I just want to show you what went into this page and show you what you can do to increase your own conversion rates and hopefully, you get a 25% conversion rate. Maybe you don’t. Maybe you get 10 or 15 or whatever the case maybe. But hopefully, this helps. For starters, you’ll see that as you go on, this page is extremely easy to read. Let me pull  this up so I can go down. So it’s extremely easy to read. It’s really clean. Just very, very plain and that was done on purpose because I’m essentially testing this funnel. Instead of doing everything all at once, sometimes I like to do that for the funnel formula. I did that because I knew that was going to be my flagship sales funnel product, my main course. This one isn’t going to be my flagship product because it’s a low-end report. I’m going to have a couple of these that I might be coming out with. So I just want to throw it up there really quick, to see how it did. If it did good, which it is doing good. Actually, right now, for one of the Facebook campaigns I’m running, it’s actually converting a 10% to completely cold traffic on Facebook. It’s converting really well.  So I will be building out the funnel, it’s not done yet, though. So I did this in Optimize Press which I’ll have a link as well in the show notes to get that if you want to look for a way to do this easily. I used Optimize Press. I probably built this page, in 30-45 minutes. I did it myself. It was just really, really quick and simple as you can see. It looks really nice. Number 1 is it’s really easy to read. Number 2 is this video so I have a video, you come to the page. I’m actually split-testing it without the video but I think the video’s going to win. What happens is you click it but let me just actually refresh it so we can go back to it. So I made this place holder, “Would you like me to pay you $250?”, so that really gets your attention. When you come this page, and you see that, you see the headline ‘Steal My Top 9 Growth Hacking Strategies’, ‘Double Your Sales In The Next 90 Days’. So that has all kinds of different little psychology tricks in there. ‘Growth Hacking Strategies’, growth hacking is kind of a big buzz word right now. ‘Double Your Sales’, ‘Double It In 90 Days’, sounds specific. ‘Steal’, “so these are my top 9 growth hacking strategies”, and I go on to talk about how I use these with my clients that pay me 4, 5, sometimes 6-figures to implement some of these tactics and strategies in there. So there’s a lot going on with the headline. Then you come to the video and you see this really gets your attention. The place holder for this video says “Would you like me to pay you $250?”. You see that and that really grabs your attention. I could even try to have that with testing it in the headline instead of what I have there. I could just put “Would you like me to pay you $250?” I probably won’t do that because whenever you’re using curiosity, typically, you want to back that up with some type of benefit. I think that pretty well with ‘Top 9 Growth Hacking Strategies’, ‘Double Your Sales In 90 Days’, and then there’s the curiosity factor.  If you’re trying to use curiosity in your headlines and if you’re marketing in your subject client’s emails or whatever it is, make sure that if you have curiosity, you also include some type of benefit to the end reader. So those are the 2 top things and then they add the ‘Cart’ button if they can watch the video a couple minutes. The video actually goes into a lot more explanation than the text says. So can add the ‘Cart’and they go to the order form. I also put in here for the ‘Cart’, double guarantee, which again, curiosity, you want to get them to keep reading the whole page. Because of they see a price point and they’re not sold, then they’re not going to buy. I do double guarantee, “Pay you $250” to get them to read the page, to watch the video, to get engaged, and find out what’s going on. Obviously, it worked really, really well. So it’s just $7 for instant access. Then go down, “Don’t want to watch the video? Here’s a quick summary”. I usually do this for information products. It’s a good, little thing to do. You put a little introduction, show an image of what you’re selling, and then bullet points of what’s inside. There’s a bunch of really good bullet points right here, I won’t go through each one of them.  One of the things that I’m going to test before I go any more, this probably will not be the winning page. I’m going to be testing all kinds of things. So this is kind of like hybrid version. It has the video plus the text. I’m going to be testing having the video and then the text pops down, maybe as they’re going to leave the page. I’m going to be testing just the video, just text, all kinds of different things. So take this as what it is. This probably will not be the final version after a couple months of testing to figure out what works the best because you never know. That’s what  always drill on my clients heads, just be continually testing because you never what’s going to be working the best. So in this sentence, it’s roughly 50 pages of actual content. If you’re busy, you can skim and pluck out the actual items in 20-30 minutes. This paragraph is actually very important for my audience. This isn’t going to be as important for every audience, depending on who you’re selling to, but I’m selling to business owners. And as you know, as a business owner, your time is extremely valuable. So I found over the years, one of the biggest objections that I get from people interested in my products is, “Hey, I don’t really have a lot of time, how long is this going to take me. How long are the videos? How long is the PDF? Do you have it in a better format for me, like audio for example?”. I actually might do this book in audio. We’ll see. So that’s one of the objections in my market. So the next step there is to really understand your market because a lot of people would skip over this. But it’s really, really, really important. It’s one of the big pain points in this market, the lack of time. You know that because you’re a business owner and you’re probably a good person to be buying my product. So that’s why I put that in there. Now, the guarantee, “My! Only Jeremy is crazy enough to make a guarantee like this...”, guarantee. So why only $7 in my guarantee? What I wanted to do with this was make sure that people weren’t overlooking the $7 price point.  Because I don’t know how long you’ve been following me or I don’t know how long you’ve been looking at services, products that I offer, whatever, but if you’ve looked around my website, which most people do, you probably know that my services are really expensive. They go from really small projects in the low 4-figures, couple thousand dollars. The average project is $7-13,000, something in that range.  And then I have a couple of clients, I’m working on one now, while I’m building a $100,000 sales funnel for a client. So in the price point or even my products, most of them are expensive. Most of the people, especially the warm market, the warm visitors that are seeing this, they know they’re going to see $7 and be like, “Oh, God, not another one of these $7 reports that has no content in it, it’s going to be a waste of my time”. Because people value whatever monetary value you put on something, they kind of link that in their head. If you price this at $997, they’re going to say, “Oh, it must be valuable!”, if you price it at $7, they’re going to be thinking, “Oh, God. This is going to be worthless. It’s going to be garbage. It’s not even going to be worth my time.” I wanted to make sure the $7 price point was thoroughly explained because that’s a huge objection that people are going to have, it’s a huge block that I know people are going to have so I wanted to overcome it. So what I did was number 1, the guarantee. I gave the typical guarantee, “For any reason, just let me know and I’ll refund you. This is any time. There’s no 30 days, 90 days crap. It’s any time you want, just tell me.” And then guarantee number 2, “If you read through and you can prove to me that you have all 9 of these growth hacks already implemented in your business, I’ll not just refund you the $7, I’ll send you a check for $250 for wasting your time.”, then I put, “That’s a 3,471% ROI.” That’s the first thing I did to overcome that fear of the whole $7 thing. Like this isn’t going to be worth my time because if you think about it, somebody’s reading this page and they come down here and it’s like, “Oh, God. It’s $7.”, and then they see, “Wow, he’s offering $250 if I don;t already all these in place”, essentially, guaranteeing they’re going to get really valuable content out of this and then that completely, in my mind at least, demolishes that whole objection. That’s why I did it. The point with guarantees, I really push probably 90% of my clients, I have to really hammer home that hey need better guarantees. I feel like if you;re too scared to put a guarantee, you’re scared that your product isn’t going to work, and if you don’t think that your product is going to work, you might want to think about not selling it. It’s funny people are like, “What happens if they return it? Oh my God, I’m going to go broke!”, it’s like, “Well, does your product work?” “Well, yeah, it works.” “Well, then why would they return it?”.  I always harp by clients to get better guarantees. I did the same thing for the last two client. Actually two current clients that are just finishing a project for now, pretty similar to this. They have the unconditional guarantee. The one is 60 days, it’s a supplement and it has good ingredients and stuff. It has a lot of scientific research and all the kind of stuff that goes along with it and case studies and all that. It’s a good supplement. So the one is 60 days for whatever reason, if you decide you don’t want to use anymore, whatever. Any reason, send it back. And then the other one is a conditional guarantee where if they don’t get a specific result and we lay it out, “You will achieve 1, 2, 3, x, x. If you don’t, not only will we refund your money, we’ll double your money back.” So if they pay $97, then we’ll give them 97x2, whatever that is. 194, I think that is. I don’t know if I did that Math right. And then the other client is number 1. It’s a lifetime guarantee. It’s for an information product. I’m working with one of the top fitness trainers in the entire world on this product and with their last product, they had over a 100,000 members and all that kind of stuff. So we’re revamping the current offer that they have and re-tweaking it. I said, “Let’s make the guarantee a lot better”. So it’s like, “If it’s not for you, any time, let us know and we’ll give you a full refund.” Number 2 is “If it’s not working for you and you’re giving an honest try, you can actually can get in touch with the owner of the product. And you can get a one-on-one consultation with the owner of the product”, and I actually did that for another client, Scott that was a really, really guy and he also sold an information product, essentially finding your passion space and that’s working out really, really well. I think the last time I talked to him, his conversions were up to 50% after we redid his page. So it really works. And then 3rd guarantee is, “If it doesn’t work for you, if you do this one-on-one, private consultation with the founder of the product and it still isn’t working for you, then double your money back.”, so there’s a triple guarantee. It really concurs any price objection. Any objection of “Is this going to work for me?” So the last thing I do. So I want to really, really hammer on this. “So why $7? Don’t be fooled by the price, it’s worth thousands”. My thing with this, and this is very true my(inaudible 16:17) is extremely actionable based on improvements (inaudible 16:19-16:20) some of the world’s leading entrepreneurs, but if you’ve never purchased something of mine before, you don’t know that. As you’re listening to this, think about that. Obviously, I don’t know if you’ve purchased any of my products or worked with me in person or anything like that, but if you haven’t dealt directly with me, you have no idea. I could be talking here and you’re like, “Oh. Jeremy sounds like he knows what he’s talking about.” And then you buy a product and it’s terrible, it’s garbage. You don’t know that until you buy the product. This is what I’m going to be doing. Essentially, I’m going to be using this product as a really low-risk way of seeing if I’m the kind of person that you like to listen to. Listening to this podcast, you can probably tell if I give good information or not. So this $7 report gives people a very easy way t know if they resonate with me, with my personality, my business growth philosophy, that kind of stuff. And then the last thing it gives someone you can trust to help grow your business. When you’re building you persona, what you have to do is think of a couple traits that you and then you want to essentially enlarge them.  So me, I’m a very, very down-to-earth, extremely trustworthy family guy. My tombstone, that’s what it’s going to say. He was down-to-earth, he was a very trustworthy guy, and he absolutely loved his family, he would do everything for his family. So those are my 3 things that I’m really harping on and bringing out in my persona. I usually put something about trust in most of my business communication to really ingrain that in people’s minds because that’s who I am, that’s what I am, and that’s what I want people to know me as. So I put that right at the end there. So that’s pretty much it. I hope that helps. I also would like to say that the people that after this I only had one upsell. I’m going to be testing different upsells. I’m going to be testing low-end upsells, high-end upsells. This one went from as of right now, it goes from the $7 up to $197 for copy templates which are usually 297 on my site. It’s funny that it worked out this way, but I sold 25%, again, this is my list. So the numbers are going to be higher. They’re going to be a little inflated than if you’re doing cold. Like I said to the one group, my conversion was 10% to cold traffic which is really fantastic. It’s phenomenal. Most people are getting 2% the products, the warm list. And I got 10% to a cold list and that’s completely cold.  Facebook is one of the worst. They’re so cold, they’re practically frozen in ice. So what happened was I did this and 25% of my audience bought this product and then 25% of people bought the upsell or another product. I actually had a couple people who didn’t take the actual upsell but I have follow-up communications like when you buy, you go into a buyer’s auto-responder sequence. And it says, “Hey, you might as well check out some of my other products that maybe you didn’t know about.” Actually, a shockingly high amount of people that will buy product, they’ll say no the upsells, but then they’ll go and say, “Hey, I like this other product.”, and then they do a whole other order on other products because they just found out about them. So that’s another really cool thing you could do too. I hope enjoyed this video. Again, if you’re listening to the podcast, I really hope that you’ll go on the show notes, find the link where I’m going to have this video on my blog.  If you’re watching this on video and you’re not a podcast subscriber, make sure that you are subscribed to the Sales Funnel Mastery Podcast and I hope this really helps you. Let me know if it helped you, if it helped bring some valuable insights to your business. Make sure you’re sharing this with your friends, colleagues, business partners, whoever you think would benefit from this. I really put a lot of thinking time into this podcast. So I hope it’s really helping. If you have any questions, feel free to get in touch and I will talk to you soon.

