Podcasts about secret mlm hacks radio

The Internet is powerful. Well, I actually believe the Internet is a little bit of a distraction until you understand what marketing actually is. Otherwise, we fall into these fallacies that posting on Facebook is marketing. No, that's posting on Facebook, right? That is not marketing.  I'm a little bit obsessed with going backward in history and finding these really cool stories of marketing. And then we add on the power of the Internet, the automation of the Internet. And the game gets really fun from there. In this episode, I’ll be sharing with you a couple of stories from old times simply to illustrate the point that MLM today is very simple - You need to get good at causing noise and because of the Internet, it's very easy to do that today.  You’ve got to understand that the whole goal here is for you to create these small little instruments that create noise in your direction. I'm still auto recruiting every day. People are joining my downline fast because of the systems I'm teaching to build inside this program.  In fact, my podcast “Secret MLM Hacks Radio” is a marketing tool. As I toss episodes out there, I get people coming in and saying: “I would like to learn a little bit more about that.” It's noise in my direction. I'll put little freebies out there and it's noise in my direction. To know more about how the Internet has made the game easy and simple, stay tuned. Key Takeaways: Creating noise before the internet (1:17) Freebies have always been a big deal - A story from the time when pennies were made of a material that was actually worth something (4:14) We've spent a quarter-million dollars in ads for Secret MLM Hacks (8:14) Creating a freebie that attracts the right kind of person coming on in (9:21) Turning on Facebook ads can be part of a campaign, but it's not a campaign (10:03) Doing a summit around MLM (11:17) The biggest ways MLMs go from zero to a billion dollars (11:34) Creating small front end, easy information-based things (12:50) Pulling out those people who are interested in that thing, and then you pitch them (13:53) Don't try to be distribution; try to create and tap into existing distribution channels (14:49) I'm not even the one pitching them at all… (16:58) They buy because we are good at causing noise around the product, not because of the product (19:50) What can I say that will create noise in my direction and will channel the noise in my direction (19:55) One small funnel around a little tiny front end, and then just do it again and again (21:16) --- Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training. And if you haven't already, head over to Apple Podcasts and leave a rating and review on the podcast if you've got any value from it.

BOOM! So honored to interview Steve Larsen (Sales Funnel Radio, OfferMind, Secret MLM Hacks Radio)> This dude is epic. On this episode we chat about the concept of "Dream Traffic," How to trust yourself, "real" marketing, and what it takes to get to the next level. I think you'll like it. Oh, and if you haven't yet -- And you want to know how to build an email list to 10,000 people... profitably... in 30 days -- go to 10ksummit.com and join the waitlist.

The last episode I did was standing here as well… I had two big thoughts on my mind so I wanted to do another one here. About two or three weeks ago I hosted an event called OfferMind. I sold 650 tickets We sold about $1.9 million on stage … Which is awesome! It was a screaming success and it was a lot of fun. We'll continue to sell that program which is exciting. It was interesting because the ONE skillset you guys can go learn that will massively improve your wallet is MARKETING. The better marketer you are, the less amazing at sales you have to be. When I do my events, I like to teach A LOT. We went from 9:00 AM to 9:00 PM, and we only took a lunch and a dinner break. One of the principles that I like to talk about the most, is this whole concept of sales psychology. One of the things that made the events so unique is: I don't really want to teach people the newest thing on Facebook. What I do care about is, what is true marketing? HINT HINT: We'll probably gonna have an MLM event soon called Hack MLM Live. WHY DID PEOPLE LIKE OFFERMIND? One of the reasons why people like OfferMind events so much is that I have an obsession with marketing history. I actually wanted to be a 10th-grade history teacher for a long time. I love studying American history and world history. I'm 31 now and what it's turned into is an obsession with marketing history. At the event, I said to everybody, “The purpose of this event is for me to remove the Internet. I wanna remove today's modern distribution channels”. Let's take those away…. What's that to do with MLM? Just hold on tight and I'll show you. https://youtu.be/6Xn5vTcQxD0 Let's go back to 200 years ago… To the time when the printing press was starting to come around in 1750. The printing press came around and suddenly we could have duplicatable messages that they were sending out... That's a BIG deal. Before that, you had to one-on-one to tell everybody. I told everybody at the event, “Let's remove everything to do with the Internet, learn what marketers in that time used to go do, study their patterns and then add the Internet.” That is powerful. Otherwise, the Internet can be a distraction. We think that posting on social media is marketing… IT’S NOT… It's posting on social media! The purpose of the event was to teach what marketing actually is in the context of old school times and then add in powerful Internet principles. It was very, very successful. THE PSYCHOLOGY BEHIND THE REFUND One of the things that people like the most, is studying this whole bio-psychology. I know I've talked about this a little bit in the past, but there's a certain key point to this. QUESTION: Have you had anybody refund on you? You do the whole phone or hotel meeting or you three-way him, or you spend time with that individual, and you can tell they're not all about it. Vice versa. There are other people where you show them the product and they're like, "This is the best thing since sliced bread, I love the product." Imagine you're talking to somebody and they're not loving it. You walk away, and you got the sale but it's kind of shaky. And you're walking away and let's say you got them on auto shipper. You walk away from him, and that dreaded text comes to you (cause they're not confident enough to actually call you) and they say, "Stephen, we were talking about this and I know I'm within my three day refund period and we just really want the money back." And you're like, "Ugh! Oh my gosh." We have ALL had that experience. Don't act like you haven't. If you haven't, you need to sell harder. Refunds are normal. There are very famous marketers that believe if they DON’T have a 10% refund rate, they’re not marketing hard enough Refunds are normal. DOPAMINE Let's say you have that experience… Why does that happen? There's a principle that I wanna walk you guys through on why that happens. There are four hormones in the brain that causes us to feel good. They're naturally produced by the brain. The first chemical is Dopamine. Dopamine is the chemical of DISTRACTION. We love to get distracted. It is statistically proven that you check your phone 72 times a day. WHY? Dopamine. Mark Zuckerberg said on film to Congress, "Yes, we brought in addiction specialists to make Facebook as addicting as possible." I'm not here to argue whether or not that's right or wrong. That's the statement. They engineered addiction into it. Dopamine is the easiest chemical for our brains to produce out of the four hormones. OXYTOCIN The next chemical is Oxytocin. Oxytocin is the chemical of connection. Of the four, it's the one that we want the most. I need a connection. I need to connect with people. Seth Godin teaches that right now, there's never been a time in history where we have de-tribed so much. We are de-tribing as a society. But funny enough, it's the chemical we seek the MOST. We're not relying on each other like we used to, but we desperately need to feel a connection, which is caused by the chemical oxytocin. We will give up our: Religion Relationships Beliefs Morals … In order to get a connection, even if it's fake connection. We need connection as a species. SEROTONIN The next chemical is Serotonin. Serotonin is a chemical of status. I don't mean like, "I'm better than you." That's not what it is. Status meaning validation. Meaning, I'm okay in my eyes, and I'm okay in those people's eyes over there too. It's one of the driving forces we have as entrepreneurs. I love this stuff man, I really go into this. ENDORPHINS The next chemical is Endorphins. Endorphins are the chemical of work reward. Let's say I'm gonna go jog around a track. The first three or four laps are gonna suck… They always do. But what happens once you get past that first mile is you get the runner's high. That's a work reward. That's endorphins. It's not dopamine, it's not oxytocin, it's not serotonin, it's endorphins. Endorphins come as a response to work reward. It comes in as the response of pain… The pain of growth. I might feel some growing pains as I'm sprinting around the track, but I'll start to feel some endorphins feel goods and it makes me keep going. WHY DO PEOPLE REFUND There are different ways to cause these chemicals inside of the buying process. And there's something I've discovered and learned how to do quite well. You consuming this right here… I'm giving you dopamine 'cause I've distracted you from something else today. Status in terms of it's very much US versus THEM, new MLM versus old MLM. I try to be as vulnerable as possible with this show, which actually gives a semblance of oxytocin. Endorphins are gonna be very hard for me to give you while you read this right now because you're not doing much. If I was to have you go do two or three things and check a box, it would start to give the chemical of endorphins and the feel-goods. I wanna tell you guys why the refund happens. Let's say you're pitching somebody and they're buying from you… They're getting dopamine because they're getting distracted. They're getting oxytocin, one of the easiest ways to get oxytocin is through purchases. You get that buyers high. Let's say there's a brand involved. They know it's an amazing brand. There's a sense of status that comes with it, serotonin. There's a little bit of work reward. The work they did is they pulled their credit card out and they're buying, they're feeling endorphins, man they're on a high. You're getting home all four hormones during the purchasing process. LOGICAL REASONS FOR A REFUND So why do they refund? What's happening in the brain? What happens in the brain is the purchase is not over. Buying is emotional. As I start to purchase, the right side of the brain is really where a lot of those emotions happen, and it overrides the left or logical side of my head. So I stop thinking logically. And when I start saying, "Hey, buy now. It's buy one, get one free right now." Guess what happens? What happens in the brain is they start to justify the purchase. “You know what, it makes sense for me to buy this right now because it's buy one, get one free”. They think it's logical… It's actually emotional though. As they walk away and those hormones start to burn off, the left brain starts to pop back in and go, "Oh crap. Oh my gosh. Why did I just buy this?" They start to freak out a little bit, like, "Oh my gosh. I wasn't planning on buying this thing today." And the left brain has to start justifying the action. I know I'm spitting a lot of stuff here, but understand that *THIS* is where the key is. If you wanna drop your refunds, this is how you do it. REASONS WHY PEOPLE REFUND The other reason why somebody refunds is because you have not armed the logical side of the brain during the sale. You heard what I just said? That's a BIG statement right there. You might wanna go back up and read that sentence again. One of the BIGGEST reasons why you get refunds is because you did not arm the left side of the brain during the sale. MEANING: You didn't give logical closes. Let's say that you go into a grocery store and you're like, "All I'm gonna get is eggs." How many times you actually walk out with just eggs? ANSWER: Never. Why? Beause you like to buy. Everyone likes to buy. "You know what, I should get some bread while I'm here", "You know what, I'm gonna go ahead and get the orange juice while I'm here." "Since I'm here... " What are you doing? Logically justifying. What happens when the first loved one walks up to you and says, "I thought you were just getting eggs?" You panic and think, “What do I say? What do I say?” What I say is the CLOSES. (I'm going way more tactical, far less story than I should on this podcast episode, but I'm hoping that you guys catch this.) LOGICAL REASONS AND CLOSES What happens is as the customer walks away and confronts their first loved one, they cite logical closes. A logical close is nothing more than a reason to ACT NOW. What are they gonna cite? It was buy one, get one free It was half off If I did it now, I got in my buddy for half off Do you know what I'm saying? They start citing logical reasons to act now. Not the stories that you told them. Go watch the last podcast and what I’m saying will make more sense. People DON’T cite the stories, they cite the logical reasons to act now to save face in front of loved ones who asked why they bought something. [PAUSE FOR EFFECT] People cite logical reasons to act now to save face in front of their loved ones. WHY PEOPLE REFUND RECAP Let me recap this real fast here and tie it in a nice little bow. I know that was a lot of stuff. Maybe watch this a few times too 'cause I know that's thick. This is a pretty deep topic. But just think about this… WHAT THIS MEANS IS: When you're selling somebody, you wanna give them as many logical reasons that they should be doing this as possible. You wanna be telling them things like: "It makes sense." "You're smart to get this done now because it's half off." "It makes sense what you take action this now. I totally would too because it is buy one, get one free before midnight." "I wish that I had this opportunity like you have now 'cause I didn't have this when I started." QUESTION: What did I just do? ANSWER: I just armed them with something that they can quote to loved ones when they try to save face later on. Once those buying hormones die-off on the right side of the brain, the left side is left to fend for itself and unless you arm it, they start getting buyer's remorse. That was one of the pieces people really liked at OfferMind. MY REFUND RATE I really don't have that many refunds on Secret MLM Hacks. In fact, with ALL the products I sell, I have an extremely low refund rate. And it's because I understand that part of my role when selling them is NOT to sell them ONLY on the decision to buy. I'm actually arming them post-sale on how to save face in front of their loved ones. That's my role, not theirs. The sale is NOT OVER until they can justify the purchase to loved ones. Otherwise, what happens is people step back and they say, "Well crap. I think I got swindled." because they can't cite any of the logical reasons to act now. Because of that, they start getting buyers remorse. They freak out! The whole point of this episode is that ONE sentence right there: The purchase is not over until you have armed them to save face and status in front of the loved ones once they challenge the purchase. THAT’S IT. And the way you do that is by arming them with lots of logical reasons to act now. When people are like, "I don't know that I like closing." You're killing your refund rate. NEWSFLASH: You're not closing hard, you're helping them save face. You're giving quotables that they're gonna go say to their loved ones. NO ONE ASKS FOR A REFUND ON OFFERMIND One of the reasons I did $1.9 million in sales at OfferMind is because I stacked closes. I've NEVER had a table rush. That was the FIRST table rush I've ever had my entire life. I hadn't even sent the freaking price and people were standing up and slamming the credit card down. BUT I DIDN’T STOP. I kept speaking. There were 650 people and half the room was on their feet! Do you know how loud the room was? I kept going like NO ONE was standing. I talked for another 15 minutes with everybody up, just doing my closers. Dave Woodward, one of the executives of ClickFunnels, is a funnel freak. He paid for this program before he even knew what was in it. He was the first one in the program and he was super excited about it. He’s a funnel freak… Are you? He's in the program and I want you to be as well. You need to tell people WHAT to cite after they go back home and the emotions have died. Logically, they need to know that they should be in the program. They're NOT the salesman, and now they have to sell their loved ones on the decision they made. If you haven't armed them with those logical reasons, they’re gonna feel like you took them. You didn't… But it just feels that way to them. MASSIVE RANT OVER.  THE PSYCHOLOGY OF THE SALE Hopefully you enjoyed this episode of Secret MLM Hacks Radio. I love doing this show. If you could please leave me a review, that'd be AWESOME! This stuff works. I love MLM, I love what I do, I love sales, I love marketing, I love funnels. The opportunity we have right now is RIDICULOUS. There's never been a time where distribution has been so easy. Where products are made so quickly. Where society discipline is dropping so much… Which means if you just do ANYTHING. I know it's tough to find people to pitch after your warm market dries up, right? That moment when you finally run out of family and friends to pitch. I don't see many up lines teaching legitimate lead strategies today. After years of being a lead funnel builder online I got sick of the garbage strategies most MLMs have been teaching their recruits for decades. Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training. There you're gonna learn the hidden revenue model that only the top MLMers have been using to get paid regardless if you join them. Learn the 3-step system I use to auto recruit my downline of big producers WITHOUT friends or family even knowing that I'm in MLM. If you want to do the same for yourself, head over to secretmlmhacks.com. Again that’s secretmlmhacks.com.

Today, I wanna teach you guys a VERY special technique I use… Which you've likely seen before, called Aging and Ascending, and how I do it to my MLM leads. AGING AND ASCENDING Recently, I was on a coaching call and there were several hundred people listening… It's always funny because there's always TWO people in the audience… The first type of person is the person who's excited to be there. Maybe they sacrificed a little bit to be there (even if it's on a virtual call) and they're very pumped about it. They're taking notes and they're REALLY engaged. The second type of person I see showing up to… An event A coaching call Or even just to LIFE … Is the person who is actively looking for holes and actively looking to discredit what they're being taught. The mentality of successful people is not knee-jerk skeptic. https://youtu.be/HIoQe3YLYfA The reason I'm telling you this is because the thing I'm gonna walk you guys through today about Aging and Ascending leads… It has EVERYTHING to do with how I actually run my business. I'm begging you, PLEASE don't be the person who's like, "That's not gonna work for me. It's worked for all these other tens of thousands of people, but not me. I'm unique." **THICK SKIN MOMENT** CHECK OUT MY VALUE LADDER I've got a cool piece of paper in my hand… I want to walk you through is how I actually Age and Ascend my leads through the use of what we call a VALUE LADDER. This is probably not the first time you've heard this term… I wanna show you guys how I actually run my business. I did a podcast episode a little while ago called Info Plus MLM, and that episode is one of the cornerstones of how I run stuff. Some people say, "No, that's not how it actually is happening." Go watch major MLMers. A lot of them have their own info products that are unrelated to the products that they actually sell… Unrelated to the MLM they're in! We've got INFORMATION… And that could come in the form of: Writing a book or an ebook Some kind of video course Audio training [If you’re not on YouTube right now, this episode might be helpful for you to check out on YouTube] What's cool is that when you understand this stuff, it’s not helpful for people unless you're solving legitimate problems. You cannot survive very long in this game without being legitimate. THE FIRST TIME I LEARNED ABOUT AGING AND ASCENDING I'm NOT telling you to go make crap. Go make things that are awesome. What we do is we share information and then we lead those people into the downline that we're in. THAT’S how we play the game. MANY big people play it that way. I'm NOT the first person to do this. I just noticed THIS is what big people are doing and I started going it. I wanna share with you how we take the leads from all this info space and we age and ascend them. That term comes from a book called DotCom Secrets. The first time I read DotCom Secrets, I was in the Army. It was in a 10-day training… I was laying in the dirt, and I had my M-16 in my right hand and DotCom Secrets in my left hand. I was reading DotCom Secrets and I'd laid down my weapon, pull a pen from the pen slots in the forearm of my uniform and take notes. One of the concepts in that book is called Aging and Ascending. Let's say that you get 100 people who come to you and say, "You know what? I'm interested interested in whatever MLM you're in." How many of them do you think are gonna join right off the bat? Let's say 10% of these people actually do something. If you get 10 people, that leaves 90 people who did not take action. Go back to the way most of us are taught MLM… And there's nothing wrong with it… So long as you're approaching those who are actually interested. AGING AND ASCENDING THE 90% Let's say you take your phone out and you get 100 contacts from your phone and 10 of the 100 take action. That's not bad… But what do you do with the other 90? You just toss them to the wayside? That's one of the reasons why people might feel used by you. Don't toss them to the wayside. What you do is what we call Age and Ascend. I'm gonna put some time on them. I'm not just gonna drop them. Same thing is true online. It's no different just because it's on the internet, it's just on the internet. What do I do with this other 90? I'm going to Age and Ascend them. That's gonna let me gain more of a relationship, more trust. I wanna teach you how I do that with what we call a VALUE LADDER. A value ladder traditionally looks like a series of steps. Basically all you're saying is, “How much money I can charge with how much value I give them”. The more expensive things are up the TOP and the less expensive or free things are down the BOTTOM. My MLM isn’t in my value ladder… It's actually in the BACK. A portion of the people who see my FREE stuff come to me even though I don't say the name of my MLM in this ENTIRE value ladder. It will kill it. I DON’T talk about my MLM and I DON’T say what I'm in. I DO say that I'm in stuff, like right now, making this for Secret MLM Hacks Radio. THIS is the FREE zone right there at the bottom of the value ladder. AGING AND ASCENDING YOUR LEADS A portion of you guys come to me and say, "Hey, I'd like to join whatever you're in." I'm telling you to do the same thing. A portion of you are like, "Hey, Stephen, I want the next thing to get to know you a little bit more." I have a book that's coming out. This is how I Age and Ascend leads. The whole point of this is to show you that a business without a lead machine is DEAD. It doesn't matter that you're in MLM and someone else makes and fulfils on the product. You still NEED a source of leads. In traditional models, you are your upline's lead gen… Which is why they tell you to gather all your phone contacts. I'm telling you to make your own lead source so you're not dependent on your upline or downline to give you your leads. You get better fish with better bait. If you're liking this stuff right now, go to secretmlmhacks.com, watch the web class, and BUY IT. THIS is the type of stuff that we go through. I DO NOT give everything out on the podcast. The course is in secretmlmhacks.com. THE FIRST STEP IN MY VALUE LADDER The FIRST thing I have inside my value ladder is all my FREE stuff. This is where I have: Secret MLM Hacks Radio MLM Masters Pack The Blog Hack MLM THE SECOND STEP IN MY VALUE LADDER The SECOND thing I have is a book teaching the three things you actually control in MLM… Because you DON’T control a lot. Go to moderndownline.com and join the waiting list there. A portion of people who see this are like, "This dude's legit. I don't care that his eyeballs are massive, I'm gonna go try and join his team," and that's great. I'm trying to teach you to do the same in your MLM. I don't care what you're in. I'm trying to change the industry. I'm super excited about that book. It's intense. THE THIRD STEP IN MY VALUE LADDER The THIRD thing on here is the actual Secret MLM Hacks course. This is the course that walks people through how to actually do it. There's a workbook, a group and tons of FAQs things. THE FOURTH STEP IN MY VALUE LADDER The FOURTH thing is EVENTS. I have an event called OfferMind. When people get the Secret MLM Hacks course, they also get a ticket for OfferMind. Hack MLM Live OfferLab is meant for those who have an existing business who are really looking to blow stuff up. It gets more expensive as you move up… But it's also meant to cater to where you are. If you're like, "Man, I'm brand new," sweet. You might wanna think about coming down into the FREE stuff, the book, Secret MLM Hacks. If you’re like, "Man, I'm existing. I've already got cash flow. My team's already grown. It's doing super well. I just need to expand and extend my reach. I'm looking at how to duplicate. I'm looking at how to make stronger lead machines." Then come to the events. THE FIFTH STEP IN MY VALUE LADDER There's one more thing on the top here… We have OfferLab… There's ONE MORE thing at the top here. This is what I call Titans of Industry. Titans of Industry is my mastermind where we go to cool destinations and do our masterminds. I LOVE Masterminds. I'm in Russell's Inner Circle… By the end of this year, I think I will have paid $150,000 in coaching (not to one person, I have lots of coaches). It's VERY important that whoever you're getting coached from is also paying to get coached. So that's my value ladder. The whole point of it is that I can Age and Ascend ALL of my leads. Every single value ladder step has its own individual funnel. It's also got its own marketing sequence that suggests, "Why don't you go to the next level? Why don't you go to the next level? Why don't you go to the next level?" In the FREE area, there's an email sequence that pushes up. The book has an email sequence that pushes up. And Secret MLM Hacks has an email sequence that pushes up. What's powerful about this is… Nowhere in this am I mentioning what I'm in. WHY I HAVE A VALUE LADDER The reason I do that is because I have people come and apply to join my downline. It's a natural occurring thing when I provide more value to the marketplace. The marketplace says, "Well, hey. Let me follow up with you." So I have is a whole separate recruiting funnel. THIS is how I age and ascend my leads. I make sure they're having success with it and then I ascend them to the next thing. There's a group of people that reach out and say, "Stephen, what are you in? I want to be whatever you are in. I don't care what you're in." The reason I do that is because I don't want them to go, "Well, look. I hate that company." I chose it for very specific reasons. I want them to join me as much as they're joining the company. A lot of people will reach out and say, "Well, Stephen, what are you in? I don't really care, I just wanna do whatever it is that you're doing." I give them the link, and then we start the process of seeing if they're a good fit for my downline. I'm not talking about my MLM… They’re not gonna like that. Instead, provide a lot of value to the marketplace. I've been doing this stuff for a long time now… I've built literally hundreds, and hundreds, and hundreds, and hundreds of sales funnels. That’s what I do. CREATING THE FIRST STEP IN YOUR VALUE LADDER But you just need ONE. If you have a book, do you have a book funnel? Are you driving paid advertising? Are you ascending them somewhere else? Age and ascend, age and ascend. That's the whole name of the game. I wanted this episode to be a little bit more eyes wide open, "This is what Stephen's actually doing. Oh, my gosh. That's so crazy cool." I wanna toss it out to you just to give you ideas and get your wheels spinning. If you need to listen to this a few times, I strongly encourage you to do so because this is how a marketer approaches MLM. This is how an internet funnel builder approaches the network marketing space. We look to see, "I've got a dream customer right here. Got this amazing dream customer." not a could-be customer… How do I track this person? They're living over here in this bubble on the side… How do I get them over here to my MLM on this side? How do I get them excited or interested and come on over to me? The way I do it is by creating value for that individual. I'm gonna solve legitimate problems. DON’T BUILD YOUR VALUE LADDER ALL AT ONCE Don't try and build the whole value out at once. The book's not out yet HackMLM is not live My Mastermind is not something that I'm offering quite yet (go to titansofindustry.com) Go to moderndownlinecoaching.com to see this. Moderndownlinecoaching.com will show all this to you, but it doesn't talk about my actual MLM. That's how I keep these two worlds separate and how I keep the two worlds safe. I can still attract with speed FASTER than if I was to go to a mall. I can go and attract the dream person who's a REAL builder, and actual grower, actual runner. How do I track them? Let me solve problems for them. Whether or not they join, I'm cool with that. I want it to be their choice. I want them to want to join me. Then BAM, I got all these things. Let me age and ascend, let me solve more problems for them. As of right now, we're about to cross 2,000 people asking to join my personal downline (not including all the other ones below) which is really powerful. But that doesn't mean I let 2,000 join. It's a vetting process for me… And it's completely automated. AGING AND ASCENDING THE PEOPLE WHO AREN’T INTERESTED Age and Ascend. What do you do with the people who are not interested right out of the gate? It doesn't mean you cast them to the wayside. Doing that often makes people offended and they're not likely to join in the future anyway. What do you do with the other 90% of people who are not interested off the bat? Age and ascend. Keep that in your mind. Hopefully, this episode has been helpful. Make sure that you're going back and saying, "Hey, what is he doing there? Or how's he doing that over there?". Be an active participant in learning actual marketing for multi-level marketing. Very excited that you guys have been a part of this. If you could, I would love a review. Go to smhreview.com. That's the review place where you can review this podcast. I would love an honest review. If you freaking hate me or whatever, just let me know. We love to know what it is that you’re struggling with, where you still are having a hard time, so that I can keep providing valuable answers. My intent here is to HELP educate the market on WHY we are doing it like we are. We got the internet! Just choose ONE thing and provide value with it. How can you capture the lead and then Age and Ascend them afterwards with the hope that eventually they're like, "You know what, what are you in?" MODERN DOWNLINE COACHING YOU listening to this right now… You're in one of two scenarios. The first is that you currently have an automated recruiting process that's bringing quality people to you. Quality leads, people who want to join your downline, people who wanna make a career and a real business out of this. Maybe you have ads and content bringing new customers to you. You may even have a product or two which you sell to attract people to you. Maybe you've even automated it and you make money while doing everyday things. Or the second option is that you DON’T have any of that set up… And you're trying to make all this work and tie all these pieces together, just so you can survive in modern MLM today. If you want my help, just go to moderndownlinecoaching.com and see where to get started. It took me a long time to get the skills to get all this moving forward, creating the sales letter and video, creating the actual sales funnel, writing the follow-up emails. The promotion campaigns, fulfilment plans, fresh new ads. There's a lot. And the place to start on the path is different for each person. So I created moderndownlinecoaching.com for you to check out where you should go next. Whether you're just starting out with no product, no list and no clue what to do next… Or if you're a seasoned MLMer, a network marketer and you just wanna add more revenues and scale your downline, go to moderndownlinecoaching.com. I don't really believe in shortcuts, but I do know you can speed up your journey on the path. Figure out the best place to start by going to moderndownlinecoaching.com now.

Welcome to the final part in this four-part series all about creating MLM product funnels.    This is a question that I get asked frequently and it is something that is completely... "Is this even possible?!"    Yes, yes it is.    Now this is the most advanced of the three strategies.    The first one was teaching you the assets that you need to create in order to do the other three.    This is PART FOUR - The third strategy. It's not all-encompassing. It's not like these are the only selling strategies out there.    But I look to see what the HIGHEST leverage activities are that I can dive into.    What are the things that I can do and create?  Or what are the systems I can build?    … That I only have to build ONCE and they just keep working.    I'm excited for you guys to see this episode. This one is called the Self-Liquidating Offer and I've talked about that in the past.    THIS is different than the previous episodes.    Take out a piece of paper. This is the MOST advanced strategy.    SELF LIQUIDATING OFFER STRATEGY   If someone's like, "I'm not techie"...    I AN NOT A CODER EITHER.    You can pull this stuff off in ClickFunnels.    Please take out a piece of paper, take notes on this stuff and see how us internet marketers are treating MLM.    I love MLM. It's awesome. It's something am actively doing.    But I don't play it the way that most of you been taught to do it.    Most of us internet marketers don't and we're like, “Nope, I will stay behind my computer” and that's totally cool. So how do we auto build?    Let's talk about how to auto sell.    You can go to makeaffiliatesgreatagain.com and see all that live action - makeaffiliatesgreatagain.com.    If you wait two or three weeks you can go to the MLMfunnel.com and see all that live action again. Right now it's only a bridge page, not a bridge funnel.    If you guys go ofasignup.com that's the one I built in three hours in a hotel room and it's done $115,000 in four months. And I haven't touched it since building it in a hotel room!    They’re powerful things and I want you to know why it's such a big deal.    These little tiny asset funnels, where you gonna go add more VALUE to the marketplace. You can do that WITHOUT having an ad with your MLM products in it which your MLM and Facebook doesn't like.    You can do this without any of that!    And that's why I do it! It's still an automated way to bring people in and talk to them and close them.    I am very hands-off, my role is not to be the convincer. My role is to be a system builder.    ADVANCED SELF LIQUIDATING OFFER STRATEGY   This is definitely a little bit more advanced. But I think you should know it because this is how most big MLMers made money before they were big.    You hear what I just said? This is how most big MLMs made money before they were big.    There's a concept called the VALUE LADDER.    Whoever can spend the most money to acquire customer wins.    That's a huge statement. And it's true for every industry and every business... But what are the costs?    MLM teaches you the first cost you have is your TIME and that's what they want you to go spend one-off time.    You’re gonna tell the pitch to people personally... And NEVER get the time back whether or not they say YES or NO.    I HATE that kind of cost. That drives me nuts.    There's duplicatable time, which is the one that I really wanna get into.   And then there's MONEY. Understand you're going to spend ONE of these three.    There's your money and then there's other people's money… I guess that's the fourth cost.    I want my customers to fuel my recruiting and selling activities.    The first cost is not an option for me. I am NOT gonna spend my one-off time to recruit. I'd rather tweak the system.    I will spend duplicatable time.   On the other side, I don't really wanna spend my money on ads. I'm totally cool with spending other people's money on ads.    At the beginning, I may not have money and I may not have the ability to. I am not telling you to go take out a loan. I am also against that.    GET DUPLICATABLE TIME BY PUBLISHING    That's why I tell you to publish so much.    Because I do it ONE time and it spreads ALL over the internet. And with time, all of my content continues to rise.    Even if you're bad your content still gets more and more eyeballs. That's very duplicatable time.    Then what do I do at the end of my podcast episodes or in my Facebook group where I have a lot of relationships with them?    Whatever it is, it's a following and you have a relationship with them. You have a list and the relationship you have with the list determines the value of the list.    I want there to be a relationship because eventually, I'm gonna tell them to go buy something.    Some of them might get pissed off if the first thing I tell them to go buy is an MLM thing. Just straight up being honest.    You all know that, you've all seen it, we've all experienced it before in our life.    I don't wanna just go cash out on a following and send them over to MLM. Then we're done. I want there to be one thing in between that.    THE CONCEPT OF AN SLO    This is the concept of what we call the SLO. The Self-Liquidating Offer.    Self-Liquidating Offer. This is how you spend other people's money, meaning your customers.    I am not gonna get a loan, I am going to spend customers money.    CC = Customers Cash.    In order to do that, I need to collect some customer cash.    What I gotta do is EXACTLY the process I was just talking about!    The SECOND thing we spoke about was the bridge page funnel. That lets me nurture the leads.    Let's say I’m selling glue and I have an audience that loves glue. THEN I might send them straight over there to that…    But if they're not… They might need some warming up.   They might want the FREE TRIAL/SAMPLE.   What I do then is, I go create a PRODUCT.    My DREAM CUSTOMER already has a bunch of problems going on in their lives.    I don't need to create a problem.    I wanna ask my WHO, “Hey, what are the problems you're experiencing?”    I'm going to create a follow-up problem offer.    This is such a keystone to so much in the MLM space…    Which is why it's in the Secret MLM Hacks workbook. It's one of the major focuses of that.    Your dream customer is gonna say, "Hey, I have this problem, this problem, this problem."   And I'm like, “Cool, I have this solution, this solution, this solution, this solution.”    WHO is it that I wish was buying my MLM product?    I am gonna sell something else, not the product. I’m gonna sell something of my own…    CREATE AN SLO TO BREAK EVEN ON ADS   Right in between them coming to this bridge page funnel!    This is what we call the SLO - Self-Liquidating Offer.    There is no other purpose except to break even on ad costs.    Whoever can spend the most money to acquire customer wins.    I wanna be able to spend more money than my competition to acquire a customer.    If I can spend $50 to acquire a customer and still be breaking even... And you can only spend $1, I'm going to rock your world…    Even if I have a worse product.    Even if you have a better product, and I can just spend more to make more noise, I will beat you.    ESPECIALLY ONLINE.   I pay Zuckerberg for access to his distribution - Facebook.    Or I pay access to Google's distribution.    What that's letting me do is get in front of more people than you could ever do walking around face to face or in a mall or hotel or phone meeting.    That's why I don't do those activities.    I look at it and am like, “What a waste of time. I could just go create a Self-Liquidating Offer.”    I can go solve some problems for my dream customer. Let's say it's a book. (I am not saying to go write a book.) It could be somebody else's book and you just have some up sales in the funnel.    Upsell, upsell, upsell, upsell.    Afterward, I’m gonna go send them over to this bridge page.    Q: What’s the difference between your MLM and celebrity MLMers?    IT’S EXACTLY WHAT THEY DO!     That's what I got pissed about and that’s WHAT I was talking about in the Secret MLM Hacks webinar.    There are very few major MLMers who did not learn is the power of distribution, not MLM distribution.    FIND YOUR DREAM CUSTOMER WITH A SELF LIQUIDATING OFFER    What list is your dream who already part of?    Major MLMers create a live event, a course or a book...    WATCH what I’m doing and copy it.    DON’T copy my stuff but do what I’m doing.    Then what they do is drive traffic to THEIR THING. Then Facebook and the MLM is cool with you driving traffic to it.    It has nothing to do with your MLM. It doesn't pitch your MLM.     I've got a podcast on here and all this stuff in here and people are buying it.    When they buy it, what do I do with the cash?    I don't take it as profit, I dump it back into ads.    Because everyone who's buying the book, the course, the live event… After a while, I’m gonna start pitching them into my actual MLM.    All I do when I recruit somebody is give them the same system.    Super, super powerful when you learn it that way.    This is what we call the Self-Liquidating Offer.    It self-liquidates. It's not for profit. I put $1,000 in on ads in a week and I get $1,100.   I don't take a hundred bucks as profit and that's a winner.    Breaking even is a million dollar scenario.    Q: What did that let me do?    A: That now lets me take all this cash and dump it back into ads again.    Fuels the machine, get new eyeballs and blood and I now have systems auto pitching my MLM products.    I don't have systems auto recruiting them into my downline.    Now I don't care if you join my downline.    THE REASON I USE SELF LIQUIDATING OFFERS…   The reason I auto recruit so much is because I have a podcast talking about MLM. There's a lot of authority that comes with publishing.     I dare you to iTunes, go to podcasts and type in the term MLM. About half of the top 50 podcasts are students from this program.    We are changing what people are consuming in this industry.    It's changing the industry.    I could not infect this industry from the top down. They didn't understand this stuff. So I was like, “Why don't I got to work with those from the bottom up.”    And it's worked.    I've been auto for two years now. The first version of this product was four years ago.    That's why this stuff's so good. You're not the first to go through it. It's been here for a long time getting the word out.    That's really what you need to focus on.    We put $1 in our ads for Secret MLM Hacks. And we'll get, anywhere from $4 to $6 back out.   And if you’re like, “Stephen, I’m not ready to go create this big massive product and all that stuff.” That's fine.    HOW TO SPEND OTHER PEOPLES MONEY   Do number one of the three. All we're doing is we're creating a Value Ladder.    There's a book coming soon for what we're talking about here for the same reason.    I've got a book Then there's a course A live event   I am literally drawing the Value Ladder.    It doesn't talk at all about the MLM I'm in at all. It has no pitch.    I wanna just change the industry.    If you wanna go do that in your MLM, GREAT. Stay there because I'm not in the business of getting people who need it.    I wanna them to WANT it.    That's what I’m trying to help you build here as well.    Let's say you're publishing and you still have a podcast or whatever.    You publish and you publish and you publish and you publish.    You got all these episodes coming out. And you're like, “Hey audience, I got a cool book.” What do you think happens when people read a book?    They're gonna be like, "Oh man this is so cool. I've been looking for this type of teaching for years. Thanks this is the best MLM Marketing Training on the market.”   No one else is teaching this because no one else knows it.    FOCUS ON DUPLICATABLE TIME   LET’S GET REAL: MLM is a commission based sales job.    The faster I can get leads in and qualify them and treat them like real people and solve real problems for them…     They buy from me. It's great. And there are people who are like, "Steven convince me why I need to buy this from you."    I get people on Facebook who will reach out to me saying, "convince me why I need to buy from you."    I'm like, “No, you're not my dream customer if I have to convince you, post-purchase I'm gonna have to also convince you to use it, convince you to go talk to people, convince you to start building a system.”    The way I bring somebody into my MLM vastly determines what they do afterward.    I don't recruit people who are needy. I don't sell a product to people who are like, "Convince me, convince me, convince me." Absolutely not.    I AM NOT the funnel.    The funnel is the funnel.    If the funnel didn't get you and you have to reach out and ask me, "Well, what about X, Y and Z?"   I just change the funnel.    I'm not there to pull people in. You see what I'm saying?    That's the power of the stuff I'm talking about here.    I also get to spend ad dollars to get my stuff in front of more eyeballs.    Right now, we are spending more money on ads than most MLM as a whole.    Watch me. Watch closely what we're doing.    On the back, we’re saying, “Hey, if you want to, you can join my thing.”    That's the pitch and that's it.   If they don't see it, I’m not begging them.    WHAT IS A SELF LIQUIDATING OFFER FOR?    Now I can spend cash. I can talk faster and to more people.    Secret MLM Hacks Radio gets 1,000 downloads a day. Do you know how long some of those episodes are?    I don’t have enough time in the day to talk to that many people. But I'm coaching and educating and giving away a tone of free information.    On the back of those, the right people who are looking for it… People who are ready for this new opportunity… They reach out and I’m like, “Hey, there you go.”    I know some of you guys put your phone number in for me to call you… I’m not gonna call you.    What you can do is reach out to our Facebook and we will give you a link. You can go through the process and I encourage you to go through slowly... Applying to join my downline.    It's the same thing I hand those who come in.   The biggest issue in MLM is LEADS.    People don't know how to get leads and it's the easiest thing to solve with the smallest amount of marketing knowledge. So I solved it.    I was the lead funnel builder over at ClickFunnels for two freaking years. I’m pretty good at building funnels.    I build the funnels hand off those same pro built funnels to our downline, and that's what am teaching you to do.    A lot of people give this program to their downline. I am fine with that.    I’m infecting MLM.    I love MLM but am sick of the way it's been done and you all know what am talking about.    SELF LIQUIDATING OFFERS AND MLM   When I talk about supplement funnels… They are crazy similar to recruiting funnels. Because all I'm doing is creating a recruiting offer and then a mini course.    The only difference is there's an application process.   I would love a few more reviews on Secret MLM Hacks Radio. If you go to SMHreview.com that's Secret MLM Hacks review SMHreview.com. I would love it… Even if it's bad, just give me an honest review.    What we're doing here is a huge deal. It flips the entire MLM model.    Don't take the person out of this game… I am not doing this so that I never have to talk to anybody.    Of course, I still talk. I publish like crazy with tonnes of content all over the place.    Don't take the human out of the machine.    What it's doing is using actual marketing principles that every other company on the internet uses…   And I just put it in front of MLM.    Get rich, do good.    LEARN HOW TO BUILD AN SLO   I know it's tough to find people to pitch after your warm market dries up, right?    That moment when you finally run out of family and friends to pitch. I don't see many up lines teaching legitimate lead strategies today.    After years of being a lead funnel builder online I got sick of the garbage strategies most MLMs have been teaching their recruits for decades.    Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.    There you're gonna learn the hidden revenue model that only the top MLMers have been using to get paid regardless if you join them.    Learn the 3-step system I use to auto recruit my downline of big producers WITHOUT friends or family even knowing that I'm in MLM.    If you want to do the same for yourself, head over to secretmlmhacks.com.    Again that’s secretmlmhacks.com.   

Here's a deeper look into how I launch my podcast content and the sideways webinar I sneak in…   Marketers are event throwers.   … and you can use this strategy to your advantage in ANY content that you put out - yep, even your podcast or your blog!   I’m gonna show you a strategy that I use in my content to:     Break Objections       Build Epiphany Bridges       Build Pressure     Announce and Sell products   … it’s time to throw in a sneaky *SIDEWAYS WEBINAR* I DON’T WANNA PUBLISH   When I went to my first Funnel Hacking Live, I knew that I was prepared to do ANYTHING Russell said… EXCEPT publish!   I took 52 pages of notes FHL and in those notes, I actually wrote...   “I don't wanna talk!”   “What am I even gonna say?”   “I don't even know if I'm interesting enough to listen to!”   My very first episode for Sales Funnel Radio was an interview because I didn't know what to say.   To start with, I just published because Russell said to do it. I fought him on that for a while...   Fear of talking was one of the things tripping me up. … but then I realized, “Woah, producing content is changing me faster than I could change myself!”.   Creating content was teaching me what to sell faster than I could test things out.   I’M A CONTENT CREATOR   I’ve finally accepted the fact that I’m definitely in the content business!   One of the biggest questions I get right now is NOT:   how to create an offer   how to create a funnel   how to create a sales message.   ...instead, it’s, “Stephen, how on earth do you come up with your podcast content ideas?”   And that’s a very valid question - because I produce sooo much content right now…    (Bonus points if you remember the fish slap episode ;-) )   I’ve just bought mycontentmachine.com specifically to deep dive into how I create and publish content.   There’s a third show that's about to come out, (which is exciting)… and there's a lot of strategy behind it.   However, right now, I’m going to let you in on a secret... (and I wonder if you’ve noticed me doing this?).   WHERE I GET MY IDEAS FROM...Often, I create content based around:   An idea or an “AHA!” that I have   Problems in my business and how I'm overcoming them (a fun thing to document!).   Straight up documenting the journey of what I'm doing.   ...but other times, I actually use a webinar script to create content.   Did you realize I was doing that? It’s very effective ;-)   WEBINAR SCRIPTS… THEY’RE NOT JUST FOR WEBINARS   You’ve probably seen a webinar, right?   Sometimes, when I say, “Webinar,” people just roll their eyes.   To that, I say, “Well, we're still making a ton of money off of automated webinars…   Webinars are NOT dead.   In fact, a while back, I realized that webinar scripts are NOT just for webinars - they’re for ANY selling...EVER!   So…   The question I’m gonna answer is:   How I use webinars scripts to create content without you knowing that I’m doing that?   Well, here’s an example…   During my last podcast episode, I shared all about my high-end program MyOfferLab with you...  and while that wasn't a webinar, it was very much me breaking and rebuilding false beliefs.   My intent was to...   Help you understand why OfferLab is so cool. Make you think, “Oh my gosh! This program could actually shortcut my success by a few years!”   IF I COULD LAUNCH SFR AGAIN…   The first 30-ish episodes of  Sales Funnel Radio are so bad, that in some ways, I wish I could delete them…   You could tell that I was reading them out. I was like:   ”Hey, what's up everyone? This is Stephen... uh, Larsen… Uh, you're listening to Sales Funnel...uh, Radio... uh....”.   The content was great, but the delivery sucked so bad.   (Oh, how I wished I could go back and do them again)   I probably would had deleted them if Russell hadn’t told me to keep them (and you should keep yours too)...   *It’s really helpful for your audience to see your journey because it helps them believe that the same transformation is possible for them.   My advice is:   Don't listen to yourself for a while… it's gonna bother you … it’ll totally get in your head…   You’ll start thinking: “Do I really sound like that!?!”   Naturally, I sounded really HOT! ;-)   Errrm… Sadly, NOT true!   I was terrible, “Oh my gosh,” I couldn’t believe that I sounded so bad!   The first 30 episodes of Sales Funnel Radio, I did TONS of interviews because I didn't know what to say.   I was sooo freakin’ scared of talking.   By about Episode fifteen-ish, I stopped reading everything out as much.   Then around episode 30, I started getting more comfortable with my voice and the way I sounded.   But here’s how I create my first content for SFR...   THE EPIPHANY BRIDGE   I went to page 114 in Expert Secrets...   On the right side, in the middle of the page, (geek alert), you’ll find the Epiphany Bridge Script...   ...that was literally my episode.   I wrote down all of the headings   Answered all of the fields   Deleted the questions to create the script that I’d use.   It was eight questions:   The Backstory: What is your backstory that gives us a vested interest in your journey? Your Desires: What is it you want to accomplish? The Wall: What was the wall or problem you hit within your current opportunity that started you on this new journey?   The Epiphany: What was the epiphany you experienced and new opportunity you discovered? The Plan: What was the plan you created to achieve your desire? The Conflict: What conflict did you experience along the way? The Achievement: What was your end result? The Transformation: What was the transformation you experienced?   Yes! I did ALL the Epiphany Bridge... in one episode.     Then on the next episode, I took one of the objections and false beliefs... (that I didn't answer in the main script!)...   ...and I’d just found another story.   I’d ask, “What's the cool story that helps people realize that…”     Their belief isn't real?       They need to rethink the way they're seeing the world?     “Huh... cool!”   Now, for that story, what’s the…   Backstory?   Wall?   Epiphany?   Plan?   Conflict?   Achievement?   Transformation?   And that's how I launched  Sales Funnel Radio...   However, about a year later, when I launched Secret MLM Hacks Radio I did it very differently.   MY SIDEWAYS WEBINAR   The Secret MLM Hacks Radio launch was awesome, I learned a lot from it.   I wish I’d launched Sales Funnel Radio  the same way… because it was so much better!   So let’s talk about the Sideways Webinar...   The way I launched Secret MLM Hacks Radio was totally different.   Here’s how I did it…   First of all, I  understood that people are gonna have some serious hang ups about using funnels in the MLM space!   So I started thinking about what objections they’re going to have to even just the idea of using a funnel.   I listed out all of the objections out that I could imagine   All the ideas that were gonna cause them to flip out a little bit!   AND I started to look for ways I could break those objections with my stories.   STORY SELLING   Q: What are all the major elements of the actual webinar script?   A:   The Origin story = Introduction to you   The 2nd Origin story   Story for Secret #1 = vehicle based concern   Story for Secret # 2 = Internal based concern   Story for Secret #3 = External based concern   A pitch and call to action (CTA)   So for Secret MLM Hacks:    Episode #1: was my origin story = the introduction to me.   Episode # 2:  was the story associated with the vehicle story = Secret #1     Episode #3: focused on the internal story = Secret #2       Episode #4: was the external story objections.       Episode #5, I did a call to action  = this cool little free download.     The audience had no idea that I was telling stories to break specific beliefs...   I had no following at all... and it was so crazy to see what happened!   At the time, Sales Funnel Radio was doing about 600 downloads a day.     Secret MLM Hacks had no downloads a day, but the engagement was through the roof - it was insane.   There was way more engagement from the MLM audience even with fewer downloads.   It was almost the creepy kind; aka, they find your phone number and wanna fly out to meet you!   And all because I broke their belief patterns in this way. I   It was super nuts how engaged they were.   HARVESTING FOLLOWERS   From Episode #6 onwards, I started asking a different question. I wanted to increase my audience, so I asked:   Q: Who would wanna get on this show?   A: Red ocean...C- level influencers...   Now, I'm starting to harvest other people's followings and getting them to come to me. And with those influencers, come their follower… and if the enjoy the show, they’re probably going to start listening from beginning of the show…   Which means they're gonna hit my call to action and get sent over to a registration page or an opt-in page to start building a relationship with me.   This is 100% how I launched Secret MLM Hacks and it’s way more lucrative and effective when you do it this way.   Now, I have brought a lot of my students through this process with their MLM product.   If you go to iTunes and type in “MLM”... of the first top 20 podcasts, the first six of them are my students.   Their shows are ranking at the top of iTunes because they’re breaking and building people's beliefs like crazy!   CREATING PRESSURE   Before I even launched my Secret MLM Hacks product, I’d published about 50 podcast episodes.   To start with, I just started talking about the ideas and I told stories to break false beliefs and objections.   But then, around episode 10-ish, I started building pressure for my program launch.   I started saying things like:   “Hey, there's this crazy cool project that I've been working on and I just wanted to tell you guys about it!”   … then that was it - end of the episode.   In the next episode, I’d say:   ”Hey, I'm really pumped, we've actually grabbed a few people as a litmus test to see if this project works and it's been amazing - this is kind of what happened... but anyway, that's today's episode... see you later!”   I'm starting to build curiosity.   Q: What are the two major weapons that a marketer has?   https://media.giphy.com/media/10HPl8c6VZKc4o/giphy.gif   A: Scarcity   Urgency   … when used correctly, scarcity and urgency are AWESOME.   I thought I was gonna launch in October 2017, so I started building up all this pressure towards it….pressure...pressure...pressure.   I kept teasing, “It’s coming in October. I don't know the exact date yet, but be ready!”   People started commenting and leaving reviews on iTunes asking, “What is it?? This is so cool!”   #Open loop #Open loop   I wasn’t exactly sure what the product would be, but I knew it had something to do with funnels and automation.   I’d already been doing a few of those things personally... so I wasn't just making stuff up...I was doing the thing myself…   PREACHING TO THE RED OCEAN   I started telling stories about things that I hated in the MLM industry... stuff that just drove me nuts.   Things I felt that were an injustice about what was available for current MLMers.   Some people started leaving comments like, “I hate your guts, Steve... you're dumb!”   But other people started reaching out to me saying, “You’re right! It’s terrible. I hate it too!”   I didn't create the divide; I just brought it to the surface.   And when I started seeing this divide in opinion, it was a signal that I was on the right track.   It meant that when I start selling the product, people are gonna talk about it without me asking them to...   When it’s a little bit spicy like that, it means you have a talkable product   You’ve found the hot spots.   CREATING CONSTRAINTA few episodes later I realized, “Oh crap, I wanna make the product even cooler, so I’ll actually have to push it back a little bit!”   I was focusing on leaving ClickFunnels well…   Yes, I wanted to leave...but I didn't wanna burn bridges... because that would be dumb.   So then I started saying, “Hey, I'm gonna launch to January instead, but I don't know when...”   At the beginning of November, I started thinking, “Alright, if I leave ClickFunnels on December 31st... can have something ready by January 4th?”   It was intense, but it was a good constraint.   I didn't want to go a while without getting paid though. We weren’t gonna have any other income…   ...and that was some scary crap.   But that was the reality...   So, I asked myself, “How can I spin that to a positive and LEAD WITH IT?”     So I began telling people:   “I'm gonna leave ClickFunnels. I'm gonna leave my job! Watch what I do when I do this. I want you to know that the framework that I’m using works.”   It was a cajones moment...   Yeah baby…*twitch in the eye*   So then I started building the pressure by saying:   “If you wanna get on the waiting list and get first dibs on the product when it’s launched, go to this URL… Go get on the waiting list.”   I ended up getting 400 people on the waiting list before January even showed!   I started asking those people…   What's your number one question or challenge with this?   What's your big fear?   I started writing a huge list on a whiteboard with tons of:   Objections   False beliefs   Stories of problems they were running into   The things they hated   Stuff they loved   This started showing me - “Oh my gosh, *that* is where I need to sit in this market.”   Beforehand, I kinda had an idea of what my product was going to be...but I still didn’t know EXACTLY.   ...so I kept building up pressure!   MY FIRST BUYER   There was one lady who was so excited to buy in October that she stayed up waiting for the page to launch …   (I didn't know this at the time, she sent an email to me after the actual launch.)   She said, “Are you kidding me?! Why is it January?”   I was like “Sweet, that's a buy signal. We should probably move forward on this.”   She was that person on the Webinar who’s like, “I don’t care about the stack! Where is the link?!”   I thought, “Yes! Yes! Yes! I'm hitting it! Yes, this is gonna work!”   She actually started getting mad on the webinar.   I closed the chat just because she was starting to get in my head:   “You really wanna buy, but I’ve still gotta sell all these other people,! Come on now, hold on a minute!”   She ended up being the first buyer of the actual program.   Two days later, she messaged me...I think she was crying…   She said, “I forgot to tell my husband that I wanted to buy this! I stayed up all night and bought it without talking about it with him….and he's a little bit mad. I have to get my money back.”   I was like, “Oh, Crap!”   I was said, “All right, that's totally fine.”   She was sooo devastated and embarrassed.   A few weeks later, she came back…. and told me, “The most amazing miracle happened, Stephen!”   My husband was like, “You know what, you really want this thing, huh?”   And she said,” Yes, I've been waiting like six months, the dude's been dropping all this content on me like crazy!”  (...by then I was Episode 60)   So she messaged me, “My husband just turned to me and said, ‘You know what? Why don’t you just go get it.’ ”   So she came back AND she re-bought it.   Now she's this HUGE evangelist…   And that’s what happens when you take care of people and build pressure in the right way by launching your content with a sideways webinar.   If you're just starting out you're probably studying a lot. That's good. You're probably geeking out on all the strategies, right? That's also good.   But the hardest part is figuring out what the market wants to buy and how you should sell it to them, right?   That's what I struggled with for a while until I learned the formula.   So I created a special Mastermind called an OfferMind to get you on track with the right offer, and more importantly the right sales script to get it off the ground and sell it.   Wanna come?   There are small groups on purpose, so I can answer your direct questions in person for two straight days.   You can hold your spot by going to OfferMind.com.   Again, that's OfferMind.com.

I did a video for my Instagram page and decided to use that for this podcast episode. You see, most of us network marketers decided to get in network marketing because we wanted what it can provide: financial freedom, time freedom, self-empowerment, self development. But somewhere along the way we started letting FEAR keep us from achieving what we truly want. In this episode I discuss how we can stop letting fear and our ego keep us from playing small when we were meant to play BIG! Catch you on the next episode! Brian PS Have a question you want asked? Anchor now has a voice message feature! To learn marketing strategies from one of the best marketers in the game today, check out this FREE webinar below! ** Secret MLM Hacks Radio**

  Do you know how to create pressure on the internet around your MLM?    This is super valuable stuff. I'm excited to share it with you.    HOW TO GENERATE TRAFFIC FOR YOUR MLM   If you guys have been following me at all, you know that one of the reasons why this stuff does so well is because I follow the info product model on the Internet. I piggyback my MLM on the back of it.    That's the reason why it works so well. And that's a lot of what I teach here. This is what I teach in the Secret MLM Hacks program itself.    A lot of people are like, "Okay, Stephen, you told me I can go set up these little machines all over the Internet, right? Put all these things all over the Internet, how do I actually orchestrate pressure, right? How do I get eyeballs?"   Think about Hollywood. Do you think movies in Hollywood would be as effective if no one heard about the movie until the day it launched? No.    Hollywood has nailed the model. They know they're going to drop out a preview, eight months before and then a new one, six months and then four and then two. There are several kinds of previews.    They take the most exciting parts of the story and they're showing them.   They're showing the most exciting parts of the story. That becomes the preview. If you want to fill in the gaps, you go to the movie. Everyone knows when it comes out.    They keep telling you. Pressure, pressure, pressure. Here’s the date you can go see it. Are you going to dress up? You're going to go at midnight showing?    They build pressure to this date and then release the pressure and tens and hundreds of millions of dollars go through a single day.    FOUR TRAFFIC METHODS IN MLM   The mistake is to build all these cool things in MLM, but then not tell anybody about it until the thing launches.   I treat a lot of what I do in this space, much like I would any other product launch. Even though it's not mine, it's how I'm doing it.   There are four different ways that I like to generate traffic.   #1 My favorite way to generate traffic is to create content (what I’m doing now). I create content and I push traffic to certain things based on what I'm putting out. I have two shows, almost three.    #2 I like to get influencers to namedrop me and that's something else that we do a pretty frequently   #3 Get affiliates so people can go sell my programs and take a huge commission. It brings me the kinds of people that I would be interested in having in my down line in the first place.    #4 Ads.   Isn't that funny? In that order. Ads is the last one.   I'm not saying not to do it or it's the least important. That's the last one that I go do, and I'm not driving traffic to my MLM.   Facebook has a hard time with that and that's okay. So I don't. Follow the rules. I don't get around it. There's not some secret loophole. What I do is, I don't even promote my MLM. I'm promoting something in front of it. On the back, I'm bringing people into my MLM.   HOW TO GENERATE TRAFFIC WITH FACEBOOK ADS   So if you’re wondering, "Stephen, how do I get traffic for my stuff? How do I get eyeballs and people on my stuff that I'm putting out?"    I hate trying to learn to do Facebook ads. I have no idea how to do Facebook ads. Why would I learn that?    There is a who, who already knows how.   I go find people who are as obsessed in their thing as I am in mine.   I don't need to know how they do all their thing. I just need to know that they're obsessed. I need to know that they're good.   So I went out and I found a Facebook ads person. Honestly, it wasn't that expensive. I thought it'd be more expensive. They're incredible. They're so good and they drive all the traffic for me.    I don't even know how to start a Facebook ad.    I don't want you to do is sit back and go, "Well, it's easy for you to do it Stephen because of blah, blah, blah, blah, blah, blah." Garbage. Hot garbage.   I don't know how to do a lot of things in my business, which is how it should be. The CEO of Coca Cola doesn’t khow to do every single role in Coca Cola.    Steve Jobs didn't know how to do everything. That's why he went and he got all these coders to do it all. He was just the sales guy. He was the aggregator, the entrepreneur. He was not a coder.   Don't look at these traffic methods and go, "Well, I don't know how to do that so it doesn't apply to me”.   I would just use one traffic method, not all four. Just choose ONE that you're going to master and have a bunch of fun with it.   HOW TO GENERATE TRAFFIC FOR YOUR SALES FUNNELS   You know what's funny? When you get a sales message right, and you get the offer right, and you get the funnel right, you get to this really cool zone where you get to just have fun getting traffic in different methods.   One of the ways you can generate traffic is obviously ads. That’s one of the reasons why I have a paid prospecting funnel.    Yes, it’s to get some cash in your pocket. But it allows us to profitably spend ad dollars. You're not just sinking money into getting leads that won't pay you anything.   Instead, they're generating the money. And you're able to invest it straight back in, and literally self-liquidate. It’s super cool because I get a whole bunch of people coming on in for free.   In some form or fashion, you will always purchase the customer. Whether it's…   Through money A cost to acquire through ad spend Through your time    My last podcast episode on Secret MLM Hacks Radio was talking about the different cost models of MLM. There's three right off the bat that are really easy to talk about.   #1 Spend money. #2 Spend time.  #3 Spend time once.    If I'm going to spend my time and not money, I'm going to spend my time once. I'm going to go create create content. Stuff that lives on beyond just the one time I took to go and make that thing.   Traditional MLM goes around and says "Hey, pitch everyone, all the time."    It's not a scalable model because you only have so much time. If we're not using an application funnel or some kind of recruiting funnel, you don't know if the people who are coming in also have the same kind of desires and drive that you do.   MLM AND CONTENT CREATION   You're the only real driver. The one pushing your sales message, and you're using that same amount of time.    Let's say it takes you 15 minutes to do your little speil or whatever. You're going to do that same 15 minutes all the time.    The cost model that I really like is ads coupled with only spending time once.     Then I can scale. Then I can take that system and hand it to my down line.    How do I get traffic? I like paid advertising and organic.   Let's say you sell supplements. I would go and find a ton of other publishers who also talk about supplements. Regardless if they're in MLM. I would try and get on their shows. At first, it would probably mean that I would get them on mine. Create those feelings of reciprocity and I'd get on theirs.   Get on influencers podcasts and blogs. Get other big influencers to come on yours. That actually cross pollinates their followings. That brings some of their following over to you.    That's how I grew my stuff so fast about two years ago.    I also really like the Dream 100 stuff. Where you get a big influencer to just name drop you, and you give them a commission for it.    The other way is affiliates. I treat affiliates differently than the strategy I use to approach and talk with Dream 100. They're two different groups of people. You're still going to give a commission to each, but there's different mentalities of each group.    An affiliate typically doesn't have a following. I'm going to treat a Dream 100 person a little bit different because they do have a following. That’s one of the key differentiators between those two groups.    CAMPAIGNS ARE NOT FACEBOOK ADS      An art that's becoming lost is campaigns. Campaigns are not Facebook ads.   That's not a campaign. Yet Facebook, and YouTube, and Google are destroying the term "campaign."   Is an ad part of a campaign? Yes. But ad's themselves aren't just campaigns.    A campaign is a series of events that lead people to some kind of action.    A campaign is almost like another funnel that pushes into your existing one.   One of the reasons why my stuff is selling so well, is because I have been a part of, or seen, or watched these different campaigns.   Yes, there's ads involved in them, but an ad itself is not a campaign.   I have a program coming out soon called Affiliate Outrage. It  teaches people how to be an affiliate online. Sell a product that you don't own, and that you did not create. How to sell it  and gain a list in the process.   Some of the strategies are similar to what we teach here, but not really. It's different.    The reason I'm doing that is so I teach people how to sell Secret MLM Hacks. I'm teaching people how to make money selling my thing. I'm not just saying "Here's an affiliate link." I'm teaching them how to take that affiliate link and go crush it.    That's a campaign. That's an event. That is a living, breathing thing that a lot of people have already signed up for and they're coming on in. This is a FREE program I'm doing just for fun. They're going in and learning how to be an affiliate marketer. That’s how I made my first dollars on the internet.    HOW TO MAKE MONEY AS AN AFFILIATE     You could run an affiliate contest. I’d have the top winners of that affiliate contest come to an event. I'd have a whole bunch of them listed out. Then I’d have an MLM summit coming up.    There's a whole campaign. It's all strategy behind what I'm doing.    When you get the funnel up and ready to rock, and you get the offer ready, and you get the sales message, and you know what everything is... Oh my gosh, that is mental playground time.   What ends up happening is, you actually can go and spend all of your time just being a marketer, and an attractive character for your business.   IS YOUR SALES MESSAGE GENERATING TRAFFIC?   How do I get traffic? Multiple ways.    I can't just say ONE, but it does it in phases. If you're just getting stuff out the door, I focus very heavily on publishing, and very heavily on organic methods to generate traffic, until I get cash coming in.    I've never put a dollar of my own into my business because those are the methods I focused on first.   I created a campaign with my publishing funnel, with my podcasting, for this program. I started publishing several months before this program was ready. And I started name dropping it, and telling people where to get on the waiting list. I built pressure.    And THEN I opened the gates. We did $37,000 in the first day. It was like, BOOM.    That was a campaign. You guys all create events.    I'm not necessarily talking about a hotel event or a home event. You create these experiences that people are looking forward to.   These moments in time where it's like "Oh, all this pressure is building," similar to the way Hollywood does six months before a movie comes out.   Do you think that sales would go very well if no one heard about the actual movie until it got released the day of? NO.   The reason is because they provide pressure ahead of time. That's what a campaign is, and what it allows you to do.    WAYS TO GENERATE TRAFFIC   Ads will help you generate traffic. 100%, totally. But you need to continue to publish as well. You get loyal followers through the publishing vehicle. I will never NOT publish. I absolutely love publishing.   I love the organic stuff. Getting on other people's interviews and publications. Dream 100 and affiliate stuff too. That's also a form of a campaign.    This is literally the same kind of thing that you teach your down lines to do.    When you get to a certain spot where you don't need to focus as much on the funnel, you don't need to focus as much on the actual offer or message...   THAT’S when I start doing full scale campaigns, because they do take some time.    I know it's tough to find people to pitch after your warm market dries up, right? That moment when you finally run out of family and friends to pitch. I don't see many up lines teaching legitimate lead strategies today.    After years of being a lead funnel builder online I got sick of the garbage strategies most MLMs have been teaching their recruits for decades. Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next free training.    There you're gonna learn the hidden revenue model that only the top MLMers have been using to get paid regardless if you join them. Learn the 3-step system I use to auto recruit my downline of big producers without friends or family even knowing that I'm in MLM.    If you want to do the same for yourself, head over to secretmlmhacks.com. Again that’s secretmlmhacks.com.

If you're like me you know MLM is an amazing opportunity to grow a REAL asset for yourself. But you also see that there is HUGE issues starting to emerge. WHY haven't big MLMs let tactics change in over 30 years? Or why have they been cutting commissions smaller and smaller? How DUMB is it that old MLM rules say you'll get in trouble when you use the internet to grow your team? These are some of the blaring questions we ALL face today. I want to show you how REAL MLMers like us are waging war on the old dying methods. And we aren't cheating by only bugging uninterested family and friends. Follow me while I expose the shocking methods I'm using to build my 10,000 person downline, and get people begging to join my team daily.   HOW I LAUNCHED SALES FUNNEL RADIO   I wish I hadn’t launched Sales Funnel Radio the way I did. When I launched Sales Funnel Radio, I didn't want to talk. So I did a lot of interviews instead. I'd do two of my own episodes, then I'd do an interview because I wanted them to do the talking. Then I'd do two more episodes then another interview. Interview Me Me Interview Me Me I did that for the first 20 episodes almost. The way I launched Secret MLM Hacks Radio was... I thought people are gonna want to know why the heck I got into MLM in the first place. Regardless of what I sell, that's a big question. How did you justify getting into MLM? Regardless of whatever you do in life, people want to know that.   MY ORIGIN STORY   The first episode I did was what I called The Origin Story. I've told them this origin story, and at the end of the episode I tell them, “I'm here because I want to help people know there's a better way to recruit.” When I say, “There's a better way to sell product on the internet. There's a better way to recruit” there's gonna be some objections. “WHOA, I don't know about that!” That’s a vehicle-based objection. So what I do is, I tell a story. The next three episodes of Secret MLM Hacks Radio were lots of stories. It ’s literally a sideways webinar script. If you go and listen to the first five episodes of Secret MLM Hacks Radio again, you'll hear what I'm doing. I'm telling the stories of each one of the secrets that's meant to break and rebuild their beliefs. It will help people listen to me and it also future paced them for buying Secret MLM Hacks later on down the road. I knew it was gonna launch but  I didn't know what it was gonna be. I just wanted to start building the buzz and the audience. Then I told the story related to secret number two and three and four... An origin story A story that breaks their beliefs about the way MLM works. That’s a vehicle-related belief Then it's a story that breaks their internal insecurities. Usually, there is an identity shift that is required   OBJECTIONS TO MLM   Think about vehicle, internal and external. It's in that order because typically that's the way the brain handles it. It's also in the order because: Vehicle - they're in MLM. I gotta break the way they see MLM. Then I need to help them realize that the way you're doing MLM is not real... Not true, IT’S OLD. BROKEN! Cast it to the side. Those strategies, those methods for the old way, that's not good. So I told a story that has to do with that. Internally -  There's a story that I tell that helps them address the fears and insecurities they have individually. If I do this correctly they actually go through an identity shift. They start to think, “You know what, I don't actually want to be doing that old way. You're right. Let me come over here,” and they take a step off to the side and they start to feel a new identity come across them. Psychologically that's what happened, that's what's going on inside their head. The external related belief that I need to try and break is the belief that they needed to begin with a huge downline. OR Success is all about the MLM you join and making sure you join at the top and early on. That's garbage. It's not true. It's a facade and it is a belief that is passed around in the industry. I wanted to break and destroy that.   SECRET MLM HACKS RADIO SCRIPT   In the script for the Secret MLM Hacks, the actual webinar, all I did is tell stories and then drop some kind of offer/call to action. The call to action here was go to secretmlmhacksradio.com and download your FREE Master Pack. Now that I've broken and rebuilt the way they see the: MLM industry Way they see themselves Relationship with that industry Possibilities to do different things … Then it opens up a gap and I can step in with some kind of call to action. Even though it is free, I still have to sell it. People always ask me, “How come nobody's downloading my free thing?” I’m like, “Well, are you selling it?” They're like, “I don't need to, it's free.” No, no, no, no, no! t The price they pay has nothing to do with selling! That’s the reason why people still don't take your samples when you're walking around with your MLMs product. You still gotta sell it. MLM don't teach that. They'll teach a few closing tactics but they don't teach selling and they definitely don't teach marketing. That's what I'm trying to help you understand. What's going on inside their head is very psychological. I don't know how you can get great at this without learning a little bit about how the noggin works and the way human psyche goes now. You're gonna have to break and rebuild people's beliefs with what you're gonna be putting out there.   WANNA JOIN MY MLM DOWNLINE?   I am over 80 episodes into the Secret MLM Hacks Radio show, and I've done my best to keep this strictly educational and I don't pitch anybody or even tell you what MLM I'm in. However, the number of emails, Facebook messages, text messages, people hunt my phone number down, or even find my address, it's kind of insane, and it's kinda become unmanageable. If I'm gonna take this show where I want to, that noise is only gonna grow. So, here it is, here's my extremely soft pitch right here. Okay, I'm not gonna even tell you what MLM I'm in here either, but if you wanna join my downline, or simply find out more, literally go to joinmydownline.com. Simply for transparency, when someone joins my downline, this is what they get: Auto lead and recruiting funnels Proven product sales funnels A 30 day step-by-step set up system Easy traffic methods Unique upline support that's been assigned to us from our MLM headquarters That’s pretty awesome. All of what I do is not only proved by my MLM, but they consistently ask me to build funnels for the MLM itself. So again, if you wanna jump on the phone, and see if this is a good fit, literally go to joinmydownline.com. This is just to direct some of the noise I personally experience as I talk about and reveal a lot of these tools that my team has access to, which I know is unconventional, and it's kind of shaking the industry, which is really fun. If you're interested in actually making MLM an asset, joinmydownline.com is where you need to go now.  

PAPA LARSON TALKS PERSONAL GROWTH AND BUSINESS GROWTH Today I'm gonna teach you guys about the INTENT TO BECOME. I know it's a little bit of a heavy title there but I really wanna tell you know about this. If you’re are not aware, inside of Secret MLM Hacks Radio there's a way to ask me questions. I go back and listen to a lot of your questions. Thank you, by the way. If you wanna ask a question, just go to SecretMLMHacksRadio.com. It has you opt in which is more to protect me because I do put these on the show. You're about to hear it. At the bottom there's a button for you to record your question straight from your browser. You can ask anything that you want. I'm not gonna say who this is from... But I get this question very frequently. I wanted to address it. I have personally brought at least 4,000 people through this process now. Personally. This is a common question. A lot of the people I bring in are brand new. They’ve never had any success online before. It is common for me to get this kind of question… And I just wanted to share this. I'm not gonna show you the name and I’m not here to badmouth this individual. I understand EXACTLY why I am behind the camera and why you're watching. I understand WHO I AM and WHERE I AM. That’s because of… GOD - He helps fill in the gaps MY willingness and determination   THE MOST COMMON QUESTION ABOUT SUCCESS “Hey, Steve. Is this actually guaranteed to work? I'm tired of chasing shiny objects. Thank you.” WHAT? Are you kidding me? "Is this guaranteed to work? I'm tired of chasing shiny objects." FIRST OF ALL, chasing shiny objects is not my issue. That is yours. And secondly, is it guaranteed to work? There was a lady who was yelling at me on a page two weeks ago. WHY? Because I would not guarantee success for her inside the Secret MLM Hacks. Would you guarantee success for someone inside of your MLM when they join it? You won't? WAIT… You will under what contingency? Oh, that they actually do the stuff and do the work?   THAT’S EXACTLY THE SAME WITH ME! I just told her, “Absolutely not. I will not guarantee success for you in this.” And she said, "What are you talking about?" She asked me for the guaranteed ROI on joining the program. I said, “We've had multiple people recruit several hundred people in a month with my program.We had one freak of nature recruit almost 1,000 people in a month.” People are recruiting more than they've ever done and making money in MLM for the FIRST FREAKING TIME in their life!   WHAT’S THE GUARANTEED ROI? "Stephen, what's the guaranteed ROI?" What's the guaranteed ROI of anything? It has everything to do with how much effort you put into it. Someone else asked me the question, "How do I motivate my team?" YOU HAVE THE WRONG TEAM! If you have to ask that question, you have the wrong team! You have the team who's asking, "What's the guaranteed ROI? Will you guarantee success for me?" FREAKING NO. I don't OWN your success. No one owns mine. No one OWES me a thing. And no one owes you anything. It drives me nuts... Boils my blood, when people say things like, "Oh, I deserve this." NO! YOU DON’T! I don't deserve ANYTHING in my life. And no one OWES me anything. I will work tooth and nail for it and I'm willing to do so. My programs work when the people work. And when they work, they have success with it. Just like anything in life. ANYTHING IN LIFE.   I’M THE LEAST LIKELY SUCCESS STORY I did not know how to talk. I'm not just saying that. I had almost a near clinical fear of adults. If I saw someone walking towards me down the hall, I would turn and walk the other direction. I got pulled to the side by a high school teacher and congratulated because she said that she could hear me. I said, "What are you talking about?" She said, "I could barely hear you at all. You actually project your voice now. I'm just congratulating you, I'm really excited about that." I was not even self aware of it. I did not know how to talk. Am I the most eloquent speaker? NO. I say, “Uh, ah, um, er…” all the time still. I'm totally fine with that. I was completely broke. We were living on loans. Not even paycheck to paycheck. Everything that you see right here has been sculpted. NOT GIVEN. I love the quote, "Know thyself," but ironically, I believe the only way to know thyself is to sculpt thyself. People tell me things like, "Well, Stephen, of course you can be successful because you have this show and you've got these other pieces here and you've got automation.” Yeah… BUT I WASN’T THREE YEARS AGO! You feel me? I'm yelling because I care. Okay? Passionate Papa Larsen's coming out. It’s time for real talk with Papa Larsen.   DO I GUARANTEE SUCCESS? I work with a lot of brand new people who've never actually finished pushing through something.Go I guarantee results? HECK NO. Nor would I ever dare to. It's not for my benefit, it's for yours. I was broke, I couldn't speak, I got kicked out of college my first semester. Literally. I got mercy graduated from high school. I am the least likely success story. It wasn't until I sat in front of the mirror one day and asked myself, “What do I want with my life?” I had nothing. Getting pretty close to rock bottom. I actually ran from home. These are true stories. This is the upbringing of Steve Larsen, okay? I killed Stephen and birthed Steve. I had to get rid of a lot of my old self and become something new. When somebody comes to me and they say something like, "Stephen, what's the guaranteed ROI?" I know that they're trying to find a logical reason to excuse themselves from personal growth. I don't sit for that. I'm willing to say, "Look. This is a personal growth moment. It's not up to me. It's up to you. I can give you the tools but you've gotta freaking pick it up and still swing the hammer." They'll be like, "I can't pick up the hammer." Go do some form workouts. That's not my fault. I'm not gonna make the hammer any lighter. We don't pray for the weights in the gym to get less heavy. We pray to get more strength. Business growth is no different. For you to sit back and give me the ownership over your success is STUPID.   WHAT’S THE GUARANTEED ROI? A lot of this comes down to the way MLM is positioned. MLM is often the gateway drug into entrepreneurship. A lot of entrepreneurs were once in MLM. Or still are. Just like myself. I came in through MLM and I left it for a little bit, learned and then I came back. But I had to go through some personal growth. There's no way that I could have done any of this five years ago. I didn't have the discipline, the drive or the motivation. When people say, "How do I motivated my team?" YOU HAVE THE WRONG TEAM! You should not recruit everything that has a heartbeat. This is the reason I have people go through an application process to join my downline. I am looking to see how much ownership they have taken in their life. I don't care if it means business ownership. What's their level of responsibility? I know that this is a very forward response, but I hear this so often it drives me UP THE FREAKING WALL. Your success is not on my shoulders. My success is on no one else's shoulders. It is completely on me. No one owes me anything. I don't deserve anything. Nothing is due to me. It's the same for everything else on this planet.   SUCCESS IS A STATE OF MIND One of my favorite quotes says something to the effect of, "Your level of success in this life is parallel to the number of problems that you've solved." For a problem to be a problem it means it needs to be hard. So many people are like, "Man, you're saying I gotta learn how to do this or I need to think a little bit differently than I have in the past?" I struggle more to do this with adults than I do teenagers. Kids follow train tracks that have been built for them by adults and leaders for a long time. I find that a lot of adults never quite learn how to build their own tracks. They haven’t dealt with ambiguity or challenge. It has nothing to do with the material. That guy's having success, and that lady is, and those people are… But this person isn't. What's the variable? It's not the program. If you're not having success in your MLM, it’s not because of your MLM.   GETTING REAL INCREASES YOUR CHANCE OF SUCCESS I had to get real with myself. I talk with myself a lot. I'm not afraid to say it. I was 35% body fat. I had a double chin. I was working on a triple. 35% body fat. I was 210 pounds. I'm six foot now but I was 5'6". I was a tubby bubby. I was a fat kid in high school. There was a moment when I had to sit back and get real with myself. "Stephen… YOU’RE FAT!” It's truth. It's not mean, it's truth. “Stephen… YOU DON’T KNOW HOW TO LEARN. YOU’RE DUMB.” That's not mean, it's truth. "Stephen… YOU’RE BROKE." “Stephen… YOU DON’T KNOW HOW TO TALK." You know how I broke that one? I would take my computer, get in front of a mirror and watch guys on stage and mute the volume. And I would physically mimic their actions and their movements. Dance around in complete silence trying to mimic so I could break out of my shy self. This is not a me, me, me session. I'm just trying to use myself as an example. I believe in sculpting myself. It's not know thyself. It's sculpt thyself. I don't care who I AM, I care who I'm trying to BECOME. Only you can truly know where you are and where you are not.   ONLY YOU CAN GUARANTEE SUCCESS FOR YOURSELF Someone who has gone through something challenging and they've learned who they really are… They’re a rock star. David Goggins has this great thing called The Cookie Jar. He said, “Every time I something hard comes up in my life, I go with my cookie jar. I'll close my eyes and think, ‘I'll be alright. What have you done in the past that's awesome?’" Open up your cookie jar and look at all the awesome things you’ve done. The great stuff for your personal growth, or business growth. “Look, Stephen, you almost got straight As coming back into college after you learned how to learn. Man, you a bad mama jama.” Those are things that I look back I'm like, “Man. You a bad mama jama. Woo!” I get myself a little bit of a pump up to remind myself that I can handle the challenge ahead. If you've never done anything challenging, you have no cookie jar. So when someone ways to me, "Oh, guarantee success for me." FREAK, NO. Go do something hard, then come back. Because you need to learn who you really are. Lots of people ask me why I do what I do. Here’s why… My favorite moment is when I'm on stage and I can see it in their eyes… Something has just changed in their essence of a human being. I was speaking at a three day event once. People had paid $15,000 to be there, it was awesome. Russell Brunson turned to me and asked me what was wrong… and I said, "You know, it's weird, man. I can stand up and I can see who's not just getting it, but who's actually going to do it. Is that weird?" He laughed and said, "No. That's funny you're getting that already."   IS ANYTHING REALLY GUARANTEED? When someone asks me , "Can you guarantee success for me? What's the guaranteed ROI?" NO. I don't know you as a human being. I don't know what you've been through. I'm not gonna hold your hand all the way. I will guide you to the level that you reach out. You come 50%, so will I. But if you're not coming even 10%, I'm not going 10%. The programs are there. I'm not hiding anything. It's all there. If someone's not even trying a little bit, and they're like, "Oh, it's a scam." NO. YOUR LIFE IS. This is Papa Larsen’s tough love. People who've never actually done much business-wise are attracted into MLM. Which is great. I'm love helping people who are brand new. I have programs for them to learn how to find success in this industry. But I don't recruit people who need motivating. I recruit the people who have innate motivation. There's a great quote by Jim Rohn. He says, "We must all suffer one of two things. The pain of discipline or the pain of regret." Those are some spicy truth words right there.   THE INTENT TO BECOME There are three kinds of buyers that I have noticed: The person who has intent to learn. They will by a course or product and actually use it. Someone with NO intent. They buy something and never do anything with it. The person who has the intent to BECOME - It is a special moment. It's the moment when I'm standing on stage and I see in their eyes that something has changed in them. And they've been set up for massive growth. That is my favorite individual to work with. If you have the intent to become, you have the understanding that this is a journey. You love the process as much as they do the prize. What I'm asking you is, take a little look inside yourself and say, who am I? What intent did I join MLM with? Do I have the intent to learn? The intent to become requires far more honesty and self-discovery. You need to get raw and real with where you are and where you are not. Sometimes that can be uncomfortable. Are you trying to become who you wanna be? If you don't know what you wanna be, it's the reason you probably feel so much frustration. It's hard to get somewhere without knowing where you're trying to go. There's a coin that sits on my desk that reminds me of this all the time. It says, "The obstacle is the way." on the front and on the back, "The impediment to action advances action. What stands in the way, becomes the way." I just want you to know that I care about you all. I get really passionate and focused about this stuff because my life has changed because of it. No, I will absolutely not give you a guaranteed ROI or guarantee success for you. I will guarantee you a sweet, awesome way for you to develop and grow and become someone amazing IF you own it.

