Podcasts about sales funnel mastery podcast

In this episode, I walk you through a very simple formula for creating "WOW" promotions... either throughout the holidays or at any point during the year. Enjoy! Resources Mentioned None Transcript Jeremy Reeves: Hey what is going on everybody. Jeremy Reeves here with another episode of The Sales Funnel Mastery Podcast. And I am actually in my car right now, so I apologized if there is any audio issues, but hopefully you can hear me well. I’m on my way home right now from a funnel day that I just had with a client and we went over something that I wanted to kind of share with everybody and that is creating a WOW Offer. I actually just realized that you know, the kind of acronym with it, the WOW was very easy one to kind of come up with because it stands for the WHAT so like, the WHAT are you selling, the OFFER and then the WHY, right. So the WHAT, the OFFER, and the WHY. So just think of that as a WOW offer. So let us start with the WHAT right, so when you are -- you know, when you are coming up with you know, right now it is kind of early December. A lot of people are going to be having Christmas sales and promotions and things like that. All that kind of fun stuff, New Years. For him, he is in the health industry so you know, we have a lot going on with you know, the New Year’s resolutions and all that kind of fun stuff. So the first thing that when you are figuring out an offer to do you know, and I created some amazing promotions for some of my past clients. I created tons and tons and tons of money for them and I am going to be doing you know, the same for him. The first (inaudible 1:45.7) to place is you know, what, like what are you giving away? So if you only have 1 product, the what is easy because you know, doing something with that product right. For him, he has all kinds of stuff. He has I think like 6 or 7 different supplements. He has these meal bags which are like a whole bunch of different meal bags in different varieties and shapes and sizes and colors and all kind of stuff you know, he has yoga pants. He is having all kinds of stuff you know. So we sat down first to figure out the what okay and I will not go into the details about exactly what we are doing because that is you know, kind of confidential information that we went over, but the point is the first thing that I want you to think off is what, right. What are you going to -- what is the promotion going to be around essentially like what is the product or the service that the promotion is going to be about, okay. And then once you figured that out then -- and by the way, I usually go for the one the most profitability. In case you have a bunch of products and services, go usually with the one that has the most profitability because -- I apologize, it is getting loud here, I am passing at really loud truck. Hold on, okay. So go with the one with the most profitability and the reason for that is if you are going to give a discount right, you have the most margin to play with, okay. So if you have something that only has like a 25% margin you know, you do not really have much to play with so your offer the next part -- your offer is not really going to be that sexy, okay. So now that you pick out your what, right. We are going to go to the offer. So when you are figuring out an offer, a lot of people get this wrong. This is the most important part of this entire process, okay. So when you are selling a product or service, the 3 things that you need to kind of keep in mind are the traffic you know, the audience, the offer, and the copy, okay. Now when you are doing these promotions by far the most important thing is the offer itself, alright. It is more important -- I mean you already have the audience because you are doing this to your house list so your audience (inaudible 4:03.4) taken care off right. And then the copy, if you have a great, great offer, the copy writes itself alright, much more so than you know, if you are writing like a full sales letter or something like that because this is just based 100% on the offer really you know. You are not really selling them on everything else. So when you are coming up with your offer, basically, you have to get creative here. This is something that really you just need to brainstorm with somebody. It is really hard to just think like, oh you know, let us just do this you know. Sometimes it is easy like if you have an information product, you can just do 50% off like that is easy you know, it is a great offer. If you are not that lucky, sometimes a little bit harder, right. So for him, we actually did 2 parts of an offer. So we did basically 1% off and then also we added kind of an extra thing to that. Again, I will not get into it because that is kind of what me and him went over, but we did kind of just like 2 part offer okay and then that actually led into our reason why, okay. So going back to the offers for a sec. What you want to try to do is come up with creative ways that you can add more value okay without digging into your profitability, alright. So that may mean one of two things. It may mean doing less of a discount, but giving them some other type of value in exchange like another bonus or more time for consultation or something like that or you can think of it in terms of if you use the offer itself as kind of a lost leader and then you have an up sell in place or you know your backend -- you know your backend stats and you know that even though you might not make a lot of money on the offer itself you are going to get people who are going to buy your next product then I would also consider that as part of this whole process, okay. So that is kind of your offer just come up with something that be creative. Do not be lazy about this. This is where you should spend like 80% of your time is actually thinking about an amazing offer that nobody else is offering that stands out, that is amazing like it is so awesome that it is like ridiculous to pass up. People would be just insane if they pass it up, alright. So now you have who or you know, you have the audience, alright. So you have the -- you know, you have the audience. You have the what, right. So you have the whatever product that you picked and now you have your offer, okay. So now we are at the last W in the equation here and that is the why, alright. You cannot do these promotions without a reason why. You have to have a reason why you are doing the promotion. Again, sometimes you can get lucky and the promotion is just as simple as you are doing a Black Friday sale or you are doing a birthday sale or an anniversary or Christmas sale or whatever it is, right, but people actually respond better and they do work really well, but people actually respond also really well because you do not have to do these for just around holidays. You can do them at any time really. I teach my clients how to do this all the time. You know, you can do a thank you sale. You can do you know, some type of like a customer anniversary right. So they bought it from you a year ago and it is 1 year anniversary. You can do the customer’s birthday you know. You can do it based around different holidays. You can do it based around different -- if you find the calendar with like wacky holidays on it like there is you know, National Popcorn day. The other day actually was National Chest Day so like in bodybuilding. It was National Chest Day right. So if you are selling like bras or something like that you know, you can do it in National Chest Day. So look for things like that. Get creative about it and make it a fun event okay. And then -- but come up with a reason why. So for this client, we are doing a double -- kind of a double promotion. So we kind of wrap that around and this is the only part (inaudible 8:28.5) we wrap that around the fact that in his office they were celebrating the two kind of biggest you know, most common holidays in the month of December which are Hanukkah and Christmas, okay and you know, of course, there are other ones, but those are like the two that -- he and his staff are celebrating okay. So you know, the whole kind of theme is wrap around hey you know, we are doing -- we are having multiple holiday parties and celebrations and we thought that you should join in on the fun and you get rather than just giving you one discount (inaudible 9:02.1) giving 2 separate -- it is kind of like a double promotion-type deal, right. So that is kind of what we did you know for him, alright. And that is pretty much all there is to it. So just think of the WOW Formula, okay. So you are thinking of the WHAT and that is the actual like whatever the product or the services that you are going to wrap the promotion around and then you are thinking of the OFFER itself and then you are thinking of the WHY, the reason why, okay. And if you really nail those 3, and that is all you have to nail because if you get those, the copies are going to write itself and obviously you can do you know, you can increase the results quite a bit with really, really, really solid copy, but if you really nail those, you are already 80% of the way there and then you know, the better copy you write it is just going to take the really good results that you are going to get, it is going to amplify those results and get you better results, right. So that is it. That is all I got for today. I am actually going to be home here in a couple of minutes. So I am going to hop off here, but I hope everyone has a fantastic week and I hope you are also having fantastic month. Again, really quick reminder, if you have not started planning for 2017, do it now. Now is the time to start planning. Do not wait until after January you know. You want to start planning January now and next year and start getting your promotions in place so that you can hit the ground running in January rather than starting from scratch in January. Huge, huge difference in terms of your overall motivation level going in to the New Year, right. So I hope everyone is doing well. I hope you enjoy this episode and that you share it with your friends and all that kind of good stuff and if you want to get in touch to talk about a project then just reach out at support@jeremyreeves.com. I will talk to you soon.

In today's episode, I walk you through the 3 crucial steps I ask myself and my clients when we're thinking of the fastest, easiest path to grow. Very important to know as you put together your 2017 plan. Enjoy! Resources Mentioned None Transcript Jeremy Reeves: Hey what is going on guys and girls. Jeremy Reeves here with another episode of The Sales Funnel Mastery Podcast. Today, I want to talk about something that -- I have been thinking about actually since yesterday. So I have a phone call with someone yesterday, David. Hi David, if you are listening to this. I do not know if you are listening to podcast or not. But David and I are going to do a funnel day together. It turns out he actually lives like an hour from me which is kind of awesome. I do not really you know, find too many people who also live in Pennsylvania and especially close to me. So that is kind of cool. And you know one of the things that we kind of talked about and will figure out during the funnel day is kind of where to start, right because he has a lot of things going on, they are already doing really, really well in business, but they do not really have good sales funnel in place. So we are going to work on this kind of you know, taking them from doing well to doing you know, really well you know, from great to extraordinary that kind of thing. And so I have been thinking since I talked to him yesterday about you know, when you have a lot of things going on or even if you do not have that many things going on but you are you know, you are looking to grow you know, it is December 1st as I am recording this and you know, if you are looking to grow for next year like you know, a lot of you guys and girls are probably thinking about 2017 now and it is like alright well you know, I am making my plan for next year and where do I start? Like you know, what are the things to focus on because there is a billion different things that you can do, but there is only one of you, you know, and even if you have a team there is only 1 team. There is only a certain finite amount of people on your team that have a finite amount of time. So you have to figure out how to spend that time wisely. So I pretty much you know, when I am looking at you know, where do you start first right. There are really 3 big things that I look at, okay and the first one is, where you already have momentum. So you know, look at your business and if you have a hundred things going on and you are looking to find new growth in your business start with you know, where do you already have the most momentum, okay. And I typically like, I like to maximize the places that are already doing well. So for example if you have let us just say that your main source of traffic is affiliates, right. Could be affiliates, could be cold traffic you know or you know it could be like pay-per-click, Facebook or Google or whatever or it could be you know, SEO or whatever it is. Look at you know, figure out where you already have that momentum and maximize that first okay. So if you are already doing Facebook ads before you start going into you know, Youtube and Nativeads and you know SEO like all those other things. First, maximize what is already working in your business. That is going to help you find you know, faster growth than if you start a new like a new traffic channel for example right. If affiliates are your biggest thing, then maximize that first right. Really nail down that process first before moving on to you know, to other things, you know, to other traffic sources or to other you know, conversion things that you are testing or whatever it is. So that is the first big one is find out where you already have momentum. Put your focus there first right and maximize that first before moving on to other things. The second thing is what is the biggest leverage, okay. By the way some of these may cancel the other one out. So you are going to have to you know, there is a little bit of a gut call in here and that is why these funnel days are so valuable with people because we talk about you know, we discuss all of this. We go through all of this. It brings clarity in everything and we figure out we kind of consider all the different angles and figure out which way is the best one okay. And (inaudible 4:03.5) is just experience. It is your gut. It is your intuition figuring out where to you know, where to go next. So anyway, so the second one is you know, what is the biggest leverage, okay. So you know, you guys have probably heard a lot about leverage you know, it is always you know, if you want to grow you know, figure out where you can have the most leverage because for every you know, ounce of energy that you put in you want to find what is going to give you the biggest output for the least input essentially, right. So you know, figure out. Look at your business and say okay, where do I have leverage. Where is you know, so for example let us just say that you have 8 different products right, and one of those products is by far you know, head and shoulders a clear winner that gives you the most revenue right. So for example let us just say that you have just for example’s sake. Let us just say that you have 7 like lower end products for like $50 or $100 and then you have 1 that is $1,000 right. Well you might want to focus on the $1,000 product because that is going to give you the biggest leverage right. Maybe you put together webinar for that or maybe you know, whatever your kind of sales process for that is going to be. You have to look at where am I going to find the biggest leverage. Like where can I get the biggest growth from least amount of effort okay, because essentially if you can you know, if you have 8 hours in a day and it is only going to take you 2 hours to work on the you know, the thing with the biggest leverage, okay. And you can you know, you are going to get a bigger impact from that than if you put 6 hours in something else right. Where are you going to spend your time, you are going to spend it on the one where you can get the biggest leverage with a least amount of effort, okay. Because then that freeze up your time to also include other things to add other things into the mix you know. To make new hires or to start new marketing channels or to start splint testing or you know, whatever your time is best spent doing okay. So you know, number 1, look where you already have momentum. Number 2 where is your biggest leverage, okay. So for him, he is in like the health space okay. So he has various products and supplements and things like that and so for him, the biggest leverage you know, there are kind of 2 ways that you know, I feel we are probably going to go about it. Number 1 he already has momentum selling you know bags right there are these like (inaudible 6:34.7) bags. So there is already momentum there okay, but then we are also looking at what is the biggest leverage and that is more of the supplements because there is a lot more opportunity there to grow over the bags okay. So that is probably like what I was talking before about where you have to look at all of the different factors and say okay well you know, what is the best one like using your intuition. For me so far, not knowing that much about the business yet I will find that out more when we do the funnel day. That one is probably going to be the winner looking into the supplements because that is where I have a lot of my expertise. That is where he can find the biggest opportunity for growth okay because you know, it has a higher margins. There is more places to sell it. You can get into cold traffic whereas with the bags it is you know, a little bit harder to do that you know, because there are not like such -- as easy as it sell you know, that kind of thing. So there are a lot of factors (inaudible 7:32.2). The 3rd one is where can you get the quickest win. So a lot of times -- this is really about knowing your own personality right? So for me, not always, but sometimes, I can push back the reward for a very long time okay. So for example, I just launched the high ticket freedom formula course, alright. I worked on that for you know a good portion of this year knowing that I was not going to see any kind of financial reward right, for a long time and that is okay because I knew that once it went live you know, the reward was going to be worth it okay. It is actually -- we are actually going live on Facebook ads tomorrow with that. So that is really exciting. I am not sure when this is going live. If Andrea gets it live today then -- she is my VA, then it will be going live tomorrow, but anyway, so you know, where can you get the quickest one? A lot of people you know, and this is not a good or bad thing. It is just kind of it is what it is. A lot of people need confidence, alright. They need confidence in order to keep progressing. So rather than -- and this is what I do with a lot of my clients. If I have a really big funnel that I am putting together for clients that is going to take like 2 or 3 months right. A lot of times what I will do is get them a quick win upfront. So for example, for this client, right, we are probably going to figure out a lot of stuff that we can do over the next like 3 or 6 months, but I do not want to have to make him wait to get a return on this investment right because when I work with clients, one of the you know, the first things that goes through my head is how do I get this client a return right, where they are making money back as fast as humanly possible. And for him, you know, it is December 1st today, right. So what is coming up in a month for health. Everybody wants to lose weight. So you know, there is a very, very good chance that we are going to do a promotion, some kind of promotion this month or you know, set it up for early next month or whatever. We will figure that out with him to get him a quick win. So that win is going to basically pay for my fees right and then the rest is kind of just -- he already got that win and the rest is gravy right. So you know, where can you get the quickest win is the 3rd big one. What I do is when I am working with clients especially during these funnel days. That is what I look at right. So you know, we look at where you already have momentum. We look at you know, where is the biggest leverage in the business? What is the biggest opportunity for growth and the easiest way to get that you know opportunity you know, so if you have a whole bunch of trip wires that is probably not the biggest opportunity. If you have some kind of standout products or services that are higher ticket and you know that kind of thing, the biggest leverage is probably getting a funnel like a paid funnel to that to work properly right. And then the 3rd thing is you know where can you get the quickest win. So while you are thinking about 1 and 2 that is like more of a long term, right, you are also thinking about the short term and that is where you can get the quickest win, okay. So can you do some kind of you know promotion to get a quick win? Can you do -- if you are going to put together a big funnel, can you do just one piece of it, launch that to your audience get the results and then use that to kind of springboard to the rest of the sales funnel right. So you know, those are just kind of -- a couple quick things that I look at you know, I know everybody is going to start thinking about planning that kind of thing and you know, those are some of the ways that I look at you know, essentially how to achieve faster growth in the easiest way because there is you know, you can find growth. Anybody can grow, but it is a matter of how hard it is and how reliable is going to actually happen, right like the chances of it actually working. So those are some of the ways that I work with clients and also in my own business for you know, looking at growth right. So I hope you enjoy that. If you want to get in touch about doing a funnel day feel free to reach out. You can email support@jeremyreeves.com. Just let me know if you want any more information about that. It is basically where we spend an entire day together and kind of map out you know, everything in your business. It really depends on what your goals are you know, it is all based on you. There is not like you know, we do this then we do this then we do this. It is all based on you know, where you are in your business and what you are trying to achieve. I have done them in the past where you know, working with multi-million dollar companies that you know, the owner just wanted more free time right and we figured out ways to automate her marketing and you know, put together an automated sales funnel and she actually took a 2-week vacation for the first time -- completely unplugged in, I think it was like 8 years before that which is kind of awesome you know And then there are other things that (inaudible 12:16.4) looking for growth you know. I actually just did one a couple of weeks ago and showed the client a lead generation technique that doubled his leads right, within -- it was like 2 days after the funnel day and he -- he actually emailed me and he is like, Oh my God dude, I just got like double leads and yeah so everything above that I mean it is you know, double leads and then we have also put together stuff for you know, higher conversions throughout the sales funnel, all that kind of fun stuff you know, I can go on and on. Another one actually I did last -- I think it was last year. Last year you know, she -- and I talked about this in the high ticket freedom formula webinar. She quadrupled her business since you know, since our funnel day and it is really just about focusing you know, it is about okay, well what is working you know, where is the leverage and you know, let us nail that and that what she did and she quadrupled her business. She went from -- it was around $20,000 a month and now I think it averages $80,000 a month. She has had a couple $100,000 plus months. In fact, I think last month, she had $100,000 because she does income reports. So I follow her you know, keep in touch. But anyway, if you are interested in that, shoot me an email it is at support@jeremyreeves.com and we can chat about that and yeah that is it for today. I hope you have an amazing weekend. I hope this helped you and anything else I can do to help you just let me know. Talk to you soon.  

In this episode, we chat with "Doberman Dan", Dan Gallapoo. Dan has gone through more disasters and failures than most people do in a lifetime, yet has figured out a way to "get up" over and over again. We talk about what it means to be a REAL entrepreneur, how to continue to push forward when everything around you is crumbling, and much more. This is a must-listen! Resources Mentioned dobermandan.com Transcript Jeremy Reeves: Hey what is going on guys and girls. Jeremy Reeves here with another episode of The Sales Funnel Mastery Podcast. I am saying my own title wrong. And today I have on the line, a good buddy of mine. His name is Doberman Dan. If you guys have been around you may or may not have heard his name. He is a little bit of an underground kind of guy, a little bit how I am and he likes it that way. He likes to do things to himself in the dark. Dan is -- he is basically the true definition of a kitchen-table entrepreneur you know and that is kind of what we are going to talk about today is you know, what a real entrepreneur is and some of the stories that he has. I know -- I met him down in -- I think it was Florida? Doberman Dan: Yeah. We were in Naples. Jeremy Reeves: Yeah. Naples. Both kind of working with the same client and so we you know, had a fun night out and I heard some of his stories. I am not sure he is going to repeat them on here or not but he has got some interesting tales and so we are going to get into that. I am going to kind of give a little bit of a disclaimer that you may not want to listen to this when you are in front of young children or sensitive wives or husbands. If anybody is sensitive to language, I have given Dan full permission to be himself, so we are going to see where that leads. And you know, like I said, he has got some interesting you know, stories to tell. So with that said, Dan, tell everybody a little bit more about your story and kind of you know, where you started you know, some of the things that you have done in your life. What you do first of all and we will go from there. Doberman Dan: Well thanks for the opportunity Jeremy. I have been looking forward to this. We had fun down in Naples and I mean really other than some emails we really have not a chance to speak since then. Jeremy Reeves: I know. It sucks. Doberman Dan: So cool. So now we got to do that and then you get to record it and other people got to eavesdrop I guess. So I am going to tell all the crazy stuff you did on Naples after several weeks (inaudible 2:27.0) lampshades on your head and all that stuff. Jeremy Reeves: Yeah. I was drinking at Manhattan that night I think. Doberman Dan: That is right. That is right. So my story is I am a guy who grew up in Barberton, Ohio. So raised by poor parents. They are good people, just poor. Poor because they were poor in thought and -- you know, not to make excuses, but my mother grew up in (inaudible 2:56.8) poverty and if you ain’t seen Mississippi poverty, you ain’t seen poverty. It ain’t like the poverty you know, you and I see Jeremy when I lived in Ohio and you up in PA. This is 3rd world poverty. So you know, that affects a person and they usually (inaudible 3:16.3) so that was pretty much my life had been decided for me because of that conditioning and my faith so to speak was for me to graduate from Barberton high school and do the best -- get the best job I could possibly get which was at that time (inaudible 3:38.1 ) rubber companies in Akron, Ohio, but I get fired (inaudible 3:41.8 ). Unfortunately, in 83, when I graduated (inaudible 3:46.5) started moving out of Akron. So yeah, I did figure out what the heck I was going to do and to keep this short, I bounced around from thing to thing. Took the first jobs I could get and they were a lot of them. Vacuum cleaner salesman. Jeremy Reeves: Nice. Doberman Dan: Yeah. Jeremy Reeves: That had to be exciting. Doberman Dan: So exciting. I was not door to door though, although, I have sold stuff door to door too, not vacuum cleaners but (inaudible 4:16.4) distance service door to door, but yeah, the vacuum cleaner gig was I was manufacturers rep, but I would go into retail establishments and I have to sell the people you know, looking for vacuum cleaner. I had to sell them all my particular brand and so -- Anyway, one of the gigs I got was in security at the mall and then that lead to loss prevention job in a department store. This pre-camera days Jeremy if you keeping imagining this we lurked the floor in you know, just civilian clothes with a bag on our hands like we were shoppers, but we are out looking for shoplifters. So that lead to meeting some of the local cops and then some of our friends I worked with say, Hey, work at city of Dayton, giving civil service test for police officer. We are going to go take it next week. You want to go? And my first reaction was, well, yeah I guess. I will take the civil service test but anything after that if they call me in for an interview you know, I have to be honest about my drug use in high school and he was like, wait you are going to be disqualified because I smoked a lot of weed. Anyway, long story short, the Dayton Police Department understood that that was part of the growing up phase and they hired me. And that was supposed to be a temporary gig Jeremy while I went and sought my true life form dream of being a professional musician. So the police department thing was like, ah well, I can (inaudible 5:50.3) buy some guitar gears and recording gear you know and then when I get (inaudible 5:55.9) money saved up, I will move out to LA and go to musician institute or something. Anyway, my temporary and I am doing (inaudible 6:05.3) temporary job with the city turned into a 12 year gig and through 9 of those years, first 3 years full time police officer, part-time entrepreneur, but part-time failed entrepreneur every single venture. I tried to go in, just crashed and burned. It was painful. If I got (inaudible 6:35.2) or I would have been living under bridges and eating up dumpsters. So through just at filing, getting tired of beat my head up against the wall, and all these failed ventures, I stumbled upon this dude name Dan Kennedy. You have heard of Dan right. Jeremy Reeves: A little bit. Doberman Dan: Speaking of an underground guy. Nobody in online marketing or direct response marketing has ever heard of Dan Kennedy. Jeremy Reeves: He is probably the most well known marketer I think that has ever lived. Doberman Dan: I am going to agree with that. So I bought some of Dan’s stuff because it was promising that it could help you get a lot of customers and whatever business I had at that time (inaudible 7:16.8) was failing miserably I thought well maybe this is what I need, but I totally got flipped around when I realized, man I just bought some really bad copies in a 3-ring binder in like really bad audio cassette copy, probably like 8th generation audio cassette copy. If anybody remembers audio cassette it is like, would you make a copy of a copy of a copy 8 times. The quality of that is like (inaudible 7:47.7). Jeremy Reeves: They sound like The Martian. Doberman Dan: That is right. And I realized -- oh by the way, the product was awesome. It was all information about direct response marketing which I did not know anything about, but I realized this Dave Kennedy dude just sold me this thing paper and ink and a few cassettes for $400 with a letter and I thought, that is a way cooler business than any of these other ones I have tried to get going. So yeah, they got me started down the path of direct response marketing and copywriting and that led me starting my first mail order business in 1995 which was an information business in bodybuilding market. That was after 9 years of failure, that was the first business that works for me and about a year later, it was making -- not a lot of money, but it was making enough money to get me free of the police department job. So ever since 95 that has been my whole deal. Me starting businesses like that on my kitchen table with nothing but a yellow pad, a blue pen, and this squishy gray matter between my ears. Jeremy Reeves: Nice. Yeah. And you know, I know you used to be on the bodybuilding. In fact, I actually saw a picture, I do not know. I think this is you. There is a gray picture -- if you look up Doberman Dan in Google there is a gray picture of you I think when you were younger. It is in Fitness Atlantic. I am going to Skype it to you right now. Doberman Dan: I am 51 now, I am sure I was in much better shape when I was younger. I am sure of it when I was younger. Jeremy Reeves: There. I just send it to you. I am going to put that picture up in the show notes just to embarrass you. Doberman Dan: (inaudible 9:33.6) make sure it is me. My goodness. I am downloading it now. This will be interesting. Is it the one in the blue shirt? Jeremy Reeves: No. No. You have your shirt off. Doberman Dan: Oh no, no, no, no. That is not me (inaudible 9:51.9) any pictures of me with my shirt off. Jeremy Reeves: Okay. It looks like you actually. Alright. Never mind, I cannot embarrass you then. Damn it. Alright. Anyway, so getting back to copy and not talking about your shirt off. As exciting is that would probably be to listen to. Doberman Dan: At this point, at age 51, it will be exciting to know one. Jeremy Reeves: So I mean you used to be a huge -- are you doing anything with that anymore. I feel like you sold that business a while back right? Doberman Dan: Yeah I did. That infobusiness in bodybuilding niche led to a supplement business. My first supplement business because I figure it out you know, (inaudible 10:34.2) I am making pretty money selling infoproducts to these guys, but these guys are -- spent a lot of money on supplements. So I just kind of figured, all I need to do with my customers who buy my info is just flipped them to buy supplements from me. They are already buying the stuff. (inaudible 10:50.9) buying them for me and that 10x my business (inaudible 10:54.8) overnight. So that was fun, but I sold that business quite some time ago yeah. Jeremy Reeves: Yeah that is -- I work with a lot of people in the you know, the health market now and that is one of their main strategies is like, hey, I am going to teach you how to do this and then the pitch is so easy. It is hey, look, you know, I just taught you how to do whatever like overcome this or you know, get bigger or get skinnier or you know, get better vision or feel better or whatever it is and then it is like, hey do you want to just take a pill and you know, and you will get that result and it is such an easy like just you know, like you said, 10 times your business and you know, I think that is why -- it such an -- like a congruent up sell to what you sold them first you know. I think a lot of people missed that you know, when they are doing up sells I see people they are selling 1 thing and then you know, you get to the next page or they have the backend and they are selling something that is like, it is like kind of in the same realm, but it is really not like hey, you know, it is not the next logical step you know. Like infoproduct to a supplement is a perfect logical step because it is like hey, you can either go through everything. Do everything on your own. It is going to take in the next 6 months to get results. It is going to be complicated blah.. blah.. blah. or you are going to just take this and you know, you get bigger or get skinnier or whatever and it takes like 3 seconds you just pop the pill. I actually just took a fish or krill oil supplement as you were talking. But yeah -- Doberman Dan: I agree. Sorry to interrupt. You just pointed out something that is you know, from your observations there is really downright brilliant. It is a great marketing lesson and it is also a good lesson in human nature that people want the magic pill. So the closer your stuff whatever that is your product, your services, your advise can be to a magic pill most likely the better it is going to sell. So the bodbuilders like I said they will buy information, but what they really wanted is they wanted the magic pill or they want -- I want the magic protein powder that I can drink this today and tomorrow I wake up looking like Arnold. And even so that is what they want to buy you know, they are buying protein powder and creatine stuff. So I sold what they wanted. Now the reality is all that stuff helps okay, but what they really need was better information. They were all eating like crap and they were trained right. So I quickly flipped my business model to sell them what they want and give them what they need about infoproducts that I was selling now became bonuses that I gifted my customers when they bought supplements. Jeremy Reeves: Nice. I like that. So I have a -- I have a transition. I am stretching it a little bit, but I wanted to bring it up and I am going to warn everybody that if you are still around family you may not want to be, but do you think -- we were just talking about the magic pill, right. Do you think that that is what politicians are selling? You know, if you think about everything going on with you know, with Hillary and doofus right. You know Hillary and Trump you know, think about what they are selling people. It is the magic pill. Hey, you know, elect me and you are going to get this and this and this and this and you do not have to do anything for it because all you have to do is pay your tax is what you are doing anyway and I am going to fix all your problems for you, you know. What are your thoughts on that and just you know, politics and kind of government in general? Doberman Dan: That is not a stretch at all, political issues. That is totally related. Yeah. I mean I would 100% agree with that. I think that is what -- I think that is what these guys are selling. They are selling the magic pill because they are -- I mean as far as marketers, they are smart. Jeremy Reeves: Their marketing is insane. Doberman Dan: Maybe not the politicians, but at least whoever their handlers are. You know, they understand the psychology of persuasion. Listen, even the most logical amongst us wants to believe in the magic pill. There is something in us that wants to believe it even though we know it just does not exist. And so they are offering all kinds of stuff you know and you know, we are going to take care of you, cradle the grave, healthcare is going to be free you know, we are going to make university free now, this and that is going to be free, it is going to be so much better because we are running it. Thank God we are getting the evil greedy capitalist out of this shit and you know, we are taking it over. And people want that. I will correct you (inaudible 15:59.0) something you said and the part of the pitch is you just keep paying your taxes, we are going to take care of -- well, half the people are not paying taxes. So we have arrived at the point where the productive 50% are supporting those who choose to be unproductive. Jeremy Reeves: That is a good point. Doberman Dan: You know, here is the bottom line. Anything that the government -- the government produces nothing. The government does not produce values. Anything the government gives you, they have taken from somebody else and they have taken it by force, by either use of deadly force or the use of incarceration or the threat of deadly force and threat of incarceration. So if you are taking money from the government you know, I do not see how anybody can feel good about that because what was given to you was taken away from somebody at gunpoint. In (inaudible 17:01.6) well they have so much you know, they deserved (inaudible 17:04.6) take it from them. Really? Let us apply that to you. I am going to show up your house with a bunch of armed guys and I am going stick my Glock 19, my sidearm of choice it is like 98. I am going to stick it in your face or better than yet I am going to stick it in your children’s face and I am going to tell you everything. I want half of everything you got right now and if I do not get it, I am going to incarcerate you and your family or worse, I will just -- if you resist and do not go on peacefully, we are going to kill you. Because you have so much and others have so little. And I am not talking about people who are not capable of producing from themselves you know. My gosh, we should help them. We personally (inaudible 17:53.5) the people. The government has no business being in that business because they screwed up. They take 99% of the money from themselves and use 1% of it to help the people who need help. Jeremy Reeves: I am going to interrupt you really quick right there. I just saw a thing the other day. Now this is not government, but it is just -- it is kind of the same when you are talking about like efficiency of you know, people like, oh I paid my taxes and it goes toward this and this and this and the fact is, it does not you know. So I was just reading something the other day about Red Cross right you know, big charity everybody trust them. Doberman Dan: For good sample. Jeremy Reeves: Right. They got a half of billion dollars, I think it was last year. I forgot the timeframe. Just say it was last year right. Half a billion dollars and their thing is they build houses in like 3rd world countries that kind of thing right. So half a billion right. Guess how many houses they build with it? Doberman Dan: With the half of billion, you could build a lot of house. Jeremy Reeves: Yeah. Just take a guess. Doberman Dan: I have no idea. Jeremy Reeves: Go on. Throw some out there. Doberman Dan: I mean, if you are building nice solid you know, house. I mean you could build thousands of thousands with that much money. Jeremy Reeves: Six. Six houses. So they are building basically you know, whatever that is like 85 million dollar houses. That is the efficiency. You know, compare that if that money went to an entrepreneur and that was his business to be able to build houses and somehow he got compensated for that right. There are some type of incentive to do that you know, how many you think could be build? They probably build them for -- I do not know, say $20,000 each, so that is I do not know what the hell the math is on that one. It is a lot you know. If it is 50,000 even it is -- Jesus (inaudible 19:40.1) 10,000 or 100,000 houses versus 6 you know what I mean. I think that goes to kind of prove the point on that you know and it is just you know, who is going to build the roads of all entrepreneurs well you know. Who is going to do this for us entrepreneurs. And it is going to be cheaper. It is going to be more fare because there is actually competition. That is like you know, people -- that is actually another good point you know, bring it back to marketing is when people say, hey, you know, I am going to try to find an industry with no competition and it is like, no, because nobody is buying anything there you know. Doberman Dan: That is right. There is a reason there is no competition. Jeremy Reeves: Yeah. And it is good going into markets with competition because even if you are new to it, it forces you to be better, you know what I mean. Regardless of what it is you know, someone comes out with a similar product as you. Well guess what, you got to go back to the drawing board. You got to figure out how to make yourself better you know. That is what being an entrepreneur is all about you know. It is not about just creating something, making money and just sitting there. It is about creating something, making money, and then going back to the beginning and saying okay, how do we make this better. How do we you know, improve our efficiency. How do we you know add more value. How do we you know, whatever. And it is just you know, people I think forget that point you know. Have you ever had any experience with that? Like you know, as you were building some of the businesses that you have over the years, have you ever kind of come across a situation where you know, you have it, it was doing well and then all of the sudden something happened whether it is a new competitor or you know, Google banned you or you know whatever you know, something happened and you have to kind of go back to the drawing board and you know, you kind of hit that “O shit moment” and you have to go back and then kind of made everything better you know, than it were been? Doberman Dan: All the time in every single venture I have started since 1995. Once, the last supplement business -- the supplement business that I sold back in 2012 which I started in 2004 because of things like that, because of changes in Google AdWords and other online marketing changes that happened, like I lost half of my business overnight. I had this dream that I am going to start some deal that after get it going and tweaked in and doing testing, I get it going good. It is just going to be smooth sailing and it is just going to keep going like it never happened. There is always something that happens like you mentioned. Competitors coming in (inaudible 22:18.6) you know. Advertising media being taken away, Google AdWords, I mean we have been through several versions of that. Facebook is now -- many people are going through. I just went through that just a couple of months ago. Facebook ads are working great. Facebook ads just going to hell overnight. Email marketing just kicking ass. All of the sudden open rates across all different platforms AWeber, Infusionsoft all these different 3rd party platforms. Boom. Open rates cut in half. Now all of the sudden, you know, less than 50% of the people who used to get through messages are now getting them. It happens all the time and it is still frustrating but let us take a 30,000 feet from above view on this Jeremy. I think the reason most people become entrepreneurs even if they do not know it at that time because everybody says they get into this for the money or the lifestyle or both. I do not really believe that is why they are in it. I think that is -- those things are serendipities. I think the person who is attracted to this lifestyle is getting into it or even if they are not conscious of it because they want to grow as a human being and you cannot be the same -- let us say you are making a $100,000 a year now in your business and you want to make $200,000, you cannot be the same person you are now and grow your business to the point where you are making $200,000. You have got to grown and improve as a person and all these challenges that constantly hit us as entrepreneurs and things working great all of the sudden go to pot all that stuff. It is your self-improvement process. Jeremy Reeves: Yeah. Doberman Dan: That is you know, I mean like, it seems like it sucks at that time. It is it biggest blessing from the universe you could ever possibly ask for. Jeremy Reeves: Yeah you know what, I think that is a good point. You know, people still you know, kind of think of the whole mindset thing. It is like, oh well you know, mindset does not matter. It is just you know, cookie it is (inaudible 24:41.1) you know, but honestly, I have never ever, ever, ever in my life come across a person that was really successful that mindset was not the number 1 thing that they focused on you know. It is like you need like the skills or whatever you do, but if you do not have the mindset to back it up, the ideas never even come you know. The thoughts never formed. If you are not ready to grow when you know, shit hits the fan like you just, you crumble you know and that is why you hear a lot of entrepreneurs something happens and they just never get out of it you know, they hit that they hit the rock bottom and you know, the rock is just keep tumbling all over him versus you know the really successful entrepreneurs. They hit rock bottom all the time you know, a lot of us. And thankfully, like as you get more -- as you get more successful it seems like the bottom is a little bit higher you know. So like I know my old failures like you know, looking at them now is like who freaking cares. It was like (inaudible 25:42.8). Whereas now it is like, it is easier to kind of pick yourself up off the floor you know what I mean, because you you know, because you are better as a person you know. You have more skills, you have a better mindset. You can push yourself through it. I think a lot of people you know just expecting to go smooth all the time. They expect to launch a product and it is profitable. Boom day 1 you know, like how often does that really happen. You know, it requires testing and tweaking and then it becomes profitable and then you know, you start multiplying the profits and then guess what? Eventually, like you said, something happens and it goes back down then you got to figure out okay, you know, what happened or why it happened. How do we fix it you know. And like you said, a lot of times, when the bad things happened that in the moment you think is like the most horrific thing ever. Like you said, it is typically like a big blessing in disguise and you can rebuild the business a lot stronger than it was because when bad things happened it reveals the weaknesses that were in the business. So then you rebuild it with by strengthening those weaknesses so then you know, it does not happen again, hopefully. Doberman Dan: That is so true. And the mindset is a key to all that. I have had a love-hate relationship with mindset back when I was the 9-year serial failure entrepreneur. I got deep into all the (inaudible 27:11.3) stuff (inaudible 27:12.4) all the classic stuff. I mean constantly listening to those tapes you know, somebody got the Amway business so I was going to all those functions and you know, I was deep into it as you can get. I mean could quote chapter and verse all of the stuff you know. Every day and (inaudible 27:29.5) I am getting better and better (inaudible 27:31.5) and all that stuff you know. Things in my life were just not working. It was horrible and after a while I just got fed up and I am like you know, the hell with this. Let us just focus on pragmatic stuff and I learned direct response marketing and copywriting and I just put my head down and just work like a fiend and things went well because of that, but they never went really well. I would grow things -- I would get things going that would grow really fast and I have this big successes and then you know, I would lose all my -- I have gone broke 4 times. I have gone legally bankrupt once and then completely broke another 3 -- almost 4 times but 3 times for sure broke like nothing. And that kept happening and you know, but still I was able to persist just because of an insane work ethic and just stupid persistence like anybody in the right mind should have quit and I was keep going. Jeremy Reeves: Yeah. Sometimes it helps being slightly insane. Doberman Dan: (inaudible 28:45.9) insanity. Insanity has my vote. (inaudible 28:50.0) crazy people are the happiest so but I just always hit these brick walls until recently and I think I finally found my balance. I mean, yeah, it is mind status such a huge part of it and there is stuff that you know, I do not understand why it works that way. First of all you feel better when you have the right mindset so that affects what you do and how you react to stuff that there is some other energy-related, quantum physics-related things going on with that too. The past couple of years since I finally found my balance between the pragmatic but just do a whole a bunch of stuff and work like crazy. Balancing that with the right mindset the floodgates have open (inaudible 29:36.3) 21 years but you know, in most cases, one of my friend says, it is not a skill set, it is a mindset. If you have the right mindset, you can get the skill set you need to do whatever it is you want or you can buy the skill set you need by hiring somebody else or you know, if you really got a vision, you will find people with the skill sets you need who will follow you. So yeah, mindset is huge man. Jeremy Reeves: Yeah and you know, one of the things you are kind of talking about was the ability to just get back up you know when you are down and just the ability to push through it with just you know, (inaudible 30:21.1) determinance is that a word? Doberman Dan: It is now. Jeremy Reeves: Determinance, I am going to use that in email. Remember everybody you heard it here first (inaudible 30:35.6). Shit. Now I forgot what I was talking about. Doberman Dan: Getting up once you get knocked down. Jeremy Reeves: Yeah. Yeah. I mean it is like anything else in your life you know. If you want to like you know, you have been into bodybuilding and the only way that your muscle grows is that if you add you know extra stimulus that is not used to and you push your body to grow. You know if you go and you do this you know, you are curling 40 pounds every single time you go, well guess what, you are going to get strong just like -- just strong enough so your body can lift that weight comfortably you know and it is not going to get any stronger because why would it. That is all you are doing every time, but if you go into the gym every single day and every time you are pushing yourself you know, your body has to adapt and that is how you get stronger and bigger and you know, the same thing losing weight. I mean, you have to go into a deficit you know to lose weight and you know, sometimes that means being hungry you know, and you just have to say well freaking shit, I want to lose weight you know. I know I am hungry, but you know, you just kind of push through it. I feel like a lot of you know, since the whole like (inaudible 31:40.8) talking about before you know, we started recording you know, I am all about lifestyle, but a lot of people take like they start a business and they are like, oh I want a lifestyle business. And they think that they can do that from day 1 you know and it is just not the case you know. You have to have that momentum first before you can have the lifestyle like you have to do like you did. It took you 21 years, but now you have the lifestyle you know. It may take some people longer. It may take some people shorter you know. I think it is a lot easier to make money now than it was you know, back in like 90s and everything because it was you know, with just you know, online marketing methods it is so much easier to just get your you know, get your name out there. But yeah, I mean, I think that, I think that like rugged entrepreneur mindset has vanished since the internet came out you know. What do you think about that? Doberman Dan: Well, it seems to be vanishing in the U.S. but since to be thriving in other countries like Asia. In fact, Dan Kennedy told me just a few weeks ago that if he were younger man and was not in the process of pretty much scaling down to retirement in the next year or so he would be completely focused on Asia because they have the mindset and the work ethic that we used to have here. Although, you know, I should not generalized. There are still, there are still a lot of people who have it here. Jeremy Reeves: Oh sure. Definitely. Doberman Dan: You know, it seems to have been brainwashed out of entire generations. Yeah. It is the persistence. It is the -- it is just getting back up when you get knocked down that I do not know man. It does look seemed to be that we have that like we used to know. It sounds like (inaudible 33:37.0) and maybe we can blame the government. I mean they have been -- Jeremy Reeves: Might as well. Doberman Dan: (inaudible 33:45.2) they have been working really hard since about World War II to condition that mindset in the people because of their agenda. And you know, like hey, do not worry about it you know we got to take care or take care your cradle to grave you know just get on the gravy train man. Just (inaudible 34:05.6). And you know, so there is that safety net like for me that was not an option. There was no safety net. The option was I made this work or you know, I am literally homeless which I have been literally homeless. Thank God I have this piece of shit 10-year-old Ford Taurus to live in for about a month while I went through that, but you know, those -- I did not have any other options, so I had to get that go. And I will say this. People asked me how did you keep doing it after so many failures for so long like 10 year, a decade of one after the other business failures you know, at least 2 to 3 years. So the truth of the matter is every time something (inaudible 34:57.3) I give myself a certain period of time where I do the pity party thing, but then after that it is like, alright. I am done. It is now, it is now time to stop crying in my beer and get back up and go at it and jeez man even if -- even if you just are a complete screw up and do not know a damn thing just do process of elimination you will eventually stumble up or something works for you. Jeremy Reeves: Yeah. It is funny. I actually do the exact same thing like whenever something goes bad or you know, I do a client project and it does not you know, turned out as we hoped for the first round or something like that and I just you know, you get that like failure feeling. Oh my God, you know, I am worthless. I am like you know, I sucked in what I do you know, you go through that whole kind of alter ego where you are just like horrible person. I actually set like I will set a deadline so if it happen right now you know, if I got an email or something you know, it is 2:45 right now and if I got an email I would say, okay you know, like I would lock upstairs. I would be (inaudible 36:01.7) my wife would be like, Jeremy what is wrong. I would say nothing. She says something is wrong. What is wrong you know, you go through that thing. And then I would tell her and then I would say, alright, you know, what -- after like an hour you know, because the first like hour or so you just feel like (inaudible 36:14.4) and then like after like an hour it is like alright. I am giving myself a specific timeframe you know. I am allowed to feel like hell for the next whatever it is like the rest of the day or whatever and then you know, you put on your calendar alright, now that is over. Pity party is over. Now it is back to work and we got to figure out what was wrong and how to fix it and how to you know, make sure that mistake never happens again you know. Doberman Dan: Absolutely. You know like, you go back out in the garage and you go ahead and take down the news you put up and like okay, well. Jeremy Reeves: So speaking of like you know, you were saying you kind of after so many failures there is just enough of them that you made that is kind of process of elimination. What were some of the things that you know, you kind of you know, you made all the failures for how many years like a decade or whatever and then you started, I mean you are like fantastically good on what you do and you have some huge successes. So like what was the turning point? What was like the big kind of “Aha Moment” that you had after all the failures? Doberman Dan: I think it was just the process. I do not think I had all the sudden flash of brilliance and thing and the dots connected. It all came from well a couple of things. I mean in spite of really, really bad conditioning, I just knew it just made logical sense if 1 human being can do something then even if I am not as smart as them not as good looking, I do not have any money, I can do the same thing, maybe better. So that kept me going, but you know what it was, it was getting back up after getting knocked down. I mean if you just keep getting up to bat and swing it at that thing with all your might you know, eventually, you are going to get a hit and you know, in some people if I have led people to believe this then I apologize, but you know, some people think after certain number of years who just well you have got it nailed and everything you do is a home run now. It is still like 8 out of every 10 swings at that ball is a complete strike out you know. It is just that continuing to get up to bat to go through the numbers you got to go through to get to the homerun or you know heck. You can make a really great career out of base hits. Jeremy Reeves: Yeah. Lot of people do. Yeah. It is actually funny because the playoffs you know on right now. I always watch the -- my wife loves the Red Sox so I always watch whenever they are in the playoffs. So I always watch it with her and they just lost actually and you know, David Ortiz retired and you know, Big Puppy. And he was you know, one of the best players they have had in a long, long time and you know, his average was I do not know what it is exactly, but it was roughly you know, .3 which means that guess what. He went up to bat 10 times, he only got on base 3 out of 10 and he was like one of the most famous baseball players right now you know what I mean. He is like an absolute rockstar for 3 out of 10 and you know, it’s -- that is I think how most entrepreneurs are. And there are a lot of ways I think to increase that like if you know, if you already have a big influence in your industry and you are launching a new product that you have done surveys, you have done all the research to figure out that they definitely want it that kind of thing like you are going to improve your chances, but you know, when you are coming out a new stuff, I mean it is you know, like I was telling the client the other day. You know, I was kind of talking to them about it and I said you know, if every entrepreneur hit not even a homerun but -- even minimally successful with everything they did, everybody in the world would be an entrepreneur you know what I mean. Like the only -- like you have to be an entrepreneur if you are willing to get punch in the face and then you know, kicked a couple of times while you are down and then stand back up and then have like 3 more people punch you in the face you know and then have a truck run over you while you are on the ground and go through that you know for years and then be able to stand up on your own you know. I think that it is just -- Doberman Dan: That is a good analogy because that is how I feel sometimes. Jeremy Reeves: It does. Like you said, even now you know, even people who are successful. I think it is something that a lot of people do not share is like a lot of people are not vulnerable enough and you know, but we all go through it you know, I do. You do. Every successful person does. Dan Kennedy you know, I am sure he has been doing it for you know, like 400 years now you know, like we said before, he is one of the most you know, well-known marketers that is probably ever lived and I am sure he still has a ton of promotions that bomb you know what I mean. Doberman Dan: He does. Jeremy Reeves: And you just you know, you go back to the drawing board and you find out why it failed and then you redo it and then you find out why the second one failed and then you know, you redo it and then you just keep doing that until it wins you know. It is kind of the name of the game. Doberman Dan: It is the name of the game. I think too many people who give up too soon you know, the problem is do not compare your backstage to somebody else’s frontstage. So in our -- we got a weird world that we live in Jeremy. This internet marketing world -- right now I guess this would be considered my frontstage okay. I am on an interview and you know we are talking about my experience and my successes and stuff and I used to go to these interviews and I would think (inaudible 42:08.0) I mean this guy is making a billion dollars a minute with everything he does you know. I can barely pay my bills and well you know, there we go. That is comparing your backstage with the person’s frontstage. When you are seeing somebody on stage in situations like this and they are talking about their successes most are not going to mention all the stuff that just went horribly wrong and it was bad because it is still I mean you never -- sorry if I am discouraging anyone, you never reach a point where it is just like -- Oh I am now successful, it will be smooth sailing from here. Now, as long as you are building something it is going to be like for every 7, 8, 9 times up to bat it strikeout or for every 100 times off the bat 99 times are strikeout you know, 100 times of base hit you know, it’s good base hit. You get (inaudible 43:07.8) but that is just the real world man. So do not feel bad if you are in the middle of that. That is like perfectly normal. You are right on track just -- if you have been feeling bad it is probably because you are comparing you backstage to some other (inaudible 43:24.0) frontstage. Jeremy Reeves: Yeah and I can tell your Dan Sullivan’s fan with the frontstage and backstage. I know exactly what you are talking about. And actually another thing that he talks about before we wrap here -- another thing he talks about is the gap you know. I do not know if you are familiar with that concept, but basically, you know, when you are like when you look at yourself and you are actually doing pretty good you know. You are making a decent income. You are hitting some you know, successes. You know, you are chugging along and you are looking at all your competitors and everyone else who is doing better than you and you are making yourself feel like hell. First of all, I mean that is normal, it is human nature. We are always going to compare ourselves to others you know. You are going to feel better if you do not do that, but it is a lot easier said than done. I even find myself doing that sometimes you know. I can -- I have kind of train myself to catch it so it does not happen very long. It is kind of like a couple minute kind of thing anymore, but if you just change the frame of it and rather than comparing yourself to what you want to be right. Like comparing like you are the middle here and there is the past behind you and there is a future in front. Rather than comparing yourself to where you want to be so like say you are making $100,000 a year now you want to make a million right, huge gap in between there. Compare yourself to what you used to be you know like you, you know. Compare yourself to like when you are going through you know, some of the bad times. Compare yourself to the worse times when you were you know, broke and living in the car and right now like if you compare it to your past it is going to -- you are going to feel like royalty even in your worst spot you know, rather than comparing to you know, where everyone else is and there is just that huge gap between that and it makes you feel horrible you know. And then you know, it kills your creativity. You cannot focus. Like you just -- you kind of get in that like depressive state and it is hard to climb out of that you know. So it is just about shifting your focus I think. Doberman Dan: Yeah. It goes back to mindset too. The gap in the (inaudible 45:33.5) was a huge epiphany for me that you know. Anybody that is profession is tendencies like I do which by the way is just that is not noble. Being (inaudible 45:46.2) is not noble. It is a form of self hate and it is just pure torture. I mean you would not tweak your worst enemy like that, but anyway, those of us who have been cursed for whatever reason with the profession as tendencies are always looking at the gap and again comparing our backstage to somebody’s frontstage and look at the gap like, oh man I wanted to make (inaudible 46:12.2) much money. I wanted this size of business and I am only here. Man you are really beating yourself up. Why don’t you turn around every now and then and look where you are now from where you came from and that might be a huge revelation to you. Jeremy Reeves: Yeah. Absolutely. Well said. Well hey. I know we got -- we both going to hop off here in a minute here, but you know, before we jump off. Two things. Number 1, if there is anything that you know, you got on this podcast and you kind of had in your mind that you have some kind of big insight that you wanted people to know. Let everyone know before you know, before we wrap up if I forgot to ask you question or there is just something that is like burning inside you that you just kind of what everybody to know. If you have anything like that and then secondly, tell everyone where they can you know, hear more about you and kind of get onto your list and just you know, listen to your shenanigans and help them grow their business and all that kind of fun stuff. Doberman Dan: Well thanks for the opportunity to do both those things. It is kind of funny Jeremy. Initially, I had the intention that I was going to talk about some recent revelations breakthroughs that I have had in -- as far as marketing goes, but it was all mechanics stuff you know. It was like this type of funnel and marketing versus this type. I kind of -- not kind of. I mean I had it on my head to talk about that, but you took it in a direction --You are a good interviewer man. You took it into the direction that I was not prepared for, but I believe you know, based on 30 years experience now as a serial entrepreneur, it was something way more important than the mechanics. I was initially going to talk about it. So I would say now that if I am going to leave somebody with something I would say this. You are not broken. You are as good or better than anybody else. If anybody has done (inaudible 48:19.8) like if you think what I have done is pretty cool. Oh trust me. My dear listener. This is nothing that you cannot do. I can with 100% -- I would bet every penny I have that you can do it and I think Jeremy is the one who dug up the key to making that happen. This interview today, you have dug up the key to making that happened and that is just to continue to get up time after time no matter hard they knocked you down. You just continue to get up. Jeremy Reeves: Yeah. Absolutely you know. One thing I would like to add to that is do not look at this you know, because I think what we covered today and I know like we you know, have the conversation before we started and we were going to talk about like totally different stuff, but you know, and that is why I do interviews like this. That is why I do not script questions because a lot of times you just get on the path and it is just the right path you know. I think this is way more valuable than if we talk about like oh you know, what is the last 3 split test that won for you and you know. What is the -- how do you write better headlines or whatever. The one thing that I kind of wanted just to expand on is do not look at everything especially the gap I would say. Do not look at everything just in terms of business. Apply it to all of your life right. Apply to it your health. Apply it to your relationships with your wife or your husband. Apply it to how your parenting you know. Apply it to if you are spiritual you know, your spiritual practice or your religious practice whatever you are into you know. Look at how -- because we all you know, we all want to grow especially entrepreneurs you know, we all have like you said before. We all have that drive to get better you know, that is what makes us entrepreneurs. So get better you know and get better without guilt you know, God, that is a good headline you know. Doberman Dan: I am going to totally swipe (inaudible 50:19.7). Jeremy Reeves: But honestly because you know, we all feel guilty if we have not hit our goals in the timeframe that we want to hit them in right. So rather than doing that you know, look at your life and say well where was I before you know and how much progress have I made in my health, in my relationships, in my whatever my slip, my revenue, my parenting you know, whatever it is. Look at that and it just puts you on such a better mind frame you know and I have got to train my wife even like when I get in mood like this because you know, I am like you, I am kind of perfectionist not really in terms of -- I kind of (inaudible 50:55.5) in certain things like in results you know what I mean. And she can tell like instantly when something bad happened and I am in one of those moods and I have kind of like trained her to say like alright well you know, what happened before this. Where were you before you know. Are you better than you were then and you know, the answer is almost always yes because it is just constant improvement you know in all the areas in my life you know. I think if everybody looks at their life in those you know, in that frame it just makes you a lot happier and being happier and being more creative and just like kind of mentally you know free I guess makes you therefore a better entrepreneur, a better husband, a better father, a better I do not know maybe not health, but although actually yeah because you know, your mood affects what you eat a lot you know. That is kind of the final thing I would like to add in there. So before we head off. Where can everybody learn more about you? Doberman Dan: Well the best place to get into my world is my website, at dobermandan.com and if anybody wants to they can -- I have been publishing a print newsletter delivered the way God intended newsletters to be delivered and paid for an ink. Why I get old fashion postal mail. So for 6 years I have been publishing that. It is a paid newsletter, but I will give people a free PDF version in one of my newsletters at dobermandan.com and I also have a podcast called Off The Chain With Doberman Dan that you can find on iTunes and I would just be thrilled if you show up occasionally and listen to me running my mouth on my podcast. Jeremy Reeves: Sounds good and you know, like always, those links will be in the show notes. So do not even you know, you do not even have to try to remember it, just click the link on the show notes and you will go right there and yeah. Well, hey man, it was a pleasure not only catching up, but being able to share our conversation with everybody else. It is a -- I think that is one of the things I love about being able to you know, interview people is that you know, you can learn from some amazing people and you know, improve your own skills, why you are helping everybody else you know. I think it is kind of an awesome. Doberman Dan: Well thanks for the invitation. I had fun Jeremy. I appreciate it. Jeremy Reeves: Yeah. Sounds good. We will talk to you soon and thanks again. Doberman Dan: Thank you.