In this controversial episode I'm going to talk about one of the most hated, yet effective marketing tools you have in your arsenal.Telemarketing.Most people think telemarketing is annoying, complicated and leads to customers hating your business.And if it's done incorrectly, that's true.In this episode I'll show you how to set it up correctly so you actually INCREASE goodwill towards your company while dramatically increasing back-end profits for high-end ticket sales.   Transcript: Hey everybody. Welcome back to another episode of the Sales Funnel Mastery podcast. This is your host Jeremy Reeves. In today’s episode, I’m going to talk about part number 4 of how to add upsells to your upsell sequence without pissing off your customers. So if you haven’t been a part of the sequence yet, if this is the first time you’re listening,  what we’re doing is going through a 5-part series, showing you how to add upsells to your sales funnel without being annoying, being intrusive, and really pissing off your customers. In reality, you probably aren’t making your customers mad, but a lot of people think that they are. They really just aren’t comfortable with the more aggressive selling. And that’s understandable. This is what this 5-part series is covering and this is part number 4. What we’re going to talk about is how to use personal phone calls, so essentially telemarketing. Don’t worry. It’s not the dirty, scummy kind of telemarketing. How to use telemarketing to really add a lot of value to your customers’ lives after they’ve bought something from you, as well as make extra sales, make more profit from that customer. So quick recap: What we’ve gone over so far. In part 1 of the series, we went over how to use surveys and buyers auto-responder sequences to add additional selling to your upsell sequence without being intrusive. In the second part, we went over how to use re-targeting campaigns to do the same thing. In the last episode, part 3, I showed you how to use direct mail stick letters and  actually how to automate those direct mail letters to get people to funnel them back on to your website, to purchase more from you and do so in a way that actually adds value and adds good will to the the relationship. If you haven’t listened to them yet, make sure you go back because this series is extremely actionable. This is not theory. This is not some kind of fluffy thing where I’m talking a lot and not giving you anything to do. This is very, very action-oriented content that I’m doing in this 5-part series and really, for every other episode of the podcast. And the same thing goes for what I’m going to talk about next. So I want you to imagine that you just bought a product. Let’s just say that you’re a guy, don’t have to be a guy. Let’s just say you’re a guy and you just bought underwear for your wife. Valentine’s Day is coming up and you went to Victoria’s Secret and you bought some nice lingerie or underwear, some pants, whatever your wife likes. Let’s just say it’s 2:30 in the afternoon and at 3:00 or 2:45 or whatever, you get a phone call. You pick up your phone, “Hey, this is John.” On the other line, the person says, “Hey John, this is Becky from Victoria’s Secret. I just wanted to confirm that you just placed an order with us. I just wanted to let you know that everything went through properly. We’ll be shipping out your order in the next 24 hours. You’ll be sent a tracking information as soon as that’s done. Just wanted to ask if you had any questions about your order?” You say, “No, I’m good.” “Okay. Thanks, John.” By the way, this is a little bit of a script. I’m doing this off the top of my head, so I’m sure you can come up with something better. This is the gist that you want to do. “Okay, John. I’m glad to hear that you’re comfortable with the decision. Hey, I wanted to let you know, that just in case you didn’t realize it, we’re also having a special on...” Let’s just say that you bought underwear, “I also wanted to let you know that it seems like you’re wanting to buy some nice, sexy clothes for your wife. I also wanted to let you know that we have a couple of really new, exclusive pairs of lingerie. Maybe your wife will like them. Maybe you guys will like them together,” kind of the point. You go into the pitch about this new thing that you have. Most people don’t know about it. It’s exclusive. It’s not even available to the general public. This is a customer-exclusive offer. Whatever your offer is that you’re going to have for an upsell, you have to make it so that it’s exclusive to those buyers. You have to make it so people feel like they’re part of a club. Like they’re part of some elite group that is special. It’s kind of like a country club. A lot of people join country clubs, not because they want to golf or the place has good food or whatever. They want to join for the ego inflation, really. A lot of it just to be able to say that they belong to that country club.  That’s 80 percent of why people join clubs like that. It’s not just country clubs, it’s a lot of things like that. It’s why people buy nice cars. It’s why people buy really, really expensive houses. It’s not really a practical decision. It’s to inflate your ego. It’s to feel good about yourself. It’s to have the sense of well-being. It’s to have that sense of personal satisfaction when someone walks in your house and says, “Oh my God, I love your house. It’s so gorgeous.” Or “I love your car. Oh my God, it’s so sexy.” The reason that you do stuff like that isn’t because it’s practical. It’s because you like that feeling when people compliment you on it. That’s how you want your customers to feel. By the way, doing those types of things where you’re doing it for your own ego isn’t necessarily a bad thing unless you’re kind of abusive with it and you show off on purpose. It can get bad. It can get into negative territory. But when it comes to dealing with your customers, you want them to feel that emotion. You want them to feel like they’re part of an exclusive group and you want to appeal to their ego and they’re greed and all of those things that make people want to buy, all those persuasive elements. That’s really how this phone call should go. It should be, if you have ever heard of the term ‘consultative selling’, that’s what you want to do. You want to talk to these people. You want to ask a lot of questions. The way to sell, especially in the markets today, is not to ram down their throat why your product is the best, why it’s never going to be available again, all that kind of stuff, like the used car salesman tactics.  That stuff really doesn’t work anymore. And maybe it does on some people, but it doesn’t work on long-term customers. The mindset of people is really shifting into more that they want to deal with people they trust. They want to deal with people where they have an experience and it’s a really good experience.  It’s not one where they’re getting pitched really hard and the people never show up again. It’s one where they deal with the company. Someone like this calls them and it’s not a pushy sale. You want people to come off of this call, even if they buy 3x the price that they paid for the first item, you want them to call off of this call feeling high, feeling really euphoric, like they just made a really good decision. When you’re training your sales people, make sure that you have people, this is extremely important, make sure that you have people that know how to sell consultatively. That know how to sell in a very genuine, caring manner. They aren’t pushing down their throats, whatever product you’re trying to push. A lot of times it helps not even to have a specific upsell. A lot of times it helps to have 3-5 options that the salesman has in front of them and he asks the prospect or the new customer a few different questions and based on that person’s response, then he picks one of the upsells that would fit his needs the best, because that’s only going to help you increase the amount that you sell. It’s going to be a little bit harder to track. But really, all you have to do is have the salesman write down what the person sold and then you just track that over the lifetime of the customer. And you’ll be able to see what the average is, what people are buying, what people are not buying, that kind of thing. So I hope that helps. I just kind of did that in one breath. I don’t even know if I took a breath the entire time there. I hope that helps. I went into a lot of detail there from beginning to end. I hope that if you have salesmen, sales people, you can give them this audio. Share this with your team. Have them download the podcast. If you don’t and if you’re hiring someone to do this for you, again, share this podcast with them. Tell them that they’re really trying to be consultative. They’re trying to be genuine to the person’s actual needs and not the needs of the salesman. That’s really, really important, especially in this case. You have to remember, these are buyers that just bought. They’re very susceptible to if you go in and you’re too aggressive with them, it’s going to be a really bad experience. And they’re going to link that bad experience on the phone, to a bad experience purchasing the first product that they just bought. Again, when you do this, make sure that it’s really, really genuine. Basically, if you’re the owner, you shouldn’t be afraid of calling these customers because you know that you’re adding value. You’re going to answer questions for them. You’re going to help them. The only reason that you’re calling is to help them, either solve their problem faster, get better results with whatever they’re going to do, or make it easier for them. You have to have that in the back of your mind. I really hope this helps. Stick around for part number 5, coming your way soon. I will talk to you soon.

In this first series (of 5), I'll take you step-by-step through exactly what you need to do to create an "invisible" upsell funnel that helps you increase your back-end sales without pissing off your customers.In this first edition we'll focus on using surveys and buyers autoresponder sequences.   Transcript: Hey, this is Jeremy Reeves, from the Sales Funnel Mastery podcast and I want to welcome you back to another episode of the Sales Funnel Mastery podcast. This is actually going to part 1 of a series of 5 podcast right in a row. What we’re going to talk about is how to add upsells and how to add cross-sells and essentially how to increase your lifetime customer value and average order size and things like that, without pissing off your customers. Okay, so a lot of people that I’ve been talking to, having the typically upsell funnel, where you buy the first product and you went to a 'Thanks for your order. Here’s the second thing to buy.' A lot of people don’t even say, 'Thanks for your order.' They just send them to a page. And it really does nothing to confirm that they just got the first product. It does nothing to reassure them that they’ve just made a good decision, nothing like that. It’s so sales-y. They click the 'buy now' button and boom, they get another offer, okay? And I don’t really love to do stuff like that. It’s kind of just disingenuous. It takes people out of the flow that they’re in, out of the buying frenzy that they’re in and is a little bit too much. It’s a little bit too pushy for a lot of markets. Okay, so what we’re going to talk about in this series, again, it’s going to be a 5-part series, is how to add upsell without pissing off your customers. Because even though the typical upsell funnel works really, really well, everything has to be worded properly and if you’re not comfortable doing that or if you have a market that just doesn’t respond well to that, because some don’t, actually. Typically, in older audiences, sometimes they just don’t respond that well. You have to think of different ways that you can still get those same offers in front of your audience, okay? But without doing it in a way that seems sales-y, sleazy, that kind of thing. The first thing that we’re going to talk about, part number 1 of this, is doing it through surveys or buyers auto-responder sequence. The reason that this works so well is because what you’re doing is just bought product number 1, the original offer that you have. You’re taking them and segmenting your list, depending on what they want, specifically. Not only that, the big kind of ‘aha!' for all this, is that they’re actually telling you what they want, okay? You’re not segmenting them based on a click or something, which is awesome. Segmenting, based on what they’re clicking on or pages they visit, is great. I always recommend that to clients in both prospect and buyer auto-responder sequences. But in this case, it’s the difference between making a call to a client and having that client call you. Jay Abraham talks about doing that in a certain way of doing it that we’re actually going to talk about in part 2 or 3. I can’t remember off the top of my head. But having people call you versus them can increase the results you get by making outbound phone calls. I think it’s by about 3-5x. I’ve never actually personally tested that. I just know that its better getting people to call you but anyway. The point of this is when you get people to actually self-select. They’re telling you what to sell them. Your conversion rates can go way, way up because they’re already engaged. They’re telling you. It’s a completely different mindset, alright? So what you want to do to do is, you know the typical person has the upsell funnel. They have the, they buy the original product, they go to an upsell funnel page and again, maybe you have a little box that says, 'Thank you for your purchase.' You have a little thing confirming that they just bought the original product. Instead of doing that, instead of the typical upsell funnel, what you do is send them straight to a thank you page. I know this flies against everything you’ve heard about before and it’s something to test in your market, okay? This isn’t some kind of gospel that it’s going to work in every industry. Test it in your market versus a typical upsell funnel and see which one works better for you. What you do is on the thank you page, you have at the top 'Thank you for your purchase;' and then you have a video under that. The first thing you do is confirm what they just bought. 'Thanks for buying product X. You’ve just made a great decision.' You reaffirm the buying decision. 'We’ve already received X number of testimonials. Everybody says that it’s the best product that they’ve ever bought in this industry.' You go through all the different reasons that they just made a great purchase. And then what you do is say, 'While you’re here, I would really appreciate it if you could fill out this really short survey. We’re constantly doing market research and helping you to better solve problem X,' whatever that X is, whatever problem you’re solving with your product or service. Tell them that you’re going to use their results to help them, give them the better solutions, faster results, better results, that kind of thing, okay? And what you say is, 'We have a gift for filling out this survey.' You could even say it’s a surprise gift. 'We have a surprise gift. I’m not going to tell you what it is now. The survey is only going to take you 10 seconds to fill out anyway, so there’s really no point in not doing it.' Then you have the survey underneath that video. Then what you do, you get something like survey funnel. Survey funnel is a WordPress plugin, or what you do is have your developer custom code something where depending on what button they click, they go to a different upsell page. So for example, if you’re selling weight loss and you say, 'What are you most interested in: A strength training manual, a weight loss manual or a guide to the proper supplements.' You have three different options that you’re giving to people. And depending on what they click on, you send them to that upsell page. If you think about it, this really is kind of like a pre-sell page for your upsell. So instead of going, first order, immediate upsell number 1. You’d go first order, and then you could think of it as a survey customization page and then upsell number 1. So that’s how you do it with a survey. Another thing that you can do is do this through email. So if you just want to send them right to the 'thank you' page, which gives them access to the product and that kind of thing. What you can do is in the first email that you send them, and hopefully, you have a buyers auto-responder sequence in place, if you don’t, you need to get one in place now, what you do is in the first email, again, you say, 'Thank you. Here’s your link to go download your product;' or 'Here’s your link, we’ll be sending you,' if it’s a physical product, 'We’ll be shipping it out within 24 hours;' whatever your kind of confirmation email is. There’s too many examples to get into right now. What you do is just have them, 'Hey, just so we know, so we’re sending you the right emails, what are you most interested in? A, B, or C?' Whatever they click, you could think of that email as your survey; whatever link they click. If they click on supplements, well, boom, they go to a supplement upsell page. Again, that says, 'Thank you for letting us know what you’re choosing. I saw that you clicked that you’d like some more information on supplements. I don’t know if you already knew this, but we already have a guide to picking supplements for weight loss,' whatever the case maybe. That’s pretty much with surveys. Another thing that you want to do with surveys, actually, depending on, if you’re doing this manually, like a one-time promotion or if you’re doing an evergreen sequence, like an automated sequence. One thing you can do is share the result of surveys. You could even have this second video, so if people don’t buy the upsell after they click on the survey link, then you can actually send them to a second video. That says 'Hey, just in case you’re curious about the results of this survey, go here and you can see what you and what your fellow student or whatever you call your tribe, what you thought, what you’re most interested in, click here’. Then you can have another video that shows you the results and goes right back into that upsell number 1 video. So that’s it. That’s part number 1, how to add upsells without pissing off your customers. And again, it’s essentially either using surveys or buyers auto-responder sequence to send them to a customized upsell page. I hope that helps you. If you have any questions, just send them to jeremy@jeremyreeves.com and will talk to you soon!      