"how to be productive" "growing business" "entrepreneurial skills, value ladder, team building   This is the one question I ask every quarter that always CHANGES my business... Answering this question ALWAYS results in me growing my business. Each my business changes for the better... NOT my funnels, my business.   ...if you’re wondering, “...but, Steve, aren’t your funnel and your business the same thing?” I totally get why you’re asking that. I used to think that it was too… until the strangest thing happened to me...   Here’s how it went down… HOW TO BANKRUPT A BUSINESS I was building cool funnels for a company:   Day #1: We launched the funnel, and the sales start pouring in.  I get a call from the owner: "This is awesome, this is epic, this is incredible. Are you serious! I can't believe this."   Day #2: I get another call:  "Wow! The sales are still coming in. This is really still cool... I think..."  (This time they sound a little more unsure)   Day #3: The phone rings: They're like, Help! The sales are still coming in. Turn the funnel off. TURN IT OFF!"   The first time this happened, I was shocked that anyone would want less sales?   But the company was like, "You're gonna bankrupt us." I was like, “Oh, crap!”   Until that point, I didn’t realize that the funnel was different to the business.   It sounds silly to say that now, but I just didn't know that at the time.   A massive amount of sales sounds fantastic, right? But if your business doesn’t have the systems to cope with a massive amount of fulfillment, then you’re in trouble.   So what do you do about it? *ANSWER* You ask yourself the question:   How do I increase my speed?   ASKING A POWERFUL QUESTION   When I ask THIS question it ALWAYS provokes the most change and the most progress in my business.   It actually happened this way…   I was coming back from a speaking gig where I’d sold a ton of stuff. It felt awesome and I was excited about it.   ...THEN I had to spend the entire night fulfilling on what I had sold. Which was great, but I’d only slept four hours the night before and I was exhausted!   So sitting on the plane on the way home the thought came to me, “Stephen, how can you increase your speed?” And I wrote it down in my notebook.   I started listing out all of the ways that I could possibly increase the speed of my business.   My funnels, do great, but the business needed some work so that I could leverage all the opportunities that were coming my way…   The BEST way for me to show you how I answered the question:   How do I increase my speed?   … is to let you in on a Q&A session I did with my OfferLab Group.   These are the high-level killers who work with me directly, one-on-one.   Each week, I do training sessions with them. Look at their stuff to help them design their:   Funnels   Offers   Message   I haven't officially launched OfferLab, so unless you came to OfferMind, this is probably the first time you’ve ever heard of it.     I'm not selling anything else. Offer Lab is not open to anybody else because we're fulfilling. We're putting in the processes and the systems in place.   … So this is kinda like a sneak peek behind the scenes of Steve Larsen.   HOW TO BE PRODUCTIVE & INCREASE SPEED   We had a cool chat with the CEO of Pruvit (the MLM I’m in). And, like a lot of people, he asked me to build funnels for Pruvit.   I was like, “Well…”   My first thought was, “Sure, that would be honoring, but I don't have the team in place to handle that.”   That's why I initially went back to Tony Robbins and told him, “No.”  I didn't have the team in place to build the front revenue, or the team in place to support it after it was built.   After talking with CEO of Pruvit, Colton and I just stared off into eternity for a little bit. Our heads were spinning.   We had a tremendous opportunity in front of us. But first, we had to answer the question, (...and here it comes again): “How can we increase our speed?”   So we've been asking that question in TWO areas:     How do I increase my speed on fulfillment?   How do I increase my speed on sales?   *NEWSFLASH* Answering those two questions, usually, does NOT involve MORE of YOU as the entrepreneur.   ENTREPRENEURIAL SKILLS & PLAYING BIGGER   Play Bigger teaches that in order for you to really make a lasting business that's awesome, you need to design a category, a product, and the business, at the exact same time. Well, I've gotten really freakin' good at designing:   Categories   Products/Offers   I'm getting far better at the business side, as well.   It's the reason why I’m able to create so much the content …   But what do we have in place on the fulfillment side?   I'm nervous to bring in all the money that we could because I wouldn't be able to fulfill on it very well.   … So the questions that I've been asking are:   How do I fulfill faster?   How do I sell faster?   We asked the question, “How could we increase speed?” And that question ALWAYS leads to growth and things that are, frankly, a little bit uncomfortable.   Let’s use my content machine as an example:   I have #1 Content Team for Sales Funnel Radio, but a while ago, I realized that I needed to spin up a second content team for Secret MLM Hacks. So that’s what we did.   There are a few people that are on both teams, but it's a separate team. It's really interesting, the process is different, even though they're both content. It's really fascinating.   We mapped out a high-level process and we found the people to fill all the positions. So I wanna walk you through this because this will change everything for YOU… 3 QUESTIONS THAT’LL SAVE YOUR LIFE   So glad you asked… ;-)   The 3 questions that will save your life are:   What problem am I trying to solve?   Who is my dream customer who has money and is able to spend a lot of money?   What's the model that I'm following?   As part of answering those questions in my own business, I draw up value ladder and leave it somewhere visible to act as a roadmap and an anchor.   (A value ladder is for life, NOT just for Christmas)   Opportunities are so funny guys, it's like they show up as soon as you start the down a path, another opportunity pops up.   It's like opportunities have babies and multiply the moment you start moving and doing anything in life.   I'm sure you’ve have experienced that, right?   So to keep myself rooted and forward, I always draw a value ladder.   I have two value ladders because I have a front-end business and a back-end business.   The business that's in the back-end is the MLM stuff, you know about. The front-end stuff is all offer creation/ funnel stuff You’ve seen me building out.   I wanna walk you guys real quick through this value ladder, and then tell you guys what’s happened because we asked the question, “How can I increase my speed?”   That question usually, (in fact, I'm not even gonna say usually), it has ALWAYS made me grow. And sometimes, in ways that are NOT all that comfortable… in fact, pretty much every time.   Just beware, every time you ask that question, if you're truly willing to find the answer to the question, you're gonna have to grow.   So here’s what I do...   CREATING MY VALUE LADDER   Because I have my value ladder planned out, I can answer the question, “What model am I following?”  In this instance, I'm following the Info Product Model.   Now the stuff that I'm doing has never been done, but the model that I'm following has totally been done.   Does that make sense?   That's where I get a combination of living on the edge and doing things that have never been done before - so I have security at the same time.   I don't need to run a risky business. There's no way. I'm not into risky business.   But the stuff that I'm doing though, the actual content and all those pieces; 100% is stuff that's never been done before.   It's how you get the combination of risk and security at the same time.   I draw out the value ladder. At the bottom, is all my free stuff:   My radio shows   Publishing like crazy   A free program on each side.   An affiliate program.   The real reason Affiliate Outrage exists, is so I can teach people how to be affiliates for me. About a third of our sales last month for the MLM side came from affiliates. It's working - it's awesome.   I'm not just gonna give somebody an affiliate link. I'm gonna teach them how to use it, and how to make an offer so that they feel inclined to create content around that affiliate link. Does that make sense?  That's the way I do it.   My value ladder has:   The radio shows... and that kinda content   Books   Webinar   Event   Mastermind   It's the exact same model on each side of the business.   It’s a lot of funnels! We have a hard time getting somebody to just build one funnel… We counted; there are 12 funnels we need to truly hit every single step that we have planned.   So what I do is I hack the value ladder in order of importance?   I always start in the middle; I practice what I preach.   I go up to the top of the value ladder.   Finally,  I go down the value ladder.   But the question that we started asking is, “How can I increase my speed?” That's the question I want you to start asking yourself:   “How can I increase my speed in…”   Creating an offer?   Creating a sales message?   Creating a funnel?   Fulfilling for what I sell, (so I can sell faster)?   Gaining the sale?   I ask that question multiple times, in multiple areas, for multiple things. Asking this question helps tweak out a lot of the processes that support revenue. BE UNCOMMON AMONGST UNCOMMON PEOPLE   The first time I asked the question, “How can I increase my speed?”... I was working for Russell and had no time of my own. It led me to create a schedule, that I lived by for about a year, that was painful.   Went to sleep five hours a night, then I'd get up at five, be at work at six, work on my own there 'til nine.   It's always been that question because…   Money loves speed. Money sticks by speed. Money feels the thrill of speed.   ...and so I have to adhere to that lesson at some point.   I can build everything in these value ladders, but if I’m the only one building them,  it's gonna be slow. I want all that done next year. In just one single year. That's fast, man.   That's almost as fast as ClickFunnels builds their own funnels.   Seriously, they build one funnel and launch it, just about one every other week. That's crazy!   So what I've started asking the question about...  and what I want you to start thinking about is: What revenue model am I following?   What business model am I following?   So the questions that we’ve have been trying to answer, and I think that we have, are   How can I increase my speed in the business?   How can I increase my speed in the revenue?”   ...and the way that I'm doing that, is by building teams around both. QUESTIONS INVITE REVELATION    I have two businesses:   The Offer side - the sales funnel side   The MLM side.   These are revenue models, but what supports these?   So Colton and I asked the question several times last week:   What do we need to have in place in order to pull  EVERYTHING off, in a year? If questions invite revelation, which they do, you gotta be real careful of the question you're asking in business and everything else. So we went back and forth:   “Well, here's all the stuff that we have and all the things that are forward facing. Do I have that on each side?” Like, “Crap, no, I don't.”   “Do we have a system set up where if I don't show up for a month, would things keep running on their own? Like, “Hmm... I gotta build more of the business side there.”   It's just about there - which is really fun.   For my content teams; I show up the first half of each Tuesday, and it keeps both machines alive.   I can keep speaking and be forward, in the front of everybody, because of the systems that I've built. The teams that I've built.   We have Content Team #1 and Content Team #2.   Then our NEW funnel-build team, they're gonna be the ones who actually go dive in and build out all the funnels.   Although I'm a funnel builder, I’m been my own bottleneck.   Which is what I realized when I was looking at this stuff.  I was like, “The only way we can keep going as we are now and still make great money is to get another team.”   The parts of the business that I should be involved in are actually a lot narrower than I'm currently focused on.   A GROWING BUSINESS    I was talking to Al Hormozi this last week, and a few other of my good buddies who've made like 10 million in a year, and they validated exactly where I'm going with this. They said:   At this point, it’s NOT about you. It's all about the team.   Q: How do I sell faster? “Crap, I gotta speak more. Oh, I can't speak more…”   A: Content Team #1.” Boom! And I mapped out the content team, and then made it.   Q: How do sell faster on the MLM side?  I'm either gotta speak a lot, or I’ve gotta go drive a lot of money with ads…   A: Content Team #2.  Boom! that's the one that did it on the MLM side too.   ...the next question I asked was...   Q: How do we increase the speed so we can build-out this value ladder with even more speed?   A: “I need an internal funnel-building team.”  It came faster than I thought, but I realized I needed it. I've built the majority of everything on the MLM side, and I've built a few things on this side, and lots of stuff on the bottom. And I'm good at it, but I'm just only one person.   So we've mapped out the process and the positions we need, in order to build an internal funnel-building agency.   We just got the last person on board and they're like, "Absolutely, heck yes."   Next, I'll tell you how we automate everything... LEVERAGING ENTREPRENEURIAL SKILLS   If you’re already selling stuff, the next process is speed of sales - and has less to do with you, which is fun, but it can be terrifying.   When I left ClickFunnels, the position that I had ceased to exist. When I left, the position closed. So my final task was to replace me with a system.   That made me think about what I was doing in a different and advantageous way.   I had to document everything that I was doing for each funnel, find the similarities, and then start systemizing all the pieces and create a checklist.    It's  was super complex and  crazy.   If you’ve done like funnel-building on your own, you know that the checklist can be freakin' huge. Let alone:   Write Research Positioning Voice   ...and all those things.   The actual act of putting a funnel up - it's easy because of ClickFunnels, but there's still a big checklist with it. There's a lot of things you can put inside of there. There's a lot of bells and whistles that you can get distracted with.   THE BAT SIGNAL   Anytime we built a funnel at ClickFunnels; they had what's called a bat line meeting. We grabbed a cool image. You know that like the Bat Signal that Batman shines up in the air.   When Russell sent that image out to his team, they all know that in 15 minutes everybody has to get on the same Zoom room.   Then Russell teaches for the new funnel for a straight hour. He draws it out, “First, we're gonna have this page, and then we'll have this page, and then we'll have this page, and then we'll have this page, and these down-sales, and then this automation.”   He draws all the pieces and  puts it together.   What's cool is that it’s recorded. So afterwards, they take that recording, and some writers go and they'll make mini tasks for each individual. There's heads of each of department.   So they grab a writer to write out the to-do list of everything they were assigned during Russell's batline meeting. That's exactly what I'm doing.   I'm planning out not just the funnel, but also planning out podcast material and content that would be really cool to time with the launch of the funnel.   This year, you guys will see me do specific podcast episodes to build pressure around the launch of the whatever funnels we're building.   Then there’s the:   Funnel plan   Sales message   Offer   Fulfillment   We're gonna need this package and this package - so we  go to our fulfillment house (which is a few miles down the road), and let's make sure they package everything together, so that every time a sale happens, this thing gets shipped out.   That's all the stuff that I'm really good at and what I teach…   Then I know, I'm gonna create sales videos. Right from the get-go. The videos are gonna be on the pages - because I can just hand those videos to writers... and I know who all of these people are.   If you notice, most the styles that we do, pretty much all the time, if you look at the copy underneath all the videos in any page I create, it's pretty much the exact same thing that was said in the video.   Which is means I can hand videos off to a writer and they can write all the copy for the sales page.   Then the video and all the copy gets handed off to the designer, and they make it look incredible.   Design doesn't sell, but I'm not against making things look good.   The designers make things look awesome, and use the copy. You’ve seen sales copy, where certain words are bolded out. There's a certain style of writing for sales letters.   Now they have the writing, the designer can take one of my templates to build-out the initial funnel, put all the copy in there and put the videos in for the initial build.   From that point, the funnel will go to to a funnel finisher... that was actually my original role at ClickFunnels when I was hired.   I was the funnel finisher.   We didn't have extra writers or designers. We had a videographer, it was Brandon, but we didn't have writers, we didn't have designers… So I actually did all three of those roles for the first year.     It was the only the final eight months that I was there, that we actually started building out, actual teams and processes. Before that, it was just me - it was insane. It was freakin' insanity.   Funnel finishers are the ones that do all the stuff that's not fun to do in funnels:   Legal footers   Favicon   Metadata   Naming all the pages   Linking all the emails   Adding the email copy in email sequences   Adding  SSL Certificates   Porting over URLs if it's bought from somewhere else   It's all the stuff that sucks to do in a funnel, but it's super important.   Next, I try to break the funnel. That's my favorite part. I like to go in and try my hardest to just crush it!   Then, because we've gone through video stuff, we've had designers and all this stuff, then  I start working with the traffic team and coordinate my podcast episodes with the launch of the actual funnel and the ads going out.   Then I just review and tweak it. So that's it.   It seems really complicated, it's actually not. This changed my life.   What I focus on, when I'm building these teams out, 'cause you guys all should all have teams, eventually. If you don't right now, that's okay. If you don't have a team, (or you're not in a position to have a team)...   What I found is that it means that you're still building this main core product inside of your new value ladder:   You haven't actually built the product yet   It's not actually selling very well yet   You don't have a funnel yet.   The first time, you being the one doing all that is totally appropriate - that's totally fine.   But building out, everything from above and down below it, after that, is really just a repackaging of that main idea in different ways that are more expensive or less expensive.   This initial build-out, that can take awhile. That's fine, that's fine. So if you're like, "I can't have a team yet." That's okay, usually, it means you don't have enough cash or you're still launching this main core product inside of your value ladder.   But from there, everything else, you should be able to do fast when you build a team.   But there's one thing that changed my life  when I'm building out these teams...   TEAM SECRET SAUCE   ...So when I'm building these content teams out, the things that have really made the BIG difference is:   I no longer hire individuals. I hire agencies.   That changed everything! When I hire an agency to do video, rather than a person, the speed is better, the quality is better.   If some reason, there's a holiday, or birthday or whatever, they got a replacement, usually.   When I hire an agency, it's usually a little bit more money - 100% worth it. 100% worth it! They're easier, they're faster, they can implement better.   They follow the processes better which I'm about to show you. I don't hire individuals anymore. I hire agencies.   So there is a specific agency for each one of these, almost. Like the funnel finisher one, that doesn't need to be an agency for that, that's a single person job.   Like I don't even know how you'd make an agency out of that. But I actually do think that that person has an agency, which is funny.   This person's the only person that hasn't is the writer, but he's had a massive writing company in the past, which is cool. So he still has that background and totally gets the project management side of fulfilling - which is really interesting.   I don't ever hire a person anymore, I only hire agencies.   That's true for every one of my content pieces.   It's funny, looking back, on the Sales Funnel Radio content team, and the Secret MLM Hacks Radio. In the Sales Funnel Radio content team, there's seven or eight, something like that.   But they're pretty much all full-blown agencies behind each individual person. It's the reason it costs so much, but it's also the reason it's so good. You know what I mean? And it's fast, and it's consistent.   I can pretty much set my watch to each time an episode drops. They're good, they get it, they move. And they got backups.   And what's cool, is that when I hire an agency, they've thought about their internal process. They've thought about how to fulfill. They've thought about how to do all the things the best possible way.   When I hire an individual, a lot of times they haven't, and they're just doing it. They know how to do the thing, but they haven't thought through how to actually write down the process for the thing. That's a very different mentality to be in.   In the Secret MLM Hacks Radio,  we just barely spun that team up, probably about three weeks ago, cause I knew we needed it. I could just tell. There are a few people on both teams, but there's a lot that aren't.   The team has either eight or nine people now -  which is pretty crazy.   I use this approach for even for one-offs stop kind of things that I do now.   There's a person that I've been hiring to revamp my LinkedIn profile, 'cause it sucks. I know it sucks.   But I'd rather hire a person, who owns and started their own agency, rather than an individual - because of what they've gone through mentally to prove-out the process. And the fact that they can bring revenue to keep a team going.   Man, it's night and day difference.   I'm not saying the individual can't be good, but holy crap, huge difference in insights. Oh my gosh! So, agency, agency, agency, agency, agency, agency, agency. That’s saved a ton of stuff.   Oh yeah!   Hey, wish you could geek-out with other real funnel builders, and even ask questions, while I build funnels, live?   Oh, wish granted!   Watch and learn funnel-building, as I document my process in my funnel strategy group. It's free, just go to thescienceofselling.online and join now.

This is how to be "followable" as you document your journey in MLM...   I get a lot of questions about publishing content. Most of them sound something like this.   Should I be publishing content about the MLM product or the business of building an MLM team/down line?   You should be publishing content about ALL OF IT.   MY CONTENT PUBLISHING LIGHTBULB MOMENT   I was mowing the lawn last summer. When I mow the lawn I usually listen to a podcast so it’s not completely wasted time. I love doing yard work, I find it so therapeutic. The podcast I was listening to was fascinating. They were describing a product that they hadn’t even created yet.   The podcast was about how they were creating their product. At the end of the podcast they dropped the release date. The next episode of the podcast was building on the last one. They were talking about more new features that they had added to the product. It STILL wasn’t even finished yet!   These guys were talking about stuff that was not even out yet!   As I listened to more episodes of the podcast, I started getting this massive urge. I wanted to have this products so badly but it wasn’t even built yet!   They were documenting their journey. That's it. The light bulbs in my head exploded.   DO YOU KNOW WHAT THIS MEANS?   You don't have to be miles ahead of the game to start publishing content. You only need to be two or three steps ahead of someone else.   START DOCUMENTING YOUR JOURNEY   Do you know the show Seinfeld? If you listen to the interviews of the producers, they laugh about how they successfully pulled off a show about nothing.   People like stories and they will tune in to them for no reason at all. All a story needs is: A plot A character A conflict   That's it. That's what makes a story   YOUR ATTRACTIVE CHARACTER   If you want to do a podcast, do it. You’re not competing with me by publishing content on the same platform. I just want you  to document your journey, okay? Your attractive character will attract different types of people to you, than me.   I completely understand that I attract people and repel people at the same time. I do it on purpose!   Some people say "Oh man, I hate listening to guys that wear collared shirts and have oversized, gigantic eyeballs the size of the globes." I know that.   I say certain thing to repelled certain people. I get it. I'm not trying to push people away. I am trying to draw lines in the sand. I encourage you to start a podcast, anything, and document your journey. Just don't do a play off of my name, Secret MLM Hacks Radio! That always drives me nuts!   Be your own brand. You don’t want to look like a mini me.   BECOME A PILLAR IN YOUR OWN THING   Look at Mac versus PC. Do you see commercials for those products anymore?   Not many, right?   Why?   It’s because Mac, on a consumer level, has passed PC.   Russell and I stopped talking about Leadpages. Why? Because we passed them.   What I'm saying is, if you choose me as the brand that you're trying to pass, that’s fine. What’s weird is, as you pass me, you’ll ended up taking me with you.   You need to stop focusing on the brand as you pass them.   If you keep talking about them, you take them up with you. This is the reason that ClickFunnels stopped talking about Leadpages. Now they throws rocks and fight against Infusionsoft. Once they passed Infusionsoft, they're going to stop talking about them.   PUBLISHING CONTENT & CHALLENGING IDEALS   I took my content and pit myself directly against an ideal. The ideal that I pitched against, that I throw rocks at, is that you must talk to your friends and family in order to be successful in MLM.   I didn't pit against a person. I pit against what is widely accepted as the only strategy in the MLM game. Choose an ideal that you can challenge as you document your journey.   Just don't do it against another person. That's when it gets dirty. Don't pit against the person, pit against an ideal. Something that is commonly accepted. Something people are convinced they should be doing to get the result that they want.   We didn't cheat like the people who only talk to their family members and friends. That causes contention, but I do it on purpose.   REGULARLY PUBLISHING CONTENT   You don’t need to have a finished product or reach a certain milestone before you start publishing content and documenting your journey. I released 50 episodes of my podcast before my product was finished! HOW!?   I documented the entire journey I told people what I was doing to make the product I spoke about my MLM origin story   There's no pitch. Your helping and giving value. You're playing off of one of the nine mental triggers. Reciprocity (which you go through inside the course).   Whatever platform you want to publish content on, marry your thing. Post content regularly. Once per week for the rest of your life and you will see a change. You could screw up 90% of the strategies that I teach you, as long as you're publishing content. Publish regularly and you'll come out the other side with more success than most people. It makes you an authority figure.   DOCUMENT YOUR JOURNEY, INCLUDING THE FLAWS   People want to follow an attractive character. You will develop as a storyteller and attractive character if you document your journey.   Superman's only interesting because kryptonite exists. Don't act like superman and not have any kryptonite. Flaws are what makes an attractive character more attractive.   Here's some flaws - get ready for this.   I was on stage last week. I've been speaking like crazy. I was onstage, I was getting excited and jumping around. As I was jumping, the pants I was wearing rode a little bit low on my waist. As I came down from the jump, I squatted... And I ripped my pants!   I didn't tell anybody. I didn't say anything. I didn't know how bad it was. The cameras are recording and there's all these people watching. I don't know what's going on back there.   I published that story. It was an actual podcast. Why? Because one of the ways that you develop an attractive character is by having rapport with people.   How do you build rapport?   Be likable Be funny Be a victim Be in jeopardy   Have you seen Star Wars? I'm watched the new Star Wars and there are so many characters! I haven’t seen the old ones so I don't know their backstory. I have no rapport with them. Therefore I don't care about them.   Publishing content is the most crucial things that I teach you in this entire course. I know I've got awesome systems, funnels, strategies and other AWESOME things.   Oh my gosh, if you publish content, learn how to tell stories and become attractive character, your world will explode.

Here's how I'm making all of my MLM content without personally spending all the time to be on all the platforms we publish to... WELCOME TO MY NEW CONTENT MACHINE I know it's been a while since I've posted. I’ve had to take a step back so I could take two steps forward. I'm super pumped to show you why! I am obsessed with a guy named Ryan Holiday. I love his books. He's got this great book called Trust Me, I'm Lying. The biggest thing I learned from Ryan Holiday is summed up in this one quote. He said…. The future belongs to those who understand content. If you want to change an industry, all you have to do is change content. If you want to change someone’s beliefs, all you need to do is change the content they’re consuming. I started listening to more of what Ryan Holiday was teaching. Where could I take a stand that would be the easiest, the best and the fastest to rise with my content strategy? I looked at the MLM industry which I already was selling into. I realized, "Oh, my gosh. Few people are publishing content inside of MLM.”   There's not that many active podcasters. Go to iTunes and type in MLM or network marketing. I'm not saying there aren't any, there are. Few people are actively publishing content inside of MLM compared to other industries. I took a step back so that I could figure out my the content strategy. I try to be completely transparent with you guys. This is a video podcast. I'm actually on YouTube right now. The video podcast gets syndicated out to about 20 platforms by the time we're done. I want to teach you guys what I've been doing and what you can expect from Secret MLM Hacks Radio. This what I do in my other show, Sales Funnel Radio. It worked so well that I'm putting it over here on this side of the show. It's a huge content machine. That's what I call it. I am aggressively passionate about the MLM industry. I am aware of that. I do it to rattle the chains a little bit. I am SICK AND TIRED of the way MLM is done today by the mainstream MLM-er. I am SICK AND TIRED of the big MLM corporations not letting MLM strategy change. I am SICK AND TIRED of people sitting back and getting taken by big companies because MLM strategy is not being allowed to change with the times. I am throwing rocks hard and unapologetically. I am not throwing them at people. I'm not throwing them at the general MLM-er. I'm not throwing rocks at somebody because they're brand new and don't know the things I’m going to teach. The purpose of this blog is to teach the MLM strategies that I'm using. I'm teaching all the MLM and content strategies I'm using to grow my downline. I love what I'm doing right now. We've been putting the systems and processes back in place. We are still getting three to four people who I've never met, asking to join my downline every day! It’s so much fun. I am compelled to teach you the strategies that I’ve been using in the MLM industry. You're not going learn it from your uplines! That’s the reason I took a stand in this space. I'm unapologetic about it. I'm calling my shot, right here, right now. This is going to be some of the top content in MLM. It's gonna be very hard for MLMs to ignore what I'm doing right here. I am SO TIRED that MLM has not changed, and won't let it change. It's been 30 years. What is the deal? The purpose of the content I publish is to rock the boat. And I'm going to rock it hard.  Every single belief that you have, or have ever had, or ever will have, is upheld by a story. Even if it’s a false belief! Even if it's a false story! It could be a story that's been handed down from generation to generation. Even though it's not true, it’s what is upholding your false belief. If I change the story that somebody is hearing, they are in a better position to change their beliefs. Do you understand how powerful this is? I'm teaching you is the closest thing to X-Men mind control right now. This is true marketing. Marketing at its core. Marketing is not: Freaking Facebook ads Marketing is not logos It’s not slogans It most certainly is not a freaking business card! There's a great book called Rework. It talks about some great concepts like the core of a business. Can you have a hot dog stand without relish? Yeah you can. Can you have a hot dog stand without a bun? It'd be a little weird, but yeah, you can. Can you have a hot dog stand without a hot dog? No. WHAT IS MARKETING IN THE MLM INDUSTRY? MLM might stand for multi-level marketing, but it is completely misnamed. No one teaches marketing in MLM. Marketing is not face-to-face interaction, that's advertising or selling, NOT marketing. I want you to understand what the core of marketing is. I want to show you my content machine and why it's built the way it is. It's going to help you guys understand what the heck I’m doing. Feel free to hack it, as people say, and do the same in your own biz, I don't care. The whole point of this blog episode, my show and the company Secret MLM Hacks, is to rock the MLM industry, and it's working. Marketing is the act of changing beliefs with the intent of a sale. That is it. Let me repeat that to really bring it home. Marketing is the act of changing beliefs with the intent to sell something. How do you change beliefs? You tell stories. Few people in the MLM industry know how to publish content. WHAT ISN’T MARKETING IN THE MLM INDUSTRY? I listened to a guy talk about the top three ways to market in the MLM industry to recruit people into your downline. Now I don't care what MLM you're in. I'm trying to change MLM as a whole. The best bit of advice this guy had, his golden nugget of wisdom, was to go leave business cards on people's car windshields. WHAT!? Those are the MLM strategies that are still being taught now. No wonder people think MLM is a freaking scam. I'm sick of it. Drives me nuts. I've got a sword in my backpack right now, and I'm going to town on the MLM industry. Another guys brilliant strategy was to go and sit next to people he saw sitting alone in restaurants. That’s how he built his MLM empire. Not only am I astounded at how insane that is, but I would never do that. I don't do that kind of crap. You will never see me in front of a hotel lobby, inside of a mall or on freaking three-way calls. I'm not trying to offend anybody, but I am trying to jar you. The internet became publicly available in 1991. It was being used by the military before then. It's been here for a while, but the MLM strategies have not changed for decades. If the secret sauce is business cards and sitting next to people while they eat, WOW. The ocean is so blue. No wonder we've been doing well.  I come armed with my flamethrower on this blog because what is happening inside the MLM industry is driving me nuts! My MLM backs me in what I'm doing - they're very excited for what’s to come. I'm using three things that no one teaches in MLM:    Funnels Automation Content I'm using all the top strategies in every other area of the internet! I’m applying those strategies to MLM! MY CONTENT MACHINE IN ACTION We run the whole content machine system using a tool called Trello. We've been adding in and streamlining a whole bunch of new systems and processes to make this content machine run like clockwork. I'm going to teach you what I'm doing with my content machine. Step 1: I record a video, I upload the video. Step 2: I upload the MP3 as well. We rip the MP3 out of the video. Step 3: The MP3 gets turned into text. That’s just the basics. A lot of stuff happens to it from that point on.   Our video expert goes in and chops out all these cool 15 second clips that we can use on Instagram. We take one minute long clips to use on Facebook. Just ONE piece of content gets repurposed for five platforms. If you like to read, great. If you like to go into iTunes, great. If you like to watch on YouTube, great. Pinterest, great. Whatever platform you like to consume content on, I do my best to make sure you don't have to leave that platform. You’re never going to miss out. We take thumbnails from the video to put on Pinterest and other visual platforms such as Instagram. The MP3 file gets transcribed into a text so we can put it on a blog for you to read. blog.secretMLMhacksradio.com is now launched! There’s a huge team behind this, which frankly costs a lot of money. I want to be transparent with you. I spend anywhere from $10 to $20 thousand a month making the content for this show alone. We're republishing to many platforms. iTunes, iHeartRadio, SoundCloud, Spotify. Name a platform and we’re more than likely repurposing and publishing content to it. We use keywords that are specific that work well for each individual platform. This blog, YouTube, iTunes. Each one is different and we’re making it awesome regardless of the platform. NO MORE CONTENT INJUSTICE   I feel so strongly about what I'm doing here. An injustice has been happening inside of the MLM industry. I'm tired of it. We are going to get loud and I'm very unapologetic about it. I'm plugging in to about nine agencies. This is huge. These nine agencies on the front end all have their own people in the back as well. It's a big team that's involved. Our Facebook agency team looks at each one of the episodes to see what the market enjoyed the most. Then they running ads over to Secret MLM Hacks. If you want to be a part of Secret MLM Hacks, you are more than welcome to. It is a program that teaches you how to automate your lead gen, and sales of your products on the internet. It teaches you how to recruit like crazy. Put in the hard work and you're going to make a lot of money with it. MLM is fun when you do it, in my opinion, the right way. Follow my journey, because I'm about to get real loud. No one publishes content that well. No one knows how to do marketing. The stuff I'm doing is cutting edge. I’ve taken successful strategies that work for other businesses outside of MLM and applied it to the MLM industry. It's killing it. Welcome to the future of Secret MLM Hacks Radio. I'm very excited. I love being in the MLM industry again because of the strategies I'm going to share with you guys.  

Boom! What's going on everyone. It's Steve Larsen, and this is Sales Funnel Radio.   And today I'm going to show you my 30-day plan for how I'd get everything back if I lost it all.   I've spent the last four years learning from the most brilliant marketers today, and now, I've left my nine to five, to take the plunge and build my million dollar business.   The real question is, how will I do it without VC funding or debt? Completely from scratch.   This podcast is here to give you the answer. Join me and follow along, as I learn, apply, and share marketing strategies to grow my online business using only today's best Internet sales funnels.   My name is Steve Larsen, and welcome to Sales Funnel Radio. What's up, guys?   Hey, I am excited about this episode. Now, if you haven't seen the last episode, I talked to Russell Brunson - he was on the show which is super fun. I interviewed him specifically about this new book that he just came out with called 30 Days.   In the book, Russell asked all these marketers, "Hey look, you lose everything, you have nothing, except an internet connection and your  ClickFunnels account. Your bills are paid, but for one month only, "How would you get it back?"   Which is, it's a fascinating question. How would you get it all back? You have no list, you have no reputation, nothing. You start from scratch, all you know is your little, your marketing know-how, how would you restart?   I was kinda laughing when he asked me to write a chapter for the book, and give my take on how I would do the whole thing - because I just did it for real! At the beginning of this year left my job. I left ClickFunnels.   I didn't have a business, I didn't have a funnel, I didn't have a script, there was no product. What's funny is, I felt like my chapter was documenting what I actually did.   If you want to see what it is, go to 30days.com/stephen. 30 as in three zero. 30days.com/stephen. My name is S-T-E-P-H-E-N. You'll see my chapter, you'll see me, I'm on that page, that's my page, and you can see the plan that I detailed, that I outlined, for 30 straight days.   Look, on day one, this is what I do. Day two, this is what I do. Day three, this is what I do - it's literally laid out, piece by piece by piece.   But I wanted to give you at least a little bit of an overview of those things, and kind of describe why I did what I did there.   How many of you guys are in the 2 Comma Club X Coaching program? I'm one of the coaches. I was in San Diego, and in two days, I was about to get on stage. I showed up a little bit early, and the whole first night I was just finishing this chapter.   I was up 'til like two a.m., eyes bloodshot, you know, classic funnel hacker style right there.   The second night, I went in, and I had to finish the actual presentation. So, long story short, I finished in San Diego, and I was super proud of it. 'Cause I put a lot of time into writing that chapter.   I actually really like to write. I've got a few books coming, which I'm really excited about, woohoo! Draft is almost done. Anyway. So, I want to walk through and I just want to share with you guys why I did what I did. And funny enough, this is actually how I created a business...   Agh, sorry the freaking battery camera died again...   Anyway, I'm excited to walk through. I want to detail out what I did in this chapter, and why it worked. I'm not gonna go into huge amounts of detail, but I am gonna dive into the strategy for how I knew that this would be a good thing.   One thing that I want to point out is that you're gonna watch while I kinda walk through this... I launched when I didn't have a product. Okay, and that might be freaky.   And honestly, the first time I heard of entrepreneurs doing this, I was like, is this okay to do? You know what I mean?   The first time I launched an info product, it took me eight months to build, and nobody bought it. No one bought it. No one bought it for like another four months. And the reason why is because I thought success had to do with the product. Right? I thought sales had to do with the product.   There was a story I told on stage a while ago about this book, and I know a lot of you guys have heard this story, now, but it was about a book. I sold this book, and I was telling everyone how cool the book was.   I told this awesome story behind it, and it was all fake. I didn't tell 'em it was fake. It was an entirely made up story, okay.   I made up the story, - but it made people want the book so bad -that the people in the audience were buying it off Amazon.   I found out that one of the ladies who helped with the authorship of the book was in the audience, and she bought the book again.   It was a freaking good story. And then at the end of it, I let everyone know, "Look, I've actually never read this book. It's a random book off my shelf. I have no idea who this author is. I have no idea what the chapters are."   Then I asked, "Did I tell you what the chapters are?" They're like, "No." I was like, "Huh, so you bought this thing from me, and I didn't even tell you what was in it."   "Wait a second, wait a second. You bought this thing from me, and I didn't even tell you what was in it. I didn't tell you the names of the chapters. I didn't say the names of like the authors on the back."   So what does that tell you?   It tells you that sales has nothing to do with the product. This was the point I was trying to make - that's why I did it. To show you that sales have nothing to do with the product. Your product does not sell itself.   I hate it when somebody's like, "Well, this thing sells so well, all you gotta do is you gotta get it in front of people, and it sells itself." Bull crap! That's garbage! If you follow that path, you will do far less in sales.   A sales message is a different asset than a product. They're both assets, but they're not the same asset.   A sales message is an asset. A product is an asset. But again, they're not the same asset. They are separate things. And when you think the roles of both are the same, your sales suck, okay. That's what happens to it. I just want to be open with you and forward with you about that.   So let's just start walking though this here. You'll notice, now I don't remember off the top of my head what I said each day I would do - it was very meticulous though, very methodical. Go get the actual thing, and you can watch what I actually did - it's so good, oh my gosh - if I say so myself, okay.   But the first thing I had to go do was, I had to figure out...   So I'm just gonna break these up into weeks. Week one, week two, week three, and week four.   By week three, I had a webinar launched in my plan. Now the only difference is that I had done enough research the first while, when I actually left my job, that this is actually what I did the first week, not the third week. I was just trying to adapt it for someone who maybe hasn't done any research at all.   So I had already done quite a bit of research. I knew where I was gonna plant my foot. I knew what I was gonna put out there, I knew how to be controversial in a way that would make it so that I had eyeballs.   For me, when I personally did it, it was actually week one. I was like, "Let's go right to the sale." We gotta make sure we got cash. Are we gonna be okay?"   And so the first week I actually did the webinar. So each week after that there was another webinar. Webinar, webinar, does that make sense? Anyway, let's detail this out though.   So the first week, what I really had to figure out was not only what is the product that I can sell, but what's the idea that sells?   So I went, and I jumped into the MLM industry. Now, some of you guys know this stuff. Don't get weird on me, okay? The MLM industry drives me nuts, okay. Oh my gosh, talk about a, industry that's stuck in the 90's. BUT that's good. That's why I went there, okay!   'Cause like, "What's a place that I can make sure that I can help people? I want to make sure I can help - and we have helped. It's been really, really cool. We've had a lot of companies reach out to us about it.   If you're like, "Stephen, I don't want to learn about MLM." Alright, get over it. Let me just go through, and let me teach you from a marketer's perspective why I did what I did, and how I structured it in a way to make it exciting for people to give me money before I had the product done.   So the first thing, I was like, "What is an industry that's out there that's a good fit for what I'm doing here?"   Check this out. We know, we know from the book DotCom Secrets that the best way to create something is to model somebody else. And the book DotCom Secrets talks about that. It says, "Model."   Expert Secrets though, (we started drafting that book a little bit after I got two ClickFunnels) Expert Secrets goes in, and it says, "Why would you ever model somebody?" It says, create something brand new. Create a brand new opportunity that people haven't seen before.   Wait a second; Expert Secrets says make something new and Dot Com Secrets says model somebody. Those are conflicting messages!" They are, they're totally conflicting messages. And you're like, "Wait a second." "Huh?"   The answer is to use those in tandem. You're supposed to use them together. Okay, so check this out.   So this is exactly what I did. I practice what I preach. And this is exactly what I did. This is why I'm not working for somebody else still. Okay, I'm still on my own, doing really well, our margins are gigantic, okay. I'm not gonna work for anyone else the rest of my life, you know what I mean? And it's because of this. So get this. Understand this, okay. Understand this. This is what I'm trying to convey in my chapter, in my chapter of the 30 Days book.   If you guys are on iTunes, just know I'm kind of drawing this out, but I'll talk it out the same time.   If you think about this, I got health, wealth, or relationships. Those are the things that I can sell. I can sell health, wealth, or relationships. Now I know, that for me, selling wealth is one of the easiest pitches ever for me. It's more in my natural wheelhouse. Selling wealth is easier for me than selling health or relationships.   Personally, I'm just gonna tell you, it's my opinion: it's more lucrative,  it's faster money to go for something like wealth.   Man if I'm jumping ship, I'm gonna sell into wealth. Neither of the other two really interest me that much anyway as places to sell in, so I'm gonna always sell into wealth - because it's just what I naturally think about all the time.   I woke up this morning brainstorming podcast ideas, and I was like, "Oh, those are great ideas" - until I realized what I was doing. That's how I woke up. That's not abnormal...  So, selling into wealth, that's like, where I should stay. I'm in my lane, baby. So I'm gonna sell wealth.   Okay, now what areas, and what industries, promise the outcome of wealth? Internet marketing promises that. Affiliate marketing does. All sorts of internet businesses, and MLM.   And so I started listing out all these different industries that promise wealth. Who's promising wealth? And then, which one of those is wickedly broken? Which one of those has something in there that I can throw rocks at? That's a very key question.   'Cause again, it's not just the product that sells. In fact, the product is a thing that fulfills on the promises that your sales message made. Does that make sense? So, your product is the thing that fulfills on the promises that your sales message made. So, what is the message? That's really what I'm looking for...   I'm not necessarily looking for just a product idea. I call this market design - but the problem is that when I call it market design, someone thinks I'm talking about freaking logos. NO! not colors, or business cards. That's not marketing, okay. This is marketing; going in, and seeing where people's beliefs currently sit with the intent to change them to make a purchase happen. That's what marketing is. You're just changing beliefs.   I call it purple offer design now - because if I call it marketing design, people are like... "logos."   Okay, so for me, I chose to go into the MLM space. I'm gonna teach these people stuck in the 90's, how to freaking use the Internet. 'Cause no one else is doing what I'm doing over there. Which is awesome. It's totally blue ocean. So I was like, "Sweet, I'm gonna go sell into the MLM space.   What I'm really looking for, is several things that I can throw rocks at. So that I  can take a stand.   I'm not selling to somebody who's not already in MLM. 'Cause they ask stupid questions like, "Is this a pyramid scheme?" Stupid stuff like that. Like, oh my gosh, anyway. Every business is a pyramid scheme. You want to be at the freaking top, don't ya? Well that's a pyramid, okay. Everyone wants to be the boss. Anyway, stupid question, ugh, so dumb.   So I want to come out here, and I wanted to make a product and an idea, that would stem out of the current MLM space. So what I needed to go do, is I need to figure out several things with that:   I need to figure out, "Who are the die-hards for the old methods?" That's not my customer. Who are the die hards? You guys remember the episode I did, if you don't remember this, there's an episode I did talking about the three personas of the red ocean.   Well, who I don't want to sell, is the third personality type who is the die-hards. The die-hard personalities, man. I'm a ClickFunnels die hard. You can't convince me not to use ClickFunnels because for me it's a matter of identity, not price or value.   I'm not gonna go back into this, because there's a whole episode on it. Go back and listen to it, okay. It's called three personas of the red ocean.   The people I am going to sell to are the people who are still using the vehicle, but they freaking hate the vehicle. They just don't know of another option.   They still like the opportunities, they just hate how it's being done. That's a vehicle-based concern.   Right here are the people who are sold on it because of price and value, those are the ones who price shop out all these MLMs. They price shop all the vehicles that get them the outcome that they think they want. You know what I mean?   And then up here at the very, very top, these are the people who hate the vehicle. They just don't know what other vehicle exists. There's no allegiance to a company. There's no allegiance from them to a product. They're sold on the concept - that's very key. I'm not looking for somebody who's not sold on the concept already. 'Cause again, I've gotta go answer dumb questions. "Is this a pyramid scheme?"   Just look at how I'm trying to design this out: How can I write a message to capture the ones and the twos only? I don't want to try to convince the threes.   Most sales messages fail because they're trying to convince with features and benefits a die hard. They're not gonna change. Let 'em be. You're not trying to sell everyone in the red ocean, you're trying to call out a chunk of the red ocean that freaking hates what's going on there - easiest sales ever.   This is how I design it ahead of time. What can I say to these people? When I stand on the edge, and I'm like, "Your methods suck!" They're like, "I know!" That's what I want. I want them to say that back. So what's the message I can make?   So when I come back out here, and I say, does this make sense? These are the people that hate the vehicle, they hate what's being done. They're sold on the opportunity, but they hate how it's being done. They hate the vehicle that's used.   These guys are price and value shoppers, you can switch 'em by merely price and value - they are not die-hards. Anyway, there's a whole episode on that - so we're gonna keep going.   So what I wanted to do, is I wanted to start testing what messages would get people riled up, okay. "Oh crap, he's right!"  'Cause some people are just kinda sleeping there, and they're like, "I just don't know any different. "I'm gonna stay here. "I'm not willing to go look on my own. I'm just gonna stay here and swim in my red ocean filth." You know what I mean?   So,  it's a matter of me testing messages. That's all it is. Test messages. And when I test messages - that means I'm testing stories.   And so the first thing I do in my 30-day plan which you guys are gonna see...   I think I had heard, mine is the only 30-day plan, (I'm not bashing anyone else's) but it's the only one that includes publishing. No one else has it.   When I see these giants that are out there, who have killed it, and they're not publishing, I wonder how they've done it. It actually shocks me a little bit. There's no bash there, I'm just saying that's really impressive to me. I don't know how you did that without publishing. That's fascinating, especially in today's world. My plan heavily coincides with publishing...   So what you'll see in my chapter is, day number one, I'm like, well I want to test messages. So I go and do this kind of research.   Day number two I go in, and I start listing out all the stories, and the red ocean influences.   Day number three...   And then, what I'm doing, specifically, you'll see, by like day four - here are the actions that I'm doing to design the product and the marketing messages and the sales message.   But then, each day also includes what I would do on my publishing platform - which for me is podcasting. And you'll see that inside of my chapter.   When I go in, and I start saying, "Hey, check this out!"  I'm selling wealth - I'm selling MLM - so what I'm doing is I'm testing messages. I'm not gonna try and guess. This is where a lot of people botch it up. They just create the message - and then immediately try and go sell it.   Now, there's nothing wrong with that, you should try and sell it -that's one of the primary ways of testing your message. "Do you buy when I say this? Do you buy when I say this? Do you buy when I say this? What causes a reaction?  How do I get a reaction from you?"   The easiest way for me to test messages and warm up a market, (and this is literally what I did), is to publish. So the very beginning of this:   Week number one - The major goal that I have, (again, the actual detailed plan I'm not gonna write it out here) - but just from a macro level, what I'm trying to do is purple offer design. That's what I've coined it as.   If this is the red ocean, this is the blue ocean, I'm trying to be somewhere in the middle here. If I go too blue, it's risky, 'cause no one's ever done it before. If I stay red, it's risky because my only option is to compete on price.   So I like to pull in elements of red ocean and elements of blue ocean to make a purple ocean. That's what I do for people when I go and consult with them.   So I'm super excited, woo,  I'm lying to Texas on Monday to do another day of consulting.   But this is primarily what I do for people. I go in and design the actual marketing message, and design the actual offer behind it that over-delivers for the customer -  but also for the client's wallet.   You don't have to compete on price anymore when you use this strategy. This is very tested. This is a lot of stuff that I teach for the 2 Comma Club coaching. It's a lot of stuff that I teach for my own students as well.   So, purple offer design, and what I'm really doing is I am starting to podcast. And I'm podcasting with the intent, every episode is just a new story. Does that make sense?   If you guys want to see what I'm talking about, go listen to Secret MLM Hacks Radio. If you're not into MLM, I don't care; I'm trying to show you how I designed a market for what I was selling before I sold it. This is awesome crap, guys!   When you figure that out, you're like, "Whoa!" This is not like a small feat. And the fact that I just jumped ship and just did it. Some mad cojones there, if I say so myself. Yeah, yeah! Alright, okay. However, first of all, I'm going in, and as much as I possibly can, I'm designing a purple offer. I'm designing a purple ocean.   But if it comes from my own precepts - my vision is flawed. There's no way my experiences and my vision, represent everyone in the red ocean. I don't represent all the ones and twos.   The order of operations is to follow the frameworks that I know work the best, and then toss it out there and see what sticks. Leave what sticks up there, take what doesn't down, and then try a new message.   So what I did for this podcast is, I figured out what the actual purple offer is - I figured out what the messages are, I figure out what the stories are, and then I go in, and I actually launch the podcast. I'm lacing together four stories.   So I got the first story. Second, third, fourth, right. And what I'm doing, is I'm actually dripping out the content.  I really wish I launched Sales Funnel Radio this way. It was so effective. Holy crap.   The very first episode is actually my origin story; "How did you get into this?" Which really is, all the issues I've experienced back up in here.   If you've ever experienced any issues in whatever red ocean you're pulling out of - talk about your origin story. What was it like getting into this? You're gonna paint a scene of the trials of what made it hard. 'Cause, you're gonna leave that - This is you setting up a platform, setting up an exodus.   The second story that I did, was the story where I tell people, "This is how I do that."   There's gonna be a whole bunch of false beliefs that pop out here. This is actually secret number one. The third episode that I did is actually secret number two. The fourth episode I did is actually secret number three. The fifth episode I did was a call to action.   I literally created a sideways webinar, and I dripped it out to 'em. What! Isn't that cool?   So I created a sideways webinar, and I dripped it out.  You can go check it out. The fifth episode is a call to action to go get a free download. And so what I do from that point on, is I make it a focus of mine, on week two, to interview red ocean influencers. Who are the ones and twos who are influencers in this red ocean that I can interview? Because they already have audiences. You understand? This is how I get a list so fast.   And so when I'm testing these messages - when I'm testing these stories... Does this story sell? Does this story sell?  What is it you want? Do you want this? do you want that? So a lot of what's in week two is Ask Campaigns.   ...Ask Campaigns though, at the core of 'em, are primarily flawed. And you guys have heard me talk about that in the past. But these ask campaigns though, so I'll do some ask campaigns to the audience that starts listening to the show.   But I needed listeners fast - we're talking about like two weeks here. So the way to do that is, I focused on just getting whoever had a little more influence than I did. Just two levels up. And I get them on the show. It's like, "Oh, check it out, here's a red ocean influencer, "they're totally willing to be on the show, "and they have a following." Cool, here's a red ocean influencer, they're on the show, there's some freaking hustle behind this. We've got two weeks. But this is actually how I did it.   So  I'm gonna get a whole bunch of red ocean people on the show, they're gonna start following me, they're gonna start hearing my stories. 'Cause I'm just gonna keep telling stories. It's not just these four right here - I'm gonna keep telling stories. Story, story, story, story, story, story. And what I'm really doing is I'm testing which stories should be in my webinar script that's coming up in week three. Which is, what I actually did. That's what was so fun about this. This is what I actually did, okay.   So this ask campaign, I'm getting a lot of relationships with influencers. And you guys can see how I stepped it out and showed it out, and anyway.   Week three, I actually do the webinar and try and collect cash, right. For real. And I'm actually trying to sell it. Nothing's made yet though, and they know that. And when I did this for real, there's no bait-and-switch,  I told people. I was like, "Look, it's not made yet, you guys are gonna get "the early bird pricing though." Early bird pricing for coming on in at $997 - And that's my thank you for getting, guys.   I had so many people lined up to buy because of this strategy, it was ridiculous.   People were ticked when they missed the webinar. I wanted that reaction, that's good. That's good, right.   And, so in the first week, we did 37 grand. By the second week, we did, I think it was like another 11. In the first month, we did 60 grand. With no ad spend, nothing else.   But what I did, is, and this is what I talk about here too. I tell them, "ow I don't want any pressure of creating a product yet at this time. And I didn't either. I wanted proof of concept. Is my family going to eat? You know what I mean?   I left my job! This is like real for me, this is not hypothetical. I actually lived this, okay. And I knew it was ballsy, but I was like, I gotta focus on leaving ClickFunnels, I love these people. I respect them like crazy what goes on over there.   So I was like, "I've gotta leave ClickFunnels well, "I don't have time to focus, creating a product." But like, oh my gosh, how am I gonna make money? Right, you know what I mean? Like huh, it was stressful. Super stressful. So what I did is I told everybody, like, "Check it out. If you like this, and there are people just lined up to buy. People are like, as soon as I heard your podcast, I loved it, I knew exactly what you're doing, I knew what the issues were, I knew that you had the solutions for it. And I started saving for whatever it was you were gonna ask for. And I was like, "Sick." Alright, that means I'm hitting the message straight on the head.   Listening to what other people are publishing about in the red ocean, that's another great way to hijack and hack out what other people are selling their messages as.   Anyway. What I did here though, is I went in, and I started selling it, and I told people, check it out. I'm gonna launch module one in two weeks, so actually on week five. That lets me sell, that lets me do a follow-up series, that lets me do it right:   On Monday: I make the registration process. Tuesday, write the script. Wednesday, this is really what I did.   Monday, I did the registration process. This is the Monday right after I left. Tuesday I went and I wrote the script. I did not finish it, but I was doing this work.   Again, this is what I do for consulting, it takes a solid day, easily. If we're all engaged, for me to figure that stuff out with people.   Day three, I was like, well they should pay me somehow, so then I created the order page, I created the member's area.   Day four, last things I could figure out. And then, I put something in the member's area, so at least they could consume something and scratch the buyer itch, which is important. But then, day four, which was a Thursday, I launched the webinar and just did it.   Day five, replay sequence.   Day six, I went in and I started figuring out how to branch out and get more sales.   So the next week, I did it again, and I'm creating relationships with these red ocean podcasters who have audiences that they want to monetize.   And in this week, I'm starting to set up JV's. I didn't do this when I was doing it on my own. There was something else that went down with that.   If I was to go back though, that's what I would change - week four.   The first three weeks was awesome. I feel like I pulled that off real well. Week four, I would do the webinar and get, oh...   I did a lot of script rewriting, I was trying to match and feel what people actually wanted. And then, at the end of the week, when I did the webinar, I also started filming for module one, 'cause it was gonna release in week five.   And then I just released one module every week after that until it was all out, which took about six, seven weeks. Which is cool, 'cause it gave me an entire week. And I just kept doing the webinar live, every week. And then I went to twice a week, doing it live. Bam, bam, bam, bam. And I took that money that came in.   I did not pay us, we did not get paid, from my actual business for almost three months.  We were living on savings, and I was taking all of that cash that was coming in, and dumping it right back into ads. So literally my current customers were funding my future customers.   I still have never put a dollar of my own in my business, because of that reason, because of the way I launch stuff.   I just wanted to walk through this, guys, there's more to it, but I just wanted to share with you guys what I was doing, and why I was thinking what I was thinking and hopefully you guys see like why that was so cool. 'Cause it was pretty awesome if  I say so myself. It was pretty cool. That's pretty awesome.   My detailed plan, if you want to see how I left ClickFunnels. And as much as it pained me to leave - but I was so itching to do that, man.   When I was finally not employed by anybody else, I tore after it. I was just like, "Here I come, I've been waiting!" Just getting all this stuff done, getting it out the door, and it's been a bunch of fun.   So anyways. If you want to see the actual detailed step-by-step plan that I created, go to 30days.com/stephen. Alright, 30 days as in three zero, 30days.com/stephen. That's S-T-E-P-H-E-N. I think you guys are gonna enjoy.    And if you do enjoy the chapter, please let me know. I spent a lot of time on that chapter, 'cause I wanted to be able to make sure I was documenting accurately, what I actually did - which I think makes my plan a little different. Then I glazed in, the adjustments I would make the next time as I walked through it.   I'm like, "Okay that was cool. That sucks, don't do that piece again." You know what I mean? Or, "That was great." Or, "My gosh, you can skip that whole thing." You know what I mean. It took a long time for me to write it. Because I actually documented everything as it happened - then added the adjustments along the way as well.   So, anyway. Hopefully, it's helpful to you. Please share this episode if you guys like this. And if you're like, "I want to leave my job one day..."   Someone messaged me once, and they're like, "Stephen, I left my job, just like you!" And I was like, "Oh my gosh." Like, I'm not asking you guys to leave your jobs. I only left with nothin, because I've built so many funnels. It was like a jump out of the plane, complete free-fall - only because I had built 500 parachutes in the past- a lot of funnels and a lot of offers, and put a lot of stuff together like that. I'm not telling you to go do that just so we're clear. But you could easily pull this stuff off though.   If you're like, "I don't know "if I could do that in a month." Cool, give yourself two or three. Stop watching the clock, and just execute. So you can use my 30-day plan as a checklist to get your crap off the ground, so you're not in an exposed position - that's very key.   I would not ever leave a job, I would not ever take a dive out, I would never do any of that stuff, without like, you know, get yourself a revenue source. Don't do it like I did. I'm pretty experienced on that piece of it.   Alright guys, hopefully, it's helpful to you? Again, please share it if you enjoyed this. Go to 30days.com/stephen and let me know if you guys like this.   Bye guys.   Oh yeah, wasn't that awesome!   Hey, just real quick, a few months ago Russell asked me to write a chapter for a secret project he was doing. I had to write a chapter for a book, and this was the letter I got from him. He said, "Hey Stephen, let me ask you a quick question:   "You suddenly lose all your money. Along with your name and your reputation. And only have your marketing know-how left. You have bills piled high, and people harassing you for money over the phone.   You have a guaranteed roof over your head, a phone line, an internet connection, and a ClickFunnels account for only one month. You no longer have your big guru name, your following,  or your JV partners. Other than your vast marketing experience, you're an unknown newbie.   What would you do from day one to day 30 to save yourself?  - Russell Brunson.   Hey, if you want to see my answer, and a bunch of other marketers that also answered that question in this amazing book and summit -  just go to 30days.com/stephen.   You can see the entire summit, you can see the book, and you can see what we wrote in there. All of our detailed plans. Just go to 30days.com/stephen. That's 30 as in three zero, 30days.com/stephen. S-T-E-P-H-E-N. Guys, enjoy.

Steve Larsen: What's going on everyone? It's Steve Larsen, and you're listening to Secret MLM Hacks Radio. Oh yeah. So, here's the real mystery. How do real MLMers like us, who didn't cheat, and only bug family members and friends, who want to grow a profitable home business, how do we recruit A players into our downlines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question, and this podcast will give you the answer. My name is Steve Larsen, and welcome to Secret MLM Hacks Radio. What's up, guys? Hey, I'm very excited for today. First off, I want to apologize. I know it's been quite a while, like a month, I think since I've actually published an episode on this podcast here. And it's simply because there's just been so much going on. I've been speaking a lot. We have our third kid due literally any day now, she could go into labor. Anyway, she'll wince in pain just a little bit. I'm like, "Is this it? Okay, not yet. Is this it? Not yet." Weirdly, I look forward to the mad dash to the hospital, like a chase scene from Chips. Hey guys, I'm excited for the day though. I wanted to talk with you about something that's actually pretty important and pretty powerful. I have a slight obsession with the show Shark Tank. What's funny is I'm actually really against VC funding for 99% of businesses that are out there. I just don't think that you need it. I don't. And I know that I ruffle a lot of feathers when I say that. Anyway, I like Shark Tank because I like to see what businesses people are in, and I like to see what they're asking for and what they think that their business is actually worth. Now if you have watched that show at all, you know that after about six or seven episodes, you're gonna start to see a pretty strong pattern. It could even honestly be in three episodes. This is always the way it always works. Funny enough, we were in Orlando. I'm sorry, we were in California on vacation a little while ago, and we were in the hotel room, just relaxing before we all went to sleep, and we're watching Shark Tank. I can't remember what the person's business was, but this question gets asked so frequently. Regardless of someone's business, okay. Now pay attention to that. Regardless of someone's business, the person will always come in and they always do the 30 second little elevator pitch, or whatever. They always say, "Well tell us about your numbers." What's funny is that's the question. We want to know what your numbers are. They always ask them, "How much does it cost for you to acquire a customer? How much does it cost for you to acquire a customer?" Like nine times out of 10, the person has no idea. Are you kidding? Would you invest in something like that if it's not proven to be selling? No. It always blows me away. Oh my gosh. Anyway. People think they get deals based on how cool the product is. There's a very small aspect to that. 90% of it is just proving to the investor that it actually does sell. That they actually could get their money back. Anyway, it's funny to see how it always plays out. In college, we actually had the opportunity to go and pitch several VC firms as part of some of my classes. I took a lot of entrepreneurship classes. Funny enough in college, that's what we think entrepreneurship is. It's putting together proposals in order to get VC funding. That's terrible. That's stupid in my opinion, my very humble and firm opinion. That's dumb. It's dumb. Are you kidding? Entrepreneurs create value. If you don't create enough value, no one's gonna pay for it anyway. Anyway, I'm not gonna keep going on on that. Hey, I was recently listening to Russell Brunson's podcast. Funny enough, every time that we always launched a funnel, we always watched our numbers. We always watched our numbers. Okay. I'm going somewhere very specific with this, guys, and I want you to know that. And why I've been able to do what I have been in that MLM space, because it's a completely different shift of thinking, and I know that. I get a lot of pushback from that. There's a lot of old timers in the MLM community who don't like me, and I know that, and I expected that prior to me getting in. And you can't blame them. Some guy comes along and says, "Hey, you don't need to do it the old way that everyone used to do it." And the old timers are like, "Well I don't know how to do what you're doing, Steven. Therefore, I'm gonna tell my team to not do it." Right? That's pretty much what happens. It's threatening to the empire. They don't know how to duplicate what I'm doing because they don't know how to build funnels. They don't know anything about what I do, so it's threatening. I get it, and I expected that. No harm, no foul. It's all good. So, I do get rocks thrown back at me and that's totally fine. This is the cutting edge stuff and it works. I have lots of students auto recruiting people and I have lots of students selling their products on the internet without them having to actually be the one there doing it. It ruffles feathers and I totally get it. Anyway, I was listening to one of Russell's shows lately and he was talking about a quote. I can't remember where this is from. I think it might be Dan Kennedy. But Dan Kennedy said that you must know. If you know numbers, you know business. As in K-N-O-W. If you know numbers, know business. You'll know business. But then there's a flip side, if you have no numbers, as in N-O. If you have no numbers, then you have no business. Isn't that funny? Know your numbers, and you'll know business. If you have no numbers, you have no business. That's fascinating isn't it? You think about that with that whole Shark Tank example that I was just dropping out there. That's so true. It's so powerful. It's incredibly, that's spot on. That's exactly why so many of the people that are just like, they'll go ask for these ... They don't know their numbers. Therefore, to the investor, they have no business. We're gonna flip this. Right now, I know that I spend anywhere from $5 to $8 per person to get on my web class and watch Secret MLM Hacks, the actual web class. Okay. I know roughly, we're scaling ads all over the place, so I'm just waiting for things to settle a little bit, but I have a very ... It's getting more and more clear how much it actually costs for me to acquire a customer. How much money it costs for me to get a lead. What the lifetime value of that customer actually becomes. Those kinds of numbers ... The only numbers that marketers really care about, and this is MLM multi level marketing. As a marketer, you, a marketer, there's only two numbers that you really need to care about. One is what's your average cost to acquire a customer. That's it. Average cost. CPA, cost per acquisition, which are costs to acquire a customer. Next, what is the average cart value? How much does the average person actually spend with you? I know if I need to spend $3 to acquire a customer, and my average cart value is $4, I'm making money. And I can scale the ads a little. Frankly, I wouldn't want it to be that tight, but right? That's how it works. Well you have to understand, and the reason why I've been able to make a dent so quickly in the MLM space and why my team is doing amazing things that no one has ever done before in the MLM space. Frankly, there's a lot of people like, "Steven, you can't duplicate what you're doing." Well, I am, and we are. What's cool, and here's the reason why, is one of the reasons why. Okay. If you think about cost to acquire, most of the time we all think of that as money, but there's actually a time cost. That's traditionally the cost that old school MLM wants you to spend. Meaning, we want you to go use your time and talk to your relationships, and that's the only form of cost MLM is traditionally okay with. That's it. That's the only form of cost that they actually are okay with. But what's fascinating though is there's actually a second kind of cost. We just went through it. It's actually money. And if you instead stop spending your time and instead be willing on spending just a little cash on testing some ads, testing some acquisition models to get leads in. If you're cool ... and you don't have to spend money to acquire leads either. I get a ton of leads from this podcast. A lot of you guys reach out to me and say, "Steven, what MLM are you in? Steven, I want to join your downline. Steven, let me get secret MLM hacks. Steven, I want to know how to do this with my team. I don't want to join yours. Let me do it to mine." I'm like, "Cool, that's fine." It doesn't matter. I'm spending the time one time to make this episode, and the episode's gonna keep doing the work for me in the future, right? The problem is that the model for MLM historically has been continually spend your time over and over and over again. It's a linear scale. The more time I spent theoretically, the more leads that I get. But I really like the other two models, where I just spend my time one time on something like an episode. Spend my time one time on going in and building out a lead funnel that brings people to me and qualifies them for me before I ever speak with them. That's another kind of cost model. Or the third kind of cost model, meaning I'm gonna go spend some money on ads. I don't start that way, but now that there's cashflow. There's a lot of cashflow, all right. Then I go drop some money in ads. That increases my speed, and I don't have to spend my time. Instead I spend a little bit of cash and I pull people towards me. Does that make sense? The only cost model that MLM is so freakin in love with for some reason is this model of let me spend my time, the same amount of time over and over and over and over and over, and do the exact same freakin pitch every single time I spend that time. Are you kidding? I don't want to do that, and that's why I don't do it that way. I literally developed all these systems to solve my own pain. Are you kidding? I've got a little ADD going on. I don't want to do the same thing over and over again. I don't want to come into the office every day and do the same thing. That's not my cup of tea. I know some people do. That's great. Great for them. I'm not gonna do that. And that's the reason why I developed all these systems and put this stuff in place. Is this making sense? I didn't want to spend that kind of cost. I am all for spending cost where I spend the time one time and it keeps working for me on the internet. Things like a funnel, a piece of content. Stuff like that. Or after I've got revenue coming in to do, I can drop in and actually start, the other cost side is acquiring people and acquiring leads through ads, and spend more money that way. My goal is to spend more money than entire MLMs are able to spend on ads profitably. And I know how, and we're starting to get there. I'm gonna scream so freakin loudly, it's gonna be very hard to ignore me. I almost have this chip off the shoulder attitude about it, and I know it. I know you can all sense it and hear it and feel it. It's because I just feel like it's so ridiculous to me that we've ... The internet became publicly available in 1991. The internet became publicly available in 1991. The military was using it heavily before that. But in 1991, suddenly the entire ecosystem changed. All of it. We're gonna act like we shouldn't be using it? If that's the case, stop using your smart phone. Stop using your computer. It's ridiculous that the marketers that just crush it are the marketers that are adapting. It's the same concepts, just plugged into different vehicles. All right. What I will not do is replace the human element. I'm never gonna do that. I don't, but I will use systems and I will use cost models that qualify people before I ever talk with them, so that the time that I do spend will be used with the right people. Will be used with great people who should be in my downline. Get thinking that way. Get thinking in that model. The ultimate, the reason, oh my gosh it's so sexy, guys. The reason that it's so freakin cool is because when somebody comes in and they join my downline ... and I'm not telling you. I'm not saying, "Hey come join my downline." If you like yours, stay in it. That's great. There's no pressure. Do not feel any pressure from me at all. I hate that aspect of it. I'm fighting that. If you don't want to be in it, don't ask. Don't join. Stay in your own thing. That's great. What I do love about it though is that when someone does join, and go do this again for your own downlines. Figure out how to do this. And if you have no idea how, Secret MLM Hacks will teach you how. There's a lot of people who are not in my downline who are not even in my MLM who are doing great. They're doing very, very well. They're auto recruiting. When somebody joins their downline, or someone joins my downline, the thing I like so much about it is that I don't have to re-spend that time to train those people because I spent one time creating amazing training step-by-step for all of my people in my downline, so that when they come in, all I'm doing is I'm sending them through all the exact same training. If there's this question they all seem to be having, or if there's this misunderstanding that all of them seem to be going, then something's wrong with my training and I just go make that change and that tweak. It literally is the duplication of me. I give them the exact same systems, both to sell products and to recruit on the internet. I give them the exact ... Is this making sense? I hope that it makes sense what I'm saying here because I am very passionate about this thing. I just don't think people take the time to sit back and think about it. What cost model am I actually comfortable with? Right. I'm only comfortable with the model where I don't have to routinely ... It's not that I won't spend time to get great at something. That's not what I'm saying. There's a lot of time that goes on behind the scenes. Lots of it to perfect my craft, to be better and better and better at it. But the actual act, being in the act of recruiting, of lead gen, of qualifying the leads, of getting the sale, both on the recruiting side and the product sales side. Like man, we've got the freakin internet, use it. And if your MLM has serious issues with you doing that, find a way. Find a way or question what you're doing. I'm that strong about it. Anyway. All right, guys. I hope that this podcast is helpful to you. Go ahead. If you wouldn't mind, I would love it if you wouldn't mind reviewing. If you could review the podcast and rate it, that would be fantastic. It helps me dramatically. It's so funny to hear people's feedback. I really appreciate all the honest feedback. Then some people I can tell are just trolls and they'll go through. I got my first one star review the other day, and it's probably from one of the old timers. That's the way it happens. It's not a surprise at all. It's just the way it goes. Whatever. That's what happens when you rock the boat. I expect it to keep happening. All right, guys. I will talk to you later. If you've not checked out secretmlmhacks.com yet, go ahead and do it. What it'll do is it will help you figure out how to actually become truly duplicatable and create systems that duplicate you. These aren't band new untested things. I've been doing this stuff for years, and not just on my own either. I have a ton of people, a ton of people who've been doing it with me. People who are not in my downline. People who are in my downline. It's just been a lot of fun. Anyways. All right, guys. Talk to you later, and I'll see you in the next episode. Bye. Hey, thanks for listening. Please remember to rate and subscribe. Whether you just want more leads or automated MLM funnels, or if you just want to learn to get paid more for your product, head over to secretmlmhacks.com to join the next free training today.

Steve Larsen: Hey, what's going on everyone? It's Steve Larsen and you're listening to the completely epic, totally conceited and amazing episode of Secret MLM Hacks Radio. Here's the real mystery. How do real MLM-ers like us [inaudible 00:00:13] cheat and only bug family members and friends? Want to grow a profitable home business? How do we recruit A players into our down lines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio. What's up, guys? Please know that I'm joking, but honestly, this is amazing stuff. What I want to do today is I want to you guys through. A few days ago, I was thinking through where I am in my own business, my down line, and I just thought to myself, "I wonder what's the biggest people have been able to go do because of this podcast or what I'm teaching or the course? What is that?" Anyway, I decided that I would reach out to all these people and I would ask them, "What's the thing?" I got back some crazy responses. I had no idea. What's the biggest you guys have taken away? What's the biggest thing you've learned? Tell me what's the result from which you've learned. The learning part, I love being able to see people understand stuff and get epiphanies and things like that, but it's learning for a purpose, which is to make more cash, to get more people in the down line. I know that and I'm aware of that, I'm cognizant of that, and that's honestly, one of the biggest bars of success that I care about. When we're off and we're selling, I want you to think about it this way. I build a lot of sales funnels for a lot of people, for myself. Anyways, large individuals, school, you'd all know the names if I said. Anyway, I don't know if I'm allowed to. It's been fun going through and doing this. There's this really interesting thing that happens. I want you to think about your MLM's product. Can you sell your MLM's product? Yeah. Can you sell your MLM's opportunity? Right, I'm sure. Yeah, absolutely. What happens, though ... Let's say you're standing with a friend, someone that you would love, or someone that you just met, but somebody that you would like to be inside the opportunity. What happens when another person walks up and just talks up like crazy to MLM, like, "This is amazing. Oh, my gosh. This is incredible. It completely changed my life." They do that in front of someone who's not in the MLM. You'd be like, "Duh. Steven, of course, the guy is going to freak out and be amazed and be like, 'This is amazing. There really is something to this.'" There's this third party validation that's going on that matters like crazy. I remember there was a ... It's going to make me sound really conceited. There was this time, there was this event going on at Click Funnels HQ, and I had been publishing a lot. We were able to go and help a whole bunch of people. It was a lot of fun. I walked in the door, there was a bunch of people that turned around, like, "Oh, my gosh. It's Steve Larsen." They'd come up and they start taking pictures and things like that. This guy walks up and he goes, "What are you, some kind of celebrity or something?" I was like, "No, I wouldn't say that. I'm not trying to be. I really like what I do and I talk about it." Some guy next to him was like, "This is Steve Larsen. Oh, my gosh. Really incredible." Crazy. To an awkward amount. I was like, "Okay. Thank you." [inaudible 00:03:37] What happened to that guy? I feel really awkward that I just said that story. Think about it with you. Is somebody going to walk up and be like, "Oh, my gosh," whatever your name is, "You're amazing. You're incredible." I'm just trying to be real here and open and honest with you. Are there other people who will, right now, walk up when they see you and be like, "It's you in the flesh. Oh, my gosh"? I don't care what you think about him, but if the president of the United States was to walk in your house, you would go (gasps), "Wow." That awe feeling. "Wow." Have that feeling of (gasps). That feeling, that internal reaction to what is going on. Will somebody else have that reaction when you walk in the room? Guys, it is my strong, firm belief that if you want recognition in this planet, do not seek it. It is a gift that comes to those who have been actively trying to bless human societies, to bless the human race, to bless people or prospective customers, buyers. Does that make sense? People who are actually delivering real value. Don't go out and ... Guys. If anyone goes and rents cars that are fancy and takes pictures in front of them for the social media profile, I'm going to slap you. I am so against that. Be real, be ethical, be honest. When people think about your MLM, when people this about your opportunity, do they have the reaction of (gasps), "Wow. Oh, my gosh. That's amazing. Whoa"? That honor feeling. Do they have that? If they don't, it's okay. Just be honest about it. Is that there? If it's not, that's okay. If it is there, that's great. Identify why. Turn that up. That's part of what makes you talkable. You cannot talk somebody into joining your MLM. If you can, they may not be the right person to get in. Very hard to get those kinds of ... The best kinds of people I like to go recruit are the people that are hard to recruit because they're busy individuals. They have so much going on already. That is the best person on planet Earth for me to go get because they're active individuals. I don't have to hold a cattle prod to their back to get them to do anything. In order to create that feeling about what you do, who you are, your reputation, and again, I'm trying to let you know use this for good. Don't be a schmuck about it. I know that everyone listening ... By the way, we're getting 150 downloads a day on this podcast. I did not know that until I just looked at it. Really cool. Thank you so much for listening. I appreciate that. I am actively trying to change the MLM industry and thanks for joining me on this journey. Anyway, I just wanted to let you know I don't care what MLM you're in, when people either hear about it or they learn your opportunity, or they are for the first time, seeing your product, how do you create the feeling of (gasps), "Wow"? It will not be by you talking about you. That's the fastest way to feel and look and be and be perceived as conceited and a self-righteous snob. An element of credibility is still needed. How do you do that? Here's one of the easiest ways to do it. I remember I was building a funnel for this lady. She was from Australia, but she used to live in Africa. They escaped Africa. Really interesting story. I don't know if I should tell all of it because there's actually some really scary elements to it. They literally ran. There was actual gunshots. It was actually a pretty scary story. She ran. They got out of Africa where they were living and they moved over to Australia. When they were in Australia, she had to go through the incredible, ridiculous mound of paperwork that it took in order to get a visa to be in Australia. I don't know if they ran straight to Australia, but eventually, they went to do their paperwork, they got over there. She became an expert at this process. She was able to drastically and severely lower the pain needed for someone to get into Australia. We were making this funnel where in three steps, you could get a visa to Australia. She was very, very good at it. She was an expert at it. She helped a whole lot of people get in. She had all of these case studies and testimonials of people that she had helped, people who were saying, "I needed to get a visa quickly," or "I needed this," or "I needed that." The process is years for some people. What we did not do is make a video with her saying how amazing she is. That doesn't sell anybody. It just lets the world know what you think about yourself. When I have people apply to join my down line, I do not have a video of me saying how awesome I am. I have tons of video of other people saying how much I've been able to help them. Lots of cool success stories. Tons of other people who are like, "My gosh, this guy changed my life." If I say it, it feels a little weird. You might be feeling right now, "Man, Steve had never talked this way." That's the reason why. If I come out and I say that, people are like, "Oh, my gosh. This guy is kind of full of himself." Even though it's important to be confident, it's important to know you're good, it's important to know when to talk about yourself, but come on, no one wants to hear that from everybody all the time. In fact, really, hardly ever. How do you do this? One of the easiest ways to do this is just go gather cool testimonials and stories about what you've been able to do for other people in their life and use that as your sales message. If at all, just include it with the sales message that you have to sell your opportunity, to sell the product. If your MLM has loaded you up with testimonials, it works if they're generic ones that came from the MLM. If you can get them about you, if you can get them about how cool it is to be on your team, oh, my gosh, that is so powerful because now you're not the only one selling. The burden is spread. It's no longer just on your back to say, "Look how cool I am. Yeah. I do know what I'm doing. This team is really cool." Now you have a whole bunch of people that are like, "Oh, my gosh. This is incredible. This has been life changing. It has changed everything for me. Thank you so much. This is incredible." Does that make sense? There's good testimonials and there's bad testimonials. Not all testimonials are created equal. Bad testimonials are when someone's standing there and they're like, "Hey. I didn't know if I should come to this even or join this down line. I'm so glad I did. If you think that you want to do this, you should." That's a stupid testimonial, okay? Those are dumb. The way to make good testimonials is, we have to understand the backstory of the individual who is talking. Otherwise, we do not relate to what they they are saying. I like to use something called an epiphany bridge script. I literally will hand that script to the person who's giving the testimonial and I'll say, "Answer the questions for this script. What's your backstory? What kind of desires did you have internally about you? What were the desire you had externally? What did you want to go accomplish or get or see have happen? What kind of objections did you have? What were the unexpected walls? When you got over those walls, what was the new plan? Now that you got over the wall, what's the brand new plan?" Then next after that it's like, "What conflict did you hit again, the unexpected thing that happened?" When we know what those stories ... Then what did you accomplish at the end? When you know what that backstory is to the individual, that is the testimonial. That is so much powerful. Go find a Hollywood movie that does not have that script in it. What's fascinating is when you get people to do that, they will connect on an emotional level. What's happening inside the prospect's head, what's happening inside their head is they are saying, "Oh, my gosh. I relate to this person. Now Steve is not just trying to sell me on why I should join his down line. This lady, this person, this guy, they are ... Huh. I totally thought the same thing. I totally had the same kind of conflict, the same unexpected thing. I was similar to that." Now what happens, they reach out to that person. I don't care if that testimonial of that person, I don't care if that person brings them into the down line. It still helps me. Why would I care about that? It makes me sellable without me selling myself. If you don't have testimonials and you've been walking around, talking to people, and lets say did you have the ones from your MLM, that's fine, that's great, but they are nowhere near the amount of power as to when you get someone else to say them. "Oh, man, I joined Steve's team. I got the product of the MLM Steven's in. Incredible. It was amazing. So cool. I had serious pain here or I really wanted this to happen," and they go into the internal and the external desires. They go through the different walls and they go through the different conflicts that happened. Then they're like, "Dang." I have a whole string of those kinds of videos and I have it next to the application that I make people fill out when they want to join my down line. It's part of the process I have them go through. They're real testimonials. Those are my friends now and they're people that I get to work and hang out with. That's all I'm trying to say. If you want to turn up the sexy on what you're doing, if you want to turn up the sexy, go get testimonials. One of the things, just because I am a script writer, when I say that to you, you're probably now convinced that ... I'm trying to back track. We're going to exit Steven doing a podcast right now and enter my mind of where I'm going right now. I just showed you a new opportunity. I showed you a new way to get sales in. What I know happens now is there a knee jerk objection. Something that inherently pops into your head as to why that's not true, or why that won't work for you. The first one, I imagine, you're saying to yourself when I say, "Go get testimonials," is you're like, "I don't have anyone to give testimonials for me." I guarantee someone who's listening right now said that to themselves. "I don't have anyone to ask. I must need a team in order for this to work for me." That's the objection most likely going through your head for a lot of people. To that, my counter, is to say, if you don't have someone who you can go get testimonials from, the next thing that you go do is you go get people who at least know who you are and you ask the question, "What's it like to work with me?" You get those people to answer, preferably on a video. If it's just with them holding their iPhone, preferably on a video, though, and they answer the question, "What's it like to work Steve? What's it like to work with you?" The next question that I know that most likely is going to be a knee jerk reaction to that is, "I'm not good enough anyway. I'm not actually good enough ... I haven't done anything for anybody yet. Crap. I'm realizing that I don't know that anyone could give me a testimonial." That's another ... We're exiting the podcast episode, going into Steve's mind as he's starting to look around and say ... As I say this to you, most likely the large majority of you are going to say X, Y, and Z. In that scenario, if you're like, "I don't know if anyone could actually give me a testimonial," my gosh, guys, then go find somebody that you can do some for. I don't care if you do it for free. That's actually how I started in a lot of this game. I found somebody, I looked at their business, I looked at their stuff, I looked at the scenario and I was like, "You know what? With this kind of scenario, I could blow that person up" and I did, and I recorded the story. It's the story that launched me. You got to find a way to get the story. Exit the podcast episode right now, go back to Steven in his own internal conversation which can be a scary place. He's saying to himself, I know that when I go get testimonials, other people are going to say, "I don't have camera equipment. What kind of time is this going to take? I don't know that I have the resources to go get something like a testimonial. I don't know how to do video. I don't know how to put this stuff together." Go back into the episode, and now I've got something to say to that. I'm trying to help you guys see it doesn't matter what you're saying. Any new idea that you seed inside somebody's head, whether you're selling them on your MLM, you're selling them on your product, you have to be prepared and look forward and have foresight for the objections they will most likely have, and have a counter to it. I guarantee you listening to this right now, most of you are probably listening to it on your phone. It actually is more authentic a lot of times, and it actually sells a little better, and actually a lot of times it'll make you more believable when the people are using their own iPhones and sending you the video. That's it. I'm sure there's free software where you can drop a series of your videos, or just put your videos ... Anyway. Put them on YouTube. When someone's like, "I'm thinking about it," be like, "Oh, yeah, cool. Let me send you a few videos real quick so you know what this team is about." It's just the video testimonials of people who are basically selling you without selling you. Selling your opportunity without selling your opportunity. Selling your product without selling the product. It's one of the most powerful ways where it's not such a rigid script. It does help if you follow the format I was just saying. It's not such a rigid script, though. Having them says, "Look, other people have basically proven that I'm not a schmuck." That's basically it. If you can get that to happen, if you're not the one saying it, of course ... If I go ask a car salesman, "I don't know if I should get another car," what are they going to say? "Oh, yeah, you should totally get another car." That's why you're not believable when you say those kinds of things about yourself. "I've done this and I've spoken here and I'm on Forbes and [inaudible 00:17:40]." It comes across very conceited and it's not believable. The way to get around it and the way to sell people without selling, one of the easiest ways is to gather tons of testimonials. Those of you guys who have existing down lines, go ask your down lines for testimonials about you. Ultimately, that's what people are buying. We all know that from the classic cliché and phrases, ultimately people are purchasing you, not the MLM. Get them about you and find a way to deliver them as part of your onboarding or prospecting methods, whether using sales funnels or not. Whatever. Put them on YouTube and you can use them in different areas. Put them on your own website if you have one. Transcribe them. Put them on your blog. One of the ones I got here, which is really, really cool, super cool, I think the world of her. She's amazing. She went through and she said, "I haven't had any money success ..." Meaning in the past she was having a hard time selling stuff. She came in and she bought the Secret MLM Hacks program, and I want to share with you the results. This has been amazing. She said, "I have three girls. Oldest just turned five so they're home with me all the time and my husband is in the Army, and he's gone a lot." I'm paraphrasing pieces, personal data. You know what I mean? She said, "I'm bootstrapping this whole thing. Because of that, I went through your entire course. I took tons of notes, filled out the workbooks. Now I'm building as much as I possibly can to start getting immediate results and hopefully get things flowing quickly. I'm also trying to find other ways to bring cash in." "Basically, I am a crazy lady who has big fat dreams of getting our family into a financial position where my husband doesn't have to work all the time and can stay a positive service for him. You taught me how to make it all possible even with my babies. I wake up early and work late. While my successes haven't been huge yet, I've learned a ton." This was pretty cool. She said, "I don't know the correct way to say it, but before taking this, one out of every five people I showed my product to bought. Since the course," and she's learned how to sell. She's learned a lot ... I'm sorry. I'm stumbling here. She's learned a lot more about marketing. She said, "At least one out of every three people is buying from me right now." That is so sweet. Anyway, super cool. She's incredible and awesome. I'm grabbing the next one here also. It's pretty cool. She said, "Hey, Steve, one of the cool things I've gained from your course is realizing how important it is to start publishing regularly. I started a podcast right away, 10 days ago, and have started 10 episodes. After the third, I had someone reach out and tell me they were loving the information giving, and they were excited." She's now prospecting. She's getting leads already. That's why ... Oh, man. Go get it. If you are sick and tired of where you are in your MLM business, it takes a giant shock of energy, a huge shift, a massive sacrifice, something your side to go and actually make a huge difference and change what's been happening. She said, "They had been discouraged because their MLM recently pushed home parties, and so was I. I was able to chat with her about the growing power of doing this another way, so the product. So fun to see these people are responding so quickly to my podcast. It's gradually moving up in the iTunes charts in just 10 days." Super cool, guys. Lots and lots of cool things. People are recruiting like crazy. One of the coolest ones so far, because this has just been a lot. Not just from ... It's cool when people learn stuff. I want the outcome, though. I really, really, really want the outcome for everybody. It's been happening. It's been working. One of the craziest testimonials so far has been somebody set up some of the things I was talking about on Sunday, they turned traffic on, on Monday, and they had someone in their down line on Tuesday. It was nuts. That's just one example. Obviously, an extreme example, but there's been a whole bunch of others as well. People are recruiting. People are getting more into their down lines. It's just not fluff stuff. Stuff actually works. I just got my 225th person applying to join my down line, my personal one, let alone all the other people that I teach how to do it, too. Anyway, hopefully that was helpful to you. Go out and start thinking about how you can get your street cred and how you can document it in a cool way. What's super fun too, is ... If you're gutsy about it, call your shot and say publicly, if you're publishing regularly be like, "I'm going to go out and I'm going to do X," and publish the journey as you pursue X. Even if you don't hit X, the pursuit of that is followable. As you go, people will give you testimonials even for that. Figure out what it is that you can go do to get people who have sent you videos and have sent you testimonials. I have a file I collect them in, so that when I need them, I can use them and it works super well. Massive way to sell without selling and very, very helpful. It's actually a whole module in the course Secret MLM Hacks. All right guys, thanks so much. Hopefully that was helpful to you and in fact, I know it will be if you do it. Thanks so much and see you on the next episode. Bye. Hey. Thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own down line five simple MLM recruiting tips for free? If so, go download your free MLM Masters Pack by subscribing to this podcast at secretmlmhacksradio.com.