In this episode, we switch things up and talk about a few of the biggest lessons I've learned over the past 6 months for building a bulletproof brain to feel better, become more productive, and become a better thinker - all by taking control of your health! Enjoy ;)   Transcript Hey what is going on guys and girls. This is Jeremy Reeves with another episode of The Sales Funnel Mastery Podcast and I hope you all had a very, very fun Halloween. If you have kids, then you know, hopefully you took them trick or treating, well maybe not until like 16, that be kind of weird, but if you have young kids I should say or if you you know, did the whole trick or treating thing with people coming to your door, I hope that was fun. We had our boys out last night and it was freezing here in PA. I think it was, probably like below 30s you know, by the time we got home so it was really cold. I am not looking forward to the cold weather, but it is what it is. So today -- actually, I have a really quick update first before we get into it. So the webinar project right, the high-ticket project that I am working on that I have been telling you about over the last couple of weeks is almost done. In fact, the product itself I actually just finished you know, there are some little tweaks and added some stuff here and there, one or two little things that I have to add, things like that, but you know, it is essentially done and one of my things that I am doing today is actually getting it set up in the membership and like kind of getting all that prep and all that and then I have to actually put together a webinar you know, that is going to sell the course on doing webinars, right. So first of all, you know, I am planning on launching that in the next 2 weeks. So November 14th is, hopefully, the starting date. We are going to find out -- I do not like to rush launches. A lot of people -- a lot of my clients -- you know, they will come to me and say, hey I want to launch tomorrow you know. And I do not like doing that. I always like to get myself extra time to really do it properly, to make sure everything is set up right and all that. So as of right now I am planning on launching that course on November 14th and I am really excited. It is going to be freaking awesome. Everybody I have shown into so far is like, oh my God, this like a total game changer. It is like completely -- unlike anything else it is out there right now. So I am really, really excited about that and I will tell you why it is so awesome as we kind of come closer to it right. So if you are in the market for doing something high ticket. If you have anything high ticket, I would highly suggest not getting anything else until I launched that course because I am telling you right now it is going to be absolutely just completely game changing for you. If you have a webinar and it is not converting well or if you want to put together a webinar and it is just been a giant pain in the ass hint.. hint.. it is going to be perfect for you hint.. hint.. and yeah so that is it. So today, I want to go -- I want to talk about something a little bit off topic right. It is not technically about business, but it is about productivity right and that is health, okay. So I actually just cut down -- I have been -- when it was, let us see -- about the middle in March maybe early April something like that, I was 195 pounds. I was -- I have been fluctuating a lot you know in my life and I think the highest now -- I am only 5’9 by the way, so I am not a tall guy. The highest I have ever been was 205. I think that was when Katie was pregnant with Connor. I kind of did the whole you know, she is pregnant so I am going to eat like she does. Even though you know, the whole pregnancy myth with you know, eating everything is you know, that is also a myth. You really only need like 3 to 500 extra calories a day. But you know, so my wife does not even really eat all that much extra you know, definitely extra, but not like you know, disgusting huge, you know, gross meals every night. But anyway, so in March or April I was 195 pounds and I remember going back like I was -- every single day, I would get really tired in the afternoon. I would get my 2 waves of tiredness so to speak would be between 1 to 2 o’clock and then between 6 to 7 o’clock. So I was getting two different points in the day where I was getting really tired right and I mean like you know, like I am about to pass out tired right. And I have never eaten horribly right. I have always had like a semi-healthy you know, lifestyle. My problem back then was you know, I would drink like high-calorie beers and stuff at night and that kind of thing. My nighttime is really bad you know, I would have a giant bowl of popcorn with butter something like that. So that was one of the big things. But what I have noticed as I have really cleaned up my diet and my exercise program since November so how many months that is, it is like the last 6 or 7 months whatever that is -- is that my productivity has gone way up right. And that is why I want to talk about it today, right. And because a lot of people on this are probably you know, you are probably a little bit overweight or a lot overweight or you are -- maybe even if you are not like you have really good genes and you are not overweight, but you still eat bad, it is still going to drastically affect your mental performance right and as entrepreneurs, that is really, really, really important because if you are not there mentally right, if you do not have a clear sharp mind, you are not going to be able to come up with new creative, innovative, breakthrough ideas, right. You are going to go through your day just kind of like forcing yourself to get it done rather than having the motivation to get everything done rather than having the excitement to get your work done rather than coming and waking up energized and ready to tackle the day, right. So a couple of things that really helped me right. Number one is no breakfast. Huge, huge, huge breakthrough for me was no breakfast, right. And a lot of people are thinking, oh my God I am going to be starving in the morning. Oh my God, oh my God, oh my God. No. You really won’t. Now some people do. It does take a little bit of a period until like kind of get used to it. Now I have never been a huge fan of breakfast, but I have always eaten it just because I thought I was supposed to, just because you know, breakfast you know, “is the most important meal of the day.” It turns out that is absolutely not true. Whoever you heard that from, not that they are lying, but basically, the what happened was -- back in the -- I think it was the 60s. I might be off from the timeline, but 60s give or take a decade or two, the people that started saying that were you know, where do you think I am going to this? The people that came up with that idea guess what they sold? Breakfast food, right. They were marketers. Just like the people that came out seasonal affective disorder. That is not actually a real thing, right. It is just something that has been implanted into like the minds of American citizens you know and then the people that are making these things up are then selling the solution. It is actually a brilliant marketing technique, but when it comes to eating breakfast, it is absolutely not necessary whatsoever. It has nothing to do with your metabolism, right. This has been proven like a thousand times that not having breakfast does nothing to your metabolism at all, right. It actually, it takes like 2 or 3 days of eating nothing for your metabolism to really start dropping a lot. So if you are worried about like your metabolism dropping. It will not happen. I promised you, okay. You can look up the research. I am not going to go through it all right now because I do not have it in front of me, but you know, it is -- basically, there is zero evidence of it reducing metabolism, okay. The second thing is -- oh well, I am going to be like -- I am going to be hungry all morning. When you first do this, right. If you eat breakfast every morning, you are in the habit of eating breakfast and because of that habit, your mind is going -- your body goes through these you know, these habits. So if you wake up and the first thing you do is put food, put calories in your body. Your body is going to expect that. So the first week maybe 2 weeks, you might still a little be - be a little bit hungry. What you can do to stay that off is drink a little bit more coffee right that helps blunt your appetite and also, big thing that I have done is carbonated water or like seltzer water or something, some kind of non-calorie -- please do not drink diet soda, it is gross, except for like a treat once in a while. Something you can put in your body that is carbonated because it fills up your stomach right. That helped me a lot. Now these days, like I am up at 5:30 in the morning. I usually do not eat until 12 to 1 o’clock, right. So I am going like whatever that is like 6-1/2 or 7 hours, I do not really get hungry right and it is because I have trained my body to do that, okay. So the first thing is no breakfast. You are going to instantly drop weight because what happens is, if you have like a 2000 calories you know, if you are eating 2000 calories to say, and you are eating like a 4 or 500 calorie breakfast well now you can put that into like your dinner right. If you have the same lunch no breakfast now you can have a 4 or 500 calorie extra for dinner and still have the same amount of calorie. So you can have such more amazing meals, okay. So it just makes it way, way easier okay. So that has been a huge thing for me. Second thing is, in terms of like mental performance energy that kind of thing, is for your lunches, low carbs okay, because carbs are going to make you tired right. When you get that blood sugar spike, when it comes down right that is when you get really lethargic and that is why I used to get at 1 or 2 o’clock, I would get that you know, that drop right and the same thing (inaudible 10:18.2) because we eat at 5. So like within the next hour to 2 hours, you are going to just you know, hit a rock and if you do not want to do that anymore, try eating lunches with lower carbs okay. Now I am not one of these people like, carbs are not enemy. I eat a lot of carbs you know, today actually, I am eating a giant thing of chicken and rice for lunch and I am eating pasta for dinner, right. Now I am in a bulking stage now actually because I got out in 170s. Now I am going to start putting on some muscle. So I am actually eating a little bit more, but you know, in a normal day, I do not really eat that many carbs for lunch, right, when I am cutting. Now I added them back in because I am bulking and I am also going to do a huge you know, big long workout right before my lunch so that kind of counteracts the carbs, okay. So that is another thing. But in general, if you want a clear sharper you know, faster mind and you do not want to be tired throughout the afternoon, then eat low carbs for lunch and therefore, you are going to get more fats, right. Fats help fuel your brain. They are going to help you again, you know, have a clear sharper mind. So add some more fats. Add some coconut oil. Add some nuts. Add some really good healthy omega-3s, some Fish oil you know, Fish oil supplements are really good for brain function you know. Have a cup of coffee you know depending on how much you drink in the afternoon, I mean in the morning, you do not have too much because you can definitely have too much. I think they recommend about 400 mg a day. So depending on -- you should also look into where you are getting your caffeine. So like a Starbucks coffee, I think has about 400 mg which is like insane. That is called the Robusta bean. You probably want to look for Arabica beans. They have like, it is like a 3rd or a 4th Robusta. So anyway, so eat you know, eat healthy omega-3 fats you know, salmon, nuts, you know, have a steak you know, good grass fed steak even for lunch you know, smaller one probably because a huge (inaudible 12:30.4) get you tired probably. Next thing is, do a little workout. So I started adding in a workout right before lunch because I know that at 1 or 2 o’clock, I am going to get tired and I realized that well, you know, if I do a workout like kind of in that period right before I am going to get tired, then it is going to help kind of reboot myself, right. So I work from you know, I get up at 5:30. I work from about 6 until 11:30 or so and then I do a workout you know, it depends anywhere between 15 minutes to like 45 minutes, depending on what I am doing that day, depending you know, some days I go for a quick fast run. Yesterday, I did sprints. Today, I am doing strength training. Tomorrow, I will probably going to do a circuit training workout. So it is kind of like a mix of you know jump roping and burpees and box jumps and sledge hammer swings and that is where you get a sledge hammer and you hit a tire essentially. And you know, things like that right, kickboxing I put into that. So I do a mix of that type of stuff. So try adding in a workout right. And by the way, with all the stuff adding them one at a time do not let go and change everything that you do, just add it one at a time. And then the next thing is -- another thing that I do with my lunch is I take a greens drink, right. So it is really good to get your body in the alkaline state. If you get into too much of an acidic state, right, and that is from things you know, if you look in like a pH scale that you learned in high school you know, there is the acidic side of things so you know, coke right, not cocaine you know, soda is really acidic; alcohol is really acidic; meats are acidic, you know, basically, anything processed is acidic. And then you have the alkaline state and that is what makes you feel better right, is vegetables are alkaline you know, most healthy foods are alkaline you know, and you could look up kind of tables that show you what is alkaline, what is acidic that kind of thing. So just add in more alkaline. I am not really a big fan of adding only alkaline because you know, this people that only eat alkaline foods they do not realized that your body needs both right, you need both for different things you know, it is kind of like -- a lot of people when they are reducing inflammation, they actually have so many inflammation reducers that they do not have enough inflammation in their body right, because you need a certain amount. Your body is -- it wants to stay in homeostasis. It wants to be balanced right. It needs balance kind of like business plan or kind of like life you know, you need balance. Too much of one thing and you start kind of going off the edge. So just start adding in more alkaline state but with the greens drink, I drink 1 cup of (inaudible 15:29.3) vibrance and it is -- you can get it from Amazon. I think it is like I do not know $40 or $42 something like that for 30-day supply and basically, it is just a little scoop of you know, greens. There is all this like crazy you know, stuff in there (inaudible 15:44.9) you know, cracked wheat and like all this kind of crazy stuff that you would never normally get in your diet and you just put it in the glass and drink it you know, the first couple of times you drink it is going to be gross of course you know, you are drinking a big thing of greens, but then it actually taste like I do not mind the taste at all now. It actually kind of gets you out of that. People that eat a lot of sugar, if they eat something that is not sugary, they think it is disgusting, but it is funny like once you stopped eating a lot of sugar -- I actually do not like sweets that much you know, even you know, coming home from Halloween last night, I only ate like 2 or 3 little candy bars like I am good now. It is because you know, my body does not crave it because I do not really eat it that much. I ate healthy food now and I do not really crave sweets any more you know, except for like a good pie like an apple pie, oh man, I love that. That is my kryptonite, that and peanut butter ripple like the vanilla ice cream with peanut butter on it. Oh man, although that is not really a sweet. That is more of a fatty meal. But anyway, so I do that after lunch, has tons of probiotics in it which are super, super, super healthy. It keeps your gut you know, your gut balance, your gut flora in check which is actually also helps you think better and clear and feel better and that kind of thing. Makes you less tired. And so those are you know, some of the things that I am doing in my life. So to kind of recap, number one, do not eat breakfast. It is going to help you -- first of all, it is going to help you increase productivity because you do not have to be worrying about food right, and also, you just focus better. I focus better when there is no food in my body because my body is not worried about digestion you know, digestion slows you down. So when you do not have food in your body, you can then like your resources can kind of go to your brain you know. You can also try to add in a bulletproof coffee which is basically -- it is essentially coffee if you never heard of it. It is coffee with butter and MCT oil which is all really like it is kind of like brain food you know, because like I said, really, really healthy fats are basically brain food you know, that is what your brain thrives on. So if you eat a higher fat you know, diet then you are going to think better. It is better for (inaudible 18:10.0) than higher carb diet. So that is what I do, like right now, I am doing 40% fat, 30% protein, and 30% carbs you know, and it is because you know, you need a balance again you know, I know me like if I go too low in carbs I feel horrible. If I go too high in carbs and too low in fats, I feel horrible and if I go too low on protein I noticed a significant decreased in my strength right and so I need a balance, not shocking you know. So but I do a little higher fats because more of like the brain power you know, the mental kind of brain power. So do higher fats and so you can try adding bulletproof coffee in. You can try not eating breakfast and that is just going to help you lose weight which is automatically going to help you feel better, you know, because the less fat that you have on you, the less toxins that are in your body because your toxins are held in your fat right. So when you start losing fat, those toxins get released because your body like they kind of infect your body and so the less of them that you have, the better you are going to feel. Next thing is lunches. Eat smaller lunches, bigger dinners right. That has helped me quite a bit. When it comes to lunches you know, again, go for like a lower carb lunch because carbs are going to slow you down. Digestion slows you down, but carbs especially kind of make you tired because they release various chemicals that make you tired. It is actually good eating carbs right before bed because you kind of get into like tired state and then you can fall asleep easier. A lot of people actually will eat like tablespoon of honey at like 9:30 or 10:00 right before they go to bed because it helps their body just kind of calm down and relax and you know, and that kind of thing. So yeah, smaller lunches with higher fat and then also workout you know, so sometime whenever you naturally get tired add in a workout like an hour or so before that, an hour to two hours to say because it is going to kind of reboot you. It is going to recharge you, you know, and if you do it in the middle of the day kind of gives you like a nice you know, again, it kind of just reboots you like you know, I am working from 6 until like 11:30 or so and then I get a workout. So by 11:30, my brain is starting to you know, starting to drop off a little bit. So when I am able to do that workout and get more oxygen flown through my body, get the energy level, get the blood pump in, then I feel better and I kind of get like a second wind for the afternoon, okay. And then, you know, when I am done working around 3 or so, then I can just kind of chill and relax my feeling. So that is another thing. Another thing actually that I have noticed is if you are feeling tired and this is more of a disciplined thing. If you are feeling tired right. If you are feeling just sluggish and tired at you know, 1 or 2 or 3 or you know, whenever you are kind of tired state is, consider taking a nap you know, take a nap somewhere between 15 to 25 minutes. Do not go above half hour because you start shifting into the next phase of sleep. It takes you know, basically up to about half hour where the first stage of sleep essentially REM I think it is where basically your mind like you do not get into a deep -- like there is kind of 2 stages. There is one where your brain kind of recharges right and that is the first one, that is REM sleep. I am pretty sure it is REM sleep. Basically the connections that you have made. They all get like sorted out right, essentially and you just get like a quick little boost right, whereas if you get into, if you start going into the deeper sleep that is when it repairs your tissues and your muscles and like it does that like deep tissue repair process. You do not want to get into that throughout the day, that is for nighttime because your body essentially is working so hard. It essentially like shuts your brain down so that it can have the energy and the resources to be able to repair your body, okay. So think of it that way, like short is just kind of brain boost you know, brain recharge and longer is like a deep tissue repair, okay, and you only want to stay in that first one and that is like within a half hour or so you know, that is why a lot of people they wake up from nap (inaudible 22:36.4) okay, while if you take a nap and it is only you know, 20 or 25 minutes you are not going to fall into that state you know and a lot of times like I will wake up and I cannot even think I am so tired -- not really anymore I have been taking a lot of nap in a very long time because of all these things and I do not really get tired in the afternoon anymore, but when I used to do this you know, I would take a nap and like 20 minutes and I will be you know, jumping, roaring, and ready to go. So try that you know, add that into your thing on the days where you just, you know, you cannot think of anything because otherwise, you just kind of sit there and stare at the computer and that is obviously not productive. So you might as well go and take 20 minutes, take a quick little nap and then come back and you know, be ready to hit it again. I would say the final thing is make sure you are getting good quality sleep you know. Make sure you are going to bed at decent time and make sure that your -- and this is one that I still struggle with. Make sure that your you know, you are not watching TV or playing games or things like that on your phone right before bed you know, you should essentially be trying to stay away from blue light for about you know, 2 hours before you are going to bed you know, and I again, this is one I still struggle with because I still you know, I like to watch TV you know, God forbid an entrepreneur watches TV, you need to be at work all the time, oh my God, oh my God. No, I have a couple of TV shows that I really loved you know, I am watching The Walking Dead now, the Blacklist. I cannot wait for stranger things to come back in July, it is one of my favorite shows ever. If you have not seen Stranger Things it is on Netflix, you absolutely need to watch it. It is freaking ridiculous. But you know, so there is a couple of shows you know, I think Game of Thrones is going to be starting soon. So anyway, so those are a couple of my tips that I have used not only to lose a lot of weight in the last whatever 6 or 7 months, but also just to feel better. I mean my energy levels are so much higher now than they used to be and I just feel better. I am stronger you know, it is just -- I think way, way better than I used to because my brain has the you know, the nutrients and needs to be able to you know, make the connections. So anyway, I hope that helps you. I know it was a little bit off topic you know, it is not really about business, but it is extremely important because if your mind does not clear, if you are tired, if you are sluggish, then you are not going to be able to think properly. You are not going to be able to think clearly and you know, you are not going to -- those breakthrough ideas are not going to happen for you. So I hoped you enjoyed this. Let me know if you like topics like this that are not you know, 100% business related but they still have to do with business because they you know, directly affect your brain you know. Brain health is one area that I am really getting into now and I am trying out a couple of (inaudible 25:35.2) and you know, essentially brain pills like that. I am going to start adding in bulletproof coffee, I was never a huge fan, but I want to kind of retry it just to see how it works with my you know, with my brain and I had some stomach issues when I tried the last time. So I am going to try it again. But anyway, so that is it. Again, the webinar product is coming out either the next 2 weeks or 3 weeks. If it is not the 14th, it is going to be the 21st that I will launch that. So keep your eyes and ears open for that. The week that I do launch it I am probably going to have multiple podcasts in that week as part of the launch so that will be kind of cool and you will be getting like you know, couple podcast from me. So anyway, that is it for me today. If you -- by the way, if you have a high ticket item and you have been thinking about working with us and having us you know, do it and done for you automated webinar, I would get in touch now because once we launch this, it is -- we are going to kind of specialized in that and it is going to be -- we are going to get a lot of new clients that are looking for done for you webinars. So if you have been thinking about working with us for a done for you webinar or even coaching, that is also going to be one of the packages, then I would probably reach out now and kind of get you know, jump ahead of the curve here because, again, we are going to get really, really, really busy, okay. So I hope you enjoyed this. I will talk to you next time and yeah, just you know, make sure that you take health into consideration because it is really, really important you know, for your business, for your just overall energy levels and how you feel everyday and I can tell you now like looking back to how you used to feel, you would like -- if you are overweight and you you know, if you are not eating healthy when you switch you will notice a huge difference and it is one of those things you do not realized how bad you felt until you feel good you know. You do not realized how bad you felt until you feel good. Once you feel good then you look back and you are like oh my God, how do they even get through the day you know, it is one of those things. So take that into consideration. I hope this helps you. All these things that I have done, I do on a daily basis and they have all helped me. This is the biggest changes I have made and they made a huge impact. So I hope enjoyed this. I will talk to you soon. Bye.

In this episode, I talk about why it's SO important to simplify your life. Not just your personal life, but your business life as well! Enjoy Transcript Jeremy Reeves: Hey what is going on guys and girls. This is Jeremy Reeves with another episode of The Sales Funnel Mastery Podcast and I am back from vacation. Today is the Monday, October 10 and so I do not know when you will be listening to this. I think it is next week that you will be listening to this. So actually, I have been back for like a week now, but I have an awesome vacation. I spent a ton of time with the kids and family and that kind of thing and we got to go hiking and I actually tried my first 5 mile run the long time. So if you guys have not known, I have been getting really good shape this year. I went from 195 in let us see, March or April I forget, something like that and now I am down to like 170ish range. So I am super excited about that. I got a lot stronger in the process too. I gained some muscle and you know, some -- I am looking a lot better, health wise even you know, a lot better. I have way more energy and cardiovascular wise, a lot better. So one of the things I did while I was on vacation, I was kind of sitting here 1 day and I am like, know what, I am going to try -- I have some extra time, I am going to go for 5 mile run just to kind of see what happens. So I did that and I actually ended up running -- it was in like I forget like 49 minutes and some seconds, but it basically, it ended up being like a 7 minute 59 second mile which I thought was really good you know. A lot of people to get like under 9, they think it is good for a 5-mile run and I did under 8. So I am going to try to keep whittling that down. I am going to try to get to like 7 or 7:30 something like that, but I was pumped about that. Anyway, one of the things that I have been thinking about and kind of came up in my mind a lot during my vacation was simplicity, right. So I have been thinking about you know, where I am going with my business and you know how I make my money and you know, what the biggest successes have been in making the money you know, in generating revenue and it is funny because you know, I have had projects in the past where I build this big elaborate funnels you know just say like a $25,000 funnel just for an example. And it will take weeks and weeks and weeks and weeks of effort right, to make that $25,000. And you know, and that is not every single day, but that is you know, it is a lot of time you know, putting into it. I do not know exactly how many hours or days or whatever it takes for something like that. It is kind of hard to you know, to say, but basically, it is a ton of time you know, versus I just did a (inaudible 3:02.9) with the client and made that much right. I made $25,000 in like I do not know 5 hours maybe something like that and you know, it got me thinking about simplicity and it is like why am I kind of going the hard -- you know, why am I doing all that when I can just you know, why am I going this way when I could just go the other way and get the same result in way less effort and have a lot more fun you know, because I have a little bit of skin in the game. So it is like -- it is just you know, it kind of occurred to me like why the hell I am still doing this. So (inaudible 3:42.2) you know, but I am changing up my services quite a bit to be honest. To go more of that other like more (inaudible 3:50.2) deals and more just more high leverage that kind of thing. So that is what I want to talk about today you know, simplicity, right. So let us bring it back to sales funnels. Let us talk about your sales funnel, right. So you know, there are a lot of different ways that you can do it you know that you can build a sales funnel and I used to tell clients, oh we should do you know, we should like segment into 10 different you know buckets and blah.. blah.. blah.. you know, do all these kinds of things and test this and test that and test that. Let us do 3 versions of a sales letter, let us do VSL, let us do webinar on top of it and then let us also do 3 versions of the autoresponder. In that way, you know, we can test all these different things blah.. blah.. blah you know, and it was great you know, it works. But here is the thing, you know what also works is simplicity. What else would work to simplicity right. So that is kind of my message of today is you know what are you doing in your business that you could be doing it in a much more simple way and get the results. So take for example, you are starting -- let us just say you are launching a new product right and you know, let us say that you are at the point now you know -- there is a difference like do you go simple or do you do it advance right. If you already have things dialed in right and you are launching a product and you know for certain that that is going to be a big product and you have the time, you have the resources to put in a really advance sales funnel then by all means do it, because when they are advance like that they are going to work better. When you have everything in place they will work better you know. When you have segmentation it will work better. When you are really spending the time to get the copy write it will work. I mean copies that is part of the simplistic thing, but if you are trying to do like this it is kind of a multilayer super -- multifaceted, like super complex funnel right off the bat and you do not know if your message is dialed in, to me it is kind of nuts right. So you know there are these you know, various ways to do sales funnel as you know, I have my methodologies and there are things like the Ask Method with Ryan Levesque and you know Scott Oldford his Relevancy Model and with a slow lane and fast lane that kind of thing. So there is a lot of different ways, but the thing is if you do not already have the messaging in place, if you do not have already have like no exact -- if you do not have the foundation in place, if you do not already know exactly who your target market is, exactly what the problem is, exactly how your product is uniquely positioned to solve that problem, you know the core 3, we will call them, in my opinion, I think you should nail that down first and then get more complex right. So you know, Scotts’ Relevancy Model. Ryan’s Ask Method. They work fantastically well. I have done both of them. I have been doing them for years right. I have been doing -- both of those I have been doing for probably 4 or 5 years now. I just never like put a name on it right. Their brilliance is being able to actually put a process in place and being able to like really you know, narrow down like the fine details of it right. They both work really, really well right. Fantastically well, but I think that round number 1, stage number 1 should be the foundation, right. Just for example, let us just say that you are coming out with a new product, right. If you are like kind of just getting started or like you do not have a huge influence, you do not have a huge following that (inaudible 7:29.6) going to buy it right. If you are not at that stage yet, I think it is kind of crazy to go and spend you know, tens of thousands of dollars and months of your time putting it together when you can just launch it with just a simple sales funnel. Launch it to your list right and see how it does. Get feedback right. Launch it again, send a cold traffic. Get feedback. Test and tweak and then you do those you know, those models where you get crazy with it and you get, you do super advance segmentation and you know, all that kind of stuff and you are doing all kinds of crazy retargeting you know everything, all the you know, wonderful goodies that go along with those various methodologies right. Because again, they work really, really, really, well and they are going to get you better results, but you have to look at you know, how much better results are they going to get you and the bigger -- I think the bigger deal here is that when they are really complex, when there is a lot of steps, when there is a lot of segmentation and like all the kind of extra work that you know, is inevitably involve in those. The biggest issue I see with it is not really the time right. It is not the frustration or whatever of putting them together. It is the fact that it probably would not ever happen, okay. And that is the big key here is you have to look at yourself right. You have to know who you are. You have to -- like understand yourself and be honest with yourself and say look, I can either go -- there are basically 2 routes. Simple and fast with less results right off the bat right or slow and frustrating with better results, okay. And let us just say that for example. Let us just say that you are going to get I do not know, 50% better results with like a more advanced funnel or even just say double right, just say double. I mean it is kind of depend, but just say double. You have to say to yourself, okay, if I am going to spend 3 times the amount of work on this for double the results. Is it going to be worth it? And if this is going to be a million dollar funnel for you, definitely worth it. Do it, right. You can do it right off the bat. If it is not going to be right, it is going to be maybe a 6 figure funnel then go simple. Nail down the messaging right and get it to work without being complicated, okay, and then come back and you are getting let us say, (inaudible 10:00.1) something like that right then you come back and you say okay, let us go hog-wild. We are already converting the cold traffic right, let us go hog-wild and do you know, whatever -- I mean honestly basically you want to do their methodologies kind of put together right. You want to be doing like the quiz and surveys and then the relevance, the aspect of things together right. And do that second and then basically what you do is you take your ROI from 2 to 1 to 4 to 1, right. And it is going to be (inaudible 10:31.6) if it is a service business it might be 5 to 1 to 10 to 1 you know. Product like an infoproduct something like that or any kind of product, the ROI is obviously going to be less than like a -- than in really high end service, right. So I just want you to think about that you know and it is the same thing that is why you know, as you guys know, I am coming out with a course on selling high ticket items right. And the main focus there is going to be using webinars to do that. One of those reason is simplicity, right. When you have a high-end product of service, you do not need crazy you know, 18,000 segments and you know blah.. blah.. blah.. You can do that eventually, but if you cannot make that work, just like a simple -- just hey, you know, traffic to a webinar to you know, buy it. If you cannot make that work you may or may not be able to make it work with segmentation but you are still not going to have a great ROI and in my view, you are better of spending more time thinking about the problem and the customer and the solution than you are building a crazy advance funnel, right. And now that does not mean that you cannot do segmentation, right. That does not mean that you cannot -- I am not saying do not put effort to it, right. I am not saying just throw something together and see what happens. You kind of have to find that balance there. What I am saying is, know where you are because some people like me for example, I have the patience right, to spend a month or 2 months putting together copy that for advance segmentation funnel right, because I do it every day you know what I mean. So I have that patience. I have been working on this webinar product for like 2 months already and it is really just because I mean this thing is just legendary and it is going to be freaking awesome and I just want to do it right you know what I mean, like I do not want to throw some shotty product out there. I want to have it done to the point where I mean people are going insane over it. So that is what I am doing. But I have the patience for that. A lot of people do not have that patience. So if -- you have to know yourself you know. If you do not have the resources, if you do not have the money, the team, you know whatever to do like a super advance funnel then do not do it. Get something more simple in place first, right. So for example webinar funnel, right. There is -- you have to have the ads going to the page. You have to have the landing page. You have to have the prewebinar emails, right. You know to start, you can just do a reminder emails. You can go back and you know, redo it properly you know, with getting people you know, bonding with people and talk about the problem and you know, all that kind of good stuff right and that is going to improve your results, but for now, you can just use the you know, hey, reminder, your webinar is going to start blah.. blah.. blah.. in that way, it forces you to make sure that the topic that you have right, that the position that you have is going to make sales that you know, that is going to -- that is going to be the start rather than the reminder emails, right. So then you have the content of the webinar. You have the (inaudible 13:33.6) all that kind of good stuff and then you have the postwebinar emails you know. I mean the postwebinar emails that is something like I would definitely recommend having the 3 segments because you are going -- you talk to them very differently, but like if for example, you do not have to have 3 segments or more. You can just do people who missed it versus people who attend it and do 2 segments with that right. And then you know, you have your countdowns and blah.. blah.. blah.. That is a very simple funnel. It does not take that long to put together. In my course for example, the goal is going to be 14 days you know, start to finish, 14 days of your life right and you can definitely do it way faster. You can do it like if you already know you know, the problem and the solution and you know, like your topic and that kind of thing, if you are already really (inaudible 14:21.9) market it is going to be probably as little as like 3 days that you can actually do this because of the templates that I have and that kind of thing. It is really -- I mean, oh God, this freaking templates are awesome. I am so excited about them. I cannot wait like I am dying to like, show people what these are. It is just oh God, they are freaking ridiculous. Anyway, but the point of today’s message is just look within your market. It does not have to be funnels right. You can apply this to anywhere in your business. It can be funnels you know, are you doing 2 complex funnels. Are you not doing -- are you doing 2 simple funnels you know, you have to find your balance. Like everything, nothing is black and white. You should never only do advance funnels. You should never only do simple funnels. It depends on you. It depends on you know, the influence that you already have, the audience that you already have. It depends on the price point. It depends on your resources. It depends on your timeline. It depends on your goals. I mean there are so many factors in this that only you can figure that out right. So I want you to think about that. Do I want more of a simple route and then you know, once it is doing well, once you can kind of see light then you go back and phase 2 segmentation or do you say, okay, I am going to do an advance funnel first and then just be done with it and then just -- you know, you are still going to test and tweak. I mean that is part of the process regardless. That is kind of the you know, the message for the day, but it does not have to only be funnels. It can you know, look at this in every aspect of your business. Are you being too complicated you know, what can you simplify with the way that you communicate with your employees? What can you simplify with your cash flow management? What can you simplify with your workday, right. That is a big one you know, what can you simplify with your health? That is a big one for me. So like I know the triggers. I know -- for me for example, what I have learned is that if I -- my one big -- I called it Newton’s Cradle right. My one big -- Newton’s cradle is -- they are those balls that you got in science class where there was like, whatever like 4 or 5 balls in a row and you lift up the one side, it swings down hits the other one and then the other side goes up and then that comes on hits it, the other side goes up. That is called the Newton’s Cradle. I have kind of a philosophy that if you find your Newton’s Cradle when you make one change, it makes more like it reverberates throughout your entire business or your life. So for example, me with health right. If I, my Newton’s Cradle in that is tracking calories. If I track calories. I hit my goals period right. If it do not track calories, I get fat period. Like that is just how for whatever reason, if I do not track calories, I just go off on a freaking (inaudible 17:20.7) right. You know, because you do not have that like, that is kind of like my external pressure you know, that is my accountability partner is the tracking -- calorie tracking software. And by the way, for anybody wanted to lose weight it is not complicated you know, everybody always says, oh it is so complicated, it takes so much time. It takes like a minute to do it. Just a horrible excuse. Anyway, so that is my thing. Like I just found you know, that if I track whatever my goals are, I hit them. If I do not track, I do not hit them and I get fat, right. Because you know, I do not have great genes, never have you know, if I go off my diet, I gain weight very, very easily, but if I do go on my diet, I lose weight easily you know what I mean. Not really easily, but you know, I can whittle down to where I want to be. So that is the message for today you know, look throughout your life. Where are you overcomplicating things. Is it your relationship? Is it your health. Is it your you know, is it your relationship with your kids? Or you know, (inaudible 18:23.3) like your wife or your husband? Is it in your business? Is it in the way that you communicate with people. It is in you know, your working habits? It is in your health? I think already said that. So just look you know, look or maybe write down and say okay, what is one thing that I can simplify in each of the you know, the main areas. Let us just call the main areas maybe like a business body you know, your spirituality and I think I am missing -- I do not know money you know, whatever like the big for you. So yeah, that is it for today. I hope you enjoy this. As always, if you enjoy this message, make sure you are sharing it with other people. I have been getting a lot of comments recently. People you know, really enjoying the podcast. Thanks for those. Make sure that you are leaving a review. It only takes a second and that is the absolute biggest compliment that you can give me is by leaving a review. That is what is going to help us get more listeners and that is what is going to help you know, when we get more listeners, I put more time into it, right. There has to be that you know, basically it hast to be worth it for me. So as long as that continues to increase, then I will continue to do this and bring you the goodies. So make sure that you left a review. If you did by the way, reminder about that. If you send an email to support@jeremyreeves.com telling us that you left a review just let me know like when you left it or you can copy paste whatever or whatever you want to do. I will give you a copy of my conversion cheat sheet, it is 101 split testing tips that you can use to increase conversions all throughout your entire funnel. I used to sell it for $77 and if you leave a review, I will give it to you for free. Sounds pretty cool. So anyway, that is it. I hope you enjoy the rest of your day and week and I will talk to you soon.

In this episode, we chat with the one and only Ben Settle. Ben is a well-known email marketer who has a unique approach to writing emails. We get into the specifics of his unique style, why it works so well, why most people royally screw up the entire purpose of emails, and how you can use it in your own business for better results and a heckuva lot more fun writing emails! Resources Mentioned bensettle.com Transcript Jeremy Reeves: Hey, what is going on everybody. Jeremy Reeves here with another episode of The Sales Funnel Mastery Podcast. Today, I have on the line, Ben Settle. Probably a lot of you listening know about Ben. Basically, he is an email marketing bad ass -- if you bring up the subject email marketing, you have probably heard his name somewhere in there. He basically runs -- he does not do copy work anymore, anything like that. He kind of just focuses on you know, showing business owners how to write better sales copy with email and we will talk about it a little bit later where he has a news letter called email players which is pretty awesome and we will get into a little bit about that later. Ben, how are you buddy? Ben Settle: I am doing good, Jeremy. Thanks for having me on your show here. It is good to be here. Jeremy Reeves: Yeah, yeah. I appreciate you coming on. So before we get into like you know, the actual tips and all that kind of stuff. Tell everybody a little bit about yourself you know, go into your story a little bit so people know you know, who you are or what you have done and why people talked about you in the industry. Ben Settle: Okay. I felt everybody says good things about me (inaudible 1:25.3) I hope not or else I am doing something wrong. I am basically -- whenever people ask me what I do -- and being in this industry you know the frustration to that problem. You go to a party and it is not business people, certainly not internet people. What do you do, right. What are you saying.. I used to have these different answers. I would like to gauge people’s response. Like I (inaudible 1:47.6) expand emails. I write (inaudible 1:51.0) emails, but now I will say, I am like (inaudible 1:53.4) who gets paid. And then they go, what do you mean by that. I said, well, I wake every day. I write an email, it takes me 10 to 15 or maybe 20 minutes tops and then I am done. I go off and have fun and play all day. That is the essence of what I do and the kind of lifestyle (inaudible 2:09.6) you know, there is people right now out there glorifying long hours and hard work and few hours of sleep and I am like the (inaudible 2:19.9) whatever it is or a writer who does not you know understand grammar, but that is like, I am the opposite. I have tried to build a lifestyle where -- I do other stuff, but I only have to do that and so that is pretty much what I do. Jeremy Reeves: Nice, nice. Why did you make that decision you know, because I am on the same way and everybody listening to this probably is too because that is what I talked about all the time is you know, time freedom and kind of not going after you know, the typical like you work until your eyes bleed just because you know, if you are trying to build a company sell for you know 7, 8, or 9 figures then maybe do that for a couple of years and then sell it and then you know do whatever or like Gary Vaynerchuck says, you know, he cannot live any other way you know, that is just part of your DNA and that is fine, but I mean, I definitely at more along the lines of yours you know what I mean. Work for a couple of hours. Work you know, for a little bit and then enjoy your life you know. So why did you -- why did you end up you know, wanting to go down that path you know, versus like the work until your eyes (inaudible 3:28.4). Ben Settle: Yeah (inaudible 3:28.4) and I was just speaking at an event a couple (inaudible 3:32.2) weekend and I remember telling people I am like the anti Gary V. not that I am against him (inaudible 3:39.8) I respect the guy. Do not get me wrong, but I am anti that in the sense of I do the opposite, like I could not -- I am not a -- like he said, he is apparently -- I have never heard the guy talk before. It is kind of funny because everybody (inaudible 3:50.9). Apparently, I was on this interview called mixology I think with Andrew Warner. Really cool show. He was telling me that in an interview Gary V (inaudible 4:01.5) he is like a mutant. He only needs like an hour of sleep. I do not know man. To me, like that is not what I want. So this is probably back like 2004, I was you know, somewhat new copywriter. I have been doing it for about a year or two or whatever. And I remember being on this guy’s list, Matty Furey. Now, to me, Matt Furey is the email king. I give him all the -- I mean, the stuff he teaches is the foundation of how I got in to all of this. Now I hear often a lot of ways not but the foundational stuff. Yeah, I owe that guy everything as far as I am concern. I will be pumping gas at the Chevron right now (inaudible 4:35.6) for him. He was selling to the fitness niche right. You know, body weight, exercise books master stuff. He would write an email everyday and he will be done. Sometimes he brag (inaudible 4:45.1) you know. I do not even check his email respond. Just pushing (inaudible 4:48.0) I want to go off. I am in China. I am going to go write often and get massages whole day out. And I thought, man, that is what I want. I (inaudible 4:54.8) busting my ass like you know, client work. I am like, I want that. I want to go just send an email out and be gone for the day, so I can have the option to do other things if I want and I do. I write novels like monster novels and I (inaudible 5:07.4) joint ventures that I am involved in like in a golf market, but that stuff is optional, okay. (inaudible 5:12.9) to do this one thing and it is a very freeing way to live. I can still work hard if I want you know, I do. I do work hard. I get bored very easily, but it is nice to not have to, that is my whole point. Jeremy Reeves: Yeah and I think that is a big point you know. It is the freedom to do you know, if you wake up one day and then you are like shit, I just do not feel like working. I mean, you do not have to, you know, versus if you are tied down by a thousand things, it does not matter how you feel when you wake up. You have to work and it is just your grinding through it. You hate your day and that kind of thing. I totally get that. I love that. Ben Settle: To clarify a job at that point. Jeremy Reeves: Yeah, it really is, yeah. And I think a lot of people are you know, struggling with that. I think that is how most people set up their businesses. Ben Settle: You know, there is something -- I am also going to play Devil’s Advocate against myself because at the same time and I told (inaudible 6:05.8) you probably heard me talked about this in Kenny Roger’s thing. At the same time, those guys (inaudible 6:12.2) building actual real businesses and companies that they can sell off or just leave to a team to run, I wish I was more like that. I mean they are really the winners. They are the ones are going to win this race. I am just sitting there. I am just coasting along right now. If I get sick or hurt or die, some kind of (inaudible 6:27.1) because I do not have that (inaudible 6:29.5). So there is freedom there, but it is like the freedom of a drifter and like that (inaudible 6:34.4) David Banner wondering the earth. Well if he breaks his legs, he is kind of screwed you know. At the same time, I mean there is something (inaudible 6:42.0) to the other side and I should be thinking more like that. I just have not thinking inspired yet. Jeremy Reeves: Yeah, yeah. You know, like anything else, there is pros and cons. There is no black and white. There is no perfect way to do things. It is just whatever works for you and your lifestyle you know, what you want to do you know. So you know, for anybody who has not heard of you, I feel like a lot of the audience listening to this probably has at least a familiarity with you and the style of writing that you do, but tell everybody about like, because your writing is very different than most people you know what I mean. So I guess walk us through like the -- I guess like the overall framework that you used for writing and I do not know if you can write copy. I know some people can just spout off copy off the top of their heads, but like just to kind to give an example of what it sounds like just so people can see, kind of hear how it is different you know, than like a typical email. Ben Settle: Well, here is -- they have been hearing me do it since we got on the phone or on the Skype here because I write just like I talk and this is the fact. If I have a unique way of writing it is only because I have a unique -- everybody has a unique personality. I simply expressed mine through my writing. How I write is exactly how I talk. In fact, you were talking to Jonathan Rivera you said recently and he is my -- I am going to be doing a new podcast by (inaudible 8:05.8) well I can do new (inaudible 8:07.6). Jeremy Reeves: That will be interesting. Ben Settle: I had a podcast for 2-1/2 years with him and he was the producer and I am going to be you know, we ended that in actually just a couple of weeks ago completely. Now we are going to do a new one next year, different one. But anyway, he told me that, he called me on the air once and he went to some mastermind right where there is a bunch of people there that I guess knew me in person. We have hang out (inaudible 8:31.4) and then like you know, Ben sounds exactly like, on his podcast as he does it in email as he does in real life is the exact same voice completely congruent. You know you are talking to -- you can tell it is a Ben email without even seeing the frontline if you know him or heard him talk. So all I am doing is writing like I talk which is a very simple principle that I learned from Matt Furey actually. I give him all the credits for it. I used to censor myself. I do not anymore. I am raw, uncircumcised opinion and that is the way I do things. Jeremy Reeves: Nice. So how do you -- in terms of like you know, because I get a question a lot of you know, how much value do you put it in and like what do you sell. How do you leave the sale like all you know, all the kind of typical marketing questions. What is your -- do you have like a -- I guess like a framework for your emails, like do you follow a certain structure for them or do you kind of just like blurted out and you know, or do you follow like kind of a certain structure for them? Ben Settle: Well when I was figuring all this out, I very consciously started figuring out different structures. So for example, I am going to tell a story and 1 email or I am going to do a Q&A or I just (inaudible 9:41.3) with somebody ask me and I just answer. That is another structure or checklist of some kind or just a rant like a controversial rant and a whole bunch more. But I had to consciously work all this out and systematized it and you know, that is kind of what I teach these days, but nowadays, it is (inaudible 10:00.1) to me, I do not think any of that stuff. It is just in my subconscious. I just sit down and I have an idea, I start writing and I cannot explain it beyond that (inaudible 10:07.5) it is kind of like (inaudible 10:08.9) right. When you are trying to learn something, you are consciously unconfident. You know, you do not know and then you go from conscious confidence where you can do the thing while you are thinking about it and then you get to the point you are unconsciously confident which is like driving a car, you did not think about it anymore. And that is where I am (inaudible 10:25.2) that now, but I did have to work that stuff out originally and just keep doing it over, over, and over for the last you know, 8 or 9 years every day, sometimes 2 to 3 times a day to the point where it is so (inaudible 10:37.1) it is like hard for me not to write an email every day or voice emails. Jeremy Reeves: Yeah and actually, you know, speaking of daily emails. I know you are (inaudible 10:45.9) daily emails and you know, everybody has a different opinion on that of course. So you know, walk us through like you know, why you do daily emails? Have you tested not doing daily emails you know, have you tested autoresponders you know, what are some of the things that you have kind of try and saw that it work best around like frequency. Ben Settle: Well, when I first get started many months ago, I did like what the late great Gary Halbert used to teach people to do and I mean this with all due respect to him, but he was (inaudible 11:17.1). I mean he is right about a lot of stuff, but this where he was wrong. He was big on like send an email when you have something to say and then or only saw once in a while because then you know, people take it more seriously you know, all that what make sense on the (inaudible 11:32.9) especially back in like the 90s and all -- they kind of make sense. I still think it you know, when the work is well is how I do it now, but whatever, it does not matter. So I used to do that and so well, I would go months and months and months without selling anything. I would just be giving free content and free articles and then one day like exactly 10 years ago actually because I remember 2006, my friend John Anghelache who is a very good copywriter, excellent copywriter, I respect the guy tremendously, he put together a product for freelanced copywriters like how to get clients and my list was you know, very into that sort of thing I said good, I have got something to sell them right, it is a high ticket, high quality thing I believed in. So I send some -- (inaudible 12:14.1) asking for the sale and got a bunch of angry mob of angry people. How dare I sell anything. You are pimping your (inaudible 12:21.2) I never sold anything before though. And that is when I realized trying to appease these loser freebie seekers is the worst thing you can do if you want to have a solid email list or you are not getting a bunch of spam complaints and just trolls and all that. And so I started you know, thinking about that with why I am trying to appease this people. I have something to sell, I should do it and then of course I ran into Matt Furey’s teachings. He is pure daily email from many reasons like for example, people procrastinate you know, and you can assume it even seeing your last 10 emails just because of spam filters and they are busy. I get people telling me Jeremy that they made a decision to buy from me 6 weeks earlier than when they actually did. They just did not have the money. They just (inaudible 13:03.5) for reminding them every day. And here is another thought. If you are trying to position yourself as an expert, personally, I would like to position myself as a leader not just an expert because people listen to experts but they follow leaders, but let us just say -- Jeremy Reeves: It is a good distinction. I like that. Ben Settle: Yeah, I mean, you are trying to position yourself as some kind of authority, let us just put it that way and (inaudible 13:24.1) something to say once a week or twice a week you know, and then this other guy comes along and he has something to say every day. Who is -- perceptually, who is the leader? I mean if you do not have something to say everyday on what you are doing, people may not consciously think about it, but unconsciously, they think about this person is really the expert they say they are. And so, it is that and it is just this consistency, is like talk radio right, like every day you show up. They do not have read every email, but I am there every day and I am going to get them eventually if they are susceptible to my (inaudible 13:55.8) and the people I do not want will leave peacefully because they are tired of getting (inaudible 14:00.0) emails, so it is fine. It works out in so many -- it is a good way to keep your list strong and keep people kind of addicted to you like literally get a dopamine drip when they see your name in it, (inaudible 14:10.7) what is he going to say today. And you know, there are so many reasons to do daily and no I cannot think of any reason not to other than pure laziness or like you know, people just (inaudible 14:20.2) why I have to do the work. Jeremy Reeves: Yeah, yeah. That is a good point, and honestly, I think that is what it is most of the time you know. Ben Settle: (inaudible 14:28.4) they do not want to have to do it and I give it (inaudible 14:31.9) I understand it completely. I might even making fun of them because they think I know I should do that I am not doing and I am not doing it because I am being lazy and my rationalization (inaudible 14:43.0) spinning some other reason out, but the fact -- at the same time I will say this too. (inaudible 14:49.1) of internet marketing as we know it, (inaudible 14:52.3) but I once interviewed him, this is back in 2008 or something. He says, he only sends 3 a week and he tested it. Apparently, somehow got more sales doing that, whatever. I have never seen that be the case with anybody else but him, but (inaudible 15:08.3) about or anything. He is not a lazy guy so and he likes writing email, so for him, you know, I guess you have to do your own thing. I think that through writing emails that people want to read. Why wouldn’t you want to be there every day. They are looking forward to it. Jeremy Reeves: One of things I want to touch on and feel free to rant about this as much as you want. Ben Settle: I will Jeremy. (inaudible 15:32.1) free to rant. I love that kind of stuff. Jeremy Reeves: So what are your thoughts on controversy? Ben Settle: I love controversy. I tell you what. It is one of the things I teach people to do. First of all, people love controversy. I mean, it is (inaudible 15:49.2) right. People just arguing about the stupid and shit you know, (inaudible 15:54.0) 300 comments long and nobody has made a point. Nobody has change anyone’s mind, but they just like ranting. (inaudible 16:01.2) talk radio it is a lot of ranting, right. People like to hear ranting about things they are passion about. They like to hear ranting controversial stuff about (inaudible 16:09.2) they disagree about them. Let me give you an example. Back in the late 1980s, Marvel Comics decided to turn the green rampaging Hulk into a smart gray Hulk, who is smaller, not as strong, he is still strong, but not as strong as rampaging green Hulk because he is kind of like sinister-minded, kind of an antihero kind of you know, just a vicious guy basically. And all of the green Hulk people were pissed. They are sending letters (inaudible 16:37.0) writers and editors and we are never reading the Hulk again and then they noticed every month that went by, the same people were still there. They did not leave. They are still there just to see how much mad they can get and sales keep going up more. So controversy, it is a funny thing. Half of your list should disagree you know, half will probably agree with you and that is actually a very good balance and the (inaudible 16:59.8) one, you can pull to your side. So I am all for controversy. It also shows that you have some balls. I mean, most people are afraid to be controversial and people like to follow brave people. They do not want to follow some timid little rabbit like you know, (inaudible 17:16.7) me as I was. I was as timid little rabbit afraid to say too. I have tried to get to controversial. Now, it is like, I just want to see the expression on their faces change when I say something that pisses them off you know what I mean (inaudible 17:30.0). Jeremy Reeves: That gives you your little dopamine rush every day when you get hate mail. Ben Settle: It is a rush of dopamine. I love it. I eat it up. I love and then I use it in the next day’s email to make their point stupid and (inaudible 17:44.0) my part. Jeremy Reeves: Yeah. And the funny thing is, I always say like you know, if you picture yourself kind of like in the middle and you are like you know, like a magnet and the more that you pissed off people and push away and polarized people, the amount that whatever like the amount of whatever polarization you have to those people is the exact like in inverse relationship with people attracted to you, you know what I mean. Ben Settle: Absolutely. I totally agree with that. In fact, that is a major foundation of personal branding like how it is done, at least done. Most of them do not understand personal branding but done properly that is exactly it. You can almost tell your success by how much people hate you. And there is something else that (inaudible 18:29.0) deeper thing at work here too. Someone who is not afraid to just give their opinion up. It has to be done righteously. It cannot be done as a tactic or like I am going to be controversial is a tactic. It is going to be because you really see something that you know is wrong in your mind, in your heart like you are going to talk about it. It makes people realized that you are not me. You do not need them, if you did, you would be dancing on (inaudible 18:52.5) right, and you are almost trying to repulse some away and there is a lot of -- it is under the consciousness. It is not some people think about, but by being controversial that is why people do not go away because they -- there is something about you that they find attractive as a business owner, as a leader, and whatever, and even if they disagree or do they respect you and it is far more important as the late great (inaudible 19:15.5) I would say. It is far more important to be respected than liked and the more effective you are the more respected you are. So just by getting good at what you do, and proving your point and not giving in like the late -- for example, the late Dr. Atkins, right. I mean, he for years, was getting abuse by the media and people mocking him around. He stood with it. Now he is a world recognized brand you know. There is something to be set for that. Jeremy Reeves: Yeah. And I think a good example of not being controversial just to be controversial is like, if you are you know, so like we both agree with the -- we both kind of stand for like the you know, building a business for freedom you know versus the whole work until your eyes bleed thing. So you can be controversial about that. You can say like you know, the other side is I do not agree with that, blah.. blah.. blah.. and that is kind of good way to do, that gives -- you are going to attract people that think the same thing. And then, but if you want to do the stupid way is kind of like if you are like oh I hate all puppies you know, it is like -- like there is no -- there is no meaning behind it. You are just being an idiot you know what I mean and whether you hate puppies or not I mean I do not know how you can hate puppies, but you know what I mean like it is not actually serving a purpose to say that you know what I mean, I think that is a good -- Ben Settle: I will give you a recent example and so I think -- I think this is like, this will give people an email example too so it is kind of like teaching them email stuff at the same time. I am not totally against (inaudible 20:43.2) so for last year and a half, I have been studying this kind of kung fu called Wing Chun. Wing Chun, sometimes people think I am saying Weng Chan. Jeremy Reeves: I actually thought you did. Ben Settle: Yeah, well because of my stupid Midwest accent thing, gets me in all kinds of trouble, but I got to shake that, someday, but anyway, I was talking to my (inaudible 21:05.8) just last week and he was telling me about this -- I do not know Chinese phrases (inaudible 21:10.4) it is called flowery hands. These are like kung fu like and not just kung fu but any kind of martial arts were just all show and it is flashy but it is not really applicable in real life (inaudible 21:21.0) in Hollywood and movies. Most of them is just bullshit, it would never work. It is flowery hands. It is very fluffy. It is made to look cool, but the reality is you are not in balance with anything. You can easily get (inaudible 21:30.7). So I said, we have some of that and this was an email I sent (inaudible 21:34.4) and then we have some flowery hands in the email world too and I went over some things that I think (inaudible 21:40.9) that people do like will take the Gary V and I am trying to pick (inaudible 21:46.2) I just do not agree what a lot of people of do. He has this thing I think it is called jab, jab, jab, right hook, like that. Like give something free, give something free and then make an offer. I am completely against that. I think that is very flowery hands. The style looks nice, but the reality is that it is very selfish to not sell on every email and (inaudible 22:08.4) opinion because if you have something that is going to benefit someone’s life, what good (inaudible 22:14.2) at least left a note (inaudible 22:15.5) everyday. It is kind of like -- if you have a painful urinary tract infection, where it feels like you are pissing a razorblades and all that. You need to go to the store or pharmacy to get your prescription and they have -- the pharmacy (inaudible 22:28.4) and they say look, this is a good will day today, we are not going to sell you anything (inaudible 22:32.2). Like that is the mindset, the flowery hands mindset or people -- for example, there are people who give their list the option on how often they should hear from them. It sounds very nice. Very nice guy. Very (inaudible 22:47.0), it is still very selfish and at the same time, it is going to kill your sales (inaudible 22:50.9). And it is very flowery and I am not saying it would not work and some people can definitely pull it off and it is fine. There is nothing wrong with it, but to me, it is very flowery. It is just for show as to prove that I am not this big salesman. I am a salesman. I am trying to sell you something, but I am going to do it in a way where you like it, you know. I am like the passive abusive guy you know what I mean. I am going to abuse you, but you are going to like it. And you want more the next day. So anyway, I did an email about that. I did it once. There are some other things too and that was controversial email. I was not insulting. I was not trying to insult anyone’s specific (inaudible 23:29.2). I was simply giving people a different option for thinking differently basically because most people are thinking in this (inaudible 23:36.2) world (inaudible 23:37.7). They do not have to listen to me. They do not have to agree with me, but they are going to see another point of view and that could be controversial. Jeremy Reeves: Okay, yeah, yeah. I mean, honestly, if you look like a really good example of all this right now whether you love (inaudible 23:50.8) is trump, right. I mean, oh my God, I mean the marketing (inaudible 23:55.9) from that guy is just, Jesus -- Ben Settle: I hear you. I mean, earlier this year where I finally read his book, (inaudible 24:03.4) and I am like his whole play from what he is doing is in that book. There is no mystery to what he is doing. People like to (inaudible 24:09.4) at the reality is just very basic. Principle based versus tactic based and you are right and you know, he is controversial and he does it on purpose, but he is also doing it because he sees a problem that needs to be solved. Now whether you agree to him or not it does not matter. I do not give this guy a malicious (inaudible 24:26.9). I do not think they are being malicious not certainly on purpose, Hillary maybe, but like (inaudible 24:32.7) I do not look at him as trying -- I do not agree to anything he says, but I do not think he is malicious (inaudible 24:38.0) I think he believes them and it is controversial and (inaudible 24:41.4) and so as Trump is the same way. Jeremy Reeves: Yeah, definitely. So let us take this you know, because there is like the whole daily email thing right, and I think we cover that pretty well, but how about like when you are doing -- let us just say that you are doing a promotion you know what I mean. So it is like, you are sitting down. You are planning out some actual strategy because you are not going to write -- you are not going to -- you maybe write the same way in terms of like tone and things like that, but in terms of like the actual strategy behind it, that is going to change obviously because you know, you cannot just send out you know, the exact same daily emails when you are doing like a 4 day promotion or something like that. So how do you switch up the strategy? Do you keep the same tone, I am sure you do, but you know, is there a certain strategy that like a certain way that you like to structure those types of emails or like how does the overall email strategy change based on like the end goal that you are trying to reach. Ben Settle: It does change at all for me. The same email -- for example, if I had a 100 emails in an autoresponder space the day apart, I write them randomly in the exact same as if I am writing email broadcast and it has never hurt me. It is always done very well. What I do, okay, -- this might be the better answer to your question. I do not look at email tactically like most people do. Like -- okay, so I have Facebook group. This one guy was in there saying, well, how about this 4 emails I want to send off. This one tells, agitates the problem and this one you know, whatever, it is like problem education and I said, dude you are dead in the water right now because you approaching this tactically and you should be calling from a principle based thing. This is (inaudible 26:20.7) the world’s most (inaudible 26:23.3) negotiator. The reality is that you should be looking at what your market, what the problems are in your market and writing about that, not thinking (inaudible 26:30.3) agitate. What is insecurity they have that you can write about it you know. It is really (inaudible 26:36.6) like come from the market first not (inaudible 26:39.2). And so, that is how I approach for example for a promotion. I say, look, I think I have a real-life example, a recent one actually of something like it. So I say, okay, so a couple of years ago, I (inaudible 26:39.2) most people do. So this is back when he had this product that shows you how to do the survey funnels. He does not have it anymore. Now it is like a mastermind, but -- I bring this example up because I beat all his affiliates handily including some pretty big names like I just beat them all and I did not even try (inaudible 27:10.8) burned up somewhat. I was (inaudible 27:10.8) vacation. All I did was I said, okay, I have affiliate marketers on my list. I have network marketers on my list. I have freelance copywriters on my list you know, I looked at all the people who are on my list and I did an email about each one. So how could a network marketer (inaudible 27:27.3) this and I write email about that. How can affiliate marketer use this information, wrote an email about that (inaudible 27:32.9) same style and tone and all that, but I was targeting different segments of my market. I did this recently with Danny (inaudible 27:40.5) you know Danny (inaudible 27:41.3). I was selling his course builder (inaudible 27:43.6). He simply really -- this is way better than -- like the average affiliate. I do not know if I did the best or not, but you know, way better. I mean, he was very happy about it. I did the same thing. Okay, so, why would a freelance copywriter need to learn how to build a course. Why would an affiliate marketer need how to build the course. Why would a network marketer (inaudible 28:01.6) it is all about your list and the people on and what they want, tailored around that. That is the principle then you can throw the tactics after the next emails if you want, but starts with that. Jeremy Reeves: Yeah, you know what, I am actually -- I am actually working the whole day today and yesterday and tomorrow and probably the weekend actually which I rarely work weekends, but I am just motivated this weekend. But I am coming out with the new course and that is, well like, what the whole thing is wrapped around because I mean, you know, as a copywriter, you know, you are trained to, you are trained to -- and honestly this is really what separates really good copywriters from really bad copywriters is how much you focus on the actual market, the problems they are having you know what I mean, because you can write -- it kind of comes back to the flower hands. You can make the copy sound great but if you are talking about the wrong problems or you are talking to the wrong audience of if it is generalized, it is not going to sell you know what I mean. Ben Settle: (inaudible 29:01.6) all the time. People’s flashy headlines, all the shit. They think it is so cool and it is like, you missed the market -- You know, let us talk about this a little bit more. This is very interesting topic. (inaudible 29:12.0) I do not have the product made yet, so write the ad first, and then create and like create the product in the ad. I did this in the -- work at home (inaudible 29:21.1) we did not have a product, right and we look at the market and I wrote the ad saying if I have unlimited powers what would I teach these people and put it in the ad and then it is like, okay, now we just need to make a product that fulfills all these claims and if we cannot, we just take those claims out. That is the ideal way to do it. Only copywriters are going to get that. Operators are not going to understand that. Jeremy Reeves: I am actually working on a client project right now and I am just about to finish up all the copy and I literally have not seen her product yet. It is actually not even -- it is not even created yet, yeah. And what I told her was, because she was starting to make it and I said, wait until the copy is actually done because then like I can just write it and until it sounds freaking awesome, and then -- Ben Settle: Absolutely. Jeremy Reeves: Yeah, and then what you have to do is you have to then create the product so it matches the level of copy you know what I mean, versus if you create the product and the product sucks, will -- I mean the copy or the product is the weak link and the copy can only go up to that level versus if you write the most amazing copy in the world and sell the hell out of it then the product has to come out to that level you know. Ben Settle: Absolutely. It brings it up. It actually raises -- and you know what, when I first got into golf interest like in 2009, I did not know shit about golfing, seriously. I hope I am not slamming too much in your (inaudible 30:39.3) But I did not know anything about golf, like I was -- I never played a bit, not even miniature golf and but I studied the market so intensely and the product was not ready, but I was able to write 80% -- everything but the bullets basically, without even seeing the product or knew the market and they killed, I mean it absolutely killed it in sales. I mean there is no one even close and so yeah, I agree with you on that. Jeremy Reeves: Yeah, definitely. And that is the same thing. I just have to go back and do the bullets you know. Having the product, that is really all you need is just the bullets you know. Ben Settle: Yeah, (inaudible 31:12.1) that is really how you need it exactly. Jeremy Reeves: Unless you are doing you know, one of the like (inaudible 31:16.9) old ads where it was just like a headline and then bullets and you know, go here to buy. Ben Settle: One of my favorite kind of ads to write. Jeremy Reeves: Then you kind of you know, you kind of need the product, but in every other case you know and I have not really -- I think that is the only time I have heard or even seen (inaudible 31:34.2) like that. I do not think I have ever seen anybody duplicate one of those you know. Ben Settle: I tried (inaudible 31:39.7) couple case like I have this ebook called Crackerjack Selling Secrets, (inaudible 31:45.8) like a main stream like it is a problem they know they have and they know they want solutions to it and you can (inaudible 31:51.7) it is like informational (inaudible 31:53.5) to teasing, it is perfect. You do not even have to do (inaudible 31:57.2) you know, just start running bullets, it is like to shoot bullets at them. Jeremy Reeves: Yeah, bullets are good. I think the biggest thing people are wrong with them is they almost like give it away in the bullet whereas you know, they are fascinations. They are supposed to be you know, they are supposed to build curiosity you know and I think -- Ben Settle: Yeah. 90% is a good -- like 90% (inaudible 32:20.3) 10% but they need to execute it is like the best kind of bullet, because it is informational like you could be getting educated (inaudible 32:27.4) Jeremy Reeves: So one -- oh God, I just had it, and it went out. I love that when that happens during the interview. Alright, well, I guess we will skip that one. Oh you know what, you know what I was going to ask you, it just came back. So one of the things that I always talk about is that you know, when you are doing these type of emails and like a lot of your -- a lot of people think you know, email is dead and obviously that is just total bullshit. But you know, when it comes to doing email or even social media, it is kind of like the same thing whatever you like your main marketing you know, some people are really good at and by the way, anybody listening to this, if you hate writing emails, but you are really good at videos, you are really good on social media, you can use the same principles and just use it in a different media you know what I mean. Ben Settle: It is all the same. It is all freaking same. In fact, I have a guy just showing my email players newsletter. I met him while I was speaking a couple of weeks ago. His name is Tyson (inaudible 33:34.0) I hope I said his name right. He is big in the (inaudible 33:36.3) world and he is a video guy. He is great. He is freaking genius at video. He is like (inaudible 33:40.6) all can be applied to video. I have another subscriber (inaudible 33:46.2) he is a rapper and he was like, Ben, I never write emails but I take it in (inaudible 33:52.2) he is on youtube and it work. So yeah, what you are saying is absolutely true. Jeremy Reeves: Yeah, yeah and so where I was going with that because I went off you know, total spider web there. One of my kind of theories is that you know, when you are doing this you are basically building a relationship and even if they are not because you said a while ago, you know, a lot of people -- they know they are going to buy, it is just kind of waiting for the right time whether it is money or whether they are too busy doing other stuff or whatever it is. Would you agree that writing daily emails or even just frequent emails or just having that relationship keeping constant touch, it really just sets -- it’s kind of sets the stage, it builds the trust so that whenever you come out with something, I think this is why you are such a good -- when you do affiliate programs it is because you built that trust you know with them. You built that relationship with them and it is like, it almost does not even matter what you are selling, it is just like oh well, Ben says this is good, therefore, I need it you know. Do you agree with that? Ben Settle: Yes and in fact, I am thinking -- all of the stuff. The relationship is far more important to go back and trying to build credibility and all the stuff because that is the credibility in fact that they like and trust you. That is why I said there is a different -- copywriting is different than email in that sense. Like copywriting has to be very specific because -- you know, it is a static thing (inaudible 35:13.5) everyday you do not have to pitch benefits and try to prove how great you are everyday. You just have (inaudible 35:18.1) with dialogue just like you would -- It is funny that you brought up like people just buy it. So I launched this product called Copy Slacker last February and you know, I ordered 50 sets of it because I do not think (inaudible 35:33.7) I thought I get 50 sales or maybe 40 sales. I have like a 177 and I do not know -- I doubt anybody, any of them really read the sales letter. (inaudible 35:48.2) told me, I just bought you know. So you are right about that and by being there, that is another reason to do daily emails you know everyday like a friend in their inbox. Jeremy Reeves: Yeah, definitely. I have heard a lot of product launch you will see it is like you know, hey it is 12 o’clock, the cart is open and you have 10 sales at 12 o’clock exactly you know what I mean. Ben Settle: That is a function of a very good marketing. Well it is the very end of February, first couple of days in March I was -- I spoke at AWAI’s web copywriting intensive (inaudible 36:20.3) and Clayton Makepeace was there. It was honored to actually get to meet him and actually be on the panel. I was like, wow it was like my fan boy dream come true. I remember him teaching. He was -- what we are trying to do, what he was doing in his business is, he wants to (inaudible 36:37.1) so that the sales letters just not even necessary like the selling is already been done before I get there. And this is what emails (inaudible 36:44.4) you do (inaudible 36:45.4) it lets you sell before it is even like you said, the cart opens and it is got to be close in 20 minutes already because it is already sold out. Jeremy Reeves: Yep, yep. Who is that, I think it is Joe Polish that says, basically the you know, the product and marketing should make -- oh God, what am I trying to say. I am blanking here again, wow, I must be tired. Jesus. The purpose of marketing is to make selling superfluous you know what I mean. Ben Settle: That is all (inaudible 37:21.1) actually. Jeremy Reeves: Yeah. I mean the purpose of marketing is basically so that when you are going to sell something they are already sold on it regardless of what it is. Obviously, as long as in touch with what they actually need you know what I mean. It is not like you can go and sell them like a garbage can and then they are going to buy it you know maybe you can, you should do a test. That will be funny. You should put your face on a garbage can. Let us see if it is (inaudible 37:43.2). Ben Settle: You know Jeremy I have a rather unusual example of this, okay. I wrote an email about this many years ago that did pretty well. So I live in Oregon, where it rains a lot. I live in Oregon (inaudible 37:56.8) specifically. (inaudible 37:58.4) it rains like 80 inches of rain a year right. It is raining all the time. When I first got my dog, she got to go out. I take her out in the rain because I have to take her out and she was just pacing around, sniffing around while I am getting soak and then she get into the position like she is going to take a crap right like a rabbit looking position and then she would like not crap and then she starts sniffing around me and she did that 2 or 3 times. I am out there for 20 minutes during this (inaudible 38:24.2) And I was like what the hell -- I called it phantom poop like she is acting like she would poop and she did not. Well then it dawned on me -- it did not take a long to dawned on me that -- if I just wait to take her out when she really has to go when like it is like a periscope coming out of her ass (inaudible 38:41.5) it is coming out, she will go right away and I thought isn’t that how it is with selling, like most products (inaudible 38:49.1) are phantom pooping basically. They acting like they are going to buy. They did not look. They did not sniff around a little bit maybe they can see some other options but if you wait to actually pitch them when they are ready to buy it is a much easier to sell. So I think that goes in line with what Joe Polish is saying. Jeremy Reeves: Yeah, definitely and by the way, please tell me that you have written about that in email. Ben Settle: I did. I wrote about that. In fact, this is an example all the time when I get the (inaudible 38:49.1) because it makes the point. Jeremy Reeves: Yeah, it really does. It does. Well hey man, I have had a blast you know, I have learned a bunch. I am sure a lot of -- I am sure we have broken a lot of paradigms on this especially if you know anybody listening to this has not kind of been indoctrinated by the settle way. I hope you have kind of shifted some beliefs a little bit you know, I know your stuff gets really good results for a lot of different people in a lot of different industries you know. I always like to say that because people are like, oh my business is different and it is like, no, no. It is really not. Are you selling to (inaudible 39:51.5) yes. Okay, well no it is not. Ben Settle: Yeah. It is not different and you know what that is my whole goal on these things, is you give people options for thinking differently. They do not have to take my option but at least they know that it exist and if they want more they can you know, come to me for more of it. Jeremy Reeves: Yeah, yeah and speaking of that you know, before we hop off, tell everybody you know, where they can find you you know, what should they do if they resonate with your -- you know, your style? Ben Settle: Okay, well, they should go to bensettle.com and if you give me your precious email address. I am not going to promise I am not going to abuse it or anything, but I am going to mail you okay, but if you give me your address, I will send you the first issue of my 97$ a month “Email Players” newsletter which is a prestigious newsletter, but I will send you the PDF of the first issue obviously, like my autoresponder and there are 24 ways in there that you can start making more sales with email (inaudible 40:44.1) right away. People have told me they made tens of thousands of dollars just with that free issue, it is yours. If you do not give me your email address you can still click through the blog and there is like almost 2,000 pages of articles on there well over a dozen audio hours of audio and video training, all free. it is bensettle.com. Jeremy Reeves: Yeah and that will be in the show notes for everyone listening. So just you know, go in your phone and click in the show notes and you go right there. Ben it was a pleasure having you on. As always it was entertaining and educational. Thanks for coming on. Ben Settle: Thank you Jeremy. Good talking to you again too. Jeremy Reeves: Yep, you too. See you.