In episode #8 of the Sales Funnel Mastery podcast, I’ll show you the FASTEST way to exponentially increase the effectiveness of your sales funnel. In it I’ll show you how a simple 10% increase in conversions can translate into a 43% increase in profits.During this show you’ll discover… Where to spend the most time testing your sales funnel (this is CRITICAL to know if you’re trying to ramp up as fast as possible) A 10 minute strategy that can double the amount of front-end sales you make How to price your upsells for maximum effectiveness This is a can’t-miss episode. If you aren’t split-testing EACH step of your sales funnel, this should show you how vitally important it is to do so.   Transcript Hey, this is Jeremy Reeves here and I want to welcome you to another episode of the Sales Funnel Mastery podcast. Today I’m going to be looking at the compounding effects of split testing your sales funnel. This one is actually going to be a little bit of a doozy. If you like the fall, I’m going to show the numbers that I’m using to get the results that I’m about to talk about. What I want you to do is go to www.jeremyreeves.com/salesfunnelnumbers. I’ll also put this in the description of the podcast and everything, so you can go right to it. That’s going to help you follow along a little bit better as I go through these numbers. I’m going to take you through a sample scenario of someone who set up a fairly decent sales funnel. Some of the sales funnels I create for clients are a little bit more advanced than this, but this is a good foundational sales funnel that I recommend for most people. The one that I’m going to be doing is for an information product, just because the numbers are easier. Sometimes it’s a little bit harder to do for an offline business or something like that, it’s not really applicable to other places. This is something that you can run the numbers on your business and make it applicable. We’re going to start off and we’re going to say that your business—and it doesn’t really matter what business it is, it’s just the numbers that we’re going to go over here. We’re going to say that over whatever period of time, say it’s a month, this person gets a million page views; which isn’t really that hard if you’re doing any kind of paid advertising. Getting a million page views isn’t too bad. If you get a one % click-through rate, it gets you 10,000 visitors. You might get that a month, maybe it takes three months, whatever it is. We’re going to assume that the person gets a 1 % click-through rate, so it’s 10,000 visitors. Then they send them to a landing page, where it offers some type of lead magnet to get them on an email list. That opt-in page converts at 30 %. That’s 3,000 visitors that they’re getting to their sales letter. Out of those 3,000 visitors, 2 % take an offer that’s $97. That’s 60 sales at $97 is $5,820. What this person also does is add an exit popup to that sales letter. If people click off the page, they get an exit popup that says, “Hey, maybe you didn’t want to pay the $97, but here’s your chance to get it for $1. You can pay the rest in 30 days.” We’re also going to assume that it’s a 66 % stick rate on that. I’m just rounding here, but I’m going to essentially bring that average price because you’re going from $97, and about a third of those people are cancelling, so you’re not going to get that money. I’m going to take it down to an average order value of $60. That’s an extra 60 sales, because that exit popup also converts at 2 %, same as the sales letter. Essentially, you get about half your buyers from the exit popup, half your buyers from the sales letter. That brings you in an extra $3,600. Right now, you’re up to 120 buyers. Now, they go into your upsell funnel, so all 120 people get upsell number one, 20 % of those take that first upsell at $47. That’s definitely reasonable because that’s about half the price of the original product, original sale; 20 % is a reasonable number. That gives you 24 buyers at $47 each, which is an extra $1,128. Out of those people who said “yes,” that’s 24 people. That’s assuming a 5 % of people that bought the upsell go on to upsell number two. We’re going to split them up between people who saw it and people who didn’t. 5 % of the people who said “yes,” also take upsell number one, also take upsell number two. That is priced at $397, roughly four times the price of the original product. That gives you 1.2 buyers at $397 and gives you an extra $476. For all the people that said “no,” to upsell number one, they get one additional upsell. We’ll call that upsell number two, to people who say “no” to the first one, 2 % of those 96 people paid $397. That’s another 1.92 people. I know the numbers are weird, but we’re just going off averages, at $397. That brings you an extra $762. That is the end of your funnel. You can add other stuff. You can add retargeting. You can add all kinds of different things, direct mail, to improve those numbers; but just for the sake of simplicity. Again, if you’re having a hard time following along the numbers, I know that’s a ton of numbers, just go to jeremyreeves.com/salesfunnelnumbers. If you go to my show notes, that will show you all these numbers. I’m going to put them in there. That brings your total revenue of $11,786. If you’re getting 10,000 visitors and, let’s just say you’re paying a $1 per click, you’re barely breaking even. You’re only profiting roughly 11.7 % or so. Your profit margin is really low. Unless this is a 100 %, you have no employees, no operating costs, anything like that; you’re probably in the hole here. You’re probably not even making money. All I’m going to do, and this really shows you the power of the compounding effect when you start doing split testing and you split test, not only your landing page or your sales letter or whatever, but everything in the funnel, which really isn’t hard. It’s really easy to do. Instead of a 1 % click-through rate on your banner or ad or whatever it is, you get a 1.1 % click-through rate. That brings you 11,000 visitors instead of 10,000; basically, an extra 1,000 visitors. Instead of a 30 % opt-in, you get a 33 % opt-in. Instead the sales letter converting at 2 %, it converts at 2.2 %. Instead of the exit pop converting at 2 %, that also converts at 2.2 %. Instead of your stick rate being—Stick rate, by the way, if you don’t know, let’s just say you have 100 people that sign up for a program, if 66 % of those people stayed on to pay for the full product, for the $1 trial, then that’s a 66 % stick rate. Instead of a 66 % stick rate, we bump that up 10 % and it goes to 72.6 %, so 72 out of 100 people are sticking with the program, essentially. For upsell number one, instead of 20 %, at this point, I’ll give you some updates on the other numbers. At this point, instead of having 120 buyers, you have 160. Instead of a 20 % upsell number one, it’s going to jump to 22 %, because it’s a 10 % bump. You’re giving that out of 160 people, so that gives you 35.2 buyers at $47. Upsell number two, for the people who said “yes” to upsell number one, we’re going to take 5.5 %, instead of 5 % of the 35.2 people who bought the first upsell. That gets you 1.76 people buying that upsell at $397, for an extra $698. The last step is 2.2 %, instead of 2 % of the people who said “no” to the first upsell, will say “yes” to the second upsell. Now, you’re with 2.74 buyers of upsell number two at $397 each, and it gives you an extra $1,090. If you only increase these pages, the conversion rate on each of these pages, by 10 %. This is not hard, as I pointed out. That’s an opt-in rate of 33 % instead of 30; a sales letter conversion rate of 2.2 %, instead of 2 %. That’s, essentially, you’re selling out of every 1,000 people, that’s 22 people instead of 20. It’s not that hard. They’re just tiny little tweaks. You can do this. This is really, really easy. If you know how to do it right, of course. Now, the original total revenue was $11,786. With the 10 % increase across the board, that number jumps to $16,834; which is a 43 % increase in total revenue. That gives you, you can probably – if you have somebody working on this for you or you can do this yourself or whatever, you can have essentially an extra, roughly $5,000, just by adding a 10 % increase to each step of the funnel. If you think about that, it’s pretty amazing. It’s a 43 % increase in your total revenue that you’re bringing in. You can hire more employees. You can get affiliates now to start mailing for you and show them good numbers. You can start acquiring your competitors, so you have less competition in the marketplace. You can buy more traffic. You can do all kinds of things. 10 %, I’m telling you, is not hard to do. That’s it. That’s pretty much what I wanted to show you today. How just adding a little bit of increase to your sales funnel and having that whole sales funnel to add increases too, can add tremendous amounts of increased profit to your business. Then once you start testing, some of these you might get 40, 50, 100 % increase. Imagine if you instead of 1 %, maybe you bump it up 50 % by coming up with a really, really good banner campaign, a really good hook on the front end of your sales letter to 1.5 %, which gives you 15,000 visitors instead of 10,000. Then you’ve bumped up the entire thing again another 50 % because at the top of the funnel, that’s where it makes the most difference. It makes less difference in your sales funnels. That’ll be a topic for a future episode, so we’ll get into where to focus your attention when you’re split testing your funnel. That’s all I have for today. I hope you really enjoyed that. If you want to see these numbers, go to www.jeremyreeves.com/salesfunnelnumbers. It should be in the description, the show notes. You can go there and actually look at these numbers. I actually have a calculator that you can also get if you go to www.funnelformula.com. That calculator, you can put these numbers in and put it in your funnel. It shows you what kind of increase you can get by having a systematic sales funnel in your business.  I hope you enjoyed that. I hope you really opened your eyes to if you already have an existing funnel in place, make sure you’re split testing it because it is super, super important. If you have any questions about this, just send me an email. I hope you enjoyed this and I will talk to you soon.    

Welcome back to episode #7 of the Sales Funnel Mastery podcast. In this episode I’ll be covering the ethics and morality of building a sales funnel. Many people are hesitant to build these sales funnels because they feel like they’re putting pressure or guilt on people.And in some cases, that’s true… if you’re building it the wrong way.That’s why in this episode I’ll cover… Why creating a properly built sales funnel is your moral obligation to your clients and customers What to do if you have several options and want to make sure your prospect sees them all How to WORD your upsells for maximum effectiveness (in terms of both sales AND morality) For more information, head on over to http://www.JeremyReeves.com Transcript: This is Jeremy Reeves and I want to welcome you back to another episode of the Sales Funnel Mastery podcast. Today we’re going to be covering why having a sales funnel is actually a moral obligation. Not just having a sales funnel, but aggressively selling your products and services isn’t actually a bad thing like most people think it is. It’s actually a moral obligation you should be upholding. I’m going to discuss that in the next couple of minutes. The reason I’m recording this one is because I have a coaching client; He and his wife own a business and they run it together. They’re a little bit nervous. They don’t really like the typical upsell format. They don’t like being sold to, that kind of thing. It’s a really common objection for people that I talk to that are like, “Listen, I know that properly built sales funnel can do tremendous things to my bottom line, but it’s just something that I don’t want to do because I feel like I’m pressuring people. I feel like I’m making people buy things they don’t need to,” and that kind of thing. First of all, I want to agree that a lot of sales funnels are annoying. They’re done the wrong way and I’m going to cover that in a second. A lot of people do think that sales funnels are annoying, but it’s not that the sales funnel, itself, is annoying or that it’s unethical or in the grey area or immoral or anything like that. The reason that people get annoying being sold to is because they’re being sold; number one, either the wrong thing that they don’t need, or number two, they’re being sold in the wrong way with the wrong wording. Essentially, the person’s selling them whatever it is their selling, doesn’t have the right interest in mind. What I want you to understand is that when you’re selling anything, whether it’s a car, it could be an information product. It could be a piece of software or service, whatever it is, you have to understand that the people who are going to buy from you, your customers, they need your help. They’re coming to you with some sort of problem. If they need a car, maybe their old car broke down or maybe they need something that they need. I know me and my wife, when we have our third baby, are going to need a bigger car because ours now only fits two kid seats. When we have number three, then obviously, we can’t put the baby in the trunk. We’re going to need a bigger SUV. When we go to the car dealer, it’s not going to be annoying if somebody comes up and tries to sell me something. We’re going to be grateful that that person’s there to help answer our questions and hopefully, get a good sales person to figure out what kind of car is right for us and the right price point and the right terms and all that stuff, even though I’ll probably just pay cash for it. The point is people are coming to you because they have a problem and you have that solution. It shouldn’t be about feeling bad that you’re selling them. You have to, basically, switch your perception. If people are coming to you and they have some sort of problem, let’s just say it’s weight loss or something like that, and you’re selling them a solution and you think that solution is genuinely going to help them; why would you be timid about selling them your solution? They’re coming to you. They’re obviously interested in getting help, whether it’s you or somebody else. I consider your moral obligation, your need should be to put that person first and say, “Okay. You need a solution to X. I have maybe that’s a solution.” Your job is to figure out if your solution is geared towards that person. That’s why it’s so important to make sure that when you write your sales letters, you write your emails, you’re talking to that person and only that person that your product is going to help. You don’t want to coerce somebody into buying your product or service if they’re not going to genuinely benefit from it. I have a lot of people that come through my doors and say, “I need help,” but whether they don’t have the money or they just need something that’s not in my area of expertise. I turn down probably a minimum of $25,000 a year in work, just from people that I don’t feel would, basically, if I think they can either get a better value somewhere else, or someone else is going to be able to give them more assistance. Maybe if they’re in an industry that I don’t particularly care for or don’t have any passion for or whatever. In fact, I just turned down somebody the other day for a couple thousand dollars, just because I didn’t think that I wouldn’t have enough passion to be able to create a good sales funnel for them. I just want to shift your perception in that. You’re not selling somebody aggressively; you’re helping them find the solution that they’re already looking for. If you really believe in your product and service, hopefully, that should be that solution. You should have created that product or service so it’s the best solution for somebody that’s having that problem. With that in mind, let’s just say, I’ve convinced you to put the value on the customer first. Worry about taking care of them and not selling them a product or service because, again, it’s all in the perception. You’re not selling them, you’re helping them. Here’s how to make your sales funnel not annoying. Let’s talk about the sales funnel sequence itself. A lot of times, you go through and you hit a landing page and you click out and it’s, “You weren’t interested in this, how about this?” You click out of that and it’s, “You weren’t interested in that, how about this thing?” You get fifteen popups. Let’s just say you bought the product and you go through an upsell sequence and you’re there for ten minutes clicking “no,” and they have 100 different offers for you. That is annoying. What I typically do in that case is, if you have an exit popup coming off your sales letter for example, I like to say, “You didn’t want it at the regular,” let’s just say it’s regularly $97. What about adding an exit popup that says, “Instead of paying $97 now, why don’t you pay $1? You get to try out the whole program for free. Then we’ll charge you $96 thirty days from now.” That way it’s results in advance. You’re helping that person for an entire month and they only have to pay $1, so basically, it’s free. You’re helping them without really putting too much pressure on them. They can email you at any time and cancel it within the 30 days, that kind of thing. Let’s just say they buy the product. They’re going through the upsell funnel. What I typically say to do in the upsell funnel is when you’re brainstorming your upsell sequence, what you want to do is don’t think of products or services, add on offers, that are going to just benefit you. The number one thing that you need to do is say, they just bought product X. What can I add that’s going to give them either easier, faster, better results or more convenience? For example, if you have an information product. Let’s just say you give them an option to get the physical version shipped to them for $25, $50 or whatever it is. That’s going to be convenient for them because that’s the way they like to learn. They like to have that physical package in the mail. If you’re doing a home study version, you can have exercises and homework and spreadsheets. Lay it out for them, because some people like to learn that way. It’s not like you’re selling them something they don’t want. The people that don’t want it will click “no,” and that’s fine. They go to the next offer or the “thank you” page. The people who do want it are really going to appreciate that you’re trying to help them by giving them different options. Number one is when you’re creating your upsell products, make sure that its stuff that actually valuable, it’s actually going to help people get either easier, faster, better or more convenient results. Number two is make sure that they only say “no” twice. If they buy the original product, there’s upsell number one. If they say “no” to that, that’s one “no.” then you say, “You didn’t like that, how about this other thing?” If they say, “no” twice, then they go to the “thank you” page. That goes for the whole sales funnel. If they say “yes” to the first upsell, “no,” to the second upsell, “yes,” to the third upsell, and then “no,” to the fourth upsell; then they go to the “thank you” page. Make sure that people don’t have to say “no” more than twice. I’ve found in my research and talking to people—this isn’t any kind of scientific data or anything like that. I don’t really think there’s a way to measure it. I’ve noticed that people tend to get angry if they have to say “no” more than twice. That’s a quick little, easy thing you could do to make your sells funnel a little bit more appetizing to people. If you have a lot of potential options. For this client, they said they want to give more options on the front end. That’s fine. I like to do that with some of my product. That’s perfectly fine, but if there’s a lot of options, then just add them up front on the sales letter. Give them three options, something like that, three packages. You could do a bronze, silver, gold type of thing, starter package, intermediate package, advanced package; and then give them a choice. You can just have one or two upsells and you’re fine. You could do it that way, if it makes you feel better. Another thing you want to keep in mind when you’re doing these sales funnels to make them more appetizing to the people going through them and to make sure that people know that you are genuinely caring about them. Wording matters. If they buy a product and you say, “Thanks for your order.” Boom, “Buy this;” “give me more money.” You can tell in the energy of the copy. You want to make sure that your copy reflects the internal status that you have. Again, the genuine care, the respect, the appreciation that you have for your customer. You want to really make sure that comes out in the copy. Here’s two different ways that you could look at upsells. Number one, and by the way this is the wrong way, is you just bought product X. “Hey, by the way, you only get the full benefits if you upgrade to the deluxe version.” That’s an example of a bad upsell, because you’re essentially holding back on something that should have been in the original product and holding it back to try to get that higher upsell. That’s what’s going to make people pissed off at you. That’s what’s going to make people never do business with you again. People can see through the tricks and tactics that a lot of people use. Don’t do stuff like that. If it’s an extra bonus or something like that, that’s going to give them more benefits, put it in the original package. Compare that to something like if you’re going to do the physical CDs for a digital product. You could say something like, “Thank you for ordering product X. I’ve realized over the years that many of our customers like to use the traditional, old school method of putting their DVD into a DVD player and physically being able to hold it. It feels more real, so they could put in their DVD, their TV or their computer and watch it at their convenience. They like to feel like they actually own something. It makes it a little bit more real to them.” That wording is very different, than, “Hey, thanks for your product, but you’re not going to get the full benefits because I took out that one important piece and now you have to pay more for it.” I hope that helps. That’s my thoughts on being more moral in your sales funnels because it’s something that a lot of people think about, but not too many people really are able to move past that whole process of selling people. In my mind, hopefully, I’ve shown you that selling is not a bad thing. Selling, it could be a bad thing. It’s one of those things that it could be a terrible thing or it could be an absolutely terrible thing. You just have to have your heart in the right place. I’m at the point now in my life where I’m thinking about the other person so much, that it’s very, very rare that I do something where I’m actually thinking of how I’m going to benefit from it. It’s almost everything I do; this is in business and personal life. It’s transitioned between both of them. Every single thing that I do, I’m always looking at, if I do X, how is that going to benefit the other person? Even when I’m coming up with new products, new services, things like that. I’m not thinking of, “What’s going to make me the most money?” what I’m thinking of is, “What can I do? What’s next on my plate that’s going to add even more value than I’m currently bringing to the market?” I you have that mindset, that genuine care and respect for the people you’re serving, then your upsell funnel and everything you do, all of your marketing, is really going to come together in a beautiful way that not only sells more, but also keeps people coming back more and more as time goes one. That’s my little spiel for today. I really hope that helps you. Let me know if it did. Make sure your writing your reviews. Make sure you go into iTunes and click the little five star button or four, if it doesn’t get a five, but hopefully it does. Let me know how I’m doing. Let me know of any questions that you have, I’d love to cover them. I will talk to you soon    

In this brand-new episode of the Sales Funnel Mastery podcast, I am interviewed by Eric Barton. I guarantee this is one of the most value-packed interviews you've ever listened to. Here are a few things we discussed...1) Why most people talking about conversion rates aren't telling you the WHOLE truth...2) 3 quick and easy ways to increase retention rates...3) How to increase price and skyrocket net profits without dropping conversions...4) A current split-test I'm running which you've NEVER heard of (but must try!)...5) And tons more!After listening, head on over to http://www.JeremyReeves.com   Transcript: Hey, welcome back to another episode of the Sales Funnel Mastery podcast. I hope you’re loving what you’re getting so far. I have a ton more content coming up for you. I wrote out the other day about sixty different ideas. That’s not even including interviews, which I’m going to try to do about once every two weeks or so. For this podcast, I have something a little bit different for you. In fact, this is the actually the first interview, except the difference is I’m not going to be interviewing somebody else. I’m going to be giving you an interview that somebody did for me. I’m going be getting interviewed. It was an interview from Eric Barton, from Fast Easy Success. When we talked, we went over a lot of really, really good marketing stuff; including a conversion split test that I’m currently running. It’s still running right now, but I guarantee you it’s something you’ve never heard before. It’s definitely something you want to try because as of right now, it’s winning by about 50 percent over my control. You’ll see in this interview that the percent doesn’t really matter, but it’s winning right now. I think the comp was about 92 percent. Here is that episode. I hope you really enjoy it. Let me know what you think. Eric: Welcome to episode ten of the Fast Easy Success Marketing Insider podcast. I want to thank everyone for tuning into the Fast Easy Success Marketing Insider. A lot of exciting things coming today and in the future for you. Make sure you hit that subscription button right now, so you don’t miss out on the value-packed podcast coming your way as well. Before we dive into our show and our very special guest today, I just want to welcome everyone to head over to fasteasysuccess.com. Go ahead and grab your business building tips sent directly to your email daily. When you head over to fasteasysuccess.com, I’m also giving you your free business cheat sheets. This is going to help you with your websites, emails and writing. Let’s dive in because I’m excited to have this special guest coming on the show today. If you haven’t discovered this man yet, you’re definitely in for a treat today. He’s a direct response copywriter who actually specializes in building very profitable sales funnels for clients. You may even have heard this man referred to as the sales funnel specialist, and really the world’s number one most trust sales funnel authority. Ladies and gentlemen, joining us today, I want to welcome to the show, Jeremy Reeves. Jeremy, thanks so much for taking the time to jam with us today. Jeremy: Thanks for having me. I’m really, really excited. I used to get a little nervous getting interviewed, but I’m actually very pumped to be talking to you. Eric: Beautiful. That’s what I like to hear. I’m sure the audience is definitely, they got their ticket to this profitable thrill ride and ready to jump in. Let’s just ask real quick, for the people who are not familiar with you, can you originally tell people how you started out in the sales marketing or copywriting world or how you really go involved? Jeremy: One thing I want to say, just as everybody is listening at the beginning of the interview, I’ve listened to a lot of interviews. I listen to a whole bunch of podcasts and all that kind of stuff. Personally, I have never been a huge fan of interviews because a lot of people take too long to tell their stories and don’t really give a lot of good advice, just in general. I did want to throw out there that I am really going to give out a lot of really, really good content. It’s not going to be all about me. I’ll give you my quick little story here for about 30 seconds, but then I’d like to just jump in. I like to demonstrate my authority by demonstrating that I actually know what I’m talking about, instead of telling my story. I just wanted to throw that out there in the beginning. I like to do unique interviews. Eric: Nice. Jeremy: For my short little blurb here, I got started as a direct response copywriter, writing sales copy for clients. Right at the beginning of my career with that, which was about, roughly seven years ago, I realized that writing, understanding the dynamics of writing copy and being able to sell on paper and all that good stuff really doesn’t do much if the strategy behind the copy isn’t right. I really started focusing a lot on the marketing strategy and how to write the copy to fit that strategy. If you have bad strategy with a great copy, it’ll do okay; but if you have incredible strategy and okay copy, it can still do fantastic. The strategy really compels it. When you add the really good, hard-hitting copy on top of it, that’s when things really take off. I really started focusing on the marketing strategy behind the copy and that led me down, through working with all kinds of different clients, a lot of the industry leaders that you’re probably familiar with. It really made me specialize and focus on building sales funnels, because I realized a lot of the challenges that people deal with have to do with not having systems in place and not having—basically, not being able to buy paid traffic; which is one thing I really, really focus on. When you have an automated sales funnel in place, you can pretty much look at your sales funnel as a whole and see, I got 1,000 people that hit the first part of the sales funnel. By the time they got to the end, I made X dollars. You know what each person is worth or your earnings per visitor. That way you know what you can pay for traffic. If your average earnings per visitor, for each person that you send to a landing page, for example, the first part of the funnel, if that’s $5, then you know you can pay $2, $3 or $4, whatever you want to keep your margin at, to get new people into the funnel. It really makes your business really, really stable. Then you keep tweaking and testing and making everybody worth more money. That’s where all the fun comes in. That’s pretty much my history. Basically, started as a copywriter, went into strategy. I worked with all kinds of different business owners from internet marketers to a couple celebrities and really high name, high profile clients; to even all the way on the other side of the coin, to people like, dry cleaners and hair dressers and people like that. A pretty big gamut of people that I’ve worked with. Eric: Right. That’s what I was saying, it works with a lot of online and as well as offline. It works with the large and the small businesses. One thing I wanted to ask, it’s been the theme the show, I’m going to ask it in the beginning, because I think if they set up in the beginning, it’s going to help. This goes into what you were talking about, the paid traffic. Really what I’m referring to is the un-sexy sales secret, which is what I call it, is lead generation. I think, unfortunately, this is a point that a lot of business owners get wrong. A lot of people mix up with lead generation with customer generation. A lot of times they want customers instead of leads. Leads are something that you nurture. You can grab the low hanging fruit, obviously, but it’s something you have to build. Can you share your thoughts or what’s your view on the lead generation part of whether they’re starting a funnel or just bringing them to a sales page or website et cetera? Jeremy: Yeah. There’s a lot to go into on that. I’ll just take when I’m working with clients, I’ll go off of that. One of the things that I try to do, a lot of people talk about cost per lead and things like that. That’s good … Eric: Bad? Jeremy: No, it’s definitely good to know and I track that metric and all that, but there’s a big difference in the quality of leads. Let’s just say you have Facebook ads, Google ads and SEO, you’re doing those three things. You might have leads that are worth, let’s say your average lead on Google AdWords is worth $3. It might be worth only $1 on Facebook and $6 for SEO. You really have to look at, I’m getting this amount of leads from this source, but what are they worth to the business? Because everything, the leads coming in, they all have different values. Eric: That’s a great point. I think that’s what a lot of people mix up too. They’re getting in a lot of leads, and they’re like, yeah, I’m doing good. But how much is that lead actually worth, like you just said. That’s a great point. Jeremy: Exactly. You could even dive in more. For example, I have Facebook campaign that I’m running right now. We tag them as Facebook leads and I can track it overall and look at it every month and say, we’ve got 1,000 leads this month and we made $3,000 from that. We spent $1,500, whatever the numbers are. If you want to even take it to another level, you can tag them by the audience that you’re targeting. For example, let’s just say you’re in health and you’re targeting men, 50 plus, and then another group is women, 30 plus, whatever. It could be anything that you’re targeting. You can actually tag them as that, and then track those specific things; so you know, not only do you know how much your average Facebook lead is worth, but you could also say, I have these two segments that we’re targeting. This one is worth this much; this one is worth this much. You can get pretty crazy with the metrics. I usually recommend that for people that are really advanced and trying to take it to a completely new level and gains a huge competitive advantage. That particular one is more for people that are a lot more advanced. Eric: It’s a little more work. It’s more profitable, but it is more work. If it’s something that competition isn’t really willing to do, that’s a good thing for people in our world. This can go into the testing, too, because that’s something that you’re definitely known for is heavy testing. Do you do the simple split, like A, B, split test or really how do you start your test? What’s the best way you start testing where people can do that? Jeremy: That’s a good question. I get extremely mad at a lot of people in the conversion rate optimization field. That was one thing that probably last year, it might have even been 2012. In the last two years, I was really heavily involved in that. I got offered a really healthy, six figure offer by one of the biggest conversion rate optimization companies in the world and turned that down. I’m still really friends with them. I just don’t want a job. There’s so much I can go into here. There’s a lot of things that you need to look out for when you test. One of the things you’ll hear—and I’m not going to give out any names here, because I don’t like to make enemies. A lot of people when they say, “We got an 80 percent increase doing this.” “We got a 60 percent increase doing that.” If you look at the actual stats and sometimes they’ll show you in a video, they’ll show you a screen shot of their stats and all that. A lot of times you’ll notice that the numbers are really small. Maybe they hit 95 percent confidence. If you’re familiar with testing, you’ll know what I mean, but it’s essentially 95 percent chance of that test being a winner. It doesn’t mean that you have a 95 percent chance of that test winning by that percentage. For example, let me pull up a test I have running right now for a Facebook campaign. It’s running to a landing page. The one call to action on there is “give me my free report.” It’s the control, call to action. The one I’m testing it against is “show me your sales funnel secrets.” That’s the A, B test. They get split up. Eric: Sure. Jeremy: Let me go to my results. It just became a winner this morning. The control, which was—I forget it already. The control, which was “get instant access,” I think it was, is converting at 24 percent and the “show me your sales funnel secrets” is converting at 39.68 percent. This is a fairly new test. It’s only been up a day or two. The percentage improvement is 65.34 percent. A lot of times you’ll see a lot of experts showing that, “Hey, I got a 65 percent improvement,” and they pretend they’re big, they know everything about split testing and all that. This one, by the way, has a 98 percent chance to beat the original. Eric: 98 percent, nice. Jeremy: What’s that? Eric: I said, 98 percent? Jeremy: Yeah, 98 percent. Eric: Nice. Jeremy: This one is a winner, right? What a lot of people won’t tell you—and this is something that’s really, really important to understand—is that, right now it has a 65 percentage improvement, but it’s everything always comes back to the norm. Even though it’s a winner, as more conversion data comes in—this is only based off, I have 43 conversions total. As I get up to 100, 200, 300 conversions and there’s more data, that percentage of improvement is going to come down and get closer to the median or closer to normal, where it would be even. Eric: Right. Jeremy: Basically, the thing to take away is that when people tell you, “We did X and we doubled our results.” Don’t listen to the percentage that they tell you, just get the idea. The idea, for my example, so you guys can test this, is test something normal that you would normally use; “get instant access,” “get free report now,” whatever is, versus something that’s a little bit more like a more novel, more “show me your sales funnel secrets.” It’s not something they see every day. Test that, but don’t look at the—when conversion rates experts tell you the numbers, don’t really pay attention to any of that. Just pay attention to what the strategy behind it was, and then do your own testing. Mine is 65 percent now. I’m going to let it run a week and after that, it might only be 30 percent or it might be 20 percent. It should still be a winner. It’s just that the percentage of an improvement is the one thing that—basically, don’t get too excited about it. Eric: Do you have any advice on how long they should let a