Speaker 1: What's going on everyone. This is Steve Larsen and you're listening to Secret MLM Hacks Radio. So here's the real mystery. How do real MLMers like us who didn't cheat and only bug family members and friends, who want to grow a profitable home business, how do we recruit A-players into our down lines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larsen, and welcome to Secret MLM Hacks Radio. What's up guys? Hopefully you're doing well. I haven't been publishing as much recently, but anyways, I'm excited to get this episode out to you. We've been out and about. We were just on vacation at Disney World for a while, or Disneyland sorry, for a while. It was a bunch of fun. Man. It was just really, really fun. And my wife and I couldn't help but stop many times throughout every day that we were there and just comment how interesting it was that we had a chance to go do that. Because you guys know my story. A couple years ago, right, we had nothing, and the thought of spending what we did was ridiculous. The amount of money that we spent was how much we would live on for three months. And it's crazy. It's just very, very fascinating to see how fast worlds can change. And I don't say that to be showboaty, or high and mighty. I love that I get to do what I get to do, and I love that ... I really like the MLM game guys. It's fascinating, the power that it brings and the ability to love the life that you want to is true. And you know, I used to listen to other guys, like me, saying that kind of stuff and I'd be like, "Oh yeah. Okay. Whatever." And I'd dismiss it a little bit. But it's really true. I mean, you can do amazing stuff with the MLM space mixed with building these internet sales funnels and doing that kind of thing. So anyways, been a lot of fun. Hey, this is a topic I just want to touch on real quick here, and I touched on it a little bit in one of my other shows, but one of the things I've been doing lately ... you guys know I have a program called Secret MLM Hacks and it's going really, really well. It's been mentioned now in several platforms, meaning not just by me. Got mentioned at, I said Grant Cardone's 10X event, which was awesome. It's now officially a part of Russell Brunson's product, Funnel Builder Secrets, meaning he mentions it in that webinar, which is crazy cool, can't even believe it. Anyway, it works. It's the real deal. It's the bees knees, cat's meow. And I love it. It's been a lot of fun. We've had a lot of success and a lot of success stories coming from a lot of cool people out there just killing it. And very honored. I am actively trying to change the MLM industry. And it's not easy. You know, it's going well. We got a lot of people watching. So anyways, what I've been doing is I wanted to think through, and with you real quick, I want you to know where I am in this whole process. So what I did, like I said, it's probably about a ... I mean, really, it was about four years ago that I had the first idea for Secret MLM Hacks, four years ago. I validated the idea about two years ago when I launched the first version of it, and it was okay. I definitely saw where the flaws were, and where people were not having enough understanding how to run it, or things like that. So I took it off the market, and then this last January, I launched the full, the actual full version and course and it's been a lot of fun. But first what I did is I made sure that I knew how to sell it. Before I ever created it, I made sure I knew how to sell it. And the way I did that was, number one, one of the ways, was by this podcast, actually. This podcast, the show, okay, just follow along and put your MLM in my shoes. I'm sorry, put my product in your shoes. Think through with me, how you're selling the MLM. Work through this process with me. The first thing I had to do before I said yes to doing it, I had to make sure that it would sell. Too many people go out and they choose their MLM based on if they like the product. That is the wrong way to do it. Too many people go out and say, "Well, I'm going to choose my ... If I like the product, or how's the comp plan?" It's like, okay, nobody cares if it can't sell. And I learned that painfully through the school of hard knocks, just over the last four or five years as I've been doing this stuff. And going around and realizing, like, oh my gosh, yes, cool doesn't sell. Yes, cool, hard to sell. Yes, cool, when I sell I really don't get that much from it. My cut's really small. And I had to go through, I got really nitpicky on how to choose it. So the first thing I did is number one, I had to figure out, will this sell if I go do it? I believe in free market capitalism, of course I have to make sure sell, of course it's to make money. But really it's doing other things. What it does is it allows me to take all that money and put it back into ads, to increase the speed of the product. So number one, I ask, does this sell well? Is it easy to sell? Number two, is there opportunity for me to put ad dollars behind it, because that ... I used to get all excited ... You know the first time I ever launched one of my products I was so excited, I was like, "Oh my gosh, I'm not spending any money on ads." That was the most terrible thing to celebrate. An actual marketer will want to spend money on ads. An actual marketer will want ... Guys, as much as you can, my goal is to outspend every single competitor that I have, including entire MLM's who have no idea what they're doing on social media. It's a pretty blue ocean. That's why I teach in my products what I do so you guys can do the same. Anyway, very, very powerful. Increases speed like crazy, gets you out there very, very fast, and the money follows, which is awesome. So number one, right, does it sell? Number two, can I spend money on ads? And then what I started doing was I went and actually started putting together a really, really amazing offer. So there's a course they're purchasing that they get, but then also they're getting a whole bunch of prebuilt sales funnels. And I was the lead funnel builder at ClickFunnels headquarters for almost two years. Sat next to Russell Brunson for that entire time, in the same room, and it was a bunch of fun. Learned a lot, learned a ton of stuff, built almost 500 funnels next to him. I don't build just your ordinary funnels. And so I include those inside of the program. And then there was a whole bunch of ... There was a few other things that I tossed in there, and that was kind of it. And I went through and I started selling it and it sold well. And it is selling well. And it's gone really, really well. "Stephen, why are you telling us this? It sounds like you're showboating." I'm not. I'm bringing you up to where I am now. So what I do now is I take a step back. I'm taking a step back and I'm looking again at how people have interacted with the original sales message that I put out there. How are they interacting with it? What are all the reasons people are not purchasing? What are their excuses? What problems did I create for people when they bought my product? I created a lot of solutions. I delivered a lot of solutions, but I also created problems. That's the nature of purchasing. You, your own product, you give people problems as much as you give them solutions, which is awesome because if you can figure out how to solve those fallout problems you make a lot of extra money, especially when you bundle it with the original thing. So that's what I'm doing, taking a step back and I'm like, "Cool, how's the sales message?" And I'm doing a deep dive. Guys, I'm rewriting the entire web class, literally. It's a completely ... If you saw the old one and you were like "Uh," It's totally different. It's not ready yet. It's about to be though. And it's amazing though. And I made it reacting to what the market's been telling me through the form of complaints, through the form of people not purchasing it and telling me why they didn't, through the form of people buying and then saying, "Oh man. I wish I had X, Y, and Z." I'm taking note of all of that. The market is telling me how to adjust, and I am being cognizant of how it's telling me to move. Too many times in our MLM's what we'll do is we'll go around and be like, "Hey." First of all we'll say, "I'm going to join an MLM based on if I like the product." Like okay, that's a rough way to go. Rather than, does it sell well. Don't kid yourself. You're here to make money. You want to help and bless other people's lives also, which is great, and you should, and I believe that that's a very important part of it, but being real here, you want to make money, so let's make sure that it does. And then what they do is, a lot of people will go out and they'll ... Here's how most MLM pitches happen. Tell me if I'm wrong. Tell me if I'm wrong. Most MLM pitches, the stereotypical pitch to sell a product to somebody else, they take the product, they walk over, and they show it to the other person, and they'll either give it away as a sample, or they'll sell if for crazy cheap, and they expect that the experience somebody has as they have the product is what will sell them on it. Okay, that is a method, not THE method, it is a method. And it is really like step two or three or five hundred. That is such a wrong way to do the game. First, create a sales message for the thing. There should be so much desire. Here's the biggest thing you could ever take from this episode. Number one, how can I take my MLM product and change it from a need to a want? Needs don't sell well. Wants sell very well at a premium. And most people will take their MLM product and they'll walk on out and they say, "Here you go." And they expect that the experience is what sells them, that the product experience ... That's important, but that's not a step number one kind of activity. Step number one activity is to be able to develop a sales message and a story that gives context as to why they want the product. Otherwise, man you end up giving away a lot of samples. Tell me I'm wrong. I've done it the other way, and you've just got tons of samples going out the door, like sample, sample ... "How come I'm only getting like a few people for every multiple hundreds to actually get on this thing. Why am I losing money on this?" It's because they don't see the value in it. Value is not created in a product. Value is not created in an offer. It's not. Value is created in a sign in a sales message. It's delivered through the product and offer, but it's not created in the product or offer. And if people can't see the value in what it is you're doing, it's because you're trying to sell a product. You're not selling a sales message yet. Stop doing that. Turn around and figure out how to develop a sales message. You're like, "Stephen, I don't know how to do that." That is exactly the reason why I created Secret MLM Hacks, okay. Go get the program if you haven't. The goal, you could say the subheadline of the whole product is to teach you how to be a marketer. Marketing, marketing is stereotypically something that is not taught in MLM. It is a misnamed industry. It should be called multi level selling, because that's what people learn how to do. They learn how to get a script, and go say it in front of somebody else. That's not wrong. The problem is that the scripts sell products, meaning as the focal point. The script does not create value. That's like the hugest most massive issue with them. And you can't blame the big MLM's. They're trying to create MLM messages and sales messages that apply to the masses, that are generic, that apply to such a wide spectrum of people that are out there. You can't blame them. I don't blame them. If I was an MLM, I would initially do the same thing, but then step number two, what I would do is go see who does purchase, and tailor a sales message, and specifically marketing, to the people who are most likely to purchase rather than this broad paintbrush. Anyway, if you guys don't know the difference between sales and marketing, go check out the free web class at SecretMLMHacks.com because I've got in there the difference between sales and marketing. And it's incredibly powerful. Oh. Anyways, misnamed industry to the massive amount. I don't care if you call it network marketing. I don't care if you call it direct selling. It's all the same thing. You get a commission for selling somebody else's product, and there's opportunity to get commission on people that you brought into the opportunity as well. Call it what you want to. Most people shy away from the term MLM simply because they feel embarrassed over the tactic they're approaching you with. And I know that I'm saying some pretty forward things right now. But I am passionate enough to leave my job over it with two kids and a pregnant wife. And you should be too. I'm ticked off enough about it to let people know that this is something that is not done correctly in the industry. Anyway, so what I'm doing right now, total side tangent, but what I'm doing right now is I'm going back and I'm creating a sales message and marketing, reacting to how people interacted with my sales message and marketing. I'm reacting to what the market is telling me. And I'm tweaking heavily an entirely brand new sales message based on what people are saying, and then also back down to the offer. So people, right ... The offer used to be they'd get this course, and they'd get some prebuilt funnels, they'd get this. But really, people are like, "Man, how do we get traffic?" So I went in and what I've done is I've found one of the top Facebook strategists, she's incredible. She is incredible. I could say some of the names of people that she does traffic for on Facebook and you would know them. She's very good. She's very expensive, but I hired her. She's the one that does mine. And I asked her, begged her, pleaded with her, that she would do a mini course for you guys inside of Secret MLM Hacks, and she said yes. So I'm excited. So I'm solving the fallout problem. People were like, "How do we get traffic?" Well, I'm already teaching three ways, but here's another awesome way from one of the best sources that's out there, her own courses alone are a lot of money. Anyway, she's teaching how to do that. [inaudible 00:14:13] screen shares and goes through and walks through the whole process how to set that stuff up. Because guess what, I don't even know how to do that. I don't want to know how to do that. I want other people to know how to do that and I want to hire them. That's exactly what I did and I did that for you guys. I also get other people to come in and teach how to sell more face-to-face. I am a millennial. I sell a lot with automation because I don't want to talk to people face-to-face. I don't. And so I solved my own problem. And I don't. I don't talk to people face-to-face. But a lot of you guys want to know that as well, or some of you guys do. And so I went in and I grabbed one of the best ... He helps Robert Kiyosaki develop his sales messages on his sales floor. He's that good. And he came in and anyway ... You guys who have Secret MLM Hacks, and those guys who decide to join us as well, you guys get access to that as well. He taught a course teaching that stuff, how to actually approach people face-to-face and sell this in a way that is not with coercion, and how to develop a cool engagement with people where they're actually asking how to purchase from you, which is actually really, really cool. So hopefully it's helpful. That's all I'm trying to say to you guys. It's number one, be careful how you chose your industry. Be careful how you chose your MLM. And if it's the wrong one, have the gumption, the cahones, if you will to get out of it it you need to. You can leave it. That's okay. One of the reasons I left my job is because I sat down and I was like ... I asked myself this question, and it was a hard question because I really loved my job. I asked myself, "Okay, let's say that I have level 10 skills. Am I sitting inside of a level 10 opportunity?" As far as the network, yeah. As far as what my current roles were, though, no. I wasn't. And I wouldn't go as far as to say it was opportunity a level two opportunity. It was still really high. But I knew that I could go further faster in a different style opportunity, and a different set of problems to go find solutions for. And so that's all I'm trying to help you guys understand too is that ... This is a very multi-faceted episode here, okay, but I have a lot of thoughts going through my head right now as I see people react to the course, as I see people react to the sales message, as I see people react to and go put stuff outside their MLM. And I don't care what MLM you're in, just whatever it is that they're doing, whatever they're putting out there, that's all I'm trying to do is I'm trying to help people understand like, look, learn how to be a marketer, learn how to get a base sales message out the door, and then adjust based on what the market's telling you. When you get enough people, big enough sample size, you can look back at the highest average things that people are saying, as far as reasons why they bought, maybe reasons why they bought but they didn't like it, maybe the reasons why they didn't buy and they were very vocal about it, or maybe someone got mad. That's fine. Rejection's amazing. It tells you what the market is liking and not liking. It tells you if your approach worked or didn't. Don't get offended about those rejections. Instead, be appropriately reactionary to them and adjust your message based on that. And that's what I'm doing right now. I am reacting to what the market is telling me to do, and I am beefing up like crazy, both the offer. I am changing the sales message and the web class like crazy. I am talking about these whole areas I haven't talked about before and teaching those other spaces I haven't been able to teach yet. Anyways, it's really, really fascinating and really cool. So anyways, that's all this episode was about. I guess that's the whole thing. I just want you to learn how to be appropriately reactionary to the market. And if you're getting a huge ... I mean rejection's normal in sales. And it's one of the reasons why salesmen get paid so much because a lot of people don't like to feel the rejection. But if you can hack it, and if you are able to go through and actually create something the adjusts to a lot of people, they get paid a lot of money. It's such an important task in the market that commissions for selling stuff, usually salesmen get paid a lot of money. To sell is very, very prestigious in my mind. It is one of the greatest assets, one of the greatest things that you can ever learn to go do, and one of the greatest contributions to society that I can think of. It's what makes economies go round. And if you're like, "I'm an MLM because I want to help people." Yes, that's great, but you're also in it to make money and be clear about that. Anyways guys, go be reactionary. Appropriately. I mean in a good sense. And adjust based on what people are telling you. If they're your target market, if they're the people who are most likely to be purchasing and they're giving you feedback, listen to that feedback. All right guys, thank you so much, hopefully this has been helpful to you. And go check out SecretMLMHacks.com. There's my blatant pitch, and hopefully this will help you in your MLM or network marketing, or direct selling, whatever it is you choose to call it, and that you can go out and achieve life that you'd like to. Hey, thanks for listening. Please remember to rate and subscribe. Whether you just want more leads or automated MLM funnels, or if you just want to learn to get paid more for your product, head over to SecretMLMHacks.com to join the next free training today.

Steve Larsen: Hey, what's going on everyone? This is Steve Larsen, and you're listening to an epic episode of Secret MLM Hacks Radio. So here's the real mystery. How do real MLMers like us, who didn't cheat and only bug family members and friends, who want to grow a profitable home business, how do we recruit A players into our downlines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question, and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio. What's up guys? Hey I'm very excited for this episode today. I have a super cool little thing here for you. I've often told you guys before, in fact, I've told many of you this before. I've created a lot of info products now, in my life. I've seen a lot of offers. One of the things that I teach is offer creation, right? You know, with ClickFunnels, and I am one of the coaches for their new two comma club coaching program. It's a program that I helped launch about a year ago, a little over a year ago, and I was the only coach. I had 675 students, and I was the only coach. My job was to go through all of their offers with them. Help them create a very sexy and attractive offer based on the person they're trying to sell and get them out there making money for a lot of them, for the first time in their life. We had tons of awesome success stories from that. We had people make anywhere from their first thousand bucks to six million. Lots of stuff. I had a chance to ... Anyway, the only reason I'm bringing this up is, it makes me sound like I'm ... that makes me feel like I'm really egotistical. What I'm trying to say is, after going through so many of these people, and after I've had a whole bunch of people come into the Secret MLM Hacks program, after I've had another group of like six or 700 people come in to do it again, I'm coming up on a lot of people that I've done this with. I had the opportunity to do that again this morning for several hours with some students, kind of one on one with them, and go through and help figure out part of what it is they're actually selling. There's some things that I always run into people. This roadblocks that I always see people will run into. And doing that many times, it's hard not to notice the patterns, right? So I thought what I'd do for this episode is kind of show or share with you one of the patterns. It's so extremely simple, okay? It is so extremely simple, but it ends up being like their entire business plan. I don't know if you guys have ever created a business plan before in the sense that school usually has you go through it, like business school, right? We'd write these massive like 15-20 page business plans, and I don't know. There was still like no plan on how to actually ... Anyway, what I want to share with you today is, in my mind, one of the easiest ways to sidestep, having to go through this massive business plan writing. I think business plans, in the sense that they're taught, are usually pure garbage, right? Unless you need massive cash for like some VC funding, which I'm also very against, because in my mind, if you got something of worth, if you got something that's actually solving problems for people, like, you don't always need VC funding. I know that will cause some polarities, I say that, but that's okay. I actually am very against VC funding. Very few scenarios I can ever think of ever where someone should actually get it. Anyway, so, what I want to do is I want to walk through, just real quick, just a very simple process to figure out what your business actually is and what it's doing. So you're thinking about your MLM, right? You're thinking about your downline thing. There's several aspects to it, right? Number one, you are selling people into your opportunity itself. That's great. Absolutely love it. I've got some cool systems to do that for me. We just passed our 200th person applying to join my downline, someone I've never met before, right? That's amazing, okay? That's what I teach inside Secret MLM Hacks, if you guys have never heard of that yet or hadn't a chance to see it, go check it out. It's had a chance to bless a lot of lives. Actually, it's been really fun. Had a lot of cool success stories in there. It's been a lot of fun. The other avenue though, other business avenue that you've got is this area, where you're selling your MLM's actual product, right? I have a system for eventually getting people to both, but at the beginning, I only focus on one or the other. I'm only selling the product, or I'm only selling the opportunity. At the end, they promote each other, but not at the beginning. I lead with one or the other. Okay. Anyway, here's the framework. Here's the framework. This is how I do what I do, and this is the framework that I use for people to go through and get more clear on who it is that they're selling. You see, one of the things that I ran into early on inside this business is, a lot of guys know, I literally ... I wanted to be successful in MLM so bad that I walked down Main Street. I was so ... Guys, my pride was on the line. You might actually be the same, where you have a whole bunch of people who's been telling you, "Oh is this just another one of those things again?" and that hurt my pride. That made me feel like I was an idiot. That made me feel like I had nothing. You most likely have had something like that happened to you. I mean, I don't know anyone who's in business, who's actually successful, who's actually never had a naysayer. You know what I mean? We all have them. We all have them. I was feeling it hard. This was four, five years ago, something like that. I wanted this to be successful so bad that I literally was walking down Main Street pitching people. I would down and be like, "Hey," and my pitch was bad, and I didn't know what I was doing. I was fumbling through it, and I went through, and I was getting people like, "Come on. You should buy this. This is so cool." I didn't know what I was doing. I got some people who said, "Yes," and I had a ton of people who said, "No." I ended up recruiting a lot of people. What are the issues that I ran into, which you most likely have run into as well, is, I was like, "Oh my gosh. This is so cool. I worked my butt off. I was literally walking down Main Street. I recruited some businesses. I did recruit some friends and family. I did recruit some total strangers." It wasn't that many. This is the first time I'd ever done anything in MLM ever at that time. I really, really did not want to fail at this. I felt like I had failed at so many things before, which now, in hindsight, makes me realize that's what actually led to all the success, which has been so cool, but it's hard to see that when you're in the middle of it, right? And you most likely have been there as well. You might be right now. In fact, I was looking at some old pictures. I was looking at some old pictures of when my wife and I got married. We had hardly any money. It was three weeks into our marriage, and it was Christmastime. We had no money. We were so poor. Guys, I literally took a piece of like butcher paper and I thumbtacked it to our wall. It was totally empty in there because we had no money for furniture, and I literally took a Crayola crayon, and I drew a fireplace next to our tree that was like a foot tall. We put it on this little stand, so I was a little bit taller. Then we put like a present or two underneath from each other. These are like ... You know what I mean? This is the cherishing moments you remember at the beginning of marriage. We just had nothing. Anyway, we really had nothing, and I really, really wanted to make this work. I felt like I've been trying tons of stuff and nothing had been happening, nothing had been working. And externally, yes, that's the thing that I really, really wanted. Internally though, it was a pride issue like, "I can do this." You know, I really wanted to prove it. "I can do this. I can totally ... This is something that I can go do. Look at me like a provider. Look at me ... " You know what I mean? I'm sure that we've all had that kind of feeling before. It's something that really affected me, so I feel like I wasn't. Women get their identity primarily by the way they make a home, right? A lot of studies have shown that. Men get their identity in a sense of self-worth by with their occupation, right? And so, for a man to go through and say, "I can't provide," really detrimentally hurts their insides. And so, I was feeling that. So anyways, I'm walking around, and I was so stoked because that first month after walking down Main Street and doing all this stuff, unless you guys have been on the free Secret MLM Hacks training, secretmlmhacks.com, if you guys want to check it out. But if you guys have been on it, you've heard the story. And I was so excited. I got those first 13 people in, in that first month. I think it was like five weeks, but you know, whatever. So I had 13 people, right? I was so pumped. What's funny is nobody did anything, but that's not what my thought was. I was like, "Oh my gosh. It's going to be crazy. This is going to be so cool." If that person gets 13, that person gets 13, that person ... oh my gosh. The biggest problem we're going to have is, like, "What do we do with all this money? I'm going to go blow my nose in 20s now. Oh my gosh. What private island should I buy?" Right? And that was my mentality at the time. That's what I was thinking anyway. I was like shocked. I was appalled that no one did anything. I was like, "Do you not see? Can you not see? Can you not see the opportunity that we have in front of us?" It's like, "What's going on?" Okay. Fast-forward five years, fast-forward to now, where there are people applying I've never met before. In fact, a ton of them, by the hundreds now. I've got cool systems that are out there. It's the exact same thing I teach inside Secret MLM Hacks, exact same thing I teach for my personal downline. It's what I do, and it works incredibly well. What changed? This is what changed, and this is what I walk people through when I'm coaching them, okay? When I say this, do not dismiss it, because even if you've heard what I'm about to say, I guarantee you may not have heard it in a way that I have than I'm about to teach this, okay? Number one, you have got to figure out who your dream customer is, not who you could be selling to. That's one of the biggest problems we all run into as entrepreneurs. We see the solutions we offer. We see the value that we deliver out there, and we start saying phrases like, "Well that person could buy it, and this person could buy it." Let's say you're selling water machines. I had somebody who literally walk up to me once, and they were selling water machines. I was like, "Who do you sell to?" They were like, "Well everybody needs water, so I'm selling everybody." I was like, "That's the definition of nobody." I'm not talking about who could you sell to. I'm saying, "Who is your dream customer, the lay-down sale, the person that's so easy to sell to you barely have to open your mouth?" They're like, "Oh my gosh. Yes, I want that," and they pay premium price to do so. Right? That's who you want to sell to. That's who you want on your team. Okay. Identify the dream person, and you put them down, your dream client. You write them down, and you bring that person to life, and you sit down, and you start thinking, "You know what? I want a person who's already been done something in business before. I want to do something. I want the person in who's not afraid to talk to people, so I have to deal with that issue anymore. You know what? I want ... " Or rather, if you're recruiting, or let's say you're selling product. Let's say ... I don't know. Let's see you're selling ... Keto products are big right now, right? Let's say, "I want to go sell somebody who's already purchased supplements in the past, so I don't have to teach them the first time to take on something like a supplement. I want to get an individual who is ... " Does that make sense? Get that dream client down. Know who they are. That is step number one. Who is the dream customer, not who could you sell to. That's a different category, and usually, it causes a lot of angst, a lot of headaches, and they're freeloaders, and usually, they're terrible to work with. It's just the truth. Okay. I hope we all got all thick skin here, because ... Right? Just the truth. Somebody doesn't want your thing, you should not sell them. Do not sell people who have a need. You sell people who want it. People who have a want, so much better. Oh my gosh, that's a better client, customer. Okay, so, that's the first thing. Number one, who the heck are you selling to? The dream person. Number two, where do they hang out? Where can you reach them? Is there a group of them that all hang out together? Maybe they all hang out in the same Facebook group. Maybe they'll hang out in the same forum. Maybe they all listen to the same podcasts. Where are they? Right? Where are they? Where are they actively? I am not a huge person on Instagram, but I'm actually really getting into it now. Whenever I learn something, I drop little nuggets on there. If you guys want to follow me, totally would love that, and it's been a ton of fun. It's been a ton of fun to go through and build that up. But before, for quite some time, I was not actually on Instagram ever. People go to the same places to consume their information. So where is your dream customer hanging out? Maybe it's an existing business owner. Well where do all the successful existing business owners get their information from? Maybe they all subscribe to the same magazines. Maybe they all listen the same kinds of content. Maybe they all go to the same YouTube channels. Does that make sense? Where are they? Answer that question. Who is the dream customer? Not, who could you sell to? Who's the dream client? The one, just the one. It's funny. When you actually end up searching after the one, you actually get a few of the fringes. If you don't have it though, you don't get any you don't get fringes or the dream customer. Actually, you get headaches and projects. I got enough products in my life. I don't need a person as a project. Someone who's not figured out other things inside their life yet. Does that make sense? Does that make sense? So number one, who's your dream customer? Number two, where are they? Where do they consume their information? And number three, what could you say to them, or what could you give to them? Maybe it's a sample for the product. Maybe you have your own little ebook that you wrote that would serve them in their business. What's the bait? That's the question you're trying to ask. What bait do you have that will get them to come over to you? Notice what I said. What will get them to come over to you? Not, you go to them. What's so powerful about this is that when you reach out and you start dropping pieces, little pieces of bait that turns somebody towards you, what you're doing is, it means you don't have to go through heavy and hardcore sales tactics or techniques anymore, because they know. They're like, "Oh my gosh. Steve Larsen's dropping so much crap of amazing stuff on his podcast. That's amazing." That's exactly what I'm doing, everybody, right? I'm just peeling back curtains so you know. This podcast is a piece of bait, and it has brought incredible people to me, incredible people from my downline, amazing people inside my products, right? Both my personal ones and my MLM ones. Does that make sense? I hope this is making sense. What bait, what can I actually solve for them? What can I say to them? Whether it's a product or something that you're saying, or maybe your sample really is so good that when you hand it to somebody, it sells them. That rarely happens I found out though. Products don't make sales. A sales message makes sales. Anyway, different topic totally. Okay. So that's number three. Who is the dream customer? Number two, where are they? Number three, what bait can I use to get them to come to me? Right? So I can persuade them to come to me rather than me go convince them. That's the benefit of using that. What bait ... That might mean that you create something. I will tell you it's one of the highest leverage things you need to go create though, okay? Don't get scared by the fact that you might have to make something, because I answer that question. Then, number four, where are you trying to take them? Just one place, not two. This is usually why I only sell, first of all, a product and then eventually talk about the opportunity, or I'll sell the opportunity only and then eventually talk about the product. I never do both at the same time. Maybe that's just personal taste, but usually, the human brain can only handle one thing at once. And so, anyway, does that make sense though? Just that four-step process that will clean up a ton of stuff that you're doing in your business. It will help you identify who the best person is for your business. That's why I have so many amazing people. Because I've done this process so many times, I know exactly who I want in my downline. I know exactly where they are. I know exactly what bait gets them to come to me. I know where I'm taking them, right? I know where I'm taking them. I'm taking them to this beautiful place of automation and sweet funnel automation and marketing, using the internet. Then I hand off the same systems to them. That's crazy. It's like the first actual duplicatable thing I've ever found in my life. Does that make sense? Anyway, hopefully, that helps. That's my four steps to identifying. Frankly, it's the four steps to getting my dream customer, to getting a downline that I actually like. Does that make sense? Because I know that we've all created downlines. Most of us have probably got someone on downlines, and we're like, "I don't know if I like my customer," right? Just to be real with you, right? "I don't know if I like my customer today. I don't know if I like the people in my downline right now. I don't know if I like that I have to babysit everybody and put a cattle prod to their back to get him to do anything." So I said, "I'm not going to do that anymore," so I don't. I did that by upgrading and getting more specific on the dream person. Now, I get a few of others and that's fine, but now, there's another support system. The people that are inside my downline are rockstars. I'm not the only rockstar in there. Everyone's a rockstar. So when we get someone who might be struggling a little bit, there is a ton of support. Now, I'm not alone. This thing's actually duplicatable. Does that make sense? That's why I crafted this. That's why I did the whole ... That's why I left job to come do this, because I started seeing this putting all together, and I was doing it for these other people, and I was like, "Wait a second. I know I could do that." You can too. Anyway, hey guys, thanks so much. Hopefully, that was effective for you. And please write those down. Number one, who's my dream customer? Number two, write, where are they? Number three, what's the bait I can use to actually get them to come to me, so I don't go to them? And then, number four, write, where the heck am I going to take them? Do I want to lead them first to product? Am I going to lead them first to opportunity? Maybe it's my own third party info product that I create. And, you start putting those things together to figure out how to actually answer that question. That one little simple four question formula right there will drastically increase the quality of both your customer and your downline and will start solving problems for you. Problems that you didn't know were problems because of the quality of the individual and the state of the individual who's actually coming to you now. It has changed everything in my business, and I absolutely love it. I actually like MLM again. Does that make sense? For a long time ... I know I said too much, "Does that make sense? Does that make sense?" I should not say it so much. But for a long time, I didn't. I was like, "Blah. MLM. Serious? I really got to do this again?" Network marketing, direct selling, whatever you want to call it. I like MLM again, and it's because of the way that I treat this process. Guys, thanks so much. Appreciate it. If you hadn't a chance to check out secretmlmhacks.com, please go do so. Would love to have you on that free web class there. It'll teach you the three-step system I use to automate my recruiting. It's the three steps I used to auto I ought it's the three steps I used to auto recruit my downline, without my friends and family even knowing that I'm in MLM. Guys, thank you so much, and I'll talk to you later. Bye. Hey, thanks for listening. Please remember to rate and subscribe. Whether you just want more leads or automated MLM funnels, or if you just want to learn to get paid more for your product, head over to secretmlmhacks.com to join the next free training today.

Steve Larsen: What's going on everyone? This is Steve Larsen, and you're listening to Secret MLM Hacks Radio. So here's the real mystery. How do Real MLMers like us create and cheat and only bug family members and friends who want to grow a profitable home business? How do we recruit A players into our downlines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question in this podcast. We'll give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio. What's up guys? Hey, hopefully you're doing awesome. I know it's been a little while since I've published here. I've been at several events. I've spoken at several events. Been flying like crazy. It's been a lot of fun. What I wanted to do for this episode was, I wanted to drop in a recording of me coaching the people who were inside of the program that I sell called Secret MLM Hacks. And it's been a lot of fun coaching them. I realize that I've now brought almost 900 people through this process or similar process as well, and had a lot of success with it. I've been able to go through it and help create millionaires, many of them now, and it's been great. And so one of the things that I notice, there's always this point as people start to learn something new, that they will go through, it happens to pretty much everybody that I've ever seen and watch. And what they'll do is, they'll sit back and they will start to question the very process that they're going through. And what I wanted to do is, I wanted to drop in. It's kind of special, guys. It's unique. There's three things that I ask every single person that I am coaching to go through internally. And so the next, it's like 20, 30 minutes, something like that, but it's totally worth it I promise, for you to go through and see what those three things are that I drop out to my students to help them know what I expect from them as they move forward inside of my program. So if you're sitting on the fence or whatever, every Friday what I do is, I always want people to know that I am there for them to help them answer questions, to coach them along the path, to push them when they need pushing. I look at myself as a coach. I tell them I'm a coach. Now, one thing about a coach is that coaches don't always make things comfortable. The purpose of the coach is to cause progression. And sometimes progress requires a little bit of pain, or discomfort, or things that are new, things you never ... Anyway, this is me going through and setting kind of the premise as far as hey, here are the three things that I require. And what's kind of cool is, regardless if you're in my program or not, these are things that you can use inside your own downline that I think that you will be able to help set the bar so that you create people who are people of action. One of the things that is most dangerous is when you recruit a whole bunch of people, which I've totally done this before, and probably most of us have, but you recruit a whole bunch of people who are not expecting to run on their own. Right? How do you get someone past that? And so this what I tell my people. This is what tell not just the people in my group, but also people inside of my very downline to help set the bar and help people realize that, yes, I'll run, but I'll run with you, not for you. These are the three things that I have people go through and understand. Anyways, I'm going to cue this over here. You can even take notes if you'd like to. These three things though, drastically, drastically, I've always found increase the speed of success for the person who is either in my downline, or the person I'm coaching, whatever it may be. Anyways, hopefully you guys enjoy this. Thanks so much. Guys, I'm excited for today. I hope you're doing well and I am just thrilled to be part of this group. I'm so touched by the number of you guys that are just out there just killing it, just doing everything that you can to just run forward. One of the hardest things I have as a coach is, I've had a total of about 900 people, ish. Let me think. Yeah. It's almost 900 people, 900 people in the last year that I've coached through these kinds of processes and similar thing as you guys are going through right now. And the thing that gets heartbreaking for me is this whole idea that, you guys, no one's teaching what I'm teaching. You've got the material, in my mind, the best tools, in my mind. You've got the best stuff that's out there, your complete Blue Ocean Strategy. You've got all this stuff that's out there. And the thing that hangs people up, it's like, well. What is it then? It's actually the ability for the individual to believe that it can work, and that's it. That's it. The ability to believe that it actually can work. And yes, Stephen, I totally get it. And yes, I will marry the process. One of the things, every once in a while I get someone to reach out. They're like, "Are you telling me that I actually have to put a few things into this? I actually have to work on it?" I was like, "Well, yeah. It's a business. Of course you have to." But it's not completely turnkey all the way? It's like, no, it wouldn't be valuable then. Are you serious? Are you serious? I've turned key to everything that I can. You know what I mean? And it's hard for me to see that as a coach. So those of you guys who are, you're out there, you're hustling. You're trying to apply all the stuff that I'm teaching. You're going through and you're just going through the motions. You're just doing it. I thank you. It means a lot to me. It's heartbreaking for me to see that. I've been where you are. And two years ago, I was broke, guys. And I went through and I started putting all these pieces together and putting these ... And it's crazy. I ended up getting my first Two Comma Club award. What? That's crazy. Million dollars through a single funnel. Crazy. Changed my life. And I started coaching people on this process. And over the last year I've had over almost 900 people in, which is crazy, that I've had a chance to bring through at this, both personal coaching students, you guys, Russell's group, which is huge, another group of mine that I have that's big. And it's been just, it's so fun. But it also is an emotional roller coaster for the coach. And those of you guys who have an existing team and you're trying to get people to take action, you've been through that before and you know what I'm talking about. And so I'm very appreciative of you guys and just going forward and just doing it. There's been a ton of success stories already in this group alone, and it's not that old. It's pretty new still, actually. And I've had a lot of people reach out, and it's the classic excuses. Well, I don't know that I have time. It's like, "Are you serious? This can make you a million bucks. What's the worth to you?" It's not going to be done in a week? No. How long does it take for my four year old to grow into an adult? Years. Right? I want to shortcut that process for you by a ton if you just do what I tell you to do on it. But one thing I want you to know and understand and be a part of and realize is, I wish people would just stop questioning the process. The process works, but people get so caught up in questioning whether or not the process works that they're not actually doing the process. So sit back like, "Will that actually work?" Why don't you get there, try it, and find out. You know what I mean? It's so much better to do it that way and do it that model than it is to go the other way and start questioning every little thing. Something, doing something, is always better than sitting back and questioning. You just won't get anything done. At the very bare bolts of it, I have never seen anybody who actually is failing when they just have pig headed discipline running towards stuff. It may not even be the fact ... They might not even be running towards the right thing, but just the fact that they're running, they drastically increase their chances of actually being successful with something. Rather than sit back and go, "Oh, what about this? What about this? What about this?" So I'm so thankful because, especially those of you guys, typically it's those who get on these calls with me or will see them later that are the ones that are actually doing it, pushing forward. And not to be a jab at anybody, I hope that it's a teachable moment though. If you want to look back and think to yourself, "Am I actually teachable?" Right? A lot of what I teach you guys, I think it was model three, goes through and teaches you more about internal beliefs of your customer, or your prospective customers, of people you'd want to sell both on your product and your downline. And what I want you to do, what I invite you guys to do, is to take the time to sit back and think to yourself, "Self, what are my false beliefs about what Stephen's telling me?" And do the same thing to yourself as what I'm trying to teach you to do to your customers. Start asking yourself, "Am I believing him or am I?" Because I know it works. I was just at Funnel Hacking Live in Florida this last week. And it was so cool to sit back and watch 90 more people get their Two Comma Club award and sit back and go, "Wow. They were from my program. They were from my program. They were from my program. They were from my ... " Whoa, whoa, whoa, whoa, whoa. Holy crap. And it's cool to see that. I know the process works. The issue I run into is the person's individual belief. And funny enough, I have to treat you like I do a normal customer like you have to. Right? Just because you're in this program, it's not over for me. Just like when you get someone in your downline, it's not over for you. You've got to continue to look at them and go, "What is the belief? What's the belief that these people are struggling with as far as taking an action?" I an put a cattle prod to your back and get you to do something for a little while, but that's not sustainable. It's better for me to sit back and think, "What is the belief?" Behavior is driven by belief. So if I want to affect your behavior, I've got to [inaudible 00:09:10] your belief. What's the belief you have about this program's success, or my product's success, or my downline's ability to make you ... Does that make sense? And then I go, "Hey. Now that I know what the vehicle related beliefs are, now what are the actual internal beliefs?" Which, typically go towards things that are insecurities, meaning someone will go, "Oh, this looks like it could work for me, Stephen, but I'm not a coder. I don't know any ClickFunnel stuff." I'm not a coder either. Or, I'm not going to know what to say. I'm not going to know what to do. I'm not good face to face with people. I'm not either. That's why I freaking built a funnel for it. Right? Does that make sense? I constantly am looking at what you guys are doing. I'm constantly, and I'm watching. Just so you know, I'm watching and I'm seeing where you guys are and I'm seeing what you're doing and I'm watching. I'm trying to be reactionary to what it is he's doing in a way that we've been more successful with it. So I am going back and as far as the external, that's the next one. And people will blame their ability to be successful on things that are away from them. I can't be successful with this program, or I can't be successful with this downline, or with this product, whatever it is, whatever you're selling. I can't be successful because of this, and they blame it on that. They blame it on things away from them. Time, I don't have enough money. I don't have enough energy or resources. I work a nine to five. So did I, guys. That's how I bootstrapped the whole way. Okay. My ability to be successful, I can't do it because, boom, look at this. My spouse, they're not going to be supportive enough. Right? Those are the internal and then external things that people deal with, and so I'm watching. I'm watching you. Not in a creepy way, please understand. But I'm watching you. And I'm watching and I'm going, "Oh, gosh dang it. That's the thing right there. They're struggling with this, or they struggling with that." And the thing that just will wreck me on the inside is when I sit back and I watch people and I'm like, "You wouldn't be saying that. The reason you are saying that is because I sound like you're believing that in order to be successful, you have to have zeros and ones running through your veins." Not true. Or, you feel like you've got to have a ton of time. Well, yeah, but I'm going to short cut the five years I've taken to do this hopefully down to five weeks. You know what I mean? And shorten it down if you're just willing to feel ... So the thing that I have to ask you to do and I know that I'm preaching to the choir here because you guys are on here with me and you're typically the ones who are doing it, which I'm very excited for and just so appreciative. I can't tell you how much mental kudos that gives me to see you and watch you be like, "Oh, man. He's doing it. She's doing it. They're doing it. Yes, yes, yes, yes." Road block, sure. Right? Something unexpected, something hard, absolutely, totally going to happen. But to stop questioning the process and just marry the process and be willing to give yourself to the pieces of sacrifice it requires to be vulnerable, to sit back and go, "I don't know this. And the first time I start publishing, Stephen, I'm going to look like an idiot." Well, yeah, duh. I did too. And you go back and you're like, "Oh, my gosh." And you start backtracking, backtracking, backtracking, backpedal, backpedal, backpedal. And you've got to be able to know and marry the process as you go. I'm thankful for you guys like crazy, those of you guys that are doing it. It makes it worth it for me. At this point of where it am, it doesn't have anything to do with money. I want to be able to be building something that has direct impact and is able to go. If I can get you to do it, think of the dozens and maybe even hundreds, maybe even thousands of people it will affect as you teach your downlines this stuff. I know it works better. I know it does. I'm doing it. Right? You guys know it does. You're in it. And if I can get ... This is how we change an industry. And so I'm attacking it from several levels. I'm trying to help you guys, us, the little guy. I'm trying to help us get this done. And then I'm also starting to work through some possibilities of working through a few different MLMs from the corporate angle who are willing to accept this stuff, who are not trying to use it to crush the little guy. You know what I mean? I'm very careful. I do not want that to happen. So anyway, it means a lot to me, so if I can get you to believe that the process is the way and that you marry the process and set your own feelings aside and understand that there will be moments of embarrassment. You're going to be feelings you have no idea what to do. Sometimes you'll be like, "Oh, my gosh. Tech stuff, or not enough time in my life." There's never enough time in your life. That's all an excuse. Or this, or that, if you can get past that piece of it, holy crap guys, the world is your oyster because you're able to go through and actually make progress on these things without actually sitting back and going, "Is this actually going to work?" You're never going to find out if you just keep asking that. You know what I mean? So I'm thankful for you guys. And then the second thing I would encourage you to do is find somebody to teach quickly. Find someone to teach quickly the things that you are learning. It will solidify it in your head. It's the way I got through school was by ... Even random people, I would just teach random people the stuff I was learning from teachers that day. And it's what got me from completely failing and getting kicked out of college. True story. And going back, reapplying, getting back in and almost getting straight As the rest of college. And it was that piece right there. A few other things as well, obviously. Very religious, I certainly believe that God helps me with that. But one of the things I did on my part was to make sure that I was teaching people what I was learning, so please do that. And keep learning and teach what it is that you're learning. So I'm like, "Publish. Publish. Publish." That's what you're publishing. You're publishing the things that you're learning. Someone had asked me the other day, "Stephen, when do you think you'll run out of podcast content?" I'm like, "I never thought of that." Maybe at the very beginning when I started, but that is it. I brainstormed over 100 episode topics just like this last Monday, or Tuesday I mean. And 100, and someone was like, "When are you going to run out of stuff?" And I was like, "Wait a second. You believe that I know all this already." When I started publishing a year and a half ago, no. I was like, "Whoa. Okay. Thanks for saying that." Here's the big secret. Here's the big secret. You are learning with me and I publish as I go. And if you can get to that spot, start publishing what you are learning, it will change your life because it will solidify the message in your head. You're teaching what you're learning will solidify it. You're bringing people along with you and if you wait to be the guru on the mountain, nobody's going to follow you when you're this expert already. They're going to look at you and go, "I don't know if I can get where you are because look where you are." And since you haven't documented your journey down in the spot when you weren't up here, when you're down here and you're still kind of figuring it out. And you mess up and you've got the blunders. It's the reason why my first few episodes are not that good. But I leave them up there so that people understand, yeah, Stephen's gone through his own transformation. Right? So if you're like, "I'm brand new," you're in the perfect spot to start publishing, which is why ... What is it, model four that goes through that? Model four or five goes through and actually teaches you more about the actual publishing parts and why I do what I do. That's why that's in there, so that you can go through and do it, have the funnel and start actually implementing this stuff because you're in a prime position to start publishing as you're just one chapter ahead of everybody. And they'll see the transformation and your speed will increase. And it's not a linear curve. It's an exponential curve. And it'll take a while and you'll feel stupid for a little bit. And you'll blunder up and there'll be things that people will not be able to follow you on. And then suddenly one day you're just like, "Wait a second. Today I didn't take one step. I took five, but it felt like one. Huh." It's happening to me right now. I left my job three months ago and it's happening right now. And I can feel myself on this curve and it's been really weird, but it's been really cool. And since I published before I felt myself kind of like leveling up fast. That feels weird to say that. But since I was publishing beforehand, I have a lot of people reaching out going, "Stephen, it's so cool to see you out there just winning and doing it. Oh, my gosh. It's so cool. It's so refreshing to know that there's some guy out there who's actually pulling it off. It's not just all a whole bunch of smoke." And I'm like "Of course not. What are you talking about?" And so I was like, "Well, if I follow this guru or that guru, I don't know. Were they always like that?" There's no documentation of them being somebody down here. And so publishing is your safety net for this entire game, all of it. I know I've said that before, but it is. It's your safety net for the whole game. And if I can get you just to publish, oh my gosh, that's so much better. That's so much better because if you jack something up on some ... Whether or not we're using ClickFunnels, I don't care if you're using ClickFunnels or not. It'll speed up your progress a lot. It will. But if you don't want to and you don't have the cash for it, that's fine. Start asking yourself. How do I afford it? And get it eventually. My first funnels were on YouTube. Literally, they're just YouTube videos with links on the bottom. There you go. Until I could afford and asked myself the question. How can I afford ClickFunnels? And started developing little assets that paid for it. I just want you guys to do it and I'm excited for you to be part of this. Just marry the process. Be willing to go through some of the cuts and scrapes that are required for any individual as they start to move up, I should say. Increase their income. Increase their influence. Gain a following. For you to have a following by definition means you must be a leader. And that's what I wanted to do was to help you develop into that person. And if you can publish and you can start building these funnels and you start doing all this stuff and start learning, I know I dump a ton of stuff on you guys on that course. It's a lot. I know it's a lot. But I'm trying to overwhelm your brain in the right ways that cause growth, not scared-ness, like oh crap, I'm never going to make it. I hope it doesn't do that to you. But if I can cause overwhelm in the good ways and decrease the time. Guys, I have all of college I slept maybe four to five hours, maybe a lot of times three every night, all of college, learning this stuff. I would after, in the middle of my nine to five job, I would get to the office at 6:00 AM. I did this for such a long time. I'd get to the office at 6:00 AM and then I would go and I would be working on my own stuff until 9:00 AM for three hours. And then I would be on the clock for my employer, Russell. And then I would stop at about 6:00 PM. Hang out with our kids. At about 8:00, I would start again. And 8:00, I did this every day, every day. 8:00 PM, I would start again and I would go until another three hours, until about 11:00 PM. I'd go to sleep. I'd get back up at 5:00 and I'd do it all over again. And what I'm trying to do is, I'm trying to shortcut the time. You have to know some of this stuff. The only two tasks you need to know in this whole business, you've got to figure out how to innovate and how to market, which ultimately is exactly what the course teaches you. Everything else is a cost on the business. Don't worry about your logo. Stop worrying about what your colors are. It doesn't matter what your mantra is. How do you market? That's not what a mantra is. How do you market? Which is storytelling and belief shifting. And how do you innovate, offer creation? That's it. And then once you can understand those things, then I bring you into this whole thing called funnel building. If you want to you can take it to the big leagues in the ClickFunnels area. But before that, it's just fluff. It's all noise. Anyway, I want you to know where this path is. And if you can just stick to it and just do it, man, it's so rewarding. It's so rewarding to look back. I was telling one of my buddies the other day. For the first time in my life, and I'm about to turn 30 in like three weeks, yeah, about three weeks. For the first time in my life, I feel fulfilled. Isn't that interesting? I mean, professionally. Fascinating, isn't it? And it's affected all these other areas of my life. But it came with a crap ton of grinding. And so I'm trying to cut out the crap and the fluff and the noise and the junk that does not matter for you to actually get there. And if I can do that ... Just marry the process and don't spend time doing that. Make the sins of commission, not omission. Meaning, just act. Make mistakes of committing, committing, committing. Maybe you're in action. You're actually doing stuff. The status thing is when people sit back and their making the mistakes of omission, meaning they're just sitting back and they're just questioning. Well, I'm not going to start until I go beginning to end. That's garbage. You're not going to do anything. Total garbage. If that's your belief, please be coachable in this moment and let me tell you that is not a correct and accurate belief. That is not. You do not ever know beginning to end ever. If you wait to, you'll never see. You'll actually never do anything. If you instead sit back and you say, "Look. These are the three steps that I'm going to take right now." And in fact, I only care about step number one. And you put your foot out there and you take that step as perfectly as that step can be placed, boom, you take that step. Funny enough, after step number three usually, for me anyways, I can see a thing. It's pure black. I have no idea. I have no idea what I'm going to be doing on the 25th. You know what I mean? I don't know. But I know where the peak is and I'm just heading towards the direction of that peak. Is there a way for me to get to that peak with the most efficiency? Yeah. Totally. But I don't know that until I'm there. And hindsight's 20/20. I don't know that until I've gone through it. So if I can sit back and look back and go, "Oh, man. Next time I do this, I should do it that way." What I'm trying to do is, I'm trying to make it instead of a line up to that peak where it's like, all over the place, I'm trying to go through and help you know, look, the straight line is by doing this and then this and then this and then this. But don't worry about this, this, and this, until you do just step number one. And funny enough, a new step number three will appear when you place your foot down. Boom, new step number three. That wasn't there until I placed my first step. Interesting. What if I placed my next step? You don't learn anything else until all you're learning is, you're learning how to place the next step, the new step number one. Boom. Oh, sweet. What? A new step number three appeared. Right? And that's how it happens the whole way through. And the thing that will ... It rips me up on the inside, guys. I know I'm totally on a soap box right now. I'll get your questions in a moment here. The thing that rips me up on the inside, I'll be coaching these people. I just had a chance to speak in front of 3000 people last Friday. It was super fun. It was amazing. And the thing that eats me up on the inside is when I sit back and I watch people and they're like, "Stephen, that sounds really good. And I see what you're doing. I actually think it works, but there's these other areas over here. I just don't know how they work, so I can't get started." No. That's not how it happens. That's not how anything is built. That's not how any progress is made. This is enough for me to get motivational and passionate over. And yes, I'll shake my computer screen and I'll let you know that this is the way it works. It is as much of a faith game as it is anything else. Entrepreneurship is really the story of the relationship with you. And as you sit back and you're like, "Oh, man. This whole game, I've got to get good at this game. I've got to get good at this game." You'll find that half of it is having an idea of what to do next. The other half of it is being okay with the fact that you don't know what to do next. And so being okay with this ambiguity and you've got to sit back and go, "Here's the step I see that I can take." You take it. You don't sit back and try to figure out step two. You're not even there yet. Don't worry about it until you take that first step. Right? Don't worry about step number three until you've taken step number two. Don't even worry about it. And so I applaud you is all I'm saying. Develop that mentality of it. I got voted the nicest kid in high school, seriously, the nicest kid in high school out of 600 people who were graduating. It shocked the crap out of me. And the reason why is because I was not the nicest kid in high school. And not in my mind, I was not expecting that award at all. I was the shyest kid. That's why I was nice. I just wasn't saying anything. I was a little rage machine on the inside. And what I had to learn, especially in this game, is that it's all about being able to develop yourself and get over those barriers. So what I'm telling you is, I had to go and I had a serious fear of adults. I had a hard time talking to people. Doing this, oh my gosh, it would've killed me. Now it's like breathing. It's totally fine. But take it from a guy who had a really hard time getting over this kind of stuff. I've told you this in the course. I would take my computer and I would stand in front of a mirror and I would mute the audio and I would literally just physically mimic because I was buttoned up physically, emotionally, speaking, nothing. I had all this anxiety on the inside. And the way I broke myself from it was by being willing to be uncomfortable. And this whole game, like I said, it is about the relationship that you have with yourself. It's like the second story that's actually happening. And for those of you guys who've gone through the training piece where I talk about the heroes through journeys, that's what this is. We think that the main journey, which it is, the main journey we're going on is this whole thing. We're like, "Hey. I'm going to go and I'm going to try and make a million bucks. And I'm going to build a sweet downline, a sweet team." That's cool. That is the main journey. The real journey though, is the journey of transformation that's happening underneath. It's the internal transformation that happens that's going on, on the inside of you. And I'm trying to teach you to be cognizant of it. Because if I can teach you to look back, be introspective and go, "I don't know if this works." Or, I think one of my false beliefs is, I believe I don't have enough time. And you can self solve, oh man, your speed to success is so much faster. It's like, so much faster, because now you'll be in a spot where you can start self teaching and have a relationship with you where you can develop. You can change. You can grow. And you can look back at yourself and go, "Oh my gosh. I'm not performing in this area very well because I have a hard time with this, this, and this." And just acknowledging the fact that you know what those things are, it's self discovery. And be like, "Oh, man. The way I was raised taught me that, yeah, there's no such thing as anyone who's actually going to make it." You know what I mean? Whatever that is, whatever that is for you. And as soon as you become cognizant of it, you can do something about it. So I'm trying to teach you to be introspective. Look back on yourself and go, "Sweet. All right. These are the areas I'm struggling with. Tactically, this is what Stephen's telling me to do. Okay. But you know what, he doesn't know me personally. And this whole area here I'm struggling with. What am I going to do? What's the thing I'm going to do to help break me and move forward and develop in a spot where I can actually get to the spot and start moving forward on this?" I'm just going on. I'm going to town right now, huh? That's the thing that I try and get people to understand. That's what I'm trying to help people take on and have ownership of. Okay. Do not put the roles of personal development on others. It is not in a course. It is not in anywhere else. Those things can jumpstart you, but it's ultimately on yourself. And if you can learn to be introspective, self medicate in the correct ways where you can go forward and literally craft your own path, oh my gosh, this game gets so fun. It gets so fun. Are all the answers for you personally inside Secret MLM Hacks? Yes. For offer creation, for message creation, for funnel building, learning how to build and automate systems, things like that, yes. For you as an individual, no. There's no way anyone could ever do that besides you. And I believe, God, and your relationship there. But if you can look back and be like, "Oh my gosh." I had to realize. I remember the day I was ... I don't remember where, but I remember the realization, oh my gosh. I suck at talking to people. Isn't that interesting? And a lot of people walk up to me now and they're like, "There's no way, Stephen. Are you kidding me? You're so good at that piece, that part." Well, let's go here. Let me take you back. If you guys want to, go three years back on my YouTube videos and watch me try to do a periscope. This was back when periscopes were big. One of the funniest things you'll ever see. They're terrible. They're terrible. Right? But it's me publishing when I'm not really far down the path yet. And if you can do that, it's so cool, guys. It's so fun. And your ability to transform other people will also increase because they will be ... You'll take them with you, which will break a whole bunch of beliefs that they'll have if you come at them when you're already here. And if you're already here, that's fine. But you've got to get vulnerable, and not just with other people, with yourself. And that's how the whole things happens. That's how you speed this thing up. Anyway, I just talk like crazy. Hopefully that's helpful to you, though. I'm very passionate about this and entrepreneurship itself because if I can get you to be introspective, to stop questioning the process, to marry it in a way that says, "You know what, I don't care how long it takes." Those are the people who put their head down. They don't look at a timeline. They put their head down and they just work. And suddenly they look up one day and they're like, "Holy crap. Look where I am. Huh, I really like that. I'm going to put my head back down again. This is cool." That's exactly what happened to me. You're like, "Whoa. Okay. Sweet." And it happened one day when I was sitting there next to Russell. And I had been teaching a lot of stuff in his place when he couldn't get up on stage. That's crazy, by the way. I was able to do that because publishing, I was practicing. I was telling stories. I was re-breaking, rebuilding belief patterns. What I'm trying to help you guys understand is that I sat back and I remember what happened to me one day. And all of a sudden Russell turned to me and he goes, "Dude, you're better at teaching offer creation that I am now." I was like, "Bro, you're Russell Brunson. Are you sure you just know what you just said?" He's like, "I'm being serious, Stephen." I was like, "Whoa. How did that happen?" And I started looking around again and I was like, "I'm publishing like an animal. I'm looking around. I'm coaching. I'm being coached and I'm also coaching." That's very key. I'm teaching people what I'm learning. And nothing but even just a year, that was technically a year and a half has passed. What if everybody did that? And I started looking around and I was like, "I'm going to put my head back down and do this more." And it just increased my speed and it feeds on itself. And now there's nobody who's sitting back going, "Come on, Stephen. Do the next step." I wake up just smiling. And I'm like, "Let's go take on the day," because I've created my own testimonial of myself being able to do it. And I'm trying to get you there. It doesn't happen, I can't cause it for you. But I can get you in an environment and teach you the environment where it happens. And you will have to develop it on your own as you do this process. It's so freaking awesome when you get to this spot. It causes belief on a level that no one can teach you because it will come from inside. And you'll learn a better relationship with yourself. It's really exciting, anyway. Hey, thanks for listening. Please remember to rate and subscribe. Whether you just want more leads or automated MLM funnels, or if you just want to learn to get paid more for your product, head over to secretmlmhacks.com to join the next free training today.

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

Steve: Hey. What's going on? This is Steve Larsen, and you're listening to Secret MLM Hacks Radio. Oh yeah! So, here's the real mystery. How do real MLMers like us who didn't cheat and only bugged family members and friends who wanna grow a profitable home business, how do we recruit A-players into our down lines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the glaring question, and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio. What's going on guys? Hey. Hope you're doing fantastic. It's been so nuts. We've been going around, I've been traveling like crazy. I just hired a full-time support person, employee/assistant/he's a buddy of mine actually. We built one of my first successful Funnels together ever while we were in college. Our paths have recrossed, and I'm super excited. He's actually moving up here. I'm in Boise, Idaho. I'm actually from Denver, but [ClickFunnels 00:01:04] headquarters is here in Boise, which is why I'm here. That's who I was working for, obviously full-time for quite a while. Anyway, he's moving up here. I've been traveling. I've traveled the last two weeks in a row. I got two weeks of no traveling, and then another week of traveling again, and it's just been crazy. But, it's been so fun you know. To see this, it's been fun to see the people who are having success with our program. Obviously, this is a Secret MLM Hacks Radio. The actual program is Secret MLM Hacks though. I'm sure you guys know that. It's been fun to see the progress and the success stories from people who are actually inside the program and loving it, and it's been really interesting. You know, there's something that happened I just wanted to share with you guys. I think it's a powerful lesson. It's powerful enough that it will certainly affect your wallet and how fat it gets. Okay? And, how quickly it gets chunky. We all want fat wallets, not fat bellies, obviously! So, I was out in ... where were we? We were in Dallas going all over the place, can't remember where I am sometimes. But, we were in Dallas. And, we were over in Dallas and I was speaking at my MLM's event. It was a lot of fun. It was 1000 people in the room. I think it was about 1000. I spoke, and it was awesome. It was awesome to share what I am doing with my people. Obviously, it's grabbed the attention of a lot of the leaders in my MLM, of course. That's one of those things that I always let everyone know, it's like; look, when you start doing the things that I'm teaching inside of MLM, you are most likely gonna be one of the only people doing it inside of your MLM, which is awesome. That doesn't mean let's go break rules; break your MLM's policies and stuff like that. There are certain ... you take what I'm sharing, you do the aspects you can do, and you run with it. I obviously have gained a little bit of eyeballs for my MLM, looking at what I'm doing and being like; oh man! What is this kid doing? So, I was able to go present what it is. And, they were like; holy crap! That's what you do? It's like; yeah, yep! It's been really fun to go around and share, because I kinda kept it under wraps for a little while just to prove that it worked. I wanted to make sure that it was being successful, and not just me, that other people also being successful with it before I go and I start touting it around a little bit; sharing what it is that I'm doing with the rest of my MLM. We are finally in that spot now. We're getting a lot of attention, which is exciting. Something interesting happened though. I was on stage. I was speaking. I was teaching. I was sharing what I was doing. I was teaching them how to do that kind of stuff, and this really interesting thing happened. This happens most of the time that I speak in front of groups. Here's what happens. I go up. I tell my story where I came from. If you guys have ever joined any of our web classes at all, you've heard me tell a story of how I actually started this whole thing. So, I start telling this same story so they all know who I am. And then, I dive in and start teaching some stuff. And about maybe a third of the room, I noticed starts to check out. I was like; huh! And you can feel that as a speaker. If you've ever spoken on a stage before, you can tell when the audience is with you versus you just monologuing. I hate the feeling that they think I'm monologuing. So, I try to be extremely engaging throughout. I'm high energy. I tell stories. I share tactics, and I make them laugh. I like to play with emotions a lot, because then it's more fun to watch a speaker that's more dynamic. I try and practice that actively. I'm not saying that I'm the best at it, but I practice it. And so, I'm speaking. I was teaching. And I can feel that a third to maybe half of the room starts to get disconnected from what I'm doing. I was like; huh, interesting. I know that what I'm teaching is amazing, because it's actually working. That was the thought that start to hit my head really fast; I was like; I need to switch my story. I gotta change the story. I gotta reach out to ... okay. And, this really fast that hit me, I'm losing, I change story. Boom! I go, I launch into this other story, and it re-engages part of the room again. When you're speaking in front of a lot of people like that, you gotta be, you know. Bear with me a little bit. You feel like; Steven have never spoken from a stage like that, that's fine. The same thing happens. I've gone through in this podcast. If this is the first episode you've ever heard of mine, please go back and listen, because you guys know. I dive deep into what causes belief. If I can change the way someone sees the world through their beliefs, it is way easy to sell to somebody. I don't have to do hard sales. I don't have to do hard closing. Very little amounts of that compared to what the rest of the industry has to do, which is part of the reason my stuff works so well. You'll start to develop this sixth sense as you get better at storytelling. As you get better at what it is, you'll start to develop this sixth sense where you're like; I can feel that you're not with me. You'll start to get that feeling. You ever told a story to somebody, or you explain something that's really interesting? You know it's absolutely incredible, and at the end their like; huh! And that's the only interaction you get from; their like; huh! And you're like; did you not hear me? Maybe you didn't hear me. You tell them again, and they're like; oh, yeah. No, I heard you! That's cool. You're like; how are you not freaking out right now? That's crazy! Have you ever been in that scenario before? It's because you didn't tell the story well enough. You told the facts instead of the emotions. That's one of the major keys to being a good storyteller, is being able to tell part of the emotions and help them feel the emotions that you felt. You bring them on the same state that you are in, in the middle of that story. Does that make sense? That's what you're trying to do. And so, I realized when I was on stage and I was speaking, I realized that about half the room was freaking out super excited. And then, there was another half of the room, a third to a half of the room, that was kind of checking out. I was like; I've gotta ... aw crap! What's a story? It happened real fast in my head. I was like; what's a story that I can tell very quickly to be able to grab and resinate with that part of the room better? Luckily, because I tell a lot of stories, I was able to reach down into my pocket of stories and grab one that I knew would resinate with them. [Boosh 00:07:44], and blast it out there. I broke from my script pretty hard in several places. When I realized that what I had prepared was resinating well with this one group, bit of a younger group, and more of an internet savvy group. Just being honest. And, maybe a little bit more of the older people or generations, people who may not be as internet tech-savvy. Remember, I'm not a coder or programmer. I'm just putting the other systems that already exist. That's what I teach you how to do in some of the programs. But, I was like; man, I gotta pull some stories out real fast. Bam! So, I can just interact with them. I did really fast off the cuff. Boom! I start breaking from my script, and it totally worked. I had both demographics. I'm trying to be sensitive here. You guys understand what I'm saying, right? You guys understand what I'm getting at. I had both demographics now resinating with me. I felt the difference. It was very interesting. It's something that happens to me every time speak. It's something that happens to me even when I podcast. It's something that, when I first started podcasting, telling stories, and teaching this stuff, you know what I mean? Being in these courses, I can tell if I'm getting out in the weeds. I can tell when I'm going way off the edge. And, I'm like; crap! I gotta drop a story. I gotta do this. Funny enough, when I go straight to tactics, and I start saying; yeah, here's the tactics. I always lose everyone. Even though it's what everyone always thinks they want, if I don't wrap it in a story, they don't remember it anyway. There has to be a story wrapped around it, or else no one remembers the tactic anyway. It has to be some kind of emotional quick response, even if it's a really brief. That's what makes facts stick. They stick with the glue of story. And tactics and all that too. So, anyway, it's really fascinating. The only thing I want to drop to you guys is, if you've been telling people about your MLM. First off, you gotta ask a lot of questions about them. They gotta feel like you're interested in them as a human being; you're not just there to pitch them your stuff. But when you get to a place where you feel like; aw man, I really wanna hear about your thing. Tell a story. Don't just jump right in. Whether it's your MLM's story of how the MLM came about, or if your story of how you chose. You should definitely tell that story; the story of why you decided to get in. There's a story behind it. It's not because the comp plan. You did not get in your MLM because they had a great product. What was the story? What was going on in your life? You tell that story. If you're telling that story and you're not getting a response, number one, you're probably telling facts, not emotions. So, get better at telling emotions. And then number two though, you might have to change the story. Does that make sense? That's what I had to do on stage. I was like; huh! I switched the story real fast, and I ... these are like arrows in your quiver. You don't let them all out at once. I'm not telling every story at the same time. But, I reached back, and I was like; you know what will be good for this? [Cwoo 00:10:46]! I pulled the arrow out, I stretched it back, I launched that one, and I see the reaction. And it worked. It was really, really cool. Because of that, afterwards, I had a ton of people from one crowd that I knew who was with me, and then another crowd that I knew I had a harder time getting with me at first, both crowds came up. Does that make sense? Anyway, that's all I'm trying to teach you guys. That's the literally entire purpose of this episode. But, that does not come without you repeatedly telling your stories over and over. You will start to feel people's response. I don't how else to describe it. It's the weirdest thing. You'll start to feel their response. You'll start to feel how it is that they are accepting what it is that you're saying. Does that make sense? Every single time that you go out and you tell a story, or you are challenging somebody's belief, there's this scale of believability that they're starting to go through. They're starting to say; yeah, no. I can totally see how what you're saying is true. That's one side of the spectrum. Or, on the other side of the spectrum is; dude, that's not true at all. There's no way that's true at all. That's total garbage. That's crap! Does that make sense? There's this scale. It's the believability-to-complete-crap scale. Back and forth. That's what they're trying to do. They're starting to look at your story and go; that's complete garbage! It's like, if you see an advertisement, and the story says; I lost 475 pounds eating nothing but a grape for three years. You're gonna look at that and be like; oh, that story sucks! That's probably not what you're gonna say, but your thought on the believability-to-total garbage scale. Yeah, I totally believe that, versus total garbage. You're gonna be on the garbage side. You're gonna be like; that's terrible! And, I can tell that the story ... all the stories that I tell are true. Although, I could tell that how I was telling it. I could tell that the elements I was tossing in was not resinating in the current story I telling on stage. I had to switch it out. Boom! So, if you are not feeling like you're connecting well enough with people, continue to write out the major story lines that have happened in your life, and how it applies, and how you can teach with them your MLM opportunity to other people. Does that make sense? Go and actually write down. I've totally done that. You write down all these story lines, tons of headlines, lots of them. That's half of how I come up with these podcast episodes you guys. I go, and I start writing a story; cool thing going on in my life, interesting thing going on in my life, controversial thing going on in my life. Does that makes sense? I start writing down all these different things that is going on in my life, and that is how I actually get out there and resinate with people so that they are in a place to receive the fact that I wanna draw to. So that they are in a place to receive the nugget; by doing that, that's how they get into a place to understand your comp plan. In a place to understand, otherwise, you're literally throwing ... it's like taking a squirt gun and trying to put out a forest fire. It's not really gonna work. Does that make sense? You need to be in place to receive it; any new thing into your life. You do that by first getting someone in the same state that you were in when you were in the middle of that story. In order to be able to do that, you gotta be able to tell emotions, not facts. So, get good at telling anyway. I feel like I'm talking in a circle now, but I hope you understand the point of what I'm saying here. Get good at the storytelling thing. I've said it before on this podcast. I know I'm saying it again right now. The reason why is just to illustrate exactly what I went through. I had to pull an different arrow from my quiver, launch it out there, and see their reaction. I've done it enough times, and I've done it from enough stages that, that arrow stuck real well. And then, I had the other part of the room that I could feel was not with me. The way I could feel it was, their eyes go down. They suddenly stop making eye contact. When I say something, there's no; Oo, ah, hey! You know like when you're launching fireworks on the Fourth of July? Oo, ah, you know what I mean? When someone's with you, they're looking at you. Does that make sense? I hate it when people are like; aw! Have you ever been in a room with someone in a meeting, and they're looking down at their phone, and you're talking right at'em? They're like; go ahead, I'm listening. There's no real connection happening, right? If you're really being prolific in what it is that you're saying to somebody, if your story's really captivating enough, they will put the freaking phone down. They will make you a priority in their life. If they are not, your story is not captivating enough. You've gotta get better at telling it. That's all I'm trying to say. Practice it. Practice with several different story lines, because you will feel. You will sense. There will be physical actions in their body language that tell you; hey, I'm not with you. They will be telling you that, but not verbally. They'll be doing it with their body language, with their eyes and their mannerisms. Whether or not they're connecting with you, whether or not there's little; hmm, ah, uh, oh really, huh! Right? It's a great book called The Definitive Book of Body Language. It teaches that if somebody's feet are pointed away from you, it says that their head is wishing that they were away from you also. That makes sense? If someone's feet are facing you, have you ever tried to stop somebody who's walking somewhere already? You try and stop somebody, and their feet continued, and they continued to point the direction they were going. What's your natural inclination? To let them continue going, right? It's the same thing when you're fact-to-face, and you're speaking with somebody. They're face-to-face with you. It's the weirdest thing. It's true though. Pay attention to that. Watch the direction people's feet ... if their feet ... The foot points where the body wants to go. It's the same thing when you're face-to-face. If they're looking at you, if they're looking down, if they're sideways, like; oh. Their body languages are slouching, or they're sitting up. They're leaning forward. They're engaging. Their eyes are getting big. They're going; woo, ha, uh, really, mm, right? They're making all the little noises. They're with you the whole way, they clap, or they're excited. It's easy to see when someone's with you. It's easy to see when someone does not wanna be around you. It's easy to see. On the internet, the way I do it is when people are engaging with me. If it's a chat box or a lot of different ways. I'll continue to ask a lot of trial closes, things like that to make sure that they are with me as I'm saying it. You'll begin to feel how your stories are being received. That's the only thing I'm trying to help you guys understand. So, anyways, continue to look through the different storylines. Make sure your storylines are being received, and understand that when you're saying your story, it's not a one story fits all method. As you put out your major story of how you got on the MLM, or if you tell your origin stories. As you tell it emotionally, not with fact, start to feel if it's being received. If you feel like you are not being received, you are most likely, and number one, are not telling with enough emotion. Or, number two, you're telling the wrong story. Does that make sense? The third option is, you might just be telling the wrong person your story. The story might be great. It's your job to feel out what those scenarios are. Does that make sense? It's not like a catch-all for those things. Gotta be good at telling with emotion. You gotta be good at telling the story. You might have to switch up the story. Number three, though, you actually might be saying it to the wrong person. And you know what? That's fine. If you've heard my story, and you don't resinate with that, there are others who will hear it and run to me. Does that make sense? So, don't get discouraged if you're like; aw man, I keep doing this thing Steven. No one, uh! Don't worry about it. That's totally fine. Just keep practicing telling the stories. That's why I encourage everybody to start publishing. Everybody just start publishing. I don't care if it's a podcast you start doing, a blog, whatever it is. Just be consistent. And, within a year, you'll be shocked at the traction you've made and the amount of following that you create. It's very fascinating. But, it gives you a platform to practice this stuff. Alright guys, thanks so much. I will talk to you later. Bye. Hey. Thanks for listening. Please remember to rate and subscribe. Whether you just want more leads or automated MLM Funnels, or if you just wanna learn to get paid more for your products, head over to secretmlmhacks.com to join the next free training today.