In this episode, the one RIGHT BEFORE MY VACATION... We'll talk about why I'm drinking Wild Turkey Bourbon and how a story sold me on it! And of course we'll dive deep into why stories work so incredibly well, and how to use them in various areas of your business to build a better relationship with your audience, have more fun, and sell a heckuva lot more! Resources Mentioned support@jeremyreeves.com Transcript Jeremy Reeves: Hey, what is going on guys and girls. This is Jeremy Reeves and you are listening to another episode of the Sales Funnel Mastery Podcast. And today, I am in a very, very good mood. I am actually sitting here drinking a little bit of Wild Turkey Bourbon, so I am very excited and feeling good. I am actually going to talk about that. Talk about why I am drinking that in a minute, right. So before that, a couple of things right. So number one, I am actually very excited because we -- my wife and I found out that we are having a boy, right. So child number 3 will be boy number 3. So there is going to be a lot of testosterone running around our house. My wife is very excited about that. Lots of fishing and camping and hiking trips and dirt and just disgustingness in our future which is awesome you know, I love that. I was cool with either of them you know, because if it was another boy you know, I have a blast with Connor and Logan and so I already know that I love you know, having boys you know, they are ton of fun and actually I just got home. I spent the whole day with them. And if it was a girl you know, then I would have gotten to experience that whole side of things you know, having a girl and kind of everything it goes along with that you know, daddy’s girl and all that kind of stuff and then all the hormones and craziness that happens during teenage years and all that. So anyway, we are having a boy. So we are very excited about that. We actually just got home from buying Logan a bed and because Connor and Logan are going to be you know, going into the same room and the baby will get you know, it is on separate room just you know, because when baby is crying it is not waking up the other boys and all that kind of thing. So that is number one. Number two is right after I record this which you are probably not going to hear this until you know, roughly Wednesday or so. It is usually when Andrea publishes it. I am going to be on vacation. I am going to be on vacation the whole week from about 3rd until the 9th. Actually, from right after I record this, it is Saturday, it is 5:19 on Saturday. So think about what you are doing in 5 o’clock on Saturday and I was recording this. So I am just taking the week off. Normally, I would not be this excited about taking vacation because I love what I do you know, I love waking up and writing copy for clients and putting together campaigns and all that kind of stuff, but I really, really needed a break because the last 6 weeks I have been -- I have been pushing very, very, very hard, basically, too hard. I actually ended up getting myself sick and that kind of thing which I normally do not do. There is just kind of a couple -- it was like a perfect storm situation. The whole bunch of things kind of came together at once and they just you know, it is one of those things where you got to just you know, I was talking about hustle a couple episodes ago and it was time, I just had the you know, bury my head and hustle you know what I mean. So I did that for 6 weeks and now I am you know, taking a break. Taking a mental break just to recharge my batteries. Spend more time with the family. I mean it is not like I do not already, but you know, spend some more time on stuff that I like to do you know. So this week, I will be, I am going to go hiking. I am going to go fishing. I am going to go golfing. Probably do a little day drinking. I am going to meditate and exercise a little bit longer than I normally do you know. Play some playstation and watch movies. I actually have a setup in my garage where it is a 100-inch projector screen setup out in my garage and it is a big fancy setup out there so I can actually like sit out there and have some Bourbon and a cigar and watch movie you know at night which is pretty bad ass. All my guy friends love coming over and hanging out in the garage. So you know, read a couple extra books you know, some novels this week you know, spend some time you know, with family and friends. I will probably do some -- probably smoke a pork butt. Have the guys over for couple of beers and pork butt stuff like that you know. A couple of day trips. We are going to go on -- and lots and lots of just good old plain shenanigans you know, just plain practical jokes with my wife which will be funny and stuff like that. So I am excited about it. So anyway, that was a very long way of getting to the main topic here which is stories, okay. Now what I just told you is a story and believe it or not, me going through what I just did is actually helping me make more sales, right. It is actually conditioning you to buy more from. And the reason is because the stories -- and I will get into this a little bit more. Stories are very good way of establishing a bond. Establishing like a connection with people. So you know, establishing a relationship. It is a good way to get people to trust you. If I tell you about my life right, if I tell you about the things that I am doing and the things I am excited about and the things that are hurting me you know, the things I am vulnerable with you know, the things that I am scared off, the things that I am excited about, the things that I am happy for, the things that you know, bring me joy, that kind of thing. Think about it. It makes me seem like more of a friend right, because you know me better. So who do you know the best. You know your best friend is the best you know. You know what makes them scared and what makes them excited and happy and playful and you know, whatever. So it is a good thing to do and that is why I tell you (inaudible 6:00.0) of stories you know what I mean. First of all, I just like telling them. You know, (inaudible 6:05.3) they are just -- they are just magical for making sales right. So I was telling you before when I first started, I am drinking some Bourbon, right. I was having some Bourbon. I am going to take a sip actually. Oh God, that is good stuff. So I am drinking Wild Turkey, right, and this is actually my first bottle of Wild Turkey. So if you like Bourbon by the way, check out Wild Turkey. It is very good. It is a very light kind of Bourbon. So if you are kind of new to Bourbon, it is not going to like there is -- I am just drinking straight Bourbon. I am not -- I mean there is no water, no ice cubes or anything. And it is smooth you know what I mean. As you just noticed I went from drinking it right to talking. It is very, very smooth Bourbon. It is very -- I think it is very good for like you know beginning kind of like a transition into Bourbon because sometimes it can be a little bit harsh you know what I mean. And the reason that I am drinking Wild Turkey right now is because of Matthew McConaughey, right, the actor. So basically, what happened was, I was on Facebook probably -- I do not know about a week ago, something like that and I saw a thing -- Matthew McConaughey, he is one of my favorite actors you know, first of all because he just does awesome movies and I also -- I have heard several different times that he is just a very like kind of cool down-to-earth person, so I always like that with people who are really big like that, that they keep their you know, just become down-to-earth they do not get all like pompous and frilly you know just annoying like the Kardashian’s. So anyway, so I am watching the video and basically he is going to be their essentially, their spokesperson. He calls himself the creative director of Wild Turkey, right. And he is going to tell their story. So I watch it was like this little 6 minute like documentary type of thing that he did with Wild Turkey and like they take you through the distillery, you do like this little virtual tour of the distillery and he has the owners on there and you know they are kind of just talking about how they got started, I think it was before prohibition where they got started and like that kind of thing. And it instantly made me want to buy their brand, right. And it is because of the origin story. That is called the origin story, right. Another example of this is, is I just did -- I just did a promotion for a client -- a client name Mark and we did a promotion and made -- we each made tons and tons of money which is awesome because I was doing a percentage of the sales so we each made a ridiculous amount of money which is you know, which is very cool obviously. And one of the reasons that that happened is that during this launch, we launched his origin story. It was actually right before the launch, right, and that was one of the ways that we generated some buzz like right before the launch you know, we got extra eyeballs on his business right before the launch and we did it through an origin story, right. And basically, it was him and he has some really crazy like video skills, so he kind of put the whole thing together, but it was basically just his story about how he started the company and the struggles that he went through and the struggles that they are going through now you know. And it kind of you know, his vision for the company and why he started it and you know, exactly like kind of who it helps and some stories from some of his customers and you know, like I just said, the vision you know, for his -- for the future and that kind of thing. And we got -- it was like, when he put it on Facebook, he was getting like 15% or 20% engagement rates in terms of like views to likes and shares you know what I mean. So like if it was a thousand views, he was getting like 200 likes for every thousand views which is insane you know, like that is really high and I mean tons of comments and people saying how you know, it changes life you know, by working with them and that kind of thing and it is just goes to show you the power of stories and it is like I said, when you tell stories, it kind of just -- it brings down the barriers in people’s minds because when you are telling story it does not sound like you are selling, right, and that is the important point. It does not sound like you are selling. I used stories all the time in the sales letters that we write and in webinars and things like that and it is because you know, it is because they sell just very well you know. And there are a lot of different types of stories and maybe I will get into that. I am actually for this webinar product that I am coming out with that I told you guys about. I already had the name. I am not going to say the name yet for a couple different reasons, but I will say that if you are even considering buying one in the near future, do not yet until mine comes out because I am telling you this thing is game changing. It is so freaking ridiculously awesome. I actually just sent it to somebody. He is a buddy of mine and I said, Hey, you know, I will send you what I have so far and like as I update things if you will send me feedback, right. So he is like, oh yeah, awesome, you know, we are actually going to put together a webinar soon anyway. So I send it to him and he wrote me an email back and he is like, holy God, this is freaking awesome. I forget his exact -- I forget the exact phrase that he -- this is so freaking cool. I do not know something like that, but he was blown away and he said, I literally do not even know anything that I can tell you to make this better because it is like perfect you know. And he got a very, very, very beta version. I actually work on it all day today. That was one of my conditions with my wife before taking vacation off. I said, I am just going to work -- there was a certain like kind of thing that I want to get done with that product and I said, I am just going to work until that is done. Soon that is done I am on vacation and I was until I forgot to record this podcast. So now I am just doing this real quick. But anyway, so in that training I am going through like kind of the story making process right, and -- but there is different ways that you can use your story, okay. And one of the ways that I love using stories is through email, right. And you know, there is -- I can do a podcast. I can probably do 10 podcast on stories and you know, maybe at some point I will come out with like a story telling course or something like that. I know after this webinar product, the next one I am going to do is an email course because I just feel like there are very few really good email courses out there. There are just a very, very small handful and they are just not good you know what I mean, but anyway, so I got an email from someone and I have got this a lot over the years. Just saying like that people -- when they got my emails, they came into my list just kind of check out what I was doing and got on my list and I get this compliment all the time, they are like -- once I started getting your emails, by like the 3rd day, I would actually wake up in the morning and would go to my computer waiting to find your email and they are like they would scroll down and look for the email that I was going to send that day, right. And that like -- can you imagine how powerful that is in your business? Can you imagine like what kind of bond is there you know for someone to say that, right. That is obviously -- and that is through email, like that is the most cold just like just machine like you know, way to connect with someone. Like there is no -- God, it is not even -- you know, I am talking to this guy personally now because you know, I love compliments like that. So we started conversation about it, but you know, he was telling me like, he was just you know, he kind of just wakes up and he cannot wait to actually read an email. And when you get -- that is the power of stories. When you can tell stories in the right way and make yourself so in tune with that person and bond with them so well through email that they cannot wait for you to sell them something. That is a really, really good position to be in, right. So you know, what are the ways -- I guess, you know, for a more -- before I hop off here for like a very practical way of doing this, right. Here is my kind of template, right for writing emails, okay. So basically, you start -- I am trying to think of an example. Maybe I will try to write one off the top of my head and I will give you an example here. I did not plan on doing this, but maybe I will try to do and just off the top of my head, I will look around the room, right. So basically, you start off with a story, okay, and then you transition into the lesson of that story, okay. And then, after you transition into lesson, then you transition into how that lesson like basically why they should buy your product because of that lesson. So we will do something like this, right. So I am going to try (inaudible 15:20.6) right off on top of my head. So let us see, so we just came from a pumpkin patch so you know, alright, here is the email, right. I probably cannot come up with the subject right off on the top of my head. Number one because I am a little bit tired because it is 5:30 and I work from 6 until 2 and then basically went right from there to a pumpkin patch to buy Logan a bed and now we are home and I am drinking, so my brain is not exactly going full speed here. So here is the story right. So subject line (inaudible 15:55.5) hey that is the subject line or you know, cool story could be the subject line. So it could start off with something like, you know, hey first name. So I just got back from a pumpkin patch with my kids, right. Just got back from a pumpkin patch with my kids. You know, it is a yearly tradition that I take with my family. Every single year we go up to the same place. We get on wagon. We go and we find the pumpkins. My wife gets apple cider donuts that she loves because they (inaudible 16:30.0) seriously like the best donuts ever. So especially now that she is 21 weeks pregnant. She especially likes the donuts. And I what I just said could actually be in parenthesis. You could put a little joke in there, right. It helps create bonding. It also demonstrates your personality you know and people that like your personality will cling to you more. People who do not like your personality will kind of go away and you want them to go away anyway, right. And then you start bringing into lesson, right. So you start to kind of introduce a lesson. So you could say, you know, while we are riding on you know, on the wagon you know, the wagon is really bumpy you know, this is big huge wagon. There is no shocks on it. You are going through this big pumpkin patch. There are ruts. There are ditches. There are bumps so you are bouncing around on this wagon and as we were doing that something you know, a thought occurred to me and that thought was, isn’t it funny that this wagon ride is very similar to what most entrepreneurs go through you know. You get in the wagon. You are really excited and you start moving. Everything is great for the first couple feet and then all of the sudden you hit some bumps you know, you hit some road blocks. You hit some curves in the road. You hit some things that are stopping your progress and bouncing you around and all of the sudden you do not know where to turn. You do not know what to do you know, you are holding for dear life just trying to keep your business moving forward and like do you see where this is going to start to go. So that is the lesson right. So then you move in to the transition and you can say, look you know, and let us just say, I am going to pretend that I am selling this webinar product, right, so that will be the product that we are going to sell in this email, okay. So you could say, you know look, you are probably going through that right now. You know, you are selling a high ticket service and you know, you are really excited. Every time you get a sale you are super excited, but then the in between spots are what kills you, you know. The in between spots are where you get that fear and that concern for you know, because you are hitting road blocks way too often. You are bouncing around way too much from thing to thing to thing. You are really never you know, moving forward and that is not what you want. You want a more straight path. You want a path you know, to get right to you know, the pumpkin patch so to speak rather than going around turns and you know, going over bumps and getting bruises and you know, getting thrown around the cart that kind of thing. And that is what my product helps you with you know, rather than you trying to figure it out on your own and beating yourself up and you know, dwindling down your cash account and you know losing most of your money in testing and spending you know, spending 4 times as long to get there. I am going to show you the straight path to go right from where you are now right to being able to sell your high-ticket product without any of that you know, that negative stuff you know. So like you can see you know, obviously, the copy is not perfect, right, but even what I just said, as I am you know, half of the bag and doing it off on top of my head is probably better than most people’s emails that they are using to sell their services, right. And what is really cool about that is that you can send an email like that every single day of your life and people will not get annoyed by it because you are still selling your product, but do you see how it is positioned differently, right. Most people it is like hey, do you have, you know, are you suffering from this? Are you you know, do you ever deal with this? Do you ever blah.. blah.. why don’t you buy my product and it is so awesome and blah.. blah.. right. That is the typical email versus mine where you are still resonating with the struggles that they are going through. Do you see how I did that? You are still resonating but you are telling it through a story, right. You are telling it through an experience. So not only are you accomplishing that same level of resonation we’ll call it, the same level of bonding, but you are actually taking it a step further because you are telling them something about your life. You are telling them a story. Another big part of this is that they are actually going to read it, right, and that is obviously important because if you are sending these emails every single day that it is just, oh hey, buy my product. Here is why. Buy my product, here is why. You hear about blah.. blah.. Like it is the same thing every day. They are going to open it. They are going to see it is the exact same format, delete. They are not even going to read it. Whereas if you tell a story, people get sucked into stories. They want to know what happens, right. If you are telling a story about how you took your kids to the pumpkin patch you know, very few people are going to start reading that and not care, right, because if they like you which stories are very good way to get people to like you. If they like you, they are going to care what happens right. As I was telling that story you guys probably care you know what I mean. It actually turned out that my little one, Logan. He is -- so Connor, this is really quick like kind of side note. Connor is very, very like unbelievably sweet kid, right. He is our 5-year-old. He is the one with autism. He is unbelievably sweet you know. He is the one that comes up to you and tells you that your hair looks beautiful and like you know, that you look really nice today and that kind of thing. Logan is different. He is just one of those kids that just has his own personality and he does not give too freaking shits if you like it or if you do not and he just is who he is and I love that about him because he is so independent and he just is who he is and he has no apologies for it. On the other hand, sometimes, it drives you nuts right, as you know, anybody listening to this if you have kids you know, probably one of them is like that. So you know where I am coming from, but anyway, so he, of course, rather than picking a typical orange pumpkin with the stem, he picks the green one and it was just so typical of him that -- my wife and I were laughing. So going back to stories you know, that is kind of like the story template that you can use and again like in the future I think I am going to come out with something like that because you just make, I mean it just the way that you can bond with your audience is so much better you know, than just like these generic emails. Hey buy my thing. Here is why. Oh, here are the benefits you know, blah.. blah.. With stories you know like I said, you can still resonate with your audience on what they are struggling with, but you do it through a story, right. So yeah, so that is it today you know, the big lesson here is you know, what I want you to work on this week is -- you know, look at the emails that you are sending out to your audience you know. Are they engaging? Are they really helping establish a bond you know. You guys know that I am very much about trust, right. Not only being trustworthy as a person, right, but you know, I am trying to think of like, having a little brain fry here, but just being building trust in your marketing you know what I mean, and stories are one of the best ways to do that you know, like I always say, if you want someone to like you right, basically, all you have to do is tell them stories and be vulnerable, right. The more vulnerable you are, the more people are going to like you because everybody has vulnerable spots in their life, right. And when you are vulnerable, and you can do that through stories. I do that -- one of my -- my one story about how my wife fell down the steps when she is pregnant with Connor, right, because she has seizures. She has seizure falling on the steps and I caught her coming down the steps. That story, like that is in my autoresponder, I get probably -- I get more responses to that email probably by a factor of 5 than any other email in my autoresponder and I have like, I do not know, probably 100 in my autoresponder, right. And it is because of that vulnerability, right. So, anyway, so if you guys like this subject, let me know. Because I can kind of go into more details and give you more examples and stuff like that. Maybe I will come out with a course for it, I do not know. We will see if you know, if there is enough response to it, but let me know. Just shoot me an email support@jeremyreeves.com. I would not get it this week. When I take a vacation, I am fully unplugged like as soon as I -- basically, when I click end for this, wow (inaudible 25:03.4) way longer than I thought. When I click end for this, I am going to upload it into Dropbox and Andrea is going to get it and then I am officially done. I am officially on vacation. So at the end of this, I will be officially done for about a week, about 8 or 9 days or whatever it is, but yeah, anyway, so if you enjoyed this let me know because you know, I always like to hear you know, what topics you guys enjoy you know and I think you know, telling stories is just such a powerful way of making sales and building a bond with your audience you know and so I can maybe I will put something together, probably closer to next year I would say you know, I will kind of figure out when to do it but yeah and we can talk about it more on podcast and all that kind of fun stuff. But for now, I am going to hop off because I am going to go, enjoy my vacation. I am going to go, enjoy some relaxing time and basically doing nothing, right. And I am very, very excited about that because my mind has been on overdrive for the last 6 weeks so I need a break. So I love you guys. I will talk to you when I am back and in the meantime, look through your you know, whatever emails that you are sending out and see if you can upgrade them by adding stories in there you know. Yeah, that is my big -- that is my big lesson here for today. So go and do that. Otherwise, if you enjoy this you know, you are not paying for this, remember. I just spent 26 minutes of my vacation to do this for you. So do me a favor, share it with somebody. Give us a review on iTunes, that would be the biggest compliment you could possibly give me because that helps grow the audience and the more audience grows, the more I want to do this, right. So go ahead and do that now. Do not be a wanker. Go and you know, do your responsibility and give us a review, alright, and a good one. No. Give us whatever you think it deserves. But anyway, have a good one. I will talk to you next time and yeah and go on and do some stories in your business. It is really good. See you.

In this episode, we chat with Chris Brogan. Chris is a LEGEND in the industry. He shows businesses how to grow their revenue and the loyalty of their customers & clients by infusing authenticity into everything they do. In this interview we talk about ways to do that, stories from his past and how to do this in your business to create an authentic culture that creates loyal, raving fans! Resources Mentioned stevegarfield.com chrisbrogan.com owner.media Transcript Jeremy Reeves: Hey what is going on guys and girls. Jeremy Reeves here with another episode of The Sales Funnel Mastery Podcast. And on the line today and on video as you can see, we have Chris Brogan. Chris is basically (inaudible 0:27.9) in one word, he is a rockstar. When it comes to you know, growing businesses and especially kind of focusing on using the social aspect of doing that, he is a total bad ass. Really quick kind of couple bullet points of him. He is a sought after speaker. He has spoken for, I mean, all kinds of different you know, all kinds of different people which of course he can talk about in a minute. He is a New York Times best-selling author with 8 books and is coming out this night -- Chris I want to talk you about that one because I am actually a big gamer myself, so I am going to be interested in that one. He has spoken -- consulted with everywhere from you know, small brands all the way to big companies, Disney, Coke, Google, GM, Microsoft, and about a thousand other big names like that. He has appeared on the Dr. Phil Show. He has interviewed Richard Branson for a cover story for Success Magazine and we can go and on like this for the next like half hour. But Chris, how are you buddy? Chris Brogan: Jeremy, glad to be here. Thanks for having me on your show. Jeremy Reeves: Yeah, yeah. It is my pleasure. I have known about you for years now. I have followed your work for a long time and so it is kind of cool to you know, to get you on video and you know, see and kind of dig into your mind a little bit and see how you work. Chris Brogan: Thrilled to be part of it and it is kind of fun because you know I have been doing my research about you and making sure that you are the Jeremy that I thought you were because that name is really familiar and I go ahead to dig a little bit, I am like, oh yeah, okay. It is interesting because a lot of what you have done with copy but also then with the mechanics underneath it. I am always the higher end of the sales funnel not the lower end so (inaudible 2:09.9) how people convert you know. A lot of my shenanigans are nonsense. So I think that is really cool. Jeremy Reeves: Nice. Chris Brogan: It is a complimentary pairing one might say (inaudible 2:18.2). Jeremy Reeves: Yeah. So you know, tell everybody like what, you know, what it is you do basically you know. If someone were to say, Hey Chris, you wake up in the morning and you are going to help us solve you know, grow -- basically grow a business you know, what is the approach that you take. What is your philosophy on helping people grow? Chris Brogan: Sure. I mean a lot of it really boils down to is helping people connect with what they already have and who they already are and then really leveraging that to find the people that they most want to serve and then helping them find out how to grow the capabilities and connections to do that. I find that a lot of times where we go a little (inaudible 2:52.7) in business is we kind of try to be someone who we are not. We try to go after people that we do not really know or do not understand and we try to you know, spend a lot of our calories and our time in fields where we do not normally spend our time in general. So it comes off in authentic. It comes off as a struggle. It comes off as -- there is some kind of a disconnect and there is a little lack of integrity there. If people use integrity in the wrong way, they tend to use it to (inaudible 3:18.6) something very noble, but it just means integratedness. Hitler had a lot of integrity. He just you know, put in the direction we did not want it. When I say that people are lacking in integrity, I really mean the integratedness of what they are saying they are into and where they spend it real time. And so a lot of times you know, when I speak to a company for instance, if I go into a healthcare company one time right around the time President Obama just got elected, they said to me we want what he had. How do we get more people to talk to (inaudible 3:50.3) he had people talking to him via social channel and stuff and I say, well, first off, you have to find ways to invite people that want to have that conversation. You have to talk to them about what they really want to talk about which is likely (inaudible 4:03.2) know what you want to talk about. You have to kind of get him there. And so it become a messy business. What I do with the companies and/or you know with individuals because a lot of times I am calling them on the parts that they want to hide or I am calling them on the -- it is like having a weird relative over for a dinner. You know they are going to say something weird. You know they are going to offend somebody, but they actually have some value to them and I guess what I am trying to show everyone is that their weird relative might actually be the winner in their experience and that in all businesses in all sizes the do not lie. If we could be a lot closer to who we really intend to be then we might have a lot better swing of it instead of kind of living underneath. The fear that we have to fake our way through something. Jeremy Reeves: Yeah, yeah. I love that. And you know, there is a lot of -- I know a lot of people that are, that are overweight for example and instead of being ashamed about it and you know, they kind of try to cover it up, they just owned it, you know what I mean. Melissa McCarthy is a good example of that. The actress, you know, she just owns who she is and she is -- I love her movies. She is so funny. I think that is a good example, but take that and use it for business you know. Whoever you are as a person, whatever your personality is, do not try to hide that even it is you know, negative thing you know, I think the more that you can really understand that and bring it to light, that is what makes people attracted to you, you know what I mean. I think especially -- there is a term in copywriting called the damaging admission you know, essentially just taking something that is perceived as a bad thing, but you twist it into a good thing you know, I think that is huge you know. Is that what your you know, when you are working with companies and helping them with their social strategies is that basically what you help them like uncover, is what those pieces are and then how to you know, bring that to the community, to people who are serving? Chris Brogan: I have not done anything social with the company since I think 2010, but a lot of times when I work with companies, it is bend down to sort of their sale strategy, their business strategy, their content mostly. A lot of times, content marking which I guess some people lump into social, but I see it is a sort of blend. I am not a direct sales copywriter. I do not believe in you know, I am never going to have (inaudible 6:22) killer anything (inaudible 6:24) and I agree on a lot of things, but I do not ride his way. So I would say that what I am often doing is trying to just to spill out you know, we rush the tactics or we rush the ways to you know, sort of leverage parts of our business. I am trying to find is there more holistic way sometimes. Is there a way that you know, it is how we love you in spite but we love you because kind of stuff. So with that, I might make that in the content. So I might say here is -- here might be a good editorial calendar to lay this out. I might talk about email marketing strategy, that is one of my favorite tools of all the business tools is email marketing pain because I feel like you know, it was done so poorly for a lot of the less 20 or 30 years. There is nowhere to go, but up and so I help with that. A lot of times also it is you know, how do we harness the word of mouth type stuff that is going on in a much more organic way. How do we do something that is a lot more experiential as opposed to stuff that fits nicely on a spreadsheet. And you know, pretty much if I did not think about it Jeremy, 80% of what I do is make people who like spreadsheets unhappy. (inaudible 7:35.7) because a lot of it does not fit nicely in a column, but then it shows up you know, the revenue does show up. I mean, I only have 2 measures in any kind of business project that work with people. I only have 2 measures, one is dollar signs and one subscribers you know. That is a pretty baseline kind of business to run in a world that still thinks that this is somehow good or useful you know. I check with my bank and they do not care what my klout score is. That is why I do not do a lot of social media stuff such as they were. I just need those tools to make business move forward. Jeremy Reeves: Okay, I got you. So you are going after the you know how to actually turn into sales and not just -- I totally agree you know, a lot of people are, Oh, I got you know, 300 likes or you know, 20,000 likes or whatever it is, like okay, well how many sales did you make you know. How many beliefs did you change you know, that are going to turn into sales, those kind of things. So tell me about your new book. I am kind of excited to hear about that. Chris Brogan: Yeah. One of several -- it is funny, as you were saying that, give me a sec, hmm.. I need to edit my bio. Jeremy Reeves: The video game book. Chris Brogan: So this idea it will probably morph a little bit. I am very (inaudible 8:46.1) in the video games. I play a lot on Xbox for my platform. I have no particular preference that is just (inaudible 8:52.3). I was a Halo guy, (inaudible 8:53.8) who had the platform. But in the process when I was coming from, what I was learning was, there is a lot of ways to see what it comes out in video games that you can then graft onto real life business pursuit you know. There is a lot of people in business that just kind of show up to work. There are trying to figure out how they are going to get their 3% every year. They are just you know, everyday is the same as the last day. So they do not work with this concept of objectives. They do not work with the concept that there are systems in scoring in place that they do not even normally see because work feels like an open world environment. Like if you are a sales guy, you know, all you are seeing is did I or didn’t I make more sales, but they are not taking of what if I give you 20 cold calls a day or whatever you know, cold call is everyone’s most hated thing. What if I made it 20 a day instead of whatever you are doing now, 2, 5, none. So that idea comes from video games, because in video games, there are things like bounties or objectives or you know, today you are going to get 5 kills with a shotgun or something. For me, it is so -- if you pull the shenanigans of video games into the real world, I still see that there is some really cool overlays that you can do that will make business work a lot better. And so I am always excited to try to extrapolate that kind of life lesson and advice. I also think that there are ways to make your own game. So that even if the game systems says, the way you win is to get you know, more tags than the other team or whatever it is, capture the flag more often, whatever it is. There are other ways for you to win because you can say, well, you know, I am not ever going to be the number 1 guy. I am just not that kind of a player. I am a good support guy or whatever it is. So then you start saying well, what if I did 7 of this or whatever you know. I think that there are so many ways that we can improve ourselves using the systems in the (inaudible 10:41.5) inherent in the video game that we do not even think about. Anything is boring with Pacman and Tetris, it has systems in it. And I think that if we talk about systems you and I some of us will fall asleep, but if we talk about video games then I can sort of sneak the broccoli inside the cake (inaudible 10:58.5) this is broccoli cake. Jeremy Reeves: Nice. And I actually wrote -- this is several years ago, but probably like 3 or 4 years ago, but I actually, if you have ever follow the launches of games. They are absolutely brilliant marketers in the way that they just -- they create such engaged fans and like, you cannot wait -- I know like there is a couple of games that I cannot wait to come out coming out in September and October right, and like I am so excited I am like sitting you know, I cannot wait until they come out and it is because of the way that they pre-launched their games and it is like -- a lot of times it is like a 6 to 9 or 12 month you know, it is like a little drip here and there and then they show and they do previous of the game and they have like, they will have discussions about it about what is going to be new and all that. So there is a lot to learn even from the way that they launch the games too you know and then once you get inside there is even more. Chris Brogan: Absolutely. Jeremy Reeves: If anybody likes video games like you know, the geeks that Chris and I are, definitely look at them and while you are playing, you know, you might as well pull some marketing insights from it you know. So if you have to you know, you have worked with all types of companies you know, small businesses, huge businesses, all that kind of thing, if there was -- if you are going into a business and you could look out like if there was 1 factor that helps people grow that it is like, okay, you are going to do X and that is your like, it is kind of like a guaranteed win, what would you look for in that kind of company whether it is -- and if you can do it, maybe it is different for the small and big companies, but you know, what are your thoughts on that? Chris Brogan: You know what, to me Jeremy, it is always the same, any size company and I think I might have stolen a little of this from the perspective of Richard Branson or rather when I write this book (inaudible 12:50.1) I had this realization that wow, this thought that I had that I thought it was wrong for thinking, that is what he says and you know, sometimes it happens where someone outside of us will verify or you know, validate us and will go, ahh.. I am (inaudible 13:06.4). So the idea is really simple. This is exactly what Branson said. Branson said, this can work on all scales you know, a business idea can work on all scales and that is why I stole. And so the idea is just to connect and serve and so you know, you see on the side of police car is to protect and serve. So I think you know, to connect and serve because I think that what is most missing in most businesses of all sides, little guy doing a lawn you know has his you know, little (inaudible 13:36.1) and he wants to mow more lawns all the way up to Viacom and Sony electronics USA. We fall behind the mechanics of systems. We fall behind the idea that you know, if I do this enough times in a row, I am going to expect this kind of scenario and when it does not work, we do not know what to blame so we blame the systems or we blame processes way outside of us or whatever you know, whatever (inaudible 14:00.8) guide is not working, the real (inaudible 14:03.7) about any diet is it works if it is the right diet for you, you know, because you apply, you have to do the work and so when it comes to this idea of connect and serve, service is the basis of all good business, all good business. 100% of business is based on service. I will say a really random example. I like watches from this company Shinola. They have a bunch of other business lines as well, but they started with watches in Detroit. So I got this watch, it is not a whole lot of money, it is like a $500 watch you know, I never going to wear this and someone go whoo.. (inaudible 14:38.2) But if people know the story, it is a story of sort of revitalizing Detroit and this company is American made. All the parts are American and like all the you know, good stuff about taking in a city that has been on its back feet and putting it back together again. This is so random. I twit yesterday, dear Shinola, I love you. That is all. They twit back. Dear Chris Brogan. We love you too. I did not expect much. I just wanted to say it because I was (inaudible 15:06.1) because I was looking at my watch which is strangely not in my wrist during the (inaudible 15:09.7). But you know, I love just that little piece of touch and that little piece of touch stretches me a lot further. My buddy Steve Garfield, he runs the stevegarfield.com. He said, I was travelling back to Portland, Maine. I was just up on a vacation with my fiancé and he said, oh, you got to go to this place. I think it is called the Slab it is a pizza place. He goes, “Man, I love it. I had a great time. I shot some photos. I had them up on my Facebook. The guy who rans it came over and said, (inaudible 15:36.6) on my Facebook page” or whatever. That is -- to me, the social media tools are (inaudible 15:41.1) is the fact that an owner can reach out to customer and validate his enthusiasm for a place and then turns that guy into a full on raging fan. So that works at huge companies as well as small companies you know. I had a problem with a regional pizza company around here because my son wanted desperately for me to order from there as many times as I have told him we have had horrible times in the past and he was like, no please, I really like their food and I am like, I do not care that you like it, it is just that, they never going to come to our hose. So against my better judgment. I call. I make the order. 40 or so minutes go by and then (inaudible 16:19.1) 30 and I call them. They say, yeah, we ran out of -- I forgot what it was like buffalo wings or something that we order. We ran out of them so we are going to call you back and ask you what you want as a dip. I say, well first up, it is 40 minutes. You are like, you are 10 minutes past when that food should be in my mouth, but second like you are going to call me -- again, regional pizza company who is like 100 of stores and advertises (inaudible 16:47.7) what a bunch of poop heads, right. So (inaudible 16:51.1) this story on stage forever. So, Jeremy, that is such a long answer, but I want the passion to show like I wanted to show that any size company can do the simple as be and connect with the people that it hopes to serve and to serve them. My needs are not met by this giant regional pizza company. The local guy across the street who makes far less superior pizza will actually bring it to the house for my kid. So that is how it is going to go. So I guess if you could (inaudible 17:20.0) then none of that is a tactic. It is just pure commitment. It is commitment to the people who are going to give you their money and it is commitment to say, I am going to keep being there for you like a bad 90’s Bon Jovi song and I am going to just keep delivering on the promise that I made to you and I think that it is such a fundamental to business Jeremy and so many people are failing on that and going after should I or should not I implement the content marketing platform. Jeremy Reeves: Yeah, yeah. I love it. Yeah, it is a brilliant words you know and it is very true you know what I mean. It is just the amount of caring that goes into a lot of businesses anymore it is just you know, subpar. It is too transactional you know what I mean versus actually caring about who you are serving in trying to help people you know and that is what business is all about you know. Chris Brogan: And you travel Jeremy? How many times -- do you have a bad airline experience? How many -- Jeremy Reeves: Every time. Chris Brogan: How many times does the hotel not the way you wish they would be. I mean, there is a whole system of experiences that you touch in your day or you can say to me, I am sure those people do not care about much about me. And I think that if I have made in my life work to keep helping companies figure out the way they implement that, that I will have a long career because so few companies are doing it. Jeremy Reeves: Yeah, yeah. It makes you stand out. Even if -- it is kind of just you know, being a good person if you just do the basic things that you know, apparently, parents used to teach, but they don’t anymore. You know, I am just being polite, being you know, curious, being on time you know, it is just it stands out just doing that. I mean, I think that should be like just the basic minimum threshold, but apparently, it is not anymore you know, and the same thing with business you know, everything that you just mentioned you know. Yeah, it is not rocket science. It is just the -- just do it. Chris Brogan: And you know, it does not always fit into a nice graphic or it does not always look great on a slide somewhere, but I think that, there are ways to implement it in day-to-day and I think that that is another thing that sets it apart from some of the advice that were being given out there Jeremy. Look at some of the other episodes of shows, not yours, but around the space and look at the sort of -- you just got to hustle. You just got to go for it you know. I have nothing against the word hustle. I just think that that is like saying you have got to have rubber tires on your car or it will not move anywhere. I think there is a lot more of having a car than -- and I think you need a really good engine. Jeremy Reeves: Yep. Absolutely. Well, hey, we are coming up on time here. So you know if anybody wants to reach out, what is the best way to get in touch with you to you know, work with you, to buy your books you know, which book would you recommend, I know you have a bunch you know. Let us know how to you know, how to get more Chris Brogan. Chris Brogan: Thank you. I just published a brand new book called Find Your Writing Voice. It came out a couple of days before you and I recorded this. The easiest way is either chrisbrogan.com or if that sounds hard to spell go to owner.media either way I can help you and connect in. I always tell people the same thing which is grab my newsletter because if you connect with my newsletter, if you feel like that makes sense to you and resonates with you then you like what I do and if you don’t you are going to not like anything I do, so do not bother. Jeremy Reeves: Yeah, yeah. It is a good point. Alright, well, hey, it was a pleasure having you on and I kind of e-meeting you here and you know, good luck with everything you are doing. Chris Brogan: We will do it face-to-face sometime Jeremy. Thank you so much.

In this episode, we introduce "the random rant" where I choose 5 topics, usually related to marketing, sometimes not, that I'm thinking about most and rant about them! Enjoy and let me know what you think! Transcript Jeremy Reeves: Hey guys and girls what is going on. Jeremy here with another episode of the Sales Funnel Mastery Podcast, and happy freaking Monday. I am really, really pump this week to get stuff done. I just realized that you are probably not going to be listening to this on Monday. So happy roughly Wednesday or Thursday. Hopefully your week is going as good as mine, it is by the middle of the week. So today, I want to try something new, okay. You know, a lot of times we do this and as you know, you know, there are like the interview shows or I interview somebody and then there are the kind of me shows where I talked about something cool and tell you how to do something, right. But there are also a lot of topics that like, that I want to cover right, but do not -- I do not really want to do a whole episode on them. So I am going to call it the random rant you know podcast or show or whatever you want to call it, right. So I am going to do every couple of weeks basically what I am feeling, what I am feeling a little bit you know, frisky, when I am feeling a little bit energetic about certain things. A lot of them are going to be mindset things you know, that type of thing or just stupid shit that people are doing that they should not be. I am going to talk you know, about those things okay. So I am going to do 5 of them and yeah today is going to be the first one. So let me know how you like this you know, if it kind of pumps you up, if it gets you inspired, they are going to be more of like inspirational rather than how to. And let me know, just shoot me an email support@jeremyreeves.com if you like it or if you hate it, it is totally fine if you hate it. I want to hear that too. I do not really care if you do not like it. I am not one of those people that only wants to hear good feedback. I also want to hear the bad because that is the only way to get better in life is to hear the good and the bad. So let me know if you like or hate this or don’t really care at all. That is also a fine thought. Alright, so the first one is about hustling, okay. I cannot tell you, you know, you guys know that I am all about freedom right. I am all about building your business so that it supports your lifestyle okay, rather than building your business and your business is like the only thing in your life that you love and you are passion about because I think that is really, really shallow life to live, right. Now a lot of people might hear that and think that I do not work hard, right. They might hear that and think that I am you know, I am kind of you know, promoting like a lazy lifestyle and that is not it. So I want to kind of clarify what I, you know, what my thoughts are about hustling in life and in business, right. So the way that you know, my philosophy on working hard, hustling that kind of thing is that you should -- number 1 your business should not -- you should not only have 1 passion in your life, in my opinion. I mean, I just feel like you know, these people that are -- all they do is work and that is their passion. I just feel like it is such a horrible way to live because how like shallow of a life is that if you only love 1 thing you know what I mean and I always say like, you know, I have my business. I am actually going on vacation from the October 3rd to 9th. I will be back for 10th and I am actually doing like a staycation, right. We are not actually going anywhere. If anybody has young kids, you know how much our pain in the ass it is to go on vacation with. It is really more stressful than actually staying and working. So I am actually doing a staycation. So I am going to do a whole bunch of stuff. I am going to go hiking a couple of times. I am going to go fishing. I am going to work on building something I do not even know what yet you know, I am going to get back into -- I used to be really into you know, waxing cars you know, keep like detailing cars.. So I am going to get back into that, I just bought a whole big kit and a whole bunch of stuff, right. So I am going to get back into that you know, just kind of like take a bunch of me time you know, meditate a lot you know, that kind of thing and just be totally unplugged for about a week, right. So anyway, you know, when I am talking about hustle, right, you know, I feel like people would need to build the business that supports their lifestyle and that allows you the freedom to do other things that you want. Now, that does not mean that you only work a couple of hours a day and then you know, and you barely work, right. What I mean by this is that you work your freaking tail off and then you know, for shorter period of time, right, very, very, very focused work. Very hard -- think about like sprint or marathon you know, most people that work long hours are not focused. They are not productive right. Let me put it this way, right. When I am in a really focus -- now you know, of course, not every day is like this. Nobody is perfect every single day, but you know, say 3 to 4 out of 5 days a week, by the time I get to lunch, right now, I am up I wake up at 5:45 okay, I am at my desk by about 6, I just wake up and I have a little like green strength that I make and tee right. I used to do coffee like 2 cups of coffee a day but I have had a heartburn really bad since I am like 16 years old and it is just -- the coffee just does not blend well with that, so I only have 1 cup a day now and I replaced that with tea and my heartburn has you know, dramatically gone down. I am actually in the process of -- I have taken Prilosec literally every single day since the 16 years old. So whatever that is like 15 or 14 years because I am 30 now. So I am trying you know, not do that because it is really not good. So I am weaning myself off over the next year or so. So I am just chopping off -- I have a really sharp knife at my desk like you know, just -- like a switchblade, it is actually that was it, it is Kershaw SpeedSafe called. A really good knife and I actually like cut the Prilosec right. So anyway, so I am going off on the rant, but -- so I wake up and you know, I am at my desk by 6 and I work really, really focus, really, really intensely until about 11 o’clock, right, so 5 hours, buy the time 11 o’clock comes around, I am fried like my brain is -- I want to take a nap because that is how hard I am working alright. I believe that you should work shorter hours but really, really, really intense hours right. That is when I do most of my writing. Now I do a lot of writing because I am you know, writer and between copy like my client work and like you know, now we are coming out with this webinar course or high-ticket course I should say. It is not just about webinars. High-ticket course you know, hopefully, next month, I will update you on that. I am probably going to start do a waiting list soon. I will keep you posted on that. You know, my days are split between copy work and working on that and then I am going to have to put together a webinar to sell you know, the product and that kind of thing. So you know, 11 o’clock comes around. I worked out, then I eat. So by the time all that is done, it is roughly you know, 12:30 or so. I usually make a good lunch. I love to cook and I cook myself a lunch and dinner every single day. So you know, and then the afternoons, I do -- if I am in a rush, I will kind of force myself to write more copy, but in most days it is more of stuff like you know, keeping clients posted and like doing stuff like this podcast. Now I am doing this in the morning just because I am really excited, but doing stuff where it is like a little bit less brain activity, right. It is a little bit less, I do not have to be quite as focused you know what I mean. If I am you know, going through like making tweaks to something like a copy edits are a little bit easier than you know, writing the copy in the first place that kind of thing. So the afternoon is kind of dedicated to less brain intense activities right, and I work until 2:30 or 3:00 o’clock everyday and that is it, right. Typically, I do not work nights and if I do work nights, it is more of like planning the next that kind of thing. So I go through a planning routine and I do that either at the end of the day or at night, but that is not long, it is like 10 minutes to plan the next day, that kind of thing, right. So as you could see like it is not that -- I think it is like 9 hours a day or whatever. If you include the workout at lunch, it is only like 7 or like it is about 7-1/2, right. And you know, but people are, people are afraid to do that you know, people, oh my God, I work you know 60 hours a week, 70 hours a week, 80 hours a week and it is like, alright, that is great, but how many of those hours you actually productive. How many of those hours are you actually moving towards the goal like you are actually making progress on something and I guarantee you if you are working more than 7 or 8 hours a day, I guarantee you at least 50% of those hours are extremely unproductive, right. Either in the fact that you are doing the wrong activities, right. You are doing the wrong things to move you towards the goal or you are just not productive. You are on Facebook you know, as you are writing something, you are getting distracted. You have your employees you know, interrupting you that kind of thing, right. So I just want you to think about that and think of how you know, where can change, right. And you know, it is like -- people are just afraid to put into work you know. There is also a thing like I am at the place where I have already put in the work. I have already put in the hours, the nights, the weekends you know, I was working when I was 13 years old literally shoveling horse shit, literally. I am not even -- that is not even an exaggeration. That was actually my job. At 13 years old, we are shoveling horse shit, right, into bags and then I would carry those bags into the woods. Now I remember, we lived in like you know, rural Pennsylvania, so this is like normal up here. There was a big farm. So you know, carry it and throw the bag in like a giant (inaudible 10:14.2) in the middle of the forest. I am not even 100% sure if it is legal now that I think about it, but that what she did you know. And you know, and I would do that and then it was a farm so like I would cut the grass. I would you know, take care of everything and she told me that I was the fastest worker she has ever had in her life because she paid me, I go up and she would say, okay, you have to do ABC, I am going to give you $20 and you know, just tell me when you are done and I was like, alright, well, she is giving me $20 regardless if it would takes a half hour or 3 hours, so I might as well just do it fast and I would literally sprint. Again, I am not exaggerating. I would literally sprint from each you know, activity like, when I had the you know, the horse shit in the wheelbarrow, right, carrying it to the woods, I would actually run with this wheelbarrow, with like 150 pounds in it. Now when I was 13, I was a scrawny little kid, right. So super, super heavy for me. And I would actually run through the woods with it. And yeah, so that is what I mean hustle you know. When -- do not think in terms of you know, if you are one of these people that is like, oh my God, I work so much. I work so much. I work so much. That might be you know, some kind of conditioning that you think it is a good thing to work a lot, right. Whereas, there are tons and tons of studies now. I think it is Switzerland, maybe. They just move to like a 30/hour work week like it is proven that working more than, I think it is like 6 hours a day is no more productive than working less than 6 hours a day you know what I mean. So really like look at -- if you are one of these people and listen, it is totally fine. I used to be -- I used to kind of you know, get off on that too, oh my God, I work so much and now it is like (inaudible 12:02.2) I think it is an awesome thing when you can say, hey, I got all these done and it is only 11 o’clock, right. So just you know, kind of challenge the notion that working you know, working big quantity of hours is a good thing and you know, kind of reverse that and say, alright, how can I do the exact same amount of work in less time, right, and that is kind of your homework for the day. Okay, so that is hustle. And that is kind of like my thoughts on what I think about you know, freedom and working and that kind of thing, right. Number 2, guessing why things are not working, alright. So I am working with the client right now. And I am actually -- so we are basically going out. We are doing a joint venture funnel which is a different one, right. So he is a painter, right. Really, really, really high-end painter. He is like 4 times the price of like a normal painter. And what we are doing for his marketing is he gets most of his job by referral, right. Like he is not going to go out and advertise because the client tell that he is doing this in million dollar you know, 10 million dollar or 100 million dollar homes, right. He has projects that are in the several hundred thousand dollar range for a home just painting it, right. So he goes really by referral. So I said, alright. Let us put together a you know, funnel that focuses on getting more you know, joint ventures that can refer clients to you. So what I am doing is actually calling his existing joint venture relationship and saying, hey, you know, why do you -- why do you refer him? What is unique about him? What are your clients love about him? What are they not like about him? You know, people that say no, why they are saying no? So I am asking him all these questions and that is what you know, I like to do in marketing too. Like when things are not going how you want them to go, do not just say, oh well, I think it is this. Oh, I think it is this. Ask them. Survey them. And more importantly, call them on the phone, right. Nobody does this. I guarantee you, if you spend 1 hour calling you know, say 4 people on the phone because it should not take more than 15 minutes. If you spend 1 hour calling 4 people on the phone and asking them why they bought from you. What was so special about your offer that made them buy. You know, what kind of transformation they were looking for. And then you -- you know, maybe do 2 on 2. Like 2 why they bought and then 2 people that did not buy and say, hey, you know, I just noticed you did not buy. I do not want to sell you anything. I am just kind of getting some feedback here. Why did not you buy, you know, was it too expensive, okay. Well, explain why you thought it was too expensive because you know, (inaudible 14:38.1) make more money or whatever it is. So have them explain why they did not buy you know, and actually call them, right. Do not guess why things are not working for you in your business. Figure it out in a more you know, systematic formulaic way, right, by actually speaking to human beings (God forbid). It is the same thing you know, a lot of times, I recommend putting live chat on the sales letter, right. And if people are exiting, you say, hey you know, just tell us why did not you buy today, like what was the issue? And you can gain so much valuable insight from that right. So you know, do that. Try it out. Next one is who you are surrounded by, right. Number 3 is the people that you are surrounding yourself with and we have all heard this you know. You are the average of the 5 closest people to you or whatever, right. So I like to look you know, like if you look you know, I have talked about how I do guys night every week, right. Every week, we do a guys night, right, where it is me and usually between 3 to 6 of my buddies and like whoever can go out that week or whatever and we get together and will go and will you know, will go you know, smoke a cigar in my garage and have a couple of beers or will go out to a restaurant or will go you know, to a party somewhere or like whatever it is, right or we go bowling or you know, whatever -- we played paintball the one time you know, wherever we go. We will pick a place and we will go there. And I was just thinking about the people that I actually hang out with. And so the one is, he is a pharmacist in the area right. So he is making I do not know, probably over $100,000 a year you know. Another one is, he is another business owner and he owns one of the most successful tutoring companies in our area right. Another one is another business owner, he owns an electrician company, right. Another one is a -- he used to be a celebrity private pilot and like he would actually fly around people like Jennifer Aniston and Ben Affleck and Brad Pitt and like you know, all the like A list celebrities. He would actually -- he used to live on Los Angeles and he just recently moved to our area like, I do not know a year and a half ago or so. So now he is kind of doing the same thing. He has gotten a name so he is doing it out of you know, out of New Jersey and out of New York and out of certain places in Pennsylvania and that kind of thing, right. And then I have another friend who is, you know, not “like oh my God, wow that is impressive,” but he is just an awesome dude you know what I mean. And he is really, really, really, really, really talented at fixing things you know what I mean. So you know, it is kind of a cool you know, combination of people. And the point I want to make here is that you have to look at your life and figure out who is toxic. There are several relationships in my life where the person just did not -- they did not fit anymore. They did not serve you know, me growing as a person you know. There is a lot of stuff that I learned from my friends and from my family that I hang out with, you know what I mean. You know, of course like business people like when I go away you know on trips. You have to get rid of toxic people. I mean that is just it. You have to just suck it up and get rid and just end the relationships you know. There are several times I have done that and to people who just -- they just -- I mean they could not help me grow as a person you know, as a father, as a husband, as a business owner. They could not help me grow and they are weighing me down, right. And you have to let it go you know, it sucks, but you do you know. Think -- I am sure you have people in your life right now, most people do that are just weighing them down you know, and it is just -- Listen, you just got to sever the relationship and move on you know and it sucks doing it you know. It is not fun telling somebody that you know, I mean you are basically telling them that they suck you know what I mean. Let us just you know, get right down to it. You know they are just -- and it does not you know, I am kind of joking there. It does not necessarily mean that they suck. It just means that they are not you know, where you are headed in your vision of your future is not where they are headed, like they are veering off to the left over here and it might be something totally you know, cool. It might be something like you know, but if they are not in line with where you are going, if they cannot help you get there, right, if they are not supporting you to get there, they do not belong in your life, right. And so either you know, sometimes with family member is a little bit harder because you still, I mean, you kind of have to see them at you know, it is not like oh, I am not going to talk to you at you know, at Christmas or whatever. So that is a little bit harder, but you cannot you know, hang out with them as much like you know, kind of just see them for the holidays and you know, that is it and then kind of go about your ways you know, and do not make a big deal of it, but also do not let their attitudes persuade you in any way. So you know, just look, look at who is in your life. Look at you know, make a list of the people that you really love and the people that you just do not you know. Who is weighing you down in your life and get rid of them. Next thing is wanting incident results, alright. There are so many people, I cannot even begin to describe how pervasive this problem is. People just want instant results. I mean, if they like -- they want a sales letter and they wanted to be you know, a 10, 20 times ROI the second that it launches and it just does not happen. I mean, sometimes it happens, but it just does not you know, it takes longer you know, you have to -- when you launch things, you are going to be at the worst possible place that is ever going to be because you are, you know, you have done what -- hopefully, you have done all of your work for figuring out the objections, figuring it out what the unique selling preposition is, figuring out what the value of your preposition is, figuring it out like all that stuff and -- but in the end of the day, you are kind of guessing, right. You have all the information. You can do surveys. You can talk to people blah, blah, blah, but until you actually put it in the market place you have not gotten an actual vote for your ideas, alright. And you know, when you first launch something, so like, you know, -- alright, my high-ticket product coming out hopefully next month, right. When I launch that right. I am going to do it and I am going to sell it via webinar okay, because that is mostly (inaudible 21:06.4) so I am basically going to create a webinar selling you know, how to create webinars. And by the way, just in case you are wondering, I am actually not going to use the formula that I am going to teach. I am going to use something fairly similar, but it is going to be enough that you cannot just like rip it off and be like, oh I am just going to look at everything you know, because I know a lot of people are going to try and do that. And so I am kind of you know, doing a little I do not know what you would call that, a little I do not know, invisible shift. I do not know. If you think of a good term, you can tell me. But when I launch that, right. Right out of the gate, now I get really good results with my list. I am sure you know, I will make a lot of money and that will be awesome, but you know, when I do that with cold traffic, it is, well like, when I first launch it that first week of looking at results, that is going to be the worst results that it will ever get right. And what I am going to do is basically look at it, right. You let the results come in. You say, okay, here is where we are doing good. Here is where we are doing bad. Let’s you know, do more of the things that are working and do less of the things that are not. And then you know, every week, every month, you know, you get better. You get better. You get better. You test you know, different ads. You test different headlines. You test different big ideas. You test different you know, whole webinars, right. You test different price points. You test different guarantees. You test different you know, the structure of the content. All that kind of stuff, right. And over time, you continually you know, pump up the results. So the point here is, if you want instant results, basically shift your mindset, right. It is like losing weight right. So I have been -- I have always been up and down with my weight. I kind of got some bad conditioning for my mom in that area and so I am getting rid of that. Now, I am breaking that cycle because I finally became aware of the fact that that is where it stemmed from right. And by the way, I love my mom. She is -- it is just, with that particular thing she is kind of has some bad conditioning herself and then kind of past it onto me. So I used to be in awesome -- I was on awesome shape in high school, right. I used to do like hands and push ups and all kinds of crazy stuff. I still can do them, but my wrist is little bit jacked up so I do not really do them anymore, but you know, then kind of fluctuate a little bit and then I got really good shape. I was then shaped up until my wife had Connor which is 5 years ago. Then I got back in good shape. I gained a little bit and then I was -- I got in really good shape like 2 years ago and then my dad past away. And I went off to wagon for like 6 months. I gained like 25 pounds. So basically, in March of this year -- I kept all that weight by the way. So in like March of this year, I was like, you know what, I am breaking the cycle. This is freaking ridiculous. I am breaking this and I am getting back down to really good shape and I am going to stay there, right. So it is now September, it is September 19. So it has been whatever like 6 months and I am down like 20 plus pounds. I put on a whole bunch of strength and muscle and all that and way better shape, cardiovascular wise. I was doing sprints today like uphill sprints the other day and you know, I noticed (inaudible 24:18.4) how much better. I mean my running time even though I do not really run that much, but my running times are all like the lowest they have ever been you know, that kind of thing. I do that more just to like test it. And you know, that came over 6 months you know what I mean. Like you can expect to lose that much of weight in like a month or 2 months. I mean, it is just not, unless you are like 150 pounds overweight, then you can lose 20 pounds in like 2 months, but still, you know, you cannot like anything that you want in your life, right. The longer it takes to get you there the better results you are going to get, right. Even people that it is like you know, you hear a lot of people and really with webinars, it is the biggest thing selling high-ticket, that is why I am such a big fan of this. People that have huge breakthroughs, right, it is not like they went from knowing nothing to all of the sudden you know, running a 7-figure business, right. They tried a thousand things you know. They failed at a thousand things first and then they hit a big with something, right. There are no overnight successes. It is not -- it just does not happen. It is the result of hundreds and hundreds and hundreds and hundreds and hundreds, thousands of failures along in your life that finally something clicks, right. You never, ever, ever, ever hear. There has never been a freaking entrepreneur in the history of the world that went from absolutely nothing, knowing nothing about business and just saying, hey, I want to be an entrepreneur and building like a 7-figure business or 8-figure business or 9-figure business, but just does not happen, right. It is the result of repeated failure, repeated getting back up, right. After you are getting knocked down on your ass. Getting back up trying it again, failing. Trying it again, failing. Trying it again and then finally something hits. That is what happens, right. That is life. Whether it is losing weight. Whether it is the relationship with your wife. Whether it is business. Whatever it is, whether it is spirituality, meditating you know, whatever it is. It is the result of repeated failures and getting back up and doing it again and doing it again and doing it again. So if there is anything in your life business wife, health wise, relationship wise, whatever it is right, maybe you know, you and your wife have been a little bit rocky relationship or you and your husband, you and your spouse I will say, you know, things are not going to change overnight you know. I have heard of couples where one of them cheats on the other one you know, and they decide, they make the decision like, hey, you know, we are not going to get divorce, we are going to try to make this work. That is not going to change overnight. That is going to probably be like a several year long process before that trust is build back up, right. You cannot expect instant results. It does not matter what you do you know. It is just not going to work. And the same thing you know, health. You are not going to get a 6 pack in 2 months you know what I mean unless you are like almost at the 6 pack. You are not going to get really, really strong or really, really big or really, really flexible or really, really healthier, whatever it is fast. It is going to take time and you should -- what you have to do is just enjoy the process you know. In my quest, my own personal quest for health and for wealth and you know, all those kinds of things, relationship wise, we are already there, so that is not really journey anymore because we are already there, just continuing it. You know, you have to fall in love with the journey and not the destination, right. Do not fall in love with the fact that you want to be a millionaire or you want to have 6 pack or whatever it is, whatever your goals are. Do not fall in love with that. Fall in love with the journey to get there, right, because it has been, I mean repeated over and over and over and think back to your own life when you had a huge goal, what happened when you got there, you probably got depressed, right. You probably celebrated for like a day or two and then it was like alright, now what. Now I feel empty. Now I feel there is void in my life. What will I do now, right. So you know, getting to the peak of the mountain is not like when you actually step foot on the top, that is not what you should be striving for. What you should be striving for is the journey to get there, right. So just think about that and see how it applies in your own life. And finally, number 5 is why I love my wife so much. Speaking of relationships. So today is our anniversary. Today, is our 7-year marriage anniversary and then we are also together for 6 years before that, right. So we were actually high school sweethearts. We have been together since we are 18 years old you know, we are both 30 now. So (inaudible 28:51.9) 12 years, although -- it is kind of one of those things like she is going to be 31 in 2 months. So it is like, whatever, like 12 years and like 10 months or whatever that is you know. So we have been together long time. We both knew I think fairly and I think we are little bit -- it is kind of a little bit lucky and a little bit -- I do not know preordained, I do not know. We just always kind of knew that we were just right for each other you know what I mean. It was one of those things -- I think I got lucky in that aspect, but right, we have worked hard to keep that, right, because there are so many things that her and I have gone through. I mean, we went through so much more stuff than most people go through in a life’s time. By the time we were like 26, 27. We went through, I mean, our son, she has epilepsy, right. So there are -- she is -- you know, and all the time we have been together, she has not been able to drive longer than she has been able to drive. So think about like think about your life and think about you know, think about your wife or your husband and think about them not being able to drive, right, and just play that out in your mind for a second and imagine how hard that is. I will give you a hint, it sucks, right. It is very, very, very hard. It is very, very, very stressful, right. So there is that, right. We went through this was, I think 4 years ago, 2011, 5 years ago. We went through a flood. Our house got flooded, right. We had to move -- that is actually why we are in this house now. We are like way up. If our house gets flooded now, like our entire town is going to get like be underwater. We are way up high now. So we went through that. So that was awesome. We went through you know, we have had kids together. We have been totally, totally, totally broke to the point where I literally did not know how I was going to pay the bills, right. So we have gone through that together. We have gone through a lot of deaths in the family you know. We have gone through our son, Connor, has autism. So we have gone through that, right. And he is doing awesome now by the way. I know a lot of people asked me about him. He is doing absolutely phenomenally well. A lot is because of my wife, because she is a freaking angel and she is literally the best mom like ever in the history of the universe and just I mean literally puts every ounce of her soul into helping him succeed and I mean, God, like he is you know, we were scared like you know, it was going to be like really bad for him and God, with everything she does for him. I mean he is going to you know, when he gets older, I mean, he is going to do awesome you know what I mean. He is going to live a totally, totally, totally normal functional life, like all that kind of stuff. He will be able to have friends. He will be able to have a job. He will be able to have a career, all that kind of stuff and I attribute most of that to her you know, she is so amazing with him. So anyway, so you know, today is our relationship and so I just kind of want to you know, say a little appreciation for her. Let me put it in this way. This is the type of woman she is. So today is our anniversary. We are actually going to go out to eat tomorrow because the place that we are going to go to is not open on Monday, so we are actually going to kind of celebrate tomorrow, but we were talking yesterday. I was on the lock -- we are on the lock with the kids. Connor just learned to ride his bike. So he has been wanting to ride his bike everywhere, so were on the lock. We are talking about you know, where to go, where to celebrate. And I jokingly brought up Wendy’s right, kind of half jokingly. So our thing with Wendy’s is we rarely go out for fast food and there is a place like -- there is a -- like shopping center that is like a half mile from our house and there are several fast food places in there and we have been on our house for almost -- for like 4-1/2 years now and we literally never gone to any of them once. We are just not like it is just gross in fast food. It is disgusting. It is horrible for your body. So we rarely go out like we probably go out for fast food maybe twice a year and when we do it is typically, Wendy’s and we have not gotten to Wendy’s in probably about a year. So I jokingly said, we should go to Wendy’s for our anniversary and she actually wanted to. That is the type of woman she is that you know -- you know, most girls are like, oh, I want jewelry. I want flowers. I want this. I want that. I want to go to the fancy place you know, blah, blah blah. She actually was legitimately okay with going to Wendy’s for our wedding anniversary you know. And I was just thinking about that and that is actually why I put it on the list because I was thinking about that this morning. I am like, my God, that is so awesome you know, like I am so lucky to have her in my life you know. I know that is not like really a rant like the other ones. It is more of just you know showing appreciation and it is really more of you know, if you think about it you know, the relationship that you are in has so much of an impact on your business and on your life and on your happiness you know and on everything, that it really like you need -- a lot of people do not put enough time in their relationships. I mean, her and I sit down and we are so open with each other. I think that is one of the biggest pillars of success in relationship is being open with each other. The second that we feel neglected by the other person or misunderstood or whatever distant or whatever like kind of a negative thing comes up, we instantly talked about it and get it you know, get it out of the system before it becomes a problem you know, and I think that it is one of the biggest keys in keeping a successful relationship, is being able to have those discussions that sometimes they sucked you know what I mean, sometimes they are hard you know. There are times when you know, you kind of become distant and you know, we have had like conversation like, hey, you know, I am feeling a little bit kind of not fully with you right now you know, and then you just you know, you do something -- a lot of times what we do is we will go out, like a lot of times that happens because we have not been close, right. So if work has been crazy or if it has been really stressful a lot of times with her those kind of things happened like after she has a seizure because she will kind of get in a funk because she cannot drive and you know, that kind of thing and it creates a lot of stress and if Connor, if things are going out with Connor, because sometimes he will have kind of a flare ups with his autism and it is really stressful for us watching him go through that, that kind of thing. So you know, sometimes things get tense like they do in any relationship, but the big key here is that you talk about it, right. You do not just sweep it on the rug because that then boils up later you know, 6 months, a year, a couple of years later and it is a thousand times worse instead of 1 tiny little bubble at the bottom of the pan, now it is this big thing you know, big giant 2-inch bubble popping at the surface and everybody explodes, right, and you do not want that. So the point here is you know, take a minute, if you are married, if you are in relationship, realize how important they are to your business, right, because you know, think of how you work when you are in a fight with somebody, whatever they are, girlfriend, boyfriend, husband, or wife whatever it is. Think about how that affects you mentally and how that translates in your work right. It is kind of the same thing as sleep you know, if you are not getting sleep that directly kind of transports into how you work right and it is the same thing with the relationship. It is, I mean you are with them, you know, just as much as you with your business you know, or the 2nd amount at least. So you know, they are pillar for your business by far. So take a minute and you know, number 1, if you are having problems you know, in your relationship, you know my advice for that would be, number 1, be honest with yourself. Is it the right (inaudible 36:48.0) relationship, right. Is it the right (inaudible 36:51.6) relationship? Are they the right person for you? And you have to be honest. Again, it is one of those things you know, I have seen so many people stick in relationships because that is where the momentum is, is staying. It is easier to stay in the relationship than break it off, right. And of course, it is a lot easier doing this when you are like boyfriend or girlfriend versus wife or husband, right, but I mean you have to look at it and say, is this relationships serving me, you know. Is this relationship you know, still beneficial for both of us, you know. Are we on the right path, right. So that is the first thing. Number 2 is if you still love that person and you want to stay with them, but things are little bit rocky right now. What can you do to fix it? Do not worry about them. What can you do to help fix that relationship and go back to wanting instant results. Do not expect things change instantly, right. But what can you do right, because most of the time, I hate to tell you, if you are having relationship issues, it is not because of the person, it is because of you right, most of the time and that goes for both people in the relationship if you can kind of understand that is you know, how you treat the other person has you know, like a constant looping cycle right. If you are treating them like shit, well guess what? They are going to resent you. And if they are treating you like shit, you are going to resent them. So it is just constant you know, either positive or negative feedback loop, right. So if you change yourself and how you respond and treat them, they are going to in turn feel that and you know, reciprocate and then that is how you change you know, kind of the like, if you are in kind of like downward spire right now, if things are little bit rocky, try that you know. Have a discussion about it and say look, things have sucked. Let us just be honest with each other you know, our relationship sucked lately. What do we have to do to you know, to get it back, to get the spark back, to get the you know. My wife and I are still you know, I mean, honestly, we are way more in love now than we were when we you know, you know you first start relationship, there is like a whole infatuation stage. We are way, way, way more in love now than we were back then you know, and we have been married for 7 years and so it is because of this. It is because of communications, because of honesty, it is because of you know, working at a relationship you know, surprising her with various things and not presents, right, but going out and doing her favor right. Not jewelry, but going out and getting her flowers for no reason, right. Going out -- she is pregnant now. So you know, she is pregnant with number 3 and in fact, we are actually going to find out boy or girl next week. So I will definitely update you in the next podcast. So that will be exciting. Anyway, so this is starting to get long. I just want you to think about that. I know you know, that does not really have anything to do with business, but it also has everything to do with business. So just take it and you know, do with it what you will and let me know if you like this episode where I just kind of talked about stuff that you know, it is not “business tactic” but it still has a direct relationship on your business. So let me know if you like this episode. If you hated it, whatever. If I went too long. If I ranted too much. If I did it enough, you know, maybe you want it longer, I do not know. Let me know, you know. You guys are the market. You tell me what you like. So tell me what you like and you will get more of it. It is really simple as that you know. So anyway, I hope you are having a good week. I hope you, you know, finish out your week strong. Go back to you know, hustling and think about how you can change your daily habits, your daily productivity habits and see how you can work you know, I always say, how do I work the same or less hours but get more (inaudible 40:36.9) you know. One really quick trick with that is before I go. Work until noon everyday and then you are done for a week. Try that. See if you can get the exact same amount of work done before noon and than you would have normally if you work until whatever 3 or 4 or 5 and I guarantee you can do it because I have done it and I actually like working until 3, but yeah, that is kind of 1 trick that I have done you know, because you automatically figure out how to remove the stuff that you should not be doing and get faster and better at the things that you should be doing, right. So anyway, that is it for today. I hope you have an amazing week and I will talk to you soon.  