test run? Is there a certain amount of views or clicks you should let a test, on average, run? Jeremy: That’s a good question. It really depends on a couple factors. What I usually do is look for at least 30 conversions for each of the variations. If you have two variations, wait until you get at least 30 to 50 conversions on each of them. You also always want to make sure that you do it for at least a week, so it can go through. You’ll find that out that some days convert a lot higher than other days. If you really dig into the data, weekends might do really bad or really good or whatever, so that’s the second thing. I use Visual Website Optimizer. Any split testing software you use is going to give you a chance to beat the original. You always want that to be above 95 percent. A little bit of a caveat to that is that if you have a business and you don’t have a lot of conversions, it takes you awhile. It’s really just a percentage game. It’s just a chance that you have. It’s a very high probable chance. This one, for example, has a 98 percent chance to beat the original. That doesn’t mean that it’s absolutely going to beat the original. It means that I have a 2 percent of that actually losing. Don’t think of testing as a definite thing. Think of it is as, this is the most likely scenario. If you’re testing and you don’t have a lot of data, if it takes you three months to get one test done, just go with whatever you’re comfortable with. If you get up to 90 percent chance to beat the original, then go with that. Just go with whatever. I usually recommend 95, but you also have to look at the time factor and the time cost too. Eric: That’s true. Jeremy: That’s just a couple things to think about. Eric: Let’s say you had that definite winner, and that Facebook button was the winner for you, the submit button; would you challenge that to another test then? Do you say, lesson learned for now, that’s the winner. I’ll let that go and move onto the next thing I want to test, whether it be a website or something else. Jeremy: That’s another good question. What I’ll do is this is a winner, has a couple days left. Whenever a week is over, if it’s still a winner, on the page, I’ll change it to the winner. At that point, I’m trying to think. I will probably, on this landing page, I will, I actually might do a little bit more of a big test. The landing page right now is all text based, so I actually might go to an all text, to just a video and an opt-in form, something big like that. Pretty much, when it comes to figuring out what to test next, I look for the things on the page that are going to make the biggest improvements; so going from an all text to all video. The call to action button, believe it or not, it’s a big factor. Eric: No, it is. I think a lot of people miss that. When I changed my opt-in on my site, I tested it all that time. Just simple changing of words can make a huge, dramatic—a perfect example, my Facebook fan page, a client had something like “send my email here.” We changed it to a simple, “give me the info.” It dramatically increased the opt-in that same day. We let it run and that’s what we’ve been using, but just simple, like you said could be huge. A lot of people drop the ball on the simple stuff. Jeremy: Yeah. It really can, especially, the shorter the page, the more that’s going to have an effect. If you have a 15 page long sales letter, doing “add to cart” versus “buy now” probably won’t make a huge difference, but if you have just a quick little landing page, then it can make a huge difference. Eric: Right. Jeremy: Even with that, another cool little thing to try just to get people’s minds, get it creative and going a little crazy, is one of the things—and I might do this for my next test, I’m not sure. I’m excited about the idea because I don’t remember seeing it before. You’re going to get an exclusive idea here. What I’m going to test now is “show me your sales funnel secrets” versus a big, huge call to action button that essentially has 30 or 40 words in it. It’s like, “Give me your secret that you’ve invested or that you’ve got over a million dollars worth of testing research under your belt. This is what you came up with;” something really, really long. Eric: Oh, nice, like a direct response order form button or kind of like “Yes, Eric, I’m ready to invest.” Jeremy: Yeah. Something like that, but in a button form on a regular landing page. Eric: Nice. Jeremy: To be honest, I have no idea if it’s going to work or not. It might bomb horribly. I have no idea. I’ve never seen that done before, so I’m going to do it. I, personally, think that it’s going to work, just because you have to read every word of that. Nobody’s ever seen that before, so the novelty of it, the newness and uniqueness of it. As soon as people hit that page, how do you not read that? Eric: Right. That’s going to be a button form, kind of thing, where they push it? Jeremy: Yeah. Eric: Yeah. I haven’t seen that done. Definitely let me know how that works out for you. That’s going to be interesting. Jeremy: I’m excited. Eric: That’s nice. I know what we’re talking about is once you’re doing the testing, they’ve come to your page or they’ve opted in. This is the thing, like you said, too, that you really work with clients with this, is building their sales funnels. If we could maybe dive into a little bit about how business owners can go out and find the holes currently in their funnels or if they’re starting out, how they can get that process at least started, to make it profitable from the jump. Jeremy: I’ll take that in two different ways. If you’re just starting up, what you want to do is—I’m going to try to make it as generally applicable to everybody listening. When you’re just starting up, let’s say that your order process is, somebody comes into your website, they buy and they get the thank you email saying, “Your order was successful,” and that’s it. It’s not really even a sales funnel, but it’s a way to get them in, I guess. What you want to do and most basic thing that I always try to get people to do is, number one, give away some type of value added thing. It could be a free report, a video, anything that gives value to the people that you’re trying to serve, to get them to essentially raise their hand and say, “Hey, I’m interested in what you’re selling.” You put them onto a prospect auto responder list. The point of that is to sell them your main product, whatever that is. After they buy your main product, you should have—I’m trying to think of a minimum here. I would say probably at least two other, either products or services. One thing is I always try to tell people, if you’re a service business, make sure you have product. If you’re a product business, make sure you have services. It’s really the only way to maximize your funnel and really find those hyper buyers in your list that are going to pay you for anything that you come out with. Eric: That’s a great point. Can I ask on a sidetrack, but related. Do you find that a lot of clients come to you from your products that you release or vice versa, they become your clients and then go after your products? Jeremy: Both actually. A pretty huge percentage of clients will buy a product, and then I hear from them three days later. It’s usually along those lines, for me personally. I mean, it’s different for everybody. My services are really expensive, in the four and five figures, so people want to make sure that I know what I’m talking about. I’ll get a lot of emails that say, “Hey, Jeremy, I just bought X product. Didn’t even go through it. I just wanted to make sure you were the real deal and you actually did what you said you did. That’s why I’m writing to you now and I want to talk about hiring you.” I get those emails all the time because I’m the sales funnel guy and people want to go through my process, and say, “Let’s see if the sales funnel guy has his own sales funnel.” Eric: Yeah. See if he’s just preaching there, exactly. Jeremy: I get a lot of those emails. I also get a lot of people that come in and they become clients or coaching students or whatever, and they want to learn more. These are mostly the business owners that they really love to learn. They just can’t get enough information, so they’ll be working with me as they’re going through my products. Eric: Right. Those are the best kind of clients, absolutely. Jeremy: Yeah. It’s kind of both. Eric: Nice. Sorry about that. I didn’t mean to get you sidetracked. I thought it was important to throw that out to the audiences that are trying to get some products. That’s a good way to bring in business as well. Jeremy: For everybody that has a service business. I’m doing this Facebook campaign. It’s giving away a free report, getting them into my funnel. I just had somebody, I think it was yesterday, where I looked at their—I like to look at the—I have office autopilot, I can see, somebody opted in for this and went to this page, and they filled out this form, so I can see the whole process of everything they did. Yeah, it’s pretty cool. It essentially tracks all the pages, and you can see the whole process that they went through. This happens all the time. This one is just one example. They opted in. They’re from Facebook, so they never heard of me before. They opted into the same landing page that I’ve been talking about. Three minutes after that, they went to my services page and read my service about building sales funnels and opted into that. They became a coaching prospect, I guess you could say, or a client prospect. It’s pretty cool. You get ancillary benefits of doing a lot of traffic. You should factor that in, by the way, to when you’re buying paid traffic. There’s always that little side shoe. If you’re selling products, there’s always a certain number of people that are going invest in your services and other products and things like that. Eric: Nice. Jeremy: I forget where I was going with that. Eric: I’m sorry. I threw you off. We were talking about, basically, with everything, that’s part of the funnel process obviously. Let’s say someone has an auto responder set up, someone has a product or services; is there common holes that you’ve found with clients that are maybe just leaking profits for them or something they could do to plug those holes up real quick? Jeremy: Yeah. That’s an interesting one. Holes in their funnels? It usually has to do with the frequency of communication. What that means is, essentially, a lot of people—and I mean, by a lot of people, I mean probably 90 plus percent of entrepreneurs—they’re kind of afraid of communicate with their prospects. Personally, I have a hard time understanding this. It might just be for me. I kind of got my chops reading J. Abraham and strategy preeminence where everything is just, you just start the relationship by adding value. That might be the reason for that. Everything I do, it starts with value. I don’t ever, ever expect anybody to do business with me before me providing them value first. The thing with communication is people are afraid they’re going to annoy their lists. It’s kind of bogus because they wouldn’t be doing business with you, they won’t be on your list unless they wanted to hear from you. If you have a weight loss website or if you’re a dentist and somebody signs up for your newsletter or whatever. They did that. It’s not like somebody is holding a gun to their head and they made them sign up for the newsletter. They did that because they want to hear from you. They want to hear about you, about what you do about how you can help them. About how you helped other people. To see you demonstrate your expertise so they can make a decision whether they should go with you or somebody else. The biggest hole when you’re building your funnel is, make sure that you’re communicating with your prospects as much as you possibly can. That includes auto responder sequences. It includes retargeting campaign, people who saw certain pages and didn’t buy what you have. You follow up with them with banners or Facebook ads, doing retargeting. You can do direct mail, emails, postcard, text messages, voice mails. There’s all kinds of stuff, but make sure that you are communicating with them frequently. Along with that, getting them in as risk free as possible. Usually start with whatever your lowest price product or service is and offer them that, get them into the buying cycle. It gets them used to spending money with you and then just constantly working on taking them up the ladder. Let’s just say right now you have a $37 product and a service that’s $97 a month, just for an example. Once you start getting people that are going to that $97 a month product or service, you should be thinking, what else? How can I add more value to these people and charge a higher price? Usually, that’s a “done for you” thing, or more of a step-by-step process. Coaching, you can do coaching in almost any business. Any business that you have. You want to make things faster or easier for people, and then get creative. Think of new products, new services, that you can charge more money for because there’s just a lot of people. There’s a certain percentage in every audience that will spend several times more money with you than you’re currently offering them. That’s a huge hole that I find in almost everybody’s funnel. They don’t have enough high priced, high ticket items. It really makes a huge, huge difference. If you’re selling $37 products and you have a $5,000 product, you only have to sell—or let’s just say for easy math, a $30 product and a $6,000 really high ticket thing. You have to sell 200 of the $30 products, for one of the $6,000 sales. Eric: Nice. Jeremy: If you’re selling 200 a month, you’re making $6,000 a month. You add in a $6,000 product and you sell one of those to one out of every 200 people, you’ve just doubled your business. It’s really, really important to have those high priced, high ticket offers in there. It really can do some pretty amazing things to your bottom line. A lot of times, if they are services or something like that, they’re higher profit too. Your profit margin is, typically at least, if it’s one-on-one coaching or something like that. Your profit margin is pretty huge. Eric: Right. Are you a big fan of the marketing ladder? Say, moving people up from the $39 e-book or product all the way up to the “done for you” services, et cetera? Jeremy: Yeah, absolutely. I actually have tomorrow and Friday, we’re recording this on a Wednesday, tomorrow, Thursday and Friday, I have back-to-back in-person, full day consultations with a client. Eric: Nice. Jeremy: It’s $3,000 a day, so it’s $6,000 in two days. That’s essentially, for me, an upsell from my typical monthly coaching program. It’s essentially doing several months in advance, doing it in one or two days. It’s a way to do everything faster for people. It’s very, very profitable doing that. Definitely, because people want to spend more money with you, it’s just a matter of showing them the value. It really all comes back down to value. I could go out there and have $100,000 coaching program, but if I can’t show people that they’re going to make $500,000 or $1 million, then nobody is going to buy it. You have to find out how much value you can provide to people and then charge accordingly. Eric: That makes sense. I guess what you said before, and I wanted to ask you about this, I know you’ve said before the truth about price; what the main reason people really buy your product or services is? Jeremy: Yeah. A lot of people think that people buy based off price. In some cases, it’s true. Sometimes people literally just don’t have the money to pay you. I was talking to someone who desperately wanted to join my coaching program, but she couldn’t afford it because she was going month to month and she could barely even put food on the table. I was like, “Listen, don’t even.” She wanted to join, she’s like, “No, no, I’ll sell something,” or whatever. I said, “Listen, I’m not comfortable enough. If this doesn’t work, you literally can’t feed yourself. I just can’t live with that.” I guess that’s a good demonstration of my sales funnel selling her on my coaching program. It’s the same way with your sales funnel. You want to make sure that people understand the value that you’re providing them. That’s what it really comes down to. In most cases, like in 90 percent of cases, it’s not that something is too expensive. It’s that they don’t see that the value you’re providing is more than the prices they’re paying. If you’re offering, we’ll go to health, just because it’s easy and it’s relatable. Say it’s $97. If you don’t show the value is worth more than $97, then people aren’t going to buy. Whereas, if you show them that its worth $197, $297, $997, whatever it is, then people are more likely to buy on the higher you show that value, then the bigger gap between your price and the value. Obviously, with the value being higher, the higher your sales are going to be. That’s what copywriters do is, essentially, bring out that value and show the benefits and overcome the objections. That’s why operating it is so important, because when you really boil it down, that’s what we’re doing, is bringing out and showing people why they’re paying X dollars, but the value is X dollars times five, ten or twenty or whatever. Eric: Yeah. Like you’re saying, it doesn’t really have to be what you’re adding to it, you just have to raise the perceived value and that will raise the prices. Maybe a tip you give someone to raise the perceived value without adding more to their product or service or their widget? Jeremy: Yeah. That’s a good question. First of all, before I even get into that, raising your prices is probably the best and fastest way to grow your business. Eric: Right. Jeremy: I wish I could just get paid for saying, “Raise your price.” Because you can go into a million dollar business and say, “Raise your price ten percent,” and they can increase their profit by $100,000. If your margins are low, the lower your profit margin, the more you raise your price, the higher that multiple is. I can’t really do any examples off the top of my head because there’s a lot of math involved. Just basically, before I get into how to raise your perceived value so you can raise prices, make it a point to do a split test and raise your prices. If you’re nervous about it, I know a lot of people are, that’s totally fine. If you’ve never done it before, don’t be worried about being nervous about. Do it at 5 percent or 10 percent or something like that. If you think about it, if you’re selling something for $897 and you go to $997, that’s ten percent higher. People really aren’t going to notice that difference. If you go from $9 to $9.90, that would be 10 percent. People aren’t going to notice that. If you want to do that, number one, is if you can just price test and see if people will pay a higher price. A lot of times you’ll see that you can go up to 20 percent without changing anything about the offer and your conversions stay the same. Sometimes, not too often, but sometimes you’ll actually increase your conversions because sometimes people, if you have too much value and your price is too low, it’s actually one of those scenarios, where people are like, “That can’t be real. There must be something about this. That’s just