Steve Larsen: Hey, what's going on everyone? This is Steve Larsen. I have a very special episode for you guys today. I have a guest that I'm bringing on the show. His name is John Ferguson. John Ferguson is an expert in face to face selling of MLMs. He's been hired and worked for the Rich Dad company. He has been ... He's one of the guys that MLMs hire and bring in to help improve their entire sales process. He creates scripts to help sell products, he helps scripts ... He create scripts that lets you sell your MLM product in a way to people you've never met before that is not pushy. So I'm very excited for him to be a here. It is a treat to have him and please take notes on this. This is not your normal kind of a thing, and I had to beg him to get on the episode here. So I'm excited. Let's go ahead and jump into the episode today. So here's the real mystery. How do real MLMers like us [inaudible 00:00:48] and only bug family members and friends, who wanna grow a profitable home business, how do we recruit A players into our down lines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio. You guys actually have a really special treat. I'm excited. I have a guess on the show with me today and his name is John Ferguson and literally every time I speak with him, I feel like I learn and I grow, and there's different things that I learn about the MLM industry. I learn about what he's doing and frankly, it's amazing, the resume that John has and I wanna bring him on the show here and give you guys a chance to be elevated for ... with what he's being doing. So without further ado, John how's it going? John Ferguson: Doing fantastic Steve and I'm super stoked to be here. I'm glad you invited me on. I am ready to deliver and I appreciate that introduction dude. I feel like a hero already. Steve Larsen: You are. I feel like ... I don't know. Every time I speak with you, you're like, "Oh, yeah. I helped ..." I don't know if I can say this, "Yeah, I helped Robert Kiyosaki. I helped this huge person over here. I set this MLM up over there." Like what? Like you've been doing a ton of stuff. John Ferguson: Yeah. I've kind of tried ... I've played the backend role for a number of years, where like you mentioned the Rich Dad organization, I really played that backend role. If you think about like Batman, he's got not Robin, which was the sidekick, but Alfred. Right? Steve Larsen: Right. John Ferguson: The guy that's making sure all the gadgets work, make sure that Batman's not getting himself into trouble and it's really a role that in the past, has really helped a lot of people like people you just mentioned. So I ... It's a lot of fun for me to see others succeed with the systems and tools and the coaching and mentoring that you offer them. So yeah, it's been an awesome career so far. Steve Larsen: Now I wanna be able to go through kinda how you got into this and did it and all, but could you just ... For everyone else on here, if they don't know the amazing John Ferguson, could you just give us a run down of what it is that you actually do when you say Rich Dad organization and the other ones you've worked with? John Ferguson: Yeah, certainly. So what I do is I help closers sell more. Okay. I help individuals who've never sold in their lives sell their first sale. When it comes down to network marketing and multi-level marketing, I find there's a lot more nurturers than really the A type personalities, and for me what we do, is we take individuals by the hand, we guide and we direct them through selling without selling. And I know that sounds kinda weird, 'cause you're like, "What's selling without selling? Like you've gotta sell." Right? Steve Larsen: Right. John Ferguson: What it is, is I remove the ... we remove the animosity by helping people learn an evaluation process like stepping people, rather than just going in like a hardcore close. Steve Larsen: Sure. John Ferguson: [inaudible 00:03:52]. So that's really what we do. We ... In the past like with the Rich Dad organization, I came in and contracted as a trainer and I worked a number of years, where we took their telemarketing, their speakers, their trainers, their coaches and really developed them in some better methods of asking better questions to help get to the root of the desire and the needs of people and then we can deliver that, through the products and services that we offer. And the cool thing about MLM is that there are so many people that need so many things and I buy so much stuff from network marketing companies. I think I'm like ... on like an auto ship for like seven different ones. It's not that I sell their stuff. It's that there are so many wonderful products out there, I wanna help other people get them to the marketplace and get them in the hands of consumers and eliminate that fear of enrolling people and making a sale. Steve Larsen: That's incredible. I mean so you've done it ... I mean you have quite the rap sheet and thanks for explaining that. I knew you'd do a better job than I would doing that, after talking with you extensively this past little while ... past few months, but are you ... I guess ... there's two different directions I want to go with this. My brain is just all over the place. I'm excited to have you on here. Is ... Do you use a lot of like spin selling methods, like the book Spin Selling? Is it that kind of thing a little bit? John Ferguson: You know, it's more direct and- Steve Larsen: Okay. John Ferguson: I'm not the proponent network marketing that is gonna always jump after mom, dad, sisters, cousin, next door neighbor's dog and try to invite them into my network marketing business. I've never done that in sales either. What I like to do is, I like to put out the proper marketing, which I know that your people are learning some phenomenal tools Steve and you're teaching them how to attract the right people ... actually people who really want what you have and then enroll them and get them buying from you. And so my ... And is coming on the backend of that is, is how do I determine ... Like how do I determine the wants, the desires, the needs from somebody? And so I take them through a series of questions, like broad based questions, pointed questions and direct questions and I always get the question, "Hey, John isn't a pointed question a direct question?", and not really. A pointed question just kind of gets more to the point and a direct question is literally right on the money. It's right when you're going for like the heart of the matter. And so if we can learn to ask a little bit better questions, what I can do is I can find out exactly what their needs are, where their pain is, and I'm not usually paying to like make that person really feel it 'cause who wants someone to like squeeze their wound, right? Steve Larsen: Right. John Ferguson: "Hey, you've got a cut there. Let me get some salt water and just start spraying it on there." No. Okay. But we need to know where the pain is so that we can move them away from it or motivate them towards pleasure and that pleasure point is what I'm after mainly, because we live in a day and age right now that everyone can see through the BS. Like their belief systems, not the other BS. Steve Larsen: Yeah. John Ferguson: Okay. But where there's so much on the internet, there's so much on YouTube, there's so much all over the place that we just want the information we need now, but we also wanna know that the individual that is working with us is gonna help us for us right, and really cares. And so, our method allows our closers to step into a role ... You know I wouldn't wanna say expert advisor because I don't think coaching closes. It's not something that I believe. I've had a lot of people go from the coaching industry into selling and when they coach, they can't close because they get so much information. Steve Larsen: Yeah. John Ferguson: The person is like, "Oh, this is great. I'm gonna go out there and do it." So- Steve Larsen: Yeah. John Ferguson: When it comes to our method, it's really just getting to the root ... It's human communication, man. It's just understanding what your goals and focus and expectations and you as the closer, knowing your product well enough, knowing your services well enough, that you're able to match what is needed and what is and what is desired with that individual in a way that they beg to buy from you. I mean it's backwards. Like if you wanna call it something, I wouldn't call it spin selling. Let's say backwards closing or something like that. Steve Larsen: Right. That's interesting. Do you mind giving a few examples of like the kind of questions you would ask? I guess you and I meet on the street and I show a little bit of interest in what you're doing. What would you ask me? John Ferguson: So here's the thing, I would first off ... If we're gonna meet on the street, like we're at Barnes and Noble or we're in some book store or some function, and I believe you have some type of an interest in my business. Right? So for instance, one of the easier ones out there right now is like health and fitness or real estate, it's a pretty hot topic. So what I wanna do is, I wanna just kinda ask you a broad question. Right? Steve Larsen: Okay. John Ferguson: So for what I would do is this, I really just kinda get in it, "So what do you currently do for a living?" Right? And someone's gonna say, "Well I'm a tractor driver." And I go, "Wow. How long have you been doing that for?" And they're gonna say, "Well, I've been doing that for 16 years." And I go, "Oh, man. You must love it." Steve Larsen: Okay. John Ferguson: And that answer right there is an answer and a question all at the same. Once, I'm slapping them upside the head- Steve Larsen: Yeah. John Ferguson: Going, "Wow, I love it." Steve Larsen: Interesting. John Ferguson: And then they're gonna say, "Not really." or they go, "You know what? It's not bad going through other people's junk. I just don't see retirement in it." Right? So you're gonna find out an answer ... What I'm doing there, is I'm trying to poke them a little bit without being rude and I don't wanna create a situation where I'm hurting anybody. But I wanna find out, "Okay. Where are you at? Like are you ready to move out of this thing or you're in dysfunction for what?" And if they say, "Look yeah, I hate it. I wanna get out. I've been stuck in it for a number of years." And then I'd say, "Well, fantastic." Right? "So what would you be doing?" or "What ... If you had a better opportunity, what would your life look like?" So what I'm trying to do is I'm giving some broad questions to find out where this individual may fit and I'm building rapport, but I'm gonna stay on an agenda. My agenda is to get them to a more pointed question on how I can get this person into my business now. So I'm ask, "So would you keep your ..." The classic, "Do you keep your options open for making more money?" I don't like that question. Steve Larsen: Yeah, I don't either. John Ferguson: I don't usually use that question because it's too weird. Like for me, it just makes me feel weird. Steve Larsen: Yeah. John Ferguson: So ... You know shower time. No. So what I gotta do now is I just say, "Hey look ..." I tell him what I'm doing. I say, "Look, I've been a real estate investor for 17 years. I'm looking for some individuals that might qualify to work with me in that arena. Have you ever thought about real estate investing as an option to make more money?" So I'm gonna get a little more direct, a little more pointed on my questioning and I'm gonna ask him right, and if they're in a real estate function or if they're in a network marketing function or I'm going ... So I'm never just going blind a lot of the times into ... just question people off the street. I believe that if you ... there's enough people out there that we can target the proper marketing to attract people on the front end, that by process allows me to help them through all the way to the backend in becoming a buyer. Steve Larsen: Interesting. John Ferguson: So pointed questions. If I was giving all pointed questions, I'd just ask him for instance, if that person said, "Yeah. I'm looking for something better." I say like, "How would you like to better your experience in life?" Right? And they're gonna [inaudible 00:11:16] what they wanna accomplish. Now I'm not gonna get into becoming their buddy. Okay. Those questions aren't gonna be for me to go okay, they say, "Well better life ..." They say, "Well, I'd love to travel more." And if I get into a discourse of, "Oh, I've been here. I've been there. Oh, my life because of what I've been doing in my business has allowed me to do this." I get into my like 30 minute pitch on how great my life is because of my business, I've just lost those guys. Steve Larsen: Right. John Ferguson: They don't care. Like they really don't care. What they care about is, is that you care that they care about what they want. I know that sounds a little weird, but that's what it is and if I'm able to say, "Oh, that's fantastic. I love travel too. I've had the blessing of being able to travel with what I do." And then follow it up ... That statement always opens up another question, "Where would you travel if you had the time and money? Like if money wasn't an option, time wasn't an option. If you weren't dumping trash, where would you go?" Right? And be genuine, like literally we've gotta be more interested. It's about questioning rather than dictating and I think that's where a lot of MLM upline don't understand. They came in the same way and they're like, "Hey, give me your story, give me your two minute blast." Just chase until the buyer dies, literally you're gonna kill them. Steve Larsen: Yeah. John Ferguson: Right? Steve Larsen: Yeah. John Ferguson: And so I think ... Today's day and age, if you're able to ask proper questions, you're able to minimize that shortfall and you're gonna be able to lead this person down and you're gonna be able to help that person. And in the meantime, you will build rapport faster if you stay on target with these types of questions, rather than trying to dictate, "Hey, your life is so much better." Find out about them, ask them the questions. It's gonna build so much intrigue in this person that you're asking these questions, you're giving these little mini statements, what I call little micro commitments or a mini statement of where your life is, or what you're loving about your current company and your current situation is you're growing than it will ever do ... You're just dumping a whole bunch of information on [inaudible 00:13:15]. I know a lot of people talk about that, but [crosstalk 00:13:17]- Steve Larsen: You're saying [crosstalk 00:13:18]. So you're saying that it actually works to pay off and actually like care about people? John Ferguson: Right, right. Steve Larsen: Just real quick. I wanna just run through this real fast. So you're saying ... First of all, I love that you defined the difference kind of between a pointed question versus a leading question. You're not asking leading questions, your asking pointing questions. Right? Where it- John Ferguson: Correct. Steve Larsen: Where you're going out and you're saying ... you're saying, "Hey ..." I'm writing notes like crazy, just so you know. You start by saying, "Hey, what do you do?" And big broad question, trying to figure out where they fit like, "Whoa. You must love it." And like that is huge. Before you go on that, you're talking about yourself. You're like, "You must love it." And you say ... From there, there's gonna be a split, "Yes, I do." or, "No, I don't." And then from there, you kinda know where to take the conversation. Right? They're the ones basically ... You're just kind of guiding it. John Ferguson: Correct. Steve Larsen: The whole way. That's amazing. Okay. John Ferguson: [crosstalk 00:14:12]. Yep. You're guiding the process and what you're doing is, you're leading them down this path to essentially want to buy from you. They want to enroll with you. Well they wanna continue to engage. Steve Larsen: So where do you- John Ferguson: The whole [crosstalk 00:14:24] psychology, right? Steve Larsen: Sure. John Ferguson: I mean everyone wants to be heard. Right? And so if someone's gonna listen, they're gonna keep telling you, but you have to guide that not down a road, "Hey, let's become best friends. We're gonna talk about what we ate last night and oh, I love pasta too." "No, I like fried ferret." Whatever it is, don't go there. Steve Larsen: Right. John Ferguson: Like try to keep a pointed ... And so, it's less about us now and it's more about what their needs and desires are and if they feel that they're getting their needs met and their desires met by talking to you, that's gonna draw them in to wanting to move forward, even if it's a simple invitation. "Hey, you know what? Sounds like you'd do really well with what we're doing. I'm pretty sure that you'll love it. Let me give you my business card. Let me get your information and I'll send you an email on XYZ. I want you to watch this five minute video. I want you to watch this 10 minute video and real quick it's gonna ask you a few more questions, it's to introduce you to my business and some of my partners. I think you're really gonna love it just based on our conversation." It kind of opens that door for you to do that initial interview, that initial quick introduction to your business, even if you're out live at an event. You're able to hand your card off, you're able to show them your website and it's less abrasive and they're gonna have more intrigue to go, "Wow. That was a really cool conversation. I don't usually have those conversations, so I'm gonna watch this website 'cause what those guys have might be something I've actually been looking for for a long time." Steve Larsen: So from there- John Ferguson: Whether they're looking or not, they're gonna wanna go look. Steve Larsen: Okay. No, awesome. So from there, they're going ... I'm just ... I'm trying to outline it. So you go in broad, then you go in pointed questions and then you kinda go through ... you called it kinda the needs, desire sections. Right? Where ... And how long do you usually stay in that? I'm sure it's per conversation, but I mean how do you know when you're able to go out and finally drop the line of, "Hey. Let me get you my business card. Let me email you. Let me send you this five minute video." When do you know you've gotten to that spot that you can actually say that kinda stuff? John Ferguson: So typically what happens is, is once I've asked enough of these questions, even before I get very direct, I might ask a direct question of an individual. I might say something like, "At the end of the day, you've influenced your family and you've won more freedom by working with us. Why did you do it?" And then they're gonna tell me and/or ... What's gonna happen even is, is we've been asking them questions so long that they're gonna get like I said, intrigued about us. They're gonna ask us what. They're gonna say, "So I mean it sounds like you've got something awesome going on. What is it you do?" Steve Larsen: Yeah. What are you doing? John Ferguson: Like who are you? Right? Steve Larsen: Yeah. John Ferguson: That's gonna open the door for you now to share that invitation. Right? You've understood their needs. Now this would ... We're talking face to face right now. Now if I was gonna be over the phone right, some of my advertising was through ... Like don't tell anybody, but I've done some of this ninja stuff on Craigslist. I've just posted a little ad that says, "Hey look, are you interested in XYZ? If you are, call me or if you are, respond." And this stuff works there too and obviously building funnels and posting those paid advertising through like Facebook and Instagram. All that works really, really well, but when it comes down to it, let's say you've got people in Nebraska and you live in California. What are you gonna do? Like how are you gonna meet that person face to face? They've just introduced themselves to you. They're gonna go through your phone, they're gonna [inaudible 00:17:40] your thing, but I like high ticket sales, and so I wanna help this person get the maximum of what's gonna help them. And so the lowest product price point that we typically sell is about $2,000.00 and we do a little bit over the phone, and so if I'm ... I can run this line of questioning over the phone, I'll have a notepad right next to me writing the answers down as I go. So I can go okay, wow that's a need. Okay, wow that's a desire. Right? And so now as I'm asking questions, I can define out what my next questions are. When you get ... We're really good at these types of questionings. These types of questions, it will just come natural to you and it's just following a progressive line, broad based, pointed, direct, broad based, pointed, direct. And sometimes you'll ask a direct question and they won't wanna answer it. They may feel a little standoffish if you haven't done a good job of building that initial rapport, bringing them down the ladder. Right? No one wants to go from the 15th step on the ladder and jump down to step number one, like it hurts. Okay. It's kinda like dropping 150 feet with your buddy, filming it on Facebook and screaming until you fall, like I saw that video of you. That's nuts, right? Steve Larsen: Yeah. John Ferguson: But no one wants to feel that way without the bungee cord. Okay. Steve Larsen: Right. John Ferguson: So we have to take them down that ladder and sometimes you may have to come back up and ask a little more pointed questions to get to where you want, and then come back down to the direct question to the root of the issue of what their true desire is. So now, they're literally asking you Steven, this may sound a little bit more complicated than it really is. It's literally one or two broad based questions, one or two pointed questions and one very direct question. You'll have five questions and you have literally opened the door and they're literally asking, "So what is it you do? How long have you been doing it? Is there any information that I can have that I can talk to you about?" And if I'm doing this over the telephone, it's about an eight minute conversation. Right? I like to keep it about five to twelve minutes. Anyone out there who I typically find ... especially individuals putting this in their practice, as when we're teaching telemarketing teams or when I'm teaching a network marketing business ... Like I was just in New Jersey teaching 200 network marketers in the room in like a six hour session how to do this and the challenge was is asking less, but doing it in the right way- Steve Larsen: Interesting. John Ferguson: Because I think we have this desire to talk and what I found was a lot of people spent more time talking and trying to talk someone into liking your thing because you like it. No one cares why you like it, they just don't. What they care is why they might like it or why ... what will help them. Spend less time dictating and more time recording right, taking down the right information and ultimately they're gonna ask. They're literally [inaudible 00:20:36], "What's my next step? How do I move forward with you?" I've never had ... I've had people say that they've never had conversations like this ever in the network marketing world. Right? I'm sure a lot of your listeners right now are going yeah, I mean that ... People would just beat me up and just ask me, "Hey, come to my thing. Come to my thing. Oh, you're gonna love it. You're gonna get this. You're gonna get that out of it.", and it was just noise. Steve Larsen: Right. John Ferguson: Well just turn off the noise, ask them more questions and let them speak for a minute and guide them down this path to where they're literally begging to buy from you. Steve Larsen: What's the golden that someone can ask you? Obviously besides, "Hey, where do I put my credit card?" But like what's the question that when you know that you have them, you know what I mean? When you know that this person's progressing and maybe that's probably the wrong way to say that, but when you know that they're following the process to the T and they're eating out of your hand, you know what I mean? When do you know? John Ferguson: It's a number of things. It's a number of questions. Steve Larsen: Sure. John Ferguson: Typically, in our industry because it's sales, some of your listeners may have heard the title buyer's questions. Steve Larsen: Sure. John Ferguson: Really it's ... I like to call them intrigue questions, but really what it is, is they're asking you, "Okay. What's the next step?" That's it, like because it doesn't feel abrasive like a sales pitch or a sales opportunity, it's more of like an invitation. They're typically asking, "So how do I move forward with you? Like what's my next step with you? Do you have a meeting that I can attend? Do you have something that I can acquire now?" Steve Larsen: Right. John Ferguson: And so they're literally asking you at that point for the sale. Does that make sense? Steve Larsen: Yeah, yeah. They're asking buyer questions, yes. That's how I think ... Absolutely. Okay. Intrigue questions. John Ferguson: Yeah. Steve Larsen: And so what would be your follow up at that point? Obviously you said, "Hey, go to the five minute video." or "I'm gonna email you." What's the preferred thing that you do with them after that? John Ferguson: So depending on what I'm doing or depending on the organization that I'm working with, some of them have like an initial introductory video or an initial introductory meeting where they're gonna have to come sit down with you and meet with some of the other team members that you have, or they're gonna come out or they're just gonna stay at home. They're gonna watch a webinar and they're gonna go through this introduction to the company. So typically, I'm delivering them to some type of information that continues to build intrigue, but also delivers some information and it's what we call kind of a either a business orientation, a business briefing and that is literally our first few steps in this entire process. Okay, because at this point now, it's a presentation. Now we're gonna be delivering some of the information to continue that intrigue, but to deliver on what we promised, and then at that point, we're gonna take them to our closing process and it's literally a three step process. It's introduction, invite, presentation and then close. I mean that's as simple as it gets. Steve Larsen: Wow. Wow. Now this is something that sounds like you're doing this like face to face and over the phone but not just for- John Ferguson: Right. Steve Larsen: Not just for ... It's fascinating because most ... especially phone scripts, right? Most phone scripts that I've ever used especially in the internet marketing space, kind of the other market that I'm in, right. I ... Typically, these kinds of phone conversations is something that we would do for more warm audiences and people who knew who we were and knew what were doing, and we were just there to kinda close them and guide them in the sale. But you're able to do this kinda thing to ... I don't wanna say cold, but people who you've honestly may have never met before. John Ferguson: Yep. That's exactly what I do. Steve Larsen: That's amazing. John Ferguson: I don't like the whole ... I got my mom and dad and my cousins and sisters in my first couple of network marketing business. Steve Larsen: Sure. Who didn't? John Ferguson: And it [inaudible 00:24:21]. So I think all of the listeners have done that. Steve Larsen: Yeah, yeah. Sure. John Ferguson: They've tried that. So there's only so many family members you got right, that can buy from you and join your thing. So you have to go out there and build new relationships and the only way to do that is to either go out there and literally cold market, which can be a little more [inaudible 00:24:42], warm them up first. Right? Why not send them to an initial video? Why not get them to opt in to an advertising piece? Why not have them call you first? Get them knocking your door down first and then take them through these little bit of questions, take them through an introductory video or a webinar and then invite them to participate with you. Steve Larsen: That's fascinating. This ... I mean is an incredible expertise. I appreciate you just kind of outlining that. I'm sure top level ... For those of you guys who don't know, I've been talking to you guys a lot about the program, Secret MLM Hacks that I've created and my team's in and we're selling also to any of those ... of you guys who want, we ... John is so good at this, that I pretty much begged him to come and teach a huge segment of this insider course as well. So those of you guys who are like, "Oh, man this stuff's so cool. How do I get more of that?" Well you a lot more of John Ferguson inside of Secret MLM Hacks as well and this expertise is incredible, John. How did you develop this? I mean this is not like a normal ... You know what I mean? I don't know many people who are doing what you're doing like this. In fact, you're probably one of the first ever in this kind of way. How did you get there? John Ferguson: It was out of bare necessity. So let me give you some back story. My ... Just real quick some of my back story. Steve Larsen: Sure. Yeah, please. John Ferguson: I grew up in a home in Southern California. My father was laid off seven times before I was 17. Steve Larsen: Wow. John Ferguson: For most of my life growing up, I lived with my grandparents and my mom, my dad, my two brothers and I, my grandma, my grandpa and my great-grandmother lived in like a 1,500 square foot home in Whittier, California. It had three bedrooms, one and a half bath, and there's a need for four bedrooms there and so I learned a lot. One, I learned family, the importance of family and how hard it takes to work to keep a family together, especially when you're struggling financially, and I also saw that working a job wasn't for me, like I saw the struggle. My father worked three jobs at one time. They would go around cleaning churches when I grow up, and I was a little squirt running around at five, six, seven years old, taking the chalk erasers, smacking the board with them as my dad was finishing up wiping them down in the church and he'd have to go clean them up again. Let me ... Later down the line, I realized why he was a little upset with me but couldn't really freak out 'cause we're in a church. But I saw that level and so I decided to go to college and like most people, they're like okay, go to school, get good grades, go to college, get a good career. So I took that path and I played basketball in college and I went up and dunked on somebody in a preseason game and I ruptured two discs in my back- Steve Larsen: Wow. John Ferguson: Blew out my knee and my ankle- Steve Larsen: Oh, my gosh. John Ferguson: And there was no way I was gonna be able to get in NBA and I'm sure some of your listeners were going, "NBA, yeah." I mean I was not gonna be able to play in the National Basketball Association because I had blown out my body. To this day I can't feel my left leg, like part of my left leg is like numb. My foot is a little bit numb because of that injury. Steve Larsen: Wow. John Ferguson: And so going to college, I mean why go to ... I thought at the time and no disrespect to anyone that has a diploma. That's awesome. You guys did it, you won it. Fantastic. There are careers that definitely need the execution, but for me at the time, I was like well if I'm not gonna get in the NBA. Right? That's the whole reason you're going to college, is to get in NBA ... Steve Larsen: Right. John Ferguson: I quit. I was like I'm out and so I got into the career world. I started working at a company called Hollywood Video. You know that dinosaur video place you used to go rent videos from? Steve Larsen: Yeah, yeah. John Ferguson: I wore the red cummerbund, I had the red bow tie. I was waving at people and within a short period time, it was about four and half, five years, I had risen from the ranks from just customer service representative up to a district manager, and I had 14 stores. I was running multimillion dollars for this company and I remember coming home from one vacation, we got five weeks paid vacation. I came home from one vacation and my beeper, like for those of you guys who don't know what that is, it's kinda like a little box that buzzes and beeps on your hip. Okay? So half the size of cell phones today and like three times its width, but I was coming down the mountain, I was up fishing and camping with my family and it goes off, like beep, beep, beep, beep, beep, beep. And I'm looking down at it and I'm going what is going on with this thing? It was like 911*. 91111*. 91111 and I'm going what is ... Like something ... Someone had to have died in one of my stores. I'm freaking out. I call my manager, the VP over there area and he's like, "Where are you? You need to come in right now." And I'm like, "I just got off of vacation." And if you don't know the type of organization I was working with, it was like to go on vacation, you had to like ... I filled out the form and then the form had to be filled out by my boss and then the boss had to send up to his boss and then corporate had to sign it. They had to send it back to you and you got like five pages of documentation showing you're gone. Right? Steve Larsen: Wow. John Ferguson: So I get back ... Literally I got written up for being gone because one of my store managers got sick, the assistant manager couldn't come in to cover their shift in one of my stores. It's like an hour away from even where I live and my manager had to go in and cover the store for like 20 minutes. What I found was- Steve Larsen: Wow. John Ferguson: It's that I was climbing the wrong ladder on the wrong building and ... I mean at the time, I was the number one in revenue, I was the number one district manager in the company for holiday contests and sales. My teams were like at the top of my level and I had a lot of loyalty and at that one moment, I lost my 2.5% raise. Now think about that. Steve Larsen: Two and a half percent. John Ferguson: [crosstalk 00:30:28] I was freaking out about not earning another 1,600 bucks, 1,700 bucks a year. Steve Larsen: Wow. John Ferguson: Because I was only making about 80 grand a year and 2.5%, 2% of that is 16, 1,700 bucks. Steve Larsen: Wow. John Ferguson: And like to someone like that ... Like I look back on that like how did I survive? Right? Steve Larsen: Right. John Ferguson: But that's how it is. Like that was a good salary then and for me, I had to find another way. And so getting into this situation, I got into my very first real estate property, started becoming ... I became a real estate investor and I ... For two years, I spent a ton of money, like over 200 grand in trends and boot camps and seminars and coaches and I'd finally be able to ... I was able to quit my job and I got involved in a network marketing organization and I've never been involved with one before in my life and they said, "Okay. Go get everybody." So I go ... I get everybody I can get like ... I got like 30 people in this one meeting. I had 25, 30 people. The guy in the front of the room is rocking. Like he's up there, he's like telling a story and I'm watching all my guests and I'm in the very back ... The room is filled with like maybe 200 people and I'm like, "Oh, my gosh. I'm gonna make like a hundred grand tonight." Like it's- Steve Larsen: Look at all this. Yeah, yeah. John Ferguson: [inaudible 00:31:48]. Right? Steve Larsen: Yeah. John Ferguson: And I'm like, "[inaudible 00:31:50]. This is so great" and I'm looking around at everybody around me. I go up to my mentor, I tap him on the shoulder. I'm like, "Dude, check it out. I'm gonna get certified in one meeting. I'm gonna me a hundred grand, you're gonna make like 50 grand. This is sweet!" Like I'm so excited and I'm telling everybody and all the people that I looked up to in my [inaudible 00:32:10] network marketing business and have been involved with me a couple months and I'm like, "I've been working my guts out trying to get people in this room and this is gonna be so awesome. Steve Larsen: Yeah. John Ferguson: And at the very end of the night, most network marketing companies do this is, is, "Okay. Are you a one? Are you a two or a three? Are you an A, a B or a C?" Right? And all my people are like two or a like one, meaning that they're in! They wanna join and they got some questions, but they wanna join! I'm like oh, my gosh. How am I gonna handle all this business all at once? And so I grab like two laptops and I go run into the front of the room, I grab all my guests, "So you guys follow me." Right? Like the pied piper, you guys are all just getting. "Let's go!" And so I get to the back of the room and my brain is exploding, my heart's pumping out of my chest. I'm sweating profusely because I'm like, "Oh, my gosh. This is gonna be so cool." How do I not ... Like how do I hide my excitement? Right? [crosstalk 00:33:02]- Steve Larsen: Yeah, to keep it cool. John Ferguson: [inaudible 00:33:03]. It's like this rush, right? It's like drinking five Red Bulls at once. Steve Larsen: Yeah. John Ferguson: And so [inaudible 00:33:09], I'm going, "Okay everybody. For those of you who are the number ones, raise your hands again. Okay. Fantastic. I've got two laptops over here. I've got them open and ready to go. Just get your credit cards out. I [inaudible 00:33:20] to sign up [inaudible 00:33:21] here. [inaudible 00:33:23] got questions [inaudible 00:33:24]. Let's go!" Yeah. That's about how it was man. Silence. Nobody moved, like not one bit. Steve Larsen: Wow. John Ferguson: And you know I had the, "Oh, man. That's great stuff, John. I'm just not ready to move forward." "Oh, I didn't bring my checkbook." I got all the excuses and like when you go from such a high, like you're gonna win, right? Then you literally drop and then you melt and you're like about to be in tears, your face turns red and you're like, "Oh, my gosh. How did misjudge all this?" Steve Larsen: Right. Right. John Ferguson: That was the moment I knew that I screwed up and I needed to do it better and I had learned right then and there, that I didn't know enough about the people that I had invited to this meeting. That I was told what I considered a lie, was that just invite people, throw a diaper against the wall, some of them will stick, others are gonna slide down, and I realized it doesn't matter what you're throwing against the wall. It's just gonna leave a mess and so I knew right then and there, I needed a better system. I needed a better way to engage the right people and not just people. I knew that I never wanted to chase other people. I never wanted to feel that way again, where I had this pit in my stomach, not because of the success that I was gonna have, but because what did I just do and how did I look, and I just told everybody this was gonna be fantastic and I was exhausted- Steve Larsen: Yeah. John Ferguson: Because I worked so hard, not one person purchased man, not one and that was the day. And I went in I started ... we're finding the systems and we're finding how I ask people questions and I read every sales book I possibly could and I wasn't finding the information in there. And it was difficult and I started with Rich Dad organization, I started working with some of these telemarketing teams and learning what they did on the phone and how they sold coaching and mentoring and packages and I literally just went into the trenches for a couple of years. And I took what I learned from speaking and training and teaching in the network marketing industry in front of these big rooms and what was going on behind the scenes with a lot of these organizations selling trainings and services and products on how they were enrolling people at these higher levels. And it just ... It just ... They had a baby dude. They had a baby. I'm gonna take this and I'm gonna take that, it was like a mad scientist, Frankenstein, let's just put it all together and over the years, it came out fantastic and to like ride it off of the wings. And I don't really like to like talk about myself a lot, but in this instance I need to and I don't like the phrase ... I hate this phrase and maybe you do too, I don't say this to impress you, but to impress upon you. I hate that phrase, like just tell us the truth, you're trying to impress us. Right? And so I hate that phrase- Steve Larsen: Brag about yourself John. Let us know, let us hear it. John Ferguson: Yeah, man. So it's time to impress you. So I'm telling this so you are impressed by some dude who grew up in Southern California in a box with his entire family, looking like Charlie from the Chocolate Factory, who was able to make it out of that world just by sheer bull dogged determination. I wasn't smart, I just gathered all the stuff, mixed it up in the blender and poof. I joined a network marketing company a few years back and I said, "Look, I have test this method and I'm only gonna be using my method. I'm not gonna be using anything else. I'm gonna con ... I'm gonna throw out some bait. I'm gonna throw out some advertising and get people calling me, and I'm gonna see if these people that I do not know, I can put in some information with ... through a webinar, through testimonials, through Craigslist ads, and let's see if I can build a rapport well enough just with this system, but it works." I started that in the network marketing company, I think it was about November, when I actually started selling and advertising, and by the end of the year, I had taken their sales contest. I was number one that year. I was inducted into their ... Like a lot of you guys know like the Diamond Club or the President's Advisory Council of [crosstalk 00:37:33]- Steve Larsen: Right. John Ferguson: Literally inducted into that crew and people were upset. Steve Larsen: Right. John Ferguson: Because there were people who worked all year long in the network marketing business and they hadn't closed enough sales to make it. Like I remember I had beaten one of the ladies who did a phenomenal job. She's a wonderful person, very good dear friend of mine now, who I've had the opportunity to train and teach her teams this as well. They had done great but I only won by like six grand. Like my revenue was ... It was that close. But with only having a couple of months to finish off this ... the contest by the end of the year to go to their national convention and at that point, I knew I had something different that you could use on the phone, you use in person. That an influencer can use to sell coaching, that you can sell products, you could sell water, you could help people [inaudible 00:38:23] literally a [inaudible 00:38:25] individuals [inaudible 00:38:26], 'cause we know that people don't like what they need. Right? We know that. Like if you just give them the needs like, "[inaudible 00:38:32], like I know I need to take vitamins but I'm not choking the horse pill down." Right? So how do I give them the desire? How do I fulfill the desire and the need at the same time and then wrap it all up into a bow to where they're begging me to buy? And that's what this is man and that's what we've developed and it has shrunk the time it takes for me to work with people. I work about 20 hours a week now in what I do and the rest of the time I spend with my family man and I like to invest in real estate still. I like to buy properties, I really like helping people, I like traveling and speaking and running masterminds, and that's it dude. I mean that's kind of the evolution of this process. That's how I came up with it and I can't a 100% credit because I learned a lot in these different organizations from different people, that had little pieces. Right? I think that's we do as entrepreneurs- Steve Larsen: Right. John Ferguson: As influencers. We've been influenced ourselves to actually go out and influence and so for me to take credit, I'm not a self made millionaire. Okay. It's a team thing, whether it's a book that you've read from someone who has passed away, passed along that knowledge in that book or that audio course, or the mentors that you've continued to have and the friendships and the relationships. Like I've learned a ton from you Steven, like a lot of what you've taught has helped even this process succeed in greater- Steve Larsen: Oh, cool. John Ferguson: And the other businesses that we own. And so like I think that the more people understand how connected that we are, the whole lot easier that everything becomes and it's less about closing and it's more about connecting and getting people to desire what they need, than shoving it down their throat. So hopefully the answer's there. I went on a discourse man. Steve Larsen: I love the discourse, but it's so true like that whole phrase, we all rise together. To me, for some reason that always seemed a little bit cheesy but the longer I've been doing this, the more I've realized the exact same. It's like look, I did not get anywhere on my own, like it's all ... We all do it together, we have to. If you try to do it on your own, you actually will drown. Anyway, I ... I'm so thankful for what you taught here and it just ... I think the listeners are gonna love it. Guys if you have, please reach out to John and say thank you. You can learn more from him as well. Where can people find you, John? John Ferguson: The easiest thing right now to do is I like to connect with people. I like to see who you are, what you're doing in the industry and one of the greatest tools right now out there Facebook. I'm on Facebook, you gotta go by my real name John Albert Ferguson. I know, it's not just John Ferguson. I got the big Al from my dad. So John Albert Ferguson on Facebook and it's real simple. I've got my personal profile and I got my page, and my page ... You can hit me up in the messenger and if you need some help, I'd love to spend about like a 15 minute consultation with you for free. No charge, just to kinda see where you're at, what you're doing, maybe we can unlock a few things and help to implement it and if it's something we wanna work together, you'll be on that, fantastic, and we'll find a way and we do coaching. I do mastermind, such like that, but really I wanna provide value first, and what they're gonna see too Steven, is I love real estate investing. And so you'll see a lot about my real estate and things I do and as well as my coaching and training and speaking within the sales and network marketing arena. So I think that's probably the easiest thing to do man, is just so they can get a picture of who I am, like my family and what I do. I think that one's the biggest thing, is in this industry I think a lot of people don't sell, they don't close. They can't because they feel they have accomplish some level of success before they can introduce their thing. Right? Well let's say I've got this bottle of water here that's gonna change people's lives. Right? Well maybe it's you're first week and your life hasn't changed yet. It doesn't matter. It doesn't matter. You can poster the water, you can your upline, you poster just the experience you've currently had in the last 24 hours of being involved in an amazing community of people and enough is enough. Don't have to be right now and I like the whole act as if thing, but why not just be you? Like be yourself. Steve Larsen: Right. John Ferguson: Like are you going to allow somebody into your house with dirty, muddy shoes? Probably not. You're gonna ask them to take it off. Are you gonna let just anybody join your thing? Probably not and you shouldn't. Like if you're like, "No. Yeah. I will. I haven't made a sale so I gotta close somebody. Like if anyone wants to come in and give me money, they're in." No. That could be way more headache. Steve Larsen: Yeah. No way. John Ferguson: That would be ... It's not worth the headache. You wanna retain the right people so they can build the right community with you and you'll have a whole lot more fun. Like the money doesn't matter. You'll make more money being happy and enrolling the right people than you will trying to get other people just to buy- Steve Larsen: Amen. Amen. We need that on t-shirt and a mug. That was good. Yeah, anyway. I appreciate that. Sorry to cut you off there. John Ferguson: [crosstalk 00:43:32]. Steve Larsen: You were on a roll man. I'm loving the dialogue. This is awesome. John Ferguson: Yeah. No, we're good. Steve Larsen: Hey ... Thank you so much. Hey guys, go check out John though. Go to ... Go to his Facebook page. He's doing ... What ... You said working 20 hours a week, which is awesome. Obviously walking the walk, talking the talk. You know what you're doing and for me it's been fun to look around and go find out like, "Oh man, who were the ones in MLM who are really killing it? Who are ..." and not ... Meaning they've actually figured out a system and you clearly just over and over and over pop up as like one of the most expert individuals in this space and this area and I'm just so thankful to have you on the show. Please go check out John though at Facebook, connect with him. You can do a 15 minute consultation with him. For those of you guys who are jumping in Secret MLM Hacks, you also got an awesome training module from him as well. John, thanks so much for being on the show today. John Ferguson: Yeah. Fantastic. It was a pleasure. I really appreciate it and love what you're doing, Steven. You got some amazing things happening for your listeners and Secret MLM Hacks rocks. I mean if your listeners haven't joined that yet, you need to because that is what we're talking about today, is really engaging the proper people with the proper solutions that are geared towards their desires and their needs and you're laying it out there in plain speech that anybody can implement. So yeah, I'm just glad to have been a part ... a smart part of this and helping your audience succeed, man. Steve Larsen: Oh, man. Thanks so much. Appreciate it and thanks everyone for listening. Hey, thanks for listening. Please remember to rate and subscribe, whether you just want more leads or automated MLM funnels, or if you just wanna learn to get paid more for your product, head over to secretmlmhacks.com to join the next free training today.

My name is Steve Larsen and welcome to Secret MLM Hacks Radio. What's up guys. Hey, I am very excited for this episode actually, very pumped about it. Let's pass a little bit here, been a little bit busy, as normal, and had a lot of late nights and a lot of just working my guts out. I mean, come on, that's really what it's been. I'm very, very excited, though. Please understand as I say this, I'm not bragging or trying to beat my chest or say, "Look how good I am." I'm just excited. This is me helping everyone know and realize that this whole process works, all of it. All the stuff that we're doing, we're going through, it doesn't just work for me, it's working for other people as well, for recruiting for your MLMs. I just barely passed 140 people asking to join my down line, asking me, people I don't know. That's incredible guys. The first time I ever did this game, I was running around like crazy. I recruited 13 people and they didn't do anything. It was hard for me to get them to do anything. With this whole process, what's cool is I can go through and pretty much literally interview people. If they're not a good fit I say, "No." I see what their process is to promote the down line and promote our products and promote the things. You guys know, I don't ever tell you the name of the MLM I'm in. I'm trying to that on purpose so that everyone can let their guard down and not feel like this a pitch fest on this podcast. It's not the purpose of this podcast. Anyway, so it's been a whole lot of fun though. As I've been looking through, though, the process that I've having people go through I'm changing it. This is what I've been seeing, and I'd thought I'd just kind of drop this out to you guys. You guys know that I build sales funnels on the internet. That's what I do. That's what I'm known for. I've done it for a lot of big people and done it for myself. This whole MLM game and the funnel thing, it works so well that I left my job eventually. It's been coming up on two months here for me being solo, which has been fun. There's certainly some nerve wracking aspects to that every once in a while, but it's been fun though. I've been focusing like crazy on this whole application process. When somebody comes in and they apply to join my down line, they go through a little bit of an application process. There's an actual application. They fill it out, and what I've been doing in the past is at the end of the application process I say, "Okay, thanks. Give us a call here, we'll reach out." What I do then is I go, have them walk through some pages afterwards where they get to watch my presentations as if I was going to do a presentation in your home or you came to a home party or whatever it was. I took that and it's on the internet. It's literally like a webinar basically. I built pretty much a webinar that does that process for me. What's been cool is that it works. It works quite well. What's been rough, though, is going from one funnel, application process, the application funnel, and then pushing them again to another funnel where they go through basically a webinar. What I've been figuring out, what I've been learning, is in the past we'll be doing things like sending an email. Emails, I hate email. Emails sucks. Email drives me crazy. First of all, I hardly ever read my emails. Why do I expect my people to? You know what I mean? Facebook's the place where I go. Facebook's the place to be for me. I go in and I can communicate with my team through Facebook and our Facebook group, our closed groups, things like that. Emails are rough, so I try and after someone applies I'll be like, "Hey, go check out this presentation. If this seems like it's a good thing that you want, let's actually chat, or if you even know the questions you can just join right there." If they've made it that far through the application process, like I know that typically they're the kind of individual that I want to work with, that they'd be interested in the kinds of things that we do because I give them the very process that they just walked through so now they have a thing to go blow their down line up with. Does that make sense? That's part of the beauty of the thing that I've built is I have actual lead in tools, lead in processes, actual training and actual members area for my team. When they come in they go through that training and now they have a plan. That's part of the sexiness of what I've done. What I've been learning, what I've been realizing, is that in the past I've been having people go through the application process and then I do something to get them to the next thing, which is to watch the live presentation. It doesn't work very well. It's not that it doesn't work, meaning I am relying on things like email, which has terrible deliverability and I don't read. I'm relying on maybe a text message or just got the wrong phone number or maybe someone put the wrong digit in there. You know what I mean? It's been rough because there's all these people that have asked to join my down line, but sometimes because of just the way zeros and ones get crossed and stuff and technology will hiccup and things like that, I won't be able to go talk with all of them. I want to talk with all of them. This is what I've been doing. This is what I want to help you get. Anyway, there's a whole purpose of this episode, by the way, is all I'm trying to do is I'm trying to help you see that what I've been focusing on this last little bit is shrinking the length of the funnel. I'm trying to make the whole funnel, the entire psychology, still happen, but in a shorter duration so they're not going through all these pages. They're not waiting for this email to come to them. They're not waiting for this. They're not waiting for all that stuff. Instead, what's happening to them is it's the very same thing that they came for, apply to join Steve Larsen's down line, can get accomplished during the same mental session. The first page they go through, they say, "Yes, I want to apply." The second page is actually do the application. What I've changed is that on the third page I actually put the presentation so now they're going to another funnel. I'm not sending them to another spot. I'm not sending them to another place. I'm not send- ... They're not going on the third page right after they submit the application they can watch the presentation. If they know they're a good fit they're like, "Fine." They can go in and they can join right then, right there. This is a change and just barely made last night. It's been cool already. I've got a few messages from people, people giving feedback. It's far better for me to do it that way than to go send them through another four web pages while they register to watch the webinar, they register to watch my live presentation, then there's a confirmation page and they wait for it to start, then they actually watch it. Instead I just shrunk and condensed the entire funnel, and it's been working way better. What's cool about that is about half the people come through, they're like, "Look Steve. Man I'm ready to join you man. You got a system, you got a plan, your people work it. It is working." I just asked to speak at my MLM's event, which is at 2,500 people, which is exciting, and teach a lot of the things that I talk about here on the podcast. This stuff works guys. People come to me like, "Hey, this is awesome." They're like, "Look, just dude, just let me join right now. Just let me join right now." They'll click and they can go join right then right off that third page. Or there's a second group that they're like, "Hey, this is still good but I just have a question or two." They can click and they can choose a time in my calendar through calendly.com, and they can choose a time on my calendar and reserve a time in my schedule and I'll jump on a call with them and chat and whatever last few questions they have, just for 10-15 minutes. They're already watched the presentation by that point. They've already watched the ... Anyways, I've been shrinking the length of the funnel and I've been making it smaller. Anyway, that's all I'm trying to say. There's a guy, the reason I'm saying this is there was a guy I was learning from once that he was saying that, he said, "Every time you add a product to your SKU, every time you add a new SKU, every time you add a new product to your whatever you offer, you 12 X your back end complexity." Let me say that again, every time you add a new product to your product line you 12 X the amount of complexity on the back end, whether that's through support or how do you sell it or let's learn a new script. Is that interesting? Number one, the reason I like MLM is because I don't have to worry about the product that much. The corporate's the one that's shipping them out. Corporate's the one that's doing this customer service. I don't have to worry, so that's nice. It may not be pure 12 X, but I'm thinking from a funnel standpoint that that's also probably a little bit true, that if I'm trying to have this one outcome happen, if I add any extra pages, it's probably not 12 X, but there's some level of complexity that gets thrown in there, when I could've just got it done in, A, a short amount of time, but B, it may it more simple. Think through. There's a whole process, the whole reason I'm trying to bring this up guys is that I want you to look at the processes that you make people go through in order to buy from you. There's a percentage of people who just want to buy from you right then. You don't want to listen your thing. They're like, "You know what? My hands are dry. I just want your little lotion thing anyway." What I'm trying to do is I'm trying to adapt to what the market has been telling me, which like, "Hey Steven, we love the fact that you have us apply. We love the fact that you vet out to the individuals that are joining through some kind of process. We love that, but oh my gosh, sometimes it's a little intense and there's this huge percentage of us who just want to freaking join your team because we see you're on this path." They're the exact same way for you guys. Start looking through the process. Start looking through. Number one, you guys know that I love automation and I like to automate as much as I can. I'm not trying to take the human out of this business at all. The human element has not been removed from my MLM at all, but there is very much room for me to look and see, okay, now at least the process is there how do I make it better so that it caters to the individuals who are just like, "Look Steven, I just want to join you." Start doing that though and start looking through your process. Are there extra hoops? Start looking at the different pl- ... Are there rough patches on the road that you're making people run through that are like totally unnecessary? You know what I mean? There really may not actually be helping at all. Anyway, that's what I'm doing right now. I'm in the middle of testing out that process. I'm like 99% sure it's going to be better. I've already been seeing the responses from it a little bit and it's better. It's definitely better. It's been more realistic to how you and I would communicate in general. These automation pieces are literally just supposed to automate how you and I would normally communicate. They're not supposed to make us feel weird. They're not supposed to add extra processes or complexities to life. They're supposed to simplify things. I was looking at it and I was realizing like, "That might be a little bit too complex to send them from an application process up to a webinar process. Let's just mash the two together. Let's shrink the length of the funnel." So far it's been great. Anyways guys, thanks so much. Appreciate it. We just screamed past 15,000 downloads, which is awesome. Appreciate the listens and thanks so much for being in the community. I truly believe that the kind of things that we are talking about and I'm trying to teach here has the power to change the MLM industry. Let me bold enough to say that that's my goal. That's what I'm trying to do, so there's a lot of cool things coming down the pipeline and I've really, really enjoyed just getting a chance to share the journey with you guys as I do this. Anyway, if you've not had a chance to go check out secretmlmhacks.com. That's the program that I kind of teach that it works for any MLM. If you've not had a chance, go do so. If you're like, "Hey Steven, I just want to see what kind of stuff you have in general," and you're like, "Ah, I don't know yet. Steven, I'm not falling in love with you enough yet," then go to secretmlmhacksradio.com. You can download some pretty cool stuff for me helping you train your team on duplication strategies. Anyway, thanks so much guys. I'll talk to you later, bye. Hey, thanks for listening. Please remember to subscribe and leave feedback for me. If you have a question you want answered live on the show go to secretmlmhacksradio.com to submit your question and download your free MLM masters pack.

Okay, you guys. Hope everyone's doing great. I am in Las Vegas right now, Las Vegas. I have been invited to speak at two different events. Funny enough, they were both in Vegas and, funny enough, they were literally back to back. I'm excited. This has been awesome. I jumped on a plane this afternoon. My wife and my two little kids dropped me off, and hopped on a plane and came on over and speaking literally back to back. Well, back to back days, but it actually in the same event room even also, which is kind of crazy. I'm pumped about it though. It'll be awesome. I'm a little bit nervous. There's been so much awesome stuff been going on with the Secret MLM Hacks product. We've had a bunch of people join in. We've had great people, some successes already with it. It's been a fun, fun program, and I've really enjoyed it, and a ton of work, massive amount, but it's been, oh, my gosh, it's been rewarding to see how many epiphanies people are having with it, and it's part of what's been so exciting for me. This whole business, this whole game, for me, is about helping people just have better lives. I could have easily stayed at my job, which would be awesome. It was a cushy, plush job. It was amazing. I loved it. It was so fun. I was pretty much made for life with that job. I could have stayed there, and I know some things were going to happen there. We would have been set for life. I was excited about the whole thing, but I don't know. I looked at the MLM industry for so long, and I was like, "There's so much stuff I feel like we could go help and do," and it's been fun to see all that happen and come to fruition and come to reality. Anyway, anyway, been a lot of fun. All of you guys are in there right now, big ole shout-out to you guys. Appreciate it. If you don't know what you're talking about, go to SecretMLMHacks.com and love to just have you even take a look at it. Got the Module One of the workbook done and published and we put it out there to everyone also, and people who are in the domestic United States, when they join the program, actually ship out the workbook to them and we push that all over the place. Anyway, it's been great, guys. I've really, really enjoyed the whole thing. The community, you guys are amazing, by the way. The community on Secret MLM Hacks Radio is amazing. I can't believe ... Anyway, I've run several groups before, and this is one of the most compassionate, but extremely motivated groups I've ever seen. People are really ... It's fun. I like hanging out more in this group, even on Facebook, on our Facebook group there and stuff like that. It's exclusive. It's just for those who bought it, but, man, it is so fun. Anyway, any time I post anything or I'm like, "Hey, let's [inaudible 00:03:43]," you guys crack me up. It is hilarious. Anyway, really, really have enjoyed it though. I am sitting down right here, and I am writing my speeches. Both of them are pitching speeches, and one of them is to pitch a $10,000 product to a group of people, and then another one is to pitch a $1,000 product to a group of people. What's interesting about that is that I'm actually using the exact same pitching style and format for both speeches, and it's what I wanted to talk to you guys about. Wait a second, Stephen, you're pitching a $10,000 thing with the same script style, which is true. They're very, very similar, just some stories are different and the products are different, but the stories, the format and everything's ... And then you're also pitching a $1,000 thing, $1,000 thing, and the answer's yes, yes, absolutely. That's part of what I wanted to talk about though is ... I don't know how your MLM works, but, in my MLM that I'm in, as long as we don't sell below a certain price, we can sell our products however we want to. I can put them on my ... I can put them on sales funnels, like eCommerce funnels and stuff like that. I can put my product, which is awesome, so I'm developing those things and putting them all together, and it's going to be a ton of fun, which is very, very exciting. I'm pumped to do it, but I can also sell it for as much as I want to, which is amazing. It's interesting because I know not everyone has the ability or the sway to be able to do that stuff or things with their MLMs, and that's fine. Stick with whatever the constraints of your MLM say, obviously, but you got to understand that what I wanted to talk to you guys about real quick is that this kind of a mentality that I notice sometimes it happens that ... How should I say this? On the flight over here, on the flight over here, there's a guy I was listening to by the name of Grant Cardone. If you guys have never heard of him, he's awesome, but I'm listening to one of his books called Sell or Be Sold, and when I was in college, I had the sudden realization ... I was in a marketing degree. I was in a business marketing degree, and that's what I got in college, and I realized though that I was literally a dime a dozen. Literally, there was nothing that was going to set me apart from all these other people. As I started looking at the different classes throughout the remainder of my college, as I started looking throughout, I realized that there was literally going to be nothing that set me apart from anyone else and that I would leave college and have zero skill that I actually learned, and so I sat out on this path of self learning, and I learned how to teach myself and I learned how to love learning, and I learned how to identify a problem, come up with a solution on my own, whether or not it's right, and then just execute and then pivot as I was moving, and I did that over and over and over and over and over and over. One of the things that I realized I needed to go do is I needed to learn how to sell and I needed to learn how to sell stuff well. It's well enough now that I'm going to be pitching a $10,000 package to a group of 20 people, you know what I mean, in two days, which I'm excited about, but what's funny about, and I ... Am I nervous? Not really. Why? Well, it's because I've had practice selling. I've had practice with the pitch, and I have complete confidence, complete confidence that it's worth way more than $10,000, what I'm offering them, way more than 10 grand. It's not about the money, and it's part of what I want to talk about with you guys today. If you're struggling to sell your MLM's products, my guess is that, number one, you're probably not using it yourself. A person who has been using their MLM's products naturally come up with stories that sell. They naturally come up with convictions that help them sell. You know what I mean? It's natural. It's a byproduct of using your M ... If you're not using your MLM's products, number one, you got to start asking yourself, first of all, why? How come they're not getting you that motivated? Number two, though, are you in the right MLM then? If you're not ... Again, I'm not here to dissuade or persuade your ... Whatever it is, you got to understand, though, the basis of sales. What is sales? Sales is merely a transfer of belief. That's all sales is. If I can get you to believe, and I'm not saying it like an evil way at all, but if I can get you to believe that the thing that I'm going to be selling you is worth more than $10,000 and it truly can change your problem, suddenly price is no longer really an objection. Suddenly, price really doesn't matter, and it's the same thing ... I've run into too many people in MLM, especially in MLM, where they're really, really scared to sell their MLM's products because they're afraid to ask for the money. Man, if you're afraid to ask for the money, number one, your convictions on your own product probably aren't deep enough. Number two, you might have some false beliefs about what it means to sell stuff. You might have some false beliefs. You might believe that selling or taking someone else's money in exchange for goods or services, that it might be wrong, and that's a false belief. That's not true at all. Understand that when you sell somebody, when you transfer belief, you are literally changing the way they see the world. You're literally changing their outlook on all of humanity, the way they look at themselves, the way they look at their friends and family. It's the way they look at their family and themselves and the world and everything around them. You're changing that, and for you to walk away and not give them a product after you've just changed the way they look at everything is kind of selfish. I love selling stuff because it enables someone to change their life, and it might be a small change, but it's a change. If I change the way someone looks at the world and I don't sell them, I am literally leaving them to their own devices. I'm telling them to go come up with the answer. I'm telling them to go come up with what they should be saying, what they should be doing, what they should be ... They have to come up with basically the product on their own or a substitute of it because if I really change the way that they look at the world and I don't offer them the thing that I know could help them now that they see the world differently, it's almost ... Russell Brunson calls that, "Your moral obligation to sell," in his book, Expert Secrets. That's why. I'm creating these two sales scripts right now, and I'm creating these ... The stuff that I'm giving for the $10,000 one is definitely worth way more than 10 grand, but it's not about price. I know that when I help them see what they need to be doing and the next steps they need to be going on towards, I know, I know that they will look at the $10,000, and they will say, "Hmm, the outcome that Stephen was talking about with the potential to get that, it's worth way more than 10 grand. It's worth ... It's not a cost to me." If I can get them to weigh in their mind the return, not the cost, I'll get the sale. You do that primarily by telling story, and there's a very specific way ... Telling story is one of the ... It's literally an entire module inside Secret MLM Hacks, how to do it, how to craft one. They're crafted. They're on purpose. There's a lot of ways to tell story, and there's a lot of ways to do it, and there's a lot of ways to figure out which stories to be telling, but I go through, and we walk through how to do that. Anyway, I just wanted to talk about selling and the power of it and the purpose of it and, literally, salesman's or salesmanship is like ... It's the oldest ... It's the oldest profession on the planet. Funny enough, sales gets this bad rap sometimes, like, "Oh, he's just a salesman." What? You mean he's a salesman, not just a salesman. A salesman in my mind, that's the most prestigious profession on the planet because without sales, literally, tomorrow, the entire economy will stop. Everything will drop, which would ruin ... It would wreck everything. That's why salesmen get paid so much money. If there's no sales, there's no business. If there's no sales, people aren't getting salaries. If there's no sales ... You know what I mean? It's all about selling. It's all about selling. If you are the chief seller of the product in your business, in your MLM, and if you can't do that, it's time for you to learn. It's time for you to understand how to sell. It's time for you to understand how to actually put together a message. Then what I do is, once I help you do that, we also figure ... We also show you how to automate it so that you are pitching many people at once without actually being the one doing it. You have a tool that's doing that for you. That's exactly what you guys are going through right now. It's exactly all the stuff ... It's exactly what I teach everyone to do. Anyway, so start thinking through that. Start thinking through, do I love selling my thing? Selling it? Am I selling my thing? Am I selling my MLM's products? Do I have a hard time selling it? Do I have a hard time ... Do I have a hard time collecting people's money over my product? If you do, it's time to take a hard look at the product, see if you really like it, I mean really like it. Do you honestly really enjoy the product? Do you honestly really ... Are you using it in a way where you can sit back and you're like, "Man, that's, like, awesome stuff, super, super cool," or is it kind of fluffy? You're like, "Oh, I'm just kind of here for the free breakfast." You know what I mean? Anyway, I'm sitting in this hotel room, guys, and I have bronchitis, and I'm supposed to speak for four of the next four days. I'm literally speaking every day. Two of them are sales scripts and sales pitches, and I got to go figure out the actual scripts for them, which I'm writing now, and then two of them are off the cuff, which I'm super stoked about, too. I love those formats, also. I love speaking. I love going to events and speaking, and I've been invited to speak at at least eight events in the next year here, and I'm excited about it, and it's one of my favorite things ever is to go speak, but I am in this hotel room. I'm very tired. I have bronchitis, which is crazy. I'm sitting here. I've got cough suppressant medicine from the doctor, and the gave me a Z-Pak to nuke my body of anything else that's not good in there, but the cough suppressant makes me all drowsy and tired, so I'm just trying to stay focused. It's almost 11 o'clock at night. I'm trying to stay focused, trying to get this message done. Last time I did this, I slept four hours. I went to bed at 4:00 AM, and I was on stage speaking at 8:30 AM. I'll get it done, but, gosh, dang it, I know it's coming, and I'm a little bit ... I got a little anxiety over it, little bit of nervousness, but it'll be [inaudible 00:15:56]. Anyway, you guys are awesome. Love the community we have here. Appreciate you listening. Get out there and crush it. Go make your MLM. Be the thing that makes your dreams happen. All right. Talk to you later. Bye. Hey, thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to SecretMLMHacksRadio.com to submit your question and download your free MLM Masters Pack.

Look every year I do a video where I publicly display what my goals for the next year. I thought it'd be kind of cool to actually publish the audio of that in this podcast. So it's not too often that I publish the same audio in two different shows but this is me being vulnerable. It always makes me nervous. Always makes me a little bit scared of what ... I've been able to go out ... I don't know. Just getting really, really clear on what I want and then actually going out and telling people what it is that I want to do. So the following is an audio piece from a video I literally took yesterday. So I'm excited to get this out to you guys. The product Secret MLM Hacks is just about ready to go public which I'm very, very excited about. It's about 5 o'clock in the evening right now. I am rolling this out tomorrow at 2pm. January 4th, 2pm. I am so excited. I've just been hauling. I'm pretty sure I won't sleep tonight which I'm actually really excited about. Just the whole thing. I was getting kind of ... Anyways super stoked about that. So anyways this is my goal though for 2018. I challenge you to get out there and get public about whatever goal it is that you have. Get out there and start getting real with what that is. The funny thing is that not only do you get more clear on what you want in order to tell people but you actually find that other people actually hold you accountable to that as well. So a lot of benefits that come from that. It also requires a little bit of growth on your side of being unapologetic on what you actually want for fear of offending others, what it is you're actually going for. So anyway excited for you guys, excited for this episode. Let's dive right in. So here's the real mystery. How do real MLMers like us who didn't cheat and only bug family members and friends, who want to grow a profitable home business, how do we recruit A players into our down lines and create extra incomes yet still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio. At the beginning of every single year, for the last ... This is the fourth time I've done it in a row now. Every January 1st I go and I find a spot and I think through what it is I want to get done in the next year. Then I publicly declare what that thing is. It's one of the scariest things I do. I honestly started it because I was tired of not feeling like I was ... I felt like I was going nowhere in life four years ago financially I mean, professionally with where I was going for my goals. All those things. I felt like ... I don't know. It was in hopes that by declaring to go publicly several things would happen. Number one I'd hold my own feet to the fire better. Other people did as well but really the thing that I wanted to have happen is that by me getting serious enough to actually declare, "Here is my goal!" I finally would have a goal. Does that make sense? By getting specific enough on what the goals are that I have I actually would know what my own goals are. I don't know if that makes any sense but I wasn't really setting goals. I didn't have goals. I didn't have things that were ... I didn't have any of that kind of stuff. So what I decided to do is like, hey, what if I was to go set a goal publicly and tell everybody. Interesting thing that happened is exactly what I thought. Number one it was scary. Number two it felt weird publicly to saying a number. Then what was kind of interesting is all these people started coming out of the woodwork and saying, "Steven, you can do this. You got this. You're the man. Go for it." Stuff like that. You know what's funny is I don't think ever I've actually hit the goal on target. I don't think ever and that's okay. The first year I was like if I could just make an extra $1000 a month, it would change our entire life. We had almost nothing. We were living on student loans. It was hard as a man to go through that because I didn't feel like I was being a provider which is really rough. So it was like man if I could just do $1000 a month ... that was four years ago. Three years ago, the second time I did it was $3000 a month. I was like, "Oh, man I hit the $1000 a few times and this coming up, this next year, I'm going to go for $3000 a month." And then this next one ... The last one I did was $30,000 a month which was significantly higher obviously. But I'm pleased to say that I actually hit it a couple of times. This is excluding my salaried position. You know what I mean? It was exciting for me to see that. It was exciting for me to see that progress happen. So yet again here I am. I'm going to set another goal for 2018. I only said ... I really focus on just one goal. I'm not really like a ... Let's set a billion goals out there. When I'm on stage, when I'm teaching, when I'm doing the different things that I do ... One of the things ... Especially a lot of my students, one of the things I see happen over and over and over again is somebody won't get started simply because they can't see all the path in between where they are and where they're trying to go. That's not how life works. You see the few steps in front of you. You see the peak of the mountain but you don't see all the trails in between. You don't see that there's a canyon in the middle. You don't see there's going to be all these different obstacles along the way. That's not how ... That's how life works. Okay. There's all these unexpected things that happen. The reason I like setting these goals publicly like this is for the sole purpose of ... like I said holding my feet to the fire. But it's fun to know what I'm going to go try and accomplish. If I don't get it done, I'm going to be personally offended by myself about that. I'm actually going to ... I'll actually get mad about it. I'll actually get mad about not hitting the goal. Not reaching what it is I said I would do. But I also know that's okay. I sprint as hard as I can towards it. It was cool that first year there was only a couple of times I hit $1000 a month. It felt like this insurmountable massive thing. I was like, "Oh my gosh! This is changing my life!" Then the second year when it was just $3000 a month the same thing. I only hit it a couple times I think. And it was like, "Holy crap! That's massive!" What it made me go learn because I set the goal was the kind of knowledge I needed to hit those goals. I don't totally know all the steps and pieces to be able to hit the goal that I'm going for, for this next year. But I know that I'm motivated enough now to go hit it and people are watching me which is kind of weird but that's how I'm doing it. It's been working. So here's the goal. Okay. So the first year, I hit $1000 a month just a few rounds. Second year, I hit $3000 a month a few rounds. Last year, I hit $30,000 a month a few rounds. I decided I would take a leap. A huge leap of faith here and quit my job. So I actually, as of yesterday, am no longer employed by anybody. I am self-employed which might sound ludicrous but it's ... I'm just following the pattern. I'm following the pattern I see from other people. I'm following the pattern I've seen the last few years. I'm self-employed. That extra little added good pressure, not bad pressure, good pressure is helping me grow. I can already feel it. It's only day two. Okay. It's like I already feel my feet being held to the fire, which would be nice right now. It's pretty cold out. But I was sitting in a Mastermind and I was listening to all these other people and I was listening to how they were talking and I was watching. Most of them are all self-employed. I was watching each one of them and the struggles and challenges they were going through. I feel like the thing that I need to do to keep my progress going is something that I'm afraid of admitting. I would sit ... I remember sitting in the room right there. I sat in the room and I didn't ... I couldn't get the stupid topic out of my head for like weeks that I should probably leave my job. I was like I can't. Oh, are you serious? I kept trying to distract myself from my own head. Then one day, it was when I was sitting in the Mastermind when I came to terms with it. I was like, okay, for me to move forward, I have to leave my job. I was like, "Oh my gosh." It scared me. It actually really freaked my out because it ... I understood clearly ... because of where I work worked. ClickFunnels, there's like 56,000 ... At the time we're making this there's 56,000 active users of ClickFunnels. That let's us see businesses in pretty much every single industry, what's working, what isn't. As the lead funnel builder there that ... my role there, I saw a lot of funnels. I knew what worked, what didn't, what things were good, what things were bad, what was cutting edge versus what are the things that are going to stay true forever in this industry and that industry but not that one nor this one. You know what I mean? It was cool to see this big, broad thing. So sitting there and I was like I think I have to quit my job. I think I know what I'm going to go do first and I'm excited to go do it. And this feeling of instead of fear, this feeling of almost like ... I used to do sprint triathlons and it was the feeling I'd get before a sprint triathlon. Little bit of nervous feeling. You know what you're about to go through is actually going to hurt just a little bit. But you ultimately know it's going to go pretty good. Even though you're going to get banged up or scraped or you're swimming in the lake and you're getting hit by a stick that's right over there or someone kicks you in the face. You know what I mean? There's all stuff that's happening in there. It still would end up being ... I look back at all those memories with huge fondness. This is going to be like that. I've had people reach out and take time out of the day to tell me my plan is stupid. And I've had people reach out, take time out of their day, to tell me that my plan is awesome. That tells me right there that I'm heading in the right direction as well, to get that polarity and get that split between people. So I'm excited for this. I'm excited for it. I've worked hard towards this. My goal is a million dollars. That's my 2018 goal is to get into the "two comma club" by the end of 2018. I'm quite positive I'm going to be able to do it much faster than that because of the stuff I've identified, where I'm going, what I'm selling, the things ... I mean I am ... It is extremely calculated, everything that I'm doing. I know life's all about curve balls so that will probably change a billion times. But for right now, that's what the goal is. That's what the plan is. I know exactly what I'm going to be doing for the next ... especially the next six weeks. It's going to be straight up hustle time. I'm going to put down anything happy or fun or relaxing or whatever. But I'm excited. I hope that whatever you guys are doing, you go set a goal for yourself and get public about it. I don't care what it is. The important part is to not be afraid to tell people. Funny enough, we all think by telling people our ideals, our ideas will get stolen. I've never actually had that be the case. I try and tell everyone what my ideas are. Try and tell everybody what the things are that I'm doing. I find that people actually end up adding to the idea rather than steal it. I mean there's only been maybe like one or two people ever who've actually tried to do the thing I'm talking about. People don't because it's not their idea. That's my ownership on my side. Even if they did go pull it off, even if they did go do the thing that I was doing, they still won't do it the same way. I'm the only one. I'm the only me. You know what I mean? Anyway, so I'm excited. I'm really pumped. My goal's a million dollars. That's $83,000 a month. I think I can do it. I've stacked a ton of high ticket sales scenarios and environments at the beginning of the year to help me get towards that right off the bat. I think I know where I'm going to take it afterwards and I'm excited. It's requiring that I go hire people and it's requiring that I build a team around me and it's requiring that I grow, that I learn how to manage, that I learn how to delegate, that I actually have a structure and schedule for my days personally as a human as an individual. I'm looking forward to the growth. I know that there's some discomfort that's going to come with it but I'm actually excited about that as well. I'm ready for the next change. So this is it guys. Four years ago, my goal was $1000 a month. Now I'm going to $83,000 a month. It sounds ridiculous but I kind of like that. So I'm going to do it. So if you want to follow me on the journey from here on out I'm going to be documenting what I do and showing everyone what I do so that we all can kind of ... It's not all about me beating my chest. It's about actually selfishly everyone else still holding me to what I said that I was going to go do. So anyway I thought I'd come to this park here. It's freezing out but that's my goal 2018, a million bucks. That's crazy. I remember scraping by at the beginning of our marriage just like with nothing. We had like nothing. Not even two nickels to rub together. The ridiculous stress that that pulls in. I used to think that rich people were greedy. That's not true at all. I actually have experienced more ... more of the greedy side when you have no money and you're like where's my next meal coming from? When am I going to eat? Where's this? Where's that? You get scraping by, clawing. You're getting past everyone, everything. Don't care about others emotions. You are just thinking about how to make the next meal. I know that's a stereotype but it's been my personal experience that it's actually a little bit the other way around. I'm excited for this and how it's going to change me and change my family. It's going to require me to change. I understand that where I am ... I probably don't know enough or have enough or whatever to get to that next level but I'm ready. So 2018 here I come. What's your goal? Post you're goal down below. I'd love to know what you're goals are. Hey, thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want to answered live on the show? Go to SecretMLMHacksRadio.com to submit your question and download your free MLM Master's Pack.

Steve Larsen: Hey, what's going on everyone. This is Steve Larsen and you're listening to Secret MLM Hacks Radio. Here's the real mystery, how do real MLMers like us who didn't cheat and only bug family members and friends, who want to grow a profitable home-business, how do we recruit A-players into our downlines and create extra incomes, yet still have plenty of time for the rest of our lives? It's the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio. All righty, it's ten o'clock right now. I'm honestly super tired, but there's so much caffeine still surging through my veins that I don't think I could go to sleep for a while anyway. Which honestly probably is not that like healthy, but anyway, I am excited to be here. I'm excited to share with you something I've been working on, that is finally ready, that is out there. No, it's not the course yet, the actual, everything is launching on January 4th, 2 PM Mountain Standard Time. If you want to get on the waiting list for that, there are 500 of you on there now, that's crazy, that's crazy to me. It's amazing the community that has already been forming around Secret MLM Hacks and what I call the Mavericks. You guys will learn more about that on the actual launch, which is awesome. The Mavericks are amazing and I'm excited for those of you who want to become one. It means something very specific. We've got our own little mantra and everything, it's awesome, it's fun stuff. It's very, very, very passionate community, which is very fun. I want to be around passionate people. I want to be around people who care about what's around them and what they're doing in their life. It's been fun to see how the community has been exploding, we're about to pass 10,000 downloads on this podcast, which is awesome. Which is really, really cool honestly, it's only a few months old. Then, man, I literally looked only maybe a week or two ago, and there's 400 people on the waiting list to check it out. Now there's almost 500, just underneath 500 barely. We'll probably cross it like tomorrow, which is crazy to me. I just can't even believe it. What it means to me is, okay now, let me flip into marketer mode. What it means to me is, I am validating through the market, the market is telling me that I'm hitting the head. I'm hitting the nail on the head, hitting the pin point straight on the head, which is awesome, okay, that helps me like crazy. Hey, I want to talk to you about something that's really, really important to me real quick, and that is publishing. A lot of you guys know obviously, I'm publishing right now, you're listening to me. I'm in your ear, I appreciate it, whatever you're doing. I don't know if you're at the gym, you're driving in the car or you're at the grocery store or whatever it is, thanks so much, I really appreciate that. The power of publishing is amazing, and I know I've talked about it before on this podcast, but I just wanted to talk about it again real quick. Specifically, okay what I've done is I've gone and I've created some funnels, some internal funnels that help manage my internal processes. These internal processes are amazing, because they help save me time and help me focus solely on selling rather than running my business. That makes sense? As an MLMer, especially at the beginning, look, you are the sole driver. You are the only person that your success hangs on, does that makes sense? When you get cash coming in and I know a lot of you guys, especially a lot of you guys who've been reaching out to me, you guys have huge downlines already, massive rock stars, which is awesome, very, very cool. You have cashflow to be able to go hire other people. You have cashflow to really go, and now if you're just starting out brand new, a lot of times it's going to be more challenging for you, I mean to be able to go hire other people or to whatever it is, right? You are the sole driver, you are the sole person. There's no other person that you can look to for why you may or may not be successful other than yourself, which comes with a curse and a blessing. You know what I mean? It comes with both a pro and con with that. Do you know the buck stops with you, there's no one else for you to look to, and I don't need to keep saying that. You obviously get that. What I do, now I have a team. I have people I hire. I have people that, because I'm in a different situation, I've been doing this for a while now. I mean I'm literally leaving my job over this right, which is happening in just a few days here, which is both exciting and nerve wracking with both pieces around it. A lot of people don't know though that before this job that I have now, before I actually was doing heavily a lot of internal processes related things. The things that I was doing and building, people would hire me to go improve their internal processes. When someone places an order online, how does it automatically get over to this person in support? How does it get over to fulfillment? How is it tracked? How is it checked off the list? You know, all those things, and so I heavily did those pieces for companies. They're inside of me, I already like efficiency and you can go overboard with it, but man, efficiency is amazing. What I do is, I build sales funnels obviously to sell stuff, but I also build funnels for internal management things. Kind of do this with me okay? There was this company that hired me to travel to these different states and I would film and I would create their internal processes, and I would go around. I was just trying to prove myself to the market at the time, okay, this was several years ago. It's crazy. That's probably almost four years ago now. That's nuts. It's not, maybe three anyway. What they would do is, I would go around and I would film and I would create these cool internal processes for these companies. My favorite was to work with people just like you, people who might most likely on their own/have a very small team, two, three, four, five people maybe at the most and go help set up the internal processes to help alleviate the business, alleviate the team. Especially alleviate the entrepreneur, whose main role is to go sell stuff. A marketer, salesman, entrepreneur, I don't care which call, it's the person in charge, their main role is to sell things. Your job, you are a salesman, okay and I know sometimes for whatever reason salesman has somewhat of a negative connotation to it, which is stupid. Sales makes the world go round and if everyone stops selling, our economies they all die immediately. Like be proud to be a salesman. It is in my mind besides parenthood, it's like the most prestigious career path on the planet. You should be proud to be a salesperson, okay, sales is amazing. Everyone sells, no matter if you've never sold anything for money before, you've certainly sold to the people on whether or not they go to this movie or that movie, that restaurant or this restaurant, get this pair of shoes or that shirt. Okay, everyone has sold no matter where you are. Selling is part of life, and so you are a salesman, and so your main role is to sell. I want you think real quick and start thinking through and say, self, what are the tasks that are taking up my time that are not sales related? If something does not actually contribute to your bottom line, why are you doing it? Okay, and those are questions that I constantly come up with and I go like, oh, questions that I ask myself and I constantly get new answers. I'm like, oh my gosh, look, I'm spending too much time doing X, Y and Z. Oh man, which one of those can I automate? Which one of those can I start and actually start putting some automation behind it? That's when I automate stuff, and so what I've done is, I went and I have been automating this internal process that I have been spending a lot of time on. Although I have, I think I've only ever had one other person on this podcast so far. I actually have a second show and I love interviewing people. I love diving deep into their sales processes or these funnels or sales flows or whatever you call them, whatever you want to call them. I want to see how people are selling in their businesses, and I want to see what offers are working with them and I want to see where the traffic is coming from. I want to see, I like that stuff, I want to know where those things are. I want to know who is doing what and who's killing it. It's the same thing with this podcast. It's just, the main purpose of this podcast so far, this first few episodes has been all about me documenting the journey of me creating the product that is launching on January 4th. We're hard at work. We're putting all sorts of stuff, cool stuff together. We've got the workbook together. I've been creating this cool, there's a lot of awesome stuff here and I want to tell you more about it in future episodes. The main point of this episode though, is I want you to know that, what I've done is, I've taken a step back, just like you should too and ask yourself, "Oh my gosh, what keeps me from the act and role that I have of salesman, right of revenue driver?" I'm not getting sidetracked with logo, I'm not getting sidetracked with if I have an office space, who cares. Do it on your couch for a while, it doesn't matter, and eventually just go talk to people. Start thinking through those things, what are the tasks? What are the things that I am distracting myself with, the things that I am saying to myself, "Oh, this is more important, because selling for me is uncomfortable," and you go and you start. This might be a little bit unpleasant, this might be a little unpleasant okay, to get real with yourself. Get honest with yourself. What is it that keeps you from selling? What is it that keeps you from pushing your MLM out there? What keeps you from recruiting another person? What keeps you from, what keeps you from basically working towards your own retirement early? Okay? How much, what is that worth to you? You make a list of what those things are, a real list, okay, not what you think I want to see or hear or someone else wants to see or hear. What you know that you're supposed to be doing next. What is keeping you from doing those things, and write that on one side of the paper. The other side of the paper write down like the one or two things that you know you're supposed to be doing. What's distracting you, and on the other side of this paper, what are the things that are actually that you're supposed to be doing. Distractions and then real, real tasks. I will tell you that number one on the right side should be revenue. It should be sales. That's what I've been doing, is I went back and I started thinking to like, what are all the things that are keeping me from selling? Honestly, it's this internal process that I go through and I love it, but it's different literally every single time. There's no systemize ways that I've set up yet to be able to handle this scenario, and that is, with the way I handle my interviews. I love interviewing people on the podcast, I love when people ask they get interviewed on my podcast. I'm about to do a whole bunch more on this podcast. It's not a pitch fest, it is an opportunity for people to share how the strategies they're using to recruit or to sell the products or that kind of thing. It's not, there will be zero name dropping of someone's actual MLM that they're a part of. That's not the purpose, that's not the goal of this podcast. It is literally just to share strategies with you, so you know other cool ways that other people are recruiting besides the whole friend and family trap. Which again, I know if you love that, that's awesome. It's great for you, but I hate that, and I am not actually that amazing face to face with people. I would rather not talk face to face with people about this stuff, so I found other ways to do it, which is the purpose of this podcast to show you what I've been actually doing. Interviews, I love interviewing people. What I've done is, the problem is that every time someone asks to get interviewed on the show, which is a whole bunch that we'll be coming up in the future. Or when someone asks to interview me, it's always different. The process is always different. Literally every single time, they might ask through Facebook, they might text me and find my phone number somewhere, they might email me, they might find my phone number. There's been some weird ways people have found some stuff, and I'm not sure whether or not to be flattered by their persistence or kind of creeped out. What I've done is, I've systemized it and I've put a process in place that replaces me, right, that replaces the stuff that I continue to do over and over and over and over. I shouldn't be distracting myself, I should be mostly focused on sales like you. Here's what I've done, and I'm going to draw it out here while I'm describing it, so that I make sure I put all the pieces together. If you go to secretmlmhacksradio.com, secretmlmhacksradio.com, it's the same place that the outro talks about my little call to action, saying that I'll help you and help your team, train your team on more ways to actually recruit people, which is awesome. I get a lot of great feedback from that course, but it's free. It's got the MLM Masters pack. You can also ask a question to me, that I like to place on the show. I haven't done one of those in a while either, I should probably, I know there's a few questions that I got to catch up on. If you go to secretmlmhacksradio.com and on the top click 'Get Interviewed', what it'll do is, it'll take you to a page that's basically a three step process on a single page. Section one asks you just for basic contact information. It says, "Hey, what's your name, email address, what's your Facebook ID?" Of course, I look people up before I interview them. I am very protective of my audience. I'm very protective of you guys. I vet people really hard both myself and a VA, okay? There's a vetting process. I only want the best of the best of the best, or someone who's very passionate to come on the show. Or someone who has a story or someone who's like, "Hey, I've got this cool story," whereas kind of the rags to riches, around rising above, that kind of stuff. You know what I mean? What's inspiring to the rest of the group, the rest of the community, those are the kinds of things I'm looking for, right, or some cool strategy found or some cool, whatever it is. Whatever you want to share, but it's a chance for you to be set on a pedestal. Honestly, the episodes are getting downloaded, I'm getting anywhere from one to 200 downloads a day right now, on this podcast, which is awesome for a completely organic, only a couple months old. That's awesome you guys, thank you very much, I appreciate that. What it'll ask you, again, go to secretmlmhacksradio.com if you want to get interviewed. I guess that's my call of action to you, that's my subtle, totally non-subtle plug right there. If you go to secretmlmhacksradio.com, click on the top 'Get Interviewed'. The first thing it asks you, and so I built this whole thing yesterday actually. The first thing it asks you is, "Hey, name, email, Facebook ID," all those kind of stuff, Skype ID, because that's usually where I do my interviews. Then when you click Next Step, there's like this cool show hide element and it shows the next section. It's the same page, you don't actually leave the page ever. All it does is hide the first section and show the second section, and then it asks things like, "Hey, what do you want to share? What are the things that you'd be passionate about, talking about? Are you okay if I put your face in different places? Are you okay if I spend ad dollars in the future with our interview and kind of push you over the place? Can I repurposed and syndicate the content?" Stuff like that. Then the third thing it asks you is, "Hey, what's one like massive value bomb you'd love to share with the community in order to provide value?" Please understand this is not a pitch fest, it's not X, Y and Z. It's not are you okay with that, and it goes through. Anyway, that's kind of it. When they click Submit, it automatically through something called Zapier, it automatically sends all that data to a spreadsheet in Google sheets. It automatically emails the person who just submitted it, and it automatically notifies my assistant that a new submission has been placed, so she can go through and do the initial kind of vetting walk through process. Then, if we both give the thumbs up, then she sends over a link, where you can go and choose a time from my calendar to jump on and do an interview call and come share your cool thing. That's kind of it. I'm super stoked about it. The next page that takes you over to, that's all the animation in the back and the next page it takes you over to the thank you page. It's like, "Hey, look, if you, thanks for, you know want to get on my show. If you want me to get on yours, click right here," and it kind of brings them through a similar process. It's kind of like this cool loop that I created. The whole reason I did it, was to automate a process that I have been finding challenging for me to handle. So many guys are going to be thinking like, "Steven, I don't love funnels the way you do. I'm not a total geek, nerd like you are. I don't have a pocket protector like you probably do." I don't by the way, but if anyone wants to send me one, I'm all down. I'm just kidding. Hey, I totally get that, and it's totally fine. Luckily for you there are other nerds like me who are looking for people like you, who want to set that up for other people and maybe this is something that I should make available with the current product that's coming out on June, oh sorry January 4th. Anyway, no matter what it is though, so you don't always need tech, you don't always need X, Y, and Z. I'm not a coder or a programmer, and it always shocks kind of people I think when I say that, but I'm not. I don't know how to do any of that stuff, and so I've pulled this stuff off without knowing how to do that stuff. That should be somewhat alleviating to you. Yes, I spend a lot of time around technology, but this doesn't need to be something crazy. No matter what it is, just systematize more areas of your life. If there are things that you are finding that you're doing over and over and over and over again, that don't actually contribute to your bottom line, why are you doing them? Okay, think through why are you doing them? Do you really have to or is it a distraction? Is there something that you're trying to get yourself to, you're trying to convince yourself, oh my gosh, like if I just do this one thing, if I just read this extra book, if I just answer this other email that has nothing to do with the sale, I'm going to be successful with it. That's not true at all. You must be spending as much time as possible, especially in the beginning, in the act of selling, which for a lot of people sometimes means discomfort. Think through yourself, think through what are those things. What are those things that are distracting me and can I systematize any of them? Is there something that, this has more to do with setting up kind of internal processes and more of the business internally for you. I get that. This is an MLM podcast and I get that, but it's so very much applies to you, whether you are new or you are very seasoned and have a massive downline. What are the things that are distracting you from the sale? Can you automate them? That's all this episode is about, man I'm super stocked so I guess that's kind of my un-shameful plug too. If you're wanting to jump on, go ahead and go to Secret MLM Hacks Radio and click on 'Get Interviewed' over the top. Anyways guys, and the same is true otherwise the other way around. If you're wanting me to get interviewed, if you want to interview me, you go to SteveJLarsen.com. It's very similar process click up on the top, it says 'Interview Me'. Anyways guys, that's it. I guess that's my soft pitch for absolutely no money. All right guys, hope you're doing great. I'll talk to you later, bye. Hey, thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on this show, go to secretmlmhacksradio.com to submit your question and download your free MLM Masters pack.