In this episode, we chat with Jonathan Rivera. Jonathan is a podcasting BADASS and we dig into how to use podcasting to skyrocket your business, including several ideas I haven’t heard other people talking about. In fact I learned more personally from this interview than any other interview so far. If you have a podcast or have been thinking of starting one, this is a MUST listen episode! If you’d prefer watching the video you can watch it here: https://youtu.be/k7rc2XrhbIs Resources Mentioned thepodcastfactory.com/app Transcript Jeremy Reeves: Hey guys what is going on. This is Jeremy Reeves here with another episode of the Sales Funnel Mastery Podcast. Screwed up my own name. And on the line today we have Jonathan Rivera. And Jonathan, he has a pretty interesting background. So he got started actually in real estate and basically made his fortune in real estate, kind of conquer that world and you know, like most entrepreneurs you know, you conquer one thing and then you enjoyed that for a while and then it is like, alright, what is next you know, what is the next mountain to climb. And so he got into podcasting and now he is essentially, the podcast king, and he likes that title. So he is kind of like the podcast king. He has helped a lot of really big names. I was just looking up and I had it up in front of me here. Of course, I exit it out, but I know there is Dan Meredith I think you helped and Ben Settle, and there is a whole bunch of other guys in there too that I am blanking on now, but John, how are you buddy? Jonathan Rivera: I am happy to be here and I like the king of podcast so much that I bought the domain. So you can start directing that to my outpage looking at Dan Meredith, Kevin Rogers, Ben Settle, Doberman Dan, a bunch in the guys in copywriting. I know you are a fan of copywriting and you are in the gig. So you know these guys and yeah. It has been a super fun adventure just like you and I were talking before we actually start recording. What a great way to end the day like today I get to speak with you and that is really what this is about. Speaking, sharing, learning, and growing. Jeremy Reeves: Yeah, I love it. Guys if you are not familiar with any of those names. They are all really not only are they bad ass marketers, but they are all really cool people you know. I have talked with -- I think everyone -- I do not know if I ever tried to talk to Kevin Rogers actually like personally. I actually hang out with Doberman Dan, he is a very interesting character. He always keeps it interested, to say at least, but -- and he is also has a very, very long background you know, in this space doing you know, supplements and all kinds of you know body building type of stuff that used to be (inaudible 2:19.0). All kinds of crazy stuff. So before we get into you know, essentially how do you use podcast to grow your business whether you have products or services or whatever you have. Tell everybody a little bit more you know, go a little bit deeper into your background and you know, and then that all kind of segueway into everything. Jonathan Rivera: So you mentioned the real estate thing, and really, the real estate thing was me pulling the rip cord and saying, I cannot be employed anymore and I need to get the hell out of 9 to 5. Actually, it was 7 to 3:30. I was a construction worker, believe it or not. And working long hot hours out there in the Florida sun just dying basically. I could not wait to die out there. I knew that was no way to live and so I saw real estate as ejection seat. The way I was going to escape the job life and so I took that path. I made a lot of money. Lost more money than I made (inaudible 3:15.6) in debt you know, I mean like, hey, I have been broke before I broke again. No big deal. I rebuild that business. Rentals are doing great now and then I have -- I have been online since 2008. I have been podcasting since 2009 and I have done other businesses and infoproducts and all sorts of stuff, but the one thing that stayed consistent from then to now is my love for just being on the mic and chatting with cool people like you Jeremy. Jeremy Reeves: Yeah. And it is fun you know. I was just thinking about podcasting the other day. By the way, it is impressive that since 2009. That was way behind you know, in front of the trend. I was just thinking about the other day like you know, I am essentially getting paid anybody who has a podcast. You basically get paid to you know, kind of pick the brains of people that normally like, I could not just call you know, some of the people that I have on the podcast and be like, oh, hey, do you want to just talk for you know, for an hour and tell me everything that you -- you know, spend your entire career learning, you know what I mean. But with podcasting, it is like, hey, you want to be on the podcast? And you get huge people you know, big A level you know, big dog players and you get like you kind of borrow their credibility and then you make money from that. It is such an awesome you know, I am always astounded at the (inaudible 4:30.9) technological world that we lived in you know what I mean. You could not do this stuff even like 10 years ago you could not do this you know what I mean. So it is kind of awesome. So before we get into the actual questions. I have a couple kind of like get to know you questions right. And I would like to do this in the beginning just to you know, so people get a little bit better of an understanding of you as a person before we get into like the business side of things. So number 1 and most importantly is what is your favorite alcoholic drink or non-alcohol. Jonathan River: My favorite alcoholic drink is beer and my favorite non-alcoholic drink is water, but I am also a fan of nice aged Bourbon maybe something like 15 years or so and I do the scotch things sometimes, but beer is my number 1. Jeremy Reeves: Nice. Any particular brands? Jonathan River: I actually went out with some friends recently and I took them out to lunch over here by the airport and it was just kind of snobby place with all these fancy beers and when the waitress came up and I asked her for a Miller Light, she was actually disappointed in me. I asked her, you have it in the can, even better, so yeah. Miller light in the can. Jeremy Reeves: It is funny because I love craft beers so I would actually love that kind of place. There is actually a couple in our area and my wife would not go to them because she is like, she just drinks Coors Light and well nothing now. She is pregnant now. So nothing now obviously, but like you know, when we go out you know, we cannot go to those places because like a lot of them do not have even Coors Light, you know what I mean. Jonathan River: Sounds like offensive to them. Jeremy Reeves: Yeah. And I do not get that much into it like I am not you know, I am not like, oh my God, you like Coors light, you are a horrible person you know what I mean. It has -- everything has its place you know what I mean. When we go quadding you know I drink Coors Light and Miller Light that kind of thing. Okay. Next one. What is one bad habit that you are trying to get rid of? Jonathan River: One bad habit that I am trying to get rid of, I am consistently working on my cell and so I am always trying to knock out bad habits and so it is one that I am sure everybody deals with and maybe, I am just in a different place with it, but it is just procrastinating on even the smallest things like today before we get on the call I told you I had a great day. I love that I am speaking with you right now because I was really productive. I got up 4 in the morning knocking stuff out and by the way, congratulations on your kid. Jeremy Reeves: Thanks. Jonathan River: We just brought home our son. So we were in the middle of an adoption. Three year process and we just brought home our son. Jeremy Reeves: That is awesome. Congratulations to you. Jonathan River: (inaudible 7:14.9) for some fun, but it is really just putting off these little things or letting them (inaudible 7:22.1) and so I have really been working hard. I have a white board over here which you cannot see and my pride in that white board is keeping it blank. I write things down and the point is to erase them and get them off in there. (inaudible 7:34.1). Jeremy Reeves: Okay, I like that. Yeah everybody has that you know. Procrastination is definitely a big one. What is that? Jonathan River: I said I am not alone, I am sure. Jeremy Reeves: What is one thing in your bucket list that you cannot wait to cross off. So like, what is like the big thing that when you cross that off, you are like, oh God, that feels so good. Jonathan River: We are in the process of doing that right now. So we brought our son home and so one of the things and I have my goals written over here. One of the things is I always wanted Rachel, I call her cupcake. I always wanted a cupcake to come work with me in the business and the reason was that, if we were working together in this business, the online business, we would be able to be location independent. So the thing on my bucket list right now that I have never been closer to and I am really excited about is spending that month in Utah, during snowboard season and still having the money coming in, having our son with us and being like, you want a snowboard today or not? That is really be a question. Jeremy Reeves: Oh, that is awesome, yeah. I used to be in the snowboarding when I was probably up until, I do not know, maybe 16 or 17 and it kind of fell out -- I actually tried to do it a couple of years ago and I was like nope. Not happening. I went down it was just like pathetic and I used to be you know, pretty good. I mean not like great, but pretty good at it you know, but -- Alright if you could change one thing about your life instantly, what would it be? Jonathan Rivera: So the one thing that I would change about my life instantly is I would not have waited so long to become an entrepreneur because life is so much sweeter nowadays. Jeremy Reeves: Alright. The final one, the one that you did not know about is -- and I want you to answer this whatever pops in your head like do not sit and think on it. Whatever pops in your head just throw it out. What is your spirit animal? Jonathan Rivera: What is my spirit animal? Oh, I have it written down over here and it is a foxhog. Jeremy Reeves: A foxhog? Jonathan Rivera: A foxhog. Look for the book and I cannot remember the author right now. The book is called Curious. It is an excellent book and in there the author tells you what foxhog is. It is basically someone who does things very quickly, but also has a deep knowledge, the foxhog. Jeremy Reeves: Okay, nice. Is that actually an animal or is it like kind of -- Jonathan Rivera: No. Jeremy Reeves: Okay. Jonathan Rivera: It is a cross between a fox and a hedgehog. Jeremy Reeves: Okay, got you. I like it. Alright, so into the you know, transition into the you know, all the business stuff. So let us say that someone already has podcast, right. And they are looking -- let us just say, they are kind of you know, they are kind of moving along and they are looking for ways to grow you know, let us kind of start there, like everybody wants you know, growth. We are already doing something. How do you make it better you know. So when it comes to podcasting, what is like -- is there something that you found that really like, you have work with all these people and they all, when they launch they are big you know, they keep growing. Is there any like kind of one big thing, the one like differentiating factor between people that are you know, get podcast to the point where it is worth it for them to keep going versus people that is like, “Ah, it is not really doing anything worse?” Jonathan Rivera: Yeah. There is one big differentiator. I have been down this road many, many times because -- at this point, and I was looking at SES because I was preparing for a webinar and we have had over a million downloads on our shows and we have done about a thousand podcast episodes. So I have some experience in here and the one thing that will make the show either make it or break it is the entertainment fact. You see what happens is people get into podcasting and they wanted to display their expertise. They want to show off how smart they are and they end up spewing facts and trying (inaudible 11:25.8) teach, and frankly, most people are listening to shows to just be taken away to be entertained and if they learned something while they are being entertained that is a plus, but your first objective is to be entertaining on your show and if you do that, it will keep bringing listeners back. It will keep them telling other people about it and it will keep you growing. Jeremy Reeves: Nice, I like that, yeah. It is something -- I have never heard of that answer before you know, like when you know, you look up all like ways to grow your podcast and it is like, oh you know, send to your list and send it to Facebook. I do not know if I have ever heard that, but I am actually thinking of the people that you are working with and they are all very entertaining people. Jonathan Rivera: That is the secret to the people that are on the network. Those guys, I mean Kevin Rogers, former stand-up comedian. I think you have -- did you have Ben Settle on the show. You may have -- Jeremy Reeves: I am actually interviewing him in like 2 weeks. Yeah 2 weeks today. Jonathan Rivera: And then Doberman Dan he is a guy that goes off on rants and those rants are entertaining you know, that is a common threat between all of them. It is fun to listen and you also get a little bit of education while you are there. Jeremy Reeves: Okay, yeah, so guys, for everybody listening, I am going to be thinking of ways to do that because I have actually never thought you know, of doing that. I have always kept it very you know, very light harded very you know, kind of just fun and engaging, but I have never actually thought like how can I make it more entertaining, so that is an interesting one. That is going to be my big take away for today already. So how about like with marketing, is there any kind of big secret to you know, let us say -- well actually, this is kind of a 2-part you know, question. Number 1 is any kind of like big secret for getting you know, big names on the podcast and which would therefore help the marketing and then the other one is shows that you already have you know, is there -- do you have any advice for actually you know, marketing goes and like basically getting more exposure with the podcast you know. Jonathan Rivera: Okay, so I got 2 separate questions. One of them is how to get big name people on your show and then the other one is how to market an already existing podcast. So I will go for the first one now. When you are talking get big names you are talking about you as an interviewer getting big name guest on your show? Jeremy Reeves: Yeah, yeah, you know. People like that your audience is going to be like, oh wow, you know, I cannot wait to listen to this you know. Jonathan Rivera: So I got this one from Igor and he is one of the guys I worked with. Igor Kheifets a solo ads guy and he has had like Robert Kiyosaki. He has had Ken McCarthy, Mike Dillard tell these big people and I am like, you know, you are doing a lot in a little bit of time sunny boy, why (inaudible 14:09.9) right and so he wrote back to me. Yeah, I think I interviewed him about it for the podcast recipes book and he told me the secret that he used to get all these giant name guest was the network. So he knows this guy like, you are probably just like me and he is like, (inaudible 14:29.3) where you will pay people for work. You will pay people for mentoring, coaching, masterminds, and stuff like that. So he makes all those connections but he does not just leave it at deck. He keeps those relationships going and then he will make an ask. Like, hey, I know you this guy, will you introduce me to him? Or it might be 2 people (inaudible 14:46.6) and be like can you introduce me to this guy so I can get introduce to that guy and that is really how he has done and he just hopscotch his network to get all the big name guest that he wants on his show. Now second question was already existing show. How do you grow it, right. That was the question. So there is a lot of different ways to do it. One of them is like you said, getting the big name guest on your show. Sometimes that works, sometimes it does not because people think just because you get a big name guest on your show they are going to promote. Most of the times, big name guest will not promote. So if you already had an audience that likes them, good for you, but if you are looking for them to grow your audience for you maybe not so much. Now here is the other things that you can do is like syndication. We like to -- when we get our shows going, we have on a (inaudible 15:32.5). We have them on iTunes, (inaudible 15:34.6), or Google Play, or even put them over on Youtube now and Youtube is super cool because you can run ads to them when there is something you cannot do anywhere else. The other thing is obviously like you said, your email list. And that is why I tell people all the time when they want to start podcast, I asked them. How big is your list? How often you get in touch with them. They tell me they do not have an email list. I told them you do not need a podcast. Much better to spend your time building that email list. You can use social media. One of the things exactly doing is, I started using the app, (inaudible 16:03.7) because we have so much contact. I can only share once as it comes out, but using that app and making sure that I have a library of content and it comes out more often. I am sharing out episodes and that is one of the things I think most podcasters make a mistake. They shared the episode once when it comes out, make a big deal about it. Forget about it, but the content, if you did it right, is still good and you need to keep sharing it because people need to be reminded and new people need to hear it and some people will share it. So there is like 1 or 2 tips (inaudible 16:34.1) Jeremy Reeves: Yeah. I like that last one too. That is -- I actually do not think I have ever shared something like once it is -- you know, it is like you publish it and then as soon as the next one comes out that last one is just forget about you know. So we have like whatever like 65 shows and I have never promote any of them more than once. That is a good one. Learning all the mistakes I am making. Jonathan Rivera: We all make -- I mean, many, many years of these mistakes I have made, I only started doing it (inaudible 17:01.8) I started podcast in 2009. I just started sharing old one like this. I have hundreds and hundreds and hundreds of shows, I just started this a couple of months ago realizing that I was making this mistake. Jeremy Reeves: Nice. And I just had another question for you. I was going to go deeper into one of the things and it is just like totally in and out yeah. Oh you know what it was? Have you ever found anything. One of the things that I have been, I have been kind of playing around with was getting paid ads to work with podcast you know, and even just breaking even or just you know, getting it like cheap you know, cheap downloads or whatever. Have you ever figured out that you know, puzzle with whether it is on Youtube or whether is on Facebookor you know, whatever you know, basically anything that works for that? Jonathan Rivera: Right now, my man Ryan Stewman from the Hardcore Closer has been -- he is the one that turn me on to Youtube because I do not even care about Youtube a couple of months ago, but he has reported back to me and it is the reason why I am on Youtube now is that the ads on Youtube are working to get him more listeners and the thing about it you know, you are a funnel guy. So think about it, listeners do not particularly mean anything, but if you have a good funnel in place and a (inaudible 18:17.1) equals of visit to a website equals the subscriber equal the sale then you are in business. So yeah, that can work if you got good funnel in place, but most people do not have a good funnel and they just waste money trying to get (inaudible 18:30.6) that may or may not matter. Jeremy Reeves: Okay, yeah. I am going to try Youtube. That is another thing -- I am going to have to go back and re-listen to this episode literally. Jonathan Rivera: Share it twice. Jeremy Reeves: Yeah. No, I definitely will. Because now I am going to start doing that but you know, going back on Youtube, that is something -- you were only be I think 3rd person that is doing like a video podcast and I was actually going to ask you about that, but you already answered that question, but yeah, that is a good one. I am going to start run all over on it to this actually. So -- you know, run Youtube you know, Youtube views (inaudible 19:06.9) talking to Youtube views. So what are you know, so you have listeners right. Now you are starting to grow and a lot of people you know, a lot of people, I do not really do this, but a lot of people kind of take the approach like okay, let me build the audience and then I will start monetizing right. Have you found anything that works in terms of you know, getting people like you were just talking about how listeners do not necessarily equal revenue you know what I mean. So I already know like I know my stats for it and they are very good which is why I am trying to get paid you know, do paid ads to it, but a lot of people do not really like there is never call to action. There is never -- it is kind of just like you listen and then it is just over you know what I mean. Is there anything you found that works really well for getting podcast listeners onto your list or you know, not only onto your list, but actually becoming customers? Jonathan Rivera: Yeah. So (inaudible 20:08.0) see how to tackle this and so you talked about it a little bit just getting people to your site right? With some sort of giveaways, some sort of call to action. That is what is missing and a lot of people are afraid to do that. I mean, c'mon, this day and age I do not know why they would be afraid (inaudible 20:26.4) it is like (inaudible 20:27.4) you know (inaudible 20:28.6) listening, but you should have some sort of good call to action. Some sort of -- I like to do extended content, so a couple different ways that I do it is one is let us know if we do a podcast average 20-minute shows. I like to keep all my stuff short and tight. The secret there is keep them wanting more. So they come back and listen to next week’s episode and so they dive in to your old content. That is just one of our secrets, but the other thing I like to do is if I have a cool guest, if I have some fun on the show, if it goes longer and I really do not cut it like I am supposed to then one of the things that I have done in the past and I have used it 2 different ways is, I will do a sort of extended content. So I will set up the episode and be like, hey we got this great episode bullet point, bullet point, bullet point, the only promise we do not have enough time to cover everything because we only have 20 minutes, but at the end, I am going to tell you how to get the rest of it. And so at the end, the call to action is go to this page and the 2 different ways that I have done is go to this page to get the rest of the interview opt-in for it that is one and another one that I like to do -- I actually find more useful is go to this page and I use one of the show to get plug in and (inaudible 21:38.8) stage and it unlocks the extended interview because now they put you on Twitter. They put you on Facebook and they are getting new listeners in. They want the rest of the interview and they are sharing you. So it is kind of mini viral effect. So that is 2 different ways of using extended content to get people back to the site. Now I want to talk to one of your other points. I failed in podcasting many, many times. You know, from 2009 to now, I do not have the same shows I had back then and one of the biggest mistakes that I have made is that I started this show doing the fill the dreams thing. Build it and they will come. No forget that. Jeremy Reeves: It is the worse phrase to have ever been said in the history of the world for entrepreneurs. Jonathan Rivera: So I figured it out in 2013 where I launched the first show that really was the first show on the podcast factory network and it is one of my podcast recipes. I got the real estate background. We talked about that no money down podcast recipe. And this was basically, I already had the list. I had a partner who also had a list. We had an idea for a show, but I learned my lesson. I thrown away thousands of dollars, hundreds of hours, and years of time on podcast that did not go anywhere. I am like, ehh.. I do not really want to do this podcast thing, but if we do, let us fund it from somewhere. So we went to our list. They were having some problems with some stuff and we offered them a solution to their problem. Hey, if we provide you with this solution. Would you be interested? Yes. Well, here is the buying out button. So we created the product for them and we used all that money to fund the podcast show which was The Making Agents Rich Show which launched June 4, 2013. First show on the podcast factory network. Within 6 months, I was making a living with what most people would call living on a show because I launched it with that idea of no money down. No money out of my own pocket. Sells something for to get the audience involved and then create it. Jeremy Reeves: Nice. I love that. That is brilliant. Well you are a very smart man on. You know, in general, of course, but you know, when it comes to podcast, I have -- I think this may top the show for the most take aways that I have ever had from my guest. So congratulations on that. It is very hard like you know, I have been around the block for long time and you know, I buy all kinds of stuff and so it is very hard to get that title. Jonathan Rivera: Well thank you. I am going to cut that and snip it out. Jeremy Reeves: Yeah, right. That is awesome. So you know, wrapping up. Is there any other question. I always like to say like, is there anything that I missed you know, like if you were to get off this show and you know, we were to hang up and then if there was something that you just want the audience to be like you know, you kind of walk away and you are like, shit, I wish they heard you know, this thing or this other thing you know, if there is one like kind of key take away that you want people to know you know, what would that one big thing be? Jonathan Rivera: We actually talked about a little bit and it is more of a cautionary thing because it sounds sexy to get into podcasting. A lot of people are talking about it. A lot of products about podcasting out there, but I am going to caution you. If you are thinking about a show ask yourself the 3 questions I ask anybody before I allow them to work with me. How big is your email list? How often you are emailing (inaudible 25:06.9) because if you do not have any email list, you are not going to have a successful launch. That is all there is to it and if they do not know who you are and you just start sending him cold messages, they are going to ignore you. So if you are not there then go work on that. The other thing is what are you selling? Like people start podcast and think I am going to get sponsors. Look, you are probably not going to get sponsors (inaudible 25:25.9) get sponsors. So forget that and figure out what you are selling. If it is your show, maybe you should start somewhere else building a product, doing something that actually makes you money. And then the third question I asked people is why they want a podcast and it is more can I help this person. Can I get behind in a mission. So what is your mission. Isn’t that big that it needs a podcast or could you do that with your email list and your product before ever having your podcast. Jeremy Reeves: Okay, I like that. Really quick follow-up question with that. To give people just a rough guideline of you know, how many emails they think they should take, just because I know you know, I know a lot of people are going to be like okay, well you know, what is the big email list. So like, is there any kind of number or at least like general kind of range you know, that you would recommend people have before they start the podcast? Jonathan Rivera: So I want to clarify. I never said a big email list. I just said an email list. That is a clarification. I do not care if you have 10 or 100 it does not matter. We launched Michelle Spiva show, Epic Story Lifestyle. She only had 90 subscribers on her list and I got her to number 3 on iTunes new noteworthy. The listeners do not have to be big, the list has to know who you are. They have to be looking forward to hear it from you and they have to be engaged because if you do not know (inaudible 26:41.4) you have that little bit of trial build then you are really doing yourself a disservice starting with a podcast. You can do it other ways articles, social media, different things that won’t take as much time, won’t be as frustrated to get that and (inaudible 26:56.3) going before you get into the podcasting. Jeremy Reeves: Okay, nice. I like that. Very good advice. So hey, it was a pleasure having you on you know, before we hop off, where can people learn more about you and maybe hire you for you know launching their podcast and you know anything else that you can help them with. Jonathan Rivera: Well, I tell you what. What I put together for your listeners Jeremy is a little, little give away. My top 10 podcasters and we talked about the no money down podcast recipe. We talked a little bit about the interview sort of recipe that I got with Igor and put that together. There are other recipes on how to grow your audience. How to build your list. How to build your brand. All that stuff I put it together for you. It is in our app. You can get it at thepodcastfactory.com/app or you can text factory to 44222 and I will send you the link and once you get email, you are able to grab the top 10 podcast recipes and start using them. Jeremy Reeves: Sounds good. That is awesome. And I can guarantee everybody listening that I am going to do that as soon as we are off of this because clearly I need to. That is awesome. Well, hey, it was a pleasure having you on and we will talk to you soon. Thanks again. Jonathan Rivera: Super fun Jeremy. Thank you very much and I hope that we got a couple good little nuggets for everyone.

Hey guys! In today's episode we discuss MANY ways you can easily steal from me to convert more of your "on the fence" prospects into first time buyers and raving fans. Enjoy!   Resources Mentioned iTunes Transcript: Jeremy Reeves: Hey everybody Jeremy Reeves here with another episode of The Sales Funnel Mastery Podcast and today I want to talk about a pretty cool product, not product, but I just looked at the word product, but topic and that is called Product Splintering, right. And I am going to kind of show you -- you know some of you may be familiar with this you know, with this term, it is essentially you know, splintering up a piece of your product and giving it to somebody in a cheaper a price, okay. That is kind of the same -- that is kind of like you know the (inaudible 0:45.5) of it, but I am going to kind of give you a couple different ways that you can take that concept okay and use it in your business you know. You guys know, one of my main skills I think that I have in my life is that I am able to take ideas from you know, one industry and use it another. I got that actually from J. Abraham, he is kind of the you know, the one that really taught me of that skill and it is you know, comes in handy a lot. I cannot even begin to imagine or to describe how often I may able to use that skill to get better results in business you know. If there is one skill that you really want is to be able to do that because if you look inside your own industry, everybody is you know, it is kind of like incest you know, everybody is kind of doing the same thing, a little bit of (inaudible 1:33.4) there. But anyway, so, the reason I thought of this right, I just took my dogs to the groomer, okay. Katie is out with the boys, Connor’s therapy and so she has the car and so I had to take the dogs to the groomer. So on my way back, I have been wanting to try -- there is a coffee place by my house and normally, I have my own coffee you know, I -- like have my own kind of process, I am little bit of a geeky with the you know with coffee you know, I get the whole beans and I have a French press and like this whole big process, so I am kind of picky with it. So I do not really like things like Dunkin Donuts and Starbucks and that kind of thing just you know, I am just not a huge fan of it you know. I do not know, whatever, but I usually get that, like if I am out, you know, I normally do not get coffee all that much when I am out because I you know, again, I am kind of picky and I usually just make my own or whatever, but there is one coffee place I went in by our house and it is like, this little locally owned you know, it is not a big you know, mass kind of chain store that kind of thing. It is just that you know, there is this nice lady, I was just talking to her and you know, just a small little store you know, it is not a chain, it got all homemade stuff and that kind of thing. So, I drive by -- this place is probably maybe a quarter of a mile from my house so where we are is basically like I live in a place where were on the maid ave. going through our town, but behind my house there is woods and stuff like that and it is all very you know, kind of naturistic, but then like, literally you go down like a quarter of a mile down the road and there is a big you know, shopping center and there are all kinds of restaurants and shopping places and like all that kind of stuff. So it is an awesome place to be. So this you know, this lady opens up her coffee store in that little you know, shopping complex and I have been wanting to try it. So, I finally did today right and I love the coffee and the first thing that came to my head was she needs -- because you know, if you think about it, I mean she is -- she is selling coffee right, it is nothing you know, it is nothing unique you know, everybody has coffee. There is like 84, 000 coffee stores usually either something like a Dunkin Donuts or Starbucks you know, there is like 19 of them every town. So I literally took the first step in the Coffee’s Fantastic. It is going to be my new favorite place to go. The thought that immediately hit me was this lady needs to get her foot in the door with clients, right. So I want you to think of -- just think in your head. I am going to give you a second. Think in your head, I am going to give you a little challenge here you know. Think in the head what would you do? So you own a coffee store, there is a Dunkin Donuts, there is Starbucks, all those kinds of things nearby. What would you do to get business, to market yourself right. So I am going to give you a couple of seconds. I am actually going to take a drink of coffee while you are thinking. Okay. So, here is what I came up with right. What I would do is, I would just get -- I would hire you know -- I would get like a shit of paper like something super cheap little postcard or business card or something like that probably just a business card you can get like freaking 10,000 of them for like $100. So printed on a business card and just put you know, whatever like you know, we are new, I want you know, we think that we have the best coffee in the Valley, where I live is called the Valley. So we have the best coffee in the valley but I do want you like I know that it is hard to you know, you probably already had your favorite coffee store and the copy would not be this long by the way, this is just kind of off on top of my head, but you know, you probably already have your favorite coffee store and you know, the problem with doing this is that people are set in their ways. You have to break them of the habit that they are in right, to get them to come to you especially with coffee. People have their habits with coffee. So you have to break them of that habit and what you would essentially say is, hey, all I want you to do is just come in, coffee is on me, you do not have to play a dime, it is totally free and I just want you -- you know, essentially, like hey, if you love the coffee come back you know, if you do not, keep going wherever you are going you know, no hard feelings, that is you know, whatever. And all she would have to do is get a business card, I do not know -- I mean they are like you know, they are like 10 cents a piece. So say, you went out to 10,000 people right at 10 cents a piece that is what is that, $100 right. And say that a half of a percent switched over to you. Well half of a percent of 10,000 people is, let us see, 1% would be 100 so it is 50 people, that is 50 new customers right and the average coffee drinker probably spends I do not know probably you know, just say $30 a month right and it is probably more of that because I think mine was like $2. So you know, that is basic coffee every other day right. So you know, say you know, $30 a month you get 50 people, that is $1500 a month for spending $100 right and you just keep doing that, you are only risking $100. You are getting $1,500 back right and that is not even including you know, they had donuts and they had you know, biscuits and they had sandwiches and like all those kind of stuff. That is $1,500 well if you did that in you know all the surrounding areas you could very easily get that up to you know $100,000 business right and that is just with that you know, then you can do a whole bunch of other stuff, but that is just with that. That is only at $30 a month which is just probably a little bit low for you know for a coffee place. I mean you know, if you are spending you know $2, $3, or $4 for a coffee I mean it is, you know, it is a very easy to spend $30 a month on coffee. So that is kind of the way that -- so basically, the whole you know, (inaudible 7:45.8) to that is, if you have something right, and essentially, like I look at it in like a 2 prong approach you know, you do your regular promotions and -- by the way, you can do this even if you have a high end service and I am going to show you how to do this with the service or product and something like a joint venture, right. So if you have a service, okay, think of what you can do to get your foot in the door, right. What is your foot in the door offer? Okay. A lot of times with me, you know, I have people and you know, you know that our fees are typically like you know, in the high 4 figures, 5 figures you know, that kind of thing. We are not cheap right. It is not like you are spending you know $500 or a couple $100 or something on copy like you know, our fees are you know, pretty high up there. They are not you know, not at the top of the industry, but they are you know, they are not inexpensive to someone who you know, is struggling with money, right. So a lot of times what I do -- essentially, what I do is basically say like you know, I get a lot of people and they are like, look you know, I want to do this funnel, but look, it is like $15,000 or $10,000 or $20,000 or whatever it is and you know, I am just kind of a little bit you know, little bit anxious you know, they are always -- I get this a lot you know, I see other results blah, blah, blah, but you know, I kind of want to see if it works for me and that is totally acceptable. I totally get that you know what I mean that make sense. So I get some clients that do that and what I will say is, okay, let us figure it out you know, the project is going to be whatever, $10,000 to say and how about lets us just do like one part of it for like you know, $2,000 or something like that and you look at that if you like the copy then we will keep, we will just keep going right and I have done that a lot of times so you can see like rather than them looking at as a $10,000 investment it is now $2,000 right, so it is a fifth of the price and what happens is you know, I have done that with -- oh my God I do not know how many dozens of clients and I am very proud of the fact that I do that you know fairly frequently and I have never once had a single persona that started that process and did not go through with the project, okay. So if you are selling a high ticket service do not be afraid to offer something lower to get people just to get their foot and get your foot in the door with them with the relationship, okay. So that is how you can do with the service and same thing with you know, with the coffee shop you know, you are just taking that principle that concept and applying it to a coffee shop. So the coffee shop, the foot in the door is, “Hey, come in and try our free coffee” you know coffee for her it is super cheap I mean it is probably, I do not know 10 cents a cup, something like that. So you know, it is almost risk-free for her you know, she is spending $100 or $200 to get in front of like 10,000 people you know what I mean. So that is you know, a kind of another example. So let us do this with the product. So you have a product say, it is $200 right. So you have this and you have whatever 8 modules, what you can do with that is for people who you know, you first start off with your best foot forward right. So you say, hey you know, the product is -- there are 8 modules it is going to teach you how to do XXX and you know it is $200 okay. So you are going to get a certain percentage of people that are going to say, “Hell yeah, I want that. It is $200, it is going to help me. I am going to buy it.” Those are the people they are like your hyper buyers essentially because they are going to buy it you know and they will buy it, you do not have to like hassle them you know whatever. There is just going to -- they love you. They love your product. They are going to buy it. Then you are also going to have the people that are just never going to buy right and who cares about them, they do not you know, they do not matter. Do not talk to them. On huge strategy by the way while I am here is find out who those people are and then you know in your -- you know, in your ads, in your targeting, in your copy you know exactly who to push away because the farther you push those people away the inverse happens with the people that you know, if they are on the left side and your perfect clients on the right side. Well, if you push away the clients on the left side, guess what happens, the people on the right side come closer to you, you know, they resonate that much stronger. So it is one really you know, important thing to note is that you should do that and find out who is not buying and make sure you are pushing them away because it is going to attract the people that will buy right. So anyway, going back, you can say, hey look you know, I understand $200 is expensive for you by the way if that is expensive if people are buying it you know, $200 for price. You may want to look at your copy and because it might not be demonstrating enough value right. So just quick little side note there. But you can say, you know, maybe you follow up them like a 10-day campaign selling the $200 course, they are not buying it then maybe you wait like a week or two weeks and then you can have another campaign that number one, you can give them a free trial or some template like you know, a lower priced trial maybe $200 is like you know, they spend I do not know $10 or something and they get a trial of it or you can say, hey look, I understand that this whole you know, maybe it is too overwhelming, maybe it is you know, maybe you just do not think that you have the time, maybe it is not in his priority, maybe it is the price whatever it is. Why do not you just take one of the modules. See if you resonate with my concept, my message, my you know, my ideas and then if you love it, then you can buy the whole thing right. So that is what you can do with you know, with products right. And then another way to do this is -- so I recently -- I have been going after you know, this certain guy, I have been trying to kind of get on his radar for I do not know, it is probably been 2 to 3 years now right and I am a pretty persistent guy you know, if I want to get on somebody’s radar I eventually will it is just kind of the matter of time. So there is this 1 guy that I have been wanting to kind of partner up with on some things. He is a very, very, very well known marketer. Probably 90 plus percent of the people listening to this podcast read his blog, right. That is where he does most of his market is through his -- he is a very, very, very prolific content marketer, okay. And he has several businesses, they are you know, couple SAS companies, they are all you know, 7 or 8 figures. So you know, there is a lot going on and I realized that if I partner up with him on some things, they could lead to a lot of different things, right. So for the last kind of 2 years, I have been you know, just kind of staying in touch, kind of putting my name in front of him that kind of thing. And you know, recently, I realized that he has a partner you know, in his business that is kind of like his you know, to say his wingman, right. He is like his you know, his second in command, his right hand man you know that kind of thing. So I realized that it is probably a lot easier building a relationship with his right hand man than it is with him you know, because he trusts you know, his -- let us just call him his partner just for easy terminology. He trusts his partner so if I you know, get in good with his partner then therefore I would kind of get into the -- into his whole business and that is exactly what happened, right. And you know recently, there is you know, we have been in touch of like 4 different ways that were partnering you know, so he is you know, he is sending me clients and we are -- I am actually doing a project for him and you know, there is a life of all these different things and it is because it is the same concept and this what I mean by taking it one concept and applying it in several different ways right. I am taking that product splintering concept or that foot in the door concept and using it in several different ways. So in this way, you know, I am using my foot in the door was with his partner, okay, because I knew that you know, the way to his -- kind of like you know, when you are dating, you know, the way to the girls heart is through the parents you know what I mean, is through like you know, if you are trying to date a girl you know, talk to her mom you know, become really good like really you know, kind of cuddly whatever with you know, with her mom and then her mom is going to be like, oh you know, Crissy this guy he is so nice, I mean he is handsome and you know that kind of thing. So it is the same thing. And yes, I mean that is pretty much it. So basically -- kind of a quick recap. If you are selling a high -- if you are selling any kind of service right and you want to gain access to a huge part of your audience, a huge chunk of your audience that is on the fence right and you want to push them over the fence, do something where you can take a piece of what you normally give clients and give it to them at not reduce rate, you do not want just discount your rates because that is horrible for everybody, but you want to give it to him at a cheaper price by giving them less, but you know, take like, if there is something in your business where you can get them a really good result in a quick way, you know, just give them -- like think of a quick win, it is huge when you are selling your services, okay. The same thing, it does not even matter what you are selling really. And then products you know, think about free trials or removing a section or anything where you know if people having excuses they are close, they are right on the fence, but they need just that little extra push. Think of how you can do that. And then the same thing if you want to get your foot in the door with people right. For joint ventures, affiliates whatever it is, think of little ways just you know, very slowly chipping away adding value to the life it is always about adding value and that is what I was doing with his partner by the way was, I was helping him basically you know, they were coming up with a new funnel and you know, he is like, oh you know, what do you think about this and I went and I say, hey, let me just help you figure this whole thing out, right. And then you know, when we were done, he is like, alright you know, what do you charge like you know, to actually build this all out for us and I gave him a price and you know, we are getting started this week. So think of it that way like if you want to get on somebody’s radar, add value to them and just little by little do not go from not knowing them to just jumping in and being like, hey, you know, I am here, I am here, give me business, give me work. I want your money you know, like that is not how -- you know, that is not how you build relationships you know, you first reached out to them just so they recognize you, okay. The first step is recognition right, just so they recognize your name. So comment on their blog you know, send them an email and just say, hey, your recent podcast or your blog was awesome, I really loved it you know, send them a gift. I can tell you, you know, you guys know I am huge, I love bourbon right. I am not a huge drinker, but when I drink, I really love you know, the different types of alcohol. Like I love craft beers and really good wines and really good bourbon and you know, things like that, like I do not drink that frequently you know, like on the weekends you know, like a normal person, but when I do, I like to drink really good stuff because I love that experience. I am very kind of experiential kind of guy. Same thing with food you know, I love the experience of eating you know, as funny as that sounds you know, I love like you know, the different flavors and the combinations and like I do not know, I just love the whole thing. So anyway, so if someone sent me you know, like if someone is trying to get on my radar, by the way, I am not saying to do this, but if someone want me to on my radar, if you sent me a bottle of bourbon, you would instantly be my best friend. Like you would, instantly, I would never forget your name right, just from that and it is like whatever like $30 or $40 for a bottle of bourbon. And that is all it takes you know, just get your name out there and do something so they are going to just recognize you and then you start slowly adding value to their life, right. I have a lot of copywriters who want you know, they want me to help them in their business and they will reach out to me and say, hey, I do not even want any money, let me just help you with the product. All I want is your feedback, your critique, right. I get that all the time with people. And I have helped a lot of copywriters you know. I have helped a lot of copywriters do that and because it is valuable. I did the same thing when I was just starting copywriter you know, it is a huge strategy and you know, if you are in any kind of like expertise field do that with somebody. If you want to learn really, really fast and you cannot afford to pay someone to be a mentor, just do something for them for free, right. And of course you know, you have to have like in my case, I have to look at them to make sure their copy is good first, like it has to be kind of up to a certain level first because you know, they are going to write something for them it is going to be awful and I mean, it would take me longer to edit it than it would for me to write it myself you know what I mean. So like there has to be that foundation there first, but you know, I can tell you like I have gotten a lot of free copy because of that and you know, and it is worth for them too because I critique them on the copy and I you know, I helped them kind of through the whole process you know what I mean. So anyway, that is it for the day you know, I hope this helps. I hope I gave you a lot of things to think about today you know, just a lot of this comes back to just being resourceful you know, a lot of entrepreneurs are like, oh I do not have this or I do not have money, I do not have time, I do not have you know, the resources. No. The resources do not matter. What matters is you being resourceful. You do not need that stuff, right. You do not need money to start a business, okay. You do not need expertise to start a business, right. You can start business in any way possible. You can market your product in any way possible. If there is anybody out there right now, saying that they cannot grow because they do not have funds, that is absolute horse shit, I am sorry. It really is you know, and I do not mean to be like insensitive, but I just want you to -- I want you to look at that belief that you need money to grow, okay. I want you to look at that and smash it with a hammer, right, because it is not true, okay. It is not true at all, okay. That is the biggest one, is money and that is why you know, kind of singling that one out. You do not need money. Money is you know, a byproduct of being successful. You do not need money to become successful. It helps. If you have money, you know, you can speed up the process, you accelerate the process, but you absolutely do not need money to become successful, okay. And if you -- if that is one of your beliefs right now, it is totally cool by the way, I have a lot of bad beliefs in my past as well. Get rid of it, okay. Re-analyze that belief. Figure out why you have that belief and then say, okay. I have zero dollars, what can I do to be successful and that is when your brain starts coming up solutions. You have to give your brain a problem solve then it is going to come up solutions, okay. So you know, I know I kind of went on a (inaudible 23:06.4) a little bit today. I know sometimes I do that, this definitely is not the most polished podcast in the entire world. I think you guys like that because I get comments on that all the time of how it is like you know, I have never come to this with a script. Usually, I do not even have any kind of outline. I kind of just have the you know, the idea and I just start talking about it. That is exactly what I did today. But anyway, so I hope you are enjoying the podcast guys. You know, like always, the numbers are continuing to grow. You guys are awesome. I am getting emails all the time just you guys saying how much you enjoy the podcast. That really does mean a lot to me by the way. Just reaching out and saying, hey, just wanting to let you know I loved your latest episode on you know whatever, here is how it helped me. That really like -- I actually love getting those emails. They go to my support. So it is support at jeremyreeves.com, but they forward me every single one of those and even if I do not reply, I promise you, I am looking at it every single one of them. And I really like -- I love to help people you know, if you guys have you know, known me for a long time, you know that I get such tremendous satisfaction just from helping people you know what I mean. It makes me feel just awesome, just to know that I am helping someone you know what I mean. So if this is helping you, you know, make sure that you are sharing it with people. Help us continue to you know, to grow this. I have a whole bunch of interviews coming up. We just launched -- we are doing video podcasting now, we are actually, I just did my an interview yesterday were actually, I think that interview is going to go live next week or the week after, I forget. We are adding questions in there so like you know, kind of like lightning questions to get to know the you know, the guest a little bit better. I am looking and reaching out for bigger and bigger and bigger guest you know. I have done a lot of kind of underground guest and I am going to start mixing that up with some bigger name guest you know, that you guys I think will enjoy. So yeah, there is a lot of cool stuff coming up with the podcast. It is only going to get better as you help continue to grow because the more the podcast grows, the more time I can allocate to it, right. It really just as simple as that. It is just simple business decision. So you guys are the guys and girls by the way that help this grow. So make sure that you are telling people about it. Make sure that you are you know, you leave a review and remember, when you leave a review, we are giving you free stuff you know, we are giving you my 101 Conversion Tips you know, PDF. So make sure you are doing that because you know, reviews help us grow so much, so they are so important. So if you like this, that would be the single biggest thing that you can do to help us out is to leave a review and just tell people about it you know. If it comes up in conversations or you know, put it on your blog or whatever you know, tell your mom about it, I do not know. Anybody who is a business owner. So anyway, that is it for the day. As always, you know, share this you know, tell people about it. Give us a review on iTunes and then also, if you are interested in working with us, then reach out to support@jeremyreeves.com and let me know a little bit about you, about your business and I will let you know if I can help you know. If you have ever talk to me you know that I am very, very candid. If I cannot help you or if I do not think I am the best person to help you, I would just flat out tell you that, right, and I get a lot of people that you know, I tell that to them. I probably tell more people that I cannot help them than I can -- than I tell that I can help them, if that make sense you know, and it is because I only want, when I take on a new client, I want to know with 100% you know, certainty that I am going to be able to help them you know what I mean. So anyway, that is it. I will stop my ramble here and I look forward to seeing you next time.

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 walk you through one of the templates we use for constructing a new sales letter. I walk you through each individual section and explain what it is, why it's there and how to write better copy at each stage. 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://www.JeremyReeves.com Want To Work With Me? Visit http://www.JeremyReeves.com or email me at Jeremy@JeremyReeves.com Enjoy! Transcript Hey guys and girls, Jeremy Reeves here with another episode of the Sales Funnel Mastery Podcast and I am really, really, really excited today. We have a client in the real estate coaching market and as you can imagine you know, I do not know how familiar you are with Google but getting something like that approved in Google is not an easy feat and we just got her approved in Google which is really, really exciting. So that is awesome. So I am very excited about that. So now comes the moment of testing and tweaking and doing that for everybody here. So today, I want to go over -- I want to go over basically what it takes to craft a sales letter okay. Basically, the structure of the sales letter because I know a lot of people kind of struggle with this, they you know, they are not good writers. They do not really know how to lay it out, structure, that kind of thing. So I want to take you basically step by step through the basic sales funnel structure that we used for you know, for our clients and I want to preface this by saying that this is just kind of a beginning template to use, okay. This is not something that needs to be followed 100%. In fact, the sales letter for the client that I was talking about does not follow this sequence okay, because hers is very, very story-based. So we kind of weaved all of this stuff into her story okay, like we used her story to structure it like this. Okay, so there is -- you know, in that case, we broke the rules, but I mean that is what we do every single day, day in and day out. So we have the knowledge and the skill set to be able to do that. If you are in a position where you -- you know, you cannot afford to hire a copywriter that can you know, knows when and how to break the rules, this is really, really, really good structure for you to follow okay. So first of all, you are going to start off with the headline. Actually, let me step back. First of all, you need to know that you are writing to their core desires and frustrations. One of the biggest mistakes that people make is when they are selling their product, they talked about you know, the features of the product. They talked about why the product is so incredible and you know, and this kind of thing and that is kind of how the page starts and that is the wrong way of doing it because the first thing when you are writing your copy, you need to be writing to the core desires and frustration. You need to be writing the copy to overcome all of the objections and the beliefs. Basically, you have to overcome all the objections and that in turn helps them believe that your product is going to work for them and it is going to be the solution for their problem and that is what makes the sale, okay. So as you are writing, that is kind of the core of everything is to write to their core desires and frustrations and overcome the objections that they have in their mind so that they believe that whatever it is that you are selling is the solution to their problem, okay. So with that said, first of all, you are going to start off with the headline. Everything, you know, I mean basically every page that you have starts off with the headline. So in the headline -- this is going to differ based on a lot of different factors but you know, one of the good places to start is you know, is kind of bring out and say, Hey, do you have this problem. Now you do not actually say, you know, are you suffering from you know, whatever gout or are you suffering from you know, whatever it is. You can also kind of, you can also write this in a way that tells them that you could help them with the problem, okay. The headline is essentially used to grab attention, okay. I am not going to go like the various headline templates and all that kind of stuff right now. The headline is used to get their attention, okay. Imagine your prospect is looking at different screens and they scroll across, they see your headline, okay. You want that headline to get them to read the first sentence of the copy. That is the goal of the headline. It is not to sell your product. It is not to do anything else but to get them to read the first sentence of your copy, okay. And then, that brings them into the opening or the lead, okay. That basically what you want to do, okay, is you want to intrigue them, okay. The lead is all about curiosity and intrigue and tapping into the dominant emotions that they are feeling as of this moment. So you know, let us just say, you know, Hey, have you ever woken up in the morning and you know, you wake up and let us just say that you are selling something for pain relief, right. So when was the last time that you woke up and by the way, I am doing this off top of my head, so it is not going to be perfect. When was the last time you woke up out of the dead sleep and took you know, took one step and your knees buckled and you know, you curse to yourself thinking why cannot I just have the joints that I used to have when I was a teenager, you know. I am sure that the last time that happened is probably this morning. I am sure it has also happened yesterday, the day before that, the week before that, the month before that, the whole year before that and if you want that to stop I am about to show you, you know, 3 things that are going to help you heal your joint pain without expensive medications, without you know, any dangerous surgeries you know, blah, blah, blah.. okay. So essentially what you are doing is intriguing them, tapping into those, to those dominant fears and emotions and desires that they are currently feeling and getting them again to read the page, to read the next sentence. That is all -- as you, as you are building your sales letter, what you want to do is get them to read the next line. That is the goal all the way to the bottom and if they keep doing that, they will buy your product because you are essentially saying the right things, you are overcoming their objections, you are tapping into the desires that they have, you are showing them that your product is the solution for their problem, that kind of thing, okay. So that is the lead, it is essentially -- you just, you resonate with them, you know. You kind of -- you have a discussion with them. Hey, you know, are you suffering from this you know, I can be able to show you this, you know, blah, blah, blah and you are being very, very empathetic to their you know, to their needs and desires and frustrations and all that kind of thing, okay. And then you are going to lead in with credibility and sometimes, a lot of times, you will actually, you will actually show them you know, you will actually give them content, okay. So if you said, you are going to give them 3 ways to -- in this section, you are going to -- this is kind of like the body of the copy. You are going to essentially given them what you just told them you are going to give them, okay. Usually, like when you are structuring this, if you say that you are going to help them whatever, overcome whatever problem they are facing. This part of the section is the, is kind of like they credit about you actually doing that and the way that you structured this is that essentially you just -- you overcome their objections okay. So you know, if they said, you know, if in their mind if your market thinks that the best solution for them is you know, again, going back to the knee pain problem. If they think that the best solution for them is going to the doctors getting steroid shots, getting surgery, that kind of thing, you then overcome that objection by showing them why that is not necessary, okay and that of course leads them into your product which would be like an all natural safe solution that kind of thing. So in the body of the copy you are essentially you know, you are telling your story, a lot of time that is usually how it is. Okay, let me step back for a minute and tell you my story. Let me tell you how I got here, you know. And the recent one I wrote for one of my clients we kind of did that. We opened with a really like -- it is a really engaging lead that got them and it kind of like shook them up a little bit, but then we went back and we did. We said okay, you know, let us come back to this in just a minute okay, and then I went into their story you know, let me tell you how I first discovered this new, you know, incredible miracle nutrient thingy. And we told them about this (inaudible 9:05.8) that he had through the rainforest and how he met this guy and he gave him this like mystery substance and you know, it was just really like dramatic story that lead into him discovering this new thing that he then you know, that he then test it and you know, we talked about his background and how his background allowed him to do all this like fancy testing on it to make sure it work properly and test it on people, you know, blah, blah, blah and you know, I went through all this expense before I brought it to you and that kind of thing. So you layer this -- the body of it with credibility and proof that what you are about to show them you know, actually works and a better choice than something else that they have, okay. So that -- I mean you get to the part where you are at the introduction. So this is just basically an introduction of the product. So you know, introducing product X and then you know, product X is a revolutionary new thing that does this and this for you. In particular, you will find out that the you know, the second you start taking it or the second that you know, you kind of you know, introduce into your life, you will experience and then bullets, okay. And that is the next thing you know, is bullets you know, it is going to help you this, this, this, this. It is also going to help you this, this, this, this. In a sense of -- a lot of times -- and this is why it is hard to structure a sales letter because everyone is very, very different you know. This is a longer form of sales letter. If you are doing something like a product page, that is a little bit different, okay, and that is actually something that we are doing right now for a client, 2 of them actually. So you know, after you introduce the product, you go through step by step exactly you know, what it is exactly you know, the details of it. So like if you are selling an information product that is going to be the modules, you know. In module 1 and then the tail of it. In module 1, you will discover -- you know, bullet, bullet, bullet, bullet, bullet. In module 2, you will discover bullet, bullet, bullet, bullet, bullet. If it is a supplement or a product you can talk about you know, the details of it, so exactly you know, what ingredients are in it and exactly how it was made and why it is made like in a certain unique fashion. Basically, you know, you are layering on the proof and the credibility to what you already started talking about but now it is more along the lines of, okay you know, I have already, I have already kind of found out that you are having this problem and that is what you did in the very beginning of it. So they would not be reading the page if they did not still have that problem. So hey, you know, I already told you about the various solutions and why they do not work and here is the new solution that does work and let me show you why it works so well. So you are in that stage right now. So you know, so you talked about the product you know, you talked about -- you know, a lot of people go into the benefits or the features. Basically, features are okay, the problem and I know there is this big thing with copywriting, the problem is, if you only write about features, it does not tap into the emotions, it does not tap into the desires that your prospects are having to overcome the problem that they are facing, okay. So that is why you have to say feature and then the benefit of that feature, okay. So again, it is not just feature it is feature plus benefit. So let us just say that -- for example, we just had a product that were about to launch from one of our other supplement client actually. And we talked about this liposome delivery you know, nutrient delivery, and it is basically liposomes help deliver the new trend to your cells and you know, they help absorption. Basically, it is more (inaudible 12:55.3) but you get more out of it you know. So for every milligram that you take, you are getting -- it is that much more potent because of this new delivery system. So we talked about you know, the liposome delivery system but we do not say like, Oh you know, it does this -- like we talk about how it benefits that person, okay. We talk about why the liposome delivery system is important to getting better results from the product and how it is going to change their life because of that, okay. You go through all those. You kind of pile them on there. And then you get to the you know, the price, the guarantee that kind of thing, so it’s you know, Hey, it is only you know, it is only whatever you know, it is a dollar a day you know, whatever your pricing is, price justification. You say why it is such a bargain for them and you can do this by the way, you can do this regardless of how much it actually cost. It does not matter if it is $10, if it is $15,000. You should not be selling a product that you cannot deliver at least 5 to 10 times the value for. So, if it is $10, it should be worth at least $50 to $100 for them. If you are selling over $10,000 it should be worth at least $50 to $100,000. So you can say, you know, I mean the price justification is basically the same. It is structured the same way regardless of what you are selling. So you have the price justification. If it is a cheap product, if it is kind of just an impulse buy you do not have to go into this very long, okay. If it is you know -- essentially, the higher price it is the more you have to justify the price, okay. (inaudible 14:38.5) And then you go into the guarantee and by the way you know, it is you know, it is thousand dollars and you know, if you do not get XX result within 90 days, we will refund you in full and you know, whatever your guarantee is. We will give you double your money back. We will, you know, you have a lifetime guarantee, whatever your guarantees, you talk about that and then you have a call to action, okay. And then you go into who it is for and who it is not for. So you list out a couple of the qualities of the people that you want in buying this and of course, you know, you are making this up. So you are not going to say like, you are not -- in this part you do not get too specific, okay. What you do is you get, you get specific enough so that you are telling, you are explaining the right type of person that you want to buy this. So, you know, you are looking for achievers. You are not looking for people who are going to use this as to get rich quick scheme and you know, that kind of thing. So you are keeping it like semi broad but you are using it in the way this kind of like you know, a little bit of like reverse psychology. You kind of have to -- it is a fine line of thread. And this is where good copywriting comes in, well, I mean the whole page does but you know. So essentially, you are telling them specifically the type of person that should be buying this and the type of person who should not be buying this. So for example, if you are selling a let us just say a product for crossfit athletes right. You are going to say this is for people who you know, who love crossfit, who you know, could not stand doing long boring cardio you know, it is not for people who like the skinny fat look and you know, only you know, they want to stay skinny, they do not care about muscle and that is why they only jog and they do not work out you know, whatever it is. You are essentially creating polarity. So in who it is for, you are saying exactly who it is for and then who it is not for. You are kind of making fun of the people that you do not want to buy. You are making fun of the -- if you are thinking of it in terms of you know, us versus them, okay, so think of like Mac versus PC. If you are thinking about it like that which every market has this you know, the whole us versus them. For me the us is you know serious entrepreneurs looking to build a serious business. They are looking to grow and automate the marketing as they grow, make it more casual stable that kind of thing. For me the people who it is not is you know, people looking to do you know, get rich quick kind of products or projects I mean, you know build funnels where they just want to build it and they never even touch it again, they never even think about it again, like that kind of thing, that is my you know, nemesis. That is the exact opposite of what I am looking for, okay. So essentially, you are creating polarity and then you do what it is and what it is not. So you say like you know, this is you know, it is going to help you do this. It is not going to help you. It is very similar to the who it is for and who it is not for but it is just you know, kind of slightly tweaked a little bit. And then you can do you know, you can do something like a comparison chart, you know, you go into -- you are going in for the close now, okay. So you could do -- a one good close is you know, you are at crossroads, by the way you have another call to action after the who it is for and not for and what it is and is not, you have another call to action. And then the last section is the you know, the close. So you know, you are at the crossroads right now. You came in to this page knowing that you are suffering from problem X. I showed you why there are better solutions out there that you do not have to listen to everything else you know, that has been said about solving this problem. I have shown you a proof that you know, you could see through all of our case studies. You can see it through the experience that I have you know. Again, you kind of reiterate all the proof that you put on the page just in case they skim the page and did not really see it. You reiterate all that proof in a quick little summary okay. And then you say, so now, the choice is up to you. So you put it in their -- you put the decision you know, in their hands. You give them the responsibility okay which I mean it is because they are buying. So you say you know, there is basically you know, imagine closing your eyes you come into fork in the road. If you take the left you are going down the same path you have always been down. You are going to stay in pain, you are going or you know, whatever the problem is soon the, you know, the knee pain example, you are going to stay in pain, you are going to put yourself through you know, torture for the next however many years you know. Every year that you live, your knees are not going to get better unless you take action now. Like you give them basically a motivational (inaudible 19:13.8) you know what I mean and say why they are essentially crazy for not taking action right now or you can look to the right. The right is you know, when you invest in my product and you know, within 7 to 30 days or 7 to 10 days or whatever the timeline is for you, you know, you are going to feel this much better, it is going to do this for your life you know, your friends are going to wonder what your secret is, you are going to be able to you know, jump up out of bed with no pain, you are going to be able to you know, play with your grandkids again, you are going to be able to do activities like play golf without pain every time that you come in for the follow through, you are going to be able to you know, whatever. You essentially paint a picture for them for the future, okay. So in the left side, you are saying why the past was so bad. On the right side, and this obviously be (inaudible 20:07.6) you are going to paint a picture for them. Paint a vision of the future for them about what is going to happen to their life when they buy your product okay, and that is essentially your close and you have another call to action and then you sign off you put you know, thanks in your good health you know, however you sign off you know, on your things and then you can have a P.S. you know, I am not a believer like -- there is a very old kind of myth in copywriting that everybody reads your P.S. I am not a believer in that because I have seen you know heat map studies and I have watched videos of people you know, reading pages and that kind of thing and it is really not how people read pages. So you could either put a P.S. or not you know, a lot of times, for example, one example is if you have proof that does not quite fit into what you are talking about before it is like you know, you kind of going like A, B, C and then like F, but it also adds a little bit more proof, it is kind of like a little side benefit you know, it is kind of like if you are going out and buying a TV and you were like, Ah, no that is alright and then the guy comes and says, Oh, you know, I will give you this cool fancy remote if you buy and I will give you, you know an extra like 6 months warranty, it is kind of like that extra little tiny push to get you over the fence. That is what the P.S. is you know, in my opinion is good for and then that is your sales letter. Obviously it sounds a lot easier than this. But you know, again, that was a long form sales letter, okay. If you are selling a product page, I know not everybody listening to this is going to have a long form sales letter, okay. Just for example, we are getting into the SaaS space the B2B SaaS space, so by the way if you are listening to this and you have a B2B SaaS company, shoot me an email because I want to talk to you about something. It is going to be probably the most badass thing you would ever seen in your life. That is actually one of our 2 secret projects that we are working on right now. So anyway, in SaaS companies, you know, they are not going to have long form sales letter. What you do in situation like that or if you are selling a product or you know, you just do not like the look of a long form sales letter whatever the case is, essentially, what you are doing is breaking this structure down into the various pages of your website, okay. So you know, I mean it is kind of hard to explain, I have to show you an example, but essentially, just think of this, you know, you have the headline, you have the opening or the lead, you have the kind of transition like the empathy resonating with them that section which is usually part of the lead, you know, you have your proof and credibility, you have your introduction of the product, you have the bullets, the benefits like you know, exactly what the product is, what it helps you know, what it does for you that kind of thing, you have your guarantee, you have you know, who it is for and not for, you could put in like a comparison chart, you have -- let us see you know, (inaudible 23:19.1) better than competition which you know, goes along with the comparison chart, you have your close and you know, P.S. that kind of thing. You can break that up into different pages of your sales funnel, and if you need an example of this just shoot me an email. I can send you an example of this if that would help you, otherwise, I hope that explains it. So that is it, that is kind of how you structure a sales letter. That is kind of basic formula that you can use to structure sales funnel if you do not have the money to hire a copywriter or if you just want to kind of check the copywriters work or whatever it is or if you just hire us and you do not worry about any of that because you know it would be done right. Anyway that is it, I hope it helps you. As usual, if you enjoyed this episode share with friends, go on iTunes and leave as a review and remember that if you leave us a review and shoot me an email at support@jeremyreeves.com we will send you our free product that is something that we used to sell for $77 it is a 101 Conversion Tips that you can use to increase your conversions throughout your entire sales funnel and yeah, if you are interested in getting in touch, support@jeremyreeves.com and my staff will forward the email to me and otherwise I will talk to you soon.