wrong.” Eric: That’s a great point. That happens all the time because speaking in the marketing ladder a lot of times with a client I’ll do an SEO. From there, go onto the marketing and the copywriting because they need that afterwards, before or during. A lot of clients, a lot of packages, the price, they just couldn’t believe that’s what I was offering. I had a lot of skeptical people because they were coming from other companies that had ripped them off or had bad experiences with them. That’s a great point, sometimes people just don’t believe it if it sounds too good to be true. Jeremy: Yeah, people are skeptical. You kind of have to think as a consumer. Take your mind out of being a business owner. As a consumer, you have this natural sense of what a price should be. You can probably look at things and just line ten items up. You could probably get within 20 or 30 percent of that actually price, just by guessing at what the price would be. We kind of just have that internal filter of what a price should be. If you’re out of that range, people’s flags go up and they’re like, “Wait, something is not right here.” They get that gut feeling that just something is just not adding up. The conclusion they come to is, “Well, they must be lying.” Eric: Right. Jeremy: Going back to the raising perceived value. There’s a lot of different ways to do it. Number one is improve your copy. If you’re trying to do the copy yourself, hire a good copywriter, not somebody from elance or not somebody for $500 for a sales letter; unless you’re just starting and you really just don’t have money. It’s better than nothing. If you have a relatively successful business, number one, is hiring a copywriter or learning copy yourself. Then get some courses and learn how to write really good copy because, like I said, you learn to overcome objections. You learn to gain attention from people. You learn to develop interests and get them engaged in the copy to really showcase the benefits of your product or service. Number one is write better copy. Number two, is show your personality. That’s actually one thing that most people don’t really think of, but I’ve made a big, big shift in the last year, because I see a huge trend in going towards personality and transparency. If you follow my emails, you’ll see how personal I am. I’m always telling stories about my wife and my kids and stupid things that I’m doing, like last weekend I jumped into an ice pond for a polar plunge. It was for charity. I like to talk about that. One guy actually wrote back and told me I had a death wish. It was fun, talking about that stuff. It’s just me being me. You can’t be fake anymore. You have to just be whoever you are. If you’re a big flamboyant really off the wall character, and you’re really loud and obnoxious, then just be that. If you’re kind of quiet, shy and reserved, be that person. You can’t really fake it anymore with social media and all that kind of stuff. Number two is be yourself. Usually that’s done either through emails or videos. In case you’re wondering in your head, “Wait how does that increase perceived value of your product or service?” That really doesn’t increase the value of the product or service. It increases the value of you and the relationship that they have with you. It all starts with a relationship. They have to trust you if you’re selling something. If they don’t trust you, you could be giving away bars of gold for $1 and nobody is going to buy it, because they think you’re lying. That’s number two is build trust by being yourself, being personal, telling stories, and that kind of thing. Another thing you could do is add bonuses. Add whatever your product is, whatever your service, add little extras, little bonuses. If you’re selling an information product, you can have bonuses on little extra videos or how to get faster results; how to get better results with this certain technique or whatever. That’s one that probably most people know. Another thing, make it better risk reversal. Have better guarantees. You could have longer guarantees. You could have conditional guarantees, like a money back guarantee if they can prove that they went through your program or did your service or whatever and they didn’t get the results, then they can double you money back guarantee; something that takes the risk off that person and puts it on you. Another thing you can do is establish—juxtapose your product or service with somebody with an industry leader that they already trust. You can kind of borrow that credibility. For example, you have a course and you’re selling information. It really doesn’t matter. It could be a service, course, whatever it is. If you somehow involve either something in your industry or a celebrity or somebody like that and you kind of juxtapose, which essentially means you tie it into your product, then that increases the value because you get that borrowed credibility. Those are a couple ways to help increase your perceived value. The easiest way is probably better copy, I would say. Eric: Right. I agree. I always say this, but I think copy marketing and sales are the most important skills. The better the marketing, the easier the sales process and copywriting and salesmanship tie together. Jeremy: Yeah. Absolutely. Eric: Nice. One thing I want to ask you, not only to provide value for the audience, but selfishly, as well, I guess I should say. I’m coming out with a new course here. This is about product launching. Is there steps that you, personally, do when you work with clients or start off your launches on the right track? Is there something that you could do or suggest to people? Jeremy: I’ll let you take most of the credit for the product launch stuff. I don’t want to jump on your toes too much. I’ll give one recommendation that reverberates through the whole product launch sequence, and that is, proof. Proof is just everything. When I was launching the funnel formula, which is my flagship product that teaches you how to build sales funnels. When I did that launch to my own list, I didn’t do affiliates and all that kinds of stuff. That’s just too annoying for me. One of the things, I just focused on proof, proof, proof. Every single email that went out, every piece of communication that went out had some type, at least one piece of proof in it; whether it was a result that I got for a client, whether it was case study from a client, or an example of what happened when a client or me built the sales funnel or added a piece of the sales funnel. Telling them things they didn’t know, like, “Hey, in module three, there’s a really cool tip that let’s you do X.” That’s a style of proof, everywhere from there or telling about my past results. I did something that I was a little bit nervous of, but during my launch, and it really only works for selling to marketing people. I’ll give you an example of how you can use it in another niche. What I did was during my launch, I did it—I can’t even remember the dates. It might have been Monday through Friday, I forget. Throughout the week, I was telling my audience and giving them proof on how sales funnels worked, based on giving them numbers of my own sales funnel and how that launch was going. Eric: Nice, so a play-by-play of your launch. Jeremy: Exactly. I had screenshots. I said, “Hey, look, I would have made X dollars if I didn’t have this sales funnel in place.” I didn’t actually say dollars, I just did percentage. It was something like, “I made an extra,” I forgot what it turned out to be. It was something like, 33 percent of my sales were from selling the main product, and 66 percent of my sales came from the sales funnel, after they bought that first product. I said, “Look, I would have been leaving 66 percent of the money I made on the table if I didn’t have this sales funnel.” That was huge. I actually showed even more proof. I showed a screenshot from inside my office autopilot, which is my CRM, so they could see what I was talking about. One thing that you can do, let’s just go back to weight loss. That one is easy. If you’re selling a weight loss course, you can say, maybe you did a two week launch. You could say, “Somebody bought this on the first day, four days later, they’re already down eight pounds. This other person bought it and within two days, they were down five pounds.” Throughout the launch, you can talk about the results that people are getting since the launch started, results that people have done in the past. You could even do things like with scarcity, with deadlines and scarcity. Saying, “We only have 50 left and there are 20,000 people waiting on the list. They’re waiting for the cart to open. Make sure you get there as soon as I tell you it’s open, because there’s going to be 20,000 people that are going to buy this product.” You can do scarcity like that. Make sure you don’t lie. I hate when people lie in marketing. Eric: That’s a good point. My last course I did that too. It was a higher price course. What I did with the list that was on the list for that course was scarcity and social proof. I would literally list the people. I would say, “Jason from California invested today.” I listed the people’s first name and the state they were from of who invested that day during that launch process as social proof as well. I never really tested that, to be honest with you, against not doing that. When I did that, the results seemed to be more dramatic then when I did this before without doing that added factor. Jeremy: That’s one of those things that it’s a given that it’s going to do better. Hopefully, that helps with product launches. Eric: Nice. That’s beautiful. Just to clarify, I don’t know if you misunderstood. My course, it has nothing to do with product launches, but as this launched a new course or product. I know you actually worked with that, but my audience at the end, we’ll give out Jeremy’s website at the end. If you do have a product launch, you can talk to Jeremy as well. Jeremy: I thought you were having a course about product launches? Eric: No. It’s going to be a full marketing strategy, sales copy, the good stuff. Before we wrap it up today, because you shared a lot of good value and I definitely want to thank you for coming on. I know a lot of business owners and entrepreneurs listening may have a continuity service or maybe a continuity or monthly program, or maybe they’re even thinking about starting one, which could be very profitable. Can you share a tip or two before we leave today on how they can increase their retention rates? Some way to make their customers stick with them longer. Jeremy: Yeah. Let me throw out three different things. Number one is one of the things that I really love to do. Again, everything all goes back to value. As soon as they buy something, this is especially true with a continuity program, but it’s also true with any service, any product. I put people into what I call a “personal coach campaign.” Somebody buys one of my products and for the next, roughly 30 days, it depends, but roughly 30 days; they get emails specifically based on that product. The point of that is to get them to consume the product, not eat the product, you know, consume the product. Eric: Right. Jeremy: I guess it could be to eat the product, if you’re selling some kind of food. Eric: That’s awesome. That’s motivating them at the same time you’re there for them, right, supporting them? Jeremy: Yeah. There’s a couple things that it does. It establishes a relationship with them. You already have a relationship with them because they trust you enough to buy your product. A lot of people have buyer’s remorse. They’re kind of like, “Oh, God, I shouldn’t have bought it. Now I’m going to have to return this.” They think that a lot of business owners don’t care. They’re just in it for the sale. If you have a full 30 days of emails or could be a mix of emails, videos, whatever you want to do with it, the media. It really shows people that you care about them. You should care about them, regardless if it increases retention rates or anything like that. You should do this anyway because you care about your customers. The side benefit is that it increase retention rates, reduces refunds, because it establishes and builds that relationship. It all comes down to value and relationship. That’s one thing that, everything revolves around that. That’s one thing is to have a personal coach campaign. It’s just easy. They could be quick, just to say, “I really appreciate that you bought it. I want you to know that I’m here for you. I actually care about you and hope that you get the results that you’re looking for.” It’s not just like, “Hey, thanks for your money. See ya,” and you never talk to them again; which is what most people do. It’s rare that I get emails, maybe out of all the product I’ve ever bought in my entire life, I could probably count on one hand how many campaigns like that that I’ve ever gotten. You stick out like crazy, if you do that. Eric: Great. Jeremy: Number two … I’m sorry. Eric: I just said that’s great. That’s fantastic. I haven’t seen, like you said, I’ve really never seen it. I can’t think of any product or service that I’ve bought where there’s been an ongoing campaign like that. Jeremy: Yeah. For some people, it’s that they really don’t care. They just want your money. For others, they just haven’t thought about it yet. The second thing is send out some type of email. It could be anything. It could be a salesman calling them, a customer support person. It could be a postcard, letter, text message, whatever media you want to use. Essentially, do a stick letter. In direct mail, they do stick letter. That is kind of close to a personal coach campaign, but it’s just one piece, where you just thank them for the order. If there’s any membership details, you can put that in there. Just reassure them that it was a good purchase. They’re going to get value out of it. maybe add a little tip in there to help them get more value out of whatever they just bought, and then sell them another product. Eric: Absolutely. That’s a fabulous way to get your back end going. Jeremy: Yeah. The product should be, if you’re selling a supplement for, let’s just go back to weight loss again. If you’re selling something for weight loss, you can’t sell them a supplement for getting rid of toe fungus or something like that, because there’s no congruency there. Whatever it is, it has to be really congruent, and really make sense to add more value to take whatever results they’re going to get and take them to a new level. That’s the second one, send a stick letter. The third one, I just had it in my mind. The first one is the personal coach campaign. The second one is a stick letter. Third one, another thing you can do for retention rates is get people—this is kind of a mental type of thing. Get people to give you testimonials. You may not have really heard this before, I’m not sure. If you can get somebody to give you a testimonial and cement that idea in their mind that they love this product, it’s helping them. Who do you know that’s going to give somebody a testimonial and ask for a refund? Know what I mean? You can do this in your personal coaching campaign. If you do a campaign and get them to commit to doing business with you and to admit that you’re helping them and you’re doing a good job for them, they’re probably not going to ask for a refund. They’re going to stay with you longer. A fourth bonus thing that goes in with the stick letter is keep selling them additional products. Keep selling them additional services, because as they go down the rabbit hole with you, they’re going to get more attached to doing business with you. The more they spend with you, the less likely they are to ever leave you because you’re now their knight in shining armor that’s helping them fix whatever problem their trying to solve. Eric: Fantastic. Absolutely. That’s great. This has been awesome, Jeremy. I definitely want to thank you. You shared a lot of fantastic value, great value share here. I want to thank you for coming on the tenth episode here of The Fast Easy Success Marketing Insider. Before everyone goes out and dives in on all the tips and takes action on everything we talked about, can you tell the listeners where they can learn more about you, check you out? Jeremy: Two things, pretty easy. My name is Jeremy Reeves. I’ll tell you why I’m saying this in a second. You spell it J-E-R-E-M-Y R-E-E-V-E-S. The reason that I’m spelling it out is because the number one thing that I would recommend is just going on my website, www.JeremyReeves.com. On there, you can see whatever you want. I have free stuff on there. There should be a popup that comes up and gives you a free report up in the navigation bar, there’s a resources section that says “free” on it. There’s different things that you can opt-in to and get a whole bunch of free stuff, interviews and reports and videos and all kinds of stuff. The other thing is I have my own podcast. It’s called, Sales Funnel Mastery. Go into iTunes or whatever you listen to and do a search for that. You can follow me on my podcast. I do a lot of short sections, where I usually cover a single topic in five, ten, fifteen minutes, something like that. Little tidbits of strategy and stuff like that. Those are the two things, www.JeremyReeves.com for my website. If you want to look at any of the free products I have, free services or whatever is right for you, or check out Sales Funnel Mastery. That’s my podcast. Eric: Nice. I was telling Jeremy before the show, I checked out his podcast yesterday. I definitely recommend everybody check out there, and definitely his site. You get some good value. I recommend it. It’s definitely worth it. Jeremy, wow, it’s been an absolutely pleasure with you. Thank you for taking the time and sharing everything with the listeners. All you listeners out there, I hope you enjoyed the show and most importantly, take action on everything Jeremy and I talked about today. Before we go, if you guys could do me two quick favors, I’d really appreciate it. Simply hit that subscribe button, so you don’t miss out on a future business boosting podcast. If you stuck around this far, you obviously enjoyed the value share. Make sure you do those reviews and comments. I need your help in getting noticed and getting the value out to more people. I’m your host Eric Barton, a result specialist, signing out today. We’ll see you next week for another fast easy success marketing insider. Here’s to your success. It’s Jeremy back here again. I really hope you enjoyed that interview. For more information on this podcast and everything like that. A couple things, make sure that you’re subscribed to this podcast to make sure you’re getting every episode. This is the kind of stuff that I cover, everything that we went over in that interview; just really, really solid, insightful strategies for building your business. Make sure that you’re telling friends about the podcast, we can get the rankings up there and get the word out to everybody. Make sure that you’re leaving reviews and clicking the little stars; especially, in iTunes. That helps me boost the rankings and get more attention so everybody else can benefit from this. That’s pretty much it. I will see you at www.JeremyReeves.com. I really hope you enjoyed this. Thanks.