Hey, what's going on, everyone? This is Steve Larsen, and you're listening to Secret MLM Hacks Radio. Here's the real mystery. How do real MLMers like us who didn't cheat and only bug family members and friends, who want to grow a profitable home business, how do we recruit A-players into our downlines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question, and this podcast will give you the answer. My name is Steve Larsen, and welcome to Secret MLM Hacks Radio.   How you guys doing? It's been a little while since I've published, and I apologize for that. A combination of the holidays mixed with a lot of the stuff going on. I have been, and this is not to beat my chest or anything, but I've been recruiting a lot lately, and there's been a lot of my time and attention focused elsewhere. Also, what I was doing this morning is sitting back and thinking through what's happened, what can I tell you guys about that's been going on.   I have this funnel, this sales funnel that automates. It's been automating a lot of my recruiting, about 75% of it. There's still a last 25% that I haven't finished almost totally automating. It won't be completely automated. It'll be like 95% automated, but what ends up happening is somebody goes through, and they say, "Hey, look, I want to join your downline," and then they go through and ... See, last episode, I talked about getting material for my auto-closing script. What I do is I let the market tell me what I should be saying in that script. Does that make sense? It's what you should be doing too in your own MLM.   Today, what I wanted to tell you a little bit about, though, is what always ends up happening every time I see a new person in MLM come into this world. It's the cycle. It's the same thing that happened to me, honestly, until I realized what was going on. It kind of goes like this: Now, imagine with me, you just heard about MLM, you just, for the first time, you're bright-eyed and bushy-tailed. Let's say you've never done anything else business-wise at all, ever. Your only perception at that time is whatever your upline has told you about. Whatever ... I think a lot of you guys agree, and a lot of you guys know that, kind of my take on how MLM recruits. I feel like they're very, I would say I feel like they're stuck in the '90s. There's still very much the friends and family thing, which is a marketing tactic. It is a method. Not the only method, but for some reason, since it is an easy method, it is the only one is typically taught. Does that make sense? Anyways, let me go back to the story though.   It goes like this. It goes like this: You're brand new. You're just barely starting out in business. You're barely starting out in MLM. You don't know, let's say you don't know much. You're, go back to that spot where you're like, "I want to get into this. I am excited about MLM. I really want to make this happen," but as you go and you start moving down the path, you get excited, which is natural, of course. You get excited, you accelerate, you start consuming vast amounts of information, whether from your upline or you're buying books and tapes and CDs and you're learning from other greats.   Whatever it is, you're learning and learning and learning and learning and learning. You should be, and that's great, and you're drinking deeply, but all of a sudden, what ends up happening is, this tends to be the thing that happens in almost every single person's head as I've noticed it. What always happens is usually someone will start reading a book, and then they'll go to book number. They'll take 10 things or some lessons from book number one, then they go on to course number three. Then they go on to CD track number three. Then they go on to presentation or live event number four.   What they do is they end up creating this map in their head of everything it takes to be successful in this. Everything it takes to be ... What they start doing is they start creating these massive checklists inside their head. That's fine, that's great, that's dandy, but ends up happening is the person starts to experience overwhelm in a huge way. It starts to become crippling. They start to get analysis paralysis.   As they're accelerating, as they're on this upward trajectory, eventually, they start leveling out. They level out just a little here and there, and their progress slows because they think, "Oh my gosh. I gotta have X, Y, and Z done. I need to have this, this, and this done. I need to have one, two, and three done. I gotta have these things. Look at all the pieces here. Look at all the players there. Oh my gosh. This, this, this," and then they actually, they corner themselves, and they paint themselves back into a corner of complete paralysis because they've, there's too much to do in their perception. There's too many things to get done in their perception. How do you protect against this?   This is the same thing when I first started learning marketing in general. I was super excited. For years, I was studying, not just studying, I was literally, I was building businesses. It seemed to be in these three-month cycles. Since I'd never done it before, I was practicing and practicing and practicing by actually starting companies. If I hit a wall here, I found something that was more lucrative or better here or there, whatever, I would move on to the next one, and it was like these three-month cycles that I was in.   I was telling somebody the other day, I was like, "Yeah, I'm like a seven-year overnight success story of figuring out what didn't work and eventually stumbling on the amazing things that do," but I started learning, studying, drinking deeply. As I was doing that, I remember one day, it was in college. I was riding my bike home. A peddling bike, not motorcycle at the time because we didn't have enough money for another car. I was riding my bike home, and I was thinking to myself. I was listening to a podcast of somebody. I think it was the Pat Flynn Smart Passive Income Podcast. Love that podcast. Totally got me running and stuff, which is great, but what I realized is as I was biking home, there was this moment of frustration. I remember talking to myself, and I talk to myself a lot, but I remember talking to myself, and I was saying, "Why isn't any of this working?" That was my big question. "How come I can't seem to actually get off the ground with this?"   It was frustrating. It was maddening. I actually, it literally made me mad about it because I was like, "Man, I'm seeing these other people. I know the business that they're in. I know what I would do if I was in that scenario. How come I can't do it to my own? Oh, wait. It's because I don't have a business. Oh, I don't have a business. How many times am I actually asking for someone's money online? Oh, I don't even have a credit card form that's up. Why am I getting mad about this?"   I had to stop. I remember at that exact moment, I did something that was, it's honestly the key, I feel like, to being successful when you're brand new, or even experienced. There's an element to this, but it really helped me, it helped clear the noise in my head, thinking that I had to have this done and this done, remember this strategy, remember that, remember this piece over here, remember this over there, remember this, all these things and all pieces and all these gurus, which is great, which is great. You should learn, which is awesome, but if you don't have a business in the first place and you're not learning for a problem that you actually have to solve, what are you learning for?   What I did is I, on purpose, cultivated what I call a low-information diet. It's actually from Tim Ferriss. It's a low-information diet. Now, I'm not telling you to not drink deeply. Any time ... It's a learning cycle. That's actually what I call these, personally. It's my learning cycle. I can tell, I can feel right now, I am in an execution phase, meaning I put the books down. I put them down. I stop, on purpose, learning. People are like, "That's preposterous. Steven, oh my gosh, what are you doing?" I bet a lot of get, people might get kind of mad that I say that, but understand that it was the biggest thing that started leading me to my success when I was in college was I stopped learning. I stopped learning broadly, I should say. I started learning, I started learning very, very narrowly.   Now, I needed to learn broadly at first because I didn't even know what existed out there. I didn't know that there was thing called SEO. I didn't know about uplines and downlines. You know what I mean? I had to drink deeply. I call it the age of exploration. I go through this age of exploration where I'm just playing around. I'm learning about this, this, this, this, this. There's no rules on my learning, and then what I do, though, is I put heavy rules on my learning. It's the reason why I have some, quite a few books on my book shelf right now that I have not read because I don't have the problem that that book solves. I don't have that problem directly in front of me so why would I read the book right now? Why would I take the course for a problem that I don't need to solve right now.   Does that make sense? It's this execution phase that you have to hit. It's this execution where you put the book down, where you put everything else down because what ends up happening is the person experience overwhelm, then they go through overwhelm, they ... But I had to be very, very careful on the information I started consuming. What I did is I basically chose one or two podcasts because those were easy for me to listen. Tony Robbins calls it N.E.T. time, no extra time, meaning I can listen to while I'm driving, I can listen to while I'm at the gym, I can listen to ... It's stuff that you can do while you're doing other things. It's no extra time, N.E.T. time. Does that make sense?   I chose one or two podcasts, and that was honestly pretty much it, so that I could stay connected to the industry, but I went into this heavy execution phase applying all the stuff I was learning because what ended up happening was I started distracting myself thinking that I needed another book to be successful. I needed the other strategy. "Oh, there's something else that's out there. I'm not going to be successful without it. Let me go distract myself and blame the fact that I'm not being successful on the fact that I've not read another book."   Now, while at the beginning, that might be true because I hadn't gone through that age of exploration like I talk about, but eventually, though, I have to put everything down. Stop distracting yourself from your own success by picking up another course, another book, another guru, another ... Does that make sense? That's what ends up happening. I'm not telling you to not be ever learning, but what I am telling you to do is I'm trying to tell you to start tailoring, tailoring your learning to whatever problem you must solve in front of you right now.   Imagine this, do this right now: Emotionally put down the book. Do it right now with me. Put down ... I'm not telling you that it's not good. I'm not telling you that it's not amazing. I'm not telling you you can't learn anything. What I'm trying to do is I'm trying to help you understand what honestly extremely successful people know. There's an interview that was, well, there's a lot of people that say this, so I don't know if I can quote a specific person, but the difference between a millionaire and someone who's not a millionaire is someone who's learned to say no. Someone who's learned to say no. Someone who, the difference between someone who is successful and someone who is extremely successful is somebody who has learned to say no 99% of the time. Not yes, and that was my issue. "Yes, I'll take another course. Yes, I'll read another book. Yes, there must be something else out there that I'm looking for, that I'm searching for. Because I'm not being successful yet; therefore, I can't be the problem. I must not know enough." You know what I mean?   No. I wasn't taking the time to execute, which takes way longer than it does to learn the strategy. Does that make sense? I hope things are clicking in your head about this because this one thing has completely changed my entire life. I'm not saying that to be all mushy-gushy or whatever. It's true, because I stopped learning random stuff, and all I do now is I start executing, and I execute, and I execute. I come up with a plan, and I execute on it. I put a deadline to it. A close one. One that is ridiculous. One that seems slightly far-fetched for me to even get done, and then, in my brain, I believe that I have to get that done, or I will die or get sick or something and, you know what I mean? It's not like some willy-nilly little deadline out there. I put the deadline out there, and I'm like, "Hey. I have to hit this. I have to this, or ... " I know this is kind of extreme, but it's part of what gets me moving.   "Look. I must get this done, or my family will not eat." You know what I mean? That's where I go. That's where I go mentally and emotionally. When I get to that spot, when I do that, what always ends up happening is I actually do get the stuff done the majority of the time by the deadline, especially when I've promoted it to the public. Does that make sense? When I'm like, "Hey, this next thing's going to be done here, here, and here," I have to get it done. I've done other people about it, so my holding my own feet to the fire. Does that make sense, but I'm starting to tailor my learning to whatever's coming up next. As I do the pieces, I hardly ever, ever see the full picture of where I'm trying to go. I see the top of the mountain. I see the three steps immediately in front of me. I do not see the path on the way.   What I do is I know where the peak of the mountain is, I know where I'm trying to go, I see the three steps in front of me, I take three steps. "This is all the pieces I can figure out right now. I better just do them." What ends up happening, though, is that people will step back and will go, "Hey, I don't want to do these three steps because I can't see the other thousand." It's the wrong approach.   What you do is you say, "Hey, there's the peak I'm going for. I see the three steps in front of me. Let me take these three steps." What's funny is when you take the first step, there's another third step that appears. It's the weirdest thing. You'll see what's immediately in front of you. If you're like, "Ah, I can't execute on this. I can't get this done. I can't get these ... " A lot of times, it's because you psyche yourself out, and you start thinking, "Oh my gosh, I have to know the whole path."   I have never in my life ever launched a product, which I've launched a lot products, where I've actually seen the beginning from the end, or the end from the beginning. However you say that. Does that make sense? You take three steps, and somewhere around step two or three will be a problem that I was not anticipating. There will be something that I don't know how to solve.   Now, I have two options: I could go hire somebody. It could be freelancer.com, it could be upwork.com, it could be really cheap. Most problems can be fixed for like 20 bucks and a freelancer, in my experience. Or I might actually need to learn something to get past the issue, or learn just enough so that I know how to hire correctly to get past that issue. Does that make sense? I've never met a successful solopreneur. Eventually, it takes a team, you know what I mean, which is why you grow your team, which is awesome.   I'm ... It might feel like I'm bouncing all over the place with this podcast. I hope that it makes sense. I just, I have been through what I'm trying to describe to you where you distract yourself to such a huge degree, massive degree that you literally don't ever do anything. You don't do, you literally overwhelm yourself. Make no mistake, you are the culprit. I've done it to myself a ton of times. Whenever I get out there ...   Now, a lot of you guys know that I'm about to leave me job because MLM stuff's going well, which is kind of crazy, and it's slightly nerve-wracking here and there, but it was always amazing to me how well my boss Russell Brunson, CEO of ClickFunnels ... I was his right-hand guy, sat in his office with him for the last two years as his lead funnel builder, which is fun stuff. I've really enjoyed doing that, but it's always amazing to me his incredible, incredible skill of keeping things simple. That's how he and I were able to launch stuff so quickly. My brain loves or tries to marry or romanticizes a little bit of complexity. I think most people's do.   It's funny enough, this whole game of success, it's not complicated. Don't complicate it by constantly be thinking that you gotta know another book, another guru, another course, another this, another that in order to execute. Now, it's not that you might not need to know those things later on in the future, but right now, right now, can you do something without picking up another book or studying or learning something else? Can you do something else without actually going and learning something else?   My guess is, the answer's yes, and that's exactly what I'm talking about. You don't need to pick something up in order to go be successful again, and you might need to, though. Start mapping out where you are in your path. If you're brand spanking new, if you've never done anything business-wise, if you never turned a dollar whether online or offline, then yeah, you might need to study a little bit just so that you know what is out there and how to talk a little bit, some of the vernacular, some of the vocab. You know what I mean? You might need just a little bit of awareness, but my guess is that applies to much smaller amount of you, a much smaller amount of people out there because I was the exact same than we like to think. Don't group yourself into that category automatically. Most of us can just go choose.   Here's my invitation to you. This is literally how I do what I do, which is pretty awesome. Here's a little gold nugget value bomb. Here it comes. I try and make three moves a day. That's it. Three moves per day. Now, that is how many moves I was trying to make when I was working for somebody else. I imagine if you're in MLM and you're just getting started, you're probably working for someone else still also, which is great. That's fine. I did it too for a long time, but I'm going to chance a spot where I'm leaving my job over there, and it's awesome stuff.   Someone asked me, "Hey, Steven, are you going to go and you going to, are you just going to teach MLM or are you going to do it?" I said, "Well, please understand the analogy here. If I want to go become really buff and ripped and looking really, really strong, I will hire somebody who is already there also. Does that make sense? I do not hire somebody who is not there and looks like they can't take care of themselves. Now, while I don't tell you what MLM I'm in, I am definitely in one because it's not my goal to just talk about it. It's my goal to report what I'm doing and how I'm actually doing it."   I've got that cool automated thing, and we got, but how got to this spot was by controlling my information diet. I don't learn just for the fun of it anymore. I did for a while, and it's great, it's awesome. It was good for the awareness, it's good for, but now, what I do is I just solve for the immediate problem in front of me.   Here's my tip. Here's my challenge to you: Please identify the three moves that you will make today. You'll know what that is. For me, my three moves today, I'm going to make this podcast, I'll probably make another podcast, and I've got to go complete this other funnel that I'm going and building that'll help me hire better, hire good people. Does that make sense? Those are my three moves today. Tomorrow, there'll be different moves, but what moves I get done today will depict which moves I do tomorrow. Go choose those three moves, and then before tomorrow starts, choose your three moves for tomorrow. Does that make sense? You're planning one day ahead.   Now, know where you're driving the ship, know where you're going, know where that peak is, and control your information diet to solve and place those three steps as perfectly as you can today so you can do the next three and build on the three tomorrow. Does that make sense? That's all it is. Three moves a day, low-information diet. You'll find really, really quickly, even within a month's time, you'll turn around and go, "How the heck did I get that much done? That's amazing."   I just had that experience happen to me again. I was like, "Holy crap. Wow." I have a three moves a day, even just in the evenings. Fascinating. Fascinating. Don't overwhelm yourself of all the things you could be doing. Even some of it you might, should be doing, or maybe should be doing, but if that doesn't have anything to do with placing those three perfect steps in front of you, then don't worry about it. Make it simple in your head. Keep it simple in your head. Control what information you have coming in, focus on just making the three moves a day, and I promise you, you'll be shocked at how far you get in even a month's time.   All right, guys, that's all I got for you today. That, right there, has been one of the greatest keys to my success to this date, and so I wanted to reach out and let you know about that because I see some people starting to drowned from the stuff I've put out. What, this is episode like 44 or something like that? 43, 44, 45, somewhere around there? I've noticed that some people, they start drowning. They're like, "Steve, you mentioned this book, and you mentioned this book, and you mentioned this course, and you're ... What was this? What was this? What was this, this, this?" Gah, I'm like, "No, stop it."   What are the three moves that you, don't compare yourself to me, what are the three moves you have to do next, and then what are the three tomorrow, and then the three after that? Keep it just to that, and only solve the problem in front of you. Only learn for the problem that's in front of you, and that's it. It's amazing what that's done.   For fear of repeating the same thing over and over again, I should probably stop this episode. Hey, you guys have a good one. We just had Christmas here. Merry Christmas to you.   Hey, thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to secretmlmhacksradio.com to submit your question and download your Free MLM Masters Pack.

Hey what's up guys, I just wanted to reach out real quick and kind of actually follow up on something that I've talked about recently in an earlier podcast. I can't believe I'm on episode 42 or something that like. Time's hauling, and I can't believe how much has already been done. This podcast has only been up for ... I don't even know. Two or three months and there's already 8,000 downloads, which is crazy so thank you to all of you guys that are out there, to everyone who's listening. I know that you guys are all ... just so you know, there's a lot of others that are also listening besides you. Lots of people reaching back out, lots of people asking questions. Been a lot of fun, really enjoyed it. If you do have a question you want me to answer on the podcast, I actually really like doing that it's actually a lot of fun. Just go to Secret MLM Hacks Radio.com. It'll have the opt in, but on the second page there there's actually a green button you can click and you can record a question to me straight off of your browser. I'll take that question, your voice straight. I'll put it right in to the actual podcast itself and go ahead and answer, which is kinda fun. Anyway, hey a lot of you guys know that I was a door to door salesman, I was a telemarketer, I did a lot of sales you know. There's this interesting phenomemon that happens when you're in sales. It's kind of funny because there's a huge thrill, right with making the sale but what's funny is that there's some aspects of it that get a little bit monotonous and boring. I had to become patient, I had to learn to be even more patient. For example, let's say I was talking to somebody on the phone and I was selling B2B. I was selling software to business owners. What I would do is I would practice getting passed the gate keeper, you know. Which was usually the receptionist or the assistant. They'd be the first one to answer the phone and I had to convince them to hand the phone to their boss so I was pitching the right person. That was you know, a bit of a piece of art itself but just like in door to door sales, the exact same thing would happen. Within the first three weeks of any sales job I ever had, I felt like I knew every single objection that I would ever hear again ever. Because the receptionists or the assistant would hand the phone to the boss, and I'd start talking and I would start selling and I would start doing well, and then they would ask a question that the previous guy had asked you know cause it was a logical question. Well, how much is it? Well, is there a contract? Well, do I need to hire more staff for it? You know, stuff like that. These questions happened over and over and over and over. They repeated, right. They repeated over and over and over and over. This was true for door to door sales, true obviously for you know, for telemarketing. It's true for anything. True for any sales involved, including MLM sales. Now, I guarantee if you think back ... there's probably two different types of people who are listening to this podcast right now. Type one, you might be the kind of person who's brand new in MLM and you haven't talked to that many people yet so you're not sure what those patterns are. You're not sure what those patterns of objection are, right. Where you're starting to see hey, everyone's asking one of these three questions every time I bring it up. You know what I mean? Then the second kind of person is the person who does know that. Where you've been in it long enough and maybe you have, maybe you haven't but you know, you notice what those objections are over and over and over and over and over. Here's kind of my challenge to you, is to go and figure out how to effectively resolve that concern. Every one of them. In fact I would write it out. I've actually done that. I've got a huge list of them on my whiteboards here, of different beliefs that people have about the MLM industry. What I did is I went through and I figured out how to answer each one of those questions, then I put a close immediately afterwards just like you would in any kind of sales environment. What's funny about that is you resolve the concern and immediately go back to the close again, but it could be a soft close. We're not talking hard closing somebody or making them feel uncomfortable or whatever but what I encourage you to do ... this is a neat step of duplication by the way ... is if you know what the top three or even ten objections are, it's nice as the sales guy to get to those before they do. Okay, so that they feel like there's no more ammo left for them to fight against you. Okay. Again, I'm not talking about being a hunter here where you track and trap and you trick somebody in to joining your down line, but in any environment where there's a sale or transaction happening someone is going to have to convince somebody else that their beliefs are wrong and they need to get new beliefs which means come join your down line. You know what I mean? That's true for any kind of sales environment. Here's what I recommend you do and this is what I've been doing too, is that as I've given the same presentation over and over and over and over and over and you know, I see what those patterns are, I'm literally creating my own presentation from just me, just my own head. I'm creating my own presentation that does the presentation, but also resolves all of the top concerns that I see. Okay, that I'm constantly seeing. That way when somebody says hey, you know what ... you know, last episode I talked about ... I think it was last episode, I talked about lead-gen and how to create good lead-gen. Maybe that was two episodes ago, I can't remember but good lead-gen right. How to actually get people to become attracted to you, right. Let's say someone comes over to you now and they're like oh my gosh, what are you doing that's so cool. I love that you're doing a down line, could we chat or is there a call or is there something like that that I can get more information on? This is a very easy, very natural place for you to start handing out the link to your own presentation. You're giving that presentation and resolving the major concerns and continually afterwards just closing them and being assumptive about it saying hey, well you know do you want to you know, do you want to join? Is there ... you know what I mean? Whatever your closes are. This very, very easy way to do that. What I've been doing lately, is I'm actually putting together an auto closing funnel. [inaudible 00:07:07] a lot of internet sales funnels, basically just a series of webpages that are tied together, but there's a lot of automation behind them. On the first page, they go through and they can register to go and actually check out yesterdays replay of the presentation. You know, or they can schedule a future one as well. Well, what I'm doing is I'm just writing a webinar script for ... you know, there's a lot of ways to do it and it's one of the major things I teach. I'm what's called a 2 Comma Club Coach. 2 commas meet at a million dollars and helps create the program with Russell Brunson and ClickFunnels but it's 2 Comma Club Coaching meaning you know, the purpose of the program is for me to take you from zero to a million dollars. What we do though, is a lot of webinars. A lot of webinars. They teach a lot of webinars to people. There's a lot of ways to do it, there's a ton of ways to screw it up. There's a lot of ways to do it right, or I should say there's fewer ways to do it right just like anything in life. A lot of ways to screw things up, you got to do it the right way though. But what I do though, is I basically write pretty much a webinar funnel, addressing all the major concerns and pitching them at the same time so that the only conversation I really need to have with that individual is any last minute questions before they join so that I'm not redoing the presentation every single time. I don't know about you, I need more variety in my life than that. Oh my gosh, there's been times where I've done the presentation every night like boom, boom, boom, boom, boom, boom. It's fine and I get it, you know it's good. I mean it works, I'm recruiting like crazy and it's awesome but I mean I want my evenings. You know what I mean? What I've been doing is I've been putting together a ... going through those top three objections again so that the presentation is there, all the same things that I need to have are in there. It's not done yet and I'll update you guys when it is done but that's what I've been building and putting together lately so that I get replicated again. You know what's cool about that? How powerful of an asset is that for everyone else in my down line? I just started thinking about that for years. You start thinking about all the people in your down line, start thinking about what it is that you actually offer and teach and do and you know, start thinking through what could I create to help duplicate my time? Okay. Again, it's not to remove the human element. I wouldn't try to do that. Don't remove the human element, you know it's not like they're going to join your MLM and never talk to you. Of course you're going to have to talk to them, but you'll be able to sift out you know, just to the great people. People that are going to be amazing, the people that are dying to be a part of your thing. You've already resolved the major concerns, you know. Or at least addressed them, or at least let them know that you know that those are major concerns. Anyway, I hope that you're seeing what I'm talking about with this. It was funny, I had to practice a lot of patients on the doors when I was a door to door sales guy or as a telemarketer because I could already tell ... I know that you guys are all the same way too ... I could tell what question they were going to ask before they asked it, you know. If you don't know what those things are yet, you are not selling hard enough frankly. Go start selling harder. Start trying to figure out what it is that people actually want to join and do and be a part of and ask those questions. When someone doesn't join, that's fine. You can still get data from them. Go to them and say look, I'm not offended that you didn't join, that's totally okay. What I just want to know is, why so I can improve it in the future. I have done that so many times to people. What's funny is that there's actually been a lot of times I've said that very phrase to people, and they'll come back and actually join the down line because I went through those things with them and I didn't realize that there were three other things that I wasn't thinking of and they needed more clarity on or something like that. Anyway, that's all I'm trying to say with this, is start thinking through what you can do to automate the presentation. You're MLM might already have automated presentation stuff, that's great. If they already have automated presentation things, or they've given you videos which most of them probably have. You know, if they've got all that kind of stuff already for you, that's fine but guess what? They still have a huge knee jerk reaction objections to what it is they just watched. Figure out what those are. Maybe that's where you create your follow up piece and you actually send it to them afterwards. Hey, watch this. As soon as you do, now watch this. It'll go through and show your ... man, I've closed so many more people by being real and being myself after the President gets off ... you know, the President of the MLM gets off with me pitching to my friends or family or just awesome people or something like that. You know what I mean? I've closed a lot more people just afterwards, just chit chatting it up talking about those different things. Way more than when it's just me and the President. Anyway, anyway. I'm super thankful for this community guys, I just want you to know that. This very rare community I feel like there's not many MLM communities on the internet where I feel like you know ... We're actually involved with each other a little bit. I appreciate the involvement, I appreciate the feedback from you to these episodes. I appreciate each one of you guys taking the time to listen and I hope that it's being helpful. I really want this to be helpful to you. I want this to actually solve real issues and hopefully spark your mind on what you can be doing to get your MLM to the next level. To get you to the next rank, to get your team to the next rank, to get more you know down line volume in your sales and such. I haven't even talked that much about product sales yet, I am so excited to do so. I am very versed in that as far as you know, selling on the internet and things but I will definitely go through that probably here shortly as well. In fact I should go write that on my whiteboards here, but anyway, appreciate it. You guys are all awesome and I am very passionate about trying to fix the MLM industry. I believe that it is a little bit broken out of the box right now. When you get it, it's very similar products with extremely old tactics that are just incredibly annoying because things have evolved, technology. A lot of the tactics you know, shouldn't be using the same ones. We certainly aren't using Civil War strategies in the army anymore, you know what I mean? It's okay to evolve but a lot of times people just don't know what to do or they don't have any kind of guidance on it, or frankly ... I buy a lot of books, you know so I can see what other MLMers and other MLM leaders in the industry are doing. There's really only like one or two MLMers out there that I kind of know of that are kind of doing something similar to Secret MLM Hacks Radio. I'm not patting my own back you guys, I just want you to know that I'm very passionate about it because I see that there is a serious need for the kind of stuff that this goes through, and I love your questions. I love the involvement back and forth and I'm very, very thankful and humbled at what this has become in just a very short two or three months. Anyways, you guys are all awesome and I just ... anyway. I appreciate it. Let me know if there's anything else extra I can be doing for you, or that would add value to this or whatever. Excited for the launch of Secret MLM Hacks, January 4th. That's it guys and I'll talk to you later. Bye. Hey. Thanks for listening, please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to Secret MLM Hacks Radio.com to submit your question and download your free MLM Masters Pack.

Steve Larsen: Hey, what's going on everyone? This is Steve Larsen and you're listening to Secret MLM Hacks Radio. So here's the real mystery. How do real MLMers like us bleed and cheat, and only bug family members and friends? You want to grow a profitable home business? How do we recruit a players into our downlines and create extra incomes, and still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larsen, and welcome to Secret MLM Hacks Radio. Hi you guys doing? Super glad to be here. I feel like it's been a while since I've published. Really, it's only been a week, but super excited to be able to get this out. It is definitely cold here. We've had a lot of ... Anyway, it's been really, really chilly here in Boise Idaho. That's where we live right now. My wife and I are both from Denver. Now, it's funny because last year there was a ton of snow here comparative to how much they usually get, but compared to Denver, where my wife and I were from, it was nothing. Everyone was calling it snowmagedon, and all the stuff, and there's barely any inches of snow on the ground, and we're like ... Anyway. There was a five foot snow storm once growing up. Anyway, been all over the place. Been lots of fun. Well, as such, it's been very lively here in the Larsen home because I believe since it's been so cold, a little bit of wildlife has been trying to move in. So we've had some mice, which is totally disgusting, and I've never had to deal with that problem ever. It's been very lively with my little four year old and two year old, and we've been running around. Anyway, I'm not sure why I'm telling you this, but it's been fun, and I've enjoyed being able to go and just spend more time with the family. You know what I mean? I hope you guys do too. Hey, I wanted to touch on something here that I think is one of the major reasons why stereotypically MLMers have a hard time recruiting. Okay? Now, someone asked me this question yesterday actually. Asking, "How do I get my people ... How do I just even get like the base team, the core team, the team of people that I wish that I had to go run my MLM with me?" And I was thinking about the answer to that question, and I was thinking about how I've done it. Guys, just in the last week alone I've recruited 20 people. All through automated systems, or at least, so far right now, they're all on the phase where they've been automatically filtered. I should call it that, and they've applied to join my downline. I told you guys about that. that system that I have running, and it does amazingly well, and it's very, very exciting and I think it does so well because I always tell everyone in my downline when they join, to get all my systems because obviously I want them to be successful because of course, it makes me successful also. So why would I not? Right? It's gone really, really well. I've actually enjoyed going through just tons, I mean, awesome stuff with this team that I have, and it just ... Rock stars. I mean, guys the quality of individual, and I'm not comparing people ... I feel bad. Please don't think that I'm judging people at all, right? But there are certain times in a person's life where they're going to be better at business than others, right? If they have the actual time to focus on a business. If they want to do it, rather than me trying to convince them. If I have to convince somebody to join my downline, they're the wrong person already. Okay? Now, I was super sad, a person that I know, that I've come close with decided that they did not want to join, and I was like, "Gosh." I was actually hurt by that because I just have so much respect for this individual, and I was very, very sad about that actually, and I'm sure you guy's have all been there as well because I knew that that person would be successful with it, if they just wanted to be coachable or trainable with it. Gosh, it stung. It did sting. But if you have to convince somebody to join your downline, you shouldn't want them anyways. Okay? What are you going to do? Are you going to put a cattle prod behind their back the entire way, and force them to do all the things it takes? No. It takes a very motivated individual to be successful in anything, but especially in MLM. Anyway, interesting stuff, right? so I was thinking about this person's question. "Hey, how do I get these people, right? How do I find more awesome rock stars? How do I find rock stars?" And that's honestly ... I was really excited she asked that because it's the entire ... That's all that my chorus that's coming out in January, January fourth, that's the date. January fourth. That's all my course teaches. It's how do you find and recruit rock stars on autopilot? Right? How do you actually get those kinds of people to come to you? A lot of people treat the MLM game as if they're hunters. They track and they trap, and they ensnare, and they grab, and they hold, and they strangle, and they get people, and those are the actions that define what they do to go recruit people. That's the wrong way. You're not going to get ... you think you're really going to go get an A playing team like that? No. You have to flip the table. You got to flip the cards. It's a totally different game. It's not like you're playing the wrong hand, you're playing the wrong game. Okay? I mean, it's like anything else, right? It's all about becoming attractive. It's all about creating offers in a way that makes people come to you, right? What I really wanted to point out in this episode is that ... Okay, this is one of the biggest lessons I've learned. When I was sitting on my couch like four years ago now, almost four years now actually, almost exactly, I realized that I had been going about MLM all wrong, and that I was doing the hunting method. Right? I was a hunter, right? And I was hunting and I was saying ... I was tracking, and tracking, and ensnaring, and trying to ... What are the three magic phrases I can say to get somebody to join my downline at any time. That kind of garbage that you see all the time inside the ML Ministry from other educators and stuff. I think it's garbage. It's dumb. Are you kidding me? Are you really going to force somebody into success? It doesn't work. I mean, the amount of effort that's with it, it is not passive income. Oh, my gosh. It is not passive income. All right. 20 people recruited in the last week, and they're all for recruiting, doing crazy stuff also. That's nuts. That's nuts. I didn't beg any of them to join. They are motivate. They're fired up. They're killing it on their own. Why? How did that happen? It's part of what I realized when I was sitting on my couch, 2:00 AM in the morning four years ago. It was freezing. It was a winter time, and I was reading this ebook and I realized that I was doing it all wrong. Then I realized that I needed to create value, okay? I learned, and I don't remember if it was from what I was reading or what, but what I learned is that in some way shape or form you're going to purchase your customers. Okay? Understand that. You're going to buy them somehow, whether you're going to buy them through ads. So, some money or you're going to spend time creating relationships. Right? So, time or some other value piece that you put out there to get them to come to you. The time, value, or money. I mean, something like that. You're going to spend something in order to get attention. Okay? If you think that you're not going to, you're kidding yourself. So think through. Like, "Okay, how can I actually start being successful in this MLM game?" Right, and I'm excited to go through and teach you those kinds of things. That's exactly what I've created and put together, and I'm excited to show you what I've done in order to do that, and that's what the Secret MLM Hacks course is all about coming up, and I think I just spoke in a huge circle right there. But, I'm excited for you guys to go through that because it teaches ... Start thinking that with your MLM. Okay. What's my plan? Am I going to buy my customer? Meaning, am I going to spend money on ads? Whether it's on Facebook, or YouTube, or I don't know, wherever. Am I going to buy my customer through my time? Now, it's going to be hard, especially in the beginning phases of an MLM, to not spend time. Right? You should spend time mentoring, creating leaders, creating ... I'm not trying to ever take the networking out of the network marketing. Does that make sense? I'm not trying to take the personal touch out of this game. That's not how this works. It does require a little bit of personal finesse with each other. Obviously, you have to develop as an individual, which is trust for anything, so I don't have to point that out. Or am I going to put pieces of value out there. Now, I chose that third one. I chose number three. I want to put pieces of value out there that create relationships, so that people see what I can offer, and I don't have to spend so much time on the front end recruiting people. I can focus on training the ones that are actually joining. Does that make sense? That's how I struck ... I did that on purpose. I structured it in a way to do that. So what I did, is I went and I found the top people who were in the industry, and I found a lot of the content pieces that they had put out there, and I figured ... I was like, "Okay, I see what this guy's doing, but I actually think I could recreate that, and better." So that's what I did. I married up several different concepts and things like that from different gurus that were out there, and I re filmed it, and I put it out there for free, and the response was insane. I could not believe how many people were messaging me. the weirdest thing happened. I put it out there out on the open web for free, I was just trying to help solve problems, and then one day somebody messaged me and they said, "Hey, what's your downline? I just want to join it. If this is the kind of thing that you're doing." It was something like that. If that's the kind of stuff that you're doing or if that's the kind of systems you have or whatever. Like, I really want to be apart of it. And I was like, "What?" It took me back, but then that started going faster, and faster, and faster, and people started joining, and people started coming in like hotcakes and bringing their friends in because suddenly I was answering some big questions for them. That was my whole value ad. I was just trying to answer legitimate questions. I was trying to actually be very, very valuable. Stuff that they should have paid for, I was giving away for free. Right? That's one of the ways that I created the relationships with it. So that's all I wanted to say. When you think through your MLM, when you think through the business opportunity you have, ask yourself, what is my upline telling me to do right now? Are they trying to have me buy my customers through money? Do they want me to spend money on ads? Through my time, which is what most of them do, or by putting value out there that solve actual problems, which most of them don't teach that. Start thinking through, like ... and it's fine. If you want to do it some other ways, I'm not telling you not to do it, but I am telling you that there are other ways, and start thinking through what legitimate problems you can solve in the marketplace. What are those problems? What can you actually go solve? I'm not telling ... It does not have to take a lot of your time. You could actually just go and record little content pieces. I'm sure you have a phone. There's a mic feature on your phone most likely, right? There's probably a camera, and you flip that camera sideways, you answer some questions, start publishing, and putting stuff out there, pretty soon you're going to start finding like minded people who want to do what your doing. Who see the issues that you see. Who see the problems. I guarantee you it's the reason why you're still following me. What is this, episode 40, 41, something like that? You're still following me because you're resonating with the things that I'm talking about, right? You are literally walking through the very thing that I'm describing right now. Okay? I want you to think about how? How did Steve Larsen do that to me? What are the beliefs that I had ahead of time about his thing that I've realized are wrong? Hm? I want you to do that. I want you to start thinking through like, "Hey, what are the beliefs that people are having when I go and start talking to people about my opportunity?" Are they saying, "Oh, it's a scam." Or, "Oh, it's a pyramid scheme." Or, "Oh, that's a ..." whatever it is, those top concerns. Right? They're going to give you a lot of surface level concerns. It's your job to look a little bit deeper. Find the core, real reasons why they're saying what they're saying. Maybe they failed an MLM before. Maybe they wish they could be in it, and they just don't know what to say, or maybe they wish they could be in it, but they're afraid of how their family or friends will look at them. Right? Or maybe they want to be in one, they're looking for something. They just don't really understand what a comp plan really is, or how it works, or how they actually get paid, or how I'm going to make money? Whatever it is that you get passion about solving, solve it for free, put it out there, and I guarantee you ... Maybe I'm not allowed to guarantee, but ... Insert legal disclaimer here. But you're going to get people to come to you, and they're going to come and it's going to resonate with them, and they're going to say, "Oh, my gosh. Yes, thank you. I get it. I see what you're doing. What's your opportunity, right? And whoosh, Oh, my gosh. You just flipped the tables. Why?" Because you contributed to a relationship before asking for a sale. That's why. You got to do that. If you don't do it, if you don't contribute to a relationship before asking for the sale, that's like asking for someone to marry you on the very first date. Let alone maybe you didn't even go on a date, you're just walking up to strangers. You wouldn't do that. That's ridiculous. So how come we're not creating relationships before we're asking for sales? I understand it's one of the easiest reasons why. You can just go straight to friends and family because you have relationships with them already, but it's scary to do so. Again, not telling you not to do it, but if you feel confident that it's not going to mess anything up or be weird or whatever, okay, totally fine, but understand that you need to contribute to a relationship. You've got to solve problems. You've got to have a little bit of likeability or whatever it is. Sorry, likeability or whatever it is. Attractability somehow, or perhaps a little bit of attraction to you because what you're doing is you're developing trust with that individual through your content. Okay? If I have a hard time knowing what kind of episode I want to put out there, I don't publish. I want this to solve actual problems for you that you should be paying for. Okay? Whether or not you join my MLM, totally fine with that. This is not a pitch fest. I'm not here to talk about that, okay? I want purpose. If I even tell you the name of the one I'm in, it will kill the goose. So I'm never going to tell you the MLM I'm in. That's why it works so well because it follows rule number one, my rule number one, which is they come to me. Okay? Oh, my gosh. When you do that and when you teach your downline to do that, huge problems get resolved. Stereotypical to the industry kind of problems get resolved because now I'm not tracking and trapping, right? I'm attracting. I'm solving legitimate issues without ever asking for the sale. Now, some sales personnel will probably tell you that I'm being ridiculous. I get it. I know. You're right. I probably could be a little but more aggressive in certain areas with it, but I've learned over experience that I'd rather do it this way and get a little bit fewer recruits, but really high quality ones. Does that make sense? So I want you to start thinking through that. I want you to start thinking ... Because this is one of the biggest secrets to true duplication. If you can teach people how to do what I'm doing right now, which is what I teach my downline to do, it starts to actually duplicate for real because now they're going and solving other people's legitimate issues as well. And you know what? Let's say I get someone who's like, "Ah, Steven. I wish I had a podcast, but I just can't get myself to do it." You know how much ... Everyone talks about MLM, how it's business opportunity wrapped on a personal development course, right? MLM is a lot of personal development. Well, that's not just MLM. That's all business in general. I've had more personal development through the active entrepreneurship and business than any personal development course out there ever. Right? So I get excited when someone say, "Gah, Steven, I don't know if I can create lead gen stuff. Steven, I don't know if I can create X,Y,Z. Ah, I'm nervous about this or whatever." I get pumped about it because I know now what to work on with them. I know where to move with them. I see a person in action. I see a person with desire, okay? That's one of the biggest issues with old MLM models. You're trying to go get people to buy something who had no desire at all in the first place to do it. That was one of the reasons why I stopped doing door-to-door sales. It's not that it wasn't great. I was good at it. But I realized, wait a minute. I'm waking up every single day trying to convince people who were not planning to spend money to spend money. Who are not planning ... Not that it's not possible. I did it. I was good at it. I was a telemarketer too. I was really good at that, but instead I wanted to flip the switch. I wanted to be able to change the game. Where I could put stuff out, and start having them find me. Okay? Again, I know. I could probably be a little more aggressive and pull people and be like, "Hey, this is my thing and I'm going to close you," and I'm still solving problems, but I just ... It's not worth it to me. So I don't it that way, and whatever your MLM is start thinking through how you can do that, and how you can apply it to your thing. How you can apply it. What can you do to start flipping the tables? If you're having a hard time recruiting people, take what I'm going ... Okay. Please raise your hand right now and say, "Steven, I will be coachable for this next sentence." Okay? All right. Here it is. If you're having a hard time recruiting people, you're probably not valuable enough yet. Now, I don't mean as an individual. I don't mean as you as a person. I'm sure you're an amazing individual, and that's not what I'm ... I'm not saying that you're the bane of the existence of the planet. That's not at all what I'm saying. I'm saying that you're not valuable enough yet. Meaning, you have not solved enough problems for another person or you've not created enough of a relationship, or you have not gone out and actually shown genuine interest in the other person, and they can tell that you're looking at them like a number. Okay? That's where the game will fail. Learn how to become valuable. That is worth more than any check that you could write yourself. Learn how to become valuable in the marketplace and it will serve you forever. Anyways, that's all I got for you guys. Okay? Anyway, I ... You buy your customers somehow. Don't expect not to. You won't get anybody. So somehow you buy leads, whether it's your time, your money, or your value, and figure out which one you want to do and then marry it. Get good at it. It's just like anything else. You'll suck at first, and that's fine. Just like anything else, and you'll get on the bike again, and you'll fall and you'll scrape your knee, and you'll get bloodied up a little bit as you do it, and that's fine. It's part of the journey, and it's part of the purification that comes with entrepreneurship, which is amazing. It is so fun. It's my favorite part of the whole thing. One of them anyway, but anyway, that's pretty much it. That's all I got for you. Figure out how you're actually going to buy, quote-unquote, buy your customers. Money, time, or value, and get to it. You will see how funny ... You'll know when you hit it because you'll have struck a pain point and people are going to come flooding to you. That's exactly when I knew that I had struck it directly on the pain points that people were feeling, and I knew that I could go help them. Anyways, that's it. All right, guys. Have a good one. Talk to you later. Bye. Hey, thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question that you want answered live on the show? Go to secretmlmhacksradio.com to submit your question, and download your free MLM master's pack.

What's going on everyone, this is Steve Larsen and you're listening to Secret MLM Hacks Radio. So, here's the real mystery. How do real MLMers like us who didn't cheat and only bug family members and friends, who want to grow a profitable home business, how do we recruit A players into our downlines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question, and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio. Hey guys, hope you're doing great. Hope that everything is going fantastic in your life. Hey, I just barely finished a three day event that I got to teach the majority of, and it was a lot of fun ... Anyway, I really enjoy it. I love teaching, I love stage presenting, I did a lot of stage stuff growing up, and I just, I really like it, I enjoy ... There's certainly a rush to it. The way it started out is day number one we went from nine to five, it was kind of normal. Day number two though, we started about 8:30 in the morning and then we went to about 1:00 AM, 12:00, about midnight, 1:00 AM, somewhere around there, and, which is crazy. It's funny, we don't like take like, there's not like breaks, you know what I mean? There's no like bathroom breaks, there's no like hey go get a snack everybody. It's literally straight through the entire time. Then the third day, similar to the first one, it was about nine to five, and by the end of it everyone's just dead, and but it's a ton of fun. I got to share the stage with Russell Brunson, and sometimes literally, which was awesome. He and I tagged, we did some tag teaming back and forth on some different topics and such. It was a lot of fun, I really enjoyed ... It's for what's called the Two Comma Club Coaching Program, and I am one of the coaches for it. Two Commas, meaning a million bucks, which is awesome. It's a lot of fun. I mean I enjoy that setting, I enjoy the ... I think what I like most about it is the high immersion that comes with those kinds of events. Anyway, that's kind of the reason why I wasn't able to podcast so much this last week, because I have been so just, I mean it's intense. It takes me a solid day or two just to recover from that. It's very intense just for the listener, let alone if you're the actual speaker in it for the majority of the time. The first day Russell and I kind of went back and forth, the second day it was mostly me. I went from 9:00 AM until about 9:00 PM, I was on about 12 straight hours, and then Russell came in and picked up for another session, and anyway it was a lot of fun, I really enjoy it. You know what's funny about the whole thing too is that we spent a lot of time helping people figure out what they're selling and how to sell it, that's like the whole goal of the zero to seven figure area, OK, what are you selling and how do you sell it? What we're trying to help people figure out is where their product can exist without really any other competition, OK, it's a hard area to hit. That's not an easy thing to do, because what you're trying to do is you're trying to find the reddest, reddest, bloodiest, red, red, ocean, right where there's the most competition, there's the most people in there who are just spending ferociously, wherever the rabid buyers are, irrational purchasers, you're trying to find those people. Then you're trying to take one step out of that and create a new niche that you can then target that red ocean to come buy it from you. Does that make sense? Here's what's interesting about that with the MLM world. With the MLM world, everyone is inside this super red, red ocean, everyone is, they're selling the exact same thing in the exact same way usually. They're selling the exact same products, the same services, they're even using the same scripts, the same, "Hey, let me three-way in you this guy and he's going to teach us about how do I make a whole bunch of money." Do you know what I mean? It's that kind of thing over and over and over and over again. What's really interesting is to take the same formulas that we use, which there's a lot of them, and try and in the MLM space figure out a new what am I selling and how does it sell, a new what and how, OK? You think through what actually gets people excited, what actually gets people attracted into what it is that you're actually doing and think to yourself, "OK, what do I sell? What do I sell, and what do I sell that's new, that's different, that is different than what other people have been teaching, and selling, and doing inside the MLM space? How can I be completely different than my upline? How can I be completely different to those I will recruit? How can I solve problems for those I will recruit?" Does that make sense? When you do it that way, and that's very similar to what we do, and there's a whole bunch of formulas we follow and there's a whole bunch of cool steps we go through to help that person very clearly figure out hey, here is your new niche, here is exactly how you do it, and if you can start asking those questions inside the MLM space, it's amazing how fast you cut away from everybody else. I know this is a very old number, but years ago I went and I looked at a stat online that said that there's over 10 million MLMers in America alone. I know that's an old stat, it's probably a very small number now, but let alone 10 million people, and they're almost all selling the exact same thing. It may not be that they're all selling the same thing, because I know there's lots of MLMs, there's people selling this, people selling that, whatever it might be, but the how, the how is the exact same. How they do it is the same way, it's the same thing all the time. "Look, go get friends and family. Look," someone called it the NFL, the no friends left zone. I'd never heard that before. But start thinking through that, and some of the easiest ways to do it is to start looking, and I just want to give you guys like two or three steps here on how to actually find a new niche inside of your MLM opportunity, OK? Here's one of the easiest ways to do it. Number one, I want you to know that it is not ... You don't need to go be creative first. Usually whenever I say, "Hey, go create a new niche, go create a new niche," it makes sense that you would run off and you would start creating a new niche, meaning you would be creative and start thinking through like, "OK, what can I create, what can I make, what can I sell that's totally different than anything else on the marketplace?" Right? I understand that, I totally get that, like it's a ... But what I'm begging you to do is to not actually be creative on the first step. It's a little bit counterintuitive. OK, I'm telling you you've got to be creative second. The first thing you got to do, rather than be creative the first thing you got to go do is find the people who are being ultra successful inside your MLM, OK? I know I've gone through a little bit of these steps prior to, I think in a previous episode, but pay close attention to this though, because ... Anyway, if you go find, go find who is actually killing it inside your MLM. Now, let's be real here. If they're your upline, they are your competitors, does that make sense? Your downline is your competitors. Your click funnel, or your ... I almost said click funnels ... I did say click funnels. Your MLM HQ, that's your competition. Whoever it is who's actually selling that same product, they are your competition, and so while they might be helping you, while they might be saying, "Hey, when you succeed, I succeed," that kind of thing, like that's true, that's true, but they're still your competition. Someone inside that MLM that you are in right now, whether or not you're in one, is killing it. What are they doing? What's so different about what they're doing? Did they really just go talk to friends and family, or is there another method that they're using to actually recruit people, another method they're using to attract people to them, OK? Get real, real, really, really familiar and friendly with those people, figure out what exactly it is they're doing. Maybe the script is a little bit different than what the corporate teaches, maybe they offer something in addition when somebody joins their downline, maybe they figured out, maybe they gave a plan, maybe they gave some kind of guide. What is it that they are actually selling, what is it they're actually doing, because I doubt it's just whatever the run of the mill script is that your upline is teaching. I doubt that very much. Most of the time that's not what happens. Most of the time they're not out doing the friends and family hotel meetings, and home meetings, and stuff, and parties, and stuff like that. Usually that's not how it happens. Usually they're not the ones taking the selfies in the gym saying, "Oh, I've got my thing and I'm working from home today in my living room," like that's not ... That's typically not what the big guys are actually doing, so why would you do it? Stop modeling failure, do you know what I mean? I had to realize that for myself too. The first time I joined an MLM, it was about 3.5 years ago, 4 years ago, and I realized that I was modeling failure. I realized that I was modeling, but I was expecting success, I was expecting something different out of it, but I was literally modeling failure. I was going around and I was saying, "Hey, I'm going to do the exact same thing, I'm going to do it big, loud, and proud. I'm going to recruit everybody," I literally walked down Main Street and I started recruiting people, and one of the issues that that caused is that it ticked a lot of people off. There was no one I was really modeling that was uber successful. The people that I was modeling in it, they were not ... It was certainly not passive income like everyone toted around, you know what I mean? Anyway, what I'm telling you to do is number one, go find out what people in your MLM are actually doing to be successful, OK? What are they actually selling? Then number two, how are they selling it? Ask what do you sell and how are you selling it? If you can figure those two things out, and what's cool is that you that, I mean you know someone in your upline is killing it, so go model them, go figure out what it is. If you figure out what people are selling and how they're selling it, that's like step one, OK, that's step one. Step two, step two in my opinion is the more fun part. Step two is where you be creative. Now that you know what someone is selling and you know how they're actually selling it, what script are they using, where are they getting their traffic from, whether it's online or offline, or whatever it is, how are they getting eyeballs? Now that you know what they're selling and how they're selling it, the second thing for you is to be creative, OK, not first. What you do is, this is actually my favorite part of it, what I do is I actually use, it's called a stack slide, and it is a way to model and create new offers out of places that are super competitive. This is one of the easiest ways to create a new offer from something that is super competitive, really red ocean right where there's, there's just, I mean where it sucks to be in, where it's ... When you don't have an offer, when you're not using a stack slide, it is a race to the bottom, OK? It's whoever is willing to take the smallest margins. You're literally competing on price, that's it, because there's nothing different. When you have no offer, you have no other option but to compete on price, and that's what ends up happening inside super red oceans like that, and you've probably felt a little bit of that inside whatever MLM you're a part of. What I do is I look at my MLM, and I look at the one I'm a part of, and I look at all the pieces, and I look at all the places people are selling, and looking at the guys who are killing it, what are they selling, how are they selling it, and I start using what's called a stack slide. If you have no idea what I'm talking about, go get the book Expert Secrets. Go to www.ExpertSecrets.com. They're not paying me, there's no endorsement, it's not an affiliate link, but it's seven bucks, and that book's fantastic, and what it will do is it'll teach you how to create a new offer inside of your current MLM, OK? It'll create it inside MLM in general, OK? What's cool about it is that when you create the stack slide, so it goes kind of like this. I'm trying to figure out how to say this without it being too like techno babbly, do you know what I mean? Anyway, but these are the pieces that I go through with people. Maybe I won't go through this whole thing with you right here. But anyways, the whole thing has to do with false beliefs. When you start looking at the industry and you start looking at what people are actually selling, and buying, and what they're doing, there starts to be some false beliefs about what it is that you're selling, whether it's about the product, or the opportunity, whatever those reasons are ... I used to be a door-to-door salesman. I was a door-to-door salesman and I went around, and for two summers actually I was knocking doors. I was knocking doors, and what was funny about it is it was always the same. I was actually a telemarketer too, and I was good at these jobs, and one of the reasons why I was good at the job is because what I learned and what I realized was that honestly about two or three weeks in, I started realizing that I had heard every single objection that I probably was ever going to hear, OK, it was like the same five things. Like when I was selling pest control, it was like, and this is super, super, super like MLM just so you guys know. When I was going, I was knocking doors, and I'd say, "Hey, let's get you taken care of," or whatever, and one of the objections I would always hear is, "Oh, let me talk to my spouse." How many times do you hear that in MLM? "Oh, let me talk to that neighbor first you said you talked to. Oh, let me check you guys out. Oh, is the pest control safe? Oh, is it ..." Do you know what I mean? Whatever the immediate objections were, what I started doing is I could write all those things out, and I knew what each one of those objections were. I also knew what my counter was for each one of those. OK, if you don't know what the top like five, six, seven, eight, nine objections are to your MLM, both the product and the opportunity, my guess is that you've not tried to sell it enough if you don't know what those things are. What we do then is we look through each one of those objections and we try to figure out what the top three objections are. We try to ... What we're looking for is the top false beliefs. OK, in order for me to come up with that objection, what must I be believing in order to say what I just did? Do you know what I mean? When we come up with those false beliefs, that's what we craft the whole message around, that's what we craft the whole sales message, the whole stack, the whole offer, the new opportunity, the new niche, and what it does is it lets us create a new niche out of a super red ocean. If you've not done that kind of thing, and I know I'm kind of going deep through it. People spend three days with us, paying $15,000 a piece to come sit. We had 60 people in the last one, it was a lot of fun, but ... Anyway, if you've not figured out what those false beliefs actually are, and you're struggling to sell your MLM, I would bet that that's the reason why. With this whole what and how, what do you sell and how do you sell it, understand that if you're not changing anything at all, that you really are selling into a red ocean with a red, red ocean opportunity, with a red ocean product, I mean everything you do, and the only thing you can really do is compete on number one, hustle, which is great, but number two, price, which sucks, OK? You're going to become that guy, you're going to become that guy at family reunions, you're going to become that person that everybody runs from. Anyway, that's all I'm trying to say this whole episode is that when you start thinking through your MLM, you start thinking through what it is that you're doing. I would go get the book Expert Secrets, I think I've talked about that before in here, but if you go get that book, it'll teach you how to create a new opportunity out of any really red ocean, it doesn't matter which industry you're in, and just apply it to MLM and start thinking through what is it that I actually sell? How am I selling this thing? How are the top guys actually doing it? And I bet a lot of them are not out doing home meetings and hotel meetings, and the ones that are telling you to do that, they're probably just teaching their downline to do it because it's a great lead gen for them, do you know what I mean? That's not to down them, I mean the strategy works. That's not to say that it's bad. The strategy works. But if you really want to join those top people, you're not going to home party your meeting probably your way to riches. It's not to say you can't, but oh my gosh, that is such a long road. Do you know what I mean? Anyway, that's all I got to say about that. I hope that you understand that if you can start to take your MLM and turn it into what looks like a brand new opportunity, based on the things that you're adding with it, based on the false beliefs that you're overcoming, based on you figuring out how to sell it differently, you're going to be worlds above everybody else. What are people selling that are actually successful with it, is it just really the MLM or are they offering something else with it, and how are they doing it? Is there a script that's different, is there traffic that they're getting somewhere else? Are they online? Are they strictly offline? What is it they're really doing? I would go model them. Anyway, that's all I got to say. That's heavily what the event was about the last three days. The fourth day was so tiring. I slept 10 hours two nights in a row, it was ridiculous, oh man. It's a huge amount of energy output, a lot of fun. I'm super animated as an individual. Sometimes I like try to tone it back a little bit on this podcast so you guys aren't like, "Whoa, this guy's a weirdie." But anyway, it's a lot of fun. We helped them create their whole slide presentations for a new sales message, which is great, an hour and a half presentation we helped them create. I mean it was a lot of fun, the whole thing was great, and really, really love it. We got another one coming up in January, which is super exciting. Anyway, go figure that out, and if you've not taken a look at that, it's going to be an eye opening experience, OK? What I'm inviting you to do is to take off some of the blinders that your upline may have put on you that they probably didn't know they put on you. It's not their fault, it's no one's fault, it's just part of the industry. This is marketing 101 that I'm trying to teach you. It's not so much the three phrases that make anyone want to join your downline, like I don't believe that crap, like I don't think that's true at all. What I'm telling you is let's actually pump new value into the marketplace by creating additional offers, and new offers, and new products, and new things that are there that have never existed. That way you will literally be the only one selling what you are. Does that make sense? That is a new opportunity. I'm trying to help you create that, that's what you need to make. Anyway, I'm going to keep blabbering on, but I get really animated about this topic, so much so that I'll talk about it for three straight days to people. Anyway, I hope you guys are doing great. I just wanted to pass that lesson along, and I hope guys are crushing it, and go figure that out, I'm excited. If you do figure that out, I would love to actually know what you've done that has changed the way you sell your MLM, or the opportunity, whatever it is that you're in, very, very exciting. All right guys, talk to you later, bye. Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own downline five simple MLM recruiting tips for free? If so, go download your free MLM Master's Pack by subscribing to this podcast at www.SecretMLMHacksRadio.com

My name is Steve Larson and welcome to Secret MLM Hacks Radio. I'm a goofball at heart. I'm a kid at heart and I will always be that way. Hey, hope you guys are doing fantastic. Hope you're crushing the week. Hope everything is going great for you right now. Hey, so I just finished something and I think you'll be interested in. I have talked about it previously in a previous episode. I wanted to tell you that my version of it is done and it's exciting. It's so cool. I am not here to pitch anyone. That's not the purpose of this podcast. The purpose of this podcast is for me to show you what I've been doing so you can do it in your own; your own MLM. If you want to join, awesome. If you wanna stay in what you're doing, awesome. I don't care. I'm just bringing that because it's an elephant in the room sometimes when you're talking to other MLM-ers so I'm just bringing it up. I don't care whether or not you join. This is not a pitch fest. What this is, is it's me feeling a slight obligation to showing you what it is that I've been doing for the last little while, because it's working very well. So, that's what this whole thing is about. What I wanted to show you is how I get people to apply to join my down line. You should have little bombs dropping in your head right now. This is insane. In other coaching programs ... Like I have other coaching programs that I do, you know, that I charge money for to look at people's internet sales funnels. Right? The way that they sell stuff. I go through and I critique them with them. There's so many requests I have now to build them, that I actually don't. I just go for straight coaching and I teach people. It's been a lot of fun. I've had a lot of great success stories, helped a lot of businesses. It's been great. I'm also, what's called, a 'two comma club' coach. Two commas meaning million dollars. Meaning I coach people how to go from zero to seven figures. It's a lot of fun. This is a strategy that we use in many different scenarios, in many different industries. Okay? The strategy is that you, rather than go to somebody ... Yeah, okay. We'll go it this way. Rather than go to somebody and say, "Hey, will you buy my thing?" Instead, what we get people to do is we get people to turn and ask us to buy it from us by applying to buy it. Does that make sense? It's the craziest thing. It flips the entire sale on the head. It keeps you from begging people to ... Anyway. There are many people using this right now that are making many millions of dollars per year using it. It's crazy. It's amazing what it does for people. Here's how it works. Let's think about this with MLM. Let's say that you go and you are teaching people all about your MLM and it's awesome. You get down to that really awkward point where you start to transition into pitching. You know, it's the spot where everyone gets awkward in usually. You start pitching people to join your down line. What are you doing? You are asking people to do something they were not thinking about doing that day. Now that's fine. That works. That was my job at door to door sales. When you do that to someone like a friend or a family member, that's when crap gets awkward because they were not inviting you to pitch them. Does that make sense? That's why it gets weird. That's why it gets weird. It's a status protection play. They wanna make sure they're protecting their own status. And again, not in a bad way as in like, "Oh I'm so good," or whatever, but that's not it at all. They're just trying to make sure their own status is covered because they're like, "I don't know. Can you handle this? Have you been doing well? Am I your first person? Has other people joined? What's the comp plan like? How many people do I have to recruit to actually make a difference in my income?" You know what I mean? Those are all the fear questions that pop up inside someone's head when you start to pitch them. So what we do is I flip it. We turn it on its head and instead of you going to them and saying, "Hey ... Instead of you going to them and saying, "Hey join my thing," instead what we do is we flip it and we say, "Why should I let you join my thing?" What? It's crazy, but that's how it works. So we switch the whole thing and say, "Why should we let you into our world?" Basically it's hilarious that it works because you're saying, "Why should I let you pay me your money," but it works. It works very well. If someone has to apply for something ... You do the same thing if you go to college. Right? If you went to college, it's ... When I went to college I paid to apply to pay them tuition. Same concept. How do you get someone to do that, because that's kind of intense? So the way that we do it ... Now this is usually really cold traffic, like someone who has no idea who you are, usually that doesn't work very well for them. You gotta have things before they apply for you, you know apply to you, in order to kind of warm them up so that they answer the other questions, which is like, "Who are yeah?" You know. "Do I trust you? Do you seem shady?" You know what I mean? They wanna see who you are. So I use this funnel, the sales funnel, this application funnel. I use it online mostly to my hot and my warm traffic list. Now you guys all have hot and warm markets that's ... and you all have hot and warm traffic and you know usually in the form of family members and friends. I don't pitch family members and friends. You know most of them don't even know that I'm doing this. Only the people that have asked, right, know that I'm doing this stuff. Or people who've ... Family, immediate or extended, who've stumbled on my podcast will talk to me about that kind of stuff, but I don't tell any of them about it. None of them have any idea what I do. None of them. They don't know at all what I do, and I do that on purpose, because the first time I join and MLM they all knew, because I was that guy and I hated that. I was becoming that guy at family reunions and stuff. So what I do is I first go get results for somebody else. That's huge. That might mean that you go work for free. In fact, it probably will. If you've never gotten results for someone else before ever, you're gonna have some issues. Okay? Then what I do is I document those stories of those individual people and I litter those video testimonials all over the front page and I tell what's called my origin story. My origin story is all about me telling the story about how I got into the thing I'm doing. "Steve Larson, how did you get into this MLM thing?" Well and I've told you that before. There's a reason that was my episode number 1, 2, 3, 4, and 5. I went through five different stories that I went through to help you continue to break and rebuild your own belief patterns about MLM. Those stories were very crafted very on purpose; those first five episodes of this podcast. Those are the stories that I tell when I'm in my application funnel. Does that make sense? That's the very first thing. So first, there's the story of me. You know I'm telling people, "Hey look, you know here's how to get into this thing and why I'm so passionate about it." It has to be highly emotional. Not that you're trying to trick people or be sneaky or whatever it is, but have you ever been in a movie and you walked out and thought "That was a dumb movie." That's because there's no emotion. There's no conflict. It was all action. There's no ups and downs, pauses, and speed forwards. There's none of that stuff. There's an art to storytelling, so figure out how to tell your story. Why are you doing MLM? Ask yourself that. Why are you doing this? Do you wanna be doing it? Someone pull you into it? You trying to make passive income? What is it? After you figure out what the reason is, what's the real reason? Dive deeper. Does that make sense? So, that's the first ... it's a video of me telling that story. When they opt in, in order to apply on the second page what I do with them is I have them fill out an application form. It's an actual application. It's on the right side of the page. They're filling out the application. On the left side of the page I just have a huge string of very nice testimonials people have shot about working with me, and the program, and things like that. It's like 15 minutes of just constant videos, and testimonials, and other cool stories and things like that. It's awesome. Anyway, you guys will see it. It's really cool. On the right side though is an actual application. What I do is I ask questions like, "Look, I'm really looking for the top marketers. Not just MLM-ers. I'm looking for marketers. Are you a marketer? What's your plan to promote this if you get accepted?" Right? That's ridiculous. That's huge to even ask something like that. "What's your plan to be able to ... Are you gonna spend money on ads?" You know that's gonna affect your ability to get in at all. I just need to know. Who's actually gonna be spending the ads? Who's actually gonna be spending the money? "How many people have you recruited in the past? How many opportunities have you jumped around through in the past?" It goes through somewhat of a history and it's to do two things. It's kind of meant to rub a little bit of salt on the wound to help them realize what they have had to go through to get there. Sometimes those are painful memories and experiences. Then the other I'm trying to do is I'm trying to get them to tell me why I should accept them. I want fighters. I want competitors. I don't want the person who needs the opportunity. Oh they need this opportunity and this life. If they need the opportunity I already don't want them. It's not that I'm being mean, but the reason I don't want them is because they don't want it. Does that make sense? If they need the opportunity and want it, sure. Then I'll join them or you know I'll get them in and that's awesome. I am not in the business of begging and I am not in the business of hand holding so much so that I have to actually get someone to have passion. I hand hold all my people, but it's because they already want it and they've been pushing for it. I can see that they do things on their own and they're not looking to me solely. I give them the systems. I teach them how to use the systems and it's awesome. I get a great relationship with my people and it's so fun. I really, really enjoy it. I have a lot of projects in my life. I don't need a person as a project. Does that make sense? I want people to be part of my one project. Does that make sense? So anyways I have people apply and it's cool to see live ones coming in right now. Then on the third page, what I do is I say, "You know what? Your application is in the order that we're getting them and in MLM order does matter, because there could be a lot of people behind you who are applying right now. There's a lot of people ahead of you. So if you wanna skip the line, just go ahead and call us." Now I do not put scheduling software on there. That always kills conversions anytime we've ever done that in any market. We did this for a visa service. Like visas coming into America. It was really interesting. We've done it for a lot of stuff and they work. It's great. If you put a scheduling software on that third page, or in that third step, or anywhere in your process, whatever you're doing, it won't work very well. You need to give them the option to call you. Then what would we do is we would just put a sales person on the end who used what we called the four question close. They just call and it's very, very, very low pressure. That is one of the biggest keys to this whole thing. That's one of the easiest ways to find people who are serious, is that you can't have pressure. Okay? So that's how the structure looks of the entire thing. Number one, an origin story about how I got in there. Number two, lots of testimonials while they fill out the application. Number three, I invite them to call me so they can get out of the line and skip and actually get in. So how do I get someone to really do that though? What I do is I take my MLM and I make an offer out of it. How many MLM down lines could you go join right now? Tons. There's no difference between any of us, if you leave it that way. So one of my specialties and my actual job is offer creation. I go create offers. Well a product is not an offer. A service is not an offer, by itself. Does that make sense? It may not at first, let me just keep talking here. If you're just asking me to join your down line, that's not an offer. Offers makes you someone unique. Offers create scarcity and urgency. Okay? Offers get someone else excited about what it is you're doing, because they realize that you're the only one that's actually doing that? Does that make sense? So here's what I do is I take my MLM and then I see what other things I can stack on there to make the act of joining my MLM attractive and unique again. Okay? If you're in an industry at all ... Let's say you have normal 9 to 5 job still, or something like that. If you're in industry at all and other people are doing the exact same thing that your company is, how you gonna do? Competition is great, but if you're selling the same thing, I'm saying the same exact thing as your competitor, how you gonna do? It's gonna suck. Right? A lot of the market is going to be going back and forth. There's gonna be a lot of questions. There's gonna be no tribe building in your area, because someone is doing the exact same thing over there. So what I do is I make the act of joining my down line into an offer. I turn it into and offer and so I remind them that like, "Look if you join my down line, I'm gonna give you all of my automated recruiting systems. Okay? If you join my down line, I'm giving you all my story telling scripts that are not high pressure. Right? If you join my down line, I'll go and I'll give you more of my traffic secrets training." Does that make sense? How to actually get traffic, things like that. "If you join my down line, I'm gonna give you some ..." I haven't told anyone this yet, but there's a piece of software I'm trying to create to help people as well. "I'll teach you how to attract people to you, both you as a person and little mini products that you create in front of your MLM to pull people to you for free. By the way I'll teach you how to get them to pay you for paid prospecting. I'll teach you how to auto-close. I'll teach you how to down line management, the only strategy I know where everyone gets paid anytime anyone gets recruited. You don't have to play favorites anymore when you recruit people." Does that make sense? Those are the things that I do on the front page and I remind them like, "Look, if you apply to join and you actually get in, you're not just getting my down line. You're getting all these other things to help you be successful." The biggest question people have when they're gonna join a down line is, "Where am I gonna find people? Where are my leads gonna come from? I don't wanna talk to friends and family." And so what I've dedicated the last like several years to is answering that question. Solving that problem so that when people do join the down line, I have the answer. I launch the beta of it a year ago. It's actually over a year ago and it's freaking awesome and it worked so well. It's so awesome and it works. It's cool. Like oh my gosh. So I've been teaching others how to do it. I've got my own little beta group that's been going through it and it's been a lot of fun. So anyway, if you wanna check it out, you can. What I ask is that you don't put your email in unless you're actually applying to join my down line. Does that make sense? And that is where I'm telling you right now, that I am not here to pitch you and I am not here to ask you to come in. I'm not. Look, part of my strategy with this podcast, with this whole thing, is for me to remain somewhat third party. Okay? I'm not here ... This podcast is all about me showing you and telling you what I'm doing. This is not where I'm here to just pitch you like crazy. That's not what this is about. I'm not doing this. I'm not gonna do that at all. So if you go to JoinMyDownLine.com, which by the way I can't believe that was available. That's like the biggest over site in the whole industry. JoinMyDownLine.com is the example. It's the actual thing that I use to get people to join and actually apply to get in. Please don't go past the first page. Again I'm telling you so that you can go see what I'm doing. If you wanna see what my origin story is. If you opt in, there will be a little bit of a series that comes to you; a really cool course. That's kind of an extra course not many have seen. It's just for those who are applying that help people. It's called the MLM Primer. It comes to them for free for like five days and then there's a whole bunch of really cool stories with it. Anyway, the reason why I'm telling you is so that you can model the same thing in your own MLM. It's not so ... So I mean if you go through the entire application process, I will ... Number one, your application, your name will show up on the front page, which is awesome. You'll see the live feed updates every five minutes. It just shows your first name to prove to people that it's not dead. You know what I mean? This version of it is brand new launched and that feed thing is brand new launched, so there might not be ... there's not gonna be as many people ... I just got an email from a dude asking to bring in 200 people. Anyway, that kind of stuff happens all the time and so I'm just saying that live feed does not directly reflect the only source of people coming in. Anyway, if you want to see it, meaning how I'm doing it, go for it. I'm asking you not to go through the entire thing, you know, unless you're actually applying. I thought I'd bring all that out though, because I can't not do it. It's the elephant in the room with this thing, is that people have asked like, "You just do this podcast to recruit tons of people?" No, I'm actually trying to build a tribe and a movement. I wanna fix some of the crappy parts of MLM. I'm very passionate about it. It ticks me off that the strategies are still stuck in the 90's. How on Earth am I the only one using a sales funnel in the whole industry? How on Earth are no up lines teaching this kind of stuff to their down lines? You know what I mean? That's the kind of stuff that kind of makes me a little bit mad. It's like, "Holy smokes, while the companies have evolved, the strategies have not." That's like us going to war and using Civil War, stand in front of the other person in a straight line, tactics. That's dumb. So anyway, I'm very passionate about it as you can tell as I just ... That's what this whole thing is about. So if you want to see it, like I said, don't go through the whole thing unless you are literally applying to do so, but you can definitely go check out the front page. You can watch my real story of how I got into this whole thing. You can see cool testimonials of other people. You can see the live feed thing that I'm talking about. This big project, this version of it, took me a little while to finish it up, but that's partly what I've been doing the last few weeks here also. Anyway, you guys are awesome. Appreciate yeah. Figure out a way to flip the tides. If you're like, "There's no way someone will apply to join my down line," well the reason why is because you've gotten results for nobody yet. That make sense? So get results for someone. Go help someone. Work for free. Pump value into the market and then the market will tell you, "Oh yeah here's a cool testimonial," in the form of a person giving it to you. They'll give you a testimonial and you'll be worth so much more, because people will see that you're actually worth stuff. It's way, way worse for you to just walk out and go, "I'm the man. Trust me. I'm the man." You know what I mean? That's what that is. Instead, show people. Go get the actual results and work for people and help them get results. Put that video up there. If people don't wanna join your down line, it's because you haven't answered those questions yet. It's because you haven't proven that you're good. Anyway, that's all I've got for you guys. That was way longer than I anticipated it to be, but if you wanna check it out you can. It's JoinMyDownLine.com and that's how I'm pulling it off. Figure out how you wanna pull it off on your own. Again, I'm asking you not to apply there fully unless you're actually applying. You're all awesome and go crush it. Hope what you're doing in your MLM is awesome, super fun, that it's effective. You feel like it's worth your time; what it is you're actually doing. Yeah, go crush it guys. Talk to you later. Hey thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own down line five simple MLM recruiting tips for free? If so, go download you're free MLM Masters Pack by subscribing to this podcast at Secret MLMHacksRadio.com.

Steve Larsen: What's going on, everyone? This is Steve Larsen and you're listening to Secret MLM Hacks Radio. So here’s the big mystery, how do real MLMers like us who didn’t cheat and only bug family members and friends, who want to grow a profitable home business, how do we recruit A players into our downlines and create extra incomes, yet, still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio. First off, I want to apologize to everybody. It has been I think two weeks since I have published on here. The reason why is kind of funny actually. I'm tired. That's the biggest reason. Not of podcasting. I actually really missing doing this. There's a lot of stuff going on right now. I just finished my application funnel where people apply to join my downline. It's cool to see the applications already coming in. There's a live feed where you can watch the people who are trying to apply to come in. It just shows their first name that's all, but so everyone else can see it as well so they know it's not dead or anything like that. It's been kind of fun. The other thing that's been going on besides a lot of building, and a lot of things like that is that you know what? I'm actually just trying to take care of myself more. On my dad side, there's a huge history of high blood pressure and me dad's almost died a couple times just from having a hard time taking care of himself while sitting at a desk job. I'm like, "Dang it. I have a desk job." There's a little diabetes issues that go on. I was like, "You know, I don't want any of that." On my mom's side, like every guy has had prostate cancer, and I'm like, "Holy crap." Like I feel like I'm held under a gun and holding a ticking time bomb. Gosh. What I did is I went on YouTube, and I found the buffest dude that I could, and I hired him. He is now my health coach. It's kind of a funny conversation. It was like, "Hey, you're ripped. Why don't I hire you?" Anyway, I went and I hired him. He created a plan, and I have been lifting like a beast everyday. I'm about to go do it again. I'm exhausted. Today's legs day. I don't want to do legs day. I have been sleeping extra. That's been part of it. For the last year, I've only been sleeping sometimes just a few hours a night because we've been building all these thing and putting all these things in place, and it's been awesome, and it's been a lot of fun, but totally neglecting like just taking care of my own self. You know what I mean? As far as exercise, stuff like that. That's what's been going on is I realized that for me to get to the next level that I'm trying to get to because I mean as far as recruiting, check. Got that. It's been running for a year and a half. It's been automatically recruiting people. It's been great. I love it. Everyone who joins my downline, I give them the same system. That's awesome, and it's been a lot of fun. As far as like different areas, got it, but as far as like my routine, I'm realizing that I have got to change my routine if I want to get to the next level. Does that make sense? That's basically what I've been doing is recreating me. That's pretty much it. I'm trying to recreate who I am, the time that I spend, the things that I go and do. That's totally what's been going on. I got a question from somebody the other day. They said, "Hey, should I invest in Bitcoin?" Now I actually am into that a lot, and I said ... A lot of the stuff you guys might ask is like, "What does this have to do anything with MLMs or entrepreneurship?" It has a lot to do with it, but this person asked me the other day, "Should I invest in Bitcoin?" I do. I love it. It's fun. It's exciting. It's made a lot of money, but here's the thing, you have to have a lot of money to put in in order to really make a dent in your wallet, right? I think I put like six grand in, and it's doubled since then and that's awesome, and it's really cool, but what I did is if you go back, and you look at like okay, it doubled. That's great. That's awesome. I take that out, that means I've made six grand. That's awesome. It's been in there for what? Like four months. I mean okay. We made like what? An average of ... I'm not good at math on spotlight this year, but what? Made like let's say $1,500 in the month. Can you live on that? That's under really, really rare Bitcoin circumstances. You know what I mean? I told her, it was a girl, I told her, "No. I wouldn't. I wouldn't get distracted with that. I wouldn't get distracted." Because here's what ends up happening is ... It's kind of a rage right now, right? I'm not saying to not go do it or if you want to put something in or go do another investment. The point is just to not have a distraction in general. If you go, and you have just one thing you're trying to go conquer, like this for me right now, that's it. I want to go, and I want to change the MLM industry. I'm very passionate about it. No one's asked me to do it. I mean I've been doing it and I see all these people doing it in a weird way, and I wanted to help, right? That's the problem that I'm trying to solve. Literally this morning, just this morning, as I woke up, rolled over, I saw an email from someone begging to give me a paid position in some other thing. It happened again yesterday. They're mad at me that I said no. Here's the thing guys, if you put more than one thing in your life, you're not going to do all of them very well. I say no to so many things. That has become so much more of the secret of how I've been successful than anything else. I've learned how to say no. What was funny is I didn't think that would be something that I'd had to learn for a long time. The moment I got out of college, for whatever reason there was this massive influx of deals that started coming to me. I was like that's very fascinating. I got excited and I'm not going to lie. I got really the wrong kind of ambitious. You know what I mean? I was like I'm going to do it all. I'm going to take it all on. You know what's funny? I didn't get any of it done. After like six months of work, not one thing actually got finished because there were so many things and so many new things coming at such a regular basis that none of it actually got done. When I actually got really serious though and I started saying no to things very quickly, very quickly, I was very fast to say no. It's kind of like when people say like, "Hire slow and fire fast." I kind of do it the other way around where it's like, "Look, I'm going to just say no really, really fast and say yes really slow." That's been great and it's been my guiding principle for a while now. What's been neat is my focus has gone through the roof. It'd be the same thing. How does this apply to your MLM? Well, a lot of ways. When we talk about health and routines and whatever it is that you're doing, but if you can build your routine about whatever one thing it is that you're trying to accomplish, holy crap, welcome success because you can't not be. When your brain, and disclaimer, disclaimer, disclaimer, when your brain is solely focused though on just one problem, one thing you're trying to get fixed, it's awesome. You'll fix things. You'll figure things out. It could take some time. You might need other people's help, whatever it is, but you are much more likely to figure it out than for you to go try and figure out like six problems at once. You know what I mean? I was trying to tell this lady that like, "Look, with Bitcoin it's exciting. Yes. If you have a lot of money sitting on the side and kind of in a reserve, sure. Sure. Awesome. I'm not telling you to. I'm not telling you not to." I was like, "You know at that same time though ..." You guys know if you've ever listened to any of these episodes at all, I believe in a concept called paid prospecting, which is where I get paid regardless if someone joins my downline or my MLM or buys anyone of my products. That's amazing. Last year it made 50 grand on its own. $50,000. That's incredible with no ad spend. Okay? I know I hit the nail on the head last year on that one. That was really, really cool. Now that meant I was making at least $100 a day. You know what I mean? It was pulling at least a grand a weekend. Okay. Let's see Bitcoin do that. You know what I mean? That's what I was trying to show to her. I was like, "Look, if you go make one of these paid prospecting things, it not only will get you paid, but it can blow out of the water any part-time job, any other thing you might be picking up, whatever it is." That's what Secret MLM Hacks is. That's what I've been putting together is teaching people how to do that. Anyway, I wouldn't have more than one thing in your life. I wouldn't go and say, "Hey, I'm going to do this. I'm going to do that." Just choose one thing. There's another podcast show that I have. I interviewed this lady on it towards the beginning of the show's existence and I still don't totally know what she does and I don't think she does either. Because she's so allusive on like "hey, shiny objects, shiny objects, rabbit, rabbit, rabbit," she doesn't get any of them done very well. It's the same thing when you see someone switching opportunities like a beast. Like I'm in this now. I'm in this now. I was doing door-to-door sales for two summers because I want to learn how to sell in hardest environments. That's the reason I did it, which sucked, but it was great though. I learned a lot and I learned a lot about selling and persuasion and things like that. It was fun. There was this other couple that was there besides my wife and I. Oh, I remember. I shouldn't say it though. Anyway, whatever. They had Shakeology I think it was. Then like three months later they were in ... Crap. I can't remember what it was. Anyway, that was like four, five years ago. I think they've switched probably five or six times. I mean they're in so many different MLMs right now. It's ridiculous. That's part of the issue is that people blame the vehicle. Now the vehicle might be wrong. You may need to get out of the vehicle, but most the time it's the person driving it. They don't give it enough time to even work. They don't give it enough time to get things. I'm not going to lie. I don't want to go do this workout right now. Man, I turned down this deal to build an internet sales funnel for somebody for $50,000. Why? Because I'm focusing on my one thing, which is you guys. Does that make sense? There's some pain behind it, but oh my gosh, there is so much more success in just having one thing that you're focusing on, one project, that's it, that's all you're allowed to focus on. Don't focus on anything else to make a million bucks. You understand? When you do that, it's amazing the resources that will come into your life. It'll amaze you how far you'll be able to take that problem that no one else would be able to because it's very hard for the whole human race to focus on one thing at a time. Does that make sense? Each individual person has struggles with this. If you can master it and learn to say no, learn to say no like crazy, I mean you're going to take it in places that you did not imagine. Anyway, that's all I got for you guys. I'm sorry that it's been a little while. Just my own capacity has been a little bit capped lately. Anyway, I'm excited to keep going on this though. I'm excited. If you do want to check it out, I just finished ... You know what? I'll do a whole episode about it. It's really, really exciting and I can't believe it's working. Anyways, I have been very hard at work getting all these things together, doing tons. I have a beta group right now. About 20 people who've been going through everything before all of you to make sure there's no kinks in it. Make sure everything's worked out. It's been great. They're going nuts over it. Anyways, the launch itself for this whole thing will probably be in another few weeks. I keep saying that, but there's a few things I got to finish. I'll do a whole episode telling you guys where I really am on everything. Anyways, appreciate you guys listening. Hope you guys go just focus on one thing. If you got like, "I'm in MLM and I'm focusing on this business over here and I got this over here," in our minds we convince ourselves that that's awesome and we should be worth much or I'm sorry, that we should be worth more because I've got this going and I've got this going. This person over here said, "This is about what I'm doing, but they over here said this." It's like we get into these games where we want to ... It's about status. Not in an evil way. Not in a bad way, but it's about status where we feel like the more projects we're a part of, the more status we have as a person. We feel more important and that's okay. It's not a crazy thing to think that or want to feel that. That kind of status protection does not equal income. Okay? That's not where it comes from. Just kill every other project you're doing and just choose one. If that means you get out of MLM, great. Whatever it is that you feel like you need to be focusing on and doing only, those are the things to do. Don't worry about anything else. Kill everything else. Get rid of it. It doesn't matter. You'll never get ... What's that? It's actually in the book "The One Thing." It's a great book. It's a Russian proverb. I'm not going to be able to say it correctly, but it basically says, "Look, if there's two rabbits, you can't catch both by chasing both." Does that make sense? You can't catch both by chasing both. You got to chase just one. It's the exact same thing with this whole thing. You're not going to catch multiple opportunities, guys. You're going to catch one. You're going to master it. If you are going to expand, you're going to hire other people to help you do the job you were doing and then you're going to go get the next thing. That's how this happens. It doesn't happen the other way around. Anyway, just remember what this whole thing like ... That the obstacle is the way. You know what I mean? Whatever the obstacle is, it's in front of your head. That's exactly what you should be focusing on and pushing through. Wherever the grit is, the thing you're looking least forward to doing is probably the thing you should be doing. Does that make sense? If there's one where it's like, "Oh, I love to do this and it's this looming thing," what ends up happening is we start to distract ourselves from what we should be doing by taking on a new opportunity whether that's an MLM or another business or something. Does that make sense? Start looking at your activities. Start to figure out am I distracting myself right now? Am I trying to keep myself away from what I know I should be doing by fooling myself into thinking that I'm being productive because I'm working on something else? That's like the easiest progress lie ever. Okay? Start thinking about yourself instead. What do I want? What do I want? What's the thing that I'm going to go for? Is it do I want to build a huge downline? Awesome. I've got a cool system for you. Do you want to build something else? Cool. Whatever it is, choose. Get real passionate about it. If you're not already, maybe that's not the right thing. Does that make sense? Then when you get that thing, say no to everything else. Don't be fooled about progress. Don't confuse progress with achievement. You know what I mean? I've said that several times on this thing, but anyway, that's the whole point of this. Should you do Bitcoin? If you want to be a pro Bitcoiner, sure, or if you got crap tons of money sitting on the side and you want to do something with it and just kind of sit and hold and invest with it, sure. As like an income, no. Are you serious? No. No. No. No. No. Think about this, when there's a huge swing in the Bitcoin market or stock market or whatever it is, any investing, that means they've made like 10% that day. Well, you better have a lot of money in there to make a difference with 10% and they're excited on that day? You know what I mean? Anyway, that's the whole point of it. That's all I'm trying to say. Focus on your one thing. Don't get distracted. Figure out what that is. Anyway, I got to go do this work leg workout, which I'm not looking forward to. This guy's a bully, man. All right, guys. You're all awesome and I'll talk to you later. Bye. Hey, thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to secretmlmhacksradio.com to submit your question and download your free MLM Masters Pack.