In this episode, I walk you through 29 different credibility factors you can use throughout your entire marketing funnel to increase your conversions on each step of your funnel. Make sure you have a pen and paper handy to write them all down! 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 Want To Work With Me? Visit http://www.JeremyReeves.com or email me at Jeremy@JeremyReeves.com Enjoy! Transcript Hey, this is Jeremy Reeves here with another episode of the Sales Funnel Mastery Podcast and today I would like to talk about adding more proof and credibility into your funnel, okay. So I have come up with 29 different ways that you can add more credibility and more proof and more you know, demonstration and expertise, all that kind of stuff into various places in your sales funnel to help you basically increase conversions. What is cool about this is that these are kind of site-wide increases, okay. So you can use these various pieces, you know, various proof elements not only to increase conversions on one specific page. Say, you have like a main services page or main you know, product sales page or whatever it is, but throughout your entire funnel. So you can use these on everyone of your pages. You can use them on your homepage and your, you know, on your order pages, on your upsells and your emails. Basically, anywhere that you find that it would be relevant. So let me go through the 29 and then as you go through, make sure you have a pen and paper so you can write all these down. They will also be in the show notes if you want to go you know, to the page. The link will be in the you know, in the show notes page, on your phone or wherever you are looking at this. It will also be -- if you are on our list, you will get the URL to the show notes page. So let’s go start going through them. 1. Test Data. So if you have any, any kind of any statistics from testing for example, if you did a split test or you know, or something like that any kind of test data in the supplement industry. If you have you know, things like you did test on your, you know, on your ingredients. If you have any kind of data like that, you can use that for credibility throughout your sales funnel. 2. Visualization. So you can actually -- one of the -- you know, as they say, a picture is worth a thousand words. So if you want to sell better, if you want to get in a little bit more deep into somebody’s mind, rather than just telling them, show them. So you can do, so can turn any kind of data into a visual concept. Any kind of information like an infographic is a good example. You can actually gain credibility by putting the information that you have. So instead of 10 bullet points or this would be a good example, actually what I am doing now, 29 proof elements. I could put this into you know, an infographic and it is going to actually make more of an impact than it would if it were just text, okay. So anyway that you can put a concept into words. Again, you know, this is used -- I used this a lot when I am working with designers on client projects to help, to help your brain process the information at a faster pace. So if it takes you an entire page to explain something, a lot of times, you can take that and you can actually get it to the point where you can show somebody that same thing in the matter of maybe a second or two looking at an image, okay. So think about how you can turn words into some type of visualization. 3. Specificity. Okay, and this goes out, this is through all of your copy, okay. So the more specific you are, with everything that you do, the more you are going to sell. As they say, specifics sell, okay. So when you are writing, never be vague, okay. That is why, one of the rules in copywriting is to never say things like you know, these things make you stronger. It’s you know, these, these whatever, these new trends or these stimuli or you know, whatever it is. Never be vague in what you are talking about especially if you are talking about a result that somebody is going to get. So you always want to be specific, okay. Again, it can go through every piece of your copy, from your landing pages, your upsell pages, your sales pages, your emails, you know, if you are doing content marketing, I mean literally everywhere. Always be a specific as you possibly can be, okay. Actually, specificity comes back it is just a good -- it is just a good way to communicate you know, if you have ever had any communication problems with your team members, your family, whatever, a lot of the times it comes back to not being specific enough, okay, and this is also a proof element. 4. Comparison Chart. So this kind of goes back to visualization, but it is -- you know, it is very different in terms of -- you are using a visualization to actually show people why your product is better than your competitors because it kind of -- you know, people in their mind are researching you know, the various options that they have. So if you put that in a chart it is very easy for them to process, okay, and it comes back to, I will get this in a minute, the logic, okay. And I will come back to that in a minute. 5. Scientific Research and Study. So if you have any scientific research, if you have scientific studies, if you have -- anything, any kind of proof like that, definitely, definitely, definitely use it and go through every individual aspect of what you do whether it is your -- the process that you do things or your ingredients or your product or you know, whatever it is, maybe you have a study that I do not know, you can make up a study that, not make it up I mean, actually you know, do the study, that you are working in your services you know, you get it done 30% faster. Somehow you can turn the study into that you know, then do that, okay. But it is mostly talking about actual science you know, research studies like in supplements or any kind of like facts, okay. We use those a lot in another copy that we do. 6. Unique Mechanism. So this goes back -- I kind of talking about market awareness, you know, the 5 levels of market sophistication, market awareness, that kind of thing and unique mechanism is essentially the unique way that you do what you do or the unique way that your product does what it does, okay. So it is basically talking about the mechanism that your product or service uses to get such a high-end result for your clients, okay. So if you can talk about that, instead of saying, we get better results for our clients, you say, we get better results for our clients because of X and whatever that X is for you that is your unique mechanism of producing results, okay. 7. Reason is Why. You always, always, always want to have reasons why you are doing everything, okay. So if you are having a sale or promotion, you want to have a reason why you are having that sale. If you have a specific price whether it is really low or really high or whatever it is, you always want to have a reason why. You always want to tell people why you are doing things and the reason for this is because it makes it more believable, okay. I do not remember -- there is a study that they did like a social experiment (inaudible 7:05.5) where people lined up at a copier and it was something like, you know, they went behind the person, there were somebody already using the copier and this person went behind and said, hey, can I skip you in line because or hey, can I skip you on line, right. And it was only like, I think it was like 50% compliance or something like that. I do not have the exact, you can look up the study and find the exact you know, the exact data. But it was something only like 50% or something like that or it might have been less actually, and then somebody came and said, hey, can I skip you because -- again, given the reason why, because I am in a hurry and I have to get this done before I go somewhere, okay. And it was something (inaudible 7:48.0) and the compliance level was 96%. So it went from like 50% to 96% and I actually think it was less than 50% on the first one. The point of that is when you give reasons why, it gives people an opportunity to do you a favor, okay. It gives people an opportunity to believe you because it sounds like you actually are doing it you know, on purpose rather than just like to you know, to take advantage of them, okay. So definitely -- reason why, again, that needs to go on all of your copy. 8. Logic. Okay, so when you are first trying to sell somebody you have to engage them on an emotional level, okay. You have to resonate with them and create a bond and relationship with them on an emotional level, but once they kind of get down the path, once they get through the you know, they are kind of at the end of the buying process and essentially what happens in the purchaser’s mind is that they buy with emotions so they make up the decision to buy your product or your service by emotion, by what their feeling inside even if it is just on a subconscious level and then they justify the fact that they want to buy it with logic, okay. So you have to have both emotion and logic, okay. There is a whole bunch -- that is actually a whole topic in itself that we could cover but essentially, there are different types of people. There are people that make you know, there are kind of main thing, they get some to decision is emotional that most people and then logic, but there is also very analytical people that won’t allow themselves to buy if there is no logic in it, okay. So you always want to, again, you hook them in, engage them, get them to say yes inside their own mind, with emotion, okay. Showing them how are you going to transform their life and then you kind of come in with the you know, you come in for the kill essentially, by having them justify with logic, okay. So you want to have logic in there. 9. Specialization. This one is really easy, I mean we all know that specialist make more money, you know. A brain surgeon makes a lot more money than a general, you know, general practitioner or whatever. Someone who specializes for example, when I started specializing in building sales funnels, my fees went up and I started closing more people because I was not just a copywriter, I was a sales funnel specialist, you know, people that specialize in whatever they do. If you think of going to college, you know, you get your master’s degree, you go to specialization and then guess what, you make more money, okay. So specialization adds a lot of proof. So make sure that if you specialize in something you tell people that that is what you specialize in and you are going to attract more of those people and if you don’t specialize in something you should consider specializing in something, okay. 10. Third Party Verification. So if you have any third party verification you know, there is like review sites, there is you know, ratings that you can get, things like that. Any type of third party verification that you always see those symbols you know, verified by or whatever, then definitely do that and add that to your various pages throughout your funnel. 11. Trust Seal. So this is -- a lot of this is going on your, you know, on your order pages, okay. So you are going to have things like, you know, credit card symbols and security, you know, trust seals, you know, those types of things. You want to make sure because they pretty much always increase your conversions because they make people feel more comfortable buying from your website, okay. This actually by the way goes -- it actually goes, actually the next one (inaudible 11:18.4) online or offline rather. 12. Certificates. And so what I was just talking about was if you have a certificate, so for example, you walk into a doctor’s office, let us just say you are going to I do not know, psychologist, just for example. You walk into their office, the more plaques, you know, the more degrees you see in their wall, the more comfortable you feel because that shows you that that person is an expert in what they are doing, okay. So if you can have certificates of anything it is going to help you be more credible. It is going to help you demonstrate that you know what you are talking about and it just gives people, it helps people feel more confident in your ability to help them, okay. So any kind of certificates you can do make sure that you are showing them. 13. Real Company Status. What I mean by this is that you have things like an actual physical address that people can see. You have a real email that people can see and you have a real phone number and this one is the most important, an actual phone number that people can call and it does not matter -- you can do a 1-800 number, just as long as there is a phone number there and people feel that you are real company that they can actually talk to you if they call that number. That makes people feel more confident in your ability to help them. It makes them feel more trusting in you and that you know, adds more credibility which helps you increase your conversions. 14. Case Studies and Testimonials. This one is obviously pretty simple. You want to have case studies and testimonials because they, again, demonstrate your credibility and your expertise. They demonstrate that you can help that specific type of person to get the result that they are looking for, okay. 15. Client List. If you go into my website, you will see all the various clients that I have listed. And if you noticed, they are not all of my clients, so I do not put all of my clients on there. I put the clients on there who my prospects are going to recognize, okay. So I work with a lot of people. I have work with a lot of very high-level you know, they are like in the spotlight types of businesses and I have also worked with a lot of more underground business owners that most people would not, have never heard off because they are not out you know, in the spotlight, they are just kind of you know, in their underground thing like you know, doing their own thing, but they are not like in the spotlight where people would actually recognize them. So if you have any type of -- if you are in an industry where you can showcase your client list, then definitely do so. 16. Social Media Proof. This is, you know, things like showing off your Facebook likes. If you have a page or a lot of Instagram followers or youtube channel or whatever your big social medial platform is, if you have a big following, make sure that you are showing that. So for example, I just look at somebody’s website the other day and he had 84,000 Facebook likes. As soon as I saw that, I thought okay, this guy is real, okay. And that is what your prospects are thinking as well. So if you have social media proof, show it. If you do not have it by the way, do not show it. Do not show if it is like you know, 3 likes, do not show it and there are plug ins by the way that you can actually set it so that it does not show the number up until a certain point, okay, so like it would not actually show the number let us just say you set it so that it would not show until 96, so at 95 visitors it does not even show a number it just says whatever Facebook, the little icon. Soon as you hit 96 it says Facebook 96 likes, there are 96 people liked this or whatever it says. 17. Social Proof and the Media. Social proof is a little bit different than social medial proof. When I am talking about social proof is like other people talking about you, you know, people saying that you are an expert, you being you know, something like an author or something like that, and also the media. So you have been talked about in the media you know, if you go to my website you can see that I have the little symbols of places that I have been in the media, okay. So you will always want to make sure that these are throughout your entire site to show that you are credible. 18. Product review. So if someone has done a review about your product or for example let’s just say that you sell a product on Amazon or there is anywhere or maybe sometimes you sell products and your customers can rate your product like an App Store or something like that or if you have physical product and you sell it on something like Shopify a lot of times they can actually rate your product. You will see this in you know, clothing stores a lot, things like that. So make sure that you are showing stuff like that. 19. Demonstration. This comes from infomercials, okay. I am working right now with a company and I actually just got done working with another company. I was just working with NuWave Oven if you guys have heard about that. I know probably most of you have. I was just working with them on essentially taking their everything they are doing on infomercials bringing online. So they had you know, they kind of took it and did their own thing and then you know, and then we came and redid their pages and bumped their average value per visitor. So basically, you know, the revenue from each person that hit their page by over 50% which was you know, totaled up to millions and millions and millions and millions of dollars. So that was kind of awesome and then I am working with another not them again, but another similar company, now that is also doing infomercials and were essentially doing the exact same thing for them. So they are all about demonstration so if you have a product that you can demonstrate, then you need to be making video showing demonstration, okay. Watch infomercials. If you are not familiar of this go and you know, stay up late one night with a bottle of wine and watch a couple infomercials and you will notice that -- why they are so successful is because their product demonstration is absolutely incredible. In fact, there was a -- I forgot what the show is called but they used to -- they used to kind of -- there is a show with Billy Mays, and they would kind of go behind the scenes on this launches in infomercials. And one of the major deciding factors if the infomercial producers are going to actually you know, make an infomercial about a product is whether or not they can demonstrate and show the effectiveness of that product, okay. So if you have a product that you can demonstrate, you need, need, need absolutely need to be making videos, showing you know, that the product actually working in action. And also, if you don’t, so for example, if you have a service business or if you are in any type of educational role, then your content is your demonstration. So me, right now, this is my demonstration of my credibility and my expertise, okay. So it is exact same thing it is just doing it in content versus in like a physical form like a video. 20. Photos. So if you have photos that you can show and this is going to be different for everybody you know. If you, for example, if you look (inaudible 18:42.4) let us just say a personal trainer. Who do you feel more comfortable with, a personal trainer, you went on their website and there was no photo or a personal trainer and you went in and you are going to whatever, you are going to select one of their personal trainers and you got to actually choose the person. You are going to probably choose someone that fits the part. You are not going to choose someone that is 50 pounds overweight. You are going to choose someone that has the body that you are trying to get, okay. And this is -- that is a really easy example. You will also find this if what you look like does not match what people expect you to look like. So if you are on the younger side, then people might shy away little bit even subconsciously because what they see does not match up to what they think you should look like. Also, if you are too old, I mean it really depends on the market that you are in and what you are selling, okay. So if you are -- for example if you are selling something to a very young crowd and you are you know, 75 or 80 years old, you might want to consider having someone else be the face of the company you know. It does not mean you have to, but if you test your conversion rates and I have actually done test like this. I actually had, one of my friends, he was black right, and he actually tested right, he was not bad looking guy, he was just a normal looking dude and he tested his face on his own website right and the funny thing is he was not even selling in a market that was like a very predominantly wide market. He was actually selling Beats you know, like music you know, Beats that you could put into like when you are producing music right. And so you would think that would match up, well he tested his face on the website. His conversions went down by 50% when he put his face you know put his picture up there and then it was funny because he validated it because he took it off and the conversions then went right back up to normal. So the thing is like you never know. So a lot of times photos will help because they show you that you are real. Sometimes they actually hurt. So you want to test photos to see if they are helping or hurting you. You also want to test, by the way while we are on the subject, you also want to test the type of photos. So if your personality that you are portraying in your market is one of a very professional and you know, authentic and you know, like a very professional guy that you would imagine in the suit and your picture of a lifestyle business picture like you, you know, in the pool with your kid or something like that, that also plays a very big role, okay. So you want to make sure that you are essentially matching up to the expectations of people who are considering doing business with you, okay. 21. Association. So this is kind of, if you are familiar with the term, juxtaposition, this is kind of like that. You are associating yourself with other authorities in your marketplace. So for example, I am moving into a new niche right now, okay and one of my first things that I am going to do is I am going to go and I am going to meet and have other people who are already in that industry you know, industry you know, players if you will and I am going to kind of team up with them because then I can take their credibility. I can borrow their credibility, okay. If you see a picture of me and I am with let us just say, Tony Robins right, I am going to be instantly get more credibility than if it was just picture of myself, okay. You know, again, if you are in like the fitness space, if you get a picture with I do not know, Jillian Michaels or something like that or Tony Horton from P90X, you are going to get that borrowed credibility, okay. So think about that as you are doing your pictures and as you are trying to increase your credibility throughout your website. 22. Awards. So if you won any awards for anything then obviously you are going to want to tell people about that okay. Pretty simple. 23. Humanization. This is essentially showing that you are not some cold heartless company right. This is showing people that you have personality that you are a real person and you can do this in a lot of different ways. One of the ways that I talked about a lot is doing it in your marketing right. Do if you make videos. Do personality-driven videos you know, show people your truly personality. Be your authentic self. Do not try to hide behind some kind of wall. Do not try to, you know, be somebody that you are not. Be yourself whatever that is because if you try to be somebody else, it is going to backfire on you and people are going to pick up on that, okay. So all throughout your marketing, just think how can I show people who I really am in a core level, okay. So for me, I talk a lot about my family you know. I am very big family guy. So that is kind of my you know, that is kind of my shtick if you will. So in my marketing, I talked about my family a lot. I talked about my wife and how happy we are. I talked about my 2 kids. I talked about my dogs you know, my friends you know, we go out every week for guys night, that kind of thing right, because that is part of my marketing personality. I am very down to earth relatable guy you know, and that is what I do in my marketing. So show people that you are real you know. In your emails, be personal you know, make jokes. Do whatever your kind of style is in life, do that in your marketing as well okay. You can also do this by the way, going back to photos again, you can also do you know (inaudible 24:19.9) companies it is like meet the team, you know, that kind of thing. You can have that if you have a team of you know, 5 or 10 people whatever. You can introduce like your whole team (inaudible 24:29.6) because it makes you feel like a real company and it increases your credibility. You can also do pictures of your entire team together, okay. So you know, maybe everybody gets outside and you get one of those big pictures where you have your whole team all together. It makes you seem more real. 24. Celebrity Endorsement. I have done a lot of test with clients where they have gotten usually like B-list celebrities to use on their websites and almost all the time, it increases conversions. So if you can find a way to get in touch with some type of celebrity in your market and by the way, it does not have to be celebrities in terms of you know, going out to like you know, an NFL superstar or a you know, an entertainment kind of figure like an actor or somebody like that. This could also be people that are perceived as celebrities in your industry, okay. That also kind of falls under this category. So if you can do that, definitely do that and see if it increases your results, it usually will. 25. Guaranteed Results. So this is basically just having a guarantee in your marketing. And what I would say about this. This is an entire podcast in itself. Having guarantee is extremely important because it reduces the risk in the buyer’s mind okay. If you do not have a guarantee that is basically the worst possible thing that you can do and adding a guarantee is pretty much guaranteed you are going to make more money, okay. So if you do not have a guarantee, getting some type of guarantee (inaudible 26:00.7). If you do have a guarantee look at it and say does this really show that I am confident that I can give people results you know, is it truly showing people that I believe in this product and if you do not think so then make it better. I have a $7 product right. I sell for $7. I have a $250 money back guarantee on that product okay and basically the guarantee is if you go through this report, again, it is $7. If you go through this report and there is not one single thing that you learned I will give you $250 check right. That is having confidence in your product and guess what I have never had a single person take me up on that offer, ever. So it shows you that you know that you are basically what you have to look at is, when you -- usually the stronger guarantee you do, the higher your conversions are going to go. So if you have just a 30 day guarantee, test that against 90 days or a year or you know, double your money back, something like that. Let us just imagine that your conversion rates go up by just a 30% okay. So that is, you know, your right hand goes up 30% okay. Now, in some cases, in most cases, your refund rate is going to stay around the same. So, let us just say that -- you know, whatever, we are baseline here. So your results went up 30% so you are now making 30% more revenue. Well, in some cases your -- you basically, you have to look at your retention rate after that. So if your retention rate decreases or put in another words, if more people return your product, if your returns increase, you have to look at the difference there, okay. So if your revenue goes up by 30% by implementing the guarantee and you returns go up by 10% well that is a 20% kind of net increase there. If your conversion rates go up by 30% and your returns go up by 20%, you still have a 10% net increase in profits, okay. So you have to look at that and compare those 2 numbers to make sure that your guarantee is working. 26. Take Away Selling. So we all know that you know, if you are a guy, you have never been in a place where you are trying to, you know, kind of hook up with a girl you are trying to and I do not mean hook up in like a sleazy kind of way, I just mean you know, you are meeting a girl. If you ever tried to do that or if you are in the client industry, if you ever tried to -- if you ever had to be like needy with the client, you have seen how fast it pushes them away, okay. So you want to do takeaway selling and that is basically, number 1 it is not caring about the final you know outcome, it is kind of showing, portraying that you are going to do fine without them. And this is up to them, you know. Your business is going to keep growing whether or not they ever buy your product or your service. In takeaway selling, you can say, I mean there is kind of several ways to go about this. One of them is that you just show them that you are not needy you know and that this is, that you are the price right. You are the win here, it is them wanting to work with you. The second way to think about this is actually taking things away. So what you can do is say you know for the next 24 hours all of our buyers are going to get these 3 bonuses and then if you come to this page after 24 hours, you do not get those bonuses. So that is kind of another way of doing takeaway selling. 27. Damaging Admissions. Damaging admissions, this is another copywriting concept and damaging admission is essentially showing people weakness in whatever it is that you do or sell but backing that up by why that is actually a benefit, okay. So for example, in copywriting, I can say, look our projects take you know 30% longer. However, that is actually a good thing because even though it takes a little bit longer you know, we have shown that, you know, our average client increases the revenue by whatever a hundred thousand dollars, five hundred thousand dollars, or a million, you know, whatever that is for you. That is just one example of a damaging admission. You are essentially admitting that you have a weakness but that weakness is actually a strength, okay, if that make sense. 28. Empathy. So whoever the -- another, you know, kind of thing in copywriting, another concept in copywriting is whoever can show the reader that they understand them the best wins the sale every single time and it is so true. You need to learn to be empathetic with what your marketing is going through. You need to understand this is why it is so important to do market research. You need to understand what they are going through. You need to understand what they need in their business. You need to understand what keeps them awake at night. You need to understand how your product or your service is going to completely transform every aspect of their life or if it does not change every aspect of their life. You have to figure out exactly what aspect it does change and transform and then talk about those specifically, okay. When you are empathetic with people, think about again, you know, guys talking girls this is, you know we are all horrible at this and this is why you know, I feel that most couples get divorce is because the guys do not show empathy to the girls and sometimes it’s reverse of course, but in a lot of cases, it is the guy that is not quite as empathetic to the girl, okay. Me and my wife actually just went through this the other day. So I can relate to anybody who has been there and I am usually good at being empathic but that day it just was not and you know, and she told me about it, to say the least. So that is how your prospects are feeling too. If they are going through your sales letter, you know, they are going through your marketing campaign and they do not feel that you truly understand them at a deep level, they are not going to trust you. So make sure that you work on being empathetic in your copy and this again is one of the reasons why it is so important to hire a copywriter, because we are trained to do this. 29. Using Stories. Stories are a very, very, very powerful way and it comes back again to empathy. It comes back to -- stories are a way to get past the red flags and get past the barriers in people’s minds that they have set up before they want to do business with you, okay. So whenever somebody is looking to do business with you, they are reading your whatever materials whether it is a sales letter or podcast or a webinar or you know, your emails or whatever it is, they have reasons in their mind why they should not do business with you. Stories are way to help overcome objections without them realizing that you are overcoming those objections. Okay, I am going to let that sink in for a minute because it really, really powerful. Stories allow you to overcome people’s objections without them realizing that you are overcoming their objections. You are selling them on such a subtle level that they do not even know why. They get to the bottom of the page or the end of the email or whatever it is and they are like, Wow, I need this and I have no idea why but I just need this thing now. That is what stories do, okay. They allow you to kind of penetrate the subconscious of your prospects minds and get you know, kind of get you know, into their mind so that it opens them up to listening to your further communication and your advice, okay. They are really, really powerful. So you should be using them in every aspect of your marketing. And that my friends are the 29 credibility factors that you can put into your marketing today to make more money and more consistency in your marketing. So I hope you enjoy that. If you did enjoy it, go back through and listen to this. Go and write them down and make sure you know, take a checklist. Make sure they are all in your marketing. We have checklist on our end that we do to clients you know, we go through this exact checklist and we make sure that each of those things is in each of the you know, the marketing campaigns that we build, but a lot of people do not have that. So feel free, you know, go and look back and go back through this. Write them all down and make sure that they are in your marketing because they are very, very, very important. So that is it for me today. If you enjoyed this episode, please share with your friends, tell them to subscribe to the sales funnel mastery podcast, also, leave us a review. If you leave a review on itunes and then shoot as an email at support@jeremyreeves.com. We will send you a report. It is 101 Conversion Tips that you can implement in your sales funnel to increase your conversions. We will shoot that over to you, we used to sell it for $77 and that is it. If you like to get in touch about working with us just go to jeremyreeves.com and fill out any of the forms and I would be happy to talk with you, otherwise, I hope you enjoyed this and I will talk to you next time.

In this badass episode inspired by a question asked by a podcast subscriber (Daniel), we cover a question that A LOT of people get hung up over. The question is "At what point do you recommend creating a secondary product/service to offer to customers on the back end as an upsell?" This question leads me down a full-fledged path of strategizing and structuring your funnel based on which of the three phases you're in. It's one you don't want to miss! 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 * JeremyReeves.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. Today, we are going to go over -- it is actually kind of funny because this morning I just wrote an article about the ‘3 Phases of a Sales Funnel’, right. And then I got back from lunch and also in my list of things to do today was recording new podcast episode. So I got back from lunch and I checked my email and there is a subscriber from let us see -- Daniel. So hi Daniel, how are you? So he wrote in basically asking -- he essentially said there is (inaudible 00:00:55) but he essentially said, at what point do you recommend creating a secondary product of service to offer the customers on the backend as an upsell. So it actually -- he had really, really good timing of that question, so thanks Daniel. So I am going to answer that question. You know, not only when should you add an upsell because I know there is a lot of people that are listening to this already you know, have an upsell. So what I am going to do is I am just going to kind of take you through the article that I wrote called ‘The 3 Phases of a Sales Funnel’ and it is going to help you -- and I think it is going to help a lot of people on here because, a lot of people get struck in kind of like the structuring phase like what do I do next, what is the next step, what will I do after that, okay now that is done then what you know, that kind of thing. So I think this is really going to help crystallizing, clarify a lot of the kind of mental blocks that you are having about this, alright. So you know, throughout all of my you know, various years of doing this and helping people build sales funnels you know, I have helped all kinds of entrepreneurs to build sales funnels everywhere from you know, people with supplements to people with services, to e-commerce stores, to brick and mortar sales funnels and basically everything in between. And I have kind of come up with 3 different phases that everybody goes to. Does not matter what type of business it is, does not matter what you sell if it is a product service B to B, B to C, online, offline it does not matter at all right. Everybody goes through this -- this phase, right. So phase 1 is the foundational stage so this is kind of like the setup and test stage and this is where Daniel is right now. So you know, this is essentially when you are first getting off the ground, right. So in this stage, you are not really looking to you know, 10 extra business or anything like that. What are you looking to do is you know, reclaim some of the time that you are putting into the business by automating some of your key marketing processes and also increase revenues by having more marketing systems in place and have a little bit more consistency and reliability in your cash flow, right. So the types of people that are going to be in this stage are -- if you are just starting out, you are kind of boot strapping, you are in that you know, that guerilla marketing stage where you are just going out and hustling and trying to get sales, right. You are probably in either below 6 figures or in the low 6 figures so you know, say somewhere between and you know this varies but roughly between 0 and I do not know, maybe $200,000 or so, okay, couple hundred thousand, right. It is also for people who are doing well without a funnel but are kind of a little bit hesitant about marketing and that is really because a lot of these people are like even -- like for example, I have a client that is doing about 3 million dollars right and that was basically without a sales funnel. You know, that was -- I guess she was doing 3 million. So that was without a sales funnel. So then we went in and we helped her and she is still in the process of putting it all together and all that kind of stuff. And she did a little bit different like nothing super crazy because she wanted to kind of see the results first and then you know, it was new to her. So she wanted to start a little smaller, okay. So this stage is not -- it is not there to maximize your profit. It is really to get a foundation in place that can be built upon as you increase results and then you get more cash to then reinvest back into your marketing campaigns, right. So what are you going for in this stage, you are really trying to figure out exactly you know, who you market is, what your USP is, exactly how you can help people, what makes you standout that is different in the marketplace right. That is what that stage is about you know, figuring out you know, starting and get some systems in place, marketing and like operational systems all that kind of stuff you know, add a couple employees that kind of thing, just to get your legs going you know, just kind to kind of get a little momentum in the marketplace, right. So what makes up you know, if you are going to think about a list of everything that makes up your kind of foundational marketing funnel, it is going to be your unique selling prepositions. So in this stage you are finding out you know, like I just said, you need to know exactly who it is that you help, what end result that you given them and how you do it in a way that is unique to you and your company, right. Because that, once you have that, that is going to be the cornerstone of all your marketing communication that you have throughout the funnel. So there is no point in going to phase number 2 or getting into like you know, crazy segmentation and all that stuff without knowing your USP because then you are just going to -- you are going to have to go and redo everything, right. I also recommend having basically a lead magnet, a prospect email sequence, at least 1 core offer and 1 upsell offer and a buyer sequence, okay. So you know, lead magnet as you know, I am sure everybody knows this is like something that you give away for free to get people to raise their hand to say, ‘Hey, I am interested in what you got’, you know, so it could be a free PDF, video, webinar you know, physical book that you give away free plus shipping, something like that. So when they opt in to that you know, so it is like, ‘Hey you know, raise your hand if you are interested in whatever it is’, losing weight 7 days or less whatever. So they opt in, they go into your prospect email sequence. These -- the prospect email sequence this first one is basically designed to show people that you specifically are the person to best equip to help them solve their problem. So they should be written you know, in a way that is entertaining, engaging, valuable and offers a chance to click on you various links to go to your products and services, okay, pretty simple. And for this phase, I usually start off with you know, 10 emails over 30 days is a good -- actually 11 emails over 30 days alright, because you should also have an indoctrination email in there which I might do a separate -- I am actually writing an article about that too. So I might do a separate podcast just about that. So 11 emails over 30 days but the first 2 go out immediately you know, when they opt in. Then you should have -- I usually recommend you know, some people just say, oh well you should just have 1 service or 1 more product or whatever, I usually like to do 1 you know, 1 core main offer and then 1 upsell offer of some sort, right. So you really in this stage you do not want to go much higher than that because again, you are trying to find out exactly what your USP is, exactly what traffic source you know, what is working for you, what types of marketing works you know, what types of people are attracted to you -- you are trying to like pull out your personality a little bit because it takes a while to get that. You know, you are trying to get all this foundational stuff in place, okay. So just 1 main offer and then 1 upsell offer, okay. And then a buyer sequence, so people who buy your product, they should get a buyer sequence. If they buy your main offer, then you, you know, your first couple emails are essentially like, ‘hey, thanks’ you know, is to get them to actually use the information so they will get a good experience so that you can then get case studies and testimonials things like that, so you can start building your proof. And then as it goes up to you know, after the first couple of emails, then you start getting into, ‘hey you know, maybe you have seen some results already you know, if you have not, here is a couple of ways to get better results’ and then once you have you know, ‘here is another thing that we offer that is going to get you even better results’, okay. So that is basically the foundational funnel right. Now in terms of you know, in terms of the next phase which I call the maximization stage okay. This is you know, I do not really like to say like, oh it’s you know, like he said, in a book that he was reading by Mark Ford, I forgot what the book is called, let me look real quick. It is called, and it is really good – ‘Ready, Fire, Aim’ which by the way, it is an awesome book, Mark Ford is brilliant. So ‘Ready, Fire, Aim’, if you have not read that, go pick that up by Mark Ford it is awesome. It might be Michael Masterson I forgot which name he uses for that one. Michael Masterson is his -- like pen name. So he says that you really should move on to this next stage, you know, until like you should really only have like 1 core offer until you hit a million. I think it is a more like maybe the $500,000 mark, something like that, but you know again, it kind of varies, I do not really think that is -- I do not really think that you can put you know, -- I do not really know that you can a number on it because there is too many factors involved. So you know, let us just say roughly you know, $250 to $750 okay, somewhere in that range just when you should start thinking about phase number 2. Phase number 2 is the maximization stage okay and this is when basically you maximize the potential of your marketing funnel, okay. You are not maximizing your funnel. You are maximizing the potential of your marketing funnel, okay. It is kind of like putting a supercharger on a car but not having the other things that are going to maximize the supercharger like if the supercharger is capable of producing 800 horsepower but you also need you know, an upgraded exhaust, you need an upgraded headers like all that kind of stuff. By the way, I apologize for anybody who does not anything about cars but you know, supercharger makes the car go faster but you also need some other parts to really maximize the power of the supercharger, okay. That is what the maximization stage is. So essentially getting all of your stuff in place and then on the next phase which is like the testing and perfecting stage that is what you actually maximize everything. So in this stage, you are going to be implementing all the various pieces that make up for the potential -- they make up the potential for the perfect funnel, okay. So again, I typically you know, let us just say somewhere in like the $250,000 to $750,000 range, so let us just say roughly $500,000. Mostly because at that point, you already know who your market is, you already know you know, a lot of the factors that are working so then you can put things in place to then you know, kind of move up the ladder. So a couple of things that I recommend for this stage right. Number 1 is segmentation. So this is when you are going to want to begin segmenting your funnel. So that means that you know, you can segment your prospect lists so you can speak to them in a very much more articulate way for you know, for example you can segment them by you know, men versus women or by age or by interest or whatever make sense for you. It also means segmenting your buyer’s emails and putting them into unique categories based on what they have purchased in the past. So let us just say that you have 2 or 3 different you know, you have 2 or 3 products in your upsell chain right and I am just pretending I know some people might not have an upsell chain but you know, if 2 or 3 different products of services they are only going to get emails in the buyer sequences based on the things they have not bought, okay. Whereas in the beginning, maybe they already bought you know, essentially you are just doing 1 buyer sequence and that is for every, any buyer and then in this you are going to segment them based on exactly what they bought, okay, I hope that make sense. And you are also going to want to make sure that you know, if they bought a $997 course, you want to make sure that you are not trying to sell them something for $97 because it does not really make funnel. It does not really make sense. So you know, if they bought something for $997 then you want them to be going up the ladder not down the ladder, okay. So you know, there are a whole bunch of places to do this by the way, you can do it on your landing page, you can do it based on the opt in so they could get different email sequences and you know, list or campaigns based on what type of opt in they have because you know, if you have 1 for your report that is like you know, how to lose weight by juicing you know, and then another for your report, how to lose weight by running. Well, obviously 1 person is more interested in the nutritional side and the other person is more interested in the exercise side, okay. You are going to talk to those people very, very, very differently, okay. You can also do things like you know, for one example you know, you might send it like a pop-up quiz determining you know, which -- if I was doing this for you right, I could say, I can have a pop-up quiz. I can send you guys 2 quiz that says, hey, you know, here are a couple of questions that you can answer about your business and I actually might do this, it is actually kind of good idea you know. I would ask you a couple questions and based on your questions it would tell me if you were in which of these 3 stages and then based on which of those 3 stages, I could then determine what -- you know, I could then have an educated guess on what the solution would be. So for example, if you are in phase 1, well then my products would be a really good solution for you because you probably do not have the budget to go out and hire somebody for a sales funnel, whereas if you are in phase 2, where you are at least you know, couple hundred thousand dollars in revenue then you know, most likely have the revenue to be able to hire somebody like us, right. So you could do things like that. So there is a lot of different ways to segment your audience. I cannot really go into the whole thing here because that is --- you know, that is like a whole book in itself, let alone you know, part of a podcast. So the next part is filling in your product suite. So basically, you are just gonna want to look for any gaps in your suite of products and services, okay. So you are going to be wanting to look in 2 main areas, 1 is adding some type of continuity program so you can help generate a little bit more consistent cash flow and then the second part is coming out with a higher price products and services that give people you know, whatever results that you are giving in your first product come out with something that is higher-end or gives an even better, faster, easier results, okay. You know kind of a general rule of thumb with that is that the more access they get, either to you or the more detailed information in the course, the better, faster, and easier results then the higher you can charge, okay. And then the next thing is -- the next thing that you going to want to focus on in phase number 2 is getting paid traffic to work, so scalability, right. You are going to want to make sure that your funnel is scalable. So in phase 1, a lot of your traffic is going to be from things like SEO or joint ventures or you know, doing things you know, having like a platform you know, like this, this is a platform where I can kind of share my ideas and I get a lot of people who listen to this and become clients you know, some kind of platform like that. I also write a bunch of guest articles, I am on other people’s podcast that kind of thing. So that is all traffic in like stage 1, right. And then you can also -- and keep doing that, by the way as you move down on stage 2 and 3 that is totally fine because those -- you know, the stage 1 traffic sources are generally a lot more profitable right, like per, you know, per visitor like your ROI is a lot higher but they are more time consuming. So as you go in phase 2 into paid traffic well paid traffic you are not going to have the same ROI but it is a lot less time-consuming because you should have somebody you know, managing your traffic for you and you have a lot more reach, you know, whereas if you go on a podcast you know, maybe you are in front of I do not know, couple hundred people, and you might get like you know, 10 to 50 opt-ins something like that versus you know, you spend like an hour or 2 hours of your time versus you know, doing paid traffic and you could get you know, a thousand opt ins every single day with 0 work, right. But the thing with paid traffic is it takes time you know, a lot of people are like, ‘oh you know, the first time we do anything with the funnel is going to be instantly profitable’, well you know, sometimes it works like that and that is awesome. Other times it does not, it kind of depends on your industry. If you do that in a health niche, for example, then it is probably going to take you a little bit of time, a little bit of testing and tweaking to really get that to work, so that when you put in $1 you are going to get $1.50 or whatever it is, right. So paid traffic is really like the big thing in phase number 2, okay. Because honestly, like when you get to the point where you can spend $1 and make $2 I mean the game is over, because if you can outspend you competitors that is when you win every single time because you know, you essentially just outbid them in everything that you do, so that is kind of like the you know, the holy grail here. And a lot of these other things help make that happen so by doing segmentation, by filling in your product suite that is what is going to allow you scale because you are going to have a better backend to make your profits because if you want to scale, you are probably not going to make a ton of money upfront you know. You might make maybe like a 10% to 50% return like you know, if you spend $1 you are going to make $1.10 to $1.50 back in most cases on the frontend, okay or even break even, it is fine. Where you make the money in phase number 2 is in the backend. So phase number 1, you are making all your money in the frontend. You move to phase number 2 that switches to the backend, okay. The next thing -- and the last thing for phase 2 is hybrid marketing. So a lot of people, if they -- you know, they call themselves “online marketers” which is the biggest bullshit in the history of the freaking world. Please if you call yourself an online marketer just take you know, take your -- grab your right wrist with your left hand and smack yourself across the face with it because if I was there with you, I would do that for you. This is a huge, huge, huge mistake and also, I mean you know, I am kind of saying that well, semi-sarcastically, I probably would not smack you in the face but it’d be kind of fun but anyway, if you are only doing online marketing right, it is okay, in phase 1 it is okay, because you are essentially focusing just on, like, being profitable actually getting money, coming in the door so you can reinvest it. In phase 2 you really, really, really want to start switching to hybrid marketing because -- I mean this is like -- I mean this is the topic for an entire book but you know, just the kind of like sum this up, I mean there is just so many different ways to generate business in both areas that it is just stupid not to, you know. A lot of times your lead acquisition costs are cheaper on the internet but if you are not doing things offline you are missing an entire segment of the market, you know. You cannot do things like postcards or have salesmen to call customers after ordering which by the way is one of the fastest way that you can scale paid traffic, just a little hint there. You know, doing trade shows, doing events, doing speaking, doing direct mail letters, joint ventures. I mean there are so many different things that you can do offline. For example, I am gonna be coming out with something called funnel weekend, right. That is going to be an offline event that I am doing and it is going to grow, you know, it is going to be one of our new things that we are doing this year to grow the business, right, and I will do an announcement when that gets a little bit closer but it is going to be pretty awesome. So basically, you know, do hybrid marketing. If you are in phase 2, start thinking about hybrid marketing and how you can start moving offline right, not only offline but both online and offline, okay. Phase number 3 is the perfection stage. So in this -- if you have ever heard the song, this is the song that, I forgot was it doesn’t end or never ends. This is a song that doesn’t end or never ends, I do not know what it is, doesn’t end, I do not know I think it doesn’t end. It is kind of like this you know, this is the phase that never ends, okay. So phase 3 is basically split testing. It is basically taking what you already have and getting it perfect because no matter who you hire right, I am saying this as somebody who builds sales funnels and one of the best out there, by the way. No matter who you hire to build your sales funnel it will never ever, ever, ever, ever -- it is impossible to be perfect the first time that it is done because nobody is psychic, you know. Trust me, if I was psychic, I would be the first trillionaire in the world because I would be able to say, ‘hey, this is going to -- you know, we are going to do this and because we already know that you know, we have done our little psychic shift in our mind and you know, we found out we have kind of tapped in to the ethers and they told us that this is the best possible combination of all these hundreds of variables, okay’. And if I have that ability, I would be trillionaire probably tomorrow. Unfortunately, you know, we do not have that ability. So that is why split-testing was invested. So you know, in stage number 3, you should have your metrics. All your metrics should be you know, you should have them laid out, you should be you know, counting them or whatever, not counting them but keeping track of them on a monthly basis or weekly basis and a couple that you should do you know, cost per lead definitely, also do that per channel. So cost per lead and cost per customer. Do those per channel. At least do, like, cold traffic versus warm traffic if you do not want to get like super segmented with it. You know, in phase number 3 like you are definitely in the 7-figure range. A lot of them are in 8-figure range you know, that kind of thing. So you can afford to start segmenting a lot of stuff, right, and it is worth it because you will find that you know, some traffic sources are worth like 10 times more for you and some sub traffic sources like for example, if you are using AdWords, you will find that, you know, AdWords might be -- you might get a cost per you know, cost per customer of, you know, whatever $10 on AdWords where maybe it is $100 on twitter something like that you know, I mean obviously that is just an example but -- And then you are also, if your average cost per customer is $10 on AdWords you are going to find that you have some keywords, this goes back to the 80/20 rule, you are going to find that you have some keywords that you are getting cost per customer probably $2. So guess what you do. I can let you figure this one out. You do more of that. So, again, very easy. Another thing is lifetime customer value and then also value per visitor, right. That is a good place to start there is more but that is a good place to start for most people. So what are you going to be doing in this stage is basically looking, breaking down your funnel step-by-step you know, the opt-in process, the -- you know, how many the percent of open rate percent click rate and your emails, your conversion rate on your sales page, your conversion rate on your order form, your conversion rate on each of your upsells and all that kind of thing. And you are going to test every single, little, tiny step for that funnel and you are going to keep getting each step better and better and better, okay and that is the last stage and really that process never ends, right. That is -- you know, because by the time you find the what are you going to get you know, the maximum conversion well you are going to have a new product so then you will have to test that or you are going to have a new marketing channel you know, traffic channel, you are going to have to test that, you know. So things change. This process just never stops. So once you hit phase 3 it just keeps going and going and going and going and then you know, eventually you outsource that part and then you sell the business and then you know, you make a big you know, bundle of cash and then you go and sit on the beach and get fat for about a year and then you come back and you do the whole process all over again. So couple of really quick things before we wrap this up because this actually went a lot longer than I thought but I was on a roll there. So couple quick things with split-testing, okay. Do not test small, right. So do not test things like button color or different fonts or the color of your background, right. That is just -- I cannot stand when people talk about stuff like that because it is ridiculous, it is absolutely freaking just insane. I spent a lot of time in the conversion optimization world, I am not like I do not really you know, I am not you know, a CRO conversion rate optimization specialist, but it’s, I mean it is absolutely part of the process. You know, I have gotten offered jobs by some of the best companies in the world to do this stuff and you know, that kind of thing but you know, it is -- you know, everything that I read about it is just, oh, it makes me cringe. So anyway, those little things, do not test stuff like that. Don’t, you know, it is not worth it, right. If you have been split testing for 5 years and you cannot find wins anymore then you can start testing things like that were you are going to get you know, maybe 3% to 5% increases or whatever, right, but in the beginning you want to test things that are going to make a profound difference like your offer which could be you know, your guarantee, your price-point, your terms, what is included, the bonuses, how it structured you know, like the media format, like PDF versus video that kind of thing, your positioning, your target market, your media format so for example text versus video, preselling strategies so what they see before the sales letter and you know, a million other things. The next thing is, segment your traffic. So I already talked about this you know, make sure that you are segmenting your traffic and a good place to start again is cold versus warm. So test your cold traffic which would be like you know, most paid me there you know, if you are doing Facebook ads, you are doing you know, Google ads, you are doing Twitter or Instagram whatever, post cards, anything like that, that is your cold. And then split test that, have a different funnel essentially like you have -- you already have your funnel, so you basically duplicate it and then you keep the one you have as your -- as your warm funnel essentially and keep that like for things you know, on your website and when you are doing joint venture traffic and things like that. And then you have your cold sales funnel and that is specifically for paid traffic, okay. So that is a good place to start and then you can also do, you can also breakdown even more by like you know, AdWords funnel versus the Facebook funnel or you know, you can get crazy like that but that is kind of like the more advanced version of all this. Most people are not gonna have do that -- so do that. The next thing is discover why it works. So when you are split testing, do not look for wins, right, you have to look for learnings you know, hopefully they correlate you know, you get a win and you learned something, but a lot of times, you learned more when you lose tests, so keep that in mind. That is why not every test is a bad test. So for example, if you test the exact same sales copy in you know, in video format versus text, will you find out what your audience prefers and believe it or not, regardless of what the gurus say, not everybody likes video, trust me on that. And another thing, if you test payment plans, right, and an overwhelming majority of your audience chooses the payment plan over the one-time option. Well, you just learned something pretty valuable that you could use you know, for future use, okay. And very similar to this is look for business wide applications, right. What I mean by that, is you know -- if you test headline right, that headline is kind of specific to that whatever it is that you are selling versus if you test something like video or text like if you have the exact same text, you have a text and you have video and you find out that your conversion rate is 30% higher with text or video or whatever it is, then you know that you should use text in the future or you should use the video in the future, right. That is going to depend on your market and other factors to but you know, things like a headline is going to be very specific to that product so that is not a business-wide application, that is a product specific application versus something like you know, again, you know, video or text or payment options or something like that. You can apply that in every single product throughout your funnel, right. It is not going to be a 100% but it is going to be you know, in most cases like you have 10 products and you do you know, a video versus text and the video wins, well, then you can do essentially like a second test to like a confirmation test, do it on another product and if that one wins by similar amount well then you know that you can probably count on putting that you know, that find into the other A products and it is also going to give you a similar increase, okay. So that is about it, it has been over a half hour now. So I hope you enjoyed that. If you know, as usual, if you enjoyed this please leave us your review just go on iTunes and click the little review button and then shoot us an email support@jeremyreeves.com and we will send you our ‘101 Conversion Tips’ which is a PDF that I used to sell for $77 and I will give you that for free for leaving us a review just you know, obviously tells which one that you left and then also if you know anybody who is looking to get a sales funnel created just let me know. Again, support@jeremyreeves.com just let me know that you are interested and you know, and my team will forward it to me and we can kind of discuss the details. Also, while I am here I am going to be out in San Diego at the traffic and conversion summit from the 8th until whatever that is, the 12th I am checking my calendar now, 8th until the 12th, yeah, so I will be in that Monday on the 8th and I am leaving Friday morning the 12th, so basically the 8th to 11th. If you would like to meet up, if you are kind of interested in you know, talking to you know, to me a little bit more about having us build your funnel and you want to meet up I will happily buy you a dinner or something like that. I know that my schedule is really, really booked already so I cannot promise anything but just shoot me an email you know, maybe we can make it happen, maybe not, but you know, it does not hurt to ask you know, I already know that I have a dinner basically right after I land in you know, in San Diego and then I am going to a yacht party on one of the days I am not sure yet and then I am doing another funnel day while I am out there actually kind of a double funnel day and then possibly another one. So anyway, just shoot me an email. If you are interested in meeting up out there and you are you know, you are considering working with us, you want to kind of meet in person whatever, then hey -- you know, even if you just kind of see me walking around make sure you say hi but that would be cool to meet up. So shoot me an email, support@jeremyreeves.com let me know you are going to be out there and we can see if we can make something to happen, alright. So with that said, I hope you enjoyed this episode, this was a fun one for me, I think we have covered a lot of stuff and I hope this really helps you get a little bit of clarity on helping you know, like kind of structuring your funnel and when to do what and how to -- when to move onto the next stage and all that kind of stuff. So I hope this helps. I will talk to you soon.

Happy New Year! In this first episode of the year, I take you behind-the-scenes of a super quick promotional launch we did for a client that brought in roughly $75k in 7 days, to a small list, with almost no work on hisend. 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 yourreview. Resources Mentioned * www.JeremyReeves.com Want To Work With Me? Visit http://www.JeremyReeves.com or email me at Jeremy@JeremyReeves.com Enjoy! Transcript Hey, what's going on there, guys and girls this is Jeremy here with another episode of the Sales Funnel Mastery Podcast and this one is our first of the year! I'm excited about 2016 I think this year's going to be pretty badass. We did all of our are planning for the year, we figured out kind of the 2016 yearly goals, we figured out our vision for the year -- which is awesome -- I actually might do a podcast talking about that, we figured out our first quarter goals -- I don't even worry about 2, 3, 4 yet because things happen in a little bit too fast -- especially with the kind of rapidly growing business to worry about more than the next 90 days. I always do my planning for the next 12 weeks, 90 days. So we got that figured out, we got our first month figured out. We added a new employee so Penny, if you're listening to this welcome to the team, if you're a client you'll be meeting Penny soon, she's our project manager. So she's going to help on just make all the projects go way more smoothly and that kind of thing. Just making a basically better overall experience for the client which is really awesome and then the rest of the team is going to get the results for the client. So basically, our big vision for the year is becoming the only logical choice. If you're going to get a sales funnel done, then we are the only logical choice and we're well on our way to doing that and it's only five days into the year. So yeah, I'm really excited about that. Now, speaking of clients and being the only logical choice, today, I would like to talk about some results that we got a client, his name is Mark and we basically just did a really quick promotion to his list and he had a small list and I made him something like $72,000 or something like that or 76,000 or something like that, give or take -- it was in the 70's and it only took a week and it was awesome, it was a really quick promotion -- we're both really happy, all of his customers are happy because of the way we did it. So I'm going to take you through that promotion and so let's just get right into it. So essentially, what we did we didn't do any huge launch or anything like that, it was essentially -- he has essentially a software, he has training videos for his customers and he has most of them on a monthly subscription, I think they pay 37 bucks a month. The promotion that we came up with was to essentially get all of them to upgrade to a yearly plan. So that's all it was. Taking people from a monthly plan to a yearly plan, there was nothing else, you know, for a good discount. So I'm going to take you to some of the things that we did so that if you want to do a promotion,you can kind of just follow this step-by-step and do really, really well. The results that we got for, in regards to the list that he had, was pretty amazing. So first of all, you know, we had a great offer. Again, it was something like -- in fact, let me go to the page really quick and I'm actually gonna pull it up so I can see the discounts... So basically, we're helping them save 38% off the original price -- it was normally $39 a month which is $468 a year -- so we were saying, 'hey, you're paying 39 bucks a month, you're paying 468 bucks a year, we are going to upgrade you to a yearly plan for $290 a year plus you get 2 months for free'. So that comes out -- basically, saves them 178 bucks a year and that's not even including the two months free, by the way. So it's actually whatever 178 plus 39 times 2 is, I'm not even going to attempt to do the map of my head. So that was the offer and then we also had a team plan where are you can give it to 10 team members and that was 195 bucks a month which is $2,340 a year and we offered them 1,495 for the full year -- it actually also came out to 38% discount. So that was basically the offer, no extra bonuses except for the two months free for the individuals that got it and that was it. So what we did was we sent out -- basically, it was either 4 or 5 emails, I'm pretty sure it was 4, so the first one it was just an announcement of the offer that we're having and essentially, the subject line was 'Exciting News :) (smiley face)', and then we went through -- and I won't read the entire email to you but basically, we went through, first paragraph it was a super quick story -- actually, you know what? I'll read it to you. So the email goes like this -- and I'll try to give you a bridged version of this so... "When I first started (his company) -- and I'm not sure -- I'm going to keep it confidential for now -- so when I first started X company, I had one simple mission... to create the world's largest, most high-quality resource for helping xxx (this certain market), become better at their craft. If you've been paying attention, you know that the past 12 months has been nothing short of explosive for us. We've quickly become one of the most trusted influential companies in the industry because we think of the customer first. For example..." And then I went into some bullet points of some of the things that they did for their customers over the last 12 months -- and then it says... 'but I have exciting news for you. The next 12 months who will make the next 12 months look like child's play" and then there's a link going to the offer page. "And here's why I'm telling you all of this, right now, are offering a small discount to anyone who wants to save some money by investing in a full year membership" and in parenthesis "gives you access to 300+ hours of video. But starting today,until Thursday, October 15th, we're giving you 38% discount." And then there's another link going to the page and then in parenthesis under that because we also how to a thing that for free trial takers, so then it says "you can't even take a 14-day test drive if you're not a customer yet." So anybody was in a customer, for giving them a free trial. "I realize that's an enormous discount, so let me explain why we're doing this", again, I talk about the reason why, when you're writing copy, you always want to have a reason why, "first, I simply want to say thank you for all the incredible support we've received since starting this company, it's truly humbling to know how much my efforts have been appreciated and how much values our customers have been receiving. Second, as you can probably tell, we invest nearly every dime we make right back into finding the best experts on the planet then giving you their workshops with the most high-quality production possible. Having a small production like this allows us to help you by helping you save money well giving us a nice little burst of revenue so we can plow it straight back into even better product development. Here's what I ask from you, go to your boss/employer/HR department, whoever makes decisions like this, and ask them to invest in a yearly plan." On this page and then link to page, "I'll lay out exactly what we have in store for the next few months along with details on how everything works. Talk soon", and then his name and then, "if you're a current member, you can upgrade inside your members area in about 5 seconds." because then people that were already members, all they had to do was walk in their membership area and they just clicked a link to upgrade. So that's it that was the first email, that was the announcement email. as you can see, it's pretty simple, there's nothing complex in there, it was basically just a quick little story up front, telling them about what's happened for the past 12 months, telling them why they're telling them that by announcing exactly what the offer is and then saying -- and I'll get into this more in a sec -- getting to saying what's going to happen over the next 12 months and then in a second I'll explain why why you want to do that, and then it was kind of just like a "hey, thanks I really appreciate that you've been doing business with us" -- it was more of just like a grateful kind of thing. And that was pretty much it and we gave him a reason why we're doing the discount. So that was pretty much the first email. Then in the second email -- basically, the rest of the emails for reminders of the deadline maybe also added in some more stories, we added in a whole bunch of Proof. So like for example, people talking about him on Twitter, customers who gave him testimonials, case studies, that kind of thing. So there was proof in every single email for the rest of the sequence. Another thing that we did was in the second email, we overcame a bunch of the questions that the people were asking and basically, when you're answering questions, I like to do FAQ's on our sales pages because I've seen upticks in conversion rates on the pages and the reason why that happens is because when you do it correctly, your FAQ should be overcoming objections. They shouldn't be just answering questions like, "Oh, what address do you ship it from?", like, that doesn't matter how fast is shipping -- sometimes -- depending on what you're selling, that might matter -- it's things like that. You're overcoming the objections that they're having. So that's what we did in the second email. And then the third and forth emails were basically just adding more and more proof and re-explaining the offer, reminding them that the deadline was about to expire because it went from -- I forget -- it was basically a week, went from Thursday, August 20th, until actually the, let's see, oh, actually, we changed the dates on the -- it was... I think it ended October 15th -- the dates don't matter but -- so those were the emails. So again, pretty simple, you're pretty much just starting off by explaining what you're doing, why you're doing it, with some stories, that kind of thing, adding some proof. The rest of the emails, your overcoming objections, showing them proof that they should join and they should upgrade and then just reminding them of why they should upgrade. Now, in the sales letter, a couple of things I want to go over on the sales letter, we started off by the headline says "help us celebrate with a 38% discount until..." I have September 7th, but again we change the dates, so until, whatever, until October 15th or whatever you change it to. And then it was again a quick little story of what we were doing and then basically the reason why we were doing this so we started off telling them a really quick story which led into the offer that we have and then it was his why we're doing it. And for that, it was basically kind of an influx of cash so that they could improve the product for the customers so it was a very customer-centric reason that they were doing it. Then what we did -- and also it was specific deadlines -- we had a timer on the page -- this is very specific, like, the timer followed them all, that kind of stuff. You want to have the scarcity if you actually have scarcity, I hate fake scarcity, but this actually was, it was only going on for a week, so we have scarcity, and all that kind of stuff. Then we went into it says "over the past 12 months, we had a hundred plus hours of the best xx training in the world -- and again, 'xx', I'm just trying to keep it confidential. So we went into that, we went over everything they did for the existing subscribers over the past 12 months and to really the point of this was to remind them why they were still customers. Then, and this part's important because we had to get into their kind of like psychological nature because if you were saying "ok, you should upgrade to a yearly plan" it's not only about saving money, if you say you're saving 38%, okay that's a good deal but in a lot of people's heads as they're thinking "well, am I going to be here in 12 months? Is this really worth it? Like, what's even going to happen that I'm going to stick around for the next 12 months?" Okay, so that's why we added the section about what the next 12 months was going to bring. So deadline for that is "The next 12 months will be a complete game changer and I don't want you to get left behind" so I add just about a little bit of a dig in there, almost a little bit of a... tiny little guilt trip, a little bit of a dig to the pride, you know, that kind of thing. So I told them about what was coming up and they have some awesome stuff that they were doing so that made it really exciting and then we just basically went into the offers so "save 38% off the original price when you joined today but only until Thursday, September 3rd" again, you know change the date so it was whatever -- October 15th or whatever it was. And then we had -- we gave another reason why again and the reason why we repeated the reason why in the offer and all that stuff is because people skim the page, they don't read it word by word so you want to make sure that when you're writing your copy, when you're kind of laying all this out, you have it in there a few times, all the major important points. So we had a quick little paragraph and then we had kind of a two column box which it said 'Individual Plan' and then it said in print 'Save up to $178' and then the right one said 'Team Plan save up to $45' and then it showed exactly what they're going to get and then it said, just for the Individual Plan, for example, "normally, $39 a month then parenthesis $468 a year, today $298 per year plus 2 months free and then add to cart and then it said "existing member, he may last year and let us know you want it upgrade" and then under that, kind of the two column boxes, it said, "new customer, test this out before committing for the 14-day $5 trial" right under that was some testimonials. That was pretty much it and then on the order of pages, it just explain the offer it said "you're getting access for $298 today and then after the first 12 months, you lock in the regular price of $390 per year" which is still a $70 discount per year from the monthly plan. So that's pretty much what it was. We did it to -- we sent these emails, by the way, to his existing list, his prospect and buyers list and we had slightly different emails based on which list it was going to. We also did follow-up reminders because there were new customers who took the free trial and we wanted to keep in touch with them and we kind of had a snafu with just the way people were auto-billed, so the kind of messed up in the beginning when they were setting it up and instead of having them be auto-billed after 14 days, we actually had to email them and get them to re-subscribe for the yearly thing so it was like they paid five bucks and then we had to actually email them and say "hey, if you wanna keep getting this you have to pay us 290 bucks". So that sucked our retention rate went way down because of that but even with that enormous colossal disaster, which by the way, I had no involvement in, he told me about that a little bit after so we just kind of how to play save the day, we still made over 70 -- it was whatever, 75 grand for that in a week and he did nothing, that's the important part here, he did absolutely nothing. I did all of this for him, all he did was take my copy and have his designer create a page and then just sent out the emails. But yeah, so that's pretty much it. If some of the important points if some of the important points this when you're doing this promotion is number one, you have to have a great offer. Number two, you have to have a specific deadline. And number three, you have to show them the reason why. Like, why are you doing this? Is it like, in your mind, you just want an extra income source, kind of cash influx, you want to have a good reason why you're doing it so in this case, he was actually saying "we want a cash influx because we're going to then put that right back into the business to give you a better product", so we're kind of setting them up for the future, setting them up to want to stay for that yearly program. That's a really important point there, a lot of people wouldn't do is because -- for this promotion, I mean there's going to be all kinds of promotions to do, but for this one, going from monthly to yearly, you really need to tell them why they're going to want to stick around for a year and that's something a lot of people are going to miss when they're doing that so I hope that helps. So that's pretty much it. I hope that kind of gives you a sense of my thinking that goes into these promotions. Another thing is, if you want me to do one of these promotions for you -- super example, with him, I only took a percentage of the profit that we made and I had a good relationship with him, I don't do it all that often, but if you want to do one of these promotions -- and again, there's all different types of promotions like for ecommerce stores, there's a whole bunch of different things you can do, you could go from monthly to yearly, you could give people bonus, you could do like a version 2.0 have a product, I mean there's a whole bunch of different things that you can do. But if you want to talk about getting a quick cash influx into your business, then just shoot me an email, it's Jeremy@JeremyReeves.com and just tell me a little bit about your business, you could also go -- I think it's... I forgot the URL off the top of my head, honestly, but let's see... I'm going to see you really quick if this is the URL... Okay, so I don't know the URL off the top of my head so if you want to talk about doing this and basically just instead of me charging you some big upfront fee, I'll just take whatever the profits are -- we'll figure that out, I will just take a percentage of that. So if its 25% then you keep 75% of the profit, I only take 25% just for an example. Basically, either way, you're going to keep the lion's share, the percentage is going to differ based on how many people you have on your list, what kind of promotion were doing, what niche you're in, what the price point is, all that kind of stuff but just to give you a quick example. Yeah, so that's it. If you wanna talk about doing that, shoot me an email at Jeremy@JeremyReeves.com and just give me some details about your business -- what size your list is, what you sell, how many buyers that you have, like, if your list is whatever you say -- say it's 10,000 people on your list, are they prospects or are they buyers? Tthat kind of thing. I'll probably have a couple other questions for you, and yeah, we'll see if we can make something happen. So anyway, I hope this kind of gives you an insight into a little bit of my thinking as I'm setting up a strategy for some of these campaigns, in particular, promotions, doing kind of one-time promotions -- which by the way, you can do this one-time and then you can automate it into your business and we can talk about that if you want to talk a little bit further. Obviously, I'm only going to be doing this with people with existing, like, you're actually doing good -- so if you have, like, 100 people in your list, there's really no point in emailing because it wouldn't make sense. I would say if you have a minimum of 10,000 people on your list, then shoot me an email and we'll talk about it. Alright! So that's it. I hope this serve you well and again, if you want to get in touch, Jeremy@JeremyReeves.com. I hope you have a fantastic 2016. I will certainly be in touch with more strategies and insights into building your business faster and I will talk to you soon.      