Welcome back to episode #5 of the Sales Funnel Mastery podcast. In this episode we'll discuss using specific interests and pain points to increase conversion rates on every individual step of your sales funnel. Here are a few points we'll cover... How to get in front of your buyers at the exact time they need you most... Why using tools like Facebook Ads and surveys can help you dive into the mindset of your customer... A great lesson on why your customers can get MAD at your if you're not selling them... For more information and to learn more about Jeremy, visit http://www.JeremyReeves.com Transcript Hey everybody, welcome back to another episode of Sales Funnel Mastery. This is your host, Jeremy Reeves. Today we’re going to talk about using demographics and interests to increase your conversion rates on the front end. A little while back, my neighbor got robbed. The first thought that I had was the he was lucky that he didn’t get shot. My second thought—and this is funny the thinking that I have as an entrepreneur—is that after a couple weeks went by, I was like, “Why haven’t I received some type of postcard or direct mail piece or phone call or anything like that from local companies selling alarm systems?” Obviously, he needed an alarm system. They should have capitalized on that and sent it to a one or two mile radius or something like that and said, “Hey, do you know what happened to your neighbor last night?” as the hook, the headline and then try to sell me an alarm system. You can give statistics, maybe tell a story. I thought that was a huge opportunity missed. It really made me think that one of the best opportunities, and I do this a lot with clients that are having a hard time getting high conversion rates on their front end offers, usually the reason that they’re having problems like that is because they’re not targeting the right way or their targeting too general. The best way to do that is to really segment and target on a more specific basis. One of the tools that you can use this with is Facebook Ads. You can target people based on specific interests that they have. You could something like direct mail letter or the postcard or whatever the company could have used to sell me on getting an alarm system. I already had one, so I wouldn’t have bought. The point is they could have done a segment and sent it to people that didn’t have alarm systems. But you can use Facebook Ads. This is why I always recommend Facebook ads to my clients. You can use Facebook Ads to target people and do campaigns, specifically, to people within your market with specific interests. Let’s just say, somebody doing a local marketing company selling Lasik eye surgery. You could do something like a 10 or 20 or 50 mile radius and do Facebook ads. Two people with contacts. I’m not 100% sure if that targeting is in there, but you could probably find mailing lists. If it’s not in Facebook, I’m sure you could find a mailing list with that segmentation in there. So create a campaign that’s geared to people with contacts. You say, “Are you bothered by itchy contacts that dry your eyes out?” All the annoying things about contacts, and put them into something like a free webinar series on Lasik eye surgery and how safe it is and the benefits of it and why it’s actually not as expensive as you think it is. Overcome all the different objections and things that people would use to not move forward with it. That’s actually a funny thing for me, because I’m actually in that process right now of doing Lasik eye surgery. I’m going to get it soon. But the one thing keeping me back is the safety of it. I don’t want to go blind. I want to make sure that I’m not going to go blind if I get this done. I don’t really care too much about the money aspect of it, but the going blind part scares me a little bit too much. There hasn’t been anybody who has come to me and explained that I wouldn’t go blind. I don't know. I don't know the statistics. I haven’t gotten that far yet. I haven’t put that much research time into it. The fact is there are people in your marketplace that you can hyper target and really segment. This is a really good thing, if you’re struggling to increase your front end conversions, all you have to do is segment down. As you build up your conversions, as you build a profitable campaign, then you can start going more broad. That’s always a question that my coaching students and clients have is whether or not they should go broad or narrow to start with. It really depends on the business. It depends on how big the market is and the sales funnels they have and a lot of different things. I hope that helps. The point of all this is use specific targeting based on behavioral interests that your customers and clients have. And your conversion rates, for both prospects and buyers, is going to absolutely go through the roof. So put that to work in your business today, let me know if that helps you, shoot me an email to Jeremy@JeremyReeves.com. I would love to know that you're putting this stuff and implementing it to your business.  Make sure you share it with your friends, tell everybody about it, tell them it’s the best podcast you’ve ever listened to, hopefully it is.  If there’s anything that you would want to hear about, again, shoot me an email and I will talk to you soon. Thanks. 

Productivity is one of the most undervalued and overlooked assets you have in your business. In this episode you'll get my #1 secret for skyrocketing your productivity... even if you currently think you have "no time". You'll bypass the typical fires you're trying to put out everyday and learn how to focus on what REALLY matters. To learn more about myself and how you can grow your business, head on over to http://www.JeremyReeves.com   Transcript: Hey, welcome to another episode of Sales Funnel Mastery. This is your host, Jeremy Reeves. I want to welcome you back. Hopefully, you’ve been getting a lot out of the past few episodes. I want you to know I’m actually recording this inside my car in a shopping mall center. My wife is in Michael’s right now. I’m not sure how long you’ve been following me, but if you don’t know, my wife has epilepsy and I’m the only one that drives in our house. Sometimes it’s a challenge getting out on errands and doing all that kind of thing. We have two little boys, so as you can imagine, there’s a lot of errands to be run. I, obviously, run the business and wife is a stay at home mom. It’s sometimes a little bit hectic. What we’re going to talk about today is taking charge of your productivity and getting things done, even when you don’t have time to do them. That’s why I’m actually recording this podcast in the car, because it lets me get work done while also out on errands and doing family things. One of the things that I really see, I work with a lot of coaching clients, a lot of private clients, where I write copy and things like that. A lot of these people are six, seven, sometimes eight figure business owners. Even with that high level of a person that’s working on their business, I find a lot of people and a lot of what gets in people’s way is having excuses for productivity. People, they wake up, they get their morning coffee, and they come back down to their desk. They open their email and they get hit with 1,000 different emails. There’s a million fires to put out. It’s just, you get to the point in the morning where it’s—you’re not working on anything to actually grow your business. You’re just putting out fires. You're running the hamster wheel, just trying to keep your head above water and really not getting anywhere. When I work with—especially when I work with coaching students—one of the first things that I do with people is get them on track with their productivity, because one of the best ways that you can grow your business isn’t by implementing a great sales funnel. It’s not by implementing some new marketing techniques, or new product lines or a new service or anything like that. It’s actually increasing your productivity. One of the things that I really try to overcome with my coaching students is overcoming those excuses for bad productivity. Usually, there’s not really good ones. What you have to focus on—and it goes back to the quality versus quantity argument. It’s not technically, obviously, the more quantity you put in for productivity the better. However, there are a lot of days, just with my schedule, with my personal life and the way that I have to do things. There are a lot of days where I need to be done working by 1:00, 2:00 in the afternoon. Usually, it’s about 2:30, 3:00 o’clock, so I have to be really, really productive. In those hours that I’m working, I have to be extremely productive. This is the case with a lot of people. A lot of people these days don’t have time to work from 5:00 in the morning until 7:00 at night. That might be nice. You might want to it as an entrepreneur. I know most entrepreneurs like to be in the game and work that long. Usually, that doesn’t really happen. Things pop up. Employees are coming in your office bothering you. There’s lunch. There’s you have to exercise—hopefully, you’re exercising. There’s family things that you have to do. What you have to really focus on is what really matters in your business and what’s going to actually give you results that you’re looking for, things that are going to increase revenue, decrease costs, improve your margins, improve your customer relationships, thing like that; the things that actually matter to growing your business. Everybody has to deal with fires. Everybody has to deal with getting caught up in the everyday minutia that you have to deal with. You’re a business owner and that happens. What I’m recommending for you today is put in somewhere around, you could start with whatever number you want, but I would recommend starting with one hour a day. In the first hour of everyday, you wake up, you make your pot of coffee or tea or pu'erh, whatever you drink in the morning, water, whatever it is. You take it down to your desk or drive to your office, if you have an office, and you do not check your email. You do not go on Facebook. You do not check your reports, nothing like that. What you do is you write out your number one thing that you want to get accomplished during that day. You do this the day before, so that it’s already done and on your desk when you come in to your desk in the morning. You get that and work for one hour, no distraction. There’s actually a really good app called “Self-control App.” You can block out URLs so you can’t, essentially, get on the internet. During this time, you do not check email. You do not check text messages. You do not check Facebook. You do not check anything except that one thing that you’re working on. That one thing that you’re working on has to be directly related to something that’s going to grow your business. For example, a lot of the things that I have that my students work on is starting to build out their sales funnel, starting to brainstorm a new product idea or brainstorm a new strategy that’s going to give them better positioning in the market or brainstorm how can they increase their price to improve their margin without decreasing conversions. That’s a really important thing to do, because as you increase your price, it goes directly to your bottom line. That’s one of the things l like to work on with clients. Whatever it is for you, you have to set that one thing in the morning and work on that for—personally, I wake up at about 5:30. I get down to my office at 6:00. I work from home in my basement. I get up at 5:30, work from 6:00 until 8:00 on my business, on growing, increasing my systems, putting out new marketing strategies. Right now, we just launched a new Facebook campaign, so we’re testing all different kinds of things like that. There’s all kinds of things that you have to work on in your business. These have to be, again, directly related to something that’s going to increase your results, increase your revenue in the current year, or it could be a long-term strategy, too; but something that’s directly going to improve your business. That’s the tip for today. I hope that helps. That’s about all I have for you and if you enjoyed this episode, please go over to iTunes and if you’re a first time listener, subscribe to the podcast, write a review for me; hopefully, it’s a good one, but any feedback helps. If you have any feedback for me, if you like this episode and you want to tell me if it really changed your thinking, shoot me an email, and I will talk to you soon.

In episode #3 of the Sales Funnel Mastery podcast, we'll dive deep into a somewhat advanced front-end conversion strategy. This strategy is rarely used, yet can boost your front-end conversions on your initial product like crazy.   Transcript: Hey, guys and girls, welcome to another episode of Sales Funnel Mastery, this is your host, Jeremy Reeves. And today, we're going to be talking about your front and demographic segmentation for your sales funnel. So that might sound heavy like a mouthful, but it's actually very, very, very simple. So the reason I'm making this podcast is because one of the most important pieces of your sales funnel is your front and conversion funnel, so getting people into that funnel. As you probably have heard me talk about several times, if you've been following me for any length of time, you know that I always talk about making sure that you increase each individual aspect of your sales funnel. So you have to make sure that if you're running paid traffic, continually improving, and tweaking, and increasing your results to get to lower your cost per lead, to increase your click-through rates to get more traffic because everything compounds it as you get if you increase your click-through rate, you increase your traffic, it will allow you to test faster. If you increase your conversion rate, whatever you're giving away on the front and your lead magnet. If you increase the registration page for that, it allows you to test faster and adds more people on your list for the same price.  For each individual step of the funnel, it's extremely important and I really, really harp on this with coaching students, to make sure you're testing each individual step because the compound effect absolutely extraordinary. And I might do a future podcast where I actually break down the changes you can make by doing just a you know a 10 or 20% increase. Say there's 7 steps in your funnel, all you need is a 10.48% increase to double the overall profitable funnel. It’s pretty extraordinary. Add An Extra Step To Your Opt-in Form One of the ways that you can, and this is a little bit of an advanced technique, but one of the ways that you can dramatically increase, not the front end but the conversions leads that you get into your funnel, is by having an extra step on your opt-in page. So let's say you're giving away a free report in the weight loss niche. You can ask people "Are you a man or a woman?", and then, so you have first name, email, “are you a man or a woman?” What you do is set your, whatever CRM you're using, to actually segment those people and put then on different lists that sell them different things that talk to them in different languages. Because as you know, the more you resonate with the people you're talking to, the more you really get down into the core elements of what's making them buy, you're going to increase your sales. So one of the best ways that you can increase your conversion rate on your product which is you're going to have an auto-responder sequence and that kind of thing, is by segmenting on the front end and by demographics. Segmenting By Gender So you can do it by gender, you can do it by the country they live in, you can do it by interests. So for example, if let's say, you're a dentist, and you say, “What's the problem that you're having?”, and it could be teeth are in pain or could be you want whiter teeth or something like that. And based on their response to that, you put them in a separate auto-responder list. And by doing that, again, you're able to talk specifically to that exact problem or paying point that they're having or benefit if you word it that way but I usually like to use pain point because usually increases conversions and you can do that to really figure out exactly what that segment of the market is looking for. I really hope you implement this in your sales funnel. I honestly would recommend, depending where on where you're at in building your sales funnel in your business, this is a little bit more advanced. Depending on the resources you have, if you're writing your own copy, I would recommend doing this, probably earlier on in the process. If you have  a list that's very, very different, that has very different needs, then I would recommend doing this. Actually, a good one for this would be something like alternative health if you're selling supplements and you have supplements that help Diabetes and weight loss and Thyroid problems, so you have a bunch of different supplements. What you do is segment them on the front end, and say, “What are you looking for?”, and then you give them content based on exactly what they're looking for. So that's all I have for you today. I hope this helps, I hope you'll share it, I hope you will subscribe on iTunes and give me a rating on iTunes. Let me know how I'm doing. If you have any feedback, just shoot it to Jeremy@JeremyReeves.com. I hope this helps you and I will talk to you soon. 