What's going on everyone? Last Christmas I went to a Phoenix Suns game down in Arizona. That's where my parents live, and I went with my brothers, and it was awesome. In the stands, we were there in the stands, and the game was cool. It was awesome. We're in this big arena downtown. There's lots of life, it was at night obviously, and the city's alive. It was super fun, right? Very vibrant. A lot of life. That's what it felt like, and you walked in and it was an indoor arena, a basketball court in the center obviously, and it was a lot fun, but I remember sitting down, and I was looking at all the different logos of all the businesses, all the people who had paid to put their name and their logo inside the stadium, right? Lots of money inside of it. Lots of money on those ads. Lots of money, and there are two kinds of these ads though. I remember sitting down and I was looking, and was noticing that there was a difference. There was really two kinds. There was one kind, and this difference is one of the major reasons why I know my upline didn't know how to teach me to be successful when I was doing MLM for the first time, this one difference. I was looking around, and I was reading all the signs. I'm really fascinated with ads. I'm the kind of guy who would watch an infomercial for fun. I get it. I obsess over it, and I know it's one of the reasons why I've been able to be good at it. I encourage you to obsess over your craft also. But anyway, so I was sitting down and we were in the basketball game, and it was a lot of fun. Very close as I remember it. It was a great game, and like I said, there's two different kinds of businesses that had bought ad space. The first kind was they just had literally their logo and their name, and that was it. That was it. The second kind had a logo, a name, and a call to action. There was an offer on there, meaning it would be like, "Until Tuesday, get two extra tacos for just a dollar each," or something like that. I was like, "Huh, that's interesting." One kind of business type in this arena just wants their name out there, and they're literally throwing money away in my mind. The second part though, they had an actual offer on the ad with a call to action. They were trying to recoup money from the ad space they had purchased. Interesting. Hmm. Let's think about the difference between those two real quick, because the difference between those two is why I can do paid prospecting, meaning I get paid even when someone doesn't join my downline. Last year I made about fifty grand that let us go, we went on a cruise, my wife and I, we went for our anniversary, I set up a bunch of cool stuff in my home office, we got a gym, lots of stuff that it did regardless of somebody joining the downline or buying a product or whatever it was. Those are the kinds of systems that I give my downline, these paid prospecting systems, and because of this one principle, I'm allowed to do that. Any time you place an ad, any time you go and you put your name out there, this is the reason why I don't have a business card. Any time I go put my business card out there and I say, "Hey, here's my business card," it's nothing. There's no call to action, there's no offer. There's literally no reason. I literally just gave it to them so they could put it in the trash for me. That's it. I know I did that episode a little while ago about business cards, but this one principle, you've got to understand that there's a huge difference between promoting and advertising. An ad versus a promotion, and most people in MLM, like 99% of them are stuck promoting their MLM. One will get you a lot of money. One will get you almost no money, but you'll spend a lot. Does that make sense? If I am just running promotions, if I'm just promoting my MLM, it means I don't care who I'm targeting, I don't care who sees my ad, I don't care that I had to spend money to get it up there, I don't care to make back the money I spent to put the promotion up there. Does that make sense? When you're promoting, in my mind, it is the absolute least effective kind of marketing that's out there. Big corporations are known for this, right? Massive, massive with huge, deep, unlimited pockets, and they'll go buy an ad on the Super Bowl and spend millions and millions of dollars just to get their name to flash on the screen a single 15 second spot, right? Or even they'll just put their name inside the actual arena itself. That's it. Coca-Cola and their name's spinning around the inside of the stadium. That's it. They can afford to do that. They've got a massive, massive, massive bottomless pit of cash they can just toss at stuff, right? They're in an awareness branding stage where they don't care about anything else except sustainability, people seeing the name over and over, that's it. They don't care about recouping the ad cost. I care about that. My ability to go and create some piece of marketing where I can recoup ad costs, now we're getting into sales funnels. Oh, baby! That's my actual job if you guys don't know. I build sales funnels for a living, and the reason that they work is because they are based 100% on recouping ad costs. How does that sound as a business owner? Sound freaking amazing. What I did, and what I do, is I place cool pieces of training, these cool tools, things I'll ship to you, stuff like that, for very cheap. Even I'll give them away for free even if someone just pays for the shipping. I do that kind of stuff all the time. After they buy that first thing, I'm like, you know what, if you like that, you also might like this. There's a little upsale that says, "Hey, I think you might like this." A good percentage takes that next one. Well, now I'm already making money, right? My average cart value is now above what I paid to get that ad out there. That's a way better form of marketing, and most people, they get out there, and all they do is they just start promoting their stuff. They don't care where their ads are at. If you're spending money for an ad, would you not care who's actually seeing it? Think about this with your MLM. Think about this with who you're promoting to. Think about this with the people that you have been even walking to and talking to. Are they even in the market to hear about your MLM? I'm not saying you shouldn't talk to them about them, but I am never, ever, ever going to buy a pink Volkswagen. I'm not going to. I'm not in the market for it. I will never buy it. I do not have a preset disposition to buy that, right? A lot of times, guys, if you want to get better with your MLM, if you want to actually get people recruiting and get people, you've got to solve a problem for them. "Hey, I'm going to teach you guys how to do X, Y, and Z, or I'm going to give this away to you for free," or whatever it is, and you're paying to place that ad in front of somebody, if you've some kind of loss leader out there, if you've got some kind of product out there, some kind of ad out there, figure out some way to recoup on that ad cost, and now you're getting customers for free. Does that make sense? If I can just get that first interaction to break even in my pocket, in my wallet, boom! You're getting customers for free. You literally have created and redirected a traffic stream towards your direction. How cool is that? That's why I can do what I do. That's why this works. That's why I'm so passionate about fixing this for so many people. What I did is a systematized it. I put the whole thing into a system, and that's what Secret MLM Hacks is. That's what the product is. It teaches you how to do that. That's step one of five. Now, there's four others, which are mind blowing and automate everything. It's true duplication. It's awesome, but that's why. People ask, like, "Stephen!" The other day I got an email from someone, and this has happened many times. I've been approached by five MLM owners about my system. I've been approached by tons of people who are like, "Hey, I've got this huge team. I'd love to come join you also, and I'll bring hundreds and hundreds with me and put them under you." That happens frequently. Why? Because I solved a legitimate issue in the MLM space. I'm not trying to pat my own back or toot my own horn here. I'm just trying to tell you, if you really want to get massive with this, you can do it. Figure out what your biggest pain point is, solve it, and turn it into a system that you can give away for free when people join your downline. What? Boosh! Value bomb! Does that make sense? I hope that that's clicking. That's all real marketers do. Real marketers. Real marketers, and you're in multi-level marketing, so you're a real marketer. You're listening to Secret MLM Hacks Radio. You're a real marketer. Real marketers try to spend as much money as they possibly can in order to acquire a customer, and then they figure out how to break even with that ad cost. They figure out how to make that money back. My friends, that's the kind of stuff the uplines don't teach. That's why I am. Does that make sense? I had to go to a different industry. I had to get an expertise in a different area and come back to the MLM space to help teach that. That's why I'm doing this. So anyways, I've got books all over the place. I love books. I don't read them as much as I want to right now, I'm in kind of a different execution phase as I go, but anyway, I buy almost every MLM book that I see, and it's because I want to see what they're doing. If someone takes the time to write a book, they have to have some good ideas, unless it's like a pamphlet. I go though and I start reading through it and I figure, "Hey, that's cool. Oh, that's bad. Oh, that's cool. Oh, that's bad." You know what I mean? Anyways, I'm not going to tell you the name of this book because I got some positive feedback and some negative as well, but this book goes through tons of low cost tactics for growing your network and advancing to the top of your pay plan. It's cool. There's some great stuff in here, there's just a lot of stuff that I also totally disagree with. So let's think back to my experience watching that basketball game, right? There are certain pieces in here that are just straight promotional when I was in that basketball game, there's certain pieces that were floating around and companies paid all this money. They're just trying to promote their name, get their name out there, but then there's other pieces where I can tell it's an actual ad. I can tell that they are actual marketers. I can tell that they are trying to recoup an ad cost, and there's an offer attached to the ad. Does that make sense? In here, here's a list of things that you're not supposed to leave home without. As an MLMer, this is what these authors say you should never leave home without. Number one: soundbites. That could be a cool idea. I'd put them on flash drives, you know? That way you can hand it out, but I'd tell people that you don't have that many on you and you want to get it back from them so they've got to call you back or something like that. Don't leave home without testimonials. I actually agree with that one also. That's awesome. Testimonial from someone else is worth way more than you own words. The next thing it says is business cards. I actually really disagree with that one. I don't have a business card, I don't plan on making a business card. The only time I ever made a business card is when I had a promotion thing on it, and it was for a specific event that I was attending, and I could measure the effectiveness. It's kind of interesting. Anyway, brochures. Brochures in my mind are like websites. I think websites are garbage, and it's like hitting a flat wall. Internet sales funnels, though on the other hand, that's where the money is. Oh my gosh. A website though, like a brochure, brochures, that's a great way to just print a whole bunch of stuff and waste a lot of money printing stuff. I hate brochures. How many times, like okay, let's say you spend tons of time going out there and actually hiring some awesome sales guy, but then all he does is he stands in front of the store and just hands out brochures. How many sales do you actually get from a brochure? I don't know. I've never had it happen. Same thing with the next one on here, which is catalogs. Now, I get that that if you're selling the products and stuff like that, but I don't know. Article reprints, maybe, but it's got to be a give and a take thing. You can't just hand them out like candy, meaning somehow you've got to get that prospect to invest in a relationship too. That's why I ask people for their email or their phone number or something, that way I know that they have invested in the relationship back. They've also given. I can't just give for free free. You've got to sell stuff that's free also. Tip sheets, I don't even know what that is. Research studies, maybe, but I feel like when you pull out a research study, you're farther along in the sales process. I don't really lead with a research study. I don't know. I don't know what my opinion is on that one, but that sounds a little more promotional. These are all promotional things almost. Now, CDs and DVDs, I agree with that as long as you're not giving it away for free. CDs and DVDs, somehow they've got to pay for it. That's why I do free plus shipping models all the time. It's free, but they pay for shipping, so if someone isn't willing to pay just a few dollars in order to get something that could benefit themselves and their business and their life, I don't want them to even be a lead. Does that make sense? Okay. I'm sifting. It's literally filters all over the place. Okay, next one. Next one on here it said is bookmarks. That sounds like a supreme waste of money. Toll free number, don't need that. Google Voice is totally fine. Next one on here is voicemail. That kind of comes with it. I don't know why that's considered to be a promotional item. Next one on here, recorded info my phone. I mean, if it's a free training or something like that. Bumper stickers and buttons. That's a supreme waste of money. I would not do that at all. How the heck would you recoup ad costs from that? I mean, I guess. I just hate that. I come from the direct response marketing world where we measure the direct response on the actual consumer the performance of the ad, so if the ad sucked and the customer didn't do anything with it, we're not going to keep spending money on it, but that's exactly what this book's telling you to do. Product samples. Yeah, but again, I would somehow figure out a way to make these guys, somehow you've got to get that customer to have skin in the game, so either make the offer better or make it super cheap on their first one, or collect some information from them that's usually more hard to get, or set up an appointment to come back. You know what I mean? Something. All I'm trying to say is, let me wrap this up here and I'm going a little bit while here and I'm getting a little more in the weeds. Sorry about that with this episode here, but the whole point is you've got to ask yourself in your MLM business, are you promoting your MLM, or are you advertising your MLM? You're a true marketer. You should want to spend as much money as possible. Please, for the love, become marketers, real marketers, and learn how to use ads. Now, it might help you to know that I don't know how to use Facebook ads. I know how to use other ads, so I hire someone out. I just go find someone. There's people all over the place that will do that for you. It's great. It's awesome. I didn't have to learn it. I used a team. I outsourced. Does that make sense? It's the same thing for your guys. Think through what are the things, and I'm not telling you to bag on or nitpick on your upline or anything like that, but just think through effectively, I mean really honestly. What are the things your upline has told you to go do that is straight promotion based? Waste of your freaking money, money you should be spending on ads that you can track and see the effectiveness with rather than hand out a brochure. You're never going to see them or that brochure again. You know what I mean? Has it happened where someone actually gets recruited from it? I'm sure, but the effectiveness and efficiency of it is so, so, so small, you have to hand out billions of those things. That's just, I get sick thinking about it. I hate marketing like that. That is so awful. Find out what things you're doing where you actually can't measure a direct impact on. Does that make sense? If I'm going out and I knew when I was doing door to door sales, if I knocked on a hundred doors a day, I was going to get at least two or three sales. That was good. For what I was selling door to door, that was actually pretty good. I just tried to do that, and that's how I measured it. My marketing was my actual walking door to door. Does that make sense? Figure out what it is that you're doing, and try and figure out are there tasks that you're doing, are there tasks that your upline is having you do where you're just kind of being busy rather than actually pitching people? That's what's so cool about ads. Ads let you pitch people. You spend a little money to get it in front of them. That's fine. Figure out how to recoup the ad cost. As soon as you do that, man, you just got yourself an unlimited source of leads. That's the kind of stuff that I never had any MLMer ever mention ever that I'm excited to keep teaching you guys inside my new product that'll be coming out soon. Yes, that's a shameless plug. I hope you guys all get it. I'll be offended if you don't, because it is freaking amazing, and there's nothing like it in the MLM space. I literally had to create it. It's been four years in the making to put this thing together. Got some awesome guests coming in and teaching stuff, got some awesome. Anyway, you guys will enjoy it. Hey, if you want, hint hint, nudge nudge, look at what I'm about to do right here. Watch the magician's hands. Watch the man behind the curtain. Listen to me right now. If you want me to teach your downline more about systems they can use to recruit the right people, attract the right people, create automation in the recruiting process or in the lead gen process, if you want anything like that or you want me to be teaching you that, there are five free videos you can go get at SecretMLMHacksRadio.com. When you opt in, there will be five days. They'll come five days, one in each. I'm sorry. I'm saying this super messed up. There will be one video that comes each day for five days, and it's going to walk you through. Each video's 15-20 minutes long, and it's going to walk your downline through ways they can set up your MLM in a way to make it unique and sexy and attractive again in a world where MLM is no longer that. I'm very excited to show you how to do that. It's free. I recommend you watch it with your downline, send it to your downline, and guys, I hope you enjoy it. Guys, I'll talk to you later, and we'll see you next episode. Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own downline five simple MLM recruiting tips for free? If so, go download your free MLM masters' pack by subscribing to this podcast at SecretMLMHacksRadio.com.

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

What's going on everyone? This is Steve Larsen and you're listening to Secret MLM Hacks Radio. So here's the real mystery. How do real MLMers like us, who didn't cheat and only bug family members and friends, who wanna grow a profitable home business ... How do we recruit 'A' players into our down lines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio. Hey. What's going on guys? Hope the week has gone fantastic for you. I love reading. I actually really, really love reading. What's funny is I hardly ever get to, ever. But I love books. There's something about a book. And today I wanna talk about one of the most influential books, most influential for my career I should say, that I've ever read. I've read a lot of books. I just dropped another $3,000 on books. I built another book shelf in here. I love books. They're ... you think about some authority figure trying to convey an entire career's worth of experience, and condense it down into a couple hundred pages. Oh my gosh! Why would you not wanna read it. You know what I mean? I'm not actually that fast of a reader. I get too analytical about it, and it takes me like two months to read one book, you know, because I read a paragraph, and I think about it, and I take notes, and I think about it again, and then I write more notes, and then I read the paragraph again. And then, I can go on to the next one. It takes me forever. I get way too analytical, but I really enjoy it though. And I hope that you're taking the time to study. Honestly, I believe that one of the main reasons why people stop being relevant is because they stop learning. They don't know where their own place in their own ecosystem, because they're not seeing the works of the other people inside their own industry. So, if you're not reading, especially in MLM, my gosh! Go get a whole bunch of ... just look at MLM best sellers on Amazon. Start buying 'em, and read 'em, and drink deeply. So anyways, one of the books I really, really enjoy is a ... both for the title, and for the actual content, is a book called "Ready, Fire, Aim" and I guarantee there's a lot of guys who have listened to ... who are listening to now who have probably read this book. And I ... it's awesome. It's fascinating. It's fantastic. There are parts of it that are a little bit more nitty gritty, and there's other parts of it that are like, okay, that makes sense, you know, here and there. There was a guy that I was working with at one time, and I actually think I shared some of the story in a previous episode, but I think it's worth to go back over a little bit. But he and I were actually in college, we were starting ... he was getting his wife a new diamond ring, and he's the man, honestly ... good friends, still good friends. This story taught both of us a lot. And basically, he wanted to get his wife a new diamond ring. And he found a place where you could custom build your diamond ring. And he'd send in all these pictures for the diamond ring, and he'd send it on over. And basically, what ended up happening is they would take the three or four pictures that you'd send in of rings that you like, and they'd send you back this blue wax replica, this blue ring, because it was made of max. And they wanted to make sure you liked it before they actually created the band, created the diamond ring band. And then you would go and you'd choose your cut, and your color, and your clarity. And you would go ... and the shape of the diamond, and it was really quite the fascinating process. Well anyways, he went through this whole thing, and he got the ring back. And he decided that he would take it and actually get it appraised at a retail place. So he went and he got the ring appraised at Jensens. I think that's what it was, Jensens rings. And they appraised it at like $1,200, and he was like holy crap. He bought it straight from the supplier, so it was a lot cheaper. He cut out the middle man. And by doing that, he only paid like $300 for this ring that was retailing for $1200. We're like, "What!" That's insane. Oh my gosh. We were these college kids. And he's like, "Dude, we should sell these. Why don't we do this?" And it was like, "Cool man. Let's do it." And so we started putting all these pieces together, started all these ... and we did everything we could, and started getting these things together. And it was interesting because it was a lot of work back and forth with these guys to get one ring made. So we sat down and he started coming up with these different plans, like what our future store would look like. And he started coming up with these different plans of our little slogan, what our logo looked like, what our colors were ... all this crap in business that actually doesn't turn dollars. And I got frustrated with him. We're buddies, hope he's cool with me sharing that. And I got frustrated with him. And I was like, "None of this stuff matters man. This is not what turns a dollar. We're getting confused with the activities of business rather than business itself. Right? Actual sales." So he ... anyway, we went through and we got our first sale, and we're so excited. And I got back to his apartment after classes, and he's like, "Hey dude. It went super well." And I was like, "Yeah. Tell me about it." And he goes, "Dude. So it was $300 right to the manufacturer themselves, and it was another $1,200 ring appraisal value." He's like, "Dude. I sold it for $325." And I was like, "What?!" I was ticked. I was like, "$325 ... we made $25?" And he's like, "Well yeah man. I was trying to give him a good deal." I was like, "Give us a good deal. You could still give ... you could charge $1,000 and still have a good deal in there." And ... anyway, it ended up being this big thing and we didn't end up keep going ... you know, continue going with it, which we probably should have, probably would have made some actual real change with that if we kept going with it. But, there was this fascinating phenomenon that started happening. As we were in the middle of planning this thing, we were tying to figure out our business while we're trying to figure out how we actually made money. I don't really look at the comp plan that much. There's much smarter people than I am who actually look through that stuff, and tell me the best ways to play it, and stuff like that. But you should know your comp plan. How do you actually get paid? What is it that you actually paid on? Do that thing. Get really good at just that thing. But there's this phenomenon that started as I was ... as we started planning this. And what started happening was I felt the need to start making everything I was doing a secret. I was like, "Crap. No one can hear about this thing because everybody's gonna steal it." And it's like this big thing. Everyone thinks that. They're all gonna steal my idea. They're all gonna steal my idea. And I had this professor, at the time, actually it might have been ... if it wasn't that exact semester in college, it was a different one. But I had this professor who talked to me about this exact thing. And he goes, "You know what's funny Steven is that most the time you actually benefit like crazy by sharing your ideas." I was like, "What?! People are gonna steal 'em. Are you kidding me? And that's what I told him. I'm sure that's what you're thinking too. I was like, "People are gonna steal 'em. No. Mister Professor. Why the heck would I tell everyone my ideas. People are gonna take 'em. They're gonna steal 'em. They're gonna go off and sell 'em. They're gonna be the ones that profit from 'em. I'm gonna be the one who gets screwed, and lives in a ditch." You know what I mean? And that's how most people treat, sometimes, their ideas ... in fact, a lot of times, their business ideas, the things they wanna go do, maybe something fresh angle you have on your MLM, maybe it's some fresh thing ... you know what's funny is I have gained more, and revenue has gone up by sharing my idea rather than trying to protect it. And it's exactly what this book "Ready, Fire, Aim" talks about in one of the ... it's like a third the way through. I just wanted to read the quote real quick here because I think it applies exactly to MLM. You guys are going, and you're trying to ... you know, you're recruiting, you're working hard. You know, how can you actually get more interaction from people? How can you actually get ... the way you do it is by sharing the idea. How do you prove that the idea ... you know, it's so funny, a lot of the way the corporate world runs when you actually start a business, and you get something out there, is, "Hey, let's go get a whole bunch of VC funding, and we'll build this entire business structure before we've ever even made a sale. And then when we've got the structure, then we'll start selling." It's like, no, that's totally backwards. That's totally ... that's crap. That's backwards. I don't believe that with a single ounce of my soul. First, start selling. First, start proving the concept. If you've never actually sold your product, it's time to go do it. Sell your stuff. Figure out how to sell it. Figure out how your up line's selling it. Figure out ... and model them. Anyway, so I'm gonna read this here. Specifically so ... the book's written by Michael Masterson and here Michael Masterson's talking about how, when it comes to your company ... so here, he's not talking about MLM, but you can apply it to MLM. He's talking about with your company, and your employees, or your down line, or whoever it is like the people who are on your team. Don't hide your secrets from them. Don't hide your ideas from them. Don't hide your ... Don't hide whatever your secret agendas are. Don't have secret agendas. Anyway, that's what he says right here. So he says, here it is, this is on page 116, and I actually took a pen, and drew a big box around it, and ... anyway. He says, "Resist the temptation to create a culture of cliques and politics in your company, by sharing all your knowledge with everybody. Don't hoard your secrets. They will become stronger and more useful to you after you share them." Ooh. Powerful. Powerful. Are there any secrets? What are the things you .... here, let me read it one more time."Resist the temptation to create a culture of cliques and politics in your company, by sharing all of your knowledge with everybody. Don't hoard your secrets. They will become stronger and more useful to you after you share them." And ... anyway, it's such a powerful, powerful concept. Most the time, like I say ... and people go and they're like, "Hey. I wanna be able to go and I wanna have the upper hand here, so I'm gonna withhold information from other people." It's like no, no, your idea is gonna get stronger. Number one, as you say it, you'll hear what you're saying and realize, "Oh, that's a stupid idea. Oh, that's a great idea. Oh expound here." As words are leaving your mouth, you will be improving the idea itself. Second, as your words hit the ears of the other person, they will think "Wow, that's interesting. That's really cool." And they'll give you information whether or not they're trying to by their reaction. How was their reaction? Was it a good reaction? Cool. Oh that's validating. How is that validating? What else would you do with that idea? I mean, is that cool to you? Tell me about that. Or maybe they'll give you a bad reaction. I don't know, that sounds stupid. Oh Okay. No. Thanks for telling me. What about that sounds stupid to you? What about that idea was not good? Right? And when you approach it that way because what ends up happening is everybody treats their businesses and their ideas and their little things, like babies. They're like, "This is my little baby. Don't touch it. Don't insult my little child." It's not even full grown yet. In fact, it's not even a child yet. I haven't even tested it. There's not even a freaking sell behind it. But don't you dare stab my idea in the heart. Right? And they start treating their business that way, and it starts ... with MLM. They'll do things like not call it MLM for the sake of trying to look like it's something else. Call it MLM. It's MLM, you know, or whatever. But don't be afraid of your own industry. Don't be afraid of ... it's like Voltimor in Harry Potter, you're not trying to, you know, "The industry which must not be named." Be open and honest about it, and what it is that you do. And what's funny is when you have those ideas and you start sharing them, they will actually build, and grow, and you'll see connections. Ideas work when you start to mull your head over them. And when you start to push those ideas out to others and watch their reactions come back. That's data, whether it's subconsciously, you might not even be thinking about it and the idea gets better, and the idea gets better, and the idea gets better. Think about your MLM. What can you do that nobody else is doing in your upline or down line? And one of the easiest ways to come up with what that is is to look at who is being most successful in your MLM. I guarantee you there are other things that they've been selling or doing, whatever. They've created some kind of offer. They've created some kind of cool thing. When you join my down line, you get X, Y, and Z to help you in your path. That's proprietary that nobody else has. Well freak, figure out what that stuff is and go create your own version of it. And take that idea and go expound on it. Talk about it with your down line. Talk about it with your team. Be a team. Share those ideas back and forth. You know what's funny is when I learned that concept, that was about four years ago. And so I started sharing all my ideas. And I think there's maybe one guy in the tens of thousands of people who've downloaded some of my episodes, whether on this show, or my other show, or speaking on stage several times, or ... you know what I mean. There's maybe one person ever who has maybe come close to what my idea actually was and replicating it. 98 percent of people are gonna hear your idea, react somehow, give you some kind of spin off on it, whether or not they like it or don't like it. And they'll never do anything with it. 98 ... tons of people. Maybe one percent were gonna be like, "Oh. That's so cool. I should do that." But they're not going to do anything. And then maybe half of a half of a half of a half of one percent of people are actually going to actually try and actually launch and do ... but you know what's funny, what's cool about humanity? We're all so different. Even if they actually go do launch your thing, good for them. It's gonna be different than how you were planning on doing it anyway. And competition is good. Don't fear it. If they launch something, and it's similar to yours and it fails. Well shoot, good. That just saved you. Didn't it? Go figure out why it failed, improve on it, relaunch it, and be successful with it. That's how ... that's like half of the medical industry, I mean medicine and stuff. Anyway, competition's good. Don't hoard the idea. I had the phrase go through my head as I was starting to think through this episode. Secret secrets are no fun unless I am a part of one. But I really kind of wanted to kill that last one and say, "Secret secrets are no fun." And we'll just call that episode that for this one, because that's the whole idea of the episode. Your secrets and the little plans that you have, they do nothing for you when they're just sitting in your head. They do nothing. Your whole challenge and the joy of entrepreneurship comes when you choose to create, and bring to life, something that never existed before. That's powerful. That's why I do this. That's ... I love to create stuff. And I have obsessed over the process of creation for the last four years. And that's my favorite part, creating something that never existed before that brings value to the world, and legitimately solves actual problems in the market. Oh my gosh! That's so fun. And the only way I've ever found to actually be successful with it is to share my ideas like crazy. Hence this entire podcast, which is showing you my whole process as I'm actually creating the Secret MLM Hacks product. I am documenting my journey along the way as I've been building this thing. This is my fourth launch of it. I launched it once, figure out what was wrong, took it out. Fixed the thing, relaunched it, cool that was fixed. But now this part was too hard, or I didn't clarify this enough. Took it off, relaunched it, put it out and it's iteration back and forth and back and forth and back and forth. I didn't fall in love with the product. I realized that it was always broken. It's the same thing with your MLM. Your MLM, out of the box, is broken. You have got to figure out how to iterate off of what your corporate has already done with it. It's your business, so treat it like a business. How can you create something new in the marketplace? How can you create value? How can you put something out there that's never existed before? That's gonna come with a lot of ideas. That's exactly what my product is supposed ... shows you how to do. That's all I do on a day to day ... that is literally my job is I create products, info products specifically, online. And so, I'm just taking the same formulas that we use that have made millions of dollars and I'm showing you how we do it. And we're doing it in MLM space, and it's working. So, that's what the whole product's about. And I'm excited to do it. And it's been idea after idea after idea, and there's probably ... I'm not talking about my down line, I'm talking about the actual company Secret MLM Hacks, there's probably six or seven people on my team now. I'm talking about the actual company, Secret MLM Hacks. And then, there's probably another 25 people on top of that, who I tell everything to. And I bounce all of my ideas off of. And I don't hold anything back. And what's funny is, those that say, "Hey that's awesome." And they don't want anything to do with it, that's fine. Or they'll say, "Hey that's awesome. I got something for ya that you weren't thinking about." Or they'll say, "Hey, that's cool. Actually I don't wanna do that at all. That's a bad idea." And I can ask 'em why. And it just doesn't ... anyway, I think I've ... I think I'm beating a dead horse now, but I'm just trying to tell ya. Don't hold back your ideas. Don't create secrets. Just be super open, and crazy vulnerable. And you'll actually find more success as you do so. Don't be too postured. Don't be too ... and people will see you more as a human being because of it. They'll be able to add to what you're already trying to do. They'll see the vision that you're trying to attain. And they'll help you gain it. People want to do that. They love it. They love it. Anyway, that's the whole part of it. Secret secrets are no fun. Alright guys, I'll talk to you later, and go crush it. Break some personal records. Hey, thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to SecretMLMHacksradio.com to submit your question and download your free MLM Masters Pack.

What's going on everyone? This is Steve Larsen and you're listening to Secret MLM Hacks Radio. Oh, yeah. So here’s the real mystery. How do real MLMers like us who didn’t cheat and only bug family members and friends, who want to grow a profitable home-business, how do we recruit A-players into our downlines and create extra incomes, yet, still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio. What's going on everyone? Hey, I'm so sorry for how long it's taken me to actually get these next few episodes out here. It's been a little bit busy. Excited though for everything that's been going on in this world. For those of you guys who are brand new to the show, I have been creating a product and documenting the process along the way so you guys can follow and actually build the same systems inside your MLM. I'm excited to show with you a little bit more what I've been doing especially in this episode. It actually means a lot to me. I've been writing my whole outline here and there's one concept I wrote on the page right here that actually changed everything for me and made me $70,000 last year, whether or not someone actually joined my downline. Anyways, I'm excited to get to that. Before I do though, if you're brand new, this whole show and especially right now is all about me documenting the creation of this product. This product means a lot to me. When I first got started in MLM, I had the awkward experience with some guy staring me down and saying, "Write down a whole list of all your family members and friends. You can't leave 'til it's done." I would go and I wrote down this huge list and basically, what would end up happening is these guys would ... You can't blame them. That's the only tactic they knew, but they would hound my connections and there are still connections to this day who have been damaged and soured because of that, people I've not really spoken to much since then. I didn't know what I was doing. I was just following kind of in lock step as they're saying and it didn't really work that well. My guess is that if you're here, you've probably gone through that also, right. I'm assuming so. Anyways, I got really passionate about figuring out what systems I can put out there to automate the recruiting process in MLM and also automate the product sale side as well. I've been doing that. I launched the beta honestly about two years ago and there was some pieces I was missing so I took it off. Then I launched the real beta I should say a year ago and it was awesome, really, really well. People were buying it and I was getting a whole bunch of leads in and I was getting paid to do it. It was awesome. It was a really, really cool experience. I didn't know that it would work and it did, and there was a few more things that I wanted to add to it so I took it off again. This is like the actual real thing that you guys can go get that'll actually automate the recruiting process inside your MLM. Now there's a lot of people that claim that and there's a lot of people that come out and say, "Hey, yeah, you can do this. It's all automated," blah, blah, blah. It's not. I want to show you how you can actually ... I want to show you how the act of joining your downline. Like if you go up to someone and say, "Hey, join my downline," that's a old offer. That's a crappy offer. That offer has been on the table for decades, right. The other guy down the street, you can join his downline, too, right. As you get your MLM franchise or whatever from corporate, from your MLM and it's broken out of the box. Every single person who gets MLM, it's broken out of the box and I get really, really passionate about trying to help solve that. How can we make it feel like it's new and exciting? How can I create a new opportunity out of MLM? That's basically what this whole product has answered. I've been on a quest over the last several years trying to figure this out. In fact, I had the initial idea four years ago sitting on my freezing couch in East Idaho in the middle of winter, it was 2:00 AM and I'm just blown away of the journey that it's taken to actually figure this out and it works. I'm really proud to say I know that there's no other system like this on the planet. Anyway, there's a lot of passion in me for this. Anyway, I'm excited for you guys to have this. Anyway, it's winter time here. It's just starting to get winter anyway. It's fall, it's freezing out and it reminds me of a lot of my childhood. My childhood, I grew up in Littleton, Colorado and in Colorado, it's weird there. It'll snow like 2 feet and it'll be gone at noon. Then snow 2 feet the next day and it'll be gone at noon. That's how it works there. The weather shifts all over the place. We'd be out playing, building a snowman and building these ice caves, building ... We did all sorts of stuff. We were very active, but there's something that you guys probably don't know a lot about my childhood and that is I was actually pretty chunky when I was a kid. I'm not trying to get like any ohs and ahs and oh. There's no pity party here. I'm not trying to do that. There's a purpose for it. I was 33% body fat and I was a big kid. I mean I was big. I was only 5'6" and I weighed 210 pounds. I mean I had the double chin. I was working on the triple chin and I was a big kid and I knew that and it was frustrating. I remember one summer, I got fed up with it. I got really, really fed up with it. I was like, "I'm going to lift and I'm going to work out every single day," and I lost 45 pounds and it took nine months, but I worked my butt off and it was awesome. Anyways, we were very excited. I was very excited at what that meant obviously. I felt new. I felt there's a newness to life that I'd never felt before. I felt strong. I felt independent. It was really, really a fun experience. What was cool is what it did to my own persona and how I saw myself. Fast forward a few years, right, I had graduated high school. I was starting to go to college and the same summer, I met my wife and we started dating. I had kept that lifestyle up and I was somewhat of a bean pole. I was only 6% body fat and I was lifting two times a day and I mean it was just kind of the mentality I had. It was a lifestyle. I was like, "You know what? I want to do something new. I want to do ... What's a new challenge? What's something I can put out there and work hard towards?" I decided, you know what, I'm going to do a sprint triathlon. I was like sprint triathlon, interesting. Sprint triathlon, you swim, bike and run for an extended period of time and you go as fast as you possibly can, a lot of people throw up. I mean it's intense, right. It's crazy. I did something on purpose that shaped the outcome of the entire experience for me. I actually ended up getting third on my very first sprint triathlon ever. It's the Loveland, Colorado Sprint Triathlon. There was over 200 people in it. It was huge. I got third in my age group, which was like the 20-year-old, the really crazy fast people, and there's a reason ... I know why. I know why it happened. You're like, "Steven, what does that have to do with MLM?" This has everything to do with MLM. Just follow me just a little bit here, okay. There's a reason why and I know why. I went and I decided that I would go and I would buy my tickets before I ever did any training. That's super key. That's ridiculous. "Steve, why would you buy tickets before you've ever even done ... " I didn't even have a bike that I could ride like a triathlon bike or anything like that. I mean there was no pool I could really practice in. There was no ... But I bought my tickets and they were expensive and I registered and I said, "I'm going to go do this thing." It was like six months in advance, six months. It was so funny. I was like, "How do I get ready for this thing? I don't want to look like an idiot. I've committed to this thing. I don't want to look dumb." I'm extremely competitive as an individual. You don't really have to motivate me. I'm very motivated as an individual just down to the core. I was like, "Well, I don't want to look like an idiot and I don't want to go get like a personal trainer," because I was like, "I don't want to spend the money on that. I don't want to go do ... " It was this really big question like, "How the heck do I prepare for this thing?" I decided what I would do is ... That college semester ended. I went back home and I actually was a pool cleaner, like residential pool cleaner and I was cleaning swimming pools literally. I was a pool boy for all these different professional sports athletes and such, Denver Broncos players, Colorado Rockies players and we'd go to these massive mansions and we'd be cleaning their pools and then, I'd go back home. What I was doing was I decided that I would literally just do a full sprint triathlon in the gym as many times a week as I could. That was the only workout plan I knew. I didn't know how to do any special kind of training and some guys, like you got to do bricks and you go to do these workout regimens you got to do and here's the certain things to eat and stuff like that. I was like, "I don't know any of that stuff." All I know is that I'm going to be running this distance, swimming this distance and biking this distance. I want to do it in such and such amount of time. I was like, "Sweet." I might as well try it. I might as well do it. What I did is I literally just started doing full sprint triathlons in the gym just like ... I tried to do it three times a week. Usually, it was like two times though. It was a lot of energy output. I just boom, over and over and over and over, and I wasn't slow. I actually was quite fast at that time and I biked a lot and I swam like crazy. That was the weakest part and I just did the thing over and over and over and over, and slowly that date for when the actual sprint triathlon was coming up, it started getting closer and closer. I was like, "Oh, my gosh," like hah, and the pressure started getting bigger. I was like, "Oh, I can't look like a freaking idiot in this," and like that was my mentality. Call it a status thing or pride thing or whatever it is, but that's what I was, how it was. What I did is I got that day off of work and I think the day before, something like that, I think so ... I don't know, that's several years ago now. It was about that time that I got engaged to my wife. Actually, no, no. Wait. We weren't engaged yet. It was one of our first dates and I don't know why, I just liked her. I was like, "Hey, do you want to come to this thing?" I was trying to act all macho. "Going to be doing myself a sprint triathlon. You want to come watch me?" You know what I mean? She said yes, but I didn't remember to think that I was going to be wearing tight spandex and swimming. You know what I mean? It was interesting experience. My whole family was there and I was like, "Oh, this is a little awkward." Anyway, it was funny. I started out on the swim and I actually finished second to last on the swim. I'm not that fast of a swimmer. I'm not a bad swimmer. I'm just not like crazy fast like Olympic style like half these other guys were. Then I go tearing out of the water. It was in a lake. Lake swimming is so much harder than pool swimming. Oh, my gosh. Anyway, I go running out of the lake and I jump on my bike and I'm a strong biker and I passed literally almost every single person on the bike. Then I got to the run and I'm not like a slow runner and I knew I had to maintain, and I ended up getting like third and got a medal and got on a podium on my very first sprint triathlon. I was like, "What the heck? This is the craziest ... " I was not expecting that at all. I was just trying to not look like an idiot and rather than look ... I wish I was trying to win because I was just trying to not look like an idiot and I did that well. Like what would it be like if I was trying to actually win the thing and over the 200 people that were there and such? Anyways, it was fascinating, fascinating experience. The whole thing was fascinating, but it taught me a lot. That whole concept of setting a date and not just like ... Half the time we'll put goals out there and be like, "Well, in two months I'm going to do X, Y and Z." It's like freak, no. You put skin in the game. Find a way to put skin in the game, right. You might hit the date and you might not, but I guarantee you if you don't put a date, if you don't put skin in the game, if you don't find a way to sacrifice personally for what it is that you're doing, it's not going to work anyway. You'll take forever to get it done. I don't know if some of you guys might know a guy named Russell Brunson. He's awesome. He's taught this awesome concept called the Plato or Plomo Deadline meaning lead or gold. He teaches that the Mexican mafia when they want a law changed, they say, "Hey, change this law," and they go through Congress and Congress is like, "No, we're not going to change this law. You're the mafia." What they'll do is the mafia will sneak in at night to these politicians' houses and wake them up and be holding a gun to their head and a bag of hold in the other hand and say, "Lead or gold? Plato o plomo?" Most of the time, laws get changed like that because there's only two options, right. It's the same way ... It's kind of intense. You literally have to trick your brain into thinking like you're going to die if you don't get this deadline done, but that ability in your MLM, that ability in whatever you're doing, whether it's a personal goal, a business goal, financial, whatever it is, your ability to believe that you have to actually hit an actual deadline will so much determine your success in anything that you're doing in life. All I want to do, literally, the purpose of this podcast is for me to describe my mentality a little bit more of how I look at deadlines. I have a launch calendar on my wall and I backwards plan everything. Then I'll be smart about it and I'll add some extra time for here and there and unexpected events and like, "Hey, I'm going to launch things at this day and I'm going to do this at this day." I'll add any contingencies and things like that, but honestly, none of it actually ... Most of the time I actually don't end up hitting the deadline, but the amount of ridiculous action that I take in effort to try and make it is what makes me successful. If you don't hit it, don't worry about it. I mean you should worry about. I mean try your absolute hardest. Don't give yourself an out, but my gosh, you've got to hit some crazies. With that being said, three months ago, July 1st, I made the deadline of saying that October 13th, I was going to be launching this course and it's not ready and I can't launch it yet. I'm not able to launch it yet. If you go to secretmlmhacks.com, you can see a countdown clock. You can join the waiting list. There's over 400 people on the waiting list now to buy this product that'll help them automate their recruiting of their downlines and help them auto sell the product ... I mean it's insane. I don't know, there's nothing else like this. I literally had to create my own solution because I could not find it on my own. I'm so excited to actually give this out to you guys and document the journey along the way. I come from a heavy marketing background and so even though it's MLM, multilevel marketing, most of the time, people don't know how to market so I'm trying to teach that as I create the product itself so you guys can do the same in your MLM, in your own downlines and create true duplication and actually replicate yourselves and actually create actual residual and passive income. That's the whole purpose of me doing this. Anyway, all I'm trying to say with this whole episode is that I set a deadline and I'm not hitting it and I'm trying to be transparent about it. I created a launch calendar and I'm not going to be able to hit it. I still am building ... There's an actual application sales funnel that I'm building where someone actually has to apply to join my downline. I don't just take anybody and I do that on purpose. I have to finish the actual webinar script and the actual webinar funnel. I got to go through and I'm actually writing the next letter out to my Dream 100 and shipping packages out. There's so much stuff still. I just actually got the first workbook back. They look freaking amazing. You guys are going to love it. Oh, my gosh. It's based on so many proven facts both personally what I've found that's helped me be successful as well as other people. Anyways, you guys are going to love it. All I'm trying to say though is that I'm not hitting it, that the deadline is soon, but it is not actually going to be available yet. It hurts. There's been an element of my pride being hurt from it, but you know what, it is what it is and I'm going to try my best to hit the next deadline. I'm going to push it out for a little bit here. I probably won't announce the next date here until things kind of shake out a little bit, but I'm pushing hard. I'm barely sleeping and I'm excited to get these things out to you. There's a lot of sales funnels that I have been using that work, that actually been recruiting real people into my downline that I've never met before and I'm packaging them up and sending ... I'm getting them into ways that you guys can all use them as well very, very simply whether or not you have a tech background. I'm putting together the scripts that I use to sell stuff. There might be a piece of software that it comes with as well. There's a lot of stuff going into this. It's absolutely massive. The workbook itself is 60 pages. It's huge. There's going to be over 20 hours of video content training everybody. There'll be a weekly Q&A call helping you implement everything so you're not just left on your own. It's a big deal and I'm excited for you guys to be part of it and I'm just thanking you for being a part of the community. I really, really appreciate that because there is a serious canker in the industry and I feel somewhat of a responsibility to help figure it out because I've been doing this in other industries. I'm just taking the same stuff and applying it here and it's working and it's been working on my own and I'm ready to start repackaging and helping you guys do it as well and sell it back. Anyways, guys, I hope you're all doing awesome. If you've not gone to secretmlmhacksradio.com, I would do so. Inside there, there are five videos to help you get started and help you ... What it actually does is it helps train your downline on how to recruit more people in a way that does not come off bossy, in a way that preserves the relationships. I felt like for a while, I should've worn a T-shirt when I joined MLM that said, "I joined an MLM. You're no longer my friend," or something like that and I know that hurts and it stings and MLM's a great profession and I'm not making fun of it at all. I am a part of it, but man, it sucks when you have to actually figure out oh, my gosh, I'd rather have friends or have ... You know what I mean? It should not be this hand off back and forth [inaudible 00:18:20] shoot. Anyway, that's a lot of jabbering. All I'm saying now for you, my challenge to you is to actually go figure out some kind of date. What is the thing that you're working toward in your business? What's the thing you're working toward in your MLM? What can you actually set out there as a flag and say, "Plato o plomo, lead or gold? I will get this done. I'm going to put my pride on the line. How much do I want a new life? What am I willing to give up in this current one for the new me?" You make it personal. I was laughing, people are like business isn't per ... Don't take it personal. It's just business. Freaking A, business is personal. You take it personal. I hope you take it personal. It's your life. Go set that date. Go figure out what it is ... It's your goal. I don't know what your goal is, but go figure out your goal. Figure out what it is that you're trying to do. Set the date for it and tell everyone to get the freak out of your way because you'll have haters come up. You'll have all these things popping up in your head. It's funny whatever happens when you set a date and you put skin in the game, buy the freaking ticket before you know how to do it and you will find a way how to do it. I have had more personal development to the game of entrepreneurship than any other course, personal development thing, any thing else. I'm excited for you to feel that and experience that, and this is part of that journey. I'm just asking you to go farther and harder on it. All right, guys. That's it. Go to secretmlmhacksradio.com. Thanks so much for sticking by me with this whole thing and I apologize for the delay of this whole thing. I am going as fast and as hard as I can and trying to get this whole thing done. Anyway, you're all awesome. Let me know if there's anything I can do for you. I love answering your questions by the way. If you go to secretmlmhacksradio.com, you have to opt in, but on the second page, there's a green button down on the bottom right. If you click that button, a little pop up comes and you can record a question to me that will get put on this show and you record it straight off your browser. It gets sent to me in a voicemail in my email. It's really cool. Anyway, guys thanks so much. Talk to you later. Bye. Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own downline five simple MLM recruiting tips for free? If so, go download your free MLM Masters Pack by subscribing to this podcast at secretmlmhacksradio.com.

Hey, hey what's going on everyone. This is Steve Larsen and you're listening to Secret MLM Hacks Radio. Oh yeah. So here’s the real mystery... How do real MLMers like us who didn’t cheat and only bug family members and friends. Who want to grow a profitable home-business how do we recruit A-Players into our downlines and create extra incomes, yet still have plenty of time for the rest of our lives? That is the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio. Hey guys hope everything is going fantastic for you. When I was in basic training at the army there was this time we're packing up all of our bags we're getting ready to go on this big march, right. Our practicing different movements and things like that and it's a lot of fun is really cool. What we were getting ready to leave and we knew that is coming up in a few days so we're supposed to be packing. Get all of our gear together for this and it was supposed to be this big thing. There was right before going to leave there was a formation that they called where we had to go through a bit of a pack check and make sure we had all the stuff that they were asking us to bring along. As we brought the stuff together, as we sort of pulled all the things together it became very apparent that's quite a few like ten of the fifty people in my platoon did not have the stuff and did not make an effort to actually get the stuff together that they needed to. Those are always ample times for we call it ... What are they called? Corrective Pt. Is the name of it, which basically means you're going to hurt and it gets going to be a little bit painful and it certainly was. They punished those people by making everyone who did pack hold the push up position for an hour and it sucked. I'm sitting there and had all my stuff together and I was sitting there and I just I was holding it, just holding it, right. They're just pacing back and forth just staring in the face, yelling at you, make it funny. You know what I mean trying to break you. Try and break and rebuild you and rebuild your belief patterns and all this stuff. You know what I mean it's really fascinating process actually when you look at in hindsight. It is interesting because as they were yelling, it's fifteen minutes comes up and you're holding the push a position just straight armed, abs totally flat. You can't drop to your knees. Can't anything else. Your just holding it for ... It ended up being an hour. Then I thought to be like fifteen minutes these people and they were so unprepared that we literally held ... I think it was an hour. It was a long, long time and we were there for oh man that was a long time ago also that happened so far was a solid hour. It felt like an hour but it was a long time and I remember there's this period where I was shaking really, really bad. I was trying to breathe better and call my nerves down. That my body wasn't shaking over like screaming at us and we're all trying to hold it. A lot of us with our gear and liters of water on our backs you know says a lot of weight on us too. It was an interesting experience as we were doing that and we were screaming at our fellow comrades to hurry the crap up said very nicely on this podcast. Anyway, what was fascinating to me was that there was this point where and I don't remember again how long it was. It was a long freaking time though where there's this time when we're shaking but all of a sudden it stopped. I suddenly was able to handle it again for a long sustained period of time. Then, it would go back to shakes and it's kind of like this loop where there be really intense moments where like oh my gosh can I hold this. Your body's going to shake and then your abs start doing this weird twitch thing. It was because you're just holding it for such a long time. You've got this weight on you and you're wearing your gear and body armor. All this stuff and it just I mean it's awful. It's not a fun experience that all. Certainly corrective Pt. works. Holding it and I do remember this very clearly though there were these moments where I would start to shake and I'd be like I'm not going to be able to hold it. I will hold and then whatever was happening inside my body is like this rush of energy and suddenly I was able to hold it for another while before another one of those little cycles would happen. It will get really hard my body would shake I feel like I'm going to drop and then I got to grid up again and get ready to go and I could hold it for another while. It was like these cycles up and down, up and down, and up and down. I remember a lot of it had to do with what was going on in my head and at the time I would be saying phrases at myself to keep going. The self talk you know we're all yelling each other trying to keep each other psyched. We're all ... I think I was yelling the Soldier's Creed in my head, stuff like that. Those became these points, these flags out in the mountain mentally for me to keep looking at rather than looking down and looking at the ants crawling on my arms and hands. You know rather than that kind of stuff. If I'm mentally was looking forward. If, I mentally was looking to the spot that was trying to get to it suddenly was doable. I ended up using this trick lots of times. I remember we would go and we do these sprints like crazy I mean just. Oh my gosh it's awful. I mean sprint for Sixty seconds and then we'd walk for thirty seconds. Then sprint for thirty seconds, walk for thirty seconds and we do that alternating back and forth for forty five minutes. It be a dead fall out sprint as hard as you could go and then total walk and it's called HIT training. High intensity interval training fast slow, fast slow, fast slow. It's like nuts on your heart rate and super, super hard. It's really interesting I went in and I was already skinny. I lost fifteen pounds in that and I remember though that there was I kept using this method where I was like, okay, what's the forward thinking thing? What's the flag on the mountain? What's the thing I'm looking to with the peak, the goal? That I can fixate on and not fixate on the really fast pain that I'm feeling. That makes sense? As I did that more and more and more it became the strategy for other places in my life. If I was sucking it up and in college later was kind of the same thing. It's like well I can focus on this rather than the pain of me not wanting to write this paper. I'm like whatever it is or became this thing in business. I am not sleeping very much right now why don't I fixate on what I'm going towards and by not focusing on the pain in the short term I was actually able to go longer and go faster and with more sustainability. The more you know over and over and over and suddenly my boss's name is Russell Bronson and I am his funnel building assistant at Clickfunnels. He started teaching about this concept called the Manifesto and the manifesto is this ... it I mean it goes right along everything he said. As soon as he was telling us this kind of thing I was like, "Oh my gosh this is so I mean I've been using this I'm ahead subconsciously without actually knowing that's what's been going on." Because the Army and other big things that's I've gone through my life. I mean we've all done that I'm this I'm not special. Any hard thing you've gone in your life, you think through and you start actually kind of get introspective about it. Realize like, "Oh my gosh that actually is that's ... Excuse me. That actually is ... That's how we got through it." I have two options I could stop but the pain of me knowing that I didn't get through it is the pain that stays or I could just endure the pain a little bit longer and the pain ends and there's this pleasure and peace and comfort on the other side. Does that make sense? On anything, we do in life anything, anything and everything. I mean it's the same thing with MLM stuff. Anytime I've ever seen anybody push hard at this especially their branding new at MLM and they've never heard anyone say no to them or they've never heard anybody say, "That's a pyramid scheme." Or they've never heard anybody say you know what mean. If, you've never gone through those things before it can be a rude awakening. People who've got it had a good their whole life. It's a rude awakening if they've never had any kind of opposition. I didn't have to go to basic training. I went through because I mean its kind of weird to say this but I wanted to. I wanted the challenge, I wanted mentally to go through that. It's a lot of fun but this is same thing with business I get excited with now when there's this new opportunity when there's something out there where like let me go take it down because the mental jog, the mental I don't know ecstasy that I get from that kind of challenge is amazing. It's always been because there's some kind of mental flag on the mountain, there's some kind of goal, something I'm reaching towards and it becomes this game. My boss Russell he taught me about these things called Manifestos and then he put it in a book called Expert Secrets. I wrote a Manifesto for my MLM Mavericks. If you don't know what the MLM Mavericks are these are the guys, these are the people who have purchased my Secret MLM Hacks Course. Once a week I get on and do a live Q and A with them. I'm trying to always keep people motivated. I'm trying to always keep people. Shooting forward and going for the Star. Right now I've got a C-group in there because the Course is about to launch. It hasn't gone up yet and a lot of you guys are following the launch right now. It's a lot of fun but there's a C-group in there. There's a Hand selected. There's about twenty people in there right now and what I'm doing is that I'm focusing forward always with them on what we're going towards. Simon Sinek said, "People don't buy what you do but they do buy why you do it." Does that makes sense? That's part of what these Manifestos are. I wrote a Manifesto for my MLM Mavericks group and I put it in the workbook that's actually a print right now that is part of the Course that's coming out soon to teach everyone how I do what I do in this MLM game. This its not normal, it's not something that at ... The principles that I know that we use in other industries that have supplied to MLM and it kills it, it's awesome. Anyway, with these Internet sales phones I built soon as I wrote a Manifesto and here's the format for the Manifesto. Number one, you've got to identify the leader, which is you listening to this right now. You're the leader of your MLM downline, maybe even recruited anybody yet. That's okay we just know that you are the leader. Number two, you got to identify the movement and you'll know more what I'm talking about here as I move through this. Number three, you've got to learn to take a stand against something and if your brand new in any kind of business I keep saying that but it's true if your brand spanking new or even if you're not it can be challenging to take a stand against something because you feel like you're offending people, "Oh no I've got to be likable." "Oh no, I've got to do something." "I want everyone to like me." Let me just tell you right now if your goal is for everyone to like you're not going to be successful. You have got to take a stand against something and my gut says that you know things you don't like. Take stands against that. You'll know what I'm talking about here is I'm actually going to read mine. These is just the format. Then, number four here is all about how you are different. Why are you different? Why you different than what the industry is doing that you're in? Why are you different the industry you know. I'm going to tell you mine here in just a moment here. Number five is what are you fighting against. Now, it's kind of what do you stand against? What are you fighting? Then the sixth one is the last part of self identify. Who are you? Let me fill in the gaps here just a little bit. I think the reason I'm doing this because I was telling you guys I never tell anyone what MLM mean on this podcast because I that's not the point of it. I'm trying to help. I don't care what MLM you're in. If, you like it stay in it. If, you're being successful with it stay in it. Write a Manifesto for yourself. Write a Manifesto for your team, what does your team stand for? In case, I want you to do this. This is why I'm handing out to your number one. Identify who are you? My name is Steve Larson. That's easy. Number two the movement. I'm part of a secret group of MLM entrepreneurs. You've probably never heard of. All right number three, what are you taking a stand against? We don't place our personal success on the backs of family members and friends. Our motivation is quite the opposite. We're a scrappy bunch and love the idea of a fight. We bootstrap our own way to freedom because we have products and services that we know change people's lives. Does that make sense? Number four, why are you different? Since, we're fighting an industry with marketing tactics stuck in the ninety's. I'm cutting. I'm trying to cut. I'm trying to make it seem like I'm standing against something else. I'm standing against an industry that I believe like I said is stuck in the ninety's. Since, we're fighting an industry with tactics that are stuck in the ninety's we have to do things differently. We have to do things smarter. We are our own safety net. Number five, who are you collectively fighting against? This is what I'm saying because we put relationships first we fight against any tactic that puts people second. We leverage marketing knowledge rather than our fragile connections. Awesome. Number six, who are you? Using servant leadership we rethink and rewrite rules while creating our own stories. We are the MLM Mavericks. That's pretty freaking intense. You have no guessing at all what it is that I stand for after you read that. Does that makes sense? That's my flag on the mountain. I put that out there. I put it up and I'm about to release it and make it look all cool and nice and put out to my actual C-group for this course I'm putting out and the movement because I do believe the MLM broken out of the box. I do believe that everything stuck in the ninety's we got to ... Excuse me. Just getting over a cold. I do believe that everybody ... Most MLM upline are not going to teach you the stuff that I'm talking about because they don't know it. It's stupid and I get really motivated about it because I had personal relationships get destroyed when I first joined MLM and someone sat across from me and said Make a list of all your friends and family and he would not let me leave till I called all of them with him and it was so freaking awkward. Now, I'm not telling you not to do that. Does it work? Yeah, yeah it does work. It's really inefficient. Does that makes sense? It's really, really rough to get through that patch and still maintain the friendship. This is so ... I put on his path I've been on this journey for the last several years. As I've gotten mastered to some of these skills in another industry I decided why don't I apply them back to the MLM industry. As I've done it, a year ago I launched the beta it's been nuts. Ridiculous auto-downline recruiting. What? From people, I don't even know. Not that I'm trying to remove the human out of this industry. Not that I'm trying to remove the personal touch that's not exact ... That's not it at all. I'm so freaking motivated about trying to show people how you can automate these recruiting systems, these recruiting tools and I figured out. Yeah, I can get passion about it. Whatever it is that you're passionate about, whatever it is that ... What do you stand for? What you stand against? You have got to ... this is one of the easiest ways for you to become a leader. Write a Manifesto. If you need to hear those again pause it go back and really listen to it. Write a Manifesto, figure out what it is that you stand for. What your band stands for, what your group stand for, what your team does because if you know where you're all going, oh my gosh you guys there's so much unspoken power that you just ... It's going to be oozing from you. Problems will solve that you don't even know were problems yet. There's going to be this force inside of your team that's like, oh my gosh like a jet. It's hard right now but that's where we're going for so I can push through it. Every person has a hard time. Every person in your MLM downline has a hard time and if you arm them with the flag like this. If you arm them with a Manifesto, with an idea it's so much easier to keep people engaged. People don't buy what you do, they buy why you do it. Simon Sinek. This is so freaking true. Every single time. What's funny is when I first started hearing those things years ago when I first put those tactics together I honestly was like you know the products got to be good, the products got to be amazing. Yeah, it does but that's not why people do it, why people stay at it. What do you stand for? Figured it out, publish it, get real loud and proud about it and you'll become a leader and people will follow you. They'll follow you through some pain point. Some personal development that they need to go through in order to be successful. It's not a fun experience. It sucks. It can be rough. There's always personal development but flaws just explode in your face. You suck at this. You suck at this. Maybe you're not good at selling. Maybe you're scared of talking to people. Whatever it is and maybe they're the reason has got to be deeper than just money. If, it's just money people are not going to stick with you that long. Does that make sense? This Manifesto is the gut wrenching reason why the heck they're there. Help them figure out what that is because sometimes most people don't know ... Most people have no idea why they're doing what they're doing. Help them help groups or people together. Rally them together around an idea a manifesto something that you're all shooting for that will help pull them through pain while their personal development is underway. Not that it stops but you know I mean especially right at the beginning people need that. I'm urging you to get out there and do it and go, go. I want you to crush it whatever you're in. Anyway, hey guys I hope you're doing great and I hope that you understand that what you are sitting on is the potential for generational wealth. It's not a small deal. Don't treat this like it's a small deal either. Take the Manifesto seriously. Go create one. What the heck do you stand for? Go get it done. Guys I'll talk to you later. Bye. Thanks for listening please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to secretmlmhacksradio.com to submit your questions and download your free MLM Masters Pack.

Hey, hey what's going on everyone. This is Steve Larsen and you're listening to Secret MLM Hacks Radio. Oh yeah. So here’s the real mystery... How do real MLMers like us who didn’t cheat and only bug family members and friends. Who want to grow a profitable home-business how do we recruit A-Players into our downlines and create extra incomes, yet still have plenty of time for the rest of our lives? That is the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio.   Hey guys hope everything is going fantastic for you. When I was in basic training at the army there was this time we're packing up all of our bags we're getting ready to go on this big march, right. Our practicing different movements and things like that and it's a lot of fun is really cool.   What we were getting ready to leave and we knew that is coming up in a few days so we're supposed to be packing. Get all of our gear together for this and it was supposed to be this big thing. There was right before going to leave there was a formation that they called where we had to go through a bit of a pack check and make sure we had all the stuff that they were asking us to bring along.   As we brought the stuff together, as we sort of pulled all the things together it became very apparent that's quite a few like ten of the fifty people in my platoon did not have the stuff and did not make an effort to actually get the stuff together that they needed to. Those are always ample times for we call it ... What are they called? Corrective Pt.   Is the name of it, which basically means you're going to hurt and it gets going to be a little bit painful and it certainly was. They punished those people by making everyone who did pack hold the push up position for an hour and it sucked. I'm sitting there and had all my stuff together and I was sitting there and I just I was holding it, just holding it, right.   They're just pacing back and forth just staring in the face, yelling at you, make it funny. You know what I mean trying to break you. Try and break and rebuild you and rebuild your belief patterns and all this stuff. You know what I mean it's really fascinating process actually when you look at in hindsight.   It is interesting because as they were yelling, it's fifteen minutes comes up and you're holding the push a position just straight armed, abs totally flat. You can't drop to your knees. Can't anything else. Your just holding it for ... It ended up being an hour. Then I thought to be like fifteen minutes these people and they were so unprepared that we literally held ... I think it was an hour.   It was a long, long time and we were there for oh man that was a long time ago also that happened so far was a solid hour. It felt like an hour but it was a long time and I remember there's this period where I was shaking really, really bad. I was trying to breathe better and call my nerves down.   That my body wasn't shaking over like screaming at us and we're all trying to hold it. A lot of us with our gear and liters of water on our backs you know says a lot of weight on us too. It was an interesting experience as we were doing that and we were screaming at our fellow comrades to hurry the crap up said very nicely on this podcast.   Anyway, what was fascinating to me was that there was this point where and I don't remember again how long it was. It was a long freaking time though where there's this time when we're shaking but all of a sudden it stopped. I suddenly was able to handle it again for a long sustained period of time.   Then, it would go back to shakes and it's kind of like this loop where there be really intense moments where like oh my gosh can I hold this. Your body's going to shake and then your abs start doing this weird twitch thing. It was because you're just holding it for such a long time. You've got this weight on you and you're wearing your gear and body armor.   All this stuff and it just I mean it's awful. It's not a fun experience that all. Certainly corrective Pt. works. Holding it and I do remember this very clearly though there were these moments where I would start to shake and I'd be like I'm not going to be able to hold it. I will hold and then whatever was happening inside my body is like this rush of energy and suddenly I was able to hold it for another while before another one of those little cycles would happen.   It will get really hard my body would shake I feel like I'm going to drop and then I got to grid up again and get ready to go and I could hold it for another while. It was like these cycles up and down, up and down, and up and down. I remember a lot of it had to do with what was going on in my head and at the time I would be saying phrases at myself to keep going. The self talk you know we're all yelling each other trying to keep each other psyched.   We're all ... I think I was yelling the Soldier's Creed in my head, stuff like that. Those became these points, these flags out in the mountain mentally for me to keep looking at rather than looking down and looking at the ants crawling on my arms and hands. You know rather than that kind of stuff.   If I'm mentally was looking forward. If, I mentally was looking to the spot that was trying to get to it suddenly was doable. I ended up using this trick lots of times. I remember we would go and we do these sprints like crazy I mean just. Oh my gosh it's awful. I mean sprint for Sixty seconds and then we'd walk for thirty seconds.   Then sprint for thirty seconds, walk for thirty seconds and we do that alternating back and forth for forty five minutes. It be a dead fall out sprint as hard as you could go and then total walk and it's called HIT training. High intensity interval training fast slow, fast slow, fast slow.   It's like nuts on your heart rate and super, super hard. It's really interesting I went in and I was already skinny. I lost fifteen pounds in that and I remember though that there was I kept using this method where I was like, okay, what's the forward thinking thing? What's the flag on the mountain? What's the thing I'm looking to with the peak, the goal?   That I can fixate on and not fixate on the really fast pain that I'm feeling. That makes sense? As I did that more and more and more it became the strategy for other places in my life. If I was sucking it up and in college later was kind of the same thing. It's like well I can focus on this rather than the pain of me not wanting to write this paper.   I'm like whatever it is or became this thing in business. I am not sleeping very much right now why don't I fixate on what I'm going towards and by not focusing on the pain in the short term I was actually able to go longer and go faster and with more sustainability. The more you know over and over and over and suddenly my boss's name is Russell Bronson and I am his funnel building assistant at Clickfunnels.   He started teaching about this concept called the Manifesto and the manifesto is this ... it I mean it goes right along everything he said. As soon as he was telling us this kind of thing I was like, "Oh my gosh this is so I mean I've been using this I'm ahead subconsciously without actually knowing that's what's been going on." Because the Army and other big things that's I've gone through my life.   I mean we've all done that I'm this I'm not special. Any hard thing you've gone in your life, you think through and you start actually kind of get introspective about it. Realize like, "Oh my gosh that actually is that's ... Excuse me. That actually is ... That's how we got through it."   I have two options I could stop but the pain of me knowing that I didn't get through it is the pain that stays or I could just endure the pain a little bit longer and the pain ends and there's this pleasure and peace and comfort on the other side. Does that make sense? On anything, we do in life anything, anything and everything.   I mean it's the same thing with MLM stuff. Anytime I've ever seen anybody push hard at this especially their branding new at MLM and they've never heard anyone say no to them or they've never heard anybody say, "That's a pyramid scheme." Or they've never heard anybody say you know what mean. If, you've never gone through those things before it can be a rude awakening.   People who've got it had a good their whole life. It's a rude awakening if they've never had any kind of opposition. I didn't have to go to basic training. I went through because I mean its kind of weird to say this but I wanted to. I wanted the challenge, I wanted mentally to go through that.   It's a lot of fun but this is same thing with business I get excited with now when there's this new opportunity when there's something out there where like let me go take it down because the mental jog, the mental I don't know ecstasy that I get from that kind of challenge is amazing.   It's always been because there's some kind of mental flag on the mountain, there's some kind of goal, something I'm reaching towards and it becomes this game. My boss Russell he taught me about these things called Manifestos and then he put it in a book called Expert Secrets. I wrote a Manifesto for my MLM Mavericks.   If you don't know what the MLM Mavericks are these are the guys, these are the people who have purchased my Secret MLM Hacks Course. Once a week I get on and do a live Q and A with them. I'm trying to always keep people motivated. I'm trying to always keep people. Shooting forward and going for the Star. Right now I've got a C-group in there because the Course is about to launch. It hasn't gone up yet and a lot of you guys are following the launch right now.   It's a lot of fun but there's a C-group in there. There's a Hand selected. There's about twenty people in there right now and what I'm doing is that I'm focusing forward always with them on what we're going towards. Simon Sinek said, "People don't buy what you do but they do buy why you do it." Does that makes sense?   That's part of what these Manifestos are. I wrote a Manifesto for my MLM Mavericks group and I put it in the workbook that's actually a print right now that is part of the Course that's coming out soon to teach everyone how I do what I do in this MLM game. This its not normal, it's not something that at ... The principles that I know that we use in other industries that have supplied to MLM and it kills it, it's awesome.   Anyway, with these Internet sales phones I built soon as I wrote a Manifesto and here's the format for the Manifesto. Number one, you've got to identify the leader, which is you listening to this right now. You're the leader of your MLM downline, maybe even recruited anybody yet. That's okay we just know that you are the leader.   Number two, you got to identify the movement and you'll know more what I'm talking about here as I move through this. Number three, you've got to learn to take a stand against something and if your brand new in any kind of business I keep saying that but it's true if your brand spanking new or even if you're not it can be challenging to take a stand against something because you feel like you're offending people, "Oh no I've got to be likable." "Oh no, I've got to do something." "I want everyone to like me."   Let me just tell you right now if your goal is for everyone to like you're not going to be successful. You have got to take a stand against something and my gut says that you know things you don't like. Take stands against that. You'll know what I'm talking about here is I'm actually going to read mine. These is just the format.   Then, number four here is all about how you are different. Why are you different? Why you different than what the industry is doing that you're in? Why are you different the industry you know. I'm going to tell you mine here in just a moment here. Number five is what are you fighting against. Now, it's kind of what do you stand against? What are you fighting?   Then the sixth one is the last part of self identify. Who are you? Let me fill in the gaps here just a little bit. I think the reason I'm doing this because I was telling you guys I never tell anyone what MLM mean on this podcast because I that's not the point of it.   I'm trying to help. I don't care what MLM you're in. If, you like it stay in it. If, you're being successful with it stay in it. Write a Manifesto for yourself. Write a Manifesto for your team, what does your team stand for? In case, I want you to do this. This is why I'm handing out to your number one.   Identify who are you? My name is Steve Larson. That's easy. Number two the movement. I'm part of a secret group of MLM entrepreneurs. You've probably never heard of. All right number three, what are you taking a stand against? We don't place our personal success on the backs of family members and friends. Our motivation is quite the opposite. We're a scrappy bunch and love the idea of a fight.   We bootstrap our own way to freedom because we have products and services that we know change people's lives. Does that make sense? Number four, why are you different? Since, we're fighting an industry with marketing tactics stuck in the ninety's. I'm cutting. I'm trying to cut. I'm trying to make it seem like I'm standing against something else.   I'm standing against an industry that I believe like I said is stuck in the ninety's. Since, we're fighting an industry with tactics that are stuck in the ninety's we have to do things differently. We have to do things smarter. We are our own safety net. Number five, who are you collectively fighting against? This is what I'm saying because we put relationships first we fight against any tactic that puts people second.   We leverage marketing knowledge rather than our fragile connections. Awesome. Number six, who are you? Using servant leadership we rethink and rewrite rules while creating our own stories. We are the MLM Mavericks. That's pretty freaking intense. You have no guessing at all what it is that I stand for after you read that. Does that makes sense?   That's my flag on the mountain. I put that out there. I put it up and I'm about to release it and make it look all cool and nice and put out to my actual C-group for this course I'm putting out and the movement because I do believe the MLM broken out of the box.   I do believe that everything stuck in the ninety's we got to ... Excuse me. Just getting over a cold. I do believe that everybody ... Most MLM upline are not going to teach you the stuff that I'm talking about because they don't know it. It's stupid and I get really motivated about it because I had personal relationships get destroyed when I first joined MLM and someone sat across from me and said Make a list of all your friends and family and he would not let me leave till I called all of them with him and it was so freaking awkward.   Now, I'm not telling you not to do that. Does it work? Yeah, yeah it does work. It's really inefficient. Does that makes sense? It's really, really rough to get through that patch and still maintain the friendship. This is so ... I put on his path I've been on this journey for the last several years.   As I've gotten mastered to some of these skills in another industry I decided why don't I apply them back to the MLM industry. As I've done it, a year ago I launched the beta it's been nuts. Ridiculous auto-downline recruiting. What? From people, I don't even know. Not that I'm trying to remove the human out of this industry.   Not that I'm trying to remove the personal touch that's not exact ... That's not it at all. I'm so freaking motivated about trying to show people how you can automate these recruiting systems, these recruiting tools and I figured out. Yeah, I can get passion about it. Whatever it is that you're passionate about, whatever it is that ... What do you stand for? What you stand against?   You have got to ... this is one of the easiest ways for you to become a leader. Write a Manifesto. If you need to hear those again pause it go back and really listen to it. Write a Manifesto, figure out what it is that you stand for. What your band stands for, what your group stand for, what your team does because if you know where you're all going, oh my gosh you guys there's so much unspoken power that you just ... It's going to be oozing from you.   Problems will solve that you don't even know were problems yet. There's going to be this force inside of your team that's like, oh my gosh like a jet. It's hard right now but that's where we're going for so I can push through it. Every person has a hard time. Every person in your MLM downline has a hard time and if you arm them with the flag like this. If you arm them with a Manifesto, with an idea it's so much easier to keep people engaged.   People don't buy what you do, they buy why you do it. Simon Sinek. This is so freaking true. Every single time. What's funny is when I first started hearing those things years ago when I first put those tactics together I honestly was like you know the products got to be good, the products got to be amazing.   Yeah, it does but that's not why people do it, why people stay at it. What do you stand for? Figured it out, publish it, get real loud and proud about it and you'll become a leader and people will follow you. They'll follow you through some pain point. Some personal development that they need to go through in order to be successful.   It's not a fun experience. It sucks. It can be rough. There's always personal development but flaws just explode in your face. You suck at this. You suck at this. Maybe you're not good at selling. Maybe you're scared of talking to people. Whatever it is and maybe they're the reason has got to be deeper than just money.   If, it's just money people are not going to stick with you that long. Does that make sense? This Manifesto is the gut wrenching reason why the heck they're there. Help them figure out what that is because sometimes most people don't know ... Most people have no idea why they're doing what they're doing.   Help them help groups or people together. Rally them together around an idea a manifesto something that you're all shooting for that will help pull them through pain while their personal development is underway. Not that it stops but you know I mean especially right at the beginning people need that.   I'm urging you to get out there and do it and go, go. I want you to crush it whatever you're in. Anyway, hey guys I hope you're doing great and I hope that you understand that what you are sitting on is the potential for generational wealth. It's not a small deal. Don't treat this like it's a small deal either.   Take the Manifesto seriously. Go create one. What the heck do you stand for? Go get it done. Guys I'll talk to you later. Bye. Thanks for listening please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to secretmlmhacksradio.com to submit your questions and download your free MLM Masters Pack.