In this hilarious episode, I bring David Ralph on to talk about a huge variety of topics. What was supposed to be a conversation about growing your business through podcasting turned into an episode talking about... Designing your own lifestyle based on what you love doing Daily routines and productivity hacks Various tips for applying his podcasting growth hacks to any area of your business Secrets on being authentic and getting better results in EVERY area of business And a million other topics that will help drive your business forward ... but not before we have a little fun! Throughout the conversation we also discuss having to pee in bad situations, morning sex, and even why he thinks my wife is beautiful! It's an entertaining (hint: that's one of his secrets) episode that you'll truly love. Check it out, share it and let me know what you think! Resources Mentioned Join Up Dots Podcasters Mastery Want To Work With Me? Visit http://www.JeremyReeves.com or email me at Jeremy@JeremyReeves.com Enjoy! Transcript Jeremy Reeves: Hey everyone this is Jeremy Reeves and welcome to another episode of the Sales Funnel Mastery Podcast. Just based on the last 2 minutes of conversation that I have had with David, I think we are going to have a really, really fun and funny episode. We have already been laughing, we have been talking about (inaudible 00:00:35) we have been talking about coughing and whose cough is worse. We have been talking about being sexy and that has all happened in about the last 2 minutes. I think this is going to be an interesting one. I am going to give you a super, super quick introduction and then we are going to tell them kind of what we have been just talking about because it was pretty funny. David is from Join Up Dots, it is a podcast, I think it is a daily podcast and it is listened to over 157 countries worldwide. It is one of the top rank podcast in the world right now. I think he has got something like 300+ reviews which I am extremely jealous of him. I am probably going to ask you about that because I have been -- I just started a new strategy to get more reviews from my own podcast. So, I am kind of going to ask you about that, introduce yourself, tell everybody what you are about and I also want to throw out the warning that David has given me full access to ask him any questions about his life. I am not sure if he knows how dangerous request that is, but we are going to find out. So David how are you? David Ralph: I am extremely well. It is an absolute delight to have you on the show -- only my show. I am sorry -- on your show. Jeremy Reeves: You are trying to steal it already. C’mon. David Ralph: I am taking control already, and yeah, I know, I do not think I would ever spoken about somebody is bladder control except that probably my wife during birth that is about the only time ever, so that was a new one for me but I have already enjoyed it. Jeremy Reeves: So before we get on the show, we were talking about -- because he came on Skype and he said, “Alright, I am ready to go” and I said, “Alright, hold on, I had to pee really quick.” So we got into a discussion about peeing and we were saying, telling each other kind of what our horror-story peeing or horror-peeing stories, I guess you would call it, and my worst was I was on the phone with a prospect to who was going on a little bit too long and I drank way too much water before the meeting with them and I got to the point actually where I was actually holding a mug and was like about to go on the meeting with him. I did not, thank God, because that would have been funny, although I had to that while I was driving, a couple of years ago going down the Philly I got stuck in a -- I drank a coffee -- on the way -- into a... I forgot what it was, a seminar or some kind of thing at Philly and I got stuck in a really, really bad traffic in an extra 2 hours and I actually had to pee in the coffee cup, obviously that got thrown out since I got there but yeah. David Ralph: Was it Starbucks? Did you have your name on the side? Jeremy Reeves: No, it did not have my name on the side. It was a local store. I am not a huge fan on Starbucks, it is a little too dark for me. David Ralph: I am not (inaudible 00:03:22) coffee anyway though Jeremy. I do not understand why people. In the United Kingdom, it is literally a coffee house on every corner. Everybody wants to drink that much coffee. You can go home and make your own one very easily, I am drinking (inaudible 00:03:37). It is lovely and of the thing I do not like about Starbucks, I want to be a Starbucks rant here, is -- I just want to know -- it’s like they have created their own language. What kind of shop expects you to learn a language before you can go in and buy anything from there. So it is a small one, large one, medium. All these red stuff, that is just bizarre. Always a genius marketing. I do not know. Jeremy Reeves: Yeah, I think it is smart marketing I think because it is like part of the culture and that kind of thing, but I personally hate it because I do not fall into their tribe or whatever you want to call it. So I do not like it, I go in and I asked for medium. I refused to say venti or whatever it is. I do not even know the different words, but yeah, I think it is smart marketing because you -- the people who go to them loyally I think it makes them feel like they are in -- it is like a tight-knit community. David Ralph: That is what it is. It is a Starbucks coffee-drinking cult. Jeremy Reeves: Yeah, yeah, there you go. I think it is smart but -- it is kind of funny because I do things that kind of -- the people who resonate with me attracts them more but then the people who do not pushes them away. For example, as you can tell, I am not like super professional. I am me, I am not like -- I am not standing here in a business suit that kind of thing -- in fact I’m in -- actually I am not in pajamas today, usually I am, but I went for a run before lunch today. So I am in -- kind of just like running pants and a t-shirt so that kind of thing. That pushes away some people or attract other people. So I do several things like that in the business. David Ralph: I am English, I am in Tux. That is what we wear all the time. We love James Bond. I am a professional, Jeremy. I actually dressed up for this. Jeremy Reeves: I have a feeling that is not the case. David Ralph: I will send you the pictures. I am only wearing the tux from the top. I want to (inaudible 00:05:47) with me. Jeremy Reeves: Tux in the top and no pants. David Ralph: There is an image for you. That is going to boost the downloads up a bit. Jeremy Reeves: You know, I have actually done that. I have actually worn -- done videos for -- this is probably 2 or 3 years ago, I have actually done a video. It was in the summer and I was on a -- I think it was 611 they have like sales funnel summits that kind of thing. So you could only see my top half, so I was actually in mesh shorts and I had a t-shirt on before but I threw that off and put like just a regular kind of dress shirt on. So I was standing there, I am on dress shirt mesh shorts under it and no socks, no shoes, nothing like that. So I have actually partly done that -- it was not my underwear that day but close enough. David Ralph: This is 6 minutes and I hope the listeners are taking notes because this is helpful, we covered that you like to pee in cars but (inaudible 00:06:45) this is gold. This is Emmy Award winning material. Jeremy Reeves: Well you know what they say, you got what you paid for, right? David Ralph: Absolutely, it is a dream. Knock me off people. Jeremy Reeves: I may have to charge for this one. So actually, it kind of leads me into my first real question. You have done really, really, really well with building your audience, building your podcast, that kind of thing. Do you think what just happened, is that part of your strategy? David Ralph: What, like a free-flowing strategy? Jeremy Reeves: Yeah, yeah. Not like, “hi this is Jeremy and this is my guest” and “hey, what are your 3 biggest mistakes? What is your number one thing, the whole, the typical kind of interview is kind of just the free flowing like just talking to another person. One of your strategies that helps you build an audience. David Ralph: It is a bizarre strategy when so you say you can make entertaining and engaging by throwing all your questions, but that is how life is, you would never go into a bar to meet somebody and then when I come with the drinks you pull out a bit of paper with 15 questions you have written down beforehand but you hit the (inaudible 00:08:04) and a lot of shows that they used to listen to at the beginning. I really, cannot listen to now. I would not say their names but you know who you are guys if you got the same questions time and time again because it just becomes a bit flat really and so I like the fact that -- in the show Join Up Dots, I was very fortunate at the beginning, I did not listen to many of scripted shows so I kind of -- well I did not listen to any shows really, there is may be about 2 or 3. So I kind of made the made it up as I went along so I turned on the microphone and did my own thing, and it was interesting as you were saying, Jeremy, you are you. Do not try to be anything else, you do not try to be professional, you are you, and I think that you are a super talent. I think that is the authentic self coming out big time. So I just basically turned on the mic and did what I did. Now, of course over 500 shows you get better in doing it, so there is not a lot of preamble at the beginning. I literally go like a laser straight to where I want to go but then I came back and forth, back and forth sort of culture into the entrepreneurial story and all that kind of stuff, but no, it was not a strategy but I would certainly say now, I would never go back and it is interesting I am just about to do another show, a spin-off show and it is going to be slightly more scripted because of the content that I am presenting and I am trying to get my head around it because you get so comfortable doing in one way when you actually go to a different format which you got to to (inaudible 00:09:33) it is almost like patting your head and rubbing your stomach. You are trying to sort of work your way through it again, but it has worked really well and my audience is going up and up and up and up and I could not want anything more because it is kind of easy, it is hard-easy if that make sense. Jeremy Reeves: Yeah, yeah, definitely, definitely. Nice. It is kind of the same -- not even just podcast, but all throughout marketing, I always tell people, you cannot expect to just sit there and write kind of like the corporate tone and make sales, it just does not happen because people buy from people and people with podcast and if you are writing articles and stuff like that, they listen to people. They want to be -- that is why they called it what is it, edutainment or what is it called, infotainment. It is kind of -- there is an actual phrase for it, it is combining education with entertainment and there is so many if you think about it. There are so many shows and stuff like that out there. If you watch any like for example, cooking shows, I love cooking, if you watch any of those shows it is -- the judges are funny, they are making jokes, they are like doing -- they show all the failures and stuff in the kitchen, something like lights their arm on fire and they are showing it, they kind of laughing about it. That is how a lot of shows and things like that are and because, like you said, it is boring listening to people if it is just the exact same thing over and over and over, every guest that comes on, it is the same questions, it is the same tone, it is the same like all that stuff. You do not come on and start talking about peeing. David Ralph: Well, I have covered that one now so that (inaudible 00:11:15)so I have moved that one up. Jeremy Reeves: Nice, nice. By the way for anybody listening, what we are going to be talking about today or kind of -- a little bit at least, like kind of wrapping around it, is being a successful podcast and why we are doing them and that kind of thing and how to put them in your sales funnel. I am going to lean on you a little bit for more like strategy and then I am going to kind of like bring it back and give the readers, well listeners, kind of like some applicable advice relevant -- advice based on what you said and that kind of thing. David Ralph: You take away you want to take me sir and I do not often say that to a man. Jeremy Reeves: Well, I am privileged to have been said that to. When you are doing podcast, is there -- let me ask you this, how did you get started in doing podcast? Was it something -- are you kind of naturally like a charismatically seem like it but are you naturally charismatic guy were you walk into a bar and you sit down, you have like 4 friends or (inaudible 00:12:19) you walk in and all of the sudden the entire bar is in a conversation with each other, are you that kind of like personality-driven guy? David Ralph: I am and I am not. It is quite weird actually. If you put me in a situation, a social situation, I can be quite shy. The famous song, I don’t knw if you remember it from America, but you always find me in the kitchen at parties is my kind of song, so either way I will be standing nearby the toaster hoping that people does not come up to me but when you put me in front to 300 people in an audience situation, I would come alive. You put me in front of a thousand people, I would become better and better. So I was a corporate trainer and a financial trainer. So I used to stand up doing training courses and it was whirlwind switch. I could sit there for days not saying a word to anyone but then when I chose to be sociable, I can just do it and I have a talent which I did not realized until I left my company, when I did the leap and I left. I realized that every single person knew me but nobody knew anything about me if that makes sense. So they know me as David, they know me as a trainer, they know me as a friendly personality but if you actually ask, could you name his kids? Do you know where he lives? Do you know what his hobbies are? And all that kind of stuff, you could not. So I kind of created this facade for myself that I can be out there in the front but I hold a lot of myself back, so that when I am ready to go again, bang! I am there, if that makes sense. Be like Batman, he is not Batman all the time because it just going to get tiring. So he does appear Bruce Wayne and a bit of Batman and I think on the microphone that is when you are super talent, that is your superpower but then you need to lay follow for a while to be able to come back big and strong and that is what I found with Join Up Dots, I would do it hour upon hour upon hour but then once I switched off that was it, that was my other time and I am in totally different personality. Jeremy Reeves: That is interesting, yeah. It is kind of like just switching back and forth. I am trying to think of like a good analogy but nothing has really come to mind. That is interesting, and I think a lot of people are like that. I am kind of a same way in that like I could go and depending on the situation, I could either be super shy and I just do not want to talk to anybody, I could just kind of sit there by myself or I could be kind of the life of the party, the guy that every -- you kind of go in and everybody’s basically knows that you are there and it kind of depends on the situation. I think I am more -- in more cases than not, I lean towards more of the shy side but it is interesting how people can switch like that. I wonder if there is any like -- David Ralph: I think the interesting thing Jeremy is, as we have said earlier about you being authentically yourself, being authentically yourself should be the easiest thing ever, it’s actually one of the hardest things because actually allowing yourself to just be you. So it looks like you are making up. Takes a lot of practice and I can see certainly I was very good at being me in a staged situation but then once I started podcasting, I had to grow into again so if you listen back to the early shows, I am kind of myself but I have not got the competence, I have not got the power that I have on the microphone now to make it seem authentically me again. And I could imagine when I start podcasting and I do something else then you got to change again so it is, it’s these little pockets of personality that you have to channel in different ways to be effective for that audience and it’s the same for the website, it is the same for the speech, a pitch or whatever. You tailor it to your audience and so if you need to operate in a certain way on the microphone, then your voice is going to change. At the moment, I am talking (inaudible 00:16:09)I would not so of wake up in the morning and go, “Hello everybody, fancy a cup of tea and a bowl of cornflakes?” you would never do that, you just say fancy a cup of tea and a bowl of cornflakes it is a totally different way of operating and I find that fascinating of how you have to tailor yourself to become more effective in those different environments. Jeremy Reeves: Yeah, yeah and it is funny even if you think of like the beginning of a podcast, it is basically the beginning of it, it is kind of fake because you are like, “Hey, you know it is Jeremy back here again welcome to another episode” if somebody walked in -- if one of my friends or a client or something walked through my door and I just finished a podcast episode I would not say, “Hey, it is Jeremy here again. Hey do you want to listen” you know what I mean? Maybe the next podcast episode, maybe I will do a different intro, off to see that. Just have silence. “I kind of really don’t feel like talking today”... so maybe I will do something like that. I am going to say -- So how did you get into podcasting, was there something about it that attracted you? Kind of take yourself back to that timeframe when you were switching out the corporate world coming into what you are doing now and -- was there something about podcasting that said, this is what I am going to do, this is going to be my main focus versus going out and doing paid traffic or doing webinars to people or doing articles or all the other gazillion different marketing tools that you can do. Was there something about podcasting that brought you to it that kind of attracted you to it? David Ralph: There was 2 things, one of the things that we talked on my show Join Up Dots is and my show has various sort of entrepreneurial is about going to leave but we are going different directions, so it is a different show every single time but one of the sort of themes behind it is if you can see something that you think, “Yes, I think I can do that,” you are half way there, then you become better and more professional but you need to find that thing, “Yeah, I think I can do that” and I basically did my corporate leap, I was a web developer for 3 days but I realized it would all be stupid and after 3 days I was thinking I cannot do this. It was fun as a hobby making websites for people but actually doing this all the time is dreadful and I realized that the house was so quite and in the office there was always people walking around having a chat and all that kind of stuff so I thought I am going to recreate the office environment at home and the only way I could think about doing it was putting a podcast so it was like people’s voices in the background and I turned on one just randomly who actually became my first guest in my show and then I listened to another guy, actually it was a gentleman called Tom (inaudible 00:19:03) listening to Johnny (inaudible 00:19:04) talking to John ---- never heard of this guy at all then I thought oh he’s got a show, I will listen to that. I went over to John (inaudible 00:19:11), he was talking to a guy called Michale O’Neill who runs (inaudible 00:19:15)and then I thought, oh Michael was releasing a show, I listened to that so within an hour and a half on a Wednesday afternoon, I’d listen to 3 shows and when Michael was here, I thought this is for me, I could do this. I did think it was going to be a lot easier. I did think that all I have to do is record some shows, throw it out there, get an audience, get some advertising on blah.. blah.. blah.. and global domination and I did not realized how difficult it is. Once again, how difficult it is to look easy and that is what you think. When you see you like Jimmy Fallon and all those guys and they look like they are just having a fantastic time. You do not realized that they have been rehearsing to 3 days to make it look like an easy fantastic time and I certainly found that with Join Up Dots. It was something that I felt I could do based around being able to get up and talk in front of people but when once other people were listening and you realized you are not just in the room in an office, people from Alaska and people from Australia are contacting you then that is when you really hit home and you think this is something special. Yeah, basically, where else. Jeremy Reeves: Yeah and I think the big lesson that you kind of take from that is -- that is what worked for you. There are probably a lot of people listening to this that are thinking, “Oh my God, I would hate doing podcast, I hate talking to people, I hate going on there and doing that kind of thing” and that is fine. You do not have to do podcast, you do not have to do webinars, you do not have to do articles. You do like I -- over the last -- I am really starting to get into a role where I am starting to market a lot more (inaudible 00:20:54) and build a big team so our capacity for working with clients has gone way up recently. So I am going out and doing a lot more marketing than I used to do. So I have been kind of in this phase lately where I have been thinking about like what I want to do and it is not really what is going to work best because all of them will work. If you want to just focus on writing articles, that is going to work. If you want to just focus on paid traffic, that will work. You going to just focus on getting joint ventures to send you clients that’ll work. I you want to just focus on getting referrals from existing clients, that will work. So everything works it is just what you are going to have the most passion to put into it, so if that is podcasting do it, if that is doing webinars do it, if it is going out and speaking then do it. Speaking for one example that would work absolutely incredible for what I do. I would absolutely kill it but I do not really like doing that because I am not -- I do not really travel all that much because of my wife’s whole situation, she has epilepsy and my son has autism so it is hard to travel. That is not, like in my wheel house, you know what I mean. I might kind of thinking of doing it like once in a while or like once a year or something but the point is like you had passion for it and you kind of like -- when you get on a podcast, you are probably excited to do it. You are probably not sitting there thinking, “All God, I cannot wait until this is over” is that true? David Ralph: Well no, I have been a lot of times when you think -- I used to do it, not it has slowed down a bit. I used to do 7 days a week, it was a daily one and it was over hour content every single day and so there was times when you think, “I just want to sit on a sofa and watch Netflix for an hour” but I have another 3 episodes to do, but you would never know because as soon as I pressed record “Yes, hello there welcome to another episode of Joint Up Dots. This is your host David Ralph” and boom, I was into it again. So I think that what it build to professionalism and then I realized that the beauty of doing something is by batching and that became (inaudible 00:23:03). When I started at the very beginning I used to do a show on Tuesday and a show on Monday and 3 on Wednesday and I was all over the show but now I do about 6 or 7 on a Thursday and it is a very long day because it is a 7-hour conversations, all the show notes and everything, so I do probably 16 hours on Thursday but I know that at the end of it I can finish and go “Yeah, I’m actually done for the next 2 weeks. I can come back and look forward to it again.” So it is not always the case Jeremy that I look forward to it but when I start doing it you would never know that I am not enjoying it. Jeremy Reeves: Yeah and there are things --- David Ralph: I fake it until I make it. Jeremy Reeves: Talk about batching a little more because that is another really important kind of business concept that can be applied to basically everything. It is actually something that I -- actually today I was working on. I am working on rearranging my schedule to do exactly that. So certain days are writing days, certain days are meeting days, certain days are podcast days and that kind of thing. So talk a little about that -- have you taken that concept of batching and put it anywhere else in the business, like increase your productivity? David Ralph: Oh absolutely. When I left corporate gig, one of the reasons I left (inaudible 00:24:24)I got very into 4-hour work week (inaudible 00:24:28). So I used to think, “why the hell I am sitting here for 8 hours, when I could it all in 3 hours and I have 5 hours to myself” and then once I got that mindset I started thinking along the lines there is a brilliant book by Richard Koch called, The 80/20 Principle and started looking at when my rewards were coming from my efforts and I saw (inaudible 00:24:50) bought it into it. So once he started doing the podcast, fondly enough, because it was new, all the productivity hacks I had in corporate lane kind of went out of window and I forgot them and I literally killed myself in the early stages doing 20 hours a day 7 days a week trying to get everything done. So I know that something had to change, so that is when I started saying no. I am not going to say to people, “Oh yeah, I will be there on Sunday morning to do an interview when I do it first day afternoon, it is going to be first day and if you do not like it -- and it is funny people will always say to me, “No I cannot do Thursdays” and I will say, “well that is the only that we can do” and they go, “Oh, I can do Thursdays, 3 weeks’ time” oh then book it then, it is fine. So I have them lined up, that is brilliant. All my emails and all my conversations with people are going to be scheduled and now I have a Join Up Dots work road, I am looking right now where Wednesday every week is totally free even if I want something to do in the show, I would not do it, it is free and (inaudible 00:25:56) tonight is a work night so I am doing this but tomorrow night it is not, and I structure in free time because I used to find that once the passion hit, I want to do it all the time. It was not work, it was something bigger than work but it is your legacy kind of thing and I would fly up to my recording studio because I do not do it in the house. I’ve actually got a recording studio at the back of the garden and so I used to creep up there at 5 in the morning and I work like midnight and then get up the next morning to do it again. So I knew that I had to batch in time for me as well. So I have done that and literally every single process that I look at. If I realized I am doing it more than once then I would look a way of automating it somehow. So a lot of the emails that I used to type out manually, they’re all sort of canned responses so I can just send them all a lot of the other things that I used to do, I used to find out I was doing it time and time again and now I have got a lovely lady called Mira in the Philippines, it does a lot of my administration which is great, she does 15 hours a week whatever so that has taken a load of it. I got a couple of guys who is doing my marketing in Serbia and Amsterdam or outside Amsterdam in Holland, so that is good as well. It really is a case of once you look at your business and you know what you want from it, not from the business but from your life, I am a great believer in starting it by planning your perfect day so that you keep on track on how you want your life to operate then the only way to do that is by batching it, so you know that you going to eat the flock as they say, you have got to go out to the office and do the thing you do not want to do first of all to get it out of the way and then you can (inaudible 00:27:40)after that. It is very, very structured but because it is structured, it makes it a little bit more flexible. Jeremy Reeves: Yeah, it is kind of funny how that works and I like that last sentence that you said, it is very structured but because it is structured it is flexible, because that is -- I really cannot even say it any better that perfectly describes how you should be scheduling your days and I totally, totally agree like literally everything you just said because I have a lot of the same experiences, especially having that -- I like the Wednesday, having a completely like just -- now Wednesday, you said that you basically -- it is completely open, does that mean completely open as in you do not work or you can basically work on whatever you want to work on? David Ralph: No, I basically do not work anymore. I spend the morning making love and -- no, I do not really, I would not (inaudible 00:28:34)actually Jeremy Reeves: You have tried for it every Wednesday at least. David Ralph: Yeah, I say to the wife, “it is on the (inaudible 00:28:42) it is going to happen. Jeremy Reeves: Yeah, it’s on my to-do list. David Ralph: Yes, I want to do it once before I die, that is all I want to do. So yeah, I do not do anything and last week I went to a local town and just walk around with my wife and the kids and stuff so I tried to totally keep away from it because the passion for doing something you love can ultimately destroy you and I totally believe in that. I went to Spain last year on holiday and when I was over there I have not structured to show well enough. So I was -- take my laptop and try to find dodgy wifi in Spanish bars. I could log on to make sure the emails are gone out and all that kind of stuff and after 2 weeks, I came back and realized I have not had a holiday. I was getting up past 6 in the morning and working so that when the kids got up at 10 o’clock I could be there for them in the pool and it was just right, they are not doing something, they have gone into a kids’s cup I get the laptop back out and I carry on working, and that is never going to happen again. So the 2 things I think Jeremy I have got is the structure to make it flexible and if it goes wrong, if a show does not go well, it is not going to cure. People are clinging to it like a life support system where at the beginning, I used to think it is going to come out, every single day is going to come out every single day and now I think, oh if it does not? I will sort it out, I will apologize on the mic next time and 2 days later there will be a new show. Jeremy Reeves: Yeah, I think as entrepreneurs, we put so much -- I think most of the stress that we deal with is just self, just self-pressure that we put on ourselves and expectations that we are trying to live up to ourselves. I think like for example, if you have a list like an action list for the week and you do not finish it, in your head you are probably thinking, “Oh my God, I am such a failure, I should just quit business, I should just give up and get a job and blah.. blah.. but if any other person look at that list of what we actually accomplish that week they would look at it and say, “Holy shit, you got a lot done this week” It is funny because, this goes across the board for entrepreneurs, it is such a big difference I think between like the typical entrepreneur and the typical employee. Obviously, there are people that kind of mix the lines a little bit, but just looking at -- typical on both sides, employees pretty much do what they can to get by, to not get fired, and it kind of depends again on the company they are in, the culture of it, that kind of thing, none of my employees are like that because I -- they know not to be like that because we talk about it and the whole culture is built around being the best possible person that you can be and that does not really include doing the average mediocre work. So that is the whole different thing, but most like -- the average kind of employee person, a really average person in the world is kind of -- they are kind of just like floating by and the average entrepreneur is -- I mean we are all pretty much hard workers even if you want me to work 2 or 3 days a week and take the rest off, the days that you are working you are going full force. There is no kind of like medium speed, it is either you are fully on or you are fully off. David Ralph: But you do not think about it at the beginning, though, Jeremy, do you? When you do, you corporate leave, you think, “I am in the office 5 days a week and I only have Saturday and Sunday to myself, so I am going to leave, I am going to leave and I am going to have pub lunches everyday and I am going to be able to lay in bed. No, you do not. You actually end up working 3 times as long and Saturdays and Sundays are a thing of the past but it does not feel like it somehow because you know that you are building something. Jeremy Reeves: Yeah. I think -- kind of a typical and at least -- the structure in my or the progression I think in my head is you start your business and depending on your background, people that are coming in -- it kind of depends on why you want to be an entrepreneur. There is a lot of people that wants to be an entrepreneur to not work a lot. They want the whole like -- instant riches and that kind of thing. They come in and it is kind of like -- Oh, you know, they see the pictures of you like sitting outside and your laptop, well, they do not know that you have been out there for 12 hours and you are not giving that information too. They think that what it is and then they get in there and then they realize that, Oh my God, I am working all the time, it is constant, even if I am not working I am working inside my head when I should be with my family and even if I am physically with my family my emotional and mental state is on the business, you are thinking about clients, you are thinking about marketing, you are thinking about -- David Ralph: That is the problem I have. That is the switching off. That is the problem I have. When I am with my family, I not really with them and I find that very, very difficult and I say, “oh c’mon let’s watch the new Muppet film tonight” and I do not hear the word that Kermit says. He is like a mute frog. Jeremy Reeves: Yeah, and one of the things that might help you by the way is -- I have actually had -- my typical days, I work from roughly 6 o’clock until about 3 o’clock and then from 3 to 7 is family time and then after that is either my time or I come back and I work a little bit, getting stuff ready for the next day or from behind that something -- that kind of thing. So between 3 to 7, what I am starting to do that has really been helping is I shut my computer off at 3 o’clock when I go upstairs and I actually give my phone to my wife and she hides my phone and I do not where it is, so I literally cannot check my email or go on and get calls and that kind of thing. That is one thing that has helped me and I need to actually do it more, I will do it every day. I will make sure, actually when we get off this call I will be done working, so I will go up and give her it today, but that is when I -- on the days that I do that it helps a lot because it just kind of -- for some reason, it just switches your brain a little bit when you know that you cannot check it but that helps a lot. David Ralph: Because I cannot check anything when I do not have the phone, I do not have the tablet, I have no mobile devices at all. So I have a plugged in stand in the desk double monitor system and once I turn that off that is it. I do not have a watch so I do not what time it is, not one person can contact me, I absolutely switched off and it drives people mental because they want to contact me when it suits them and I say, what is your cell phone number I do not have a cell phone and then they get, how do you operate? Well I have been doing it for 45 years, I am alright, but that is how I do it I just make sure that I have no way of being contacted, I kind of like that. Jeremy Reeves: Yeah, yeah, it is nice. It has to kind of be like an all or nothing thing and then it kind of bringing it back to like what you said, if you kind of mix that with that batching, you get so much more done. I have noticed even just -- if you think about like all the things that we are all doing, there is like -- you write down your to-do list and it just keeps going. It almost like your hand starts hurting by the time you are even getting anywhere near the end of it and it just goes on and on and on and then you finish a project and that brings up 3 or 5 or 10 more things to do. It is a non-stop kind of like escalator of to-do list. One of the things that I found is by kind of categorizing them that helped me kind of free my brain up, going back to what I was saying before I have days that are just writing days, I have days that are just talking to clients and podcast and that kind of thing and so when I am -- like today is not a writing day for me, Wednesday is going to be a writing day for me. So I am not even -- I already know -- I already have it planned out on -- this Wednesday what I am going to be writing, I do not think about that until Wednesday comes because I have it written down and planned and even -- I am trying to check my counter here -- sorry, Thursday is a writing day not Wednesday. The fact is I have certain days for certain things and that has helped me kind of -- by doing that like chunking and breaking it into certain like kind of categories like that, that has helped me with the whole thinking about everything all the time. Just writing it down rather than being in your head. If you write it down, okay I got that, that is going to be done on Thursday. Okay, this other thing that’s going to be done on Friday, this other thing that is going to be done on Wednesday and when it gets down then you just wake up every morning and you look at your weekly to do list, your monthly to do list and all that kind of stuff and you already know it just relieves so much stress from your mind. So that when you are working on whatever you are working on, you are actually there. You are present with it and working on that and then when that is done for the day, you finish your to-do list for that day, you go upstairs you see your family and you are actually with them versus being with them and your work is still down there and you are in both places, does that make sense? David Ralph: It makes total sense. There is a guy, famous online guy, Pat Flynn and when he started he was actually like a stay-at-home dad and he would work from something like 10 o’clock until 2 o’clock in the morning every night. So his kids never saw him working at all and he created this whole industry while he is gone on those peak hours because he knows it is the quiet time, nobody is going to bother him. His phone was not going to ring and he cracked it, I like to get up and do -- I like to be at my desk by 5 in the morning and I would like to do 5 to about 7 and then the kids get up for school and then I like to be with them until 9 so that they go off to school and when I come back and then the idea is, as you say, I work from 9 o’clock until 3 going to pick the kids up again and then that is it unless I have other things to do in the evening and that kind of works well for me. I am very much more productive. You get this (inaudible 00:39:12) owls. I am a terrible owl by the time it’s 9 at night, I am ready for bed but at 4 o’clock in the morning I could get up at any time and get going and I find that very, very productive. Jeremy Reeves: Yeah, it is really a similar, I mentioned my schedule before it was really, really similar to mine. Even the school time is countered and when he goes 8 o’clock they come down stairs and get ready and he gets on the bus to go to school about 8:30 or so and I come back down but then I pick him up. On Thursdays, I pick him up at 11 and it is kind of -- you lunch with them, spend time with them that kind of thing, but it is really, really, really similar. I hate when people say like, oh well, that works for me so that is what you have to do. There are some people that -- and I know really, really successful people. They do not wake up until noon and they work from, most of them do not have families, they work from noon until, 9 or 10 o’clock at night and then they go out and party and then they go to bed and they wake up. They go to bed like 4 and they wake up at noon and that works for them. Some people are built differently, you are in different stages in your life, you have different family issues, you have more or less energy in different points of the day. It really just depends on what you are used to and what you like. I am all about lifestyle design, I think both of us. David Ralph: Yeah, but that is the madness about corporate life that I used to be but they go everybody is going to be at their desk by 9 o’clock in the morning and everybody has to work until 5, but as you see some people that is not good for their body clock. They would be much better to do it later on. It just seems lunacy that you have to work around somebody else’s timescale. Jeremy Reeves: Absolutely, yeah. We are starting to get a little bit close to the end of time -- our time together, I should say. We will bring it back for maybe 1 or 2 more questions about podcast and kind of go like that but I really like our kind of deviation there and to more of like the lifestyle design and that kind of thing because I think it is important to talk about because some people they want to -- I apologize my dog, one second, I am going to go and get the toy off my dogs. Alright, and I am not going to edit that out. The full me, the authentic Jeremy and his dogs. Some people, it depends so much on the stage of your business and why you started the business and your situation and that kind of thing. For me, I was never and will never be interested in building a huge 8, 9, or 10 figure business. I do not want to do that. I do not want to have -- I think that kind of my max employees I ever want to get to is around 10, give or take 1 or 2. So I can develop my business very easily with that like working how I want to work. I am not looking to build a business that I am going to build up and sell it for 10 million or anything like that, like a software company -- it is just me, consulting business. So I can kind of schedule it how I want it to be done and enjoy it now instead of waiting 20 or 30 years, but that is me. There is other people -- there is probably a lot of people listening to this and I know a lot of my clients are in the situation where they do not have families or they have made the conscious decision to put that off for a little bit and build a 10, 20, 30, 50, 100 million dollar company and then sell it and then do whatever they want after that and right now they are in the stage where they are working just all day, all the time, they are always on, but the ones that I know that are doing that have made conscious decision about that. Typically, they are not letting the business grind them into a pulp they have made a decision and said, okay, I am going to do this, I am just going to work my ass off all the time, forget about my friends and family and stuff like that for the next 3 to 5 years, I am going to sell it and then I am going to use the 5 or 10 million dollars or whatever they get when they sell it to then live their kind of perfect lifestyle. There is nothing wrong with either approach, it is what you want to do. Some people like to with exercising, some people like to run, some people like to lift, some people like to eat really healthy, some people do not. They like eating McDonald’s all day, it is just your choice I think. What do you think about all that. David Ralph: I think you are absolutely right (inaudible 00:44:08) and no matter how you do it, I certainly would like to be beyond comfortable but have no employees or anything, that would be my thing because as soon as you start getting employees even if you got the virtual ones, there is a certain hassle that comes with it and so I would very much -- my utopia would be that I come up to the microphone, I record and the whole monetization of my show is based around me talking into the microphone, so that is very much what I am building at the moment. So I have got 5 different income avenues coming through to me and is very much under my control, so I agree with you totally. I think that global domination and a huge business it might be exciting for some people but I just think it is going to be a pain and on Monday afternoon when it is raining and I just want to watch, I do not know, Top Gear on telly with a nice cup of coffee but I cannot because I have got to then be talking to some employee or whatever. Keep it as small as possible but as profitable as possible is my way. Jeremy Reeves: Sure, definitely, definitely, I like that. So speaking of -- with podcast and stuff like that, how are you using your podcast to kind of fund your lifestyle? David Ralph: I have got different avenues. When I first started it, the plan was to have advertising front-end and end and mid-row in the middle and once I started getting into it and I realized I was at the point of being able to monetize by sponsorship I suddenly had this moment when the clouds opened and for some reason, I thought to myself, this seems a bit dodgy to me. Getting somebody to pay me money and if I decided that I do not want to advertise on my show anymore there is my income, it just disappears. So I changed totally, and I thought to myself, now what I am going to do, I am going to have that as a bonus. If I get to the point when I am fully funded by myself by then I can do sponsorship and stuff, that is great because it would not affect my lifestyle. So why did I created Podcasters Mastery was the first -- well, the first one I did was a bit of coaching, that is what paid the bills and once I got a certain amount of coaching clients I decided to do a Podcasters Mastery which is my online platform, it is about 400 videos because when I started podcasting, I realized that it is very easy to podcast but it is very difficult to grow a business around podcasting and that is a different ballgame and a lot of the training courses out there were very much focus on that, teaching you how to record and edit and push up a podcast. So I teach people how to record and edit within 2-1/2 minutes afterwards so your whole show is done and dusted and very productive fast sort of traffic. That has been very lucrative for me and then I podcast mentoring one to one if anybody wants to come along then I want to do the online vote I would do that. Public speaking has been okay, I have done a few of those which is quite easy money because I have so done it before and it is quite good I have done a couple of them, well I actually been into conferences on Skype and I do not even have to leave my home and it is just like doing a radio show, I just sort of been in and I can see the audience in front of me and I say, yes the lady over there on the left hand side and I can sort of run it from home, that is good but the one I am building at the moment, I have a lot request for a group membership, a group mastermind which I was a bit reluctant to do at the beginning, but I am just about to get that off the ground and we are aiming for -- but I was going to big dreams so we are aiming to get a million people into that. So we are going to keep it very low cost, but try to over deliver on value on a daily basis, that excites me because once again it is scalable -- it’s the scability that you can do what you are doing and it affects numerous people, a million people if you can possibly do it. That is how I have done it and I have created a very nice income for myself and it is unusual because a lot of podcasters struggle and I think that when I struggle, Jeremy, let us just be quick on this, is they create a show but I do not think about how they are going to monetize it, so I will say to people, podcasting is not a business, podcasting is the engine on a business. So you have got to think a bit like a business owner first of all then find out what your customers are looking for then create the podcast about that content that those problems or issues that they have got then it starts coming together, but a lot of people start recording, they do 200 shows and I think how do I make money from this -- it’s just (inaudible 00:49:00) money. Jeremy Reeves: Yeah, it is funny because if you look at that and you take a step back from what you just said, that is how you build the sales funnel. You do research, you understand your customer, you give them what you want and then you find a way to get them to it. It is applicable in any kind of business whether it is, first of all, just building the sales funnel itself but then also even driving traffic into it whether you are doing podcasting or all the other things I said before -- referrals or strategic alliances with people or articles or whatever it is. It is all about notice that you said the customer first like find out what they want. Find out how are you going to build that customer is first and get a like-minded group of people here and then okay I have them, now what would I do to monetize it. I think the part that people missed is that a lot of people will create something first and then try to find the audience where as you should be finding the audience and then creating the product to give to that audience that is there, it typically works better that way. David Ralph: It is obvious so isn’t it? It is totally obvious. If you want to be a millionaire, burger or hotdog seller, you put your hotdog stall where people are the hungriest. It just seems simple and so if you can find out where the issues are in people’s lives and then put your hotdog stall there then it is an easy win. Yes, you have got to work on it and you got to do other stuff, but people seem to put their hotdog stall next to Starbucks where all the other places are and it just seems bizarre where operating. You have got to go on your own path, you have got to find your own thing become authentic going full circle to this conversation. You find your own thing, your authentic that is going to appeal to a loss of people but there is going to be a lot of people that dislike you as well, do not worry about that because you are building a tribe, then canvass them. Find out what their issues are, their problems and then start presenting it to them and that is it, simple. Jeremy Reeves: That is beautiful advice and one last thing before you hop off, I also want to point out to people that you do not just have one income source. You have several services and things that you have given to people based on the type of person because I am sure you know there is a lot of people that listen to your podcast and different people want different things. I talked about this all the time about having a kind of like an ascension ladder of offerings that you give people and it could start as low as -- mine go from $7 which is a 50-page or 40 something like that I gave away for $7 and it goes all the way up to -- I am going to be launching this month a program for $120,000 a year. That is a very, very big ladder, but the point is there is people that want each step in between that.A lot of people do like the $7 report and that is typically just the kind of check you out and see if you know what you are talking about and then there is a lot of people that get like just my information products and there is a lot of people that get some smaller level services maybe like just 1 sales letter or a couple of quick email campaign or something like that and then there is people that get full on sales funnel rather and then there is people that have to go way beyond that because they have a 10 or 20 or 30 million dollar business and just doing a sales funnel once is not really enough for them. They need constant tweaking and they need better strategy and you have to go in and find their hyper response of customers and you have to and you have to start testing each individual step of the funnel that kind of thing so it requires much higher level of service. It is the same thing with you, what you do to help people. There is a different levels of services and I always try to tell people that is the case in every single industry in the entire world. I am working with the client now, he is in the dating niche we have everything from a $1000 up to $15,000 for dating. It is just -- I worked with them actually another one of my clients they have everything from a free book, so they have a free book on the front end and then they have like membership sites and stuff like that for like -- one of them is $97 a month, another one is like $3 grand for the year and then they have a trip, it is for finding Filipina wives, for guys who like -- they are trying to find what fine wives that are Christian Filipinas, right? It is a very specific. So they have everything from that and then they also -- their highest level of service is a vacation to the Philippines where they charter the whole thing, they give you like a tour guide over there like the whole shebang and meet the girls that you are kind of like interested in and that kind of thing and it is a different packages but I think it is typically between like $30 to $70,000 for like a 2-week trip. It is like -- all it is is just your mindset and people are going to pay and obviously they are not getting thousands of people every year to do that but the people that do do that it makes up so much of a good margin for them that they can afford to lose money on the front end because they know a small portion is going to do that really high end thing and it completely -- makes it working for them so that is like -- when I tell people all the time is make sure that you are taking care of all of your customer’s needs because most people just do not. David Ralph: There is the gold, that is the gold. For all the listeners out there just play that back, if you are thinking of starting a business, just play that back because it is there. That is your blue print for success that Jeremy is just giving you. Jeremy Reeves: It took 57 minutes to get to it. We have to peel back the whole bunch of layers of onions. David Ralph: We got there and even the dogs joined in (inaudible 00:55:09) . Jeremy Reeves: Yeah right. They are standing in my feet right now, poking at my legs because they want to go outside. So I have an awesome conversation today, it has been fun, it has been funny, it has been entertaining and educational. I am very glad that we got to meet and I think we will be working together in the future, in couple different things, I can be probably reaching out to you for some help with the podcast, actually. So tell everybody where they can find out about you, if they have a podcast and they are trying to grow it, maybe why they should grow the podcast, I think we went over that a little bit. You are given like 30, 60 second pitch and basically why they should reach out to you. David Ralph: Well you can always just come over to Join Up Dots that is the home were everything is there and so you will get a collection -- it is not even a collection, it is coming up to 500 shows that you can listen to with the entrepreneurs of the world, some high movers, some low movers and people with interesting stories that is the great place to start and then all our products are there, I think the main one at the moment to anyone who is out there who has got a business, all that they’re thinking of doing a podcast is Podcasters Mastery because we go into such a level of depth from that one that people have written to me numerous times and said we have been buying courses left and right and center over the last 6 years but this is the first one has made sense and that really sold as an ex-trainer, somebody who can explain something that means the world to me, that people say it make sense and they can now see the big picture. Just come over to Join Up Dots and if you want to drop us a line, we would love to hear from you, it has been absolutely great to be on Jeremy‘s show so thank you very much Jeremy, you are an absolute legend. I have to say I am going for your website, you have got a very pretty wife but I wonder why it is filled with cake all over her face. Jeremy Reeves: What was the last part? David Ralph: Why does she got cake all over her face, it is obviously your wedding. Jeremy Reeves: Yeah, that was on our wedding day. We smash each other in the face with cake. We stayed -- funny enough, we actually still do stuff like that. We still have a very, very in fact since we got married we are -- we just celebrated our 6th wedding anniversary and our relationship is a thousand times better than it was when we got married even. Incredibly fortunate to have finally married her but that is the reason -- David Ralph: She’s now 400 pounds because of all that cake you have been giving her. Jeremy Reeves: I think she is actually the exact same weight that she is now than we got married. I am pretty sure -- within a pound or two. I am pretty sure she is like the exact same weight. She’s gone up and down -- we have 2 kids and obviously she’s gone up and down. She has got lucky, her whole family -- she got the skinny genes but yeah, we still do -- we are still very much kind of that like -- kind of playful love type of thing. If we are eating cake, sometimes I will just walk by her and just smear it on her face and run away. David Ralph: That is the way to keep it vibrant. Jeremy Reeves: Yeah, yeah, definitely. In fact, I can actually hear my -- she is with my kids right now, I can hear them upstairs screaming. One thing that I want to point out, people go to JoinUpDots.com if you go on his David’s navigation bar, and click on work with me that is where you going to find out all of the various options that he has, there is the Dream Starters Academy group membership, there is Podcasters Mastery Online Training, one-on-one mentoring and public speaking, so if you are doing any events stuff like that, just so when people go to JoinUpDots.com they know where to go. David Ralph: Perfect. You are a legend, the way you just directed traffic where you wanted to go. Jeremy Reeves: I am a salesman. I am a very, very big believer in basically selling as hard as you can when you know that is going to help the other person and it is the only I turned down projects all the time because I just do not believe in it, constantly every single week. That is how I think people should be living their life. If you own a business then you are not 100% compassionate about it, you should not be in it. I actually had somebody the other day who -- they were asking me kind of what to do and they said, you know I am trying to explain it to people and people just are not getting it. Instead of saying you should try this technique and this thing I said you know you might want to consider getting out of the business entirely. People just do not get it and there is not just enough there. Some things you just get, they just are not. You just have to leave it because people do not want it and it is the same way like if you were not going to work every day and you are excited to get out of bed, when I get up every single day I cannot wait to get down stairs. You can ask my wife, even yesterday. So I took the whole weekend off. Yesterday, I was telling her -- we were playing with the kids and I remember looking back and I was like I cannot wait to get up and work tomorrow. Literally I get excited to get up and work and I feel like -- if you do not have that passion, then you should not be in it. Maybe put that business on autopilot and start something you are passionate about depending on your finances and everything. That is kind of how it feel about selling it. A lot of people are kind of shy about selling what they have. I have to go over this -- this is the big mental block that a lot of clients have -- is that they are like, I feel bad like I should not be putting up pop ups on my site and I should not have sales letter that sales -- they should just come to me that kind of thing and I am like, alright question number 1, do you love what you do for your clients? Yes. Does it help them? Yes. Then why you would not want to tell them about it? I mean there is no -- if you know that you are ripping them off and yeah you shouldn’t be doing it anyway but like if you are feeling in your heart that you are ripping them off then I could understand that you kind of just... you do not want to really put anything up there but if you are genuinely helping people I mean you should be singing your praises until the cows come home because you know that you can help people and you should be doing everything in your power to make sure that you can help them. David Ralph: I know exactly what you mean sir. Jeremy Reeves: Yeah, yeah and I can tell that is how you live your life and you do awesome work obviously, just look at your podcast and the success with that and your history so again anybody if you have a podcast or you are interested in starting your own, I would recommend it because it is fun and it is like I was saying in the last episode, it is one of the 3 big things that I am focusing on over the next 90 days because it works, it really does because you can show your expertise, anymore it is all about transparency, you cannot hide behind walls I was telling you before, I do not think you should be getting -- because I never do notes on podcast and neither do you and I was saying like you should not be doing it if you cannot just go and talk for 30 or 60 minutes about whatever your topic is without notes. I never, ever, ever have notes. David Ralph: Steve Jobs once said, and I love this because -- as I say, as a trainer, you see so many people clinging to PowerPoint. I used to say, if you know your subject, you do not need PowerPoint, he said the same thing and I think that on a show like this, you should be able to do deep dives and backgrounds and whatever because you know your subject and that is the only reason people they kind of come and listen to you because you are talking knowledgeable and there was a lot of shows out there that are fun to listen to but there is no point to them so that’s certainly not the one that I have and the one that you have, there is a message behind it and if you cling to that message you can go anywhere you want really but that flavor of what the show is delivering it is going to be there every single time. Jeremy Reeves: Absolutely, absolutely. That is a good way to end the show for today. Again, I really appreciate you coming on. Everybody go to JoinUpDots.com and I apologize for the dogs again, now they are whining to go outside, but go to JoinUpDots.com and let me know if anybody has any questions for me about David, if you have any questions for him, just shoot either of us an email. That is about it. Thanks again for coming on and I will talk to you soon. David Ralph: It has been absolute delight sir. Thank you so much. Jeremy Reeves: Thanks.

In episode #33 we discuss how to structure your funnel based on what stage of growth you're currently in. You should be focusing on different sales funnels and strategies based on your strategic goals, and in this episode we break them down into the "profitability" and "maximization" stages. You'll even get to hear my upcoming plans for a new business I'm partnering in, how I just made a client $70,000 in a week doing a tiny launch to his own list, and so much more! 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 Hello, everybody. This is Jeremy Reeves and I'm back today with another episode of The Sales Funnel Mastery Podcast. So today this is going to be another fairly short episode. I'm actually flying in one of my employees from Italy this weekend, actually might do a podcast with him, maybe we'll go out and have a few drinks and we'll come back and do a podcast I think that'll be fun, actually. So one of the things that we're doing is strategizing a whole bunch of stuff for the growth of business and kind of the direction we're headed, the vision, all that kind of stuff that makes really, really big changes. If you've been following me, you know that this year has been I've made more huge changes that I've ever have and we're make even more. And the cool thing is all of them have to do with getting better results for our clients which is kind of awesome. So when is think that we're going to be doing is putting some systems in place get guest podcasts, guest interviews on the podcast. So that's one thing coming up to the podcast. We're going to be doing it a little bit more frequently -- that kind of thing. So with that said, what we're going to be talking about today, a lot of people get kind of stuck -- they don't really know what to do with a business, they don't know how to structure, what they should do first, what does she do second -- that kind of thing. I just brought in a new client and me and him are actually doing a revenue share deal which is basically -- I get them to send me basically an upfront fee for the initial (01:59) and then instead of doing a flat fee, so you know, I'm going to be doing A, B, and C for you, you're going to send me X dollars. We do upfront fee plus revenue share. So I'm just kind of struggling to strategize what were gonna do for you in -- that kind of thing. It made me realize that a lot of people kind of don't know how to build their funnel in stages and this idea also came because a lot of clients come to me and I don't know if we should kind of do a mini funnel first, get that profitable and into a bigger one or if we should just do it all at once -- you know, that kind of thing. So basically, there are two different ways of doing it. The step that I recommend, or the stages, you can call it, number one is the first thing you should do, you should be (02:52) about this, basically profitability and then maximization. When I'm talking with clients, if you come to me you should know that I don't push giant funnels right from the beginning if it doesn't make sense for the client. What I usually do is kind of the stage 1 profitability funnel and the stage 2 maximization funnel. And that's because. I mean, number one, I want case studies -- that's why I have a million and a half case studies and get the results that we do is because we do it in steps that make it kind of easy wins. The first stage is getting to profitability. Most businesses that I've come in contact with are already profitable what is just like taking it from whatever it is to essentially more profitability and the first thing that I always look at is you have all these different leverage points in your business you have all these key levers and what I look at is where are all the opportunities that you're not taking advantage of? For example, this new client that came on, his name is Nick. One of the first things that I'm going to do for neck is that he get tons and tons and tons of visitors to website and people that come on to his list -- he has almost like a cult-like following, so people that come on to his list tend to buy in pretty large percentages. So the problem with that is that he has a hard time getting people on his list -- he's not doing very much to get people on to his list. So step number one is going to be get people on his list. Another thing is that his prices -- he's getting a 70 to 80% close rate on his packages that he sells (I'm not going to get into too much information about it just for, you know, right privileges) just say 70% of client which is too high. If you're selling basically over 50-60% of people, it means your prices aren't low enough. So the first thing is that we're going to be implementing new packages for him to sell. That are probably going to be 50-100% bigger from then they are right now. I don't know exactly how I'm going to structure that you know it might just be "it was this and now it's this". More than likely, I'm going to give him choices. So instead of "okay, it's for coaching sessions for for whatever thousand dollars or whatever it is" -- I don't even... I forget the prices on top of my head. I'm going to do something like 4 packages for $1,000 or you can buy 8 for $2,000 or whatever it is so kindly give them tiered approaches and then there's all kinds of things will do with that. We'll have some decoy offers in there. We'll make it so that if they go for the higher end package, it's this complete no-brainer badass offer -- that kind of thing. Those are just two -- there's a lot more that I'm going to do with them and I may able to do a future podcast about it but for now, that's just kind of two examples of easy wins that we're going to go after so that's the type of stuff that I'd like to do with clients first. You know, sometimes, depending on the client that I'm working with, I actually do a little promotion for them in the beginning. For one example, actually a promotion that I just did 2 weeks ago, the client came on (and I like to get client's an ROIs as fast as we can) so what we did was we just did a promotion to his list, he had a monthly membership, and I said "hey, why don't we just do a quick promotion, get you some money in the bank", (and I actually got a percentage of that too), so I said "instead of me charging you, I'll just just take a percent of the sales", and it was actually a pretty large percent in that case. So what we did was we did a promotion and took his monthly subscribers -- he had them on a monthly, like 37 bucks a month, and we really made a good offer for them to upgrade to the yearly that's all we did. So it's nothing complicated, it's nothing fancy. In fact, we could have done a way better job just in terms of what the offer was but that was his easy opportunity. He he was able to get basically 12 months of revenue from the subscribers at least not even close to his 12 months of revenue but we were able to kind of pull that in in a week so I made a little over $70,000 in a week. It was actually a 60000, rough numbers, 60 grand from people that upgraded and another 20 in potential people from people who took a trial offers that we did and 50% of them, roughly, they (07:55) with the trial. That could've been better but we had some PayPal issues and some random credit card issues -- things like that. So bottom line is that I made him $70,000 in a week before any other thing was done. So whatever he does, we're kind of figuring out what the next steps are now, but that gives him a big cash influx to then put towards more copy or better strategy for building whatever funnel we're going to do. So that's what I mean by getting profitable. Basically, what you want to do is, regardless of where you're at, if you're not doing as well as you should be and you're having a hard time getting paid traffic to work, you're just kind of struggling, you're floundering, sometimes things work, sometimes it doesn't, it's not consistent. If you're in any kind of service or really, product business too, you're having that roller coaster income -- where your income is kind of like it dips down, and then the next month it's high, it dips down, next month it's high, dips down -- you know, that kind of thing. What you want to do is get the funnel in place just to get it profitable, get it? So that it can sustain you. Don't worry about getting this complicated, fancy funnels and survey funnels and really advanced segmentation -- and that kind of thing. I actually have a new webinar about taking to the second level, the next level, you know the maximization. But if you're struggling a little bit right now, don't worry about that because what happens is -- and its not that I don't work because it obviously works but that's the second level -- what happens is -- and I see this over and over and over and over again -- people get stuck they see it and it's like "oh my god, that's just too much I can't do it", and mentally, it just paralyzes you. You can't figure out how to get everything done, if you're coming to someone like me, it's too expensive -- you know, that kind of thing. And then it just never gets done and then a year goes by and you're at the exact same place that you are right now. When people come to me, I try to not get them to fall into that indecision trap. What I'll typically say is that "okay, let's just get a simple funneled out", and that differs a lot between various businesses but let's just say it's just like a typical landing page and you have a retargeting coming back to that and then you have a sales letter with a free trial exit pop-up, you have some prospect emails, you have some buyer emails and a couple of upsells -- like that's a pretty typical upsell funnel. If you're offline, maybe you add in some radio ads or newspaper ad or direct mail or you know, that kind of thing. If you're some kind of service, you add what I call ' Pre-engagement Framing Sequence' which is basically before people talk to you, you're kind of like pre-selling them on the call to talk to them like for a free consultation or whatever so it looks different from between the different businesses but the thing is if you are not already doing really, really well, we want to focus on that is just getting to that point where are you can sustain your self, you have a little bit of cash to invest back in the business, you can buy paied traffic -- that kind of thing. So you just get it to that point first and then what you do is you move on to -- you look at it again and say "okay, now that we're here, what are the new opportunities?" because when every time you change something, new opportunities are going to pop up. So now, maybe you realize that you have a very specific segment of the market that is willing to pay you more, like, you can kind of break down what you do and give a service to a very specific segment of your market. So what you do in that point, now we're in stage 2, the maximization part, is, well, maybe you have a really high-end coaching program, so let's just say you have the coaching program, just for example, for 2,000 hours, what are the parts of stage 2 might be looking at the opportunity that you have a segment of that market that is willing to pay you 4 to 5 times more money for a very much more specific service that gets them really fast, really good results. And you might be able to not with a coaching program that's instead of 2 or 3 grand, maybe its 8 or 10 grand I need you a launch for them -- so you're basically splitting them up and then maybe move on and you segment people in the beginning of the funnel based on their interests and then that increases not only your front end conversion rates, but it also increases your lead rate ratio. So if you're closing just say 2% of people before, maybe you'll get that up to 3% or whatever the case is. And then you can add in you know things like behavioral emails and that's a thing I do a lot, you can add in a different automated webinar, usually that's kind of step number 1 for service businesses at least. You can add in higher-end services, you can add in direct mail, you can add in doing phone calls two people who just bought, to new customers. You can add in different upsell packages interplay what you're doing is finding smaller and smaller -- you're getting more segmented as you go. So that's kind of the big thing with step number 2 -- it's segmentation and just looking and it comes with a lot more strategy now that you're kind of moving up to like and upper echelon of business and instead of just trying to make it work, now you're trying to kind of sky rockets the business and really take it to scale. So you're doing all these things, maybe add in more upsells depending on what pages they buy or they go to -- you know, they're getting emails, they're getting different sequences and that there's a lot more that you can do with that. I have the kind of breaks it down for you. So again, kind of a summary of everything is that if you're in this phase right now where you're doing okay -- you know, you're doing well but you're not doing great, then we want to do is really hone in just get your funnel in place. Spend somewhere between like 5 to 8 to, like, $15,000 for sale getting your funnel in place now as a stage 1 funnel. You know, those are the prices that I would charge for, something in that range, again, it differs tremendously but then once you go past that, what I do with clients is that once we see the results, is like "okay, now you're doing really well", why don't we take that to the next level?" So then we go back and we say "okay, what does stage number 2 look like for you?" and then we go back and we restructure the funnel and say "okay, we're going to add in -- we're going to do a survey up here -- we're going to split them into three segments for autoresponder series, we're going to redo the sales letters, we're going to split the sales letters up so instead of having one general sales letter, you have one for each of those segments that we found out on the back and also we're going add in a high-end service so we're going to do a webinar for that, for all the buyers and then also all the prospects who don't buy and we retarget them into that webinar, we'll do a postcard campaign for all buyers that sends them to that webinar and then we'll reach out maybe to specific people based on their behaviors, what they're doing in the website" -- so all that stuff. And then we kind of retool it so you go from where you are now to stage 1 which is doing well, you're sustaining yourself, you're growing but not quite at the piece that you want to, and then you move on to stage 2. And that's when things really fun because then you start looking a lot more at your Analytics, you start breaking things down into hyperresponsive segments and all that stuff and you really start honing in on your back end and then once in that stage you kind of focus from -- most businesses want to be profitable on the front end and it's a giant mistake. It's okay in the beginning if you're just trying to get into that sustainability, that's stage 1 -- you know, a lot of businesses are at, but if you really want you scale it, we want to do is get to break even on the front end and then let your back end take care of all your profits and I know it all sounds kind of counter-intuitive but it's pretty much what every giant company in the world does whether you want to believe it or not but yeah it allows you when you break even on the front end, allows you to go after a more broad audience and then you use all the automation tools and all the different segmentation tools and things like that break it down so that you can go after a broad audience that you're still talking to them in a very specific way that allows you to attract, acquire the most amount of customers I'm trying for less than your competitors are or you're basically spending more money to acquire each customer because you have the backend to them, make up for it that's basically how you go from stage 1 to stage 2. Okay? So I thought that was pretty long-winded, I hope that helps and if you were -- you know, a lot of people on this podcast I get tons of people who listen to this and they get in touch with me because they want me help them build their sales funnel so if you are a little bit confused -- you know, kind of what funds you need the started going from where you are from point A to point B or if you just didn't know, if you're trying to do this all on your own and you just didn't know how to structure it cuz there's a million and a half different ways to structure a sales funnel -- I hope that gives you a little bit of clarity. If you're getting a lot out of this podcast, I have two requests actually, cuz I never really ask, but if you're enjoying this podcast, I just wanted to ask you to leave me a review. You just go to iTunes or whatever you listen to and leave a review for the podcast and then shoot me an email I'll find something to give to you for free I don't even know what it is right now but I'll send you something I'll look through my files, maybe if I have an old product in there but I don't sell anymore -- something like that -- I'll shoot you something for free, kind of like a surprise thank you gift. So again, go on iTunes and leave a review on how the podcast has helped you. That's going to help me -- again, I want to do a bigger push two kind of grows a podcast so that's pretty much the biggest thing that's going to help -- so again, if you getting value out of this, which I know a lot of you do because I get emails all the time, then I would really appreciate if you would go in -- it only takes 30 seconds to leave a review. And the reason actually why I'm saying this is because I actually left review for somebody else. So go ahead and do that and also if you are interested in building a funnel, just shoot me an email. It's Jeremy@JeremyReeves.com, let me know that you're a podcast listener that always helps, I always like to know what parts of my marketing are working well and that kind of thing. So just get in touch with me, let me know where your business is at right now, where you're looking to take it, that kind of thing and will hop on the phone and see if me and you are a fit and yeah we'll go from there and I know I'm doing a lot of exciting things for clients and then after this week we're actually -- one of the things on our list is creating an unforgettable experience for clients so it's going to be pretty badass. So anyway, I hope you enjoyed this, look forward to another podcast episode -- probably in the next week or so. Again, I'm probably gonna end up doing a kind of a drinking podcast with one of my employees, Shaun. So that's going to be pretty interesting. So yeah, I will see you and make sure you tune in and also, by the way, I got a question a couple of days ago about somebody -- he wanted to know how to get updates of the podcast when I do new podcast episodes and one of the ways to do that is just go and get on my list cuz I always send that on broadcast email, when I have a new podcast out. So just do that and I have a lot of cool stuff on the site. I have webinars, I have free reports, and stuff like that. So just kind of get on my list somehow and whatever sounds cool to you and then you can go ahead and you'll get emails when I have a new podcast. And and then also if you have a podcast player on your phone, then it should update automatically, okay? so that's it for me today, I will talk to you soon and again, number one - leave a review, number two - get in touch if you want help building your funnel, and then number three - go to our website www.JeremyReeves.com and sign up for everything if you want to get updates from when I launch a new podcast. Alright! I will talk to you soon. Bye!