In this episode, I'll reveal what I've discovered about how to PRICE your sales funnel from beginning to end. Should you start with a low end offer to increase the amount of buyers that enter your sales funnel? Not always! There are many considerations to factor into your decision. We'll cover them all inside this episode.   Transcript Hi, welcome to another episode of the Sales Funnel Mastery, this is your host, Jeremy Reeves.    And today, we're going to talk about Sales Funnel Price Structuring. So this is actually a really, really, really important topic.    I actually talked about this. A couple of months ago I was at a private marketers' dinner in Philadelphia.    It was kind of an event where you had to be in Black Tie and personally invited and you had to be making over $200,000 a year and there are a lot of really, really, really A-Level, high-playered type of industry leaders at the event. I went there as I got invited, one of my customers was holding it, one of the Harrison brothers, Bill Harrison, and he asked me to do a speech.   It was actually a little bit of an impromptu speech. I'm not too much of a public speaker so I downed a few glasses of wine and got a little loosened up and one of the things that I talked about during that presentation during the event was price structuring in your sales funnel.   So somebody actually asked me, there's a little bit of Q&A, and somebody asked me, should you start your sales funnel with a low-priced product in the beginning of it and then ramp up? Something like something like having a $7 report which leads to something like a $97 product and then a 297 or 497 and then 1,000 or 2,000 or whatever versus just going for a higher end sale and which one gets you more money in the end.   My answer is that it's really not a black and white thing. It's a little bit of a gray area. It really depends on your business, it depends on your goals, it depends on the type of business that you're trying to create. Whether it's a lifestyle business, whether if you're going for maximum revenue which is a very different thing now. Not everybody is just trying to maximize their revenue.   There are a lot of people who want to just get to a certain level and then enjoy the lifestyle that it gives them. So basically, if you're in a market, and it's a very broad market, something like, you have access to a lot of buyer, something like weight loss or self-help or some type of very mass-appeal market, I usually recommend doing something like a really low-end offer first.   Because when you do a low-end offer like that it helps you generate buyers. It essentially separates the wheat from the chaff. It shows you who's willing to spend money with you, it gets them in a buying mode and then you can get them to buy higher-priced products. And it allows you to essentially create a buyers list that you can sell to over and over and over with your higher-priced products without really wasting marketing budget.   A lot of times, you can break even on 7 or $17 products with their marketing budget, depending on how much you're spending on your ad costs and things like that. And a lot of times, actually, it usually takes the first up-sell to break even. But it really depends on the business, everybody's different.    The Case For Lower Upfront Offers   Basically, if you have a really good back-end and and a mass-appeal market, I would recommend doing a smaller upfront offer like a $7 or $17 offer and then you put them in your back-end funnel and it could be the immediate upsell sequence right after they buy with one-click upsells and all that kind of fancy stuff.   If you don't don't really know what that means, just shoot me an email at Jeremy@JeremyReeves.com. But I assume most of the people listening to this know what that is.    If you have a really good back-end, then it's better to bring people in it at a lower price because your lifetime customer value's probably going to be higher, you know what people are going to be worth to you as a business.   So if you know your customer lifetime value is, say, $3000 and you can get that back within the first 12 months, that's the average person. You know what you can spend upfront so you could afford to spend, you can afford to get people at a loss. It's called a 'loss leader' in the beginning and just and just sell them whatever you have for your back-end funnel.   The Case For Higher Upfront Offers   If you don't have quite as much of the back-end and you're relying more on just a smaller quantity of buyers and your buyers are worth a higher price. For me, for example, actually, I go after quality versus quantity so I have a lot of high-end services. I do have a couple of low-end products. But mostly I focus on the high-end services because I would rather sell 10 $500 products a month and get a couple of coaching clients out of that.   Because people buy it and they go into coaching rather than trying to sell people a $37 product because it helps my positioning, it helps me be the authority in the marketplace and things like that.    So you have to think about that kind of stuff. It depends on so many factors. If you're trying to be a maven in your industry, I would recommend going with a higher-priced funnel where you start off at 297 or 497 or something like that.    If you're going for mass appeal, you have a lot of customers that you're trying to get, you have a really good back-end funnel, that kind of thing, then I recommend going for a lower-priced product.   And this really is something that you test. What I actually recommended to this person that asked me this question was, I said, “Do a one-year-long test or six-month-long test whenever, however long your buying cycle is.”    So if most people kind of max out at 6 months, then do 6 months, If most people max out at what they're going to spend with you their lifetime customer value, then do 12 months. And you really have to know your key metrics for all of this stuff. So it's really good to know your metrics.    So what you do is do year-long-tests and you do one funnel, you do two separate funnels. One, start at just say 297 and and one starts at just you know 7, 17 and something like that, whatever low-end is for your audience because everybody's different.    And then you test the lifetime customer value over a certain time period, say, 6 or 12 months, and you see which one gives you more profit overall. So maybe with the $7 offer, you're getting tons and tons and tons and tons of customers and you end up with an average lifetime customer value of in a given say, a year, $997 is the average person, that's what they're worth to you.   And then you test that again starting at 297 and obviously you're going to have less customers but they're better customers. They require less customer support because that's usually the case. People that spend more are going to be essentially less, less needy. And I've tested that over and over and over again on all kinds of different markets and it's pretty amazing, actually.   If you're looking for a lifestyle business that's one strategy you can use right there. And basically, you test two completely separate funnels. One, that starts really low-end. One, that starts at a medium or high-end and you see which one is worth more to you overall and that's really the answer. So you really just have to test that. I have not found that either those works in every case. It really is better for each industry, it depends on what you want in your business.    So if you're going for maximum revenue, then you go with whatever one gives you maximum revenue. If you're going for a lifestyle business, then you go, I would say probably the higher-end is a better choice because, again, the customers that you attract even though you're gonna have less of them, are much better customers and they are less of a hassle for you. So there's less work on your end to do.    So keep that in mind. I really hope that helps. This is one that I would recommend listening to over and over again. I think I gave you a bunch of different insights in there if you're listening closely that you can really take and implement in your business.    The main consensus there is that if you're trying out if a low-end or a high-end funnel is going to work better for you, test two separate funnels and track it over about a year's time. I know that's a very long time to test, hopefully you're in business for long-term and not a one-two-year kind of deal.    But I hope that helps and let me know if you have any questions. If there's anything that you want a little bit more clarity on, just shoot me an email at Jeremy@JeremyReeves.com.    In the meantime, if this helps you, make sure you're subscribed on iTunes, to this podcast, make sure you tell your friends about it and go into iTunes, wherever you listen to this and rate it o that it'll help me, you know, jump up in the ratings and that kind of thing.    So make sure you tell your friends, keep listening, I'll be back in a few days and I will talk to you soon. 

In this introduction episode, you'll find out whether or not Sales Funnel Mastery is for you. Inside I'll go over exactly what this podcast will be about, who it's for, what we'll be discussing and what type of entrepreneur will benefit most. To learn more, please visit www.JeremyReeves.com Transcript This is Jeremy Reeves and I would like to welcome you to the Sales Funnel Mastery Podcast. I am your host, Jeremy Reeves and I want to start off with the first introductory podcast. Really, just by telling you a little bit, about me, about the, what we're going to be doing with this podcast, the topics we're going to discuss, things like that, and I definitely want your feedback, by the way, for topics we're going to discuss and things I can add into this podcast.  So let me get started really quick just giving you a little introduction about myself that way you know if I'm the kind of person that you're going to want to listen to, if you think I'll be able to help you in your business. So again, my name is Jeremy Reeves and I am a Sales Funnel Specialist.  What I do is essentially when I work with a lot of private clients and private coaching students, I take a look at their business and I try to figure out how we can build automated sales funnels and implement unique, innovative marketing strategies and improve sales conversions throughout the entire sales funnel process by using copyright techniques and conversion rate optimization techniques to increase profits, add more stability into your cash flow, and give you more freedom in your business to do the things that you want to do, to free up your time from putting out fires. Because what I really focus on is getting systems in place so that things just run like clockwork. And people, your prospects, and customers come into your business, they find out about you, and then after a while, they, they come into your funnel, they go through sales funnel, and they come out buyers and then you transform into hyper buyers and existing buyers and referral generators, things like that.  That's what I do for clients, that's what I'm really going to focus on. Just helping you essentially increase your business. And we're going to do that in a lot different ways. Most of these podcasts are going to be quick, little blurbs. I like to get into the meat of things. So these podcasts, most of them are probably not going to be over 20 minutes longer. They're going to be nice, quick, little things, instead of going on for an hour and blabbing about everything. I'm just going to get right into it. I might share a story or two if it transitions into the point I'm trying to make, something like that.  But we're going to take individual, small topics and just really break them down and give you implementable, actionable steps that you can do to input into your existing marketing funnel that you have in place already to help you to increase profits. That's really what the podcast is going to be about.  The podcast length is going to be short, little things. It's going to be a mix of me just talking like this as well as interviews and things like that with other business experts that I think will help add some value to your life. One of the things I'm probably going to do a lot is talk about the mistakes that business owners make. Because at this point, I have worked with well over a hundred different clients in, I haven't really taken count, but it's gotta be at least 40+ different industries. I've worked with tons of different industries.  And I see the same mistakes being made over and over and over and over again by people and it's just frustrating to me because people come to me and they're frustrated and it really gets me frustrated because I'm very empathetic with my clients.  I really take a valued approach of my clients and I really like to get into their lives. I see them as valuable friends and colleagues and things like that. I really care about their success so it bothers me that so many people are doing things wrong and they don't have to be doing them. So we're going to talk about a lot of mistakes and how to overcome those mistakes, how to not make those mistakes, and what you should do instead of those mistakes. Another thing we're going to talk about is sales funnels, of course, because this is Sales Funnel Mastery.  This is really going to be the bread and butter of the show. I'm going to really dive deep into sales funnels and really pick a part of what's good with sales funnels, what's bad with sales funnels, what you should do, what you shouldn't do, mistakes people are making in their sales funnels, techniques and strategies and tactics that you should be having in your sales funnels. One thing that I do realize is that there a lot of different business owners. Very, very different businesses. From service providers to information marketers to offline business owners to people with software companies, for example. So the sales funnels are very, very, very, very different between those main categories of businesses.  I'm going to have a lot of examples. I'm going to try to break it down as much as I can, maybe not in every episode, but I’ll give you several different examples and I'm going to break it down as much as I possibly can and show you how that would apply in certain industries and things like that so you can take examples from other industries and put it in your own. You can take examples from your own type of industry and put it in your own. So we're really going to dive deep into sales funnels.  Another thing we're going to talk about is unique marketing strategies because you can have a sales funnel, you can have, emails and auto-responders or re-targeting in place and all that stuff that makes up a sales funnel, but if you don't have a clear, smart strategy behind everything, behind all those tactical things that we're going to talk about, if you don't have a really have a crystal clear and just an innovative strategy, the sales funnel isn't going to anything. Because the first thing that you need is really rock-solid strategy. If you're talking to the wrong people, if you're telling your audience the wrong thing, if you have a product or service that isn't resonating with the market, those are all strategies that you have to come up with that we can talk about over this podcast.  So you have to have that in place and we can talk a lot about strategy. Another thing that we're going to talk about is changing your thinking patterns and I know this is a little bit  maybe unorthodox for a Sales Funnel Mastery podcast. But the reason that we're going to talk about changing your thinking patterns is because a lot of people don't have very good inner game of business. And things can happen where you're kind of relying on a big promotion to happen and then it doesn't happen and it just knocks you on your ass for a couple of days or a week or maybe it puts you in depression or puts you just into this mental funk and you can't get out. So we're going to talk about how to change your thinking patterns and a lot of kind of thinking errors that people have as well as how to think differently about marketing your business and growing your business and just having overall business growth in the short-term and long-term. A lot of everything that you do has to do with the way that you think about your strategy, about your market, about yourself and your business, about the people that you're serving, about your employees, everything like that. It really all boils down to your thinking patterns because if you don't have the right thinking patterns in place, none of those ideas are going to boil up in your mind that you'd be able to implement. Another thing that we're going to be doing on the podcast is interviewing some other people. So I'm going to be bringing in Conversion Rates Specialists and maybe even other Copywriters. I'm a Direct Response Copywriter at my core that's kind of where I got my initial training and I've really transformed since then.  So a lot of what we're going to do has to do with copy and how to write the best sales copy for your sales funnel. So we're going to be having interviews with all different kinds of people in different industries, with different skill-sets and things like that. Everywhere. From start-up entrepreneurs to more underground entrepreneurs that you've never heard of to a lot of business owners that you have heard of and all kind of people like that. So we're going to do a lot of fun, engaging, entertaining interviews.  That's pretty much it. I want you to know that I'm really going to keep this podcast as entertaining and engaging, as fun as I can. I don't like to be a boring guy, I like to really keep people on their toes, keep them entertained. So hopefully, you won't find this boring.  I'm going to try to keep it nice and fresh and entertaining. In every episode, I want you to walk away with at least one thing, one fresh, unique idea that you haven't heard before,  So that's my goal. And I want you to know that feedback is totally welcomed. I want you to tell me how I'm doing. I want you to tell me if the audio too loud or too low or if you don't or if I say too many “uhms”. Or if I'm not giving good enough content which that won't happen or whatever the case may be. If you want to hear about a certain topic, I want you to email me and I'm going to give you my email in a second. So any feedback that you have, I want you to definitely give me. So the way to get in touch me is to email me at Jeremy@JeremyReeves.com. So tell me what you want to hear, tell me who you want me to interview, tell me what challenge you're having that you have to overcome, things like that, and I'm going to do question and answer, things like that, to really keep this fun and engaging.  So that's pretty much it for this first episode. I really hope that you will follow the podcast, and tell your friends and rate it on iTunes so I can get up higher in the rankings on iTunes, and subscribe to it and listen to it. I'm going to try to do a couple days a week. At least once a week. I'm going to try maybe 2 or 3 days a week, something like that.  And again, they're going to be short, fun, engaging topics that we're going to discuss. So with that said, I will talk to you next time. I appreciate the time you're putting in to listen to this and I will talk to you soon.