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

What's going on everyone. This is Steve Larsen and you're listening to Secret MLM Hacks Radio. So here's the real mystery. How do real MLMers like us, who didn't cheat and only bug family members and friends, who want to grow a profitable home business ... How do we recruit A players into our down lines that create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio. What's up everyone. Hey, I'm super excited for this episode. I got something really cool to share with you. This is Secret MLM Hacks Radio. So, today I want to share with you a hack. This is something that I have been doing that is ... honestly, it's all around us and I just don't think many MLMers think about it. So I want to share with you something really cool. First off though, I ... You guys gotta know I barely graduated high school. That's not a joke. I got straight D's in all of math, all of science, all especially of Spanish, all of ... I mean, I really, and a lot of times it was like I got a 60.1 percent. I'm pretty sure that some of the teachers a lot of times just felt bad for me so they would just not, I don't know, they would just let me go on. You know what I mean? I showed up. I was there. I was consistent. I just never did homework or if I did it was just always wrong. There was something in my head that just did not click on for a long time. I had not learned how to learn. You know what I mean? So when I get to the end of my senior year and it's time to go to college, I had been applying and these colleges are like yes, no, no, yes, no, no. It's more like one said yes and all the others said no. But it's pretty fascinating to watch the application process of these colleges or any kind of institute. Let's say you're applying for health insurance or life insurance. Or your applying for to get into some program. You know what I mean? It's fascinating because I would sit there and I would write out these applications. And I didn't really want to go to college at that time. I'm grateful that I did. I'm grateful that eventually I learned how to learn. I ended up getting straight A's, which is awesome. I got one of the entrepreneurship awards from Hale graduating class which is awesome in college which is super exciting. So that was fun stuff, but I had to learn how to learn, which is it's own skill. I just kind of have never stopped since then. Anyway, about the application stuff though. It's fascinating to watch the process that they go through. Often times, there is an application fee. So you go and you're filling out this application and you're showing them what you've written to everybody, and everyone's critiquing your essay that you have to apply with it and everyone's critiquing this and that and they're ... you know what I mean? There's so much stuff that goes into a single application. Right? And you sit back and you're like, "Dang. My Gosh. I just spent like a week just putting together this application." And they wanted a fee, and they wanted this, and they're not gonna get back to me for a solid while. And I don't even know if I got in. And there's no implication yet if I actually got in at all. And I'm like, "Dang. That's pretty crazy." You know, when you think about that. And so you sat back and you think about it. And you think about it. And you think about it, kind of think of it cynically almost like man your convincing somebody why they should take your money. That's basically it. I'm glad that I went to college. I will tell you that even though I got a marketing degree, none of what I learned do I actually do. There ... what I learned at college pretty much was to prepare me to become like an analyst at a corporate marketing firm. You know what I mean? And I don't do any of that kind of stuff, which hopefully helps some people who think that they need a marketing degree to do what I do. It certainly gave me an environment to learn, however, I mostly am self taught. So, anyway ... But back to the application. You think about that. You are convincing the other person why they should be allowed to take your money. You're like, "What?! That's crazy!" It's a commitment. You're gonna be there what? Like only 60 percent of people even finish college. So these guys are banking some serious money they don't even have to dish out the final thing to you after a while. You know what I mean? And I'm not bagging on the education system. I'm just using it as an example. Think about that though. Let's think about how we could model that whole process inside of an MLM 'cause that's what I've been doing. That's what I've been putting together more formally. I've had one kind of informally for while but as far as formally though, I've been building out what we call an "application funnel", an application styled sales funnel. Where somebody has to prove to me why they should be admitted into my program. And typically what we'll do is we'll use these funnels for like high end coaching programs where someone's charging 10 grand or 25 grand, or whatever, 50 grand. And the person is trying to convince the coach why they should be allowed into the program. Right? You're like, "Whoa! Wait a second. That is literally spinning on it's head the whole sales model. You mean I don't have to know any hardcore sales tactics?" Nope. "You mean, I don't have to know tricky little one sentence things to say or little tiny body language things to get them to go crazy and join," It always drives me nuts when other people post that kind of stuff in the MLM word. Five techniques, five things you should say to get them begging to join or something like that. It was like, come on, that doesn't really, you know ... How 'bout we actually give real value? You know what I mean? So, that's what I've been doing is ...there's page number one, web page number one. It goes through and says, "Look. I'm only looking for the best of the best elite marketers. If you think that you can, if you want this group, if you want to be part of my down line which is this group of elitists. We're very open, very loving, very ... it's not that we're judging anybody or anything like that. But there is an application to join my down line. You know what I mean?" And so I have a spot where people can do that. And they go through and it says "Number one. Hey, let me know. If anything you can just fill out the application and then let's get on the phone and see if you're an actually good fit. And be aware, we do actually turn people away." And so they put their name and their email and phone number in. And on the very next page it says, "Hey. Why do you think you should be considered?" Another question is like, "Hey. Steve Larsen's crazy busy. What do you think you can offer? We believe in give and take, we'd love to be able to give you all the stuff. But we also need to know what you could bring to the team. What is it you bring?" Obviously the questions are worded much better than this. I'm just ad libbing the ones that I'm remembering. But you know what I mean? It says, "Hey. Obviously there's a financial commitment to join the MLM. It does not go to Steven Larsen. It goes to the MLM to actually set up your actual entity with them and get your position. Are you okay with that?" You know what I mean? It's stuff like that. But there's an application that's eight or nine questions that you go through that helps me see where you are before you join. Isn't that interesting? And it's a totally different set of approach, a completely different kind of approach than what my MLM the first time ever, ever showed, ever. At first, it's like this hard core. It's not that the other tactics of getting on the phone and asking people to join don't work, it's that it takes for freaking ever, there's usually a lot more heartache. I lose more friends doing that. I don't lose any this way. And I attract a kind of person, when they apply, that's awesome. You know? The kind of people who are solving problems in my team that I didn't know that they were there. You know what I mean? When you go out and you find a team like that. Then I turn around and I give that whole system that actual application style system to my down line. So think about that. I'm not pitching you on joining. I want you to know what I do. I want to flip it on it's head. So page number one. Right? Hey, this is only for the elite of the elite. But if you think that you're a marketer that wants to join us just know there's applications out for 'em. Go to step two here and they put in their email address. Step two, the next page, is a video and there's an extra application form next to it. And then the third page, after they actually submit the application, it is a form that says, "Look. Obviously positioning does matter inside of MLM to an extent. You know what I mean? I know a lot of people join what I do and it's great it's fun. I really, really, I like it. So first come first serve is a huge deal." This is pretty much what the page says. And it says, "So, if you're really interested and want to skip the line because we just call people down the line as we get applications. We get several a day. So if you want to skip the line. Go head. Heres the phone number, just call us." And I'll tell you that the people that who call you, there worth like eight times more than the kind of person that you need to call out for. It puts the sales power back in your hands. Not that you're trying to be domineering again or anything like that. But that's the application style funnel that I put inside there. And there's email automation and there's full sequences in the back. And there's all the super sexy stuff, which is amazing, that happens on behind the scenes as well, which is really, really cool. It's just, you gotta understand that you're nothing new at first out of the gate compared to everybody else. But man if you're telling 'em that you can't join unless you apply and when you do apply, you get X,Y, and Z. And I actually created an offer out of applying. Holy Crap, that's sexy. So start thinking how you can use that inside your MLM. Start thinking about how you can, what can you do to make ... I think it was last episode, I talked about scarcity and the different mental triggers that are out there. I think that was last episode. But anyway, start thinking about what ... start thinking about what you can do to inject ... That's one of the ways that I inject scarcity, and community, and authority right into my down line. So start thinking about that. It's like, you know ... What kind of person do I actually want to join my down line? Where do I want them to be in their life? What problem sets do I want them to be addressing in their life at that time? If their problem set is that they can't rub two pennies together, they're not probably ready for what I've got. It's not that they can't be successful, but the road is longer. I'm not really looking for that kind of person. I'm looking for the kind of person who is out there, who wants to be successful with this marketing, who is interested in putting together marketing systems that amplify their MLM. Right? Who actually ... you know what I'm saying? And when you do it that way and you approach it that way and you start getting really, really clear on who it is that you want, you'll start attracting those people. And one of the ways that I do it is by making people apply. I want the kind of people who are fighting to join me. Does that make sense? And if somebody I can tell is fighting, but maybe they don't have a lot of experience, that's okay. Then I'll let 'em join. If someones like, "Hey. I don't have this experience. I don't have this or this or you know, I really am broke or whatever, but I've got passion out the wazoo." That's the kind of person I want. And I want to be able to vet that person out of the rest of the crowd. Does that make sense? One of the other things that I've been doing ... So, that's what I do. Then we get 'em closed up and we get 'em the marketing systems that they need. Then get 'em started in the success paths that I have. I've got little blueprints and stuff like that. And that's how I on board people. It's totally different than what my MLM provides, totally different than what any MLM provides. So, that's how I do it though. What MLM makes you apply to join? They're not that way at all. They're all like, they're so open that they end up being exclusive, excluding, sorry, they exclude people. Right? And so instead, what I do is I actually intentionally do that and I make people apply. One of the things that I been doing is ... I'm trying to figure out right now. 'Cause I'm building out the more official version of this application styled sales funnel. But what I've been doing is when someone actually joins, I'm gonna take that data, which is gonna be so cool, and I'll put it on a google sheet. That way people can see live ... just the first name. I'm not gonna give out any personal details obviously. But I'm thinking what I'll do is I'll embed in like a little window on the page, a google sheet. And you'll be able to see the people who have been applying and those who have been accepted and brought in. And obviously, again, there's gonna be no personal data or anything like that shown in there. But how cool to be social proof. Right? That's why I'm doing it. So that you can see how close you are to the top. So you can see how fast it's growing. So you can see how fast ... Does that make sense? And it causes this ridiculous frenzy like, "Oh my Gosh! That's so freaking cool!" You know what I mean? I'm not gonna tell you the MLM ... sorry, I'm not gonna tell you the URL to it yet. Just in case you guys want to go check it out, again, I am not pitching. If you love your MLM, my gosh, stay in it. Okay? I'm not hear to take sides, that's not at all what I do. I'm here to just share with you what we do inside other industries to make prices increases, to make anticipation go through the roof, to make people beg to join you. Does that make sense? That's why we do what we do and that's why I'm doing it right now. And that's why I'm sharing with you what I do 'cause it's super, it's crazy powerful. So, those are all tools and systems that I use as almost like a rewards system like, "Hey. When you join, have comfort in knowing that this system is also yours. You know what I mean? You don't have to go reinvent the wheel." You know what I mean? So that's how I create myself as a new ... that's one of the tons of ways that I create myself as kind of a new opportunity to MLMers. Otherwise, you're kind of the same as everybody else. You see what I'm saying? So, when they're applying, I'll go on through say like, "Hey. By the way, you're gonna get this. You're gonna get this. You're gonna get this. You're gonna get this, if you get accepted. And we truly do turn people away. So, go ahead and apply and then let's jump on the phone, or jump on the phone with one of my team leaders or whatever. And we'll answer any questions that you might have. And see if it's a good fit. If not, that okay and we'll give you like a little thank you also and stuff like that." Obviously be cordial about it. We're not saying like, "Get lost" or whatever. So that's what we do. That's what I do. That's what I've been building is the more official version of that. And trying to see if I can get this cool google sheet to get embedded so real time you can see the applications coming in. How cool is that? Oh my gosh. So, anyway that's what I've been doing guys and that's why I do it. I just kind of spin it on it's head and turn it into a marketing activity rather than a begging activity. That's what I felt like the first time I was calling people or I'd go ... I went down Main Street asking people to join. Whatever it was, it was such a ... if you had a heart beat, I was asking. I wasn't clear on who I wanted. And because I wasn't clear on who I wanted, it meant I was targeting nobody. You know what I mean? So I had to get real clear. Anyway, I feel like I'm just saying the same thing over and over again now. That's what I've been doing. Shortly here, when it's done, when a few of the things that I'm waiting for happen. Then, I'll tell you guys what that URL is just so you can see what it is. Again, I'm not .. Oh gosh, please just know that I am not here to pressure you at all. I just want to show you what it is that I'm doing, so that you can see it and you can model it on your own. Whatever that is. All right guys. Have fun the rest of this day. Go crush it. Go kill it. Remember if you do what is easy, you're life will be hard. It's a good quote. I got a big quote filled wall, so sometimes I just look up and say one of them. So that's one I just looked at. Okay. If you do what is easy, your life will be hard. Whoo! Hey, thanks for listening. Please remember to subscribe and leave feed back. Would you like me to teach your own down line five simple MLM recruiting tips for free? If so, go download your free MLM masters pack by subscribing to this podcast at SecretMLMHacksRadio.com

What's going on, everyone? This is Steve Larsen, and you're listening to Secret MLM Hacks Radio. Oh, yeah. So, here's the real mystery -- how do real MLMers like us, who didn't cheat and only bug family members and friends, who want to grow a profitable home business, how do we recruit A-players into our downlines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question, and this podcast will give you the answer. My name is Steve Larsen, and welcome to Secret MLM Hacks Radio. Hey, guys. Hope you're doing fantastic. It has been busy, busy, busy over here. I've been doing a ton of stuff on the workbook that I've been putting together. This podcast, right now, as it stands, is all about ... I've kind of just been documenting the journey of me creating basically the course that teaches people how I automate my downline recruiting. Now, my system, personally, is already up. I'm already doing it. Obviously I continue to make tweaks and changes -- it's always getting better and better -- but my background is in tech a little bit. I'm not necessarily a coder, however I do a lot of tech stuff, and so what I've been doing for the last little bit is systematizing far more thoroughly the way that I actually auto-recruit people into my downline. I don't care which one you're in. My whole goal with this podcast, and with the course actually, is to show people how I auto-recruit, because I believe that MLM is broken out of the box. I believe it that it doesn't work very well. It can work, it just takes forever, too. Oh my gosh. So, my background is in internet marketing, so I'm just applying the same principles and I'm pushing it over into the MLM space, and it's been a lot of fun. So, where I've been right now, though, is I have been creating the workbook that goes along with the course, meaning ... How cool would it be if I created a course where there's a workbook side-by-side? So like, "Watch this video. Now answer the question in this workbook. Like, if you watch this video, you should be able to produce this output, right?" And I'm helping you apply as I go. So, anyways, it's been a lot of fun. What I've been doing the last little bit is I've been working with this graphic artist, who's been ... It was such an interesting exercise. I sat down and I drew out pictures that represented the principles that I was teaching. It was more thorough on my side to go through it that way, but I think it'd also be more thorough for the individual who's listening to go through the course that way also, if it's by pictures. I'm a kid at heart forever, and I'll totally stay that way. But it's been a lot of fun. I remember when I was in school, there were a few ... not a few times -- there was a lot of times I went and I bought books that I just never used. I never did anything with. They were so technical. They were so intense. They were so far out there, or the teacher didn't even like them. It was just a requirement. So, what we did is we literally just ... I mean, I would buy the book and it would just sit on my shelf. It would collect dust. It did nothing. And I thought, "Gosh, I don't want this to be that way. My workbook, my courses got to be usable," so, anyway, that's what I've been doing is ... I think I've mentioned this before on this podcast, but, gosh, guys, if you can draw out pictures that represent your MLM ... I know I might sound cheesy, but the whole napkin thing, drawing out a business plan on a napkin -- there's some serious power to that. I encourage you to go do that. Anyway, so that's what I've been working on. And the other thing I've been working on is my auto-closing system. I have a system that pulls people to me and vets them, so I know whether or not they're serious MLMers. It doesn't just get the leads, it qualifies the leads, and now I've been building really the auto-mated closing portion of this. It's slightly automated, I just know I could make it more automated, so that's what I've been building. And I choose to do it through, what I call, a "webinar funnel". What I do is I take ... And if you ever heard of webinars, it's probably not what you think. No one else does this. I've been making it up, and it seems to have been working. It is working, but I've been building the actual that goes with it. So, what it does is ... Page one, right? They land on ... This is what secretmlmhacks.com is gonna turn into soon, right? First it will be like a webinar registration page, or a web class, or a product demo, or whatever you want to call it. And it'll be a webinar registration page, and they'll get a chance to sign up to see how I'm auto-recruiting people, right? And see the systems that I'm going through. The second page, after they actually register with their email address and their phone number ... The second page, I think it would be kind of cool if I tell my story on the thank you page. So, I go through and I tell them, "Hey, here's the story of why I joined this MLM," you know? And, to me, I want to do it that way because most of the time the scripts that my MLM, or my upline, was giving me ... They were so dry. The scripts they were giving me had to apply to so many walks of life that it ended up not applying to anybody, you know what I'm saying? Those are the times when somebody comes out and they just kind of blabber all over you, and you're like, "I still have not figured out why you are in this? You know what I mean? Why are you asking me to be in this? I don't know why you're in it." So, I'm gonna tell my story on the thank you page before they watch the webinar, and I think what it's gonna do is it'll help people understand more ... I think it will help them bind to my personal tractive character, you know what I mean? Then the next thing the sales funnel, the automatic closing system, is gonna do is ... I'm gonna send out to them what's called an "indoctrination series". I'm gonna send three different pieces of information out to them that basically helps close people before they even show up to the webinar. That's like the biggest key with webinars. Webinars is what I teach in my actual job. It's one of the things that I do, so I thought how cool would it be if I actually apply this to MLM? There's not many people that I've found that actually do it. There's a lot of people that I've found that teach it, but I want you to know that I do it and my stuff has helped a lot of people. So, anyway, I'm excited to do it because this is a part in an industry that I don't think has ever really had the stuff that I'm doing in this way before. It's totally new. It's not just an improvement on other stuff, this is ... Anyway, I'm excited. So, anyways, then I'll go through the actual webinar itself, and then I've got really, really powerful follow up and consumption series, and all these different series that we use to sell other products and services that are proven, that I know work -- I'm plugging them in. I'm really, really excited, guys, 'cause all of these other little things that I've been putting out there and that I've been doing in other industries. I'm excited to rock it and put it together for the actual MLM stuff, so ... It's exciting. I don't know anyone else ... Anyway, I've already said that. So, that's what I've been working on, though -- tons of workbook stuff, lots of automatic webinar funnel stuff, and those are all things that obviously my team gets as well ... That's kind of my deal with them. It's like, "Hey, if you join, I give you all my stuff that helps you auto-recruit," but then anything that's kind of new, I'll give that to you also for free. But, anyway, that's kind of what's been going on. So that was a lot of talking, and I'm so sorry that ... I feel like I've just been blabbering, but that's where we've been. There's always the sexy part of what we do, and there's the work part of it, and I'm in the middle of the work part of it, which is ... it's just fun, but every once in a while it's not fun, and we just have to do it. There's a great quote by ... Gosh, I can't remember if it was Eisenhower or ... It's about Eisenhower, but it's a quote that says, "The obstacle is the way," and I want you to know how true that really is. If your biggest fear right now is talking to people, that's exactly what you should be doing the most of. If your biggest fear is trying to figure out how to close people, closing is all you need to be concerned about. If your biggest fear is going and saying, "You know what, I don't really understand what my MLM even does." It's time for you to go understand what your MLM does. The obstacle is the way, and that's the thing that I've been trying to convey with this workbook. I had a hard time conveying a few things in this workbook, and so what I've been doing is drawing pictures, and guys, it took me four hours just to edit the actual images once I got them back from the actual graphic person. That's another three hours just to edit them -- he hasn't even made the changes yet. By me turning directly into the obstacle, it's an accelerant, guys. It's like throwing gas on the fire. If you don't know how to close people, it's time to do that. I hate talking on the phone. I hate it, and so I turned directly into it. It's not that I was going to talking on the phone, I still hate talking on the phone. I don't know why, I just ... I don't like it. But the obstacle is the way, and so I created systems to make me not have to talk to family, not have to talk to friends, not have to go out and do it the way my uplines tell me. That's not the only way to do it. There are other ways that's proven in other industries, I'm just grabbing from other industries and using them in the MLM space, you know what I mean? So, that's the biggest thing that I'm hoping to convey after all the crap that I just said, which I hope has been helpful, even just a little bit. But of all the stuff that I've said, what I want is for you to understand that like, "Yeah, we got the workbook going on. We're building out the funnel like the rest of the stuff to actually help launch the course, and all those different things." I'm really, really excited for you guys to see what's been going on. But it's only by turning into obstacles that growth actually happens, sustainability actually happens. If you're like, "Hey, I don't know how to duplicate," that's where you need to go spend your time trying to figure out. That's what I'm excited about, 'cause I totally figured it out, which is awesome. That's why I'm putting the course together. But the obstacle is the way. Go figure it out. Don't ... In the last episode, I talked about mental triggers. The mental triggers that are out there, right? They're not just there to actually make you recruit people. They're also there to help you act. Does that make sense? So, if don't know what I'm talking about, go listen "The Nine Mental Triggers That Make People Take Action" -- go listen to the last episode. But, anyway, that's the whole point of this episode is I'm just trying to say there's so much stuff going on right now, so much stuff. I barely slept last week, but I believe in what I'm doing. I know that it's gonna work. It already has been, I'm just trying to systematize it so people who aren't as techy can figure it out. There's kind of a walkthrough system, and step-by-step guides, and workbooks to help you implement, and checks and balances, you know what I mean? And additional stuff, and tools, and things like that to make everyone successful with it, which I'm super excited to get out there, and release, and launch. But the obstacle is the way. Just like stencil that on your wall or something. Staple it to your forehead, because it's such a different mindset than most people have. If you're in MLM, you have desire to be a leader, just like bar none. That doesn't mean you are, and that's okay, but if you're like, "Hey, I don't feel like a leader at all," that's a great place to go and it's not a negative thing. Find the obstacle, work on it, and move forward. One of my favorite quotes was by Buddha, actually, and he said, "Your worst enemy cannot harm you as much as your own unguarded thoughts." Your worst enemy cannot harm you as much as your own unguarded thoughts, and that's some of the things that a lot of people start to battle as they get into the MLM space. "I'm not good at this. I'm not good at that. People aren't understanding what I'm talking about. Oh, I better draw pictures about it." I don't like talking on the phone -- "Let me create a system that does all that for me, that gets the same outcome," you know what I mean? Turn into the obstacle. It's all about the obstacle. Tony Robbins talks about that. You turn straight into the pain, don't skirt the pain. Don't try and get away. And I'm not ... you're not trying to be masochist, you know? You're not trying to be pain lovers, but you do need to be able to know and say, "Hey, you know what? It's okay that I don't get this. It's okay that I'm not good at that, it's just time for me to go work on those things." So, anyway, hopefully that's been helpful. Obstacle is the way, guys, and I will talk to you next episode. Hey. Thank you for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to secretmlmhacksradio.com to submit your question and download your free MLM Masters pack.

Hey, hey what's going on everyone, this is Steve Larsen and you're listening to Secret MLM Hacks Radio. So here's the real mystery, how do real MLMers like us, who didn't cheat and only bug family members and friends, who want to grow a profitable home business, how do we recruit A-players into our downlines and create extra incomes? Yet still have plenty of time for the rest of our lives. That's the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio. Alright you guys, I've got something special to share with you today. Back when I was in college, when I first started learning about how to drive internet traffic and I started learning more about how to actually market online, there was a book I came across that had quite an impact on me. At the time, I was doing a lot of side businesses with buddies. We were going around trying to do real estate deals. We were, ... I was driving traffic for Paul Mitchell, like the big hair company. We'd build websites for the rising companies and their rising celebrities before they went on TV and stuff like that. We were all over the place doing tons of stuff. It was a lot of fun. There was a specific book that I read, that really helped me understand more of what I need to be doing inside the person's brain, as they experienced what I was building. So think about this with your MLM, think about this with the things that you are out and you're creating. Think about what it is that you can start to apply here. This is a huge lesson, alright? The book is launched. It's a book by Jeff Walker and what he does, is he teaches you how to create what we call a launch sequence and basically a product launch funnel. Lets say that you've never launched officially, the product you're selling. Lets say you've never actually created an event around the thing you're selling, how do you actually do that, right? I just talked about how you need to create events around what it is you do. Well, how do you actually do that, right? So the book launch is fantastic. I recommend it to pretty much everybody, whoever wants to make money online. And especially if you're inside the MLM space, because it's not a normal style book that I think most stereotypically, the MLMer will go through. There were nine things that I realized that I needed before I was going to be successful inside my MLM. But what was funny is that none of them were tangible. These are all intangible things. Which to be honest, completely shocked me. I thought that it'd be some, hey, here's the nine steps, here's the nine things. That's not at all how this works. It works instead, ... think of it kind of an emotional state checklist. Lets make sure that we hit each one of these points inside the person's brain. These are the things that gets someone moving. I've already mentioned before, and we all know, humans are lazy by nature, I mean we just are. We always choose the path of least resistance, which is not a bad thing. Some people say that as a negative thing, but it means we go create better processes. "Hey, I don't want to walk 500 miles, lets invent a car." Not that that's how it happened, but you know what I mean, it's not a bad thing that we go for the path of least resistance. However, a lot of times when it comes to our MLMs and the offers that we have, it can be a bad thing. If we don't put the other person in a certain state of mind, they're not going to do anything with your MLM. They're not going to do anything with your offer, they're not going to join you. They're not going to care at all about you because they will look at you as being selfish. Does that make sense? When I was driving traffic for Paul Mitchell, that's when I started realizing. I can drive a crap ton of traffic. We drive traffic all over the place. I remember my record so far, is 53,400 visits in two days to a single website. And I was like holy crap, we can drive traffic. But I wasn't doing, ... I'm going to go through this list in just a second, there's nine of them, nine mental triggers, but I wasn't doing these triggers. Because I wasn't doing these triggers, it comes off as if I'm barking. It comes off as if I'm annoying, as if I'm loud, as if I'm running into somebody at the mall. Just like a standard cliché thing for MLMers to do. If you don't want to come across like this, or come across like you're barking or you're begging, or you're yelling, or you're saying, "Come over here, come with me." If you don't want to compete solely on price, this is how you do it. And these are nine things that you can do inside someone's brain to help them want to take action. Does that make sense? Here they are, these are the nine. Number one, you've got to have some likability, meaning, are you likable? Does the other person like you? Now this list might sound a little bit shocking to you, but notice I didn't say, "Hey, tell them why you're cheaper than the other guy." Does that make sense? Do they like you? So number one, and some of these things are really easy to do and some of them are a little bit, harder to do. So number one, likability. Number two, reciprocity. How do I get someone to feel reciprocity in their brain? How do I do it? Well, I give them something for free, which is exactly how I vet people on the internet. When people join my downline, I give them these systems that go out and say, hey lets get you, ... giving out this free stuff. If you don't have free stuff don't worry, I've got stuff for you. What it does is create these feelings of reciprocity, somebody wants to reciprocate. If someone shows up at your door on holidays and they've got something for you, lets say it's a neighbor, and lets say they bring you a plate of cookies. I remember distinctly, my mom, my wife, even my myself now, if someone says, hey, we've brought you this stuff. There's this immediate feeling, ... I'm always like, hey just wait a second, and I run back into the kitchen to see if I have something for them. You're trying to create that feeling of reciprocity. If you do that before ever asking for the sale, it's a lot easier. So number one, likability. If you're just obviously a straight up jerk, obviously, it's hard to be likable. If you are what we call an attractive character, that doesn't mean visually, but are you someone that's nice to be around? You can create likability inside the person's brain. Number two, reciprocity. Are you creating reciprocity inside their head? Number three, authority. Now authority is interesting. We trust figures of authority all the time. Lets say I'm driving down the street and I run a stop sign, I only need to barely glimpse the colors red and blue flashing lights in my rear view mirror to know that an authority figure is pulling me over. Does that make sense? So the question is to ask is, what are the authority figures? What's the feelings of authority, not that you're trying to be dominate or domineering, or use these powers I'm about to show you for evil. But what you are doing is, you're saying, hey, how can I come at a place of authority to show that I've actually done what I'm talking about. So if you can create feelings of authority. Number four is trust. Now trust, ...a lot of these all happen and they're a little bit intertwined all through out. Someone can be in a place of authority but you can totally not trust them. I'm not going to get into this at all, but sure sometimes leaders that we've voted for or didn't vote for, those can have those feelings, where they're in a position of authority but maybe you don't trust them. There are different things. How do you develop trust? One of the easiest way to do it is to help the other person solve one of their problems before you ask them to help solve your own. What's the problem you're trying to solve? Well I want to join, I'm going to get this big downline. I want to get people in, I want to get people enjoying what I'm doing. If you present your problem before you help solve their problem, no one's going to care about you. You have to lead with the value and trust comes really easy. Number five is social proof. Social proof is an interesting one. Here's an example. And actually Jeff Walker, I can't remember if it's in the book launch or not, but he gives this example and he says, hey, have you ever gotten off of an airplane and as you're getting off of an airplane, you kind of just follow the crowd in front of you, when suddenly everyone is turning around and walking the complete opposite direction? You weren't looking for baggage claim, you're just following the crowd. That's a perfect example of social proof, where you don't ask questions, you are just assuming because everyone else, the masses, are going a certain direction, so you are too. If you can create the feeling of social proof inside of someone else's head, that also obviously is going to give, ... that's a mental trigger. That's a huge mental trigger. Obviously you could use each one of these in good ways and bad ways. Here's the sixth one, scarcity. This is very real. I don't let just anybody join my downline. "What? Steven, oh my gosh, I thought you wanted everyone to join your downline. Oh my gosh!" That's not the case at all. I don't want everyone to join my downline. That was one of the biggest realizations I ever had. If someone needs to join, ... if I'm looking across the street and somebody's is like, that guy needs to join my downline. Look at the situation they're in, look at the financial situation, they need to join. If they need to join, I don't want them in my downline. That's not why I'm getting these people in. Does that make sense? Scarcity is a big, big deal. So, I make people apply to join my downline. I really do. And I will say no to people. You may not be a good fit, or why don't you turn around and go learn x, y, and z first. I'm not in the business of taking on another project. And I can't have a person be a project. Does that make sense? Sounds totally harsh, but will change your entire business. So scarcity, it's a scarce thing to join my downline. Obviously I would love the masses. I would love this, I would love that, but my team leaders, the people that, ... but seriously, it is an application style business for me. When I flip that on its head, and there's actually an application form which I've been building it, maybe I'll tell you guys about it on another episode. There's actually an application someone goes through that I created on my own, that is not provided by my MLM. I made it, in order to join my downline. Does that make sense? I want to vet them. I want to know why they want to be in it. I'm not exposing my link all over the place. I actually make my link scarce. Does that make sense? And what's funny is that when we have feelings of scarcity, when we think something is going to run out, we want it more. Does that make sense? So I'll talk more about that probably in another episode, because it's cool strategy that I use for that, and it has to do with how I auto-close people, with some systems online. Number seven is anticipation. One of the easiest ways to create anticipation is by events. That could be a physical event, it could be a viral event, it could be something online, it could be something you're just talking about. Car dealerships use any excuse to throw events. There are events all over the place. But anticipation, you can always be talking about what's about to happen, the future. Those kinds of things help you a lot, build feelings of anticipation. I don't know if you've heard of the book, "The 4-Hour Workweek". It's one of my favorite books. In there, the way that he got that book out to market was fascinating. He did not just write a book and release it. He spent a year just releasing a chapter or two here, a chapter or two there, waits a lot of months, come back, and all he was doing is getting on interviews, getting on shows, talking about it, talking about it, talking about it, getting all over the place. Do you see what I'm saying? And he built anticipation prior to the launch. How can you do that in your MLM? How? If you're always available, there's no anticipation. Or if there's never an event, there's no anticipation. Throw some kind of event, something. Number eight here, is community. Community is obviously very related with social proof. If I have the feelings that when I'm joining, I'm actually joining a legitimate community, that's power my friends. That's such power. Because now, the community becomes their support system. I remember the first time I launched one of my, ... I launched an info product a while ago. I realized that I was the only support. I realized there was no community and I realized that I had done it wrong. When I switched that, and instead built a community around the product, man, it's so much easier. I didn't have to be there all the time. People didn't need that much handholding. It really freed me up. That's one of the keys of duplication. And then number nine, is actually back to events and rituals. Events, I already talked about, but rituals, rituals is actually the part that is, ... this is such a big deal. When I was in the army, I was in Basic Training, what would we do every single morning? Wake up immediately, you shave as fast as you can, put your uniform on, run outside, and start doing pushups. That was a ritualistic thing, every single day. There were things that we would do over and over and over again. What's funny is that it would put us in state, whatever state they wanted us to be in. It was total state control. They would use that ritual and help us maintain the ritual to maintain the state of a soldier. Does that make sense? It's the exact same thing for your downline. There are rituals I have my people go through. There are rituals I have my downline go through. I need to have that. I need them to go through certain rituals. What are the daily rituals? What are the weekly rituals? What are the monthly rituals? What are the yearly rituals? What are the things that my community does, my downline, my company? If it's my company, I'm not just grabbing a franchise. I am, but I'm turning into a company. What are the things that my company does on a regular basis, routinely, that everyone can focus on, everyone can anchor into, and have support with? Those rituals will save your butt, especially after someone joins your downline. They've got to know what to do immediately. You have got to have a set of rituals ready for them, and help them, and get them indoctrinated into them. Does that make sense? Usually I do more like story-based, stuff like that. I hope this was a helpful episode. These are the nine mental triggers. These are the things that get people to move. And it's not that you have to hit all nine. Think through the ones that you want to hit most. I don't want to say easily, but which ones are going to be the most effective and just start implementing them into your business slowly, and prove it, and then go to the next one, and then go to the next one, and next one. Prove that that one works. So number one, likability. Number two, reciprocity. Number three is authority. Four is trust. Five is social proof. Six is scarcity. Seven is anticipation. That's one of my favorite ones, personally. Eight is community, and nine is events and rituals. Alright guys, hopefully it's helpful. I have every one of those nine things planned out throughout my entire business, not just through onboarding somebody but what happens afterwards. And those are all things that repeat, but I need to maintain feelings of likability. Obviously if they hate my guts, that's not a mental trigger, they're not going to do anything. So anyways, ever single one of these, figure out ways to start incorporating them. How can you pull those emotions out of the other person. When you do that, my friends, that is when you start doing closing scripts. That is when you start handing them application forms because they are in a state to receive you, otherwise you might be hitting them some other state and it may be sort of awkward. Anyways guys, hope it's helpful. I'll talk to you later. Bye. Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own downline five simple MLM recruiting tips for free? If so, go download your free MLM Masters Pack, by subscribing to this podcast, at SecretMLMHacksRadio.com

What's going on everyone? This is Steve Larson and you're listening to Secret MLM Hacks Radio. So here's the real mystery. How do real MLMers like us cheat and only bug family members and friends? You want a profitable home business, how do recruit A players into our down lines and create extra incomes, yet still have plenty of time for the rest our lives? That's the blaring question, and this podcast will give you the answer. My name is Steve Larson, and welcome to Secret MLM Hacks Radio.   Hey, hey. So, when I was in college I started studying internet marketing shortly after in MLM actually, and I joined the MLM and there was very little guidance. I will be honest with you guys, I just did not do well in it, which made me sad. I really wanted to be successful with it. I thought it was going to be the way that would pay for our first born child that was on the way at the time, and I was very excited, and I started studying internet marketing, and I started running into these different companies that really looked like they knew what they were doing. I would compare them and compare their leaders, and stuff like that with other people and I was like, "I want to go learn more about them."   They had an event that was coming up, and I realized, "Oh, my gosh. I have got to get to this event." It's coming up in three months. I have no money, at the time I was like, "I have no money. How the heck am I to get to this event?" I had learned to build what is called a sales funnel. Basically, it's a series of webpages that are linked together that are basically to sell stuff similar to Amazon or Shopify, things like that. There's up sales and down sales an automation and email sequences, and things like that, and it's one of the major reasons why I can build an automated recruited funnel, like I have. You know, that pulls people in and auto-recruits them, and brings all the leads to me, and I don't have to go ... I hate talking on the phone. I'm terrible at talking on the phone, which is funny because I was a telemarketer, but I'm just really bad at chumming it up on the phone. For whatever reason, it totally stresses me out.   Anyway, I was like, "Hey. How do I get to this event? I can't get to this event. We have mo money. We've got nothing." So, I was like, "You know what, Robert Kiyosaki talks about the difference between rich people and poor people, even though we had no money at the time I was trying to walk the walk at least, and he says Robert Kiyosaki says, "Poor look at something and say "I can't afford that," and rich people look at something and say, "How can I can I afford that?"" I was like, "We have no money, but how can I afford this?" How can I get to this event, and for whatever reason it was so stuck in my mind, that if I could just get to this event, for whatever reason, it would be like the next platform. It would be the next catalyst. I can't explain it. It was something. It was palatable. It was something deep inside.   Like I really, really had to get to this event. It was this company's event. It was actually an event for Click Funnels, if you know who they are, 2016 their funnel hacking live event, and I was like, "I have got to get to it," and at the time I actually was working on and building the first beta version of Secret MLM Hacks. Not actually Secret MLM Hacks, but something called the Automated Down and Recruiting Funnel, and I was building the beta, and I was about to go launch it, and put it out there, and I wanted to get better, and I wanted to do awesome at it, and I knew if I got to the event, that for some reason it would be the accelerant. You guys probably know what I'm talking about. Right? I just had to be there, and I was like, "But we have no money."   So, I was like just like Robert Kiyosaki said, "There's those who have resources, and then there are those who are resourceful," and I decided to become resourceful, and I already was an individual, but I had never done it in this way before, and what I did is I started approaching businesses and building for them internet sales funnels, basically sales websites, if you don't know what those are, and I started building them in return for them buying me a plane ticket. Then I did the next one and I was like, "Hey, now will you buy me an event ticket?" Then I did the next one, and I was like, "Hey will you buy a hotel night?" You know what I mean? I literally bootstrapped my entire to that event. I knew that I needed to be there, and I told me teachers I wasn't going to be there. I was in college. I was a good student, at first I wasn't but I learned how to learn and I was getting straight A's, and I was killing it. It was awesome, and I was in the army. Life was busy.   Life was extremely busy, and what was funny is I got to the event, and I cannot explain the feeling that I had when I was there. I mean I was soaking it in, every piece. I mean I'm having a hard time describing it even on this podcast. I wanted to be at this thing so badly that I was graduating in a week from the event's time, graduating college, and I didn't care that I was graduating. I wanted to be at it so badly, that I was sacrificing whatever it took, and I was like, "You know what, I'm going to give up grades. I'm going to give up school. I'm going whatever it takes to get to this event, and if I do it, and if I go and if I'm teachable, and coachable I know something good will happen. I don't even know what. I just have this feeling that something good is going to happen." That's exactly what happened.   I got there, and it was really easy to tell the people who had not sacrificed in order to get to the event. I walked in and I still remember what the carpet even looks like, guys. I mean it's such a vivid thing. I sacrificed so much. So much of my life was poured over to me getting to this event that I mean I remember how the room smelled. That was two and a half years ago. I mean it was a long time ago, and I still remember. I walked in and I remember the first guy looked at me and he goes, "Hey, what's your name?" I said, "My name is Steve Larson," and he looked up slowly and he goes, "Are you that guy pulling off all that Star Wars ninja crap on our software?" I was like, "What do you mean?" He goes, "You are. I want you to apply here." I was like, "Holy crap," and at the time I was going to go run marketing for a company in Florida, and I had building for them, and anyway it was so much fun. It was awesome.   I took 56 pages of notes during that event. My butt was always in the seat when it needed to be. I was always attentive. I was interactive. I got up and asked questions in the middle of the event. There was 1,100 people there. I mean that was a lot of people. I mean I was so engaged in the full process. I was selling products to people. I was there. I was striking several thousand dollar deals. I was in. I was indoctrinated. I gave up parts of my life. I gave up comfort. I gave up time, freedom. I gave up friend time. I didn't really have that many because I was like, "I am going to go and just make this happen. I don't know what it's going to take, but I am going to do it. Get out of my way." Does that make sense?   What I want to talk to you about today, even though I have been talking about it is power of events. Events for whatever reason stick strong in people's minds, and they make time for them. They put stuff aside for them. They sacrifice personal time, family time, comfort. They go through pain. They do things that they would not otherwise do. When you create an event that is worthwhile attending, you create something that it actually has the power to change somebody's life, and I always hate when people say this stuff, "Maybe you this could change your business or change your life." I get it. I understand why they're saying it, but it was true. It was real, because I had done my part, and if you can put on an event, and you can put things on inside, and I'm not telling you that you go to go.   Let's say you're brand new. I'm not telling you got to go fill a room with 1,100 people, but you can still create events virtually online, or you can still create events where they do fly out to you, or maybe they are all, you know what I mean? You can still create something as an event, and all good marketers leverage the crap out of events. You're going to go launch a product? Let's go make an event around it. That's what movie previews are. Hollywood does that all the time. They create events. Guys, guess what this movie is going to launch on December 21, and here's the preview. It's coming in six months. Wow. You know what I mean? People step back they're like, "Oh, my gosh. Look at this preview," and they share it all over the place, and they create the buzz, and they create the anticipation, and people are like, "Oh, my gosh. Look at the community that's put around this thing. This is so much press around this. This is so cool. Why is it only November?" They're counting down and they're marking stuff off on their calendar, and they're buying pre-tickets early.   They're behavior changes because of their excitement, and if you can create that inside you MLM, the feelings of those things. Man, the first MLM I joined was so freaking boring. They had an event, and I could tell it was exciting, but there were no event like things happening, event like activities happening in my team, and no wonder people had a hard time. So, maybe once a month you go out, and you have an event as a team where you go for one day, and all you do is you call people together because it is funner, or more fun. You go out and you create events with people in your down line or in your up line, or whoever, inside your company to keep the momentum going. That's one of the ways you get the motivation up. High schools literally call them pep rallies. There's place for that in business. There's place for that in big corporates. My dad was an executive at IBM, and he's a software architect and there were computers all around me growing up. It's one of the reasons I like them so much, and use them and know a lot about them.   It was because they were just all over the place. We had computers everywhere. We built a massive in home network in our house before wifi was a thing. We did a lot of stuff, and even in IBM, they would go out and these massive ridiculous parties in Vegas for their employees, and everyone's turning to the event. Everyone's excited. It is important. You have to look forward to certain things. Even in the army when I was in basic training, I would look forward to certain events, "Oh my gosh, guys grenade throwing is coming up! It's in three weeks. I can withstand this massive torture push up routine they're making me go through right now, because I know that's coming up." You know what I mean? That's why you do it, because for your people you are creating excitement. You are creating reliance to pain. You are creating inside themselves, gusto. You know what I mean? You're creating for them this attitude that's a fighter. This attitude that is willing to go out, and no one wants to look stupid in front of other people.   So, they'll go out and they'll do things that they would not they would not otherwise do so they can have things to talk about at the event. Does that make sense? So find some way to use events. So, speaking of the launch that I'm going through right now, right? My plan has been to launch this product in mid-October, and it's taken a little bit longer than I wanted to, but I was like, "You know what? I don't just want to open the gates. How can I create an event around the launch?" So, what I'm doing is four weeks before the launch, it's supposed to be next Monday, which is why I'm doing this podcast, because I might have to change it because I'm just not ready, and that's okay. It's pushed me super hard, and I've gotten farther than if I didn't have this deadline.   I might push back like two weeks or something like that, and that's okay. I'm actually very okay with that, because I feel really good. I feel very satisfied emotionally that I've been just crushing it, and I've been creating a lot of cool stuff that I know is going to change MLM industry that nobody's ever taught inside of MLM. I am so freaking out and passionate about this, because I never had anyone in my [demo 00:12:29] teach this. I have literally combed the internet, and I cannot find somebody, and my job is on the internet. I know how to search the internet pretty deeply, and I can't find people who do this stuff, and this is new stuff that has never been inside the MLM world ever. I put my whole integrity behind that because I just can't find it. I'm so excited to show it. So, I'm okay, if I got to push it back. That's okay, but what I'm doing is I'm creating an event.   So, let's say, just for the podcasts sake as it currently stand I'm launching this about mid-October, but I want to make the launch an event. So, what can I do? Well, four weeks beforehand what I'm going to start doing, I'm going to start Facebook living every single day, and I'm going to start doing very specific Facebook ads targeting two other audiences who also like MLM, and I'm giving away free stuff. There's no pitch. There's nothing. It's literally to help buzz happen. Right? I'm going to do that for three weeks. The week before I launch, I'm going to go through what is called the seven day launch. The seven day launch is a very specific sequence that you do in internet marketing or even offline in different places, but it's a very specific sequence that you do that creates such bond with the actual product that it creates a floodgate effect.   I don't have time to go into what it actually is. Maybe we will on another podcast, but it creates a floodgate effect, and that's what I'm trying to do, because of course I want to sell it. I want to get this stuff out there, and if there is no exchange then people aren't going to use it. So they have to pay. You know what I mean? How am I going to that? Well, I got to show them that it's amazing, and that it's never been created before and that no one's ever done this stuff, and that they can automate the recruiting inside their business. That's ridiculous. Nobody's ever really actually pulled that off. There is some people who kind of talk about it a little bit, but there's still weirdness behind some of it. Anyway, this is a very value first way and method towards actual recruiting in an automated fashion.   So, anyway, very excited for it. So, what I'm trying to tell you is that when you're out and you're recruiting, or when you're out and let's say that, and you know what you're a business owner. Right? You own basically a franchise of your MLM. So, what is a business owner going to do? Let's say once a month they've got some crazy special sale. Let's say that once very so often, I'll tell you one of the cool things you can do is demonstrate or consume your product live. Answer questions live. Teach about it live. So many false beliefs and so many concerns will be answered by you merely consuming your product live where people can ask you stuff, and there's vulnerability on your side. You're telling stories, and you're telling testimonials, and you're showing how to use it, and how to be successful with it.   I know a company that made $3 million in a year on that one tactic, just showing their stuff live, because it was an event. I hope I wasn't beating a dead horse. I hope that stuck home what I was trying to say. That there is massive power in events, and if you can get them right, and if you can use it, you will harness so much market pressure in your favor, and I'm excited for you to do that. So, start thinking to yourself, "What can I do to create some kind of a launch for my thing, or what can I do to create some kind of event?" You know what, if it is going to be a launch or some kind of event. There's always pre-launches. There's a pre-launch party. There's a post-launch party. There's always an excuse. How many times do you see places like Kohl's or other department stores not have sales? They always have a sale. They always figure it is on sale.   Guys, it's going to be the October sale. You know what guys, this is the Thanksgiving sale. You know what's coming up? It's the December sale? Hey guys, everyone, it's January. New Year's Eve sale. All right. There's always a sale. Care dealerships are huge on this. Guys, come on in for our early spring sale. You're always going to find some reason for an event. That's a live example of what I'm talking about. So, start doing that with your people in motivating, in recruiting, in selling. Find out how to be an event thrower, and you will become very naturally a marketer. All right guys. Hopefully that's helpful I'll talk to you later. Bye.   Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own down line? Five simple online recruiting tips for free. If so go download your free MLM master's pack by subscribing to this podcast at SecretMLMHacksRadio.com.

Hey, what's going on, everyone? This is Steve Larsen and you're listening to Secret MLM Hacks Radio.   So here's the real mystery. How do real MLMers like us, who didn't cheat and only bug family members and friends, who want to grow a profitable home-business, how do we recruit A-players into our downlines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio.   All right you guys. Hey, hope everything's going well. I know the weekend kind of just ended. I was playing with my little 3-year-old and my little 2-year-old. We were running around the house and it was a lot of fun. I don't totally know why I'm telling this, but we were running around and I'm loud. I'm loud. I think it's sad to try and keep kids quiet. I think that we all want to express ourselves and be open and loud so we were being loud and we were running around and I was yelling. I was chasing around our house and anyways, it was a lot of fun.   We were playing this game and I was running up the stairs and all of a sudden, I totally tripped and we had been going for a while and I was pretty tired. I think, I don't know, if I just closed my eyes or whatever, but I'm pretty sure I either really sprained or slightly fractured a toe. Pardon my foot there. Anyway, it's been kind of funny because we got an event coming up here for about three days. I'm not going to be running. I will be standing the next three days and so I was like, "Well, that's good timing. This is going to throw an extra little piece of little wrench in there."   Hey, I just wanted to real quick tell you guys what's been going on here. My quest has been to help people learn how they can automate their downline recruiting. Now, I do help people sell their products as well and I'm not here to pitch you or anything like that. I just want to show you what process I've been taking in order to create the course that's going to go along with this because it's been a really fun journey along the way.   I think that there's, I don't know, just kind of top of mind here, there's been something on my mind as I've been creating this course that I've noticed I think I've been good at with my MLM without knowing it. You know what I mean? I used to do door-to-door sales and would go door to door and I was actually pretty good at it, and good enough that I got invited on a special retreat with the rest of the owners and they brought us up to this cabin. It was awesome, this big log cabin as such and it was super fun.   There's this pool and we were all just hanging out, but then there's part where there was this training that would happen. I don't remember anything else, but this one line. This guy stood up. He's actually one of the owners of the entire thing. He stood up and he said, "Look, one of the reasons that we're here and one of the reasons why younger door-to-door salesmen struggle is because we as leaders don't know what we know." Meaning, we've been doing it long enough that we don't quite understand why we're doing what we're doing. We just know that it works and we've never actually sat down to figure out, oh, my gosh. This stuff is working because of X, Y and Z. We've never actually figured out the mechanics that makes it work, right.   As I've been sitting down and as I've been creating this course and putting all these things together and standing in front of all these big, massive 3 foot by 3 foot boards I made and all these cool drawings and stuff, and it's been interesting to realize why my automated downline recruiting funnels have been working, my recruiting system, why they're working. How come people are joining and I have ... Anyway, I thought it was because of one thing, but it's actually because of a few other things. You know what I mean? It's been fascinating.   What it's made me do and what I've been doing the whole time as I've been creating this and I think what you should do for your downline is I've actually been ... This is going to sound cheesy, but there's a book called Draw to Win and I mean just the title alone kind of talks about what the book talks about. It's got a picture of a white board marker. Anyway, think of it as like football plays, right. You sit down and you start drawing a diagram of hey, you go here and this person goes here and that goes there, right. They're not like super high class drawings or whatever, and you know what, mine are not either. I really never graduated past stick figures. I really cannot draw at all. No joke. I'm super bad at it.   For this workbook and these things I've been putting together, I'll go draw the pictures that represent the principle. It's been funny because parts that I thought that would be really easy to describe and communicate in a picture have actually been very difficult and vice-versa where it's like this is going to be super hard. I'm like, "Oh, that was really easy to describe in a picture." What's been funny is how much deeper I've been learning my own craft because of it.   Here's what I'm suggesting is that when you actually get out there and you start recruiting somebody, right, and they're excited, they're bright eyed and bushy tailed, and they get out and they start doing whatever, if you let them get out there, you're doing your downline and they're like, "Hey, I'm going to go out and I'm going to do whatever," you let that happen and they go all over the place, you're setting them up for failure right off the bat. You are and in my strong opinion, you need to create what is called a success path.   There's a guy inside of the internet marketing world named Stu McLaren. The guy makes millions of dollars every year creating membership sites that he only runs, spends two to three weeks a year putting together and running, two to three weeks a year for several million dollars a year totally on auto pilot like crazy, crazy. What's fascinating about it, we had a chance to learn from him, and what he taught was that as the moment somebody joins and goes into these membership areas, they are typically in any member area, they are bombarded, just straight bombarded and stressed to the max with information, information overload, way too much stuff going on.   The exact same thing happens inside of an MLM. There's way too much information. All the comp plans and all these different ... I know guys who take teams to go read the comp plan together because there's so much stuff inside of them usually and let alone let's figure out what the product does and how it sells or how to recruit people. You know what I mean? It's big.   The problem is a lot of us will go out there, the moment we recruit somebody and it's like, "Hey, good luck," and we haven't created a way for them to win. That's what this guy, Stu McLaren was talking about with his sites and with his business was that the way he gets around information overwhelm and information overload, which ultimately is the biggest reason people cancel, the way he gets around it is by creating what he calls a success path.   Now you've got to start doing that for your MLM. You've got to start doing that whenever people ... Systematize it. That's what actually duplicates you, right. The system does because you're not going to really duplicate yourself. You're you, but a system can, right. If you get the system down, you're like, "Hey, number one, I want them to read X, Y, and Z and watch this thing over here. Number two, let's do this, this and this. Number three, do this. All right, now that he's done through this success path, these are our rituals and we're going to do this every single day and those are the things that actually make this business successful if you're dedicated and stick with it and everything." Does that make sense?   If you create a success path and you actually create an environment, right, you actually lay the bricks, lay the road down for people and you're like, "Hey, just literally follow this," that's what I did and it was successful. You know what I mean? Then you're far more likely to keep somebody inside your MLM and keep them active, right, not just stagnant people who start to just slowly fizz away and you can never hear from or get a hold of again. You know what I mean? I know we've all had people like that. Of course, we have. Does that make sense though?   That's what I'm trying to get at is that I sat down and I started drawing these pictures and putting all these things together and I was like, "Huh," in order for me to really describe this one principle, I had to draw like 16 other pictures. I was like, "Interesting." I understood that in my head, but not well enough to teach it that first round. That's fascinating. Now I do know. You know what I mean? I became my own critic, healthy critic, about what it really has taken in order for people to understand what I've been doing and for people to understand how to replicate and duplicate what I've been doing and people understand how to create success paths and automate. You know what I mean?   Do the same thing and do it by going back in your head and asking yourself, "Okay, what were my biggest hangups when I joined my MLM, right? What were the biggest things that sucked? What were the things that I just didn't believe or that I had a hard time overcoming?" My bet is that other people who've joined your downline have had the same question, right. Address those things upfront. Create a success path that directly answers and addresses that concern. Show people even before they join the downline, "Hey, when you join, you get this, this and this obviously from the company, but I personally have X, Y and Z," and it's one of the things that makes our team so different. We have a success path. We have something that actually helps you and walks you along the way. We did the hard thinking for you. All you need to do is major execution. That's it.   How cool is that? How sexy is that? That makes you so much more attractive, right, over the other guy who's got the exact same products and exact same service, exact same marketing, exact same websites, exact same company. Does that make sense? If you can do that, that's just another thing you can do and use to throw out there to make yourself different and attractive as opposed to everybody else.   Anyways, that's all I've got to say is create success paths. Get out there and figure out what it is that people need to do, step 1, 2, 3 and if you don't know, I guarantee there are people in your upline who would love to help answer that question for you, right, and would love to help put that together for you. Then I would personalize it. Make it yours. If there's videos involved, you be the one doing the videos. If there are recordings involved, you do the recordings. Become the leader, right, and be the face, and that'll stretch you like crazy also. It's really exciting.   Anyway, that's all I got for you guys. Be sure when you're sprinting upstairs, not to break toes or anything, but anyways, hope things are going well for you and I will talk to you later. Bye.   Hey, thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show, go to secretmlmhacksradio.com to submit your question and download your free MLM Master's Pack.

What's going on everyone? This is Steve Larsen and you're listening to Secret MLM Hacks Radio. Oh yeah. Here's the real mystery, how do real MLMers like us who didn't cheat and only bug family members and friends, who want to grow a profitable home business, how do we recruit A players into our downlines and create extra incomes, yet, still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio. Hey, how you guys doing? Hope life's going well for you. Hope you are living it on purpose and being loud and in charge and taking command of your life. Hey, I grew up in Littleton, Colorado. It's right outside Denver.   It's kind of sandwiched between the city and the mountains. It's kind of nice because you had the best of both worlds. You have the city on one side, but then also the mountains on the other side. What was really nice about that is that we would go kind of sneak away sometimes in the weekends or even weeks at a time we go backpacking. I know we talked about backpacking a little bit on a previous episode, but I learned to love it. It's not that I ever really hated it in fact, but I actually learned to really like it. I really enjoy it. The only reason I bring it up is because recently I was talking to my dad and we were thinking like, "Man, we should go on another huge backpacking trip."   Another one weeker at least or something big, something crazy, something which is challenging and hard. I actually learned to like those kinds of things a lot of the times through backpacking. The crazy things that we would do outside and stuff. I remember there's this one trip we'd put these snow pants on and we are way above tree line. Actually I think I talked about this one before maybe. Anyways, this was a three and a half week backpacking trip. Three and a half weeks and we were way, way above tree line. There's no trees there. Oxygen's really, really low. Super fun. Right? I mean some people listening to this might be thinking, "Steven, you're freaking crazy," but really it's so fun. There's a rush all the time.   You're packing all your food in and out. I mean everything you have to survive is on your back and you're way, way in the back. It even takes a permit because you're so far in the back country just to keep you safe if you favor to get life lighted or stuff like this. I love that stuff. Super fun. I'm not in the shape as I was when I was doing all this stuff, but I remember this one trip we were on. We brought snow pants with us even though it was like July, August. We brought snow pants because way above the tree lines was all the snow. You'd get up there and the wind's blowing and you're sucking wind extra hard because the oxygen's low. It was really, really awesome. We got up to this certain spot where there's this big bowl.   Massive bowl. Now when you say bowl, really that's like this big, massive, huge multi mile swoop from one peak to the next. We're not talking like a little bowl. I mean this is huge, right? It was packed with snow. Very steep. You could stand, reach out and just put your arms straight out and you'd be touching the side of the mountain. Like that kind of steep peak if you can visualize that. What we would do is we had ice axes with us and we needed the ice axes to get up to the top of the crest of this mountain. It's basically a cliff that you climb. We used ice axes to get up it. It was really fun. We'd practice with these ice axes, wrap them around our arms and such. We put these snow pants on and we would go hauling down. We'd sit down and we'd leave our packs and stuff up at the top.   Was it a little stupid? Sure, but this was totally like guy fun. I feel like every guy should go through something like this. We'd sit at the top of this bowl and with this ice ax just start hauling. We'd leave the ice ax. We'd kind of hold it to our chest and lean back. We're wearing snow pants and here's this almost piece of ice and you just go flying down I mean as fast as you can possibly imagine. You pick up speed so quick. You're basically control falling down a cliff. I mean it was so fun. When you're ready to stop, you would just roll over really hard and smack the ice and put all of your weight into the hook and you'd stop in like two inches. It was super fast. It's kind of extreme. I remember thinking like how ridiculous that was.   We went on to backpacking in other areas. Especially when we would climb up to that area, I mean just sucking wind like crazy. You're like breathing super hard. Your lungs are like beating super, super hard. You're trying to get more oxygen inside your body than it can get. It's really common to get altitude sickness with this. I promise there's a point with this whole story and everything, but it's interesting because even while we were going down ... That's called clausading on the snow pants when you're shooting down at the ice ax. When we were clausading or when we were hiking up the sides or whatever it was, I was always shocked at how much technique there was to breathing. Just breathing. That one thing alone changed the entire experience for myself or the other people.   If they didn't do correct breathing or if they didn't do things to help their bodies acclimate either beforehand or in the middle of the hike or whatever it was, a lot of times they'd get altitude sickness which can lead and hallucinations. It actually can get quite serious. Just that simple thing, breathing technique. What we would do is while we were hiking up, we would exhale like we were a freight train. It sounded so stupid. I'm sure it scared all the animals away and maybe kept us safe in some areas. There was moose and bear and mountain lions and stuff all around us. It was really fun. You just kind of like pierce your lips and go ... Every single exhale super, super hard. At first, it was very painful on the lungs to do that because you're stretching the lungs.   You're putting more force on the lungs than the altitude that you're currently at. Does that make sense? Your lungs thought that you're at a higher altitude than you actually were at because of that strategy. It would make your body work harder and it would really hurt at first because your lungs were already hurting, but eventually what would happen was it would become so routine and your body would create more red blood cells. You would actually soak in more oxygen as you'd go up. Now I realize I've been telling the story for six minutes now. The whole point of this is that just that one simple technique is I mean in some cases life changing. Your body would handle it better. Your body actually would take in water when you drink it rather than just get rid of it.   Just because you were breathing correctly, so many good things were happening in the rest of the body and the mind. You're able to keep clear of your mind and keep pushing forward even when it's hard. Eventually the burn would leave and you would acclimate. It's the craziest things. Now Steven, oh my gosh, this is Secret MLM Hacks Radio. What does this have to do with anything? It has everything to do with everything. Okay? A lot of people what I've noticed is they know the right answer on what it takes to be successful in MLM. Right now. Right now. If you were to grab a piece of paper ... In fact, yeah, we'll do it.   Go grab a piece of paper right now, a pen, whatever is near you and pause and just write down the one thing that you know you need to be doing to be successful in MLM, but you're not doing it. What is it? What is it? Because most the time you know what it is and most of the time it's the thing that we are least looking forward to doing. The biggest thing we're supposed to be doing is usually the thing that actually has the most pain associated to it which sucks, but it's just like the breathing thing. If you take the time to learn, it's going to hurt at first. There's no other way to say it. You are going to be uncomfortable. You're going to be stretched beyond your limits. You're going to stretch beyond everything you do.   If you look forward to that and you look forward to the growth, it's actually kind of a rush. I look forward to it every time. I'm excited at the prospect of us going out and being able to go on another week long backpacking trip probably next summer, which is awesome. I know the level of pain that it takes to get there. Those who can handle the pain at first, which always leaves, end up playing the game at a higher level with higher quality "athletes." Does that make sense? You're playing more extreme. Mentally you're getting back more mental goodies than the other guy because they're not willing to go through the things that you are. There's a really great book called "The Dip" by Seth Godin. I love that book.   Basically what it says is that every single time you start out on anything, there's always a piece of excitement. How did you feel when you first joined your MLM? There's this piece of excitement. "This is going to be awesome. This is going to go change my life. I'm going to make extra money." Just like, "This is going to be awesome. We're going to go get crazy, crazy high altitude. We're going to see all this cool wildlife. It will be a little bit dangerous, but it's super fun and we'll come out stronger on the other side." There's this piece of excitement ahead of time before we even start. As you start, right, there's this thrill. You're like, "Yes. Woo." Pretty soon always, always, always it gets harder.   It's going to get harder and then people start to second guess they're decision. You all know people like this. People that you've created into your downline. People who got sold on the dream, but treated it like a hobby. Every time things get hard, the hobbyists leave. Does that make sense? You need to be careful though when you are working inside of your MLM that you are not treating it like a hobby. It is a business. If you're not treating it like one, you'll know the things that you're supposed to be doing that you may not be.   If you're not treating it like a business, the moment it gets hard, which you're probably may have already hit, right, or maybe you're about to or maybe one of those really, really tough periods just kind of ended and you feel like you might be plateauing a little it and you need the resistance in order to grow again. Look forward to the resistance. Understand that that is what actually makes you success and progressive inside this business. You have to turn into the pain. It's was Tony Robbins teaches. Don't skirt around the pain. You turn straight into it and there's always pleasure on the other side of it. It's always funny because the pain is never as long as you were fearing. It's always a little bit longer than you think it's going to be, but it's never as long as you fear.   As soon as it's over, there's always pleasure on the other side of it. A sense of accomplishment. It's funny because there are people that you can look at them and be like, "Wait a second. That guy's not more talented than I am." Right? "Wait a second. That guy ..." You know those people. You're like, "How did that guy get so successful in MLM?" You've probably asked that question before. I've attended meetings before. I'm looking around. I'm like, "Hey, that guy did it?" You know what I mean? It's not to be rude, but you're like, "Man, if that guy can do it, like I should be able too." You know what? It's exactly what you might be thinking. You're right. They probably aren't more talented, but they were willing to stick out a little bit of front end pain for ridiculous pleasure in the back.   Does that make sense? That's how it happens. If you're able to do that and you understand that that's what's coming, you can mentally psych yourself up and be like, "Okay. You know what? I'm going to go and I'm going to climb a mountain professionally. I'm going to go climb a mountian. What do I need?" You start getting ready. You start getting ready. Don't just start right out. Don't just start climbing a mountain. What do you need? What are the things that you need in order to go and be successful with it? Well, number one what I would do is I'd go find one of your top MLMers. Do you even know who they are? Inside your MLM, who actually are the top MLMers inside your MLM? Who are the top earners? Right? Who are the people who are killing to?   Right? Find out who they are. Write them down by name and go figure that out. There's a lot of businesses that die simply by just not knowing who their competition is. Now of course, you're in the same business. Right? You're technically on the same team, but you're also technically competitors. You're competing with that top earner. We all like to talk about the cool success that we've had. I love talking about that I went on a week and a half week backpacking trip. Guess what? It really sucked to the first three to four days. There's so much pain in my feet everyday I woke up. They were throbbing the first 15 minutes I'd walk around. I was walking gingerly. My body was still acclimating to what was going on.   It's strenuous. If you don't allow yourself to go through the strenuous parts of it, you're not going to get to the other side of it. Go find a top earner in your MLM. Ask them, "Hey, what are you doing differently that nobody else is doing or no one else seems to be picking up on? What is it that you're offering? What is it that people are getting when they join your downline?" Start watching everything that they do and start watching everything that they're offering. Are they really doing it through home meetings? Are they really? If they are, awesome. Figure out what they're doing different. Anyway, figure out exactly what those pieces are. What I would do is I would list out ... You're going to get some answers, maybe you get a couple answers from one guy who's a top earner.   Go ask the next one or go ask the next one, then the next one, then the next one, then the next one. If you start asking all those individual people, pretty soon a pattern is going to start emerging, a technique. Right? Whatever it is. For me, for backpacking, it was breathing and a very specific way to breath. It was painful at first, but made it all so amazing throughout. I was able to acclimate quickly because of it. It's the same thing. Go find out the equivalent of what technique you're supposed to be using that may not be taught by your immediate upline. Maybe they're still new to it also. Go ask the people who are being successful of it. Go find what they're doing. Model what they're doing. Right? Go figure out.   Go ask the upline, "Hey, what are on earth am I supposed to be doing? What is it that you're doing that's made you success that no one else seems to be picking up on?" You know what? If you can't for some reason find out or reach someone in your own MLM, any top earner from any company, whoever, just starting asking people who are actually killing it and making an actual living. People who do it full time. People who actually make a living, full passive income on it. You ask those people. Don't ask the people who aren't totally doing it yet, who haven't totally made it, who might still have a full time day job. You know what I mean? Figure out who those people are who are actually doing it. They are walking the walk.   You ask those people regardless of the company, figure out what those patterns out and you model after those techniques. Anyway, that's really been on my mind it's because we're going to go backpacking hopefully soon. Just the thought of it. Anyway, hopefully that makes sense. It really is as simple as that. That's how I actually started four years ago, almost four years ago now. I started with that question in mind and I started looking around and I started going, "What really are these top earners actually doing?" That question led me to this whole thing which started Secret MLM Hacks Radio which now automates my recruiting. It totally automates it which is so fun. It's so cool. People join my downline I never met before like routinely.   It's not like a one or two type of thing like a lot of people. Anyways, it's been really fun. I'm not trying to get numbers or brag or anything like that, but that question alone I'm just trying to illustrate will make you approach your business differently. Don't worry about freaking business cards or a logo or a slogan. Don't worry about whatever. That stuff doesn't matter. You know what matters right now to make a million bucks? Sales. Just go make sales. How do you do it? Go ask someone who's doing it. It's really as simple as that. Go find out who has the best techniques and model what they're doing. Anyways guys, hope you're doing awesome. I will talk to you later. Bye. Hey, thanks for listening. Please remember to subscribe and leave feedback.   Would you like me to teach your own downline five simple MLM recruiting tips for free? If so, go download your own MLM Master's Pack by subscribing to this podcast at SecretMLMHacksRadio.com.

What's going on everyone? This is Steve Larsen, and you're listening to Secret MLM Hacks Radio.   Here's the real mystery. How do real MLMers like us, who didn't cheat and only bugged family members and friends, who want to grow a profitable home business. How do we recruit A players into our downline's, and create extra incomes, but still have plenty of time for the rest our lives? That's the blaring question, an this podcast will give you the answer. My name is Steve Larsen, and welcome to Secret MLM Hacks Radio.   All right, all right. Hey, hope things are going well for you in your life, and MLM life, and everything. A cool thing going on right now is we are about to turn ads on for the show. Got an amazing ads person. I'm definitely going to get to interview her sometime for you guys in the future, so you guys can see how she's running ads on Facebook for MLM topic things. Anyway, she's about the start running ads to the show. That's kind of cool, so if you guys see it just be aware that's what's going on. We're trying to widen the group.   What's really fun is the thousands of downloads that are already happening for this show. I think we've definitely struck a cord. Anyway, it's excited. Really, really pumped to have all of you guys be here as listeners. One of the cool things I like to do is obviously engage with you guys. If you go to SecretMLMHacksRadio.com and you opt-in, on the bottom right there's a green button, and if you click the green button you can record a question straight from your browser right to me. Which is awesome. Now one thing that I like to do is grab those, I put them straight inside the episodes like I did a few episodes ago, and answer them live. That's what the plan is.   This question comes from Eli Fuentes.   Hey Steve, what are the top three most important things we need to know about marketing our MLM?   Hey, what's going on Eli? Great question. What are the top three things needed in order to actually market an MLM appropriately?   I don't know what it was. It was probably six months ago now, I was speaking at an event in Vegas, and I was all prepared, I was really stoked. It wasn't that big of an event, but it was a good size though. Definitely a big room. I sat down, and I was thinking I was all prepared. It was funny, I sat down in the back just to kind of listen, see what the other speakers are talking about, and it became apparent very quickly that I had prepared the wrong speech. That the actual questions, and the actual things that I could give in order to actually be powerful for these people while I was on stage, I had prepared the wrong thing. It was extremely nerveracking, because I was on very shortly.   I pulled my computer up in the back, and what I did is I started writing like crazy. I wrote, and wrote, and wrote, and I was redoing my slides, and I was like oh my gosh I have literally created ... I created this speech as if these people are doing X, Y, and Z, but they're not. They're actually in this whole separate industry. I was like, oh man. I mean, I changed my title slide, the name of the thing, the main points I was going to make, all the stories. I changed almost the entire thing, and it was nerveracking.   What I had realized, like I said, it's not just that I had created the wrong speech, but I understood the false beliefs that these people had about what I was going to talk about. I had falsely understood those things. Meaning, I thought that these people had all believed that ... I can't even remember right now what it is. Anyway, the whole point is that I was not being accurate in what these people believed and didn't believe. Does that make sense?   It's really, really easy for a golfer to believe that there's a few ways to improve the swing. You know what I mean? People are inclined to several beliefs related to what they do every single day. Just like for an MLM. If someones going to go ... It's very, very hard to recruit somebody who did not already have a preexisting disposition towards MLM, or entrepreneurship. Right? It's very hard to do that.   My whole system, everything that I do is all about finding people who have preexisting dispositions towards MLM, and then helping them get closed into MLM by various things. Does that make sense? I realized that I had understood the beliefs incorrectly. The reason why it's such a big deal with marketing is because, all marketing is is education. Marketing is merely just educating people on a new way of thinking. They've got to take on some new beliefs.   If you're going to go market an MLM, meaning you're basically saying what education are you giving. Now education can come in the form of stories. It's not like it's a classroom, but it can come in the form of stories, it can come in the form of facts, it can come in the form of a lot of things, but merely it's the transfer of belief. You are literally teaching other people how to think differently. It's very, very powerful. Marketing is awesome.   For the number one thing I'd say, if you said hey what are the three things I need to do in order to actually market my MLM. Number one, you've got to understand the false beliefs of the people around you. Meaning, if you're trying to recruit from a group of people you need to understand what that person is believing, even if it's false. Understand what those false beliefs are, know how to counter them, know how to go and rebuild, break, and reframe those belief patterns. Number one I'd say ... It's funny, because that pursuit never really ends.   There's an initial understanding you need to gain, but it doesn't really ever stop. You get deeper, and deeper, and deeper into the false beliefs of those people kind of for life. You keep talking to people. That's one of the reasons why even though this whole thing is built on automation, and systems, and stuff like that, it will never be totally automated because you can't take the human element out of it. You need to be able to understand what those ever changing false beliefs are, so that you can change your marketing message.   I ended up going, back to that stage example, I ended up going and I was writing. It was so cool, because I actually ended up, I nailed it. I'm not trying to pat myself on the back, but I nailed it. I know I did, I did a great job on the speech, because I changed the message. A lot of the core was the same, and a lot of what I told them at the end to do was the exact same also, but the way I presented it was different. Does that make sense? I hope there's some light bulbs going off here. This is like deep, more hardcore marketing type stuff. As far as what marketing actually is. That's number one.   Number two I'd say ... Number one understand the false beliefs of those people you're trying to recruit. Number two, you've got to know how to attract them to you. When I say that what I mean is, you need to learn how to create a new opportunity out of your MLM. Now, I have said that so many times on this podcasts. It's literally because that is the secret. That is one of the biggest secrets of all of this. It's tied in with number one, but you've got to know how to be able to attract people to you.   That's rule number one actually of the course that I'm building. Rule number one is they come to you. I don't go to family and friends, I don't beg them to join. If you're into that power to you. I hate that stuff though. I can not stand it, it drives me nuts, because it makes the individual prone to feeling like the business is more important than the relationship, and I have done that before. I'm speaking from experience, where I know I have offended people, very close people to me because of that. So, I'm not even willing to go there anymore.   Cool part of that is that now I had to figure out how to attract people to me who weren't family and friends, who weren't hot market, or warm market. Does that make sense? Who weren't right next to me in my own network. It's exciting to say that it's totally worked. Number one you got to know what the false beliefs are of those people, and number two you've got to be able to know how to attract people to you. Whether it's through a product, whether it's through some value you're giving, whether it's through some consulting, whatever it is. You've got to know how to attract people. Most of the time it's easiest to do it with something free at first, and then do something paid in the back. That way you can kind of qualify the lead a little bit more, and get more quality people.   Number one false beliefs, number two attract. Which means you got to create an offer. Then the third thing, as far as marketing, I actually just kind of said that. I just led right into it. If number two is attracting with free stuff, number three is all about getting paid to prospect. That's like the holy grail. If you can figure that out, holy crap the worlds yours. Everything gets a lot easier. If you know how to get paid while you're prospecting, meaning you get paid regardless if someone joins.   I'm excited to say I've done that over the last year, and it's super awesome. Not trying to toot my own horn, or say how awesome it is. I'm just letting you know, and letting the listeners know that it's possible. It's not crazy actually either. I'm not a coder, I'm not a programmer. I'm an okay marketer, I love it. It's so fun. I'm an okay stage presenter, although I love it. It's awesome. Really where I excel in is just not giving up, just stop giving up and you won't have to keep starting over.   Number one understand the false beliefs of those people you're trying to sale to, the people you're trying to recruit. Number two you've got to understand how to attract those people to you. One of the easiest ways I do it is just by giving away free stuff like crazy. Then pretty soon that builds an audience around me. Then number three, figure out how to get paid while you prospect. Figure out how to create another revenue source out of the existing one. Does that make sense?   That might not be the answer you were thinking that I was going to give, but that's exactly what I would say. Anyway, you understand those false beliefs. If you understand the false beliefs you'll really easy be able to figure out what kind of free thing to create to attract people around you, and if you know how to attract people around you it's really easy to take one of those elements and turn it into a paid thing. Does that makes sense?   Hopefully that helped Eli, hopefully that helped everyone else who's listening. Again, if you have a question you would like to ask, and you want me to answer, go ahead and ask it on SecretMLMHacksRadio.com. Go ahead and opt-in, and then on the bottom right just click the button and start talking, and it'll shoot the email straight over to me with a recording of your question. All right guys, talk to y'all later. Bye.   Hey, thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to SecretMLMHacksRadio.com to submit your question, and download your free MLM Masters Pack.

Hey, hey, what's going on, everyone? This is Steve Larsen, and you're listening to another episode of Secret MLM Hacks Radio. Here's the real mystery. How do real MLMers like us who didn't cheat and only bug family members and friends, who want to grow a profitable home business, how do we recruit A players into our downlines and create extra incomes yet still have plenty of time for the rest of our lives? That's the blaring question, and this podcast will give you the answer. My name is Steve Larsen, and welcome to Secret MLM Hacks Radio.   Hey, guys, this is a bit of a different episode. What I did is I went out and I found a guy who is a honestly spectacular individual. He is rare, meaning, he's gone out and he has made seven figures in traditional business, and then he made another seven figures inside of MLM. What's kind of cool is he's going to go through and teach. I asked him to come on this podcast and teach some of the strategies that he's been using. Does that make sense?   So he's going to go through and he's going to show, number one, some of the strategies that he's been using inside of MLM to grow a downline that honestly it's run like an actual business. He doesn't recruit people personally anymore. All he does is teach his other people how to do that. Does that make sense? He has embraced this idea of duplication. He's embraced this idea of recruiting people the right way without ...   Let's say you are talking to family members and friends. How do you do it in a respectful way? So he's going to go through some of those things with you as well as one of the most powerful recruiting strategies I've ever heard. So anyway, kind of sit back. Relax a little bit with this. It is a little bit of a longer episode, but I think this interview is going to be powerful, and I think it'll be ... This is technically the first interview of this podcast, and I plan to do a whole bunch more. I have in my other show, but, anyway, this'll be a good one, and excited for him. His name is Jon Penkert, and he has actually pulled in through his downline over half a billion in revenue, and he's done this kind of stuff several times.   He knows what he's talking about. So anyways, very, very honored to have him on the show, and let's dive right in. We have a very unique opportunity to hear from honestly one of the most brilliant people I've ever met. I actually only met him probably only a month or two ago, but right off the bat I could tell something was different. I have on the call with me Mr. Jon Penkert, who alone inside of the MLM industry, he's one of the top income earners. He's one of those rare guys that has done both seven figures in regular business but also seven figures in the network marketing business.   One of the things he's taught me is that most people only recruit two and a half, one, two to three people into their MLM business ever, and to say that he's done, which is true, over 500 million in his own downline is absolutely amazing. So anyway, I'm excited to have Mr. Jon Penkert here with me. How are you doing, man?   Hey. Good morning, Steven. Thanks for having me on the call. It's a privilege to be speaking with you.   I'm really excited that you're here. This is a very unique take. Most of the time when you hear the word "MLM," I'm sure you were the exact same, you kind of tend to run the other way. Most people do, anyway, and I know that you've have figured out, though, the way that this whole thing works. But before we jump into that, I actually wanted to ask, how did you get into MLM?   I was an entrepreneur out of college and moved to Southern California. I wanted to take advantage of the business opportunities there and leverage my skills and my degree. When I arrived, in California, it's kind of the mecca for network marketing. I never really heard of MLM, and so a friend of mine invited me to a meeting, and I was very skeptical. It just seemed too good to be true.   Sure.   I couldn't believe all the money they were making, and so I was like, "Man, I got to check this out. And it's funny. You say that people run from MLM. What happened is I started getting involved in network marketing, and then people started running from me.   Exactly.   So I learned very quickly that this MLM business, it's rife with problems, and you end up losing a lot of your friends in the beginning because you don't understand what's required to be successful. You don't understand the key ingredients to network marketing that make successful champions are no different than any other facet of life, whether it's business or music or sports. There's a formula to success, and once you figure that out and you embrace the formula, then guess what? You begin to have the success that you long for.   Did you know what that formula was when you first started?   No. As a matter of fact, I have about 10 years of pain, which means failure. I learned that success is built on the back of failure, and I certainly, I used to tell people, "I'm the biggest loser in network marketing because I tried everything and did it wrong." So I got about 10 years of pain before I figured out, you know what, there's got to be a smarter way to do this.   That's amazing. So when you first joined, though, I guess, what happened? Where was all that kind of failure? Most people don't talk about the failure parts, but I think we can all relate to it.   Well, I don't fail small; I fail big. I joined a company. Back in the '80s people in California were making $30,000 a month in network marketing, and there was a company called Fund America. You can research it. It actually is the case ... all the case law studies. It changed the industry because back then, you paid a lot of money for your membership fees. It was high membership fee to get involved in these clubs, these MLM clubs.   And the federal government shut them down for illegal Ponzi scheme, and so the big boys like Herbal Life and Amway, they all went to school on that, and they changed how they come to a market. So all the case law for network marketing was really centered around that Fund America. You can do the research on the lawsuit. It turned out they came out on the other side nine months later innocent and not being convicted of a Ponzi scheme because it wasn't, but it ruined the business opportunity, and all the downline had dissipated.   So all of us had got involved and began to build saw the rug literally pulled out from under us and what we thought was the biggest opportunity of our life, and we're all going to become millionaires, and the truth is you realize, you know what, if you don't have experienced leaders that have set a foundation to do it right, you're going to get taken out, and there's a lot of examples of that today, but the case law began with that Fund America opportunity that I was knee-deep in and got the rug pulled out from under me.   So you came in while that was all going on, then?   Yeah. Actually I had the misfortune of coming in at the end. I got all my guys in, and we started running right as they closed the doors.   Oh, man. Oh my gosh. So did you pick up and go obviously to somewhere else, then, I'm sure?   Yeah. Then I got into a couple other companies. I tried to travel industry is big in network marketing, and I tried supplements. That's also big in network marketing. The number one product in network marketing is weight loss. We live in a culture that suffers from obesity. And everybody wants the quick fix. So there's a formula to losing weight, but everybody wants to take a pill, often times in network marketing companies begin with weight loss. It's very common.   The problem with weight loss, for those of you who are in weight loss know that 90 to 120 days into the journey, people do one of two things: They lose the weight and get off your product, or they don't lose the weight, and they blame your product. And you lose your residual income oftentimes in weight loss because people don't stay loyal to the product. So weight loss is a tough way to create residual income.   Interesting. I mean, so that is fascinating, then. So did you deliberately steer away from that? I mean, obviously you're asking questions that most people who are brand new in MLM like never ask. Those are an awareness of the economy, and the market, and what's selling and what isn't. It's through the roof. It probably wasn't like that at the beginning, though, I'm sure, was it?   Well, it's not. I mean, when you look at an opportunity, most people get involved in an opportunity because it's based on hype, right? "My really good friend found the product they love, and now I love it, and we're going to get rich together, and we're going to do network marketing." Those are not good reasons to join a network marketing company. Unfortunately, that's how most people get involved in network marketing, and then when they don't make the money, then they're like, "Oh, what happen?"   So there's like five pillars of things that are important in network marketing. For those of your listeners that want to do the ... I was like, "Where do I find out about how to be successful?" Harvard Business Review actually has a study on MLMs and what it takes to be successful. Go read it. Google it and find out here's the key ingredients that you need to be successful in network marketing. It's out there. It's not a secret.   That's fascinating. That's fascinating. So you go into was it Fund America? And they go, and they kind of go under and go through all that big stuff. Then you transfer to another MLM. Were you successful, you'd say, in that one, or were you kind of still learning what it took to be successful with it?   Yeah. Well, I mean, I had I'm a Type A driver, and I'm very successful-oriented, so I'm a guy that I'm going to just try to make it work. And so I've done a lot of network marketing opportunities, but where I had the light bulb moment, the aha moment was when one of my friends, I said, "Hey, get involved in this one. We're making a lot of money, and we're driving the new cars, and we're doing all this stuff." He looked and me and he said, "Jon, you always get the car, but none of the rest of us do," and that was where I went, "Wait a minute."   Powerful.   "It's not about how much money I can make or what I can do. I want to find an opportunity where I can mentor people and help them drive the new car." So that was a paradigm shift in my thought process. I said, "You know what? I have to look for something. There's a word that is abused in network marketing. It's called 'duplicated.' I got news for you guys: Everything duplicates. Success duplicates and so does failure. So if you're using your influence to build your network marketing business, it's not duplicatable and ultimately will fail because your people don't have your influence."   But if you have a system that people can follow to make money, the system will duplicate, and then you have an opportunity in network marketing to create a sustainable residual income. So the system has to duplicate. You can't just use you influence. And that's when the light bulb went off for me. I said, "You know what? It's not good enough for me to be able to do it. I have to enroll people on the journey and will help them actually accomplish their goals."   That's huge. So from that point on, you went for it and just noticed it. I mean, it's got to be a system that's duplicatable rather than you being duplicatable. System-wise what did you go create? What was it that you knew you had to go do?   Well, the first thing that I do when I look at a network marketing company is I say, "Look, I need 90 days to see if the system duplicates," because once you begin ... Most people make the mistake of measuring their success on their sign-up bonuses: "I went out and got a few people to sign up, and they got some people to sign up, and in the first 30 days, I made $3,000." That's not a duplicatable system; that's a sales job. And so the money you make on the front end isn't as important as if I sign you up, Steven. How much money do I make on you four months from now when you're on autoship? That's the key because if I want to residual income, it's not your sign-up bonuses, but it's your monthly autoship that creates an income for me.   Now, if I have a product that doesn't have a monthly autoship component, you can't create residual income. So it's got to be something that you need or want every month. Most people will buy something for a couple of months. But is it sustainable? What does that mean? Is it something that as a consumer six months from now you're still going to buy, because if you're not going to buy it, then I don't have a residual income stream. So I always measure the opportunity not how much money do I make up front, but what kind of residual incomes am I making on an autoship function three, four, five months out? And then I look at the percentages of growth.   If my growth percentage is there, then I've got something, not the paycheck. If you look at your paycheck in the first two or three months of any opportunity and measure the long-term viability, you're making a mistake.   Fascinating. So 90 days to prove the system. Got to have the monthly autoship as a component, so the MLM let me choose. What other components should people look for when they are choosing one?   So there's a saying in business. Remember, I'm a ... One of the things that made me successful in network marketing is realizing that my entrepreneurship business skills in traditional business, they don't translate will to network marketing, and so when you try to bring you skill set from a traditional business model into network marketing, it doesn't work. It doesn't translate-   Like what? What do you mean?   ... until you h- ... Well, entrepreneurship requires a skill set where you have an ability to take risks, and make very quick decisions, and cut your losers fast, and leverage a skill set more than a system. And so you try to bring your skills into network marketing, it doesn't work because why? You're managing a volunteer army. Nobody works for you. It's like a sports team. Everyone's part of the team, and we want to win together, but since no one works for me, I can't hold them accountable. I have to motivate them, which is why network marketing oftentimes leverages self-help, right? Become a better version of yourself. Work on yourself because the stronger self you have, the more people you're going to lead.   Fascinating. So it's all about the motivation, then, for that. I didn't realize ... I mean, I knew that, I mean, MLM is kind of like biz op wrapped around ... with the personal development wrapped around it. But that's a fascinating way to describe that though. I've never thought of it that way.   So, let's look you said, "What's important? What do I look for?" Sports parallels business that parallels network marketing. What am I talking about? Leadership is the number one thing that has the biggest impact on your success. Why is that? Because the rate of the pack is determined by the speed of the leaders, and it doesn't matter if you look at successful sports teams or business or network marketing, you got to have good leadership.   So that's one of the things that I leverage going into an opportunity is are the leaders experienced? Are they just a bunch of guys that found a product that have never run a marketing company? Or are their leaders proficient at the global business model? Because, listen, you guys, today network marketing is the business model of the 21st century. There is no greater. And what you are going to get paid to do is monetize networks that you build globally, not networks locally in a local market, but your ability to sell products and services globally in a global marketplace, which means what? Language conversion, currency conversion, you monetize global networks, you want to be with a leader who's done that before, somebody who's opened up other countries, someone who understands logistically how to deliver products into those countries because you can have the greatest product in the world, but if you don't have a leadership team that can deliver, you're going to end up with a lot of unhappy customers.   So what are you doing to train people below you to become leaders? Because that, like you said, really does seem where all that duplication is even possible.   Leadership, I have my own philosophy on leadership, and in the leadership circles, I've studied leadership, and there's a great argument in leadership, and it's are leaders created or are they born? They go back and forth on that question, and the truth is it's neither. Leaders aren't born. You're not a born leader, and you can't just choose someone and create a leader. I like to look at leadership one of two ways: You're either a cheerleader, which sits at the back of the room and encourages everybody to be the best they can be, and go out there and charge, and go do it; and then there's the servant leader that says, "You know what? I'm going first. I'm going to go, and go across the river, and swim across, and make sure it's not dangerous, and make sure it's attainable. Then I'm going to encourage my people to follow me."   So leaders are neither born nor created; leaders are chosen. And the masses will chose to follow you if you're cutting the path, and doing the right things, and having the success. Success attracts success. So as a leader moves forward quickly, there creates a vacuum that people will follow. So my definition of a leader first and foremost is the visionary who's following the path and setting the right example. And the people will follow.   That is definitely the best definition of leadership I've ever heard, okay, a cheerleader or a servant leader, and you're chosen by others based on you cutting the path and being an example. Wow, that's amazing. So you go out, and you're teaching others to do that obviously, and that's, you know, because you've chosen an MLM with the monthly autoship and you have to develop new skills, you now have the potential for actual residual income. What are you doing to actually find people?   It was fascinating, you told me when I first met you, man, what did you say, the average person recruits only like 2.3 people in their life ever? Is that what the stat was?   Yeah. Well, the industry standard, and, look, these are standards. Jim Rohn is a great leader and champion of network marketing, and you can't beat the system, and the system says the average person is going to recruit 2.5 people in their career. So what network marketing companies try to do is they try to attract the superstars recruiters that are going to recruit 200 people, but just do the math. Eventually if you have a system that requires the average person to recruit more than 2.5 people, for instance, well, you're going to set them up to fail because you can't beat basically the laws in network marketing.   Interesting. So one of the other pieces you taught me just floored me. I mean, I just was blown away by the strategy. Do you mind jumping into it? Now, I actually before was, before I did any marketing, I actually was going into CIT. I was going to be a programmer, and I was learning about these things called binaries, but you dropped that word, and it meant something totally different for the MLM world. Do you mind describing what it is that you were sharing with me?   Well, let's take a step back. The one thing that's consistent in life is change. Change is always going to happen. If you would've come to me 10 years ago and said, "Jon, I got an MLM, and it's a binary. Will you join?" I don't want to join that because an old-school definition of a binary, the way they set them up really hurt people, and so the fairest comp plan was the uni-level. There's matrix, and there's different comp plan styles, and different hybrids, but all of the legacy companies ran a uni-level platform. But the truth is in a uni-level, you got to bring your 20 friends into a room, get them signed up, push them out, and say, "Go get your own 20 friends." That's how I make residual income, but you got to go to work and get a job.   That really catered to the type A drivers who could recruit, but it doesn't help the average person. Why? Because the average person is only going to bring in a couple of people, and now you need a front line of 20. So it begins to unravel. Now, I say that; I made a lot of money in uni-levels, but today the hybrid binaries serve the masses the very best. Why do I say that? Because if you have a system where the average person is going to get 2.5 people recruited, and you have a three-legged system, four-legged system, five-legged system to be successful, you're setting yourself up to fail, but if you have a binary system, which is a two-legged system and you're building a team, and 100% of the people, as the recruiter, that you bring in either go into your left team or your right team, that means each person benefits from not only your ability to recruit, but I've set them up to succeed because their 2.5 people does what? It qualifies them, one left, one right, and now they have a least a half a person overflow into their downline.   So now every person is adding to the success of the system, and the system supports the 2.5 people they're going to get, if that makes sense. I know sometimes when you talk about numbers, people get a little foggy, but that's the reason the binaries today are the best leverage point to create residual income.   So, for example, and just so everyone understands on who's listening as well, my first month of MLM was a classic example of ultimate failure. I did a great job of recruiting people. I literally went down Main Street and I recruited 13 people in that first month, but I spread them so wide. They were out all over the place, and you're saying that's not what I should do, right?   Yeah. Let's look at it: I like analogies in life, and if you take a very large room and you have all of these light bulbs that are lighting the room, the light source defuses the light, and it lights the room. But that's not maximizing the energy. Laser beams maximize the energy, so if you took all the light and you focused it into a small beam, you could cut steal with it.   So when I'm running a team as a leader, I want to maximize their efficiency, so I don't want them focused on 10 legs on their front line. I want them to run this business with maximum leverage. So a two-legged systems does what? It focuses their time and energy in basically two streams. So you're not diffusing your energy; you're focusing your energy, and your teams can run faster.   So you're saying, just in case people don't understand also the lingo or jargon, you said only two-legged, meaning I'm only going to put two people directly below me, right, and then try and do that for the people below them also, right?   Yeah. In a binary system, I sign you up, Steven, and you go get two people, one left, one right. They get two people, one left, one right. Now when you get the third person in the business, it has to go under Team A or Team B. So now what's happened is those people that have joined you in the business opportunity, they take advantage of their upline, your ability to recruit to help them build their residual income. That's powerful. That's what J. Paul Getty said when he said, "Look, I'd rather have 1% of 100 people's energy than 100% of my own." Right.   I want to join a team of leaders that are recruiting because I'm going to bring my two people, and my people are going to bring their two people. But then you've got the overflow, you have an opportunity now to gain the advantage of your upline's recruiting ability, if that makes sense.   Yeah, it really does, actually. That's fascinating. When you were saying that all binaries are not created equally as well, I guess compared to what you just said right there, could you show what a bad binary would look like?   Well, I hesitate to step into that because there's a lot of people that make extraordinary incomes in uni-levels and extraordinary incomes at what I would consider a bad binary. There's good binaries and there's, let's say, better binaries, right?   Sure.   So I look for best in class, and there's a series of things that are qualifiers that will tell me, is this a good deal, or isn't it? You know, honestly, I'm going to step aside for a second, you guys. Look, you don't do this business by yourself, and part of when I lead people, I tell them, "Look, you're a sum total of the five people that most influence you. Who are the five people that surround you?"   My life is no different. I've got very good leaders around me that I consult with, and so when we look at a comp plan, I don't look at it by myself? I get my business partners to pick it apart as well because I'll only see certain deficiencies, but I've got guys that they break it down, and they go, "Look, here's why it'll succeed, and here's why it won't." So I don't just rely on my own ability to analyze. I've got strong partners around me, and each of you should do that. Who are your upline, your upline's leadership, and the downline, the people that you're attracting into your business? You have to surround yourself with strong people, and that's a business acumen issue that's not just MLM; it's good business.   Now, you've completely opened my eyes to more of these; the way you run the business, it's fascinating. Even the fact that you said, "I have a business card. Why don't you have your own business card to hand out to everyone?" You run it really cool, man. It's like so awesome.   I don't have a business card because I want my people to trust me. As a leader, if you lose trust, you lose everything. And so when I go into and speak, I'll speak in front of rooms of 20 people and 2,000 people, but what happens is people come up to me and they say, "Hey, John, I want to join your team. I want to be part of your deal," or, "Do you have a business card so I can contact you?" I'm not there to recruit my people's people. The only way you get ahold of me is really through one of my leaders. So I don't have a business card because I'm not looking to recruit anybody.   The other thing is what I've learned in the business as well is even if I come across a cold prospect on an airplane, if I give them my business card, I have a 100% chance of them never calling me. They just don't follow up. But if I say, "You know what? I don't have a card, but let me get your number, and I'll follow up with you," now I've taken control of the relationship. It's amazing how I always have a chance to follow up with them if I don't give them a business card.   So it's part of a business practice, but it's also a part of my leadership where I don't want people thinking I'm going to cross-recruit their people. I work for them, and when I'm in one of their business meetings, then you can always contact me through them. If they want to give out my phone number, they can, but I really ... That brings up kind of another subject that you ... I'm going to keep rambling here because-   No. I love it. Keep going.   ... what happens is as you build these teams, I've only recruited best effort between 30 and 40 people in any network marketing company I've ever been in because once you start building a team, I start working from my downline, so when I go into your home, I meet your 20 people. Guess what? There's two or three of them that want me to help them build their business, and I meet their 20 people.   So the masses that I've created, I've done one person at a time, partnering with them and building their business. So I don't have to recruit a lot of people personally. All I have to do is be a leader and work with my downline. And the masses will come if you do that.   Yeah, it's great. It's absolutely great, and so if you go out and you have that servant leader attitude obviously that we've been talking about, and ... Anyway, I'm taking huge notes right now, just so you know, and I'm drawing circles around all of the key pieces and putting it together because this is really awesome. I hope all you guys listening are doing that to. I do that for everyone of the people I interview, but this is really, really interesting.   So if I'm brand new in MLM, brand-spanking new, or, say, I just joined a new one, or whatever, what would you think, what are the first key pieces you'd have me do as a new person into an MLM? Let's say it's in the chosen one you like where there's a binary with it, there's autoship. All the pieces are in play. What would my roles be?   I would seek as fast as I can all of who's in my upline and who the leaders are, because the upline leaders are waiting for their phone to ring with their downline because they want to work with them and they want to help build the business. You might as well leverage their experience because I guarantee your two friends that you bring in, they don't know anything more about the company than you do. So the closer you can get to your upline leadership, the better that it is.   I'll tell you what I wish. Here's what I wish I would've done, and for all you guys that are new to the business, I wish when I was out of college I would've gone and looked in ... The DSA today, there's about 20 to 22 legacy companies do over $1 billion. We're in an industry that does $130 billion globally. There's about 20 companies that actually do over $1 billion, but I wish that I would've found a product that I really liked and believed in and then joined the legacy company, for a couple reasons: because then I would've learned the successful tactics and strategies of a network marketing company, and I would've got connected to leaders in the industry because if you think that five years from now somebody's not going to come up with the latest and greatest something and turn it into a network marketing company, you're wrong.   The relationships that you build will sustain you throughout your career. So I wish I would've just gotten involved in really good companies, and learned sound principles, and met amazing leaders because that's what network marketing is about; it's about connecting great leaders. So any of your listeners, go find a good company and get involved with them, not because you ... I hope that you spend the next 20 years with them, but you probably won't because the truth is when you're looking for a good network marketing opportunity, the one thing that I cannot teach or coach you is something called timing.   The timing it in those companies honestly was 20 years ago when they started, right? Now you're not going to create ... It would be a rare person, you know, somebody probably will prove me wrong, but the average person isn't probably going to get in there and create an extraordinary six-figure income become they've had their run. So I want to look for a company that's been around for a couple of years. They've got their groundwork underneath them. They're doing $40 to $50 million a year, and they haven't hit momentum. The key is pre-momentum, and you'll get that in the Harvard Business Study Review when you read it. You want a company pre-momentum so that you're the one that is building the legacy income.   When they do $1 billion, you help them grow from $50 million to $1 billion. So that's what you look for is timing. That's the one thing that you can't teach or coach is to be at the right place at the right time.   That's interesting. Do you have any tips for on how you find a company that's pre-momentum?   Very difficult it's you got to keep your ears open and be connected to a lot of people, which is why I said, you know, if I was ... A great opportunity for even college kids, I think every college kid, the skills that you learn in network marketing will carry you through the rest of your life, and so go out and find a good company that you believe in the product, and get involved, and learn how to create these residual incomes because it's those people that you meet that are going to introduce you to the next big run.   Yeah, and I appreciate it. That's the advice you said if I was brand new. First know the leaders. Know your upline. I never took time to do that my first round at it. Then I joined one seriously just because my buddy was in it. It's the exact opposite of what you just said I should do. Went into that four years ago. Pretty much every entrepreneur I know is out there, whether or not they'll admit it, has been part of an MLM. And it's such an awesome career. It's a great place to go to, but the problem why, the reason obviously why a lot of people have bad taste in their mouth is because some over-eager upline person turned around and badgered their family, and badgered the friends, and honestly hurt some relationships.   So how do you actually recruit, how do you get to getting leads in this industry without actually hurting those relationships. You know what I'm trying to ask? That was poorly worded, but ...   So what happens, oftentimes people get in these network marketing opportunities, they look at it as a get-rich-quick scheme, right, like, "How can I make money off of you and your friends?" Then they get disappointed because that mindset fails them. It's really not the servant leader model. So when I talk to people who have been hurt by network marketing, and we've all been in a marketing company, it didn't work out for lots of reasons. But I always tell them, Zig Ziglar I think said it best. He said, "Give enough people, or create enough people, or create enough opportunity for people and give them what they want, you'll end up getting what you want."   So what I've learned in network marketing, especially if I've dealt with someone with experience, I'll say, "What are the things that your upline didn't do for you?" I teach them to be the upline that they wish they had, and so people resonate with that. They realize, "You know what? If I do the things for my downline that I wish my upline had done for me, I'll create extraordinary success." Again, that's that leadership model of leading by example and not being a cheerleader.   I'm going to get in there and do the hard work with them because together we can do great things, so that's really what I try to get people to focus on when they have bad experiences in network marketing is, "Hey, lets you and I be the leadership team for your downline that you wish you had." So be the upline that you wish you had is my best practice.   I appreciate that answer. I actually very strongly do believe in an element of business karma, and if you go around, and you start trying to help people, and you put out legitimate value out there, it may not happen all at once. There's got to be this mentality of dropping your anchor and not moving forward for awhile. It's not a get-rich-quick thing. But eventually you do get what you'd like, and it'll come and almost be surprising overnight, just kind of show up. That's great.   What people don't realize, that you attract what you put out there, so if you don't like what you're getting, take a step back and look at what you're putting out.   I guess, do you have any last pieces of advice for someone who, let's say they are in one. They like the product. There's not really a whole lot moving along. What should someone be involved in daily, those tasks, those rituals that keep them engaged in the process?   The biggest thing that I can do for each one of your listeners is, you guys, take a deep breath and look in the mirror because the number one quality that drives my business overall is a belief in yourself. You have to believe in yourself. So find a company with integrity, with a great product and a good comp plan, but then look in the mirror and go, "You know what? You are at the right place at the right time. You were chosen for this opportunity," and go get it because I can't stop a person that 100% rock solid belief. They will go out and break every barrier out there if they just believe. As a leader, most often all I do is get people to see that they have everything that they need to succeed. They just have to believe and go do it.   Very enlightening, very fascinating. I appreciate that a lot. Now, you've obviously mentioned you don't have a business card, and you work with the people directly under you. If people wanted to reach out, or learn more about what it is you're doing, or some kind of action follow-up after this podcast, where should people go or what should people do?   Well, Steven, I totally appreciate and respect you, and I'm glad that you invited me to be on your broadcast. This, for me, was really a favor to you. It wasn't an opportunity for me to recruit. I don't think I'm that great anyway, but-   Lies.   ... I think that if you find out who I am and what I'm in, and you want to get involved, I would say embrace a local leader in your local market that's on my team. That's great. I'm not here to recruit people. I'm just here to support, so if they want to reach out to you, you know how to get ahold of me. So let's work it that way.   Sounds good. We'll do it that way. Awesome. Jon, thank you so much. I appreciate that. This has been fantastic.   It's my absolute pleasure, and I look forward to working with you in the future. I'll tell you something: In life, when you get two people, I love the mastermind principle, and you get two people, it creates a third more powerful mind, and you can change the world getting two people committed, and believing in themselves, and moving in the right direction. So I thank you, Steven, for what you bring to the table and your commitment to success.   Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own downline five simple MLM recruiting tips for free? If so, go download your free MLM Masters Pack by subscribing to this podcast at secretmlmhacksradio.com.

Woo hoo, what's going on everyone? This is Steve Larsen and you're listening to Secret MLM Hacks Radio, oh yeah. Here's the real mystery, how do real MLMers like us read and cheat and only bug family members and friends who want to grow a profitable home business? How do we recruit A players into our down lines and create extra incomes yet still have plenty of time for the rest of our lives? That's the blaring question in this podcast we'll give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio.   Hey, I still jam out to my own intro, I love it. Had a lot of fun making it. Hey guys, I'm glad you're here. It's been a busy week. A lot of stuff, busy weekend. A lot of stuff has been happening. I pretty much spent the entire weekend either filming or preparing to film. What I've been filming is if you guys have been following this podcast at all, you know that I have a really awesome course coming out that basically helps you learn how to automate the recruiting process. It actually literally helps me automate the down line duplication process, pretty amazing, but in order for you to actually do that, there's a lot of elements you had to go through.   Anyway, what I did is I spent a lot of time this weekend getting together. I actually printed out these massive three foot by three foot boards and what happened, it was about a week ago I stood up and I was like, "Hey, I'm ready." The course is ready to go, this whole thing has been in beta for the last year. Now, great results, had a ton of people get recruited to what I do without actually me even talking to them. I mean, the process works, I know it works. What I've been doing is just putting into a format course-wise that is easy to digest but then also go and apply so that you can do the same thing. I was like, "Hey, I'm ready to do this." I set up this home studio.   I told some of this to you guys earlier but I set up my home studio. I got a few softbox lights and got my camera set up. I've done this several times before in creating info products and such. This time it's a little bit different though because I stood up and it was like, there's like a big brain fog. I was like, "Something is missing." The framework is missing. I understand, I was like, "Hey, I know each of these modules are going to be about but what ... How should I start this? What's the thing that's going to help everyone understand?" What I did is I sat down and I acted like a kid, I'm a kid at heart till I die and I started drawing and I drew out a picture that represents each one of the modules.   It became so much clearer, holy crap, to both teach and I know it will be easier to understand and it will be easy, you know what I mean? Anyway, super exciting, very, very exciting. What I did though is first I drew them out. I'm not an artist at all, right? I just grabbed a legal piece of paper, a legal pad, and just drew it all out and I made the graph and I was like, I should go find some graphic artist to make, basically to draw out these images, hand draw them and try to make them at least look somewhat good. I went through and I just could not find anyone good. I went through and I was like hiring this person, hiring this person, I was on Freelancer.com just like hiring out all these people and it was terrible.   Finally, I found some guy. He went through and he sketched it out and with literally hours to spare I went over to Kinko's and I print these massive three foot by three foot board so anyway it was a long story but that's what's been going on over here. I just barely filmed the intros to each one of these modules and I'm super excited. It was cool because every single time, this is why I always encourage anyone who's done MLM to go start publishing and I know I've said that before in a very recent episode but when you do so, you learn your craft so much deeper than if you just kept it inside your own head. The ability to go teach somebody else, here's an example, I was in the army for a little, all right?   There was a guy, we're out shooting one day, we were shooting and we're practicing, we're holding our M16s, we're out there, we're shooting and that was a pretty good shot. I only missed a few rounds when I was at basic training and I won a phone call home which was cool. I won the phone call home. I shot, I wouldn't say a ton but I did shoot quite a bit growing up and I always had a fascination with guns. Anyway, I was shooting and I was in the army. I'm shooting and I hit my targets, I got really nice grouping and the guy next to me, he's not even hitting the paper. I was like, "Dude, are you okay?" He's like, "Yeah, I don't know what's going on, man." I look over and he's like, "My gun won't fire, man. My riffle is not shooting."   I was like, "What is going on?" I was like, "It's so weird." I look over at him and we're really, really close to each other so every time he shoot, the little shells and I promise that I'm going to a place with the story, okay? Just bear with me for a second. Every single one of the rounds would hit me in the face and they are hot, they're coming out of the chamber basically, they are right out of the magwell. They come and they hit me in the face from the guy on the left, that's the way that you eject and I notice that the guy to my right, there's no ammo coming out. He was not shooting. I look over and he's like, "What is wrong, man?" He's getting really frustrated and I look and his magazine is not only upside down it's also backwards.   The bullets were literally facing him. I was like, "Dude, what are you doing?" He's like, "Oh, sorry man. Okay, sorry about that." He's really, really embarrassed because he kept acting all macho like he knew what he's doing and so I helped him actually load his weapon. He start shooting, he start shooting and he's literally not hitting any of the paper at all. I was like, "What is going on?" I lean over, I was like "Dude, are you okay? You're not even hitting the paper," let alone any kind of grouping. He's like, "I don't know what's happening, man. I'm looking through my sights, I'm seeing it all," and I lean over I was like, "Man, the front sight is up but the back sight isn't," which basically means the back is all free flowing I mean, the bullets could go anywhere at that point, right.   I was like, I have flipped up that back sight and he start shooting and he's still not hitting the paper. I was like, "What is going on?" I look and his settings are set to 500 meters rather than 300 meters, basically it means these bolts are lobbing way over top of the paper. I was like, "What the heck?" You know what's funny though is the process of me doing that, of going side by side with him like that. I learned my own riffle even more deeply and I already knew those concepts but because I was able to teach, because I was able to be a coach I was also able to understand more of my own craft. When you go out and you start teaching people and you start telling people about the MLM, you start saying, "Hey, this is amazing.   This is something, it's very, very helpful for you to go start publishing," because you learn with your own thing and so that's what happened I mean, the last few days especially. I was standing up in front of the camera and I was like, "Hey, I got this cool thing coming up," anyway, I finally got them printed out in these massive three foot by three foot boards. It's really, really helpful to do that. The first module is all about how you become attractive, it's all about how you attract people to you through several different ways. In each of these modules are several hours. They are massive, they're going to be really, really helpful, they are super cool. I'm really excited to make them.   The second one is all about how you get paid to prospect so even if someone doesn't join your MLM, you actually get money. I'll tell you, from personal experience, with no ad spent last year, this system made for me 50 grand, $50,000 even when someone didn't even join I was still getting paid. It's going to show you how to do that, how do you actually get paid when you prospect people. The third module is all about how you actually duplicate yourself. What actually is it that you need to do in order to become duplicatable, such a good module. Massive, anyway. No one teaches this stuff, this is why I get so animated about it because I don't know, anyway, whatever.   Module four, what I'm doing is I'm showing more about down line management and simple tweaks you can do both to your culture, both to yourself, that will keep people with you longer and keep them engaged in your process but then also specifically how you can, there's a really easy way to rob your down line that most people don't think about and I want to show you how to not do that which actually results in more money too, which is awesome. Then, the fifth module that was all about how you, I call it pick up your megaphone. Anyway, I don't want to jump more into that but anyway so I'm super stoked so there's a picture now for each one of these things. While I was teaching, my own craft became more clear to me.   It happens every single time. It's kind of a roundabout way of me bringing this full circle so I'm sorry, I know, kind of been scatterbrained all over the place for this episode but I learned that there's really only two currencies that you have in MLM. There's only two. There's only two advantages you can really have inside of MLM, right. Here's number one. You guys obviously know this because it's something I talk about all the time, you have the same product as every other person. The exact same marketing, same messaging, same website, same scripts, literally you get MLM and it's broken out of the box.   In my opinion, very strong opinion, very backed up opinion, MLM is broken out of the box. You get something that's pretty broken. Number one, one of your currencies, one of the things that you have that's a value the others are not going to be able to have or not have as easily or something that makes you stand out. One of your currencies is your ability to take that MLM and turn it into a new offer. How can I make and make it seem like if I join your MLM, how you're going to make me feel like that's a new opportunity? How you're going to make me feel like that's something that's brand new?   You know, that's what the course goes over to but how amazing is that? Just to realize, "Oh my gosh, that's one of the currencies I have." That's one of the pieces of value. If you can figure that out, you're going to have people running to you and begging to join your down line which is what's been happening to me which is really exciting, right? Now again, I'm not here to like, "Look at me versus you," that's not what I'm talking about but I'm just trying to show you what I've been doing that's been working. It's awesome. Anyway, number one, the first currency you have, the first real piece of value you have and the opportunity you have is how do I make it seem like joining my MLM, how do I make it seem like joining my MLM is a new opportunity.   How do I create an offer out of that? Okay. If you can create an offer out of your MLM that's massive, massive value. Now, someone said to me recently because I was talking to them about it, they're like, "Wait a second, but my MLM is the offer." No, no, no, no it's not. Go back and listen to a few, I can't remember what it was, a few episodes ago I talk about how you create an offer out of your MLM. The course goes way more in depth with checklist and everything. How do we make a new opportunity out of ... How do I make an offer out of a product? Usually an offer is made up of whole bunch of tiny products, right.   They are a whole bunch of products and the value of them together is far more than what you're actually charging, that make sense? When someone joins your MLM you might say, "Hey, when you join my MLM you get X, Y, and Z with it," meaning I'll give you this course that teaches how to talk to people or I'll give you this CD, you know what I'm saying? That's how you take and you package that together and you say, "Hey, look, you want to join the MLM?" You're not bribing them, it's literally part of the offer. Does that make sense? Anyway, that's the first currency. Currency number one, how do you become a new opportunity, how to create a new offer, make it seem exciting like you're different from everybody else like no one else can do what you have. Does that make sense? How do you do that?   All right, that's currency number one. That's the first piece of value. The second piece is you as a leader. Currency number one, how do I make my MLM seem like a new opportunity? That's one of the upper hands you have on every other person out there. The other thing that you have and in my opinion, the only other thing you have is you as a leader. There are some people who are so convincing in whatever they argue that even if they're wrong you still believe them. Does that make sense? We call that the attractive character. If your attractive character is so confident, right, absolute certainty and you're showing your back story and you're talking about things you believe and don't believe meaning you're showing polarity and you're showing your back stories and all the parallels and all the things that ...   I mean, if you're an actual leader, that is a currency in MLM but most people aren't and most people don't want to be or they'll just, "Hey, this is a get rich quick thing, I just got to get a few people in there to make tons of money in a few years," that's not how it works. What the course also goes through is how to become that kind of person and hey, it's a formula honestly and how you appear to be like that. Guess what, I was not this way even a year and a half ago. Me being a super forward and being more, my polarity has increased and it's because of a formula that I've been following that I teach inside the upcoming course which is awesome.   Anyway, those are the two currencies though. Number one, think yourself why would somebody join me over somebody else, and if you can't answer that question then you seem and you're going to appear just like everybody else. Sad truth, hard truth, but it's a truth. That make sense? Number two, the second piece of currency you have is are you a leader. Are you somebody that other people follow? If you can't answer that question, guess what? I don't believe that leaders are just born, you become one. I was voted the nicest kid in high school on my graduating class out of 600 people, the nicest kid. Guess what? It was not because I was nice. It was because I was really shy. I had a fear of adults, very strong fear of adults.   I always thought they're always right, that I always had to kowtow to them, that make sense? There's something to be said about respect for sure and I'm not telling that to go respect adults or whatever. You know, obviously I am one but you know what I mean? I had this really, I mean it was bad. I had to overcome that. If you don't feel like you're a leader, if you don't feel like you're an attractive character, that's okay. There is a formula to it. Okay? If you start hitting these points and you start to actually get some motivation behind it, people are going to start following you because you will become, there's a science to becoming an attractive character and actual science to it.   Anyway, those are the parts I'm going to go through. Hopefully this episode, I know it's a little bit scatterbrained but that's where my thoughts have been and I think that it's going to be really, really helpful to some people who might still be struggling with some of the concepts I talk about on this podcast and more specifically the depth I'm about to jump into with this actual course. Go figure all the things that I talk about inside of Secret MLM Hacks. They are all marketing principles and I'm teaching you actually how to market inside of an MLM so anyway, excited you're here, glad you're here. Hopefully that helps. Again, think through how you can create a new offer.   Number two, think through how you can become an actual leader, a more strong leader, one that is not afraid to stand up in any kind of opinion. It's important to become opinionated, very opinionated in what you do. That doesn't mean we have to be a jerk but you know what I mean? Anyway, hey guys, thanks so much. Hopefully this has been helpful and I will talk to you in the next episode. Bye. Hey, hey, hey. Thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to secretmlmhacksradio.com to submit your question and download your free MLM master's pack.

Hey, what's going on everyone? This is Steve Larsen and you're listening Secret MLM Hacks Radio. Oh yeah. Here's the real mystery, how do real MLMers like us read and cheat and only bug family and friends want to grow a profitable home business? How do we recruit A players into our down lines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steven Larsen and welcome to Secret MLM Hacks Radio. Hey, what's going on everyone? Hey, I'm super excited for today. My dad was really into teaching me how to work. I grew up in Middleton, Colorado. I was the oldest, still am, oldest of six kids. Had a great childhood. We played hard.   We worked hard. It was really important for my dad for us to know how to work and I'm really grateful that he taught us that. We would be out in the yard weeding on Saturdays for like six hours. No joke. Whenever there's a big problem to solve, instead of giving us the answer, he'd be like, "What do you think? What do you think?" I really appreciated that he did that with us because when it comes down to it, the person who's willing to work, I mean you're just going to go so much further. There was one day though he took me to the side and I was getting ready to go to college, I think so, I think that was about that time or I was in it or something like that. Regardless, it was a long time ago. He said to me, "You know one of the reasons why ..."   We weren't like wealthy, wealthy or anything like that, but were certainly not struggling. My dad definitely knew how to provide. He was awesome. We had a lot of awesome fun family trips and memories and all those things. It was really great. I promise this ties right into network marketing. He taught me this lesson that has stuck with me for years and still to this day. I believe it's one of the major reasons why I really believe that it is one of the major reasons why I have been successful with the things that I do. It all comes down to this concept that he told me. I was the age where I understood, "Oh my gosh. Dad makes money. Oh my gosh. He probably makes around this much in order for us to have this life." You know what I mean?   I was around the age when I start putting all those things together and I was like, "Oh wow." I can't remember how really or when or where. Just around that time in my life the whole conversation came up of what your role in a company is. He said to me, "Steven." He said, "Steven, there are two kinds of businesses. Sorry. There's two kinds of employees in a company." He said, "The first kind of employee resides on the cost side of the business." Now there's more security there, right? Meaning your job does not provide revenue for the company. There's more security, meaning your part of the normal job functions. Let's say you're part of HR or you're part of billing, right? You're part of some kind of management role.   Meaning there's a lot of security in it, but you're not really directly responsible for any revenue into the bottom line of the company. I was like, "Okay. Sounds good. This was the first kind." He's like, "First kind, no revenue to the bottom line. You live on the cost side of the business." He said, "The second kind of person though is on the revenue side of the business and the revenue side of the business is slightly more risk, however, vastly more income is available there. Salesmen." There's a reason salesmen get paid so much money because it's not easy job, number one. Number two, not many people want to do it. I mean there's more risk. If they don't sale, they don't make their commission, they don't eat.   If you get someone whose good, you get someone whose actually awesome at it, they get paid a lot more money. Typically, salesmen, if they know how to make it rain, holy crap, they'll get paid a lot than the people whose jobs and their positions ride on the cost side of the business. I was like, "Okay, dad. Yeah, that's cool. That's interesting and everything." I didn't realize how much that would affect me both in my own MLM and my own business, in my day job, and all the things that I've been doing. You know what I mean? I had no idea how much that would affect me. He's right though. I mean every single job that I've ever had where I've been sitting on the cost side of the business, I mean growing up that's mostly where your teenage jobs are.   You know what I mean? Those are like the nine to five or even later and earlier. Construction style jobs that I had, the labor jobs. I'm so grateful I had those. They were hard, but they were good, right? I was on the cost side of the business. I was not adding to the bottom line. If I was a door-to-door salesman like I was for a while or I did telemarketing, one sale would result far more money than I'd make doing those other kind of jobs. I would try and get a couple of them a day. It was like, "Holy cow. Way more earning potential comes to those people whose position sit on the revenue side of business." Right? It's an area that is a little bit uncomfortable for people to think about.   One of the problems that I've seen people run into before when it comes to their MLM is they treat their business as if they, even though they're the CEO technically, even though they are the little entrepreneur of their own little business and they should run it like their own business like it's its own entity, their activities day to day sit on the cost side of the business. They go make dumb business cards. I don't have a business card. I should probably get one, but I don't know. What kind of revenue can I measure from it? I've never been able to measure anything from it, so I don't make them. Right? I'm not saying you should or shouldn't, whatever, but I don't think you should. I think it's a distraction based activity.   I think it's something to fool your brain into thinking that you're being an achieving person because you came up with a logo. Maybe you bought a domain. It's like cool. Who'd you sell to? You know what I mean? It's funny because every single time I've been in a position or a job where I've been able to go make a lot of money compared to the rest of the employees. There's a bit of a separation that begins to happen. Other people look at you and go, "Gosh. What are you doing? You're so freaking lucky, Larsen. You're so lucky." It's like no. I actually decided to take on a little bit more risk.   Yes, while the person who brought you into your down line was right, you can have the lifestyle you want working a few hours a day, you can have the lifestyle you want, but the reality is you need to understand that where you're sitting right now, all the activities you're doing, they might be actually activities that are distracting you from being successful because you're not focusing on revenue generating activities only. Man, you outsource the rest of that stuff. Mostly the rest of the stuff doesn't even matter. Right? I think I said in the last podcast that an entrepreneur only has two roles. That is to innovate and market.   Those are both revenue generating activities, but we all like to think that it takes more than that and it's more complicated and I got to have a domain set up and I've got to have all the stuff set up. Yes. Yes. All of those things do matter. At the end of the day, it means nothing to you, right? Those are cost activities on the business. Anyway, I've had these just kind of run into my head the last little bit because I've had some people reach out to me and say, "Steven, how do you set this up? Steven, how do you set that up? How do you get this going?" I'm like, "It's good you're asking those questions, but are you fooling yourself in thinking that that thing you're trying to set up is the only way for you to make money?"   Because my first time MLM, I literally went door-to-door down Main Street my first month. I mean I recruited family. I recruited friends. I did it all the ways. I hate doing it. I never do it anymore. This was for almost four years ago now. You don't need any of that stuff. I literally went down Main Street. I recruited 13 people my first month. Now that's not a ton of people, but it's not a small amount of people either. It's not a short amount of people. It's not bad. The problem was the quality of the individual I was getting wasn't very good. Anyways, that's all I'd say real quick. This is kind of a faster episode, but just know that ask yourself when you wake up in the day, number one, hey, what am I doing that's actually a revenue generating activity?   Is it recruiting somebody? Is it selling a product? Outside of those two things I don't really know what else you're going to be doing that's actually a revenue generating activity. You as the entrepreneur has to be the expert in your business at the revenue generating activities. How do you expect to move forward and grow yourself and scale it and duplicate if you don't even know how to sell it? Right? Get good at selling. Get good at what it is the act of selling your product. Where's the best place people are where you can go recruit them or the place where people are who will buy your product? Where are those people? How do you expect to help your down line if you don't know those answers? Right?   I know these are kind of challenging questions to ask and they're a bit nerve-racking if you're brand new into MLM or any kind of business or activity or entrepreneurship or anything at all. They're the most important ones to ask. Who the heck are you trying to sell to? Where is that person? You can't duplicate yourself. That's where all the hiccups and hangups happen when you don't know what the answers to those questions are. My advice to you would be to understand that for the first like few months you should probably just realize and understand and be okay with the fact that you're not going to know how to sell it very well. Honestly most of it comes through bruises of you trying to figure out how this thing works.   I remember when I was doing door-to-door sales for the first time. I actually wasn't very bad because I have been doing a lot of door-to-door prior to that in other areas. It was a lot of fun, but man, I stumbled through like crazy. I was one of the most awkward kids on the doorstep. Oh my gosh. It was so awkward. It was so awkward. Before I went out to door-to-door and started doing door-to-door sales, I was like, "You know what? I'm going to try and recruit a team prior to me getting out there. I'm going to do my very, very best to get out there and have people below me and grow my own little branch underneath this office," even though I've never done or sold door-to-door for this style before. What I did was is started trying to talk to some of my buddies.   I was like, "Dude, come sell door-to-door with me." They were like, "I don't know." I was like, "Okay. Let me ask some of the people in my classes." I was like, "Okay. Hey dude, come over here," and then I just start talking to random people. Okay. That didn't work. Pretty soon I was like, "What if I treated this like an ad?" All right. I know that the average direct response ... Excuse me. I know that the average ... If I was to go put out 100 mail pieces, I would get an average of one to two, maybe 3% response from those mail pieces if I literally went to someone's mailbox and put something in there. It was like okay. Interesting. If I want to recruit like 10 people, I would need to have at least a thousand little flyers out on people's doorsteps.   What I did is I went out and I actually wrote out this little flyer and I said, "Hey, come to this meeting. Free pizza and stuff." There's my free little hook. There's some little pieces there and here. I said, "Why don't you come on out?" What's so funny is I literally had a 1 to 2% response rate of people who showed up with that flyer. I grew this little team and I got eight. I think I hit 11, but a couple of them left early, but it was a great experience. I was like, "Holy crap. That works." That was the marketing tactic that I chose in order to make this work. Then the next time someone came up to and said, "Hey, how do you do this?"   I told them I was like, "Honestly, I know it's a little bit ghetto to be honest, but I'm just printing these things out and I'm chopping them in half like with just a normal pair of scissors and I just listen to podcasts and walk around apartments and drop these flyers in people's doors and they come." They're like, "Are you kidding me?" I was like, "No, but it's way easier than me talking to people because I don't want to talk to anybody. That's just a little tactic I'm using." They were like, "Oh my gosh." That's what I was using for door-to-door sales as far as recruiting a team and such. Anyway, the whole point is that you just got to know what those revenue generating activities are. When somebody's excited and they're in the brand new zone of, "Oh my gosh.   This is going to be a great experience. I'm so excited to be a part of this. Yes, thank you. Let me get into your down line," you will know exactly what activities they need to be doing first because an individual who just barely joins, put yourself in their shoes. Their bright eyed and bushy tailed. They've got to have something to do. There needs to be something that they do. They're going to want to feel action. They're going to want to feel that progress. The way they will do is by doing what they think means business. They'll go make a freaking business card. They'll spend for putting a logo together and freelance it out to someone.   It's like none of that stuff is actually going to grow their business or yours. Know what those things. If you don't know what those are yet, just get really obsessed over it for the next two or three weeks. I guarantee you you'll start to see patterns emerge. Oh my gosh. That did that work at all. Hey, check that out. That worked. I'm going to tell my down line to do that. You know what I mean? Those little things become marketing tools that you offer people as kind of bribes when they join your down line because now you're different. Now you know what your marketing plan is. Now your team just became unique. Does that make sense? That's one of the secrets of you becoming duplicatable.   That doesn't happen without you and your team having the culture of a very specific, very deliberate marketing plan. What are your rituals? What are the things that you do to market the MLM? Anyway, that's all I've got for you guys. Are you doing revenue generating activities or are you living on the cost side of your own business? Guys, thanks so much. Talk to you next episode. Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own down line five simple MLM recruiting tips for free? If so, go download your free MLM Master's Pack by subscribing to this podcast at SecretMLMHacksRadio.com.

What's going on everyone? This is Steve Larsen, and you're listening to Secret MLM Hacks Radio.   Here's the real mystery. How do real MLMers like us who didn't cheat and only bug family members and friends, who want to grow a profitable home business, how do we recruit A players into our downlines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question, and this podcast will give you the answer.   My name is Steve Larsen, and welcome to Secret MLM Hacks Radio. Hey, what's up everyone? Hey, I'm excited for today because we're going to talk about one of my favorite topics ever, and it's something that actually has blessed my life a lot, especially as of about six months ago.   If you don't know, on Secret MLM Hacks Radio, after you opt-in, in the bottom right there, there's a little button. It's a green button. If you click it, you can record straight from your browser a question for me about MLM, or a question to me, I mean, and I'm going to go ahead and drop one of those in now, because I think it's an important topic. This is something ... I'm not kidding, when I found this, and when I figured out how to do this, my life changed, and I'm not just saying that because, but, anyway, you'll see why. Let me play the question real quick. This is from Sarah. Sarah, I appreciate the question.   Hey, Steve. I'd love to start doing a podcast similar to yours about never having to talk to your family or friends or annoy your warm market. I love MLM but have always hated the warm market side of it, and I love your trainings. I think they're just exactly what I need. Do you think it's okay to go ahead and podcast even if I have never had any experience in this and have never had a downline or recruited anybody? Thanks very much. Bye.   Sarah, that's a fantastic question. I really appreciate you saying that. So there's this whole element to needing to find your voice to become a leader. I've never found too many leaders who don't know how to communicate, meaning they're not eloquent all of them. They're not this posh guys wearing suits all the time, like the crappy, totally fake image that Hollywood tosses on us as far as who a speaker or a salesman is or whatever. That's total garbage. I don't believe in that kind of stuff. In fact, I usually make fun of those guys and I'm like those are the guys that put way too much starch in their shirts, try and act too professional all the time, act like they were born in a tuxedo, and you're like, "Come on. No one's like that." Anyway.   So, Sarah, I'm not sure if you've ever heard of a guy named Russell Brunson, but he is the man. He's an internet marketer who talked about something called the attractive character. Now I don't think he's the one that actually came up with this concept, but this is powerful. When I first started my podcast, not this podcast. I have a second one. My first podcast, which I started about a year ago, I went through the same things that you're describing right now. I was scared to death to launch it, but I wanted to feel like I was making progress, so I actually was so scared to do it that I actually was recording episodes without launching them, and I got 17 episodes recorded, and I was interviewing all these people and I was doing all this stuff and I was just so scared to death to actually launch the thing because I was like, "Gosh, is this good enough? Is anyone actually going to listen to these things?"   I'm proud to say that that's been over a year now and there's about 60,000 downloads on it, which is awesome and it's been a lot of fun, but that didn't happen at first. Not at all. Definitely not at all. It was really interesting though. I don't know what it was. I mean I would go and for the format for every one of my podcasts and for any time I would publish anything was always this, okay, what's a story I can tell? What's a principle behind it? What's a call to action, something I want them to do, whether it's go somewhere or act on your own to do something or whatever it is, and that was the formula that I'd follow. Any time I'd communicate with my audience at all ever, whether it was a podcast, whether it was on video, or whatever, that's what I would do, and I got better and better and better and better at it, and I got better and better at ad-libbing. I mean I used to write out all my episodes word for word almost and try and act like I wasn't reading it.   Something happened though. I don't know what it was. I do now actually, but I'm almost 80 episodes into that podcast, and something happened around episode 30 or 40. My confidence changed. My voice changed. I found my voice. Rather than thinking, "Hey, how would this guy say it over here? How would that leader say it over there? How would Steve Larsen say it?" I got really, really fun because I ... meaning it became fun for me is what I'm saying because I learned to love it and podcasting starting becoming this thing that I was like, "Man, I can't wait to do my next episode," rather than this thing of anxiety. It was like, "Oh my gosh. This is cool."   I didn't know what to say at first so I started by interviewing all these other experts and so I interviewed I mean a ton of people, people that were just killing it in these different areas, and I would go ... It was a lot of fun to do it that way, and it helped me understand how they were saying things, and then I understood how to speak more about ... You know what I mean? I got confidence, and I found my voice. Now I don't necessarily mean so much ... I mean there's certainly some confidence that comes with it. There's certainly some more eloquence of the voice. The way you say things or the way you describe stuff, your own isms, your own passion points, things like that, but really what I'm saying is I found my message. With that other audience, with that other podcast, I've got a lot of followers on that podcast, and I found my message though. I found what I stand for, and that's more challenging.   So back to what I was saying about Russell Brunson, Russell, what he did is he actually created this thing called the attractive character, and what it is is that it's a formula that shows you what you need to have in order to become a followable leader, a followable character, somebody who is attractive. There's certain elements to being an attractive character. You've got to have a back story. Everybody has a back story. How did you get here? That's your back story. What was the struggles you went through? What were the things you went through that sucked? That's your back story. Number two, what are your parables, meaning what are more of the story you tell?   So you got the back story. That's like your origin story. That's where you came from, but then you've got all these parables, the isms, the stories that you tell that teach your main principles. The third one is one of the most challenging for people and that is character flaws. You need to be able to show what your character flaws are. You've got to be able to share what they are. I get frustrated sometimes. I have no problem sharing that. What's funny is Robert Kiyosaki said, and I think I actually said this in a previous episode, but man, when you get started ...   I mean, Sarah, you're going to go out and you're going to get started in this, and I'm sure you'll start podcasting. You're going to have character flaws that explode in your face that won't let you move on until you address them, which might be, hey ... Let's say that I can't get up on time. Therefore, I don't have time to actually work on my business before I do my nine to five. Therefore, I'm not going to progress until I ... That's just an example. Therefore, I'm not going to progress until I address the fact that I keep sleeping in. That's an example of a huge character flaw, and you're going to have to get past that before you can move on. Character flaws are going to blow up in your face, but the tendency ... Guys, here's the real secret. The tendency is to take those character flaws and hide them, and it is the exact opposite thing to do. Take your character flaws and expose them.   Number one, you'll get over them easier. Number two, people will be attracted to you because you're willing to share them, because you're willing to be vulnerable, and that's a challenging thing to do. Then the fourth element of the attractive character is all about polarity, meaning what do you stand for? Where do you draw lines in the sand? Where does Sarah actually get passionate? Where does she get really mad? Where does she get happy? Where does she get angry? Where are the points in Sarah where she's like, "No, I don't do that. Yes, I do do that." You have to get really open and really loud about those things and what ...   I am 100% against recruiting family members and friends. I will not do it because I did it before and I hate it so my whole quest, all of Secret MLM Hacks is all about how to automate downline recruiting while not talking to family members and friends. If they want to join they can, great, but I'm not going to talk to them about it. I'm not going to promote it, and I'm proud to say, I am so proud to say I have spent years trying to figure this out, and I am so proud to say that I have a lot of people I have never met, ever, who are joining my downline because of my system and how it's working and the fact that it does work, which just proves ... It's exciting, and for me that's a huge point of polarity whereas a lot of people, they're point of polarity is, "No, I do stand for that. It's all about the warm market," and that's what they'll say, and I'm against that. I'm totally against that, and I'm willing to publish about it.   So you got to find a place where you get passionate, find a place where you're willing to get on the mic and spit it. Get ready to rock because nobody follows mediocrity. Nobody follows it. If you are mainstream, you're not followable, meaning your life and the way you live can be mainstream, and that's how I am. I'm a normal guy, but if you start trying to be a leader, what makes you a leader? A leader is somebody who stands up for what they think. A leader is somebody who goes and says, "Follow me. I know the path," and you need to become the attractive character.   So what's funny is that when I first started podcasting, when I first started publishing, I was not that way at all, and it's not that I wasn't trying to be. I was trying to be. It's just it wasn't me yet. I hadn't figured out my voice. I hadn't figured out how I speak. I hadn't figured out ... So when I was talking to people, whether it was about downline recruiting or I was building a sales funnel for somebody or whatever it was, I needed to get better at me and my attractive character.   So anyway, one of the easiest ways to find your voice, start telling your story to almost everyone you can ... Whether it's a short story or a long story, start telling your story. Get really opinionated, and it gets really, really easy for you to start publishing and find that attractive character. So anyway, those are the four elements of the attractive character. You've got a back story, there's parables, character flaws, and polarity, and you've got to get ... Get fierce. Nobody follows, like I say, nobody follows somebody who's not really, really confident. It's funny ... What is the quote?   This is from Setema, and I think I might actually have said this on this podcast too. I'm not sure. Sometimes they bleed back and forth, but he said that, "Confidence is for children. What you need to maintain as a leader is absolute certainty." That's deeper. That's harder. That's something more challenging to get. So what are you absolutely certain about? You're like, "Whoa." Okay, those are the points of polarity. Those are the points of where you're willing to fight. Howard Stern, I hate that guy, but everybody knows who he is because he has ridiculous polarity. Does that make sense? He has more people who follow him because they hate him than the people who actually like him. That's an actual statistic. More people follow him who hate him, but it's because he has that much polarity, and if you try and get out and you're trying ...   I'm not trying to tell you to just go and be confrontational with people. That's not the point. That's not what I'm saying, but when you go out and you actually decide to maintain absolute certainty, what are those things you're willing to stand for? Those are ways that you could become the attractive character. Those are the ways that you can start to publish and people will follow. So anyway, it's all about that and maintaining the certainty.   So number one, I'm telling you to go find your attractive character by finding your voice. Start telling your story, your back story with your parables, character flaws. Don't be afraid to share the character flaw. Don't come off so professional either. I never put a shirt and a tie on anymore when I go speak on stage because it's not ... I actually love wearing suits, but that's just not me. That's not my resting state. Don't be afraid to expose your resting state, the state where you can put the hair down, show the hair down you versus the hair up you. Does that make sense? Show who you really are and people will follow that. They'll appreciate that rather than this façade of, "Look at my Ferrari and my huge house and pictures of me at the pool."   That's fluffy crap. I hate that. See, that's a point of polarity right there. I freaking hate that because most people are not like that, and they're not even like that half the time, I guarantee it. I mean have you ever hung out by a pool for more than two days? You're freaking bored out of your mind. Nobody does that. Anyway, and if I'm on the beach, I'm not going to have a laptop there. I'm going to be playing in the water with my kids. I'm going to be building some the coolest sand castle you ever seen. Does that make sense? I hate the whole, "Yeah, but I'm working on the beach with my laptop." Okay, I'm throwing my laptop in the ocean because it should not be there. Anyway.   I have one other piece of advice for all of you guys out there. If you want to be a leader and if you want some ... especially in MLM. Oh my gosh, especially in MLM. Guys, regularly publish. I don't care what medium you choose, meaning it could be podcast, it could be video, it could be ... I know there's a guy who sends me an actual written newsletter in the mail every month. Whatever it is, if you regularly publish, it will change your life within a year. It's done that for me. It actually was much faster than that though, and the reason why is because you will find your voice. It goes back to that. You find your message. You find what it is you stand for. You find all those things that I'm talking about right now, you find that, and when you do that, you attract people to you without you trying to attract them. You become the marketing message. You become the marketing system. You literally will turn into somebody different. It's the funnest game in the planet. I love what we do.   Guys, MLM's pretty cool, not because it's ... MLM is like bizop mixed inside of personal development, which is really fun, so anyway, it's a lot of fun and you should get passionate about it, and if you're not passionate about it, nobody will follow you. Nobody will care who you are. What makes you different versus that person over there? Well for a lot of you since you have the exact same product, you haven't done anything to turn it into an offer that's different or you have no marketing system or you have no different website or scripts, I mean you're literally the exact same as everybody else, the only thing that you can actually be different on is the actual leadership, the attractive character.   So anyway, that's what Secret MLM Hacks is. That's what I'm creating is the ability ... It's frameworks for you to make your opportunity a new opportunity, all right. Not just better or faster or stronger. We all see that every day, but a new niche. How do you do that to your downline, your current downline? How do you make it so attractive that people leave their MLM to join yours? That's what we want. That's what we're trying to create. Anyway, how do you make the websites. That's what my job is. That's all I do. So how do you do that stuff in a way ... and I'm not a coder, so that should really help you. If you're like, "I'm not a tech person," guess what? I'm not a coder either. I don't know how to program. I have no idea, but my full-time job is basically I build websites. You're like, "What?" It's not through WordPress. It's not through ... Anyway, I'll show you guys all that stuff later.   You have the same scripts as everybody. If you're the exact same, why the heck would anyone follow you? So for a lot of you guys, start thinking of it that way in terms of a marketer. Play devil's advocate on yourself. Start asking yourself the hard question, "Why would I join me? Why would somebody join me?" Oh, gosh, I don't know. Well, they don't know either then. That's the hard truth, and I'm just trying to be forward about it, and I'm trying to have my polarity about it because I'm really passionate about this topic, which is the whole reason I started Secret MLM Hacks because I want to fix that. It's what I do. It's my actual job every day, all day is to create new opportunities, to create the websites, create scripts, create things that people are excited and change their behavior over, but people don't teach that in MLM, which is why I'm doing this. There's my polarity. You'll see some of my character flaws throughout because I get pretty passionate.   So anyways, Sarah, I challenge you to start publishing, and I challenge you to start doing it regularly, and the only thing I want you to do is start telling your story. The very first episode before you go do it, just so you don't ... So these little practice, then you know where you're taking it ... Go tell your story to family member and friends. Just go tell the story. There's no closing. You're not asking people. Just be like, "You know why I got in this game MLM? You might actually think it's kind of weird. I actually ... " You could even tell them you don't want them in there. It sometimes increases scarcity and they might actually end up joining you anyway, but just go start telling your story to people. Why the heck did you get in MLM? Be like, "Well it's because somebody was asking me to get in." No, no, no, no. What was the emotional epiphany inside your head? Why did you get into this game? Was your back against the wall? Were you trying to make extra money? Why? What were you trying to make the extra money for?   I went to that story a lot in the first episode. I didn't feel like a man. I didn't feel like I was providing well for my wife, my brand new bride. That sucks, and I dove right into that. You got to be that open. Be that open or you're just saying facts and people are going to roll it off their back. Anyway, guys, I hope you're doing awesome. Super excited for this episode to go live. I'm super excited for what I'm doing too. Just a little update. I've been building the course for Secret MLM Hacks, and it's going really, really well. The first module's all about how to attract people to you, and it's not like a fictitious, fluffy thing. It's literally in formulas. Hey, here's how you do it. There's actually science behind it. Anyway, there's science and there's an art, and I go through both with it.   Second module so far is all about how to qualify people. I don't want just anybody in my downline. How do I actually qualify those individuals? So anyway, I'm excited. That's what I'm doing right now. I've been building it like crazy. Got an in-home studio set up, and my family's out of town right now, so I am going to ... I've been staying up night and day working like crazy, and it's a ton of fun. So all right guys. Talk to you later, and if you need any more guidance on the kind of stuff I'm talking about right now, go to secretmlmhacksradio.com, and there's an MLM masters pack there for you. It's five videos that will train you and your downline on how to create a new opportunity out of something that is very much not a new opportunity. Anyways, everyone has MLM right now, so how do make it different? All right guys. Talk to you later. Bye.   Hey, thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to secretmlmhacksradio.com to submit your question and download your free MLM masters pack.  

What's going on everyone? This is Steve Larsen and you're listening to Secret MLM Hacks Radio, oh, yeah. So, here's the real mystery. How do real MLMers like us could even cheat and only bug family members and friends, who want to grow a profitable home business, how we do recruit A players into our down lines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio.   What's up, everyone? Hey, I'm super excited for this episode. These are my persuasion tactics. These are the ways that I persuade people. There are ways I actually get people to do more of what I want them to do, does that make sense? It's not like mind control or anything but it's super helpful. The reason I'm tossing this in is because I've been in the middle of creating my course, Secret MLM Hacks, and this is how to auto-recruit and duplicate yourself and your own down line using automation and using the internet and using different systems that are out there so you can build the business that you want, life that you want without having to be so hands-on or anything the entire time. Obviously, you have to, at first, you got to build the thing but then, you can just walk away and it's amazing.   What I've been doing is I was literally about to turn the camera on and start teaching and putting these things together. And I was like, "Something is missing. I'm not sure what it is," and a lot of it was some of these persuasion tactics. There's something that just felt off. I went back through and I started drawing pictures to describe all the principles which made it a whole lot easier to understand and whole lot easier to teach, probably a lot easier to remember and actually use and actually implement. I'm excited that it's taking an extra week or two for me to go through and think in terms of pictures and actually go create this thing which has been really fun though.   Second, a little bit more on persuasion, how to be persuasive and those other things as well I tossed in there. But it was probably two or three years ago, I first heard this sentence. This is by a gentleman named Blair Warren. Now, a lot of you guys have probably heard this before. This is called the One-Sentence Persuasion Course, and this sentence is the key. Anytime I'm writing a headline, anytime I'm going to go speak on stage somewhere which I just got asked again last night to go keynote, so I'm really bumped. I'm really excited about that. I love speaking. It's a lot of fun.   Anyways, anytime I'm going to do any type of communication at all, I use this next sentence that I'm going to read to you as like a backbone to turn up the sexy. Does that make sense? Here it is, let me just read the first and then let me tell you why. Again, this is called the One-Sentence Persuasion Course by Blair Warren. He said, "People will do anything for those who encourage their dreams, justify their failures, allay their fears, confirm their suspicions and help them throw rocks at their enemies." Okay, think about that. Let me say it one more time just so you got it in there. "People will do anything for those who will encourage their dreams, justify failures, allay fears, confirm suspicions, help them throw rocks at their enemies."   When you start thinking about what that means, that allows you to side with the other person very easily. Now, you know what's driving the internals, what all those triggers are inside that person's brain. You know what those things are now. You know how to tap into what ... Right there, One-Sentence Persuasion Course. Boom. It's a really short report. You actually can go and get it. If you just Google, One-Sentence Persuasion Course, there's a PDF. It's the second thing that shows up. You can click on it and it's right there. This is on page four.   Anyway, I'm a huge fan. When I need to go and persuade somebody, "Hey, join my down line," or when I need to persuade somebody, "Hey, here's a product," or when I need to persuade somebody to do anything, a lot of times when ... This is what I usually, like I said, to turn up the sexy on, whatever is I'm saying. Instead of a headline being, "Ten ways to ..." What have I said ... "How to use Google to rank your course?" Let's just say that that was a headline. I'm just making stuff on the spot, but if that was, "Ten ways to rank your business on Google," you could turn up the suspicion, you could turn up the sexy, you can help them throw rocks at enemies and justify fears, confirm suspicions. If you just merely switch that headline and say, "Ten ethical ways to rank your business on Google." "Wait. Ethical?" Just by throwing that one word, I'm confirming suspicions that there are unethical ways to do it. Does that make sense?   Help them throw rocks at enemies, "Ten ways to rank your business on Google's big machine ..." Gosh, super hard to do on the spot, especially without writing it. I usually write them down. What I'll do is I write down like ten different headlines with each one of those elements in there. I try and make a headline that's based on encouraging dreams. Make a headline that's based on justifying failures. Another one is based on allaying fears which means to put to rest, like, "Oh, don't worry. Your fears are nothing." Confirming suspicions, I'll make another headline based on it.   If I was going to go and do that, that's how I would do it. That's how I would do it. When every time I go and do a headline critique with somebody, one of my coaching students, whatever it is, I always go back through and I look at their headlines. And one of the easiest things you can do is go turn up the sexy through this One-Sentence Persuasion Course.   That's the first part. When I think about my persuasion tactics, when I think about what it is that I'm trying to do and I want to get somebody to do and obviously, this isn't mind control. Don't lie, ever. Don't be unethical. Anyway, you can be shady in so many areas of life. I just encourage you not to do it. It's not worth it. Your integrity is not worth, whatever you're about to lie about, your integrity is not worth it.   You can still be persuasive, obviously. I'm persuasive with my three-year-old when she decides not to go to sleep. That doesn't mean it's unethical. She's got to go to bed. You can still be persuasive at anything and still be fine. Anyway, this One-Sentence Persuasion Course, that's like the first step at me turning up the sexy. But then sometimes, I'm like, "You know what? The actual headline, like the content of that headline or what I'm about to go and say, what I'm going to speak about, it's not quite on par. How do I fix that?"   Now, I mentioned recently that when I'm getting ready to go and create a course because I've done these several times now and I'm excited to do for the MLM space with the massive internet marketing background. It's going to be fun to go and do this for MLM. That's what I'm in the middle of doing and ...   Anyway, a few episodes ago, I talked about what you do with your down line when actually recruit them which is you run an ask campaign. If you don't know what I'm talking about, it's like two episodes ago. But an ask campaign is so crucial to understanding what it is your people actually are struggling with. Number one, they'll give you kind of like the table of contents like, "Hey, here's the three things I'm struggling with," but that's not really where the massive, massive value of an ask campaign comes from. It comes when you go one level deeper.   If you go one level deeper from an ask campaign and you go from the what to the why. Why did you say that? Why are you saying that? What's the belief that you have that caused you say, "Hey, I've got to be able to ..." I don't know if this is making any sense at all but what I'm saying is once you get down to the false beliefs, you now how to tell stories. You know how to craft stories together. When you add the One-Sentence Persuasion Course with a story, that's the easiest way to persuade somebody. It's the easiest way to get somebody to do things you like to. It's all about story. Otherwise, you have to logically close people. That sucks.   [inaudible 00:07:59] base everything on facts and not emotions. Don't just spew out all the stuff [inaudible 00:08:05]. "This is all the stuff. Here's facts about my business and here's what the thing is made of and here's what the product is made of. Here is what it's made from. Here's who makes it." Nobody cares about that. Nobody cares at all. It's all about storytelling. It's all about story selling. When you do that and you add an element to the One-Sentence Persuasion Course, it's very easy to become persuasive. It's very easy to become some of the other people want to follow.   The reason why is because whenever you tell a story, you by listening to the story, you put yourself in the protagonist shoes. You become the main character of any story you hear whether or not it's your own story. If you go up and you start telling a story that's awesome to somebody else and you don't have to go, "Once upon a time ..." You don't have to do anything like that kind of stuff, but when your closing and when your persuading is based on story, it lets the other person enter your shoes emotionally so then you can tell facts from the emotional side and you can say, "This is why I like this because it's changed my life and look at all the great things it's been doing for these people over here. And I didn't think this would work and the reason I thought it wouldn't work is because X, Y, and Z," you know what I mean? You start getting into the actual storytelling itself. It allows the other person to become the protagonist in your story. If you tell the story emotionally enough, and if you don't think you are, use One-Sentence Persuasion Course.   Anyway, hey, guys, I know this ... What I've been saying here, it might feel like I'm kind of jumping around. I'm so sorry. It's because this is like one of the core pieces of marketing altogether, is understanding what the false beliefs of your audiences are and then crafting stories around them and then you kind of turn up the sexy with things like the One-Sentence Persuasion Course. That's like the basis of marketing, the transfer of belief. Marketing was defined by, I think, it was Jay Abraham that said this, "Marketing's only two roles," what was it? "Is to educate and tell stories," I think that's what it was. Educate and tell stories and search beliefs. I think that was like the crux of it though. That's all you're trying to do. You're just trying to tell stories and educate. That's all marketing is and the problem is that we take the marketing out of MLM a lot of times because we get so stuck up on the facts. That's why I'm so motivated for this episode right now, okay?   Don't get so motivated on the facts. Nobody cares. I don't care. I don't care at all. I was recently approached by the new MLM and it was like this fat barf, "Buh, and it does this, and it does this, and it does this." I'm just like, "I really don't care." Tell me the story. Tell me why did you come up with this MLM as a good idea on your own? What was the epiphany that you had that you made you realize, "Oh, my gosh, like this is amazing." Tell me that story. Tell to me emotionally. Tell it to me with One-Sentence Persuasion Course as like an underground foundation, as the crux for the whole thing. Does that make sense?   If you do that, it is so much easier for them to understand why you're doing what you're doing. It's funny, I used to call myself the student of exceptions and I still kind of do. But when I was in college, I got so many professors to do things for me that none of the other students were allowed to do and it wasn't because like I was a special person, but I was certainly being an exception to the rule. One of the reasons why is because I kept telling stories of my situations in ways that the professors felt for me rather than fought against me.   This is the exact same thing. If you can go out and you start telling a story and you start telling basically the reasoning why you got into it, it's very hard for people to label things as unreasonable. This is something that Tim Ferriss talks about in the Four-Hour Work Week a lot. It's a great book. If you haven't read that, I would go read it, but in the Four-Hour Work Week, he says, "It's very, very difficult for someone to label something as unreasonable." Meaning if I'm going to ask for something or if I'm going to try and recruit somebody into my down line and I start saying things like if I start fighting somebody logically which you should never fight over MLM anyway but some people do.   One of my favorite followup questions is to say, "Is that unreasonable?" I'd love it if you could just jump on the phone with me a little bit here and we can just go through some questions you might have. If anything, it's just for my own practice. Is that unreasonable?" It's really hard for someone to say that's unreasonable because you've just spent tons of time and they know that it's not unreasonable. Does that make sense? When you do that though, it takes them away from the fact side and into the emotion side and we are all emotional buyers. We are all emotional buyers. Closing is a logical thing but selling is emotional. Buying is emotional.   Anyway, I feel like I just barfed on you guys, and I'm doing exactly what I told you guys not to do, but that's the main crux of this episode is that when I was putting these things together, it's like, "Huh, this is like, when I was doing door-to-door sales, any time it stopped working for me was because I jumped into the fact side. "But is it safe for my kids?" I was selling pest control, door to door, and it's like, "Is it safe for my kids?" "Well, let me tell you [inaudible 00:13:27]," you know and I just barfed all over, "[inaudible 00:13:28]." And they would be like, "Huh," and even if it was great information, they'd still like backed up and like, "Uh." Like, "Stop talking, man, you've been talking for three minutes about just that one question I had. I was just asking what your name is, not your genealogy." Do you know what I mean?   Anyway, so jump into the emotions, all about telling emotional story through the One-Sentence Persuasion Course so that you can put them into your shoes so that they have a hard time labeling you as unreasonable. Does that make sense? I'm trying to close it all full circle right here. Go create a story. Figure out what your story is. Why the heck did you join an MLM? Why are you in MLM? Have you ever asked yourself that? Why did you join? Was it because somebody just asked you and you're like, "Uh, I'm just a follower." You know what I mean? That's okay, if that's what you did. Just know why and understand what your story was, what was the reason, what was the epiphany you have for why you joined the MLM. Understand what that story is. Get good at telling that story in an emotional state. Does that make sense?   It doesn't need to be like weeping and stuff but figure out how to tell the story. Turn up my emotions when I hear it. Do it through the One-Sentence Persuasion Course adding in those kinds of elements. You will attack my false beliefs without you even knowing it. You put me into your shoes and you'll make me be able to believe more of what it is that you're saying in the future because it will all be with the backdrop of that story. It will become the backdrop and it will so much easier.   This is marketing, right? When you talk about MLM, multilevel marketing, why [inaudible 00:15:01] on our market? It's mostly because a lot of people don't know how to tell stories. Go study storytelling, and the formulas for how to tell stories, that's something that's heavily ... I'm putting inside the Secret MLM Hacks course coming up here. Anyway, I think I'm being a dead horse now but I hope you had epiphanies with this that when you're approaching somebody, if you approach somebody in the mall, I personally don't do that tactic but if you approach somebody in the mall or if you're approaching a family member or a friend, and I don't do that either, because I've got this sweet little auto-recording system, it pulls people into me. It still does and it's awesome, but that's what I'm making the course about is teach you guys how to do that.   But I have to do it from a story side ... That was the thing I realized, it's like, "Oh, my gosh, I'm doing the exact thing I tell them not to do. I've created this course and it's awesome but there's no story behind it." "Huh, how do I do this?" And I was like, "Oh, I got to go back and rethink this whole thing as far as like telling it and teaching it through stories so that you have all of the false beliefs met that I can't come up with. Does that make sense? That's what a marketer thinks about and does. That's what a marketer goes through in their head. It's all about the message. It's all about crafting it.   The product rarely sells itself, which is why when you go to talk to people and you go start saying, "Hey, this is my product. This is what I've got. It's here, here, here." How many people are like, "Oh, my gosh, I've got to have that." They did that with the iPhone. How many iPhones are out there? There's like one. That's not too frequent of an occurrence. The products hardly ever sell themselves. Your product as an opportunity or as the product itself will hardly ever sell itself. The way you sell it is through the story. The way you sell your opportunity, the way you sell the product, the service, the way you keep people in, all through story.   Sit down and think what your story is, why the heck did you get in? Tell that story in an emotional state. Were you backed up against the wall in some way? Was it some huge thing going on in your life that you couldn't figure out? You know what I mean? Those are the questions you've got to ask as a marketer. In MLM, you are the business owner and the business owner only has two responsibilities, and that is to innovate and market. Marketing means creating belief. The way you do that is by telling stories.   Anyway, there's a lot of stuff in that that I packed in. I'm so sorry, most episodes are not like that. Usually, there's more story in my episodes but I just wanted to drop into you a little bit more. If you guys want to hear some examples of a story, go and see the very first episode of this podcast. I purposely crafted that story to do exactly what I was talking about.   Anyway, so, I hope you guys enjoyed that. If you guys want more about story selling, if you want more about how to actually make your MLM feel like a new opportunity to somebody else rather than just the same thing that everyone else has, go to secretmlmhacksradio.com and you can download the MLM master's pack that I have there. It's free. This is a gift to listeners here. In the past, people pay for it and they still do actually, but anyway, I'm excited for you guys to start crafting story and excited for you guys to start going through and saying, "Hey, why the heck did I do this?" And figuring how to tell it from an emotional state.   Anyway, excited to be able to put up this podcast for you guys. Please let me know if there are any other questions you guys want me to answer anything. I'm getting some awesome questions submitted at the secretmlmhacksradio.com. There's a little green button in the bottom right there after you opt-in and what it does is it lets you ask any question you want to me and it will record a voice broadcast straight to me from your browser, just really kind of cool. Sends it to me in an email and what I do is I take that.   I think on the next episode, I'll do that. I take that and it becomes, I'll actually drop that actual question of you saying into the episode and it was kind of fun. Anyways, I think I'll do it next episode because I got a few of them here that are starting to pop in. anyways, guys, you're awesome. Go craft story, figure out how to actually market the thing that you love and I will talk to you later. Bye.   Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own down line, five simple MLM recruiting Tips for free? If so, go download your free MLM master's pack by subscribing to this podcast at secretmlmhacksradio.com.

Good evening, everyone. It is almost midnight where I am, but I've just got to get something off my chest. Here's the real mystery. How do real MLM-ers like us, who didn't cheat and only bug family members and friends, who want to grow a profitable home business, how do we recruit A players into our down lines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio.   Hey. I don't know if there are any other prior service members out there who are listening, but I was in the army for a while and really enjoyed it. When I was at basic training, I went through, and I actually really enjoyed it. I enjoyed the struggle, I enjoyed ... And I went in a little bit of a different time than most people do. I was actually, I was 25 when I went in. I was already married, we had a kid. It's very different setting than most people who join the military. Most of them were 9 years younger than me and were 17. Some of them had waivers to join early in life. You know what I mean? It's very different.   Already out of the gate, I was a little bit of a different person. Now, they knew that. My drill sergeants knew that. And they knew exactly who I was and who I wasn't. And they knew that I had a pretty clean record, fairly clean record, going into the army. What was funny was that towards the end of the training, it was intense, it was fun, it was ... I actually really enjoyed it. I would definitely go back to basic, just for the challenge of it, even. Which some people say it's not that hard. It was hard for me. My drill sergeant, other drill sergeants called him "the dragon". He was intense. He was really fun, though, because he was so intense. You know what I mean? I'd rather be fully immersed and give me the full, crappy experience. You know what I mean? Than something that's easy. That's just my personality; go all the way or nothing.   Anyway. Towards the end of basic training, we had shot machine guns and thrown grenades and we did all sorts of crazy stuff, and it was a lot of fun. We had done all sorts of stuff, this was in the middle of winter and very, very cold and sometimes they'd use that to their advantage, just to throw a little extra pain at us, which is a lot of fun, but not always fun in the moment. Anyway, towards the end of the training, they knew that my record was fairly clean. It just so happened, this was at Fort Jackson, South Carolina, relaxin' Jackson. I was over there, and that happens to be where the nation's polygraph center also is.   If you don't know what a polygraph center or a polygraph is, that is the lie detector that you see in movies where they hook you up to a lie detector and stuff like that, if you've ever seen ... I can't even remember the name of the movie. Anyway, whatever. They came to me and said, "Hey, Larsen, check it out. You've got an assignment that we're sending you on." They're like, "Tomorrow, what you're going to go to is you're going to go hang out with all of the new NSA, FBI and CIA agents at the polygraph center, and they're going to hook you up to a polygraph and they're going to practice reading your vitals and all the stuff while you answer their questions."   I was like, "Are you serious? That's awesome! I want to do that so bad, that'd be so cool!" And they're like, "It is actually serious, though. If they do actually find anything, they'll actually kick you out of the army. And by the way, if you do fail some of it, they're going to take you into another room and they are actually going to interrogate you." And I was like, "Awesome! Oh my gosh, this is so cool!" And they're like, "You're not supposed to want that. That's pretty intense." And I was like, "Come on, baby, break me! Let's do it!" It's just kind of my personality.   Anyway. I go over to this polygraph center and there's other soldiers over there with me, my platoon's over there, and a few of the guys. We go, and they start hooking us up, and they've got sensors on our arms and our fingertips and stuff around our chests. You know what I mean? There's all this stuff, and they are practicing reading vitals. What they taught us was really interesting, and I promise this has everything to do with MLM, just stick with me for a second, okay? What they did, though, is they taught us that when you tell a lie, there's actually a physical response to that lie. Much as how the body responds when a disease enters the body or some kind of poison. That's how your body reacts. There's a physical reaction to you telling a lie. Interesting, huh?   So what they told us to do is they said, "Hey, look. Tell the truth, but then sometime in there, tell a lie. That way the new NSA, CIA, FBI agent can tell that you're lying and it will help their training." And they're like, "And be good at it. Really try to convince them. Actually try to fool them. Be very good. Actually tell the lie. Don't tell them when you're going to tell the lie." I was like, cool. This is going to be awesome. You know what I mean? So we go in there and again, they hook us all up and everything, and the test starts. We're in the test and the test starts and they're going, and I'm only allowed to answer "yes" and "no" to things. "Is your name Steven Larsen?" "Yes." At that time, "Are you 25 years old?" "Yes." "Are you male?" "Yes." You know what I mean? So it's yes, yes, yes. No, no, no. Yes, yes, yes. No, no, no.   Well, the time came for me to lie. It's very interesting. I'm sitting in this very quiet room, it's almost like a padded room, you know what I mean, and I'm all hooked up to all this stuff. It's straight out of a Jason Bourne scene, a little bit. It felt like that, anyway. I'm sure it wasn't exactly that. But it came time for me to lie. I decided that I was going to ... I was like, okay, it's coming up. I'm going to tell the lie. I relaxed my body and they asked the next question, and I lied. And I waited for them to catch me in it and go bring me to the interrogation room or something. The agent moved forward a little bit, squinted at the screen, and slowly repeated the question again, and I took, without her seeing, took another deep breath. I relaxed my body and then I answered again the question, and I lied. And I beat it. She didn't catch it.   I was like, oh my gosh. I just beat a polygraph machine. Way back in the day when those things came out, they were way harder to fool. I was reflecting on that, I was like, how did I beat ... First of all, I was ticked that I didn't go to the interrogation room, and they were like, "Larsen, dude, you're not supposed to want that. It's interrogation. It's kind of intense. They'll actually break you." I was like, "Good!" I was like, "Yeah!" I want the sky, baby, let's do it! Make it hard!   Anyway. I beat it, though, and I lied. I talked to a few of the other soldiers that were with me afterward, and it turns out there's only one other guy who actually beat it, and everyone else they caught. I was like, how come I was able to beat that thing? And I figure out that there were two things that made it so that I could beat the polygraph machine. Again, this has everything to do with you and your MLM. It has everything to do with it. What I had to do, number one, is I had to relax my body in such a way that I had to get to a place of pure apathy, meaning I didn't care. I didn't care about anything, I didn't care about myself, I didn't care about anyone, I didn't care about my opinions or beliefs, I didn't care about anything at all. It was hard for me to reach that state, because I'm a very opinionated person, right? I was like, okay.   The second thing, though, is that ... This was the key part. This is how it actually worked, I believe. In order for me to actually beat the polygraph machine, I had to believe the lie. Not only did I have to go and get relaxed, I had to actually believe the lie. You think about that, and you think about how powerful that is. You think about all the voices that go on inside your head when you start down something like MLM, something that's not easy. Something at all that's not easy, whether it's MLM or not. There are a lot of lies that start. And there's a lot of lies that you have to fight against. There are voices outside of you, telling you you can't do it. There are voices inside of you, telling you you can't do it. Whether it's your own dialogue or somebody else's, there are lies all around you and you have got to be cognizant of which ones are the lies. Don't get caught in it.   When I first got started in this MLM game, there were all sorts of people that were telling me I couldn't do it. And it was painful, some of the people that were telling me I couldn't do it. People that I trusted, people that were close to me. People that I wanted them to believe in me and say, "Steven, go get it. You can do it." But that's not how it works a lot of times. It really doesn't. They're going to come out and they're going to say, "You know what? You can't do this." Don't believe the lie. All right?   Think about it. A doctor, a lawyer, right? A very high-paid consultant. How often ... How long do they go to school for? Like eight years. And then they come out and they start making, what, $500,000 a year or something like that. Right? Took them eight years to provide that kind of value to the marketplace. If you are just starting this game out, and you've only been going for a few months, and you're not making five hundred freaking thousand dollars a year, stop getting mad about it. Don't get mad about it. Do you really think that you're able to get out there and make that kind of money out of the gate, never having done any business thing ever, and expecting that kind of income when it took other people eight years to hit that kind of income?   I'm not saying it's not possible. There are people that do it. But too often, we're not patient enough for the process to happen. So buy in. Buy into it emotionally. Buy into it and know, okay, this is going to be a while. And you know what? I'm in it for the long term. Again, if you love the MLM, stay in it. If you don't, man, find something you're freaking passionate about, because life's too dang short for you to sit around for things you're not passionate about. Find something you're passionate about and selling will become easy after that.   You guys, selling is not hard at all. Selling is merely finding people who have a predisposition towards buying your thing, and helping them see why it's logical for them to get it. That's it. You're transferring belief. That's all it is. You're saying, "Look, this stuff's awesome." I'm never going to buy a pink Volkswagen. I'm just never going to. I don't have a pink ... I don't have a pre-set disposition towards owning a pink Volkswagen. I'm just never going to buy that. You know what I mean?   Too often, we go out and we start trying to sell the MLM and we start trying to sell ourselves and convince ourselves of something that we just don't believe in, or we try and sell other people in a product that they just don't have a predisposition towards. So, find a MLM that you have a predisposition to completely believe in. Something you can stand totally behind with and have that passion with. Then number two, if you're going out and you're trying to sell people and you don't have full belief in what it is, people are going to smell that like dog smells fear. They know when you don't believe in your product. If you don't believe in it, it's time to start using it and actually getting your own testimonial about it.   I think Tyson Zahner was one of the guys that first taught me that principle, but it's one of the most powerful ones I've ever heard. Any time I ever talk about anyone, I'm going to try ... I try and give credit where credit it due. I'll always try and name-drop the people that I'm learning things from. Anyway. That's all I wanted to say about this, though, was that, guys, if you don't believe in your own product, a lot of times you're starting to believe the lies that you can't get this done. You're starting to believe the lies that maybe the product's not good. And maybe it isn't. If you can't overcome that, you've got to go find a product that you do. There's no other soft, sugar-coated way around it. Find something that you're awesome at. Find something that you love. Find something that you can be awesome at, and swim with the current instead of against it. You know what I mean?   Anyways. That's one of the biggest tickets, in my opinion, to success in this, is guarding yourself against the lies that are out there. You guard yourself like crazy with them. Don't ... Sometimes we try and prolong the pain and say, "Well, belief will come eventually. Eventually I'll believe that I love this. Eventually, I'll believe that it's amazing when it starts to work for me." That's not how it works. The belief comes first. Then the success happens. Right?   Anyway, I feel like I'm saying the same things over and over again. But that's the main point I just wanted to make. Make sure that you don't believe the lie. Understand and try and identify the lies when they come, and if you ever are having a really hard time with your business and your product, believing it, believing the message, believing the product, believing that it'll work, believing that you can be successful with it, if you're really struggling with it, it's time to find a place that you really can believe it. Because people will be able to see that and they'll know that, and it'll shine in your confidence or it will be a detriment to you because no one will actually be able to believe you. If selling is just the transference of belief, if you don't believe it, there's no belief to transfer. So they're not going to believe in it. Even if you do recruit people in your down line, they're not going to do anything. Does that make sense?   Anyway, hopefully that story sticks. Hopefully it's powerful, and hopefully that helps you in what you're doing. Guys, if you have just a few minutes, go to secretmlmhacksradio.com. There are five videos there, I call it the MLM Masters Pack. What it does is it teaches you how to treat your down line in such a way and recruit in such a way, and create an offer for your MLM in such a way that makes you unique again and teaches people why they should join you or why they should get in your product or whatever it is. Does that make sense? Because every person out of the gate with MLM is the same, so how are you going to be unique? Why should I join you when there's thousands of others that are like you? You know what I mean?   Anyway, so go get that. And anyways, hopefully this was helpful. Beware of the lies. Beware of believing the lies. It's easy to do once you start to have your confidence shaken. Don't lose your confidence and you'll be able to be successful with this business. Whatever it is, whatever MLM you've decided to align with. All right, guys, thanks so much, talk to you later! Bye!   Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own down line five simple MLM recruiting tips for free? If so, go download your free MLM Masters Pack by subscribing to this podcast at secretmlmhacksradio.com.

Hey, what's going on everyone? This is Steve Larson and you're listening to another episode of Secret MLM Hacks Radio. Oh, yeah. Here's the real mystery. How do real MLMers like us who didn't cheat and only bug family members and friends who wanna grow a profitable home business, how do we recruit A-players into our downlines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larson and welcome to Secret MLM Hacks Radio.   Hey, what's going on? Hope you don't mind if I throw in a little personality every now and then. Hey, I've been busy over here building an in-home studio, which is actually been a lot of fun. My wife and I, we got married, and we've been living in apartments for ... We lived in apartments for like five years and bought a house and it's awesome. Going from a little two bedroom apartment to ... you know, when we were in college, we moved over, anyway, over to a house. It's a five bedroom house. It's awesome. Really, it's been a lot to fun.   It's not massive, but it's way bigger; way, way bigger than living in an apartment. It's been fun because ... I mean, guys, from the stuff that I've been doing and teaching and the internet world. I mean we're able to use the ... I'm not trying to brag, I just ... It's cool achievement. I really think we all should celebrate what cool things are going on in our lives. A lot ... I could cover the down payment of the house from the stuff on my site, from basically a side hustle; from sales of MLM stuff and sales of product and sales. You know what I mean? My own stuff. It was so cool, such a great feeling. I'm so excited for you guys to experience that if you've never felt that before. It is one of the most rewarding things that I've ever experienced.   Anyway, what I did though is I went and I got a whole bunch of sound panels and so across all the ceilings on the walls all across it, there's the sound panels, all the padded pieces. Then I got this sweet desk that I built and a boom mic and all these cool things. It's been a lot of fun. A black sheet from top to bottom, got these awesome studio lights and awesome backdrops. Anyway, I'm really excited. You know what's so funny? You don't really need all this stuff. It's just fun and it's been fun to be able to set it all up.   The reason I'm doing it this way though is I am getting ready to begin filming the first module for the Secret MLM Hacks Course. Now this is a course that is still in creation. I launched kind of a beta version of it about a year ago and the response has been ridiculous. I mean it's been awesome. Over 300, not over, probably about 300 people bought that beta course and I had great feedback, but what was also nice is people told me the things that they thought were missing; things that they thought maybe were the more challenging concepts or maybe I did explain it enough or whatever it might be. It's cool 'cause I'm recreating not just that course, but whole additions, whole things that I've never actually talked about before, but how I'm actually recruiting and automating my recruiting process inside of my MLM, which is awesome. It's so fun. I'm really, really excited to do it.   One of the things that I wanted to go over and just teach you guys is like okay, if you are inside of your MLM, right? Again, I never ever, ever, ever wanna ever, anyone to think that I am here to persuade you to leave your MLM. If you love it, stay in it. That's not the purpose of this podcast. That's not the purpose of my business or my culture or what I'm doing or anything. My purpose is merely to help. Honestly, the MLM industry understand a little bit more of the internet marketing strategies and product creation strategies because I think MLM's kinda broken out of the box. I know that I've said many times before, but you just ... When you join some company, you're literally the same as everybody else so how do you actually make yourself unique? That's one of the purposes of this podcast. Definitely one of the ... It is the major in-depth topic for the new Secret MLM Hacks Course coming out.   Now to actually figure out what people wanted, right? Start putting yourself in shoes as far as your downline and your MLM and the products and services you're selling. I had to start asking people what they wanted. I've made the mistake in the past. Have you ever gone out to a restaurant that you loved and you're like, "Guys, this restaurant is the best. I absolutely love it." You take all your friends or you take your family or whatever, significant other and you go to the restaurant and their response is like, "Meh." They don't really like it. It's like eh whatever. You're like, "Are you serious? This was so good." Or "The movie was amazing." Or whatever it is. You've taken some group of people to some place where you loved it and it was clear that they didn't. That's kind of awkward, isn't it?   That is so much like how we treat our MLM's when we approach other people about it. Sometimes, we are so sold on our product. We're so sold on the opportunity because we've had time for our brains to put all the pieces together. We've had time for epiphanies to happen and our beliefs to change and our patterns and our behaviors to adjust, right? We've had time to do that, but the other person hasn't, right? So you go and you bring 'em to the restaurant and you say, "This is the best food ever." And, they don't. They don't actually like it and it's really an awkward experience.   Many of us do that when we actually go and we start talking about our MLM's or we start talking our products. They're not in the correct state to receive that product. They're not the state that you were in when you figured out about how cool that product was, right? Or how cool that opportunity was. Instead, when you walk into the restaurant or before you get there, you start saying, "You know, hey, what are you in the mood for?" They say, "Well, I'm in the mood for, I don't know, Chinese or whatever." You're like, "Oh, cool. I know this great place." Now it's a lot easier for you to actually provide a good experience for the other person. Does that makes sense? Simply by you asking just what the other person wants.   This principle that I'm talking about is ... It comes from a book called, "Ask" by Ryan Levesque. What he does is he teaches you how to create a course. Jeff Walker does this. Russell Brunson does this. I do it. Anytime I'm about to go create a course or jump into a market or join a MLM or whatever it is I always run what is called an Ask campaign. What that means is I'm gonna spend some time inside that industry asking people what they want. I'm gonna spend time asking people what their biggest challenges are, what the biggest concerns are, what things that they wish they had that they don't. What things do they wish were different. I spend time doing that and it's been really cool because I've been doing that over the last year and a half-ish. Me doing that has been really, really fun. It's been a cool experience because what ends up happening is now I've asked hundreds of people now, what it is that they're struggling with inside of the MLM world. You know what happens when you ask hundreds of people the same question? Eventually patterns start to emerge. Again, put yourself in my shoes, but as far as your own MLM goes, right?   Maybe you should go to your downline and start asking the things that they're struggling with the most and then go provide those things to them. Does that make sense? Or turn around and say, "You know what things when I was recruiting you or when you were joining this, what things didn't make sense? What things were the hardest parts for you to understand? What things were the things that, you know, honestly were the turn offs that made you want to turn away?" Start getting that kind of feedback back from your downline. Or even go ask the upline. Hey, could I survey everyone inside your downline and I'll share the data with you? I've done that before with different companies and things like that and say hey, look I'm gonna Ask camp'. That's a popular strategy, anyway inside the internet marketing space. Hey, could I go ask everyone what their biggest struggle is?   You know what's so funny is these patterns begin to emerge. One of the first companies I ever built for online with amazing success, it was a company in Florida and they were selling this water machine. These guys are awesome. Totally have massive respect for the owner. He's just a man; still really just love and appreciate his friendship actually. This was three years ago almost now. What I did is I said, "Okay, I wanna go and I want to ask this guy's customers what struggles they're having with the product." Okay. I said, "Hey, guys." It's kind of in the health industry. I know a lot of you guys might be like some kind of health MLM or whatever it is. You guys can do this exact same thing.   What I did is I took his existing customer base and I said, "Hey, existing customer base," and all I did is I wrote a little email and I used Google forms 'cause it was free. I just put the question on there: What's your number one biggest question or challenge about your health right now? It was really intense what happened. About 150 people responded to the survey; 150 people. It's free form meaning I don't lead them anywhere. They have to literally type in whatever answer they want to. Well, what was funny is all these patterns started to emerge from what they were saying. I was like oh, my gosh. Everyone's struggling with these two things. Does the customer know this? Does a business owner know this? I don't think so. Then I was like uh. I asked a few more follow-up questions like how much money are you spending on your health right now per month? They were like well, anywhere from two to $500 or something like that, but I asked that so that now I knew what kind of price point I could charge and not expect massive resistance. The market was telling me what to create, what things I needed to fix. Start looking at your business this way.   Guys, when you get your MLM business, it is not whole. It is not complete. It is very broken, okay? It's very broken. The business is not really built around you, right? You're just this little tiny arm that's basically lead generator for a while until you decide to make your business a business, right? Until you decide to make your MLM a business and treat it that way. Does that make sense?   Turn around and ask all the people in your downline. If you don't have a downline, man, go find some upline member whose really enthusiastic or go find someone else, whatever is, but do not rely on your own opinion or you will not succeed in this. It is my firm strong belief in that fact, okay? What I did with this ... Coming back to that story is I found out what these people were needing, what they were wanting. Then all I did is I turned around. We created it and I gave it to them. Think of how profound and then they made a whole bunch of money