In this episode, I talk about how taking a fresh perspective on your business can dramatically increase your overall results. More importantly I talk about how your business should be structured in a way that enhances and improves your journey to hit your goals.  In this episode we’ll discuss… - Why you're "3 feet from gold" and don't even realize it yet... - Why your goals should always come first, THEN your strategy... - How to setup services that are 5x your existing prices, and have customers/clients LOVE YOU for offering it...    Transcript: Hey, this is Jeremy Reeves and welcome back to another episode of the Sales Funnel Mastery Podcast. I'm actually in my car right now so I apologize for the audio but I just want to tell you a quick little story about something that happened last night. So if you know, you probably do, if you're on my list and have been around me for a while, my buddies and I do a guys; night every week so last night we had guys' night at my house because I bought a projector screen basically like a home theater set-up type of thing and I'm actually installing it in my garage so I can work out there and watch movies and things like that. So last night, my buddies come over we are setting it up and we start getting it set up and we went to mount the projector to one of the two by fours in the garage and realized that the company that sent the stuff you mount it with didn't send screws which is awesome, of course. So we realized that I didn't have the screw that we need in my garage because I don't wood screws and things like that, so we realized that we weren't going to be able to get it done last night so I wanted to see how it looked like so instead of just getting mad and everything, what we did was we actually took it and put it on the side of my house and actually played video games with that shooting on the side of my house. So this is big giant like 30-foot screen that we were playing on the side of my house. So I realize that has no relevance to your business, right? But it actually reminded me of something and the thing is a lot of people, it's all about mindset. Like, last night we could have gave up we could've got mad and kind of just scrap the whole thing, but we didn't. We made do with what we had and we made an adjustment to be able to do what we wanted to do which was kind of tested out for the night and, really, when it comes to business a lot of people, they don't make those adjustments, they just gave up too early and I cannot tell you how many times I've given up or I've been wanting to give up on something and I just tried one more thing, I tried 1 new sales letter, I tried one new angle, I tried one new offer and that was the one that broke through for me. So if you are currently struggling with your sales funnel right now and you don't have money to hire someone else to do it or you're just getting frustrated with the results that you're getting, what I want you to do is just take one more stab at it. Look look at it from a fresh angle. Maybe take a week off, go on vacation or just don't think about the sales funnel for a couple of days.  And then what I want you to do is come back with a fresh set of eyes and look at it and say 'okay, what we're doing now is not working' and there's obviously a reason for that. If you can figure out the reason, then that's great. You know, figure it out, do a survey -- figure out the reason why people aren't buying. But if you can't find a reason, if you've tried doing a survey and you've tested the results from the survey to see if that helps, and nothing's working, then what you have to do is just completely change your entire frame of the sales funnel. So for example, let's just say you're selling something low-priced and you have a typical kind of dumb funnel, in my opinion, where you're selling something low-priced and then maybe you go for an upsell and it's a little bit higher or you take the opposite route where may be your first product is 97 and your second product is a 47, that's an actually more traditional upsell, whatever the case is, I you to look at from a fresh perspective. Instead of doing that typical funnel, I want you to write down what your goals are. So you're building a funnel because you have certain goals. Maybe it's to make $100000 net in a year or maybe it's to make 500 or a million dollars a year or maybe just to get a million dollars gross for your business or whatever that is. And then you have your time frame that you want to do it in. So you want to do that in the next 6 or 12 months or whatever that is. And then you also have your time involvement in it. So we're looking in terms of time freedom and things like that. Let's just say you want to make $250,000 a year and you want to work 30 hours or less per week, so you already have your funnel and you're hoping that that's going to get you there and obviously something is not working. What I want you to do is look at that, write down your goals, and write down 'I want to make $250,000 a year working 30 or less hours per week and I would do that in the next 12 months'. That's the end goal. There's not only one path to achieving that end goal. That's where a lot of people kind of get caught up. For example, if you're charging let's just say $5000 for a project, maybe you're a service provider, let's say you're charging let's just say $5000 per project, well, if you want to make $250,000, we're just going to pretend for easy math, especially because I'm driving right now, that you were making a hundred percent profit, okay? So you're charging $5,000 for your service, and you want to make $250,000 in a year, what you can do is take on 50 client projects for $5000 and that would be $250,000 a year. But that's basically once a week.  Well, what if you can do something in your business where you quadrupled your price and then a one client per month? So instead of having to get one client every single week at 5 grand and it's taking up a lot of your time and you kind of have to go through a client onboarding process, there's a lot of time involvement, all that stuff that has to go into it, well, what if you can just figure out something where you charge 20 grand and you made one sale per month, that's 200 for a grand but that's close enough or do 25 grand and do it whatever that would be 12 times. So 25 grand, you know, 12 times once a month and that gives you the same $250,000 except you're taking on 10 clients per year instead of 50. Don't you think that would completely change the way that you do business? Don't you think it will completely change your time freedom and basically everything else that you do in your life and push you to expand your mind set and expand the value that you're giving to your clients? Don't you think that would happen if you just made that switch? So that's what I want you to think about is if you're struggling with your business and to grow it, I want you to look at it not in looking at small improvements but how can you completely change everything? How can you get better results for your clients and and charge more money for getting better results?  That's kind of the process that I'm in right now is taking in way less clients but doing much much much bigger projects with each person. And that's kind of one of the reasons why I'm saying this because I'm kind of going through this stage in my life right now. So anyway, that's kind of what I want you to think about it and just look at your business from a fresh prospective don't look at it in terms of 'oh you know let's change of button color here, let's try a 30-day guarantee instead of a 14'. I want you to look at these changes that don't even make any changes unless you feel that it can at least increase your results by at least say, 50%. And instead of doing all of these split tests and all that, that's all great but is there any other kind of hidden opportunities that you're not seeing right now that you can implement and add an extra whatever is a lot for you, an extra 20, 30, 50, 100% to your business by just doing things a certain way -- structuring your offer a different way, torturing your value proposition so that you can show your getting more value to the person, changing your guarantee so that you're offering a guarantee that's absolutely irresistible for people to pass up and then charge you more money for it because people will pay for a better guarantee. So anyway, I want you to think about that. If you have any ideas to feel free to shoot then my way. Even if you just want to say 'thanks for helping me out here, it's what I came up with' for whatever. Otherwise, if you want to get in touch to do some work together you can go to www.JeremyReeves.com and just use the Contact Me form there.  You can just email me at Jeremy@JeremeyReeves.com and let me know what kind of project to have and I'll let you know if I'm interested in it. I know right now I'm extremely booked up but you know always looking for people to kind of chat with and work with in the future so anyway that's it for today. I hope this message kind of sinks in a little bit today and I want you to think about it and go forward with it and be bold in your business. Alright! I'll talk to you soon. Bye.

In this brand new episode a friend and I go into a deep conversation about hacking your home working environment to experience epic amounts of productivity and mental clarity. Working with distractions around you (including the ones in your head) is a huge pain point for every entrepreneur and in this episode I reveal a few of the strategies personally use to stay productive and clear even while working from home with a 1 & 3 year old. In this episode I'll discuss... How to separate your work and family life... Why meditation is crucial to productivity and life balance... Strange brain hacking tricks to force yourself into flow states in a matter of minutes... And so much more! Resources Mentioned www.JeremyReeves.com/4-Pillars  Brainwave Studio Shane's Website    Want To Work WIth Me? Visit http://www.JeremyReeves.com  or email me at Jeremy@JeremyReeves.com Enjoy! Transcript Hey guys, it's Jeremy here, back with another episode of the Sales Funnel Mastery Podcast. Today, I have a really cool episode for you. Me and one of my buddies, Shane Stone, we're going to be talking about how to be productive with a young family. And I know it's going to resonate with a lot of you that have young families because I get a lot of questions about this, actually. So I think it's going to be a pretty cool episode.  So let me really quick introduce Shane. Shane basically does a lot of the same stuff that I do. he helps his clients set up websites, landing pages, and basically marketing campaigns. And then what he does is work with the inside sales teams of those companies to help them to monetize the leads that he brings in.  So I'm going to let Shane actually elaborate on that a little bit more so you guys know a little bit better about what he does and all that kind of stuff. And then we're going to jump right into it. Again, I think this is going to be pretty cool and even if you don't have kids, you'll probably get something out of this. So Shane, welcome to the show and tell us a little bit about yourself. Shane: Hey Jeremy, thanks. Yeah, this is an interesting subject. Like, I've studied productivity and I have every manual and getting things done and you know, I've tried everything.  As a solo entrepreneur like yourself, I have a team of people that work with me and contractors in such to help facilitate and and get things done a lot quicker but one of the things that being a solo entrepreneur, like, the free time that I have to sit and focus on something.  And I've developed a system in over the last eight years of doing the work that I do. I've developed a good system of working, like how I get everything done, and you know, I've always prided myself on being a lot more successful and a lot more productive than most people. I even tell people like "hey, I get more done in a day than three people would within your company", that was kind of like my pitch that I'm working with if they already have an internal marketing people and salespeople, I'm like, "well, I can kind of do it all", where it takes them a day to go back and forth. So I just had my first job. I'm so excited and so proud to be a dad. Jeremy: Yeah, congratulations, man. It's awesome. Shane: Yeah, I mean, I'm just excited, you know. I hear all of your stories about being a dad, it is really exciting, I didn't know what to expect at all, I've always wanted to be a dad, but it also came with a lot that I didn't know, that I should be looking out for. Like, I kind of pride myself on being able to look out into the future and being able to see what's coming hand that's not what... Jeremy: Yeah, it's definitely not. I actually have a story about that when you're done. Shane: Yeah, so it's kind of like the (00:03:24) behind us. You know like my boy's been home for eight weeks now and a couple weeks ago he goes up at 2 a.m., kind of needing to finish something, like four clients and this requires a lot of thought and I was trying to like, "how do I get all the stuff done and and how do I get my mind into such a place like that? I can't get work done when there are distractions thrown at me. And so I was like, "I gotta email Jeremy and figure something out"  So I am thankful. Like, you're one to take time to answer this and I think it will be beneficial for people too. Jeremy: Yeah, definitely. It's actually really funny, I don't know if you guys can hear in the background as he was just talking, my dogs, I have 2 golden doodles and they're kind of like my office dogs, they started fighting while you were talking, so if you hear any growls, they knocked my space heater over, and I took a toy off them while you were talking so this is a very real situation going on here. But like I said, this is going to be real beneficial to people even if they don't have kids. Like you said, you don't know what distractions are going to happen. So to give a really good example, I think it was yesterday, my wife texted me and she said the toilet won't flush, it was last night, actually. So I go upstairs and she decided to call her brother because he's really good with house stuff, I'm really not that good. I'm good with my mind not with  my fixing abilities. So she calls her brother and she decides she's going to fix herself based on what he told her so I go up there and I walk in the room and the toilet is overflowing because she forgot to turn off the water because she was trying to drain the toilet and forgot to turn off the water valve and she flushed it the one time it overflowed and all that that all happened because my 1-year-old Katie took the toys off my 3-year-old, put them in the bathroom on our first floor hands my 1-year-old decided to go in the bathroom and throw them all in the toilet. So the toilet got clogged. That was last night. And this morning Katie's dad came over to see, because he's also really handy, to help figure out what the problem was. So I actually spent probably roughly a half hour today, carrying the toilet, taking it outside, we got this big odd (00:06:30) kind of shoving it down the whole of the toilet, trying to push this toy out of it because it got clogged in there.  It was actually one of my dog's toys, one of those (00:06:38), those really hard rubber things, so you threw that down there. So it's a good example of of what we're talking about here. You never know when that stuff is going to come up. And it kind of sucked actually because today I finally launched my Facebook campaign for the new coaching program that I'm just starting which I'll end with, you guys can hear about that in a little bit. And I had two really big deadlines today and two phone calls, I just started another revenue share equity partnership kind of thing for a new client that I met. So we're doing that and then also this call. So today's been a little bit nuts. There are a lot of different kind of techniques to make sure that I still get everything done even though stuff like that happens which we'll go over in the podcast. So with that said I know you had a couple of questions for me so I'm just going to let you ask me the questions and then I'll go off based on the question. Shane: Sure. When I sent you the email, I said, the subject to the email was just like (00:07:48), like everything felt like who is piling on and piling on and I can't keep my lists, you know. We have things come up all the time. Now my wife normally works but now she's off on maternity leave so she's home, and how the baby home and have the dog home.  And all those stories. It just seems like everyday, like you just have these little things. You can't ignore those and those are the most priority because I always put family first as I know you do too. So as I was sitting there I was like, "how the heck am I going to get all this stuff done and be able to provide for my family and keep moving all of these projects forward?" So it came down to the one idea like how do I, with all those distractions being thrown at me, how do I keep my mind focused enough to sit down and create magic because that's how I think of copywriting and the work you do. Like you're much better at what you do than I am... Jeremy: Thank you. Shane: Because that's hard work, man. That's a lot of deep thinking to really put yourself into a mindset and be able to speak for another product. So yeah, I was like Jeremy be the perfect person this like how do you, with all these distractions out there, how do you get yourself into a mindset to create magic? Jeremy: There are a lot of things that I've picked up over the years. I would say the first thing is you need something that was separate business from family. I've talked about this a lot. I have a very, very strict set of criteria how I build my business. Increasing revenue and stuff is kind of like a given, like, that's what I want to do every year. Actually, last year I didn't much because that was kind of like in maintaining year to get ready for this year because I'm doubling this year. But I did that very strategically. But that's kind of like always the goal. It's just you always want more but I also do that within very tight parameters. I work for essentially from 6 in the morning until 3:30 in the afternoon every day and that's it.  There certain times like in the last two weeks I've had two projects that got extended by a lot just because of different circumstances that happened but it's very, very, very rare for that to happen. For two projects like that to happen, it's like literally the first time to ever happen to me in my career. And so I've been working a couple nights lately. I might do that maybe five nights a year. So it's a really rare situation but I kind of keep everything in those parameters. You know, in our house, we have a really big house so there's a lot of room hair and the way it's laid out it's really like we're very fortunate for our situation because my wife is home. She actually can't drive because of seizures with epilepsy in everything so our whole family is here all the time. It's me, my wife my, 3-year-old, my 1-year-old. So as you can imagine, there a lot of distractions. When we bought this house, I think it was 3 years ago or 4 years ago, I essentially had the whole downstairs to myself while I'm working. It's like a finished basement. You walk down and there's a playroom.  When you walk down the steps, there's this big open room that we really don't do anything with, and then you take a right, there's a playroom. You go left from the playroom, there's my room. To the right, I'm actually going in a circle here, to the right of my room, is basically an entertainment room, that's my unwinding room.  There's a PlayStation in there, there's a TV in there, I meditate in there, I'm getting a treadmill to put in there, and then beyond that is basically what we call the cold room. It's like a cement room and the others are fridge in there it's kind of like storage and all that. So I've been fortunate that I have an awesome wife that very, very understanding and realizes that I'm the only one working. So I have to get things done. There's no room for me to slack and do all that because I'm the sole income. And we had a lot of conversations about this. We've kind of tweaked it over the years, so you're not going to get perfect from day 1.  But she really understands that during the day while I'm working, she doesn't come down and bother me. If she has questions or whatever, she usually texts me and I get her texts and I write her back or I don't write her back if I'm super busy like in the middle of writing something like that. We have a lot of systems like that where we're basically like she just says, "Okay, you're working, I'm not going to bother you". I work in 50-minute chunks. I work for 50 minutes and then I take a ten-minute break, so she knows, like, typically, if she has any questions, she has to tell me anything, she'll tell me while I go upstairs and take a break. And a lot of times I go up there and make tea and while the water's going, I play with the kids just to kind of like get that mental break from working. So that's one thing. You really have to get your wife to understand that yes, you're in the house but pretend that you're not.  You need that solitude. If you're just doing little stuff, like little tweaks on a page or whatever and it's not really deep thinking, you can have people talk to you and still do it like a mindless activity but if you're being productive, you're not doing that stuff anyway. So if you're doing mind work, whether it's thinking about strategy or some kind of high level thing or you're writing or whatever it is, you really need that solitude. You need quiet. And that's why it's so important if you're in your house, you need it to be separated and if you afford it, it's even better and you want to do it, some people don't want to do it, I wouldn't want to do it. Like, I've thought about getting an office separately and the reason I don't is because my wife with her seizures and everything. I don't want to be not here all day. Because if she ever had one, and fell on the ground, I would hear it from down here and run upstairs. But yeah, you have to have that solitude. Another way, one thing is you're to get those distractions, they're going to happen in your house, at your office, anywhere, it just happens. So you have to be able to segment your mind. Like almost compartmentalize. Let's just say I'm in the middle of writing and something happens. You go upstairs, you come back down to it. You need to be able to get back into the zone quickly. And one of the things I do with that is I, instead of just sitting down and going right back into it, which a lot of times, then you'll check your email then you'll go on Facebook and you really don't do anything productive for around twenty minutes, I sit down and close my eyes and remember what I was doing last and it kind of gets my mind back. It gets the wheels turning, you only have to do this for like thirty seconds.  But it kind of reminds your mind what you were just doing and then you open your eyes and you go back right into it. That helped me. There's different things that you can do. Shane: That's actually an amazing point that I've never thought of before because as you were describing that process of getting up and going upstairs or even if it's just to go grab something to eat real quick then coming back down, the computer just has  hundreds of things that you can (00:16:36 - 00:16:37).  And so even that little piece of sitting down and remembering what you're working on, just thinking about that before you look at the screen again, that's going to be a huge one for me to try out.  Jeremy: Yeah. It really works. Especially when you're a writer, there's so much that relies on you getting into the zone. I was recently talking about this. When you're a writer, you need to get into the zone because that's where your subconscious pours out. That's where you can just sit down and just pound out copy without having a file like your fingers are just going. And I know if people aren't writers they probably have no idea what this means but... Shane: If it's anything, there's like athletes like always talking about being in the zone, like Michael Jordan always used to say it, he's in the zone, he's not really thinking, it's just happening perfectly. Jeremy: And that's the same thing like imagine you're in a bar and they're kind of being aggressive with you and they want to fight you basically. So you're in the bar, there's a big difference, like if you went and got training in Martial Arts, when their shoulder moves, I'm pretty sure if you're into any of this, correct me, I think this is true, I'm not into Martial Arts or anything but I think this is true.  Basically, the shoulders are kind of like the tell-all if they're going to through a punch because their shoulder moves first and their arm kind of follows. So they're trained to look at people's shoulders and if they see shoulders moving, they judge it based on the direction that it's going and that tells them okay, whatever left arm's coming up, right arm's coming up, it's coming straight, it's going out like for a hook or whatever, and that essentially tells them there to put their arm to block it.  And again, if anybody knows this, I think I'm correct on that... Shane: Sounds true... Jeremy, Yeah, sounds true, sounds true. We'll pretend. But if people are trained in that, they don't think. Their subconscious picks up that shoulder movement and boom, their arm goes up. And that's when you see people that somebody's just throwing punches at them and they're blocking everyone, it's because they're not thinking and urged subconscious just reacts. it's just instant. Compared to you've never been in a fight before you don't know how to pick up on punching calls or whatever, you're going to be thinking like "okay, okay, what's he doing? What's he doing? Where's his arm going?" and you're never going to block it because you're in your head too much and you just have to let your subconscious dictate what your body does. And it's the same thing when you're writing and even when you're doing high level of thinking for strategy, you kind of just have to get out of yourself and just kind of like get into your flow state and let your subconscious come out. There are a couple things that I do for that, just so I can put this into a more applicable type of thing. Number one is that try to meditate every day. When I was in college, I got really deep into meditation. I would meditate for like an hour, an hour and a half everyday. I've had all of this really, really crazy spiritual experiences in all that stuff which I won't get into but it's pretty crazy when you really get your mind there. Now I just do like 20 minutes a day or something like that and it's really just, that's also a good way to separate. Like, I usually do it after lunch. So I work, I eat lunch, and then I meditate because after lunch, it's really easy to just kind of like wander off. So that meditation for me is a good separation of the morning and the afternoon.  If I don't do it then, I do it at 2:45 or so, before or 3 o'clock or whatever, before I'm going upstairs to see my kids because then it helps me separate and this is a good one for you, it helps separate business from personal life. You have to have something in the middle there that kind of like signals, okay work is done, now it's personal time. That's something I picked up six months ago.  And it just hit me one day and I've been trying that and that helps a lot. It could be cleaning your office desk, it could be meditating, it could be whatever, doing a set of push-ups before you go upstairs. You just have to have something that says, that tells your mind, it anchors in your mind, okay work it done, now it's personal. Shane: Yeah so, because there's a different cycle, and this is a big point like there was the point in my life when I started being an entreprenuer I wanted to work for myself was the idea. You know I did work when I wanted and play whenever I wanted. So it's kind of in a progression of and you know my girlfriend who is now my wife, so that whole dynamic has changed like the idea of... So it took me a while, because I used to just wake up and work whenever I would work, all of us really cared about working on my business and then it became my wife and now we're having a son. So the separation now is definitely not all there because there's something else that I really care about (00:22:36). Jeremy: Yeah! Yeah! Shane: No, I have this little baby that everyday... He smiled at me this morning... Jeremy: Oh, yeah! It made your day... Yeah, yeah, yeah. I still remember all that stuff, in fact, I'm actually getting tears in my eyes right now just thinking about it and it happened years ago. But yeah, it's pretty crazy, what babies can do to grown men. Shane: I never maybe could be proud of something that hasn't really done anything. Jeremy: Yeah, they kind of just made it, like, they're there. Shane: Like the idea of, when it was just me and my wife, it was the same scenario, we live in like a townhome, like I have my (00:23:26), it's only separated by stairs, there's no door or anything, so she would work, she's an investment banker, so she would work 7 to 7 everyday, so it's very routine, like when she would leave, and I could separate it really easily. Whereas now, like I'm taking the lead shift of feeding and I'm trying to squeeze work in every little spot and try to do it in the way, like, I feel good to be doing the work. Or it's probably a story I'm just telling myself too.  Another question I wanted to ask you about. Like, writing and stuff is really hard for me, do you have like a certain state of mind that you always want to be in or when you talk about meditating too, is there something that you say to yourself to get this kind of started, just to get that mind focused? Jeremy: Yeah, yeah. Yeah, so there are, let me look on my apps real quick, so I use and this is a really, really good one, this really is for anybody who does basically any thinking work, this is awesome, so write these down. These have really helped me over the past probably around like 6 months I've been using these and it's just phenomenal. It does kind of what we were just talking about, it kind of gets you into the state faster and it also keeps you from breaking focus. So I use, I'm on a Mac, by the way, so I use something called 'Brainwave Studio' it's like an app, so it's 'Brainwave Studio', and I have headphones hands I plug the headphones in and they have basically binaural beats, in fact, actually, I think this one, I think these are isochronic which are supposed to be a little bit better than binaural beats. The flow state is basically just a brainwave state. If anybody knows, there's like the beta brainwave state which is like if you can imagine ripples on the water, it's really really ripple-y, like, it's up and down really fast and that's when your energetic, when you're stressed that's when it's in the really high beta range. But healthy beta range is when your energetic and and enthusiastic, you're fully awake, that kind of thing. One step below that is the alpha brainwave state and that's when you were more relaxed. Like, think when you're reading a book. That's basically the alpha brainwave state. And then below that is theta and delta. Theta is when you get into a lot of creativity and Delta is kind of like is kind of like a dreamless state. I won't go in Delta because it's really not applicable for here. But just from my meditation days, if you can be able to get into Delta while you're still conscious, it's awesome. I've done it a couple of times while I was meditating, the things you experience are semi-crazy. So what I do, this brainwave studio, you put your headphones on and it puts these beats into your brain it's kind of like *makes sounds* that kind of sound and that essentially latches onto your own brain waves. Say you're at a 15Hz or whatever and the lower Delta is 1 to 6 or 7 and Theta is 6 or whatever to 9 and then Alpha is 9 to maybe 12 and then above that is Beta. Most people are like 15, 16, just in their normal daily life. So you're there and you start listening to this stuff and there's music and stuff and those beats are there. You don't really hear them that much but you want to be able to hear them just a little bit and it essentially latches onto your brain waves and gets them down to whatever that beat is at. The when I listen to goes between 11and 15 so I was actually a little bit off on the things. When you're normally black kind of conscious I think it's up around 17 or 18, I'm not an expert in this. Shane: Like the idea behind it because every once in awhile like I do something, somewhere to go to sleep. Where my mind if I'm working on something really heavy that I didn't come to a solution before I tried to go to bed, my mind is just kind of racing and so it feels like it's just on a different level of consciousness, trying to just solve the problem that I'm trying to get away from by going to sleep. Jeremy: Yeah, yeah. So basically, what happens when you listen to this stuff, you put yourself into the same brainwave pattern that you can get in a flow state and that kind of like sucks you in. So like, if I'll be here and I'll be on a stressful day or whatever and when I go to write, I put the headphones on and I listen to this thing and it's between whatever Hz.  There's all kinds of different things that you can do, why can't even relaxing before an important event. There's all these things, so it rotates between 7 and 12Hz, relaxing before sleep is 6 to 11hz. There's different ones. I use the one it's called 'Mind Training' and then I use 'Censoring Motor Rhythm Session'. Basically, it quiets down your mind so you get into more of your subconscious, and it helps with concentration so you don't break focus and it takes down any anxiety, stress. So instead of you sitting there, writing and you have all these things going on in your head, you sit down, you write, this stuff kind of takes out all that chattering mind stuff and you're able to just focus and you have one thought and basically that is you writing or whatever you're doing at that moment. So it really just takes all that stuff away. It's kind of like if you're trying to multi task and you were trying to do one thing and with your other hand to you're trying to do three other things, that's how most people work but when you put the stuff on you have both hands you just put that thing away. Shane: You can get it done that much faster and it's all it is. Jeremy: And the app I think it is like $2. It's ridiculous. It's a no-brainer kind of thing. Doing that, I can guarantee you you'll be at least 30% more productive, at least. If not, a lot more than that. Shane: Even the idea that you explained earlier about how to separate the personal from the business is like the simple fact of putting your headphones on. Turning it on is like the exact same trigger that you're saying a love like this is how you get in the zone, it's like if you don't put those headphones on to go up and spend time with your family that's have it funny, you know. So that's interesting in itself right there. Jeremy: Yeah, yeah. There are a lot of things like if you can kind of anchor, there's different things that your mind kind of anchors to and it's like yeah like what you said you put the headphones on and your minds like "okay, it's ready to work" or "okay, I'm ready to work". It's funny I actually had them on the one time my wife came into my office and she looked at me and saw that I had them on and walked right out the door. She didn't even say anything. It actually broke my focus because I started laughing because it was kind of funny because she knows how adamant I am about that. So yeah, that's another thing. Give me another specific problem that you have maybe I'll be able to pull something out. Shane: The one thing in this is like talking to my wife because she's very supportive too and she has her MBA and she understands what it takes to be a business owner and she said to me multiple times when she's been home she's like, "man, I didn't realize how hard it is."  She went to a top 10 MBA school and to have her say "oh my gosh, do you have to do so much to own your own business where you're doing the accounting and everything from the janitor to the CEO (00:32:31) everyday", like, all of that I (00:32:35) my wife that's really supportive helping me through this which is really helpful.  When I was talking to her last night and I had the realization that part of it is my expectations with myself of when I get up. I get up every day, I kind of have certain expectations of what I should be getting done. And if I would wake up and say "I only have one thing that I want to get done", then I would be happy but that's not how I wake up. I wake up and want to change the world every single day. Jeremy: yeah, that's the entrepreneurial curse. I think everybody listening to this can resonate with that. One thing I would say that helps with that, is one of the things that I've done, I actually have in my mind like we're talking about revenue before, I actually know my exact (00:33:37) number that I want to achieve and then once I hit that number, it's a high number but it's achievable, I would say probably the next couple of years, but I actually have an end goal and most people don't have that.  It's just like more money, more money, more money, more money and I think it's hard to find that. The way that I found mine, I actually broke down how much we spend personally and I included taxes, what I make now, taxes I pay now, what we spend personally and then based on that what gets invested, black personal investment, stuff like that. And then I said "okay we're spending X dollars now and basically my perfect life where I can spend basically as much money as I want to on the things that I'm going to." It's basically about double what were spending right now. So I figured from there, okay, so I want to spend that much per money, so that's my personal after tax income that I want to make. So there's that number. Because beyond that, I don't need anything else like I don't need like a 50 foot yacht. I don't even know if that's big. We'll say a hundred foot yacht. I don't need 15 vacation houses you know like I want one. So I know exactly what I want to spend personally and why I want to spend it and exactly what I'm going to spend it on. It might change after my kids grow up and all that. But with kids it's semi-reasonable. So then I looked at what have to make in business net revenue. Okay, show based on that I'm going to pay X dollars in taxes, I want to put X dollars in a charity, I want to save X percent to put into personal investments and then I have what's left over is essentially my personal spending account. So I actually have like that just based on mapping that all out, I actually have an end number. So that has helped me. Just that alone, has clarified everything that I'm doing. Because like you said you you want to change the world, you want to do everything, a lot of that just comes down to the whole entrepreneurial curse, like everybody just wants more, and more, and more, and more but my kind of challenge to you would be why? Why do you want more? Is there something? Is it status? Is it you want more money? And if it is, how much do you want? I would try to figure out that answer because when you get that, and this is fairly recently that I figured this out, by the way. So I'm not coming down on you, whatsoever because... Shane: The revenue part's definitely I know that. Because when I first started in business I go to (00:36:43) seminars, the rah-rah kind where it's like set a goal. The idea between like setting a goal like "Oh, I want to make this much money", is different than like you're explaining it like okay, I want to do this and then what do I have to do every month and what does it look like and break it down to that is great, it's big. The part of me, so that's definitely like a big part, I call that the tangible stuff that I get. I'm a builder by nature. I like building something. I sent to you my email that I'm not really ready to talk about at all but I kept on (00:37:27) last 9 months building it like a software project, like there's part of it too, that's the intangible part that I know if i don't wake up today and work on that, that's never going to be able to make money or somebody might come, so there's just a lot of fear stuff around that too, I guess. So you got any advice, like ideas or experience about that. Like, I always want to wake up and build something too and see this little Lego set that I built, see how cool it looks. Jeremy: Yeah, the thing that I would say about that, and that's another thing, I think it's just an entrepreneurial curse that we all go through including myself. It's basically we want to do everything. We have 10 projects that we want to do, and kind of what a lot pf people do is just say there's five big things that you want to do, what most people do is, okay, I'm going to do a little bit here.  And then the next day, I'm going to work a little bit on this next one, the next day, I'm going to work a little bit on this next one, and then I'm going to work a little bit on the next one and you never really get anywhere because you're poking each one just a little bit.  What I've done that really has helped me, is saying, "okay, here are the top whatever 3, 5, 10, 50 projects that I want to do (we'll just stick with 5). So here are the top big 5 things that I want to do", and then you just have to be really clear about which one's the most important. Me and my wife make decisions like this what I do is I take whatever number I narrow it down to three because that's usually fairly easy and then you look at the three, so it's 1, 2, 3  and you say, "1 or 2? Which one is more important?" and then let's just say you picked 2, and then you say, "okay, 2 and 3, which one is more important?" and then say you picked 2, so then it's "okay, 2" and then you go after that one and it's easier than saying "okay, of these 5 things, which is most important? Like, You have to make a decision, just break it down, chunk by chunk to make that decision, so you just work on one at a time. And it's really scary to do. Even with client projects, I tell clients right up front. I say "listen, there's a chance that you won't hear from me for like a good two weeks," I give them updates along is the way to let them know I'm still alive.  I'm not going to work on your project for one day and then come back 5 days later. I just go 100% focus on one thing at all times and I just dive into it and I might get a big project done in a week vs but they wait a couple weeks and then that one week is 100% focused on that one thing, nothing else and it's done. And if I took the time, let's just say it took 40 hours to do that 40 hour week. So if you were to break that up and do 2 hours here, 2 hours there, 3 hours here, 5 hours there, he would probably end up taking 60 plus hours because it was so scattered. It's really all about focus and attention and just kind of putting... Shane: Sometimes it's the simple things too. I have Bruce Lee posters and stuff all by my desk, it's all like "Remember to focus on the simple things" and just like laser-focus on what I want to get done. Yeah, that's helpful. Even a sort of one week revenue goal that I want to achieve. The next week's like I want to build something and just have something really that will benefit me in the long-term and just provide me short-term benefit. So that's good. Jeremy: Yeah, and one last part of that is figuring out with you're going to focus on, also look at like in your decision-making, keep in mind, like, okay, you have let's just say project 2, that's one you picked and does that project move along some of the other ones organically. So I'm trying to think of something off the top of my head... Shane: It's how they influence each other... Jeremy: Yeah, yeah. You might get, you do 100% of the project and just by doing that, you already have 15 or 20% of another one done. So that's also another way to kind of look at it and just put that into your decision-making. I do that a lot with figuring out strategy for business like where I'm going to get traffic what service I'm going to offer, stuff like that. I look at it that way. I don't want to go into too much because it's actually a new thing that I put into my cooking program. And I go really deep into this and it's ridiculously awesome concept but it's just being able to look at the strategy of your business and the next thing you do. Think about it in terms of how can I do this one thing that sets in motion, gives energy to all these other things. And that by itself is a really good way to improve on productivity because you're working on one saying and moving ahead other things at the same time but yeah that's another thing when is getting more focus. Shane: Gotcha. I have one last question. You deal with clients and people all day, it's like setting expectations for other people because I ran into that myself, I only deal with only 5 clients because I have to work with them ongoing. It's a little different but I'm getting used to it but I know there's a lot of people that do more, one-off. So sometimes I do a lot of one-off things as well. Or with new clients. Just saying those expectations, can you just talk a little bit about how you set those expectations with your clients. Because people these days are kind of getting used to the idea of like "hey, I need to get responded to right now, like, if I'm going to give you money, I want results sooner rather than later." Jeremy: Yeah, yeah. What I usually tell people, i don't give start dates I only give end dates and what I normally do and I'm starting to do more of this as I'm starting to do bigger and more complex sales funnels and stuff like that because it's really, really, really to say "Okay, we're going to be done on x date because when you're building funnels with 175 emails and 4 sales letters and you're doing all the design on each little page and there's 50 pages, it's almost impossible to get it perfectly accurate with deadlines. So what I usually tell people is "I'm not going to give you a start date, I'm not going to really tell you when, exactly what date I'm going to start because I'm dealing with several clients and everybody has their rough deadlines. Every once in a while everybody has a specific deadline if they're doing a product launch that's already in motion or whatever but it's usually like "I need them done as soon as you can" type of situation, So I tell them "there's really no start dates, I'll give you an estimated end date.' For example, the client that I just took on, I told him basically around like somewhere around late March, early April. I try to get it done before the second part, before early April, like, I try to get it done March, and then along the way, like I say "Hey, we just hit this snag, just letting you know, in case that pushes the deadline back a little bit, are you still okay on your end  with the deadline, that's not going to mess anything up for you."  And like there are situations where  you know that I'm dealing with right now, that I've worked it's probably like a solid 5 nights and I think 2 weekend days which is again, amazingly rare for me. But it's because I had 2 big deadlines with clients and I messed something up on my end with just the coordinating and everything and I was like "You know what, I'm going to pound through this, I'm going to get it done for you because I was going to." And I always let them the situation, anybody listening to this knows that I'm all about transparency and it really just comes down to just telling clients, giving them expectations like "This is going to happen, sometimes things happen, if something happens, it's going to push back a deadline, I'll be the first one to tell you about it." Well, I mean I guess I'm the only one that can tell them, "But you know, I'm going to tell you immediately, so we can make sure that it's not ruining anything in your schedule and all that."  You know sometimes if there are any problems along the way and I can tell somebody's annoyed, I typically don't work with the type of people who are like impulsive. As people get to a higher degree of business, success, they typically get to a higher degree of just internal maturity, I guess. Like, I usually don't get too many impulsive kind of crazy people, they're pretty much all level-headed cool people, but I can tell if somebody's annoyed, I bring it up. Like, "Hey, listen just tell me. Did that cause an issue? Here's why it happened." 'll just explain it to them. It doesn't really happen that often but when it does. or if someone says, "Hey, you haven't emailed me back in 3 days, can we communicate better?", I'll write back and be like "Hey, listen I've been like just nose-deep into your project, I got a lot done in the last 3 days. Sometimes I forget to come up for air for a couple of days." Which happens because there are times when I won't check email for like a day or two and it's because I'm in such zone, that I just don't want to think about it, I don't want to get myself out of that zone. So I hope that helps, I know it was kind of like I wrapped around it a little bit. Shane: Yeah, it does. It just kind of like ties in because I like to do that too and part of it with this whole question that  I wanted to ask you about having the distractions around you, I just called my family a distraction... Jeremy: Yeah, they're a good distraction. Shane: A very good distraction but being able to set those expectations for other people too, so even if it's, I just tell them that it's a little bit longer, it might be 6 weeks from now that we're going to have any results and usually I would tell them the 3, now that I have more responsibilities here at home, I just... Jeremy: Yeah, yeah, try not to overcommit, yup. Shane: That's fine and if I get it done in 3 like a normally would, then even better. Jeremy: Yeah, I found that with a lot of people, if you're just transparent with them they're really, I've had some legitimately crazy people that I've works two ways like certifiably insane but it's only like probably two people that I can think of that... Shane: It's probably a whole another podcast... Jeremy: Yeah, like I mean they were certifiable and obviously I don't work with them anymore but for me, for any service-based people out there, if I have a client that I don't like working with them for a project, as soon as that project is done, I actually tell them, "you know, it just didn't work for me, go find somebody else. And I help them, I give them resources, whatever. First of all, it takes a lot I love balls, it took me awhile to get there.  But once you get to its success level where you don't "need" people, then it helps with that kind of stuff and then you can tell people "Listen, this is how I work. If that doesn't work for you, that's fine." And it makes your life easier and I think it's better for everybody when you set the expectations in the beginning. Like I don't have any big, huge list or anything but I kind of just say a couple bullet points both how I work with client's but I mean and this is kind of like 5% of stuff in 95% of cases it all works out fine. But I hope that answers that one. Shane: It does and this has been really helpful like a lot of things you know I send a simple question and such a simple question doesn't really have a simple answer because of so many things involved with it. Jeremy: Yeah and that's why I figured when you sent that out, I was like, "You know what, I have to do a new podcast episode anyway. I'm just going to get you instead of just calling you and talking about it like I email back and forth whenever I'd rather just jump on the phone and do it and I apologize, by the way. I know I've been slacking on my podcast lately, so sorry about that. As I've mentioned the last couple of weeks have been more than insane. Thankfully, my wife is very understanding like I said before but anyway yeah so... Do you have any other questions I can answer? Shane: I think that's all from here. I really appreciate it, though. I learned a lot and I hope... I'm excited to go back and listen to it again and listen to the whole thing and take it all in again. Jeremy: Yeah, I do that a lot when I'm on the phone with people because you really get it all when your on the phone you have to kind of go back and listen to it and I'll put on the podcast, I think you listen, as far as I... If not, you better. Shane: But yeah, I hope that helps. Before we get off, let everybody know if you have any websites or if anybody wants to get in touch with you or whatever, let them do that. Shane: Yeah, my main website is ShaneStone.com just my main blog and anybody who has a sales team, typically 5 to 20 people and they generate all their leads like online, you know I'd be open to talking I don't have too much free time especially with the new baby but after a little while, I'll be kicking the groove again and I'll probably ready to start create my own magic for somebody sales team. Jeremy: Nice, nice. Sounds good. So I would encourage everybody to check out his stuff and before I get off the phone, I'm just go to a super quick plug for myself. So I just launch business, feel free you could shut the podcast off because it wouldn't be for you but unless you want to go to the funnel and just kind of look at. Basically, the beginning of everything, I made a new video and it kind of goes through kind of my whole process and everything that I do when I work with service-based businesses. The video you can see at http://www.jeremyreeves.com/4-Pillars/ and again it takes you bike in the opt in page and all that kind of stuff to put in your email for the video and the video takes you through the process when I work with my coaching clients. Again, this is just for service-based businesses and it's a really good video, by the way. Even if you just want to copy it, I put a lot of thinking time into it so I wouldn't say you're a bad person if you did that.  That's my free gift to you if steal my stuff there's a lot of things that go into that. But yeah even the video itself is very educational and if you think you're a fit, basically I'm looking for somebody that's making at least a $100,000 gross to go through a coaching program and kind of show you how to get clients in get fully booked and stay fully booked at all times and have a more reliable business.  Sales funnels is part of it, it's a good chunk of it, but it's absolutely not the whole thing. I know I'm known as a sales funnel guy you know within sales finals there's so much more. It's not just like throw out the landing page, throw out the sales letter, throw out an upsell. It's really not about that, it gets way, way, way more deep into the actual strategy each individual part of your sales funnel and how your positioning your company and tell you're attracting people and what type of people, all that kind of stuff.  But if you want to see the video, it's at http://www.jeremyreeves.com/4-Pillars/, and will also go there.And with that said, I hope everybody has a good day. Thanks again Shane for coming on and probing me with your questions, they were good ones. I hope it helped everybody. Whether you have kids and to work at your house or you don't, whatever situation you're in, if anybody has any questions, you need like clarification on anything, let me know. One more thing, that Brainwave Studio, that's the app that I use to get into like the flow state and stuff and listen to the binaural beats, I'm on a Mac. I don't know if you have a PC I don't know what would it be, I know its Brainwave Studio on a Mac. There's other ones you can get, there's free ones, there's all kinds of stuff. But just look for a binaural beat program. So with that said, that is the end of today's show and I will be back soon wiz war tips and strategies and stuff on how to build sales funnels and grow your business. I'll talk to you soon. Bye.

In this brand new episode I have my first guest on the show! This is the first of many great interviews to come. Now if you've listened to most interviews, quite frankly they usually suck. Everybody talks about "their story" and you get no real value. Not with this interview. In this interview Kavit Haria and I interview each other. It's like sitting in on a high level mastermind group. We'll get into the SPECIFICS of what each of us do with our clients to get such outstanding results. It's one you won't want to miss. In this episode I'll discuss... Kavit's advice for anybody launching a new product into the marketplace... Exactly how, when and why to do surveys in your market... *Ninja tips on how I 6x'd my optins for my side business using popups... Our top 3 book recommendations each... And MUCH more... It's a great interview. Check it out, share it, and let me know what you thought! Resources Mentioned Funnel Day OptinMonster InsiderInternetSuccess.com SurveyMonkey Transcript Jeremy Reeves: Hey guys, this Jeremy Reeves from the Sales Funnel Mastery Podcast and I have on the line with me today, Kavit Haria, you have to let me know if I said that right. Kavit Haria: Kavit Haria. That's right. Jeremy: Right. Kavit Haria. So today, Kavit and I have been talking and we decided that it would be kind of a cool thing to do. So instead of having a one-person interview, we're just talk and brainstorm and kind of almost like the little mastermind group. I think that's going to be most beneficial for both of our audiences. So if you're a listener of mine, you know who I am. My name is Jeremy Reeves and if you're not, if you're one of Kavit's subscribers, then you may or may have not heard me before and if you don't, again, my name is Jeremy Reeves and I am a Sales Funnel Specialist. I basically help people figure out what their sales funnel's going to be, the whole automated marketing funnel thing? That's what I help people with. So taking people from prospects, from when they first hear about you, and making sure that you have the right positioning in place, the right offer, and having them go through automated sequences. Emails, sales letters, videos, and everything that makes up a sales funnel. And do that in the proper sequence and have all the right offers for people to greater profits and automate your marketing so you can focus on higher leverage activities and all kinds of stuff that we'll get into today. My website is JeremyReeves.com if you've never heard of me before. I'm going to pass it on to Kavit and let him explain what he does, who he is, so that my audience can get a good understanding of what he does. Kavit: This is a pretty interesting thing, Jeremy. I guess we are co-interviewing and co-answering also. So not only am I being interviewed, I feeling like I'm also interviewing you, so that's pretty cool. My name is Kavit Haria and I've been online for about 10 years. I've been trying to build businesses online. Succeeded in a few different ways. Got into a few, different, cool ventures. Ultimately, I like the fact that I'm a musician and I play (02:30-02:32) and I use that to launch business online, selling music education to other musicians. Kind of like helping them work in a good (02:41-02:42) that marketing is very important in my career. I needed it to help me get out there and show my music. If I wasn't good at marketing, I wouldn't get (02:51). If I wasn't good at promotion, I wasn't going to get an exposure. Nobody was having me sign up for a band. Nobody was signing up for promoting and my music essentially is part of my dream. So I learned that marketing is very important. To cut the story short, really, the problem at first is inside our music business where I learned to create info products and sell a lot of educational material and automated funnels, which is what we're going to talk about in a second. I also learned that I have this ability that I engineer a process where somebody would come to the site and really engage with me and really engage with my stuff and buy my stuff, not once but over and over again within a period of time, that my lifetime customer value is really high in such a short period of time and I was doing all that, once build, and never having to touch it again. So I heard some really cool things there that I didn't go out on a flight to other businesses that I went out to consult in before starting my current business InsiderInternetSuccess.com. Where we basically work with people that have profitable business ideas or business ideas that they think will really work and we sit down with and walk them through a business strategy, a business model, and build the entire thing on the web. So we're kind of very similar in what we do, so it's really good to collaborate with mastermind right now. I'm talking a little bit about how we're building sales funnels individually and have different angles to it, but it's all very creative work and also scientific work and also how other can benefit from just listening in on this. Jeremy: Yeah, definitely. I even said we're almost semi-competitors but I'm kind of on the mindset that there's more than enough people, that everybody has their unique flavor to what they do and people respond differently, they resonate with people differently. So it's cool once you get two people together that do similar things and pull the intricacies of what we do. I think it's going to help both our audiences quite a bit. So really quick, when I first heard about you and when I read about you, your whole music thing, I didn't realize how you're very humble about how you said that because I saw your 'About' page, you did performances with Paul McCartney and Jimmy Paige and all these heavy-hitters and famous musicians, so tell me a little about that. I'm curious. Kavit: Well, and they are really awesome and nice. I remember them very, very clearly and they were also in big venues. We're all about world festival in Holland and U.K. and lots of places. I've performed in different continents, also. But I guess I (05:44-05:45) to get out and play my music. Because I know how to make instrument but I didn't want to play with Indian music, I really want to fuse it with the Western stuff and we hear it a lot these days. Now, it's a lot more mainstream. A lot of R & B and Hip-Hop scenes. Even rock music and Latin music, even that you hear these days. I can hear it very intricately and I can hear the same drum that I play up here in that music and people don't even know what it is. They key was I had to learn to build confidence. I had to learn how to very clearly articulate what I did, and very clearly know exactly know what I did and help somebody else. And as soon as I started to do that, as soon as I started to tap into other musicians and show them how this could work for them, how it could really help them stand out if they were to use this kind of stuff, and then we started to perform and get known, it lead to other bigger opportunities. And so I remember performing for our best musician called 'Donovan', and he was celebrating his wedding anniversary as a concert in the Royal Albert Hall. He was singer from back in the day and he was singing with the London Contemporary Music Orchestra and his friend who was a special on the show, was a performer was Jimmy Paige. So I remember this occasion. I actually, I got (07:10), I have to admit. Music and Jimmy and Paige, didn't know what he looked like, don't remember his music, nothing. But I remember we were in the musician's canteen and the orchestra was performing and rehearsing with Donovan and I was sitting there and I ordered a bit of food from the musician's canteen, I was a nobody, I remember at that time, still with music, to be honest. And this guy walks in and comes and sits with me because I'm the only one sitting there, so he comes and sits, so we start talking and I realize that this is Jimmy Paige, I realize that Jimmy Paige is a great guy, I started to feel a little interested in what he was doing and we talked for 45 minutes, right before the performance. I didn't even know he was there to perform, I had no clue, whatsoever. We then went behind stage, we practiced for about an hour and we performed on stage and it was beautiful. It was absolutely beautiful. Jeremy: That's awesome. That's a really cool story. Kavit: So the picture you see on my 'About' page is us sitting in the canteen, having apple pie or custard, basically. Jeremy: Sounds good. I can go for an apple pie, actually. That's one of my favorite desserts. I haven't had one in a long time. So let's jump in more business stuff. We each have our own approach to how we work with clients, how we work with customers, that kind of thing. Let's just say someone was coming to you and they didn't have anything. They had no assets in place, whatsoever. If they were basically starting from scratch and wanted to build a lifestyle business, that's a big buzz word these days, what would be your process to help them from that first stage of business, going from nothing to 6-figures is the big first mark and then it's like half a million and then a million. So what would your advice be like? What would your process be working with somebody to get them to that first stage? Kavit: For an automated business system, there 3 stages. The first stage is strategy. We basically sit down and think about their profitable business idea. At the end of the day, you got to have an idea. If you don't have an idea, then you generate a whole list of ideas (09:21) with analyzing and testing information and find the best one. But generally, apart from that one, you got an idea, you got to simply think about, "What is the product that I want to sell?" And the way you think about that, first of all, is "What are the problems that the market that I'm attacking or going for has and what is the solution that I can provide to them?", so you got this idea, you got this market, you got this huge problem that might be facing that you're trying to solve in the service or product and you've really made it knocked down. For me, the biggest way to test and do all these things is surveys. And I do a huge number of surveys. In the beginning, at the end, after purchase, before purchase, throughout the lifestyle of the client. And I'm trying to find out and get into my head and really understand what is really important for them? What challenges do they have? How can I help them with their challenges? What would it mean to them if I helped them solve their challenges? So I really want to get and understand all of this stuff. And it's really, really worth the time to do that because even one or two, three insights that I get could change the way that our (10:29), could change the way that I present it when I speak it. I'm sharing my value with them and that could mean a lot more sales. So surveys are (10:36-10:37) that. And essentially, what I'm looking for is a sales funnel that has two key parts. The first is what I call the '24/7 Marketing Machine' which is really giving a lot of value on the front end to solve that problem that that person might have in their market and giving them a value in exchange for their information, for some ideas or survey questions that they might complete and then giving them a series of emails that builds on my relationship with them and then that segment which is the '24/7 Marketing Machine'. The second segment is the 'Simple Sales System'. The way that the Simple Sales System works is once you build the trust and engagement in your emails, once you give them the value of building an engagement with them, the next step would be to figure out, "How would I take these people who are now hot leads and convert them to sales?" It could be a sales letter, a webinar, just an application form, that they speak to you on the phone, it could be any of these things. But what is the process that would work best based on what that person is selling? So there are two key systems. These are really crucial. What most people do is mix the marketing with the sales when really, they are different things. You can't sell to somebody if they're seeing you for the first time. It's very unlikely that they're going to buy so I've always found that take the time to invite somebody, to court them, to nurture them so they're ready to be sold to. Otherwise, you're (12:12) to people that don't want to be sold to and then you're why you're never getting sales. That is because they don't want to be sold to. So the first thing to ((12:21) is there two parts to that process. Get that person ready and then have it processed to sell to them. And then anybody that's starting out should always be thinking, "Well, there's so much to build, there's so much to do, how do I get all of these things done?" And the first step is to take each step at a time. So set up the first element, the marketing section and then set up a sales section. Put it all together. The second thing is then to stop thinking about how you can bring other people in to help you to do that because there is a huge amount of work and you want to whatever you can to get it right from the beginning. It might be about the cost, it could be systems, it could be technology. But whatever it is, I'm not saying you have to spend money on hiring people, but it just could be the right technology to help you automate the things that you  need automate so that you've got more time off to go back and spend sending traffic which (13:10-13:11) part in the system. Jeremy: Yeah, and it's funny a lot of people make the mistake of putting their time in the things that don't make a difference. You have to figure out what your unique ability is, like what you're best in the world at, and make sure that when you’re working on your business, you're working on those activities. One of the easiest ways to find growth in any business - doesn't matter what stage you're at - is to just get rid of those activities that aren't giving you the highest leverage and hand them off people who are still capable of doing them. Whether it's a freelancer, like a part-time kind of thing, just outsourcing or full-time employee, whatever it is and focusing on the activities that are bringing you highest leverage for your time. Beyond all the sales funnel stuff and that makes it all automated, for the stuff that you're doing on a daily basis, it's so important to figure out when you sit down, when you're at your computer, at your keyboard, you know what you should be spending your time on. That makes a big difference. You mentioned about surveys. That's a huge part of my process too. In fact, after we get off the call, I'm setting up a survey for a client that I'm working on. A lot of people stop with just an online survey. Most people don't do any type of surveys. They really don't understand their market at all. They really don't understand their frustrations, the pain points, what people are there for, what ways to segment. Surveys are a really good way to segment your audience so that when you're sending out your emails, you're sending them to the right people. So doing the survey is step one. And then if you really want to get in tune with your market - and this is especially crucial if it's a new market or if you're trying to get to the next level of growth whether that's from 500,000 or to your first million, whatever your next level of growth is - talk to people on the phone. So when at the end of the survey, you have a question like, "Hey, do you mind if we call you? Leave your phone, it's optional of course." you'd be surprised how many people leave that. I know when I have clients, a lot of times, I'll ask them to send out an email saying, "Hey, we're trying to improve your experience. We have someone that wants to call you and understand how we can help you better.", then I'll call their customers and do that. For some reason when you get on the phone, you can get 200 survey responses. And that's usually around the number I'd typically recommend because over that, you start getting the same thing over and over and below that, you're not really able to see trends as well. So 200 is a pretty good number to start with. But if you talk to five people for 20 minutes or an hour and a half or whatever out of your time, you're going to get so much deeper of an insight than what you get with just online text surveys. That's one thing I would recommend when you're doing this. Regardless of where you are in your business, you should be doing surveys. Kavit: That's a great idea. Do you have a formula for how you make them work? Jeremy: What do you mean for how to make them work? Kavit: Like, how do you get the maximum input from your users or your prospects? So like, they're giving you the really good information that can help you turn a lousy campaign to a really good campaign. Jeremy: Do you mean on the phone when I'm talking to them? Kavit: No, in the survey itself. Jeremy: I don't have any specific templates. Like, you're asking for their biggest challenges. It's kind of different with each market. I write them specific to that market. Like, "When you're doing this, what's the biggest problem you're having?" or "What's the biggest challenge you're facing?" or "What's the main reason you're doing this in the first place?" For example, if people want to lose weight, "Why are you losing weight?", and it's so different. Some people want to do it because they want to look good for their spouse, other people will want to do it because it's more of an ego thing, they want to look good for other people or walk down the beach with their shirt off. That's a good idea. I should come up with templates for it. I usually do it based on that market. When I start any new project, I always obligate a questionnaire. I always talk to the client about it and a lot of times I do funnel days. It's like an in-person consultation with the client so I spend the whole day with them so that I have a good understanding of the market and then I base the surveys off of that. But even just to get started, even if you have a two-question survey that is basically, "What is the greatest challenge that you're having when it comes to..." and then whatever you're trying to help them with. And then also "What's the number one reason you're trying to achieve that goal?" If you just start with that, then that would help quite a bit. It's a really good place to start. And then you can get deeper as you go, take those questions, talk to people and you'd be able to come up with other questions based off of those. Because you'll start seeing trends. I really should get templates, though. Kavit: Quick question about that, how do you then use the survey information? Like, do you segment your mails? Or do you use that information on emails? What do you do? Jeremy: That's a good question. One of the main reasons I do surveys is obviously, number one, to understand the market and that's for all the pieces of the copy. There's a lot of times that I've used actual quotes in the copy or I kind rearranged it a little bit and used it as a headline if I see it coming over and over again, it's a huge pain point. What I do is when I go through the survey, I make a list. Let's just say that's frustrations. So the two main things are the frustrations, the challenges, the problems and then the other side is the reason why. So depending on the market, what I do is I go down and I have two separate Word documents and I go through all the surveys manually because you just get a lot out of it. You can do multiple choice but I usually do open-ended questions because people give you real answers rather than whatever you want to give them, basically. So I go through it. I spend half the day or whatever. So let's just say I'm reading through and I see seven big objections coming up all the time, I write them down in a bulleted list and then  mark down how many times it comes up. So if one of the main objections is price, then I know to counter that and write a copy to overcome that objection more in the copy and I place it higher on the page. And then the same with the reasons why their doing it, I segment that based on the reasons why. Let's just say I have a side business and I did surveys to find the reason why they want to dress better. So I went through it and I found out that the three biggest segments were: Number one, getting girls, attracting other people to them for dating and things like that. The other one was confidence. A lot of guys, this is a guy's website, they feel more confident when they're dressed nicely. You just feel different when you're dressed in a nice suit rather than comfy pants. You stand tall and get more confident and all that kind of stuff. And then the third one was success. There's a segment of guys that are young professionals, they're trying to get a raise, they're trying to get better (21:56), all that kind of thing. So I look through that question and I mark down segments based on that and then I can in the emails. So that just gives me three segments. You can also do this with quizzes, by the way. So let's just say three segments. It could be two, it could be ten, but let's just say three. In the first email, somebody comes into your funnel. So there's two ways to do this. Number one is you can segment with your lead magnets that you get. Like the free value it could be free video, free report, whatever it is. You can segment with that. For example, I might have three different lead magnets. One is appealing to guys who want to dress better for success. Seven ways to dress better to get a big promotion or whatever it is and then you can segment that going to a separate list that talks about success and overcomes the objections, the frustrations they're having that area, it gives them tips, and builds relationships specifically to that. So that's one way. And then the other way is if you have more of a general lead magnet. Then let's just say 'How To Dress Better In The Next 4 Days', like, we have a four-day crash course  on how to dress better. So what we can do with that is in the first email, "Hey, I want to send you these emails that are you going to tell you how to dress better but in order for me to send you the most relevant information, I just have a quick question - what's the biggest reason that you want to dress better? Is it to pick up girls? Is it to get more success in life? Or is it to feel more confident?" And for this, you need Ontraport or Infusionsoft, like a CRM. Basically any email service that can automatically segment based on a link that they clicked. Then they click the link and then they go into that specific segment. So then there's a little process after that. Does that answer your question? Kavit: Yeah, that's great advice on surveys and segmenting and stuff like that. What I want to know is, and I think this will be useful to everyone, what is the process you go through to build a sales funnel? You're sitting down with a client, you're talking through the while process, what is it? Jeremy: The first thing I do is I get in touch with the market. Research. Understanding the market, understanding what they want, and then looking at the different products. Some clients already have the product. Maybe they're successful in another business. They hired me for a new business, whatever the case, we have to build the products. Actually, the guy that I'm working with coaching is doing that. So we find out what are the needs that are not being met in the market place? And that's based on surveys, talking to people. You can look at your competitors, see what they're doing. I do more for ideas rather than ripping them up. So that's first. The second is there are three stages - before, during, and after for the sales funnel. And one of the things that you talked about was not every sales funnel is the same thing. There’s a lot of people that are like, "The 8 Sales Funnel Templates", and it doesn't really work well because different types of funnels work for better for different markets and for different needs and for different products. In one, you might have the typical free report and then the emails and then the upsell sequence and then buyers' sequences. For others, you might want to start with the webinar. For example, I'm working on a project right now and he's selling a $7,000 coaching program to cold traffic. So that is very much different. There's a lot of relationship-building and trust-building and... Kavit: And it depends on what they're selling, the price point, the audience, the mindset, what they're used to or accustomed to, all that kind of stuff. At the end of the day, whatever you do has to, in my opinion, get the person ready to (26:48-2:50) Jeremy: Yes. Exactly. And one of the big things is time frame with that. If you're selling a $5,000 coaching program, you need a little bit more time for them to warm up with you first. Video's really good if you want people to bond with you a little bit faster. If you're selling $27 e-book, you can do that in a lot shorter time frame because it's not much of a risky for them. But you still need to create that bond. But you can do it a little bit faster. So the first thing is figuring out what do we have to do? People come to you when they first meet you. They first sign up to your list. They're on the left side of the line, that's where they are right now. And then the right side of the line is where need to be to buy your product. And again, that line is going to be bigger or shorter, depending on all the different things you said. The 'Before' process. What do you have to do? What emails have to be in place? What bonding has to be done? What authority has to be shown? What trust has to be built? That kind of thing to move people down that line. So each little touch point that you have - you show them a case study, it moves them to the right a little bit. You give them results in advance, it moves them down the line a little bit. I always think in my head, instead of like, "Oh, let's do x amount of emails", and then that's it. It's more of how do you gain control of their buying process? So you're constantly thinking, "How do I move them down the line?" rather than like, "Okay, let's just throw ten emails in here. It doesn't matter." and you just mish-mash them. It has to be done in a specific sequence. Kavit: It's psychology. So the whole point is that it doesn't matter emails you're going to do. It could be as little as sixteen or it can be as many as fifty, but the whole point is that person's got to be ready to buy. Jeremy: Exactly. So that process, part A, the 'Before'... Kavit: I have a question there. How do you know when they're ready to buy? How do you decide that? You, know, this is the number of emails or this the point where they're going to buy? Jeremy: I wish there was an answer to that because I would be a billionaire by now. It's kind of based on intuition and market research and doing best guess. If there's any way to figure that out specifically, I would love to sell that. Buy it's just based on understanding the market. Each person is going to come to you in a different way. I've had people that found out about me whether it was on the podcast or a guest article and I've had people do $20,000 products within one week of finding out about me. I'm doing a sales funnel for somebody and I forget, like, 13 grand or something. And I never spoke to them on the phone. I did it all through email. And that's because it was a referral. So that's a very different process from if he's never heard about me, he got referred to me by someone that he trusted. so he was already three-quarters down that line. And because he was using that trust from the referral, pushed him all the way down the line. He didn't have to go through my typical process to be able to do that. So everybody comes in there differently. And that's why even from the beginning I give them the chance to buy. I'm not really a believer, and everybody has different opinions on this, I mean there's really no scientific answer for this - again, it just comes out of my gut feeling - but even from the beginning, I always want them to know that the product and services are there. It's a really soft sell for a while. But at the same time, they still know that they're there. So if they are ready, then they just click the link in the email and they're good. A little bit more aggressive stuff come later. And I never really get too aggressive because I'm a huge bonding kind of guy. My scale of aggressiveness is less than most. But that comes a little bit later. Again, I wish I had a specific way. That would be incredible. So at that point, that process gets them to guy for the first time. And you touched on this before. There's a process for getting them to buy for the first time and then there's another process for getting them to become repeat buyers and higher value buyers because they already built that trust with you. Whether your first product is the (32:08) like the really small-priced thing. It works well with some markets. It doesn't really work well with other markets. If you're selling a really high-end coaching program, it really doesn't work well in my experience, at least in those circumstances just because of positioning. So the second phase is what happens during the buying process? They literally just bought your product one second ago. That's the typical upsell experience. I think most of the people listening to this probably understand what that is so I won't go into that much. But it's the process of the one-click upsell where they just bought the product and you give them offers for buying products. It could either be at a discount or they get a special bonus if they buy it right now. And that can be done. Just look up one-click upsell script of software. Most CRMs like Infusionsoft, Ontraport, Hubspot have that built in. I think what shopping cart does, auto-responder, Aweber, email services like that, you can always integrate with a shopping cart that does it. Kavit: I find a lot of people don't do the upsell clicks. Everyone talks about it but not everyone does it. Why is that? Why do you that is? Jeremy: I don't know. Kavit: I think it could be a lot of work or it could be they don't know how to do it. They don't know how to automate it. It could be those reason. Apart form that, do you think that there's people out there that are concerned that it might irritate people? And how do you go with that concern? Jeremy: It's a very valid to think but in reality, it's very rare to get complaints from people. Everybody always uses the McDonald's example. You go in there, "Do you want fries with that?" sorry I haven’t been to McDonald's for ever. But super-sizing, that's it. And you don't get mad at that. They're just offering you a question. I think a lot of what it comes down to is how the copy's done, how you position it. If you're really aggressive with it, then people might get mad at you. I's all about relation and bonding because that person just gave me money, I want to take care of them. I want to make sure that they know that I am someone they can trust and relate to and bond with and have a relationship with. Mine is always worded in a careful and considerate way. It's kind of like, "Hey, you just bought this. This other thing is going to give you...", usually, the big three are better results, faster results, and easier results. So if you're thinking about what to put in your back end, whether it's an upsell sequence or it's just in the back end, that's always what sells best. Easier, better, faster. Kavit: Well, there's some people that are starting out that are listening to this. So easier, better, faster, what do you mean? Jeremy: So let's go to weight loss. You sell them whatever the initial product is and then 'better' could be, you're going to get the same results, let's just you're going to lose ten pounds, here's a seven-day blueprint to lose ten pounds. So they're getting the 'faster' and 'better' in that. Or with 'easier', it could be just adding "Without giving up your favorite foods". Whatever the things that work really well is software. Like, "Our software will do it for you", that's always another good one. I went through a webinar, I'm actually going to buy it (36:39). Probably tomorrow. So I went through a LinkedIn training on how to connect with people on LinkedIn and gain more traffic through LinkedIn and his whole thing, was "Here's the process for doing it but if you want to just automate everything, my software will do it for you.", so that's his upsell. It's easier, you get better results because it actually gets done faster because the software does it for you. So it hits all three of those points. Kavit: That's interesting. Jeremy: So software is a really good way to do it but there's a lot of different ways. Coaching is another good upsell because that's faster and better and easier. It's kind of like, "Hey, you can do everything by yourself, or you can work with me and I'm going to show you, step-by-step how to do it. We're going to get things done so much faster..." Hopefully, that gives you a couple of good examples for people that they can use in their business. Kavit: Let's talk tricks for a second. I want to make sure to understand, what are cool new things that I can add or do on my website? Because everyone's using all these tools like online chat and pop-ups and all these things. What are your (38:09)? What are your favorites? What do you see worth creating well? If you were to give me your secret advice, what would it be? Jeremy: I would say Live Chat is a good one and it's really easy to implement. You can go and just get Olark, theyr'e one of the free live chats, there's a bunch of them. Most of them have free plans. Usually, if you have live chat, it'll bump up your conversions just by having it regardless if people use it. For some reason it just gives them that feeling of confidence. Live chat is a good one. Compare to the amount of people on your pages, you don't get a ton of people that use it. I don't do my own live chat anymore, I actually used to. That's another good way to do research, by the way, just to throw that in there. Even if you just want to talk to your customers and do research. My employees do that for me. They're saved a lot sales because people will be, just for example, on the order form, and they're having problems, and they're like, "Hey, I'm having x problem, what do I do?", you can just outsource all of this and have your employee walk them through what might be happening, refresh the page, try this, and have them go through the whole thing. So live chat helps. I'm a big fan of pop-ups. But instead of having the same, it all comes down again to segmenting. Instead having one pop-up on the whole website, what I've seen really helps is - and I did this in my side business and I think it was probably about 6x how many opt-ins I get. Again, instead of just having it on every page, you have it on specific pages. For example, on our sales letter. I was looking for my Analytics and people who got this one email, converted at 4x the rate of just the average person on the (40:25) and that email was giving them a sneak peek of the product - so I was like, "Wow! That's a pretty big increase!", so I thought, "How do I scale that? How do I get that to more people?". My idea was on my sales letter, when they leave the sales letter, it says, "Hey, you weren't interested but maybe that's because maybe you wanted to take a sneak peek at the product first and make sure that it's for you." So then they opt-in, they get it. So that was my way of using analytics and then you say, "Okay, how do I scale that? How do I put that in the business?" So that bumped up the conversions quite a bit. That's just one example of using pop-ups in a much smarter way than just throwing it on there. If you have different categories for blog pages, let's go back to the weight loss example. Let's just say you have recipes and nutrition advice and strength training advice. So there are three very different segments. On all your category pages for recipes, you can have a pop-up that offers them. It's like, "Hey! You came here, you enjoyed the recipe, do you want our free e-book that gives you fifty more?" On the nutrition letter it's like, "Hey, you enjoyed our nutrition article, do you want one that gives you our 30-day nutrition plan?" You can also do that on your blog pages. I use Opt-in Monster, by the way. That's my preferred opt-in plug-in. So you can do that. One of the things that I did for Kinowear, the side business, is they have one specifically designed for mobile. They have the normal one and there's one specifically for mobile and when I added that, the mobile actually gets more opt-ins than the regular one. I have to split test this. This is kind of just like conjecture, but I think the reason that it converts so well is because of how I positioned it. I positioned it as, "Hey, you're on your phone," and this wasn't the actual copy, it's the concept, but it's like, "Hey, you're on your phone, it's probably going to be hard to read the website, why don't you sign up here and I'm going to you free advice on getting stylish and the next time you're on your email, you can read it. It's just going to be a lot better of an experience for you." I forgot the exact copy that I have on the opt-in form but its' like that concept but it's like, "Hey, let's make this easier for you. You opt in here, and I'll send you this through email. You can check the next time you're on your computer." So that helped quite a bit. Kavit: That's awesome. You know what I wanted to do was (43:30-43:31). So for a while now, I've been creating and testing a lot of different lead pages, especially when I do advertising. I know on my own site, I got a lot of lead boxes all over the place. Inside blog posts, I've got specific blog posts about lead pages. Like one, if it's a report about content marketing, I've got something I'm giving away about content marketing, there's a lead box for that. If it's a blog post saying about a plug-in, I've got to push for that. And then I got video episodes like podcasts. Then I transcribe each episode and I give the PDF away but in order to get the PDF, they got to opt in. So every single episode is like a lead page. And that's 90+ lead boxes just for the episodes so it's really, really cool. Then I'm building lots and lots of opt-ins, Then (44:19) segmenting in so many different ways. And I found that although some people opt in, like, 10, 15x in different lead boxes, because they want different things, the more they opted in, the more I'm able to segment them and say, "Hey, you seem like an active user. I think I'm going to follow up with you to say maybe you want to come up on one of our discovery (44:40)" or whatever it is just they are more hyper active. Jeremy: Yeah. Absolutely. That's a good idea. I like that. Kavit: We're running out of time now, so I got a question for you. I think for me, whenever I want to get to know somebody, I want to know what they read because what they like to read tells me a little about the kind of person they are. So what are your top three recommended books? Jeremy: Let me give you two business books because we're talking about business. But I'm also a huge fan of a life of balance. Like, not just working all day because I have one-year-old, I have a three-year-old, I have a wife and with a good relationship with her. So I want to see all them. All of our family lives within a 15-minute radius of us. We actually have friends coming over tonight. So we're always doing stuff with family and I think that if you just work all the time, and a lot of people are like, "Oh, my business is my passion" and my rebuttal to that is, "Okay, I think it's kind of a limited life if you only have one passion." I love this. I absolutely live working all day but I have a lot of other passions. I'm getting certified as a chef right now just because I love it not because I'm going to go out and cook for people. My wife likes it. Kavit: But this is certified chef. Jeremy: Basically, like a professional cook. But there's online classes and stuff that you can take and get professionally certified but I'm just doing it because I love to cook. Anyway, I'm also going to give you one non-business book. The number one person of influence is Jay Abraham. Sometimes I think a little bit too strategically, that's I have number two. The first person is Jay Abraham, any of his books, just read them. Kavit: If I was to answer the same three questions, the first book to have on my list is 'Getting Everything You Can Out of All You've Got'. Jeremy: That's number one for me. Kavit: That's really good to hear. Jeremy: So 'Getting Everything You Can Out of All You've Got', that's number one. Number two is Dan Kennedy. Basically, anything by Dan Kennedy. He's got a whole bunch of books. I would say like off-the-top-of-my-head, the one that really resonated with me is 'My Unfinished Business '. It's almost like autobiography. And also another one is Richard Branson and his autobiography was awesome (47:44-47:45). And then the non-business one, I don't know if you're familiar with Strategic Coach but they have a thing where you have either a focus day, which is your top priorities, top leverage activities, your buffer days which is more delegating and kind of just like those stupid, little projects that you have to do, but they're not contributing all that much. And then free days. When I take a free day, there's zero business, whatsoever. I can't talk about business, I don't look in my email, I don't answer my phones calls. It's just to completely unplug and it makes a huge difference in your motivation levels, your creativity. In fact, this weekend, I'm doing Saturday and Sunday free days which is cool. So my non-business book would be anything in the Alex Cross series. But Jane Patterson? Those books, last January... Kavit: You know what? James Patterson and Lee Child, I absolutely love Lee Child. Jeremy: He's actually on my list for... Kavit: You got to read his stuff. Jeremy: Yeah, I'm reading 'Dracula' right now. Kavit: I'm just saying, Lee Child inspired me to write better email. They're short. (49:00) it's as if you're speaking. Personality, it’s (49:03). Jeremy: And that's the same with Alex Cross. One of the big things that I've learned from him, and another thing is when you read novels? You really do become a better writer. Because you pick up and you're like, "Oh, man." Like the way he structured that, with Alex Cross, his cliff hangers, they're just unbelievable. It's absolutely brilliant. On my free days, I'm always reading novels. Like I said, I'm reading 'Dracula' right now. Again, Lee Child is on my list for after 'Dracula'. So I'll be buying a couple of his books. So those of are my three. Kavit: That's pretty cool. (49:44) and I appreciate that stuff. Jeremy: Yeah, how about you? So number one, 'Getting Everything You Can Out of All You've Got'. Kavit: Getting Everything You Can Out of All You've Got', and then number two, I would have to say would be 'The Ultimate Sales Machine' by Chet Holmes. Jeremy: Okay. That's a good one. Kavit: That's a pretty good book. At number three, and it's non-business, I would say 'The Four Agreements' by Don Miguel Ruiz. It's like a spiritual slash (50:12) those kind of books. Really, really good four agreements that (50:16-50:19). Jeremy: I bought a whole bunch of bookmarks that has the four agreements on them. Yeah, we seem to share a lot of very similar interests. Kavit: Yeah, but of course, like I said, the books that I generally read that are not business-related are Lee Child and that kind of stuff so that's kind of cool. Jeremy: Nice. Kavit: Well, I appreciate you inviting and I inviting you on this cold call and I hope that everybody gets some really good benefit from this (50:50). Hey, Jeremy. Where can people find you? Jeremy: I'd like to think that my website does a good enough job of "selling me". I won't send to a free report or anything like that, if you just go to JeremyReeves.com. When you go there, it basically tells you who I am, what I do, you'll be able to see testimonials, case studies, results that I've gotten for people. And then there's three things like if you're interested in working with me or doing anything with me, you can either get on my list and there's a free report there. I have automated webinars and stuff that you can go on to get tons and tons of value. There's a 'Services' button if you're interested in working with me. There's a 'Products' page if you're interested in looking at the products that I have. I would say just go to JeremyReeves.com and see where it takes you. Kavit: Brilliant, brilliant. Jeremy: How about you? Kavit: InsiderInternetSuccess.com. You should just check it out and you'll see what I'm talking about. Jeremy: I highly recommend his 'About' page so you can see his music stuff. That was intriguing for me. Kavit: You should write more about your chef stuff and family stuff. Jeremy: Oh, I do. Kavit: That was new to me. Jeremy: Yeah, in all my emails, that's where I have most of that stuff. Hey, it was great talking with you and everybody will get a lot of value. Kavit: Yeah, speak to you soon. Jeremy: Yeah, sounds good. Thanks.  

In episode #23 we discuss everything you need to know about how design relates to growing your business. Design is a topic many people are still unclear about and I have a lot of experience both testing design and working with clients who are putting design as a higher priority than everything else - which causes nothing but delays. In this episode I'll discuss... What REALLY matters when it comes to design (hint: It has nothing to do with how pretty your site looks) How to avoid design delays when building your sales funnel (or any other project) The "forgotten" skill any copywriter should have to make your life easier when working with them And so much more! I think you'll find this one interesting. Designing a website, whether from scratch or redoing an existing site, is a necessary evil. This episode shows you how to make the most of it while avoiding delays and producing the most revenue. Resources Mentioned www.UserTesting.com www.CrazyEgg.com Transcript Hey, this is Jeremy Reeves and I want to welcome you back to episode number 23 of the Sales Funnel Mastery Podcast. So it is Monday morning I just had a very, very cool weekend I actually... So, one of the things that we're doing in strategic coach that I signed up for this, I don't know, couple of months ago, whatever. They basically should've had built kind of like a lifestyle business, but actually scaling the business, so a lot of people (inaudible 00:46-00:47) that are, you know, like, a hundred thousand or whatever. So, they're actually showing you how to do that but actually when a big business, you know, like a self-managing company that's kind of their whole thing so that's, you know, I've been changing a lot of things about my business with that and one of the things that I've always loved to do is cooking, you know?  So, I grew up and I always used to help my mom cook dinners and the, you know, and all that, and we had a lot of homemade meals and all that kind of stuff and that really made an impact on me, and I've always just loved cooking, and I've loved the whole process, you know, I love the whole creation process because I'm an entrepreneur, and you know, you get out a bottle of wine or whatever, and you know, it's a really good time for me (inaudible 01:26-01:27) to connect, and you know, cook together, and then eat together, and have a nice night, you know, put on some romantic music, all that kind of fun stuff. So, what I just did was sign up for a, like an online cooking certification class, you know, and you can actually get, like, you know, professionally certified, and all that kind of stuff which I, it's funny, I actually might do not, not because I'm going to become a professional cook but just because I just, you know, whenever I put my mind on something, I have to be the best at it, you know, I can't, I can't do something without being the best at, you know, it's not me.  So anyway, so that's what I worked on a lot this last weekend and it was really cool to just get away from business and start a completely new hobby, you know, I made a, I made a huge thing of Minestrone soup last night which was absolutely fantastic, I can't wait to eat it for lunch today, actually, probably like every day this week because we made a, we made like six quartz of it. But, but yeah, so anyway, today, we're going to talk about design, right?  So there's a lot that goes into design. There's two things that we are going to talk about. Number one is does design matter when it comes to conversion and, you know, increasing sales? Number two is how to work with designers so that you don't delay your projects because, you know, I've, I, I, I, you know, as you know, I work on the other side of that so when you're putting a project together, and this is for online stuff, when your putting a project together, you know, there's the marketing side, the copy, laying of the words on the page, and then there's the design of the page, you know, the look and feel of the page. So, over the course of my career, I’ve worked with, you know, like, kind of like, collaborated with designers and worked with clients who, you know, they got my copy and then they had to create the design. Now, with a lot of my clients, we actually do both, you know, so, we actually, like, my, like, I have, like a whole team that does everything for you. But some clients have their designers or whatever so they use outside designers. And in almost one hundred percent of the cases, one of two things happens, number one, either the whole project itself, getting started, gets delayed which is something that's happening right now. Or once, you know, once the project starts, it gets delayed because, you know, they want, well, I'll get into it, alright? So, those are some of the things that I'm going to cover today. So, let's just start with: does design matter in, when you're making sales, right, online? The answer is yes but not as much as you would think, right? So, design matters a lot more since Apple, before Apple, design, especially online, didn't really matter what celebrity, you know, there, people have (inaudible 04:20) and this is for, I mean, you know, this is for decades, you know, people, oh, you know, has to look pretty, it has to look, you know, it has to display my, you know, my brand, all that kind of stuff and it's true to a point.  It kind of depends on your brand, you know, Apple, if they put out something that was ugly, obviously, nobody, you know, everybody would hate it because their brand is design, okay? So, if your brand is design, then it's going to matter, okay? Beyond that? All you need is kind of like a minimum, minimum threshold of, you know, it just has to look nice, it doesn't have to be beautiful, you do not have to spend, you know, fifty thousand dollars on design to get it absolutely, you know, stunningly perfect, it's not going to make that much of a difference. I've worked with a lot people who kind of specialized design and stuff and really, when it comes to making sales and how design relates to that and all that kind of stuff. What it boils down to is readability, okay? So, again, it doesn't have to look beautiful, it has to be easy to read, alright? And that's where you're going to want to focus on when you're working with designers, you want to, when you're looking at their, at their portfolios and all that kind of stuff, you want to make sure that it kind of like sucks you in, like, it just makes it easy to read. You don't want too much clutter, you don't want too many things going on. What you need for ninety-nine percent of the cases, and again, this is, except, like, if you're whole brand is based around your design, then that's kind of like the exception, but beyond that, if you're at that, if your, you know, selling point isn't design then all you have to know is that all you have to do is make your website readable, okay? When people, there shouldn't be things in the way that are kind of blocking people as they're reading. It should be very easy to read. You should focus on being clean and having a lot white space so that people can, so that things aren't clutter, you know, you want space and things in between your images and your text and, you know, you want subheads and stuff to break up the copy.  So if you look at any of the pages on my site or Kinowear, so JeremyReeves.com or Kinowear.com, you'll see that everything is very, very easy to read. I've actually designed those pages myself. I've kind of like developed a little of the design taste over the years and it's really not even design, it's just making it very clean and easy to read because that's what makes sales. It doesn't have to be crazy, you know, and have to have all these graphics and all that kind of stuff. It just has to be clean and easy to read. Now, another exception to this is, I have another client now who, she sells stuff to kids, you know, so hers, you know, hers has to be clean and easy to read with a little bit of, you know, she actually focuses a lot on, a lot on design because of her products, you know, who their market is, it's to little children. So, you know, you can't have, like, boring stuff, you have to be able to, you have to be able to, kind of like follow in line with the kids expectations, to make it fun for them. So that's a little bit different.  But her website, you know, again, it's, and I'm, we're going to be rebuilding the whole thing. And you know what I'm going to be focusing on, is just, again, clean and then we'll add some in like, they have like, hand-drawn cartoons and stuff like that. So we'll add that into the mix, right? Now, so that is, that kind of takes care of whether it helps increase sales. So basically, it does but the copy is more important, the copy is like eighty percent of it, the design's like twenty percent of it. So, it's worth getting design redone, right? But you don't have to spend a ton of money on it and it should not be top priority. So, with that said, let's move on to avoiding delays with design. So again, there's two parts, number one, needing feedback from designers before you do all this other stuff, okay? In ninety-five percent of the cases, that is not necessary. And I know, you know, I've told to clients over the years, it's kind of funny at this point, I've told this to clients, I mean dozens, and dozens, and dozens of different clients and every single one 'oh, no, no it does matter, it does matter, I just, I need to know, you know, what they're going to do first before we do the copy', and it's like 'no, no that's not what you should do, you know, you need the copy, the design rather, needs to flow around the copy, okay?'  You don't get the layout of the site and then make the copy fit that design. That is how you kill your sales. If you want to make the most sales out of your website and that's what it should be designed for, you need to get the copy done first and then make the design fit that copy, okay? So that's a very, very big (inaudible 9:27-9:28) there and it just kills me because, you know, I've told this to so many clients over the years and just, you know, nobody listens, I don't understand why they don't listen to the advice, you know? I've been doing this a long time, it's my expertise, it's what I do. And, you know, it's kind of funny, but, so, you know, if you have a project that you're waiting for the advice of the designers before you start the project? Stop it. That's all I can say is just stop it, you know? You need to, especially, someone like me, I've done this for so long, that I know how the site needs to be laid out. Actually, for most of my clients, depending on the situation, I actually create a wireframe for, you know, for the various pages, whether it's a sales page or, you know, whatever it is. This is usually for like website pages, like twelve pages and all that kind of stuff.  But I actually create wire frames with the copy in it, so then the designer can look at that, and the wireframe basically, if you don't know what it is, it's basically, imagine if you got out a blank sheet of paper and you kind of like lay it out of the page, like, say it's a homepage and so you put boxes here and then you can put like, you know, the headline in there and then you put maybe an image to the right or whatever so, like, you kind of lay it out in like a box, kind of situation. And you can add little graphics and stuff but it's almost like a hand-drawn type of thing with the copy in it. So then a designer can look at that and say 'okay, you know, here's all the copy, here's how it's going to be laid out, now I just have to make it look pretty', you know, because I don't know how to do that at all. So, so again if you have a project and you're waiting on designers to get started before you, and you want to get their layout or whatever before you hand that off to a Copywriter, don't do that. Do the exact opposite, you need the copy first and then you build the pages around the copy with he design, okay? And on the other hand, like, if you already have that together, your Copywriter, whoever you're working with, should have the experience of design because, again, readability is a big, big, big part of conversion so if you're working with a Copywriter and they don't understand that part of things, that's a big, like, they're lacking, like, a big skill because that's a huge part of, you know, of making sales is getting people to actually read the page so there's a big difference between design and readability, like I was talking about before, so your, whoever you're working with should understand how to make things more readable and should have, you know, read eye tracking studies and stuff like that to get like a general layout of how people read and how their eyes, you know, move down the page and go from this things to that thing and all that. So anyway, so I hope that helps, quick episode today, I hope that helps, I know, you know, a lot of my clients struggled with this because, really, you know, it's confusing, you know, you, you're working with two different people and you're trying to coordinate everything and all that, you know, and again first of all, the Copywriter should be able to coordinate with the designers to give you the finished product, you know? You shouldn't have to be, as a business owner, you shouldn't have to be the one that's, you know, coordinating everybody. First of all, some type of manager for that, you know, you shouldn't be in the business, doing that. (inaudible 13:01-13:03) just have whoever you're working with, whether it's me or whether, you know, somebody, some other Copywriter, have them be the ones that coordinate with the designers and they, again, they should have that ability to be able to work with the designers because they both go hand-in-hand. The copy is much, much, much, much, much more important than the design but, you know, again, the design does matter, like, you don't want, again, you need that kind of minimum threshold so that your design doesn't hurt sales, you know, so, so it doesn't have to be perfect in most situations, again, the exception being, if you're, like, something with like my client is selling the kids or you have to have certain design elements in there to appeal to the children and to the parents to make them look fun and all that kind of stuff because that's part of their brand. Or if your design is actually focused on design, like, you know, if you're a design agency then obviously your site's need to look really nice, you know, you know, you can't just have the blank white sheet of paper with a, with copy on it and spend so much. So, anyway, so that is my little spiel for today I hope this helps you in your, you know, future projects or if you have anything going on right now where you're trying to coordinate, you know, the copy side of things and design side of things, you know, it might be worth taking a look at the pages that you have. Make sure that they're hitting that, you know, that kind of minimum threshold. Make sure they're easy to read, do some user tests, you know, you can go to, I think it's usertesting.com. Get people to actually go through the page and say 'hey, you know, it's easy to read' or 'hey, you know, this part it kind of lost me'. You could also use something like, like Crazy Egg, the heat-tracking tools. I use that kind of stuff all the time and it shows you, you know, where people are falling off on the page so you'll see, you know, it'll say like at the very top of the page a hundred percent of people read this and by the time you get to the bottom, it might be twenty-five percent. But throughout the sales page you'll see that some parts catch the attention of your readers like for example my Kinowear site, when I did the, this heat-tracking stuff for Kinowear on the sales page, I noticed that the testimonials was like bright red, you know, it was like, it was red at the top and then it kind of cooled down a little bit and once people got to the testimonials, then they spend a longer time there, right? So that's, then I knew to bring my testimonials and then, at that point, my testimonials were more towards the bottom so I brought them up to the top of the page to get people, you know, get engaged in the page and go down and read it and engage with it and all that kind of stuff. So, I hope this helps you. As always, if you found this useful, I would really appreciate it if you share it with your audience, your friends. your, you know, coworkers, colleagues, whatever, business partners. If you have any questions, again, you can email me at jeremy@jeremyreeves.com.  Check out the show notes for all the links and, you know, if you want to email me, my email address is in there. If you would like to work together, I'm starting to get really crazy now in (inaudible 16:15) but one of the big things that I'm doing this year is scaling, you know, and focusing, working on the things, you know, world-class at rather than focusing or working in a lot of stuff that I'm only okay at. So that's one of the things, my productivity it's already skyrocketed this year. So I am able to take on more clients as of right now and then I'll also bring on new options throughout the year and stuff like that, it's been a really cool year for, you know, working with me. And I'm also actually doing a lot of really cool stuff for my clients once you become a client too that I'm starting to implement now. So anyway, I hope you enjoyed this episode. Pass it along, shoot me an email, let me know what you thought and I will talk to you next time.  

In episode #22 we discuss a strategy for packaging and re-packaging your existing offers to make them sell better. This is based off a discussion I had with one of my employees and is based on what I'm doing in the real world to improve sales for my side business. In it I talk about... * How I'm re-packaging my video course to make it more relevant and sexy to my audience * How to focus your time on what's working in your business * How to bring old, lackluster products back to life  * Why I'm purposely starving myself and why you should too (seriously!) It's an interesting topic that very few people talk about. It will give you a fresh perspective to positioning and packaging whatever you sell to make more sales and be more appealing to those you're marketing to. Want To Work With Me? Visit http://www.JeremyReeves.com or email me at Jeremy@JeremyReeves.com Enjoy! Transcript Well, hello! This is Jeremy Reeves and I welcome you back to another episode of the Sales Funnel Mastery Podcast. So, it is now January 2015 and I really hope that you have your goals set for the year. I’m actually, I have everything planned out for the year. I have my, I have my yearly goals, my quarterly goals, I have my monthly goals, I’m working on my weekly goal one, of them is recording podcasts. I’m really starting to make a lot of progress building my team, which is, which is really a big deal for me because I’m trying to scale the business.  This year, I have quite a bit. The only way to do that is by building a good team around me. So, that’s one of the big things I’m doing this year. That’s going to be one of the big game changer for me. It’s kind of like the main, the one, the number one main, you know, theme or whatever for the year. Hopefully, you have something like that too, which you should. So, today, we’re going to talk about something that me and actually one of team members were talking about the other day which is product splintering. Alright! So, it’s a pretty cool subject, right, so, here, let me give you the background of it. So, you know that I have the side business, Kinowear, right? It sells men’s style information, right? So, I have basically two main information products in that business. The one is the twenty-seven dollar e-book and it’s kind of just like a, you know, a basics, a primer course, that kind of thing.  And then there’s a video course which is, I think, is seven times more expensive, which I’m price-testing, but it’s seven times more expensive, it’s a hundred and fifty, So, we get around roughly seven times and it’s not doing a very good job selling, right, So, there’s some type of, there’s some type of mismatch between, you know, what the market wants and what this product provides, right?  So, and keep in mind, you know, if I made the product myself,(inaudible 2:01-2:02), because I would’ve done surveys and all that fun stuff first. But I bought this business last year, and this is one of the products that kind of came with it already. So, we’re basically testing if we need to just get rid of that product or if we can offer it in a different way that is a little bit more appealing to the audience.  So, I want to talk about that a little bit because it’s something that, you know, a lot of times, people, they have a product, and by the way, this does not have to be an information product, one of the big things that I’m trying to make known is that I don’t work only with information markers, in fact most of my clients aren’t information markers, but for some reason a lot of people are getting that impression, right? And that’s probably because of me the way that I talk about, you know, give examples or whatever.  So, you know, if you’re, you know, if you’re (inaudible 2:53-2:54) and you think that, know that I don’t just do it for information, you know there’s really, there’s the information products, service professionals, there’s offline business owners like like Brick and Mortar, there's a software companies, you know, the software service type of thing, and I'm blanking on the fifth one, physical products, right, so, I just a Funnel Day on the she sells physical products, that you know, they actually ship them out and all that kind of stuff, right?  So, those are, like, the five kind of main categories. But for this example, we’re going to talk about information because that’s my side business, right? So, the video course isn’t selling very well, you know, compared to the, you know, the upfront course and all the other things, right? So, it’s just, it’s just not, really hitting it. So, we we’re talking the other day, we come up with the idea to splinter the products, right? So, basically what that means is taking the whole of the product and splintering it down to individual pieces.  So, to make that more clear, this product has, I think it’s a, I think it’s twelve videos, right? And it sells for a hundred and fifty dollars, So, that’s whatever twelve dollars or whatever it is, per video. So, what I’m going to do is instead of selling, and keep in mind that this my audience is, they’re a little bit younger of a crowd, a lot of kids are college students, or kind of young professionals, so they’re not, they don’t really have a lot of, you know, money that they can spend.  And one of the big things, and one of the big objections, and you know I’ve done surveys and all that, one of the big objections to not buying this course, this video course, is that they, you know, they don’t want to spend a hundred and fifty dollars, they’d rather go out and spend that hundred fifty dollars on clothes, right? Which makes sense.  So, what we’re going to do, you know, we’re talking, and what we’re going to do, and this is, you know, this is something I’m testing, I’ve done this before on other markets and it’s worked fantastically well but haven’t done it in, you know, for this business yet, so what we’re going to do is take those twelve videos, and we’re going to you know, quote unquote, splinter them, we’re going to remove them, so instead of selling one course for a hundred and fifty dollars which includes twelve videos, we’re going to sell each individual video, right?  So, they’re going to come to the page and it’s going to be like, you know, “hey, blah, blah, blah, we’re going to help you with your style, yada, yada” you know and then, and then essentially, we’ll say “which of the twelve videos are you interested in?” and they’ll be able to pick, you know, you know, let’s just say video on jeans and shirts, and you know, ties or whatever. they can pick more than one but, they’re, instead of spending, instead of looking at this and think of it the mind of the customer, in stead of saying “Wow! this is, you know, a hundred and fifty dollars!  That’s a lot of money for something that’ll teach you how to dress well.”, it’s going to be like, you know, just say ten dollars, I don’t know what we’re going to price that, you know, maybe, maybe nine-ninety-nine or ten dollars per video or whatever and then the upsell is the whole course, right?  On sale, you know, for you know, maybe it’s, maybe you buy one video for ten dollars and the you get the, you know, on the upsell page you get the whole course for seventy-seven dollars So, it’s like, you know, half off the rest of them, or you know, buy, buy like, you know whatever that is, seven more and you get the other five for free, I forgot how many videos, I think there’s twelve or thirteen. So, that is product splintering.  What I want you to think about is, look at, look at your, look at the products that you sell, right? If you sell information products, and this could also be services, So, if you have, let’s just (inaudible 6:42) like if you have, if you’re selling software or product inf--or physical products, if you’re, you know, Brick and Mortar selling physical products, if you know, whatever it is that you’re selling you probably have more than one thing, like, you don’t have just one service, maybe you have four or five, you don’t just have one product, maybe you have, you know, a dozen or six or three or whatever it is. What you should do is make a spreadsheet, look at the total number of earnings per visitor and you can do this offline, you know, it’s a little bit easier online because you can just look at, okay, you know, a thousand people to the page, this number of people bought, that gives me x dollars, you divide the two numbers and then that gives you your value per visitor, so if you made a thousand dollars in the thousand visitors, that’s a dollar per visitor.  If you made four thousand dollars from the thousand visitors, then that’s four dollars per visitor, right? So, you look at that spreadsheet, figure out what products that are making you the most money, and guess what? That’s where you, that where you put your attention on, right? Because you’re going to put your attention, you’re probably going to find, that you know, like everything, you’re going to have kind of an eighty-twenty with this.  Your eighty percent of the money that you bring in is probably going to come from roughly twenty percent of the products that you sell, right? So, what you do after that, after you have that information, is say “Okay, well, we’re, you know”--sorry about that, what, what you do is say “Okay, we’re getting eighty percent of the results in this area, So, we’re going to put eighty percent of our focus on selling that product”, right?  And then what you also do is take, take one or two of the bottom products and say “Okay, why aren’t they selling?” Maybe it’s outdated. If that’s the case,get rid of it, I’m actually doing that with my Conversion Cheat Sheet Product, because, you know, it’s a little bit outdated. They’re have been a lot of new conversion tactics that have come up and all that kind of stuff. So, you know, it’s really not all that timely anymore, it’s not very, it’s not very relevant to what’s going on in today’s markets.So, I’ve kind of, you know, dropped that off a (inaudible 8:54). And then what you do is see if there’s an opportunity for you to product splinter, you can either put two products together which isn’t plain product splinter, but it’s just essentially rearranging your, your product offering to see if it resonated better with the market because a lot of times, you can sell something better if you just package it differently, right?  You know think of, think of cars. A lot of, I don’t know the specific car names off the top of my head, like who, I think Toyota and BMW are the same company, right? And they have, you know the same engine, and the same this, the same that, it’s like eighty percent the same car, but it looks differently, and it sells for two, three, four times the price, right?  So, that’s kind of how you want to think it, you know, look at your products or your services and see if there’s a way for you to package it differently to present it in a different way, to offer it, just give it a little tweak and see if that helps increase your sales. This is something I do with all my, my copy projects when I work with my clients. I’m always looking at, you know, how is this coming across the audience? Is it sexy? Is it appealing? Is it something that people want? Is it a no-brainer decision?  You know, those are the kinds of questions that you want to be thinking of when it come to your products and services. So, the lesson for today, pretty simple, look at, you know it’s January sixth right now that I’m recording this, it’ll be probably be out on the seventh or eighth when it goes live.  It’s the beginning of the year, it’s time to, you know, to start things, it’s time to get rid of the stuff that wasn’t working, it’s time to look at, you know, look the things that are not working and do more of them and that includes your product and services. So, you know, see of there’s a way to splinter the products like I did, you can break it down sell it individually if that’s going to resonate with your market, it’s not going to work on every market, I’m not doing that for my JeremyReeves side of things.  I don’t want to attract those types of people that only want to spend a couple dollars, you know. I just had somebody, while I was sleeping last night, he went through my entire Funnel beginning to end, he bought every single product through Funnel, I think he spent around, I don’t know, maybe eight hundred dollars or something like that, right?  And he spent, yeah, about eight hundred dollars, roughly, and he signed up for a Funnel Day, which is another either, what is it, it’s either fifteen hundred or three thousand for the Funnel Day, and then if gets, you know, if he has me implement his Funnel or do coaching after, whatever, then it’s, like, into the multiple thousands, maybe five figures, you know whatever it is.  But for me, that’s what I’m trying to, I’m trying to attract people like that, who, you know they’re smart, they’re doing good already, they have money to spend because they’re doing good, but they just want to take things to the next level, right? So, my Kinowear business is completely different that’s one of the things and that’s, that’s one of the things that actually is, it’s hard to teach in a Funnel Course because there are So, many, you know, intricacies in each business. You know, the positioning, your product offerings, price points, all that kind of stuff is So, different depending on who you’re talking to, what your goals are for the business, and all that kind of stuff. Anyway, that’s my, my rant, my long-winded rant for that. I think my mind might be going a little bit nuts, I haven’t eaten in twenty hours, I’m actually fasting doing, I used to do twenty four hour fasts, more for, more for, like, overall health. When you fast, your digestive system doesn’t have to work and your body actually repairs itself really nice and all that kind of stuff. There’s ton of research behind it. If you’re interested in, like, the health aspect of things but anyway, So, that’s it. If you have any questions about this, if anything was unclear, feel free to email me Jeremy@jeremyreeves.com. If you’re interested in working together, you know, in a coaching fashion, or if you want to, you know, check out any of the products that I have, the Funnel Formula would definitely be the, you know, the one to look at, that’s kind of like the flagship product, you know, if you want to go, if you haven’t yet, get on my list, just get on the website, there’s forms to fill out, that I give you free stuff like webinars, all that kind of good stuff for you to download for free.  I’m actually going to be coming out with a new webinar really soon. I’m kind of putting the final touches on it. Probably, probably, next, next Friday, actually, is when I’m going to do it, the day before I leave for Funnel Day in January (inaudible 13:30-13:31). So, that’s it! Talk to you soon again. If you have any questions, let me know. And the main thing to take away from this episode is just take a fresh look at the products and services that you’re offering to people and ask yourself if they’re sexy, right?  And you’re going to know if they’re sexy or not by the, you know, kind of the percentage of sales they make you know if you’re getting ten percent conversion rate on one product then two percent conversion rate on another one, well, maybe that other one isn’t resonating and you have to figure out why, right? So, maybe it’s just, that you know, just,you know, the content of it or whatever it is just isn’t resonating with the market, or it could be the packaging, like I, like we talked about today. So, I hope this helps you. Let me know if it did. You know, hit me up if you want to just say it helps you. I get people, all the time, just emailing me just to tell me that I helped them and I love, love, love to hear stuff like that. It honestly makes my day. It really does. I always get a smile on my face when I get, you know, when I get emails just saying “Hey, you know your recent podcast was awesome, it helped me do this, it helped me do that”, or you know, “It gave me a new insight, it gave me a new idea”, whatever it is.  So, don’t feel, you know, feel free, don’t be shy, I absolutely love hearing stuff like that. Don;t worry about cluttering my inbox or anything like that, I have, I have time for it. So, that makes me sound like I do anything, but I have time to see that I’m helping you, that’s what I mean. And plus my assistant, she’ll send it to me. But anyway, hope this helps and I will talk to you soon. For more information about me, to work with me, get free stuff, to check out my products, whatever, go to www.JeremyReeves.com, and I hope to talk to you soon.  

In this episode we'll discuss the incredible power of telling people your weaknesses, also known as a damaging admission. It's counter-intuitive but works like a charm. These days consumers are looking for someone to trust. This strategy allows you to be that trustworthy advocate for them while increasing your positioning, conversions and revenue. Transcript: Hey, this is Jeremy Reeves and I want to welcome you back to another episode of the Sales Funnel Mastery Podcast. In this episode, we’re going to talk about ‘Damaging Admissions’. If you don’t know what Damaging Admissions are, that’s a marketing and copyrighting technique that’s essentially where you actually purposely show weaknesses in your product or service. And you do that for a couple of specific reasons. So that’s what we’re going to talk about today. It’s actually a really powerful technique. I know if you’ve never heard of it before, it might sound a little bit strange. And if you have heard about it, I think it’s a good reflection back on what you should be doing. A lot of times, no matter how advanced you are, it’s good to come back to the basics. This is actually one that I really don’t see many people doing. And it’s a big mistake because it really can add a lot of power into your selling persuasion and your overall marketing. Before I get into that, I just want to throw it out there - I am in the process of trying to find one or two websites to buy, to add to my portfolio. So if you have any websites that maybe you don’t really have the time for, let me know. I’m in the process of looking around, trying to find somebody that I can trust to buy a website from. What I do, as you know is take businesses, and take them from point A to point B. I do that sometimes with websites, where I buy them and then fix them up and either keep them for the cash flow or re-sell them at a higher price. So if you have any websites that you have and you’re looking to unload them – you need a little influx of cash – let me know. The email is jeremy@jeremyreeves.com. Just give me the overview of the business. You don’t have to give me anything really specific. Just give me like the URL, what it’s about, how it works, how much time you put into it on a weekly or monthly basis, a general range of how much money it’s making (that kind of thing), if you want to throw a price out there, anything you’d look to get for it. It’s just so I kind of have some background info on it. And then if I’d like to pursue it, if it sounds like something that might be interesting, then I’ll write you back. And then we can go and look and get specific financials and all that kind of stuff. So, with that said, let’s talk about Damaging Admissions. Like I said, Damaging Admissions are basically something that you do in your copy. It could be email copy. It could be on your website - ‘About Us’ pages are a good place to put stuff like this. It could be within a sales letter – that’s also a good place to put it. So, basically anywhere that you are trying to make a sale or anywhere you’re doing any kind of marketing. It could even be in your ads, if you’re running magazine ads or something like that. What you do is, you essentially tell something about yourself, about your product that at first glance appears to be a negative. It appears to be a bad thing. And I’m going to give you a couple of examples of this, just to get your juices flowing. So, at first glance it appears to be something that’s actually a negative. And people are like, ‘Wow! Why would they say this about themselves? They’re actually showing me that they’re not perfect.’ (That’s actually something else we’re going to talk about.) And then you come back and say, “However, that’s actually a good thing because… blah, blah, blah.’ And again, I’m going to give a couple of examples of this at the end. The reason you want to do this, number one, it increases your trust and your authenticity. It shows that you’re integrity-driven. Somebody who isn’t trustworthy, somebody who doesn’t have integrity, isn’t going to give you the truth. And people see this as, ‘Okay so he’s telling me the truth about A, which in turn means that he must be trustworthy. He must have authenticity. He must be genuine and authentic.’ So it increases all of those factors. I’m working with one of the top fitness experts in the world right now. I just finished their copy for them so it’s going into design mode now. And that should be live in probably six to eight weeks, something like that, because the design takes a while. We went back and forth for a couple weeks actually just hammering down, getting every single tiny little sentence and phrase and word in his sales page, so that there was absolutely zero hint of ‘disingenuous’. (I don’t really know if I said that right. It’s morning now so forgive me.) --Absolutely no hint of him being inauthentic and non-trustworthy. So every single tiny little piece of copy in there was showing him to be authentic and trustworthy. That’s the position they’re going after there. The whole theme of the copy was wrapped around them finally being that voice that you can trust, and that’s going to take care of you, and isn’t going to throw you around the ringer like all the other weight-loss programs have. This person instead is that one person that’s really going to be helpful and genuine and honest with you. So we had to make sure that in the copy there was absolutely no hint whatsoever of him being inauthentic or anything like that. That’s why I’m thinking about Damaging Admissions because we put some of them in the copy. So number one, it increases your trust and authenticity. Another thing is it actually shows who your offer is not for. And I’m going to show you some examples of that. I have five examples for you. Okay, so you can use this to show who your offer is not for. So if you have an offer, if you have a product or service, then what you should be telling your audience who it is for and who it is not for. When you do that you attract the people that it’s for and you actually push away who it’s not for. The more you push people away – the people that it’s not for, not your target audience – the more you’re going to attract those that it is for. It’s kind of like magnet. The farther you repel it, there’s one side you repel and the other side you switch around, and it clashes together. It sucks you in. And that’s kind of how you can think of this. Okay so it also shows who your offer is not for, and by doing that you attract those who it is for. Another thing is that it shows your weaknesses on purpose. With the Internet, with forums, with people talking, with social media (Facebook, Twitter, Pinterest), all these different things, everybody knows your weaknesses anyway. There’s no weakness that you can have in your business that people will not find out about. It’s impossible because people will do research now. They go on Amazon. They go on their Facebook account and ask about your business. They go on Twitter and they search different trends on your business - They Google fifteen different things to find out. People are essentially trying to make sure that you’re not going to rip them off. They want to make sure that if they do business with you, it’s going to be worth it, it’s going to be a positive experience for them. So, everybody knows your weaknesses anyway, so there’s really no point in holding them back anymore. And when you do this strategy of Damaging Admissions, when you follow it and you put it in your copy, and you show your weaknesses, not perfect, people trust you more. Because, nobody thinks you’re perfect anyway. Everybody knows that means there’s no perfect solution. As much as I would like to make my service a perfect solution, in reality it’s not. It’s impossible for any one person or one company to be perfect for anybody. There are always going to be weaknesses, even if they’re small. Maybe you have the smallest weaknesses of your competitors, but everybody has weaknesses. Everybody has points that aren’t perfect. And nobody thinks that you’re perfect. Nobody thinks that, except maybe in niches like the Internet marketing where they think the Guru is perfect. In reality, nobody thinks you’re perfect anyway so there’s no reason not to do this. Let me give you a couple different examples of this. Number one is the Ninja Blender. I bought a blender, and you may have heard of the Ninja Blender. I think it’s on the infomercials. I heard from a couple different friends- I was saying that my old blender was crapping out on me, and I wanted to do smoothies and that kind of things. So I started talking to friends to see what blender was good. I found out from a couple different friends that the Ninja Blender was really good. So I got that. The first time I used it, I sliced my finger a little bit because the blades on it were so sharp. I didn’t realize it, and I grabbed it. There’s a little compartment in the middle of it that actually spins the blades that chop everything up. I grabbed them – not hard at all. I barely even grazed them. I didn’t slide my finger. All I did was come, if you can imagine holding a knife and just touching it with the inside of your finger. You’re not slicing it, just kind of poking it almost. That actually sliced my finger open when I did that. So I was thinking, ‘Oh my God! These blades are so sharp that it sliced my finger.’ And you can actually use that. You can spin that as a selling point. You can do some kind of copy saying, ‘You have to be careful’, Be careful, the blades are so sharp, it should be handled with care so you don’t cut yourself’. That’s a way of turning a bad thing into a selling point. The second thing is being too busy. So if you communicate that you’re in demand, it’s attractive to people. It’s kind of the forbidden-fruit type of mentality. I can tell you for example - I think it was the last podcast or the one before that - when I said that I was too busy and I could not take out anymore work. I got inundated with people that wanted to do business with me. I developed like a waiting list. I didn’t say that to get more business. I really was and still am really, really busy. But, especially if you’re in the service industry, people want to know that you’re busy because it means that you’re in demand. It means that other people are trusting you, and that that person should trust you too. If you’re in the service business, you can talk about the times that you’re really, really busy. Or, you could put up a waiting list or something like that. And that communicates that, ‘Yea it’s a bad thing that you’re too busy, but it’s a good thing because there’s a reason that you’re too busy.’ The third one is being too expensive. There are a lot of people - Think of like a Rolls Royce. They can do a lot of Damaging Admissions regarding pricing… or Ferrari, or Bentley or any of the really high-end cars. It doesn’t have to be a car, obviously. But no matter what you are, whether you’re a consultant or you sell or you’re a website designer - whatever it is that you do or you sell. Maybe you sell weight-loss equipment that’s really expensive. That is going to be a bad point to some people. But it’s going to be a really big selling point to other people that want to go out and spend a lot of money. They feel that the more money they spend, it makes them feel better knowing they bought the top-of-the-line thing. I don’t know if you’ve ever seen the ads for, I think it’s called the ROM. There’s a piece of weight loss equipment that is $15,000 for one machine. And even with treadmills, you can go out and you can spend $800 on a treadmill, or you can spend $6,000 on a treadmill, depending on how fancy it is. For me, I think it’s kind of worthless spending a lot of money on a treadmill because you step on it and run. I mean, it’s a conveyor belt. You could probably make your own for a hundred bucks or something like that. But, a lot of people like all that fancy stuff. They like to look at the GPS on it. And they have little screens on there, and they have little TVs built in. There are all kinds of fancy gadgets for treadmills so that’s just one thing. You can actually write your copy in a way that if you’re too expensive, that’s actually a good thing. It helps you attract. Again, it comes back to the attracting and repelling. If you’re selling a service that’s really expensive, and you talk about the fact that you don’t want the cheap thing because cheap doesn’t work, and you have to put enough money to make things work, and that kind of thing - you’re going to repel anybody that wants to go cheap. And you’re going to attract people that want to spend more money. And the reason for that is because people that want to do business with you, people that want to spend that want to spend that money, are going to agree with you. They’re going to resonate with you and they’re going to be bobbing their head up and down as you’re saying that, because they agree with you and that attracts them to you. Number four is having damaged products. A lot of offline businesses can do things like – and this doesn’t actually have to be offline, you can do it online too. So for example, here I have two examples in this. One is a fire sale. So you’ll see a lot of times, places like furniture stores will do fire sales, or rain-sales or hailstorm-sales. What happens is, let’s just say they get flooded. There is a half-inch of water on the floor and it got the very bottom of the furniture wet. So they can’t sell that at full price because technically it’s damaged. Even though maybe it’s not really damaged, you wouldn’t be able to tell, or it didn’t hurt the integrity of the structure of the actual furniture. It’s not going to break. It doesn’t change the look or anything like that. They still can’t technically sell it for full price because it got water on it. So they can have a flood sale or something like that. It’s the same thing with fire. Maybe the flames never even touched the furniture but the smoke got in it. So maybe it’s going to smell like smoke for a couple weeks, and they can have a big sale – a fire sale. Another thing is if you sell any type of physical product like, let’s just say, an information product that’s in its physical form. I have one client that sells a beauty product. It’s like a beauty organizer. So if people return those to him, he can resell those at a lower price point, of, say 30% off, and say these are used. There might be tiny little scratches on them but we’ve polished them up. They look fine but technically they were used before so we don’t feel right selling them at full price. You can have all these kinds of sales based on these damaging admissions, okay. And the fifth one is – if you remember the car rental company AVIS – their big thing was, we’re number two so we try harder. So that was their damaging admission. And it helped them go from, I think it was like number ten or something like that, to number two in a short time. (And don’t quote me on the number 10. I forgot what it is off the top of my head.) But they ended up at number 2. And I know they essentially went from the bottom of the pile to number 2 at the top because of that. So they’ve really gained a lot of market share because of that slogan that they came out with. ‘We’re number two so we try harder.’ It really got them a lot of business. I actually heard that they had that for 50 years and they just finally dropped it. So maybe it was wearing out, maybe people didn’t care anymore. But for the time that they did use it, it really helped propel them to the top of the market. They said, hey you know, they are number two. It was essentially communicating the fact that number one gets lazy. So, yea, we’re number two but since we’re number two, we have to compete more. We have to try harder, we have to fight like a tiger to make it work and to really keep our positioning. Those are a couple examples of damaging admissions. I hope this helps. I hope it helped you figure out a few different ways to plug it in your copy again. You can put this in your emails. You can put it in your videos. If you do podcasts, you can talk about it in your podcast. You can put it in your sales copy. Basically any point that you’re trying to make a sale. And it could be even like a pre-sell in your actual marketing, and not your selling. So, you can put it in your ads. You can put it, you know, when you’re talking to people on the phone. If you focus a lot on SEO and doing stuff like guest blogging, or writing articles, writing blog posts, press releases, offline like in magazine columns, anything like that - you can put these damaging admissions and kind of slip them in there. It’s a really subtle way of selling to people, especially if you know your target market and you know what they’re going to respond to. It’s a really subtle way of doing this and increasing your positioning, which helps you increase your prices, it helps you increase your conversions, all that kind of good stuff. So, I hope this helps. I hope this really added a lot of value to your day. And 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 the final part of this 5-part series, I'll show you a very unique strategy for increasing back-end sales and expanding customer engagement with the addition of a simple toll-free number. Transcript: Hey everyone, welcome back. This is Jeremy Reeves and you’re listening to The Sales Funnel Mastery Podcast. In this episode, this is part number 5 of my little series that I have going on, which is, How to Add Upsells Without Pissing Off Your Customers. This is an unconventional, little used way to add upsells to increase your back-end without using the typical upsell funnel that you usually see with businesses where you buy a product and they have an upsell right after that saying, “Hey, thanks for your order. Here’s another offer.” Some people don’t like to do that which I recommend in every business. There are some industries that I’ve found where people are a little bit jaded with it and it doesn’t really convert as well as people would hope. If that’s the case for you, this is going to be really, really important for you. If you haven’t heard the first four episodes of this, I welcome you to go back a couple episodes. The first series was How To Use Surveys And Buyer Auto-responders to Make More Sales Without Pissing Off Your Customers to kind of get in there and in a ninja-like fashion, basically, more subtlety sell your customers instead of doing it right off the bat, as soon as they order. Number 2 was using re-targeting. When somebody buys, you put a re-targeting code on the thank you page and follow up with them with banners or Facebook and sell them some of your higher-end products. Number 3 was using a direct mail stick letter, where you send them a direct mail letter, which thanks them for their purchase and offers them additional product and services. Number 4, the last one was using a personal phone call or hiring someone to do some consultative selling to call your customers. It’s like the stick letter, except you’re doing it in person with telemarketing, essentially. And it’s a very good way to use telemarketing effectively because telemarketing really doesn’t work anymore. It’s kind of sleazy. That’s a good way to add value to your client’s lives. That’s really what this is all about. In this episode, we’re going to cover using toll free phone numbers to add upsells to increase your back-end in a very subtle manner. To be honest, out of the five, this is probably going to add the least of any of the other four methods. I would do this last. However, it is worth setting up. It only takes maybe an hour or so to set up. It’s probably about $18 a month. It’s really cheap. It’s really easy to do. You’re going to get a return on your investment from it. It’s not something that’s going to add a huge surge in sales. Essentially, what you do is you set up a toll-free number, so it’s 800 or 888-123-4567, whatever. You create a message and you have people and only customers call that message. It does the same thing that all the other methods do. It’s very similar to the stick letter and the personal phone call. What you want to do is when people call this number, it says, “Hey, I just wanted to thank you for purchasing. Here are a few steps or a few tips for getting the most out of the product you just bought.” So give them a little bit of value and help overcome some of those objections they’re going to have, maybe throw in a case study, something like that. And then say, “Hey, by the way, I just realized there are two types of people who just bought this product. Type A is the person that just wants to use the product. They’re not really looking for maximum results. They’re fine just using the program to get the results they want. They’re not really looking for anything spectacular or they’re not looking for faster results.” “The second type of person is someone who really wants to master this and who wants the best results even faster. We found a method that really increases your results 2x the speed or makes it that much easier,” whatever the case maybe. And then you go into your pitch and maybe send them back to an online sales letter. That’s how they can buy or they can press a button and be directed to a live sales person, whatever the case maybe. That’s pretty much it. You essentially just create a toll-free number that has a sales pitch on it. And the ways that you can do this is what I like to do. If you have a physical product, you can put in just a little sticker. Let’s say you’re selling an information course and it’s a physical information product which you don’t see too often anymore or any any kind of product. I just bought a five pound bag of the healthiest coffee in the world called Bulletproof coffee. What they could do is slap a little sticker on the bag saying “For tips on how to use this coffee in most effective manner, call...” and then they have the number and you call and you go, “Here’s three tips to make it better for you, make it healthier.” and then, “Hey, by the way, if you want to get on our subscription where we send you out a bag every month...” It’s a very easy upsell. It’s not pushy. It’s very non-sales-y. It’s seen as adding value. So if you’re going to do this, you’re not going to be able to sell a coaching program or anything like that, but if you have a small product or a little continuity program, just a small upsell, something like that, that’s what usually works best with this. If you don’t have a physical product you can try doing this in email. When you send them the typical buyers’ auto-responder campaign that you send people who just bought your product, in that email, say, “Hey, for better tips, call this number.” It’s just a different method. It’s a different form of media to get in front of that person. Instead of just email, instead of just direct mail, it’s just a different form of communication. When you do that multi-modality marketing, it really, really adds up and helps people get engaged. It’s really going to help people consume your product and really get into it and get in that mindset that they’re going to use the product. It’s going to reduce refunds. Again, it’s just a different way of approaching the situation. That’s the tip for today. I hope that helps. I hope you implement it. Again, it’s not going to double your business. Maybe it adds 5% or 10%, but it only takes about an hour to set it up. It’s really, really easy. I use Voice Shot. There’s also another one called Grasshopper which I’m actually going to test out and see if I like that better than that Voice Shot, but either of them you can test out and they’re both great. I’ve written guest articles for Grasshopper and I’ve talked to the owner, so I know they have a really good product. I just have never personally used it. But it is another option for you. I hope that helps. I hope you implement it. Let me know how it goes. Again, if you’re listening to this, make sure you’re reviewing the podcast. Let me know how I’m doing. Go on to iTunes and click however many stars you think I should get. Hopefully it’s 5. If it’s not 5, let me know why. I hope you’re enjoying it. I hope you implementing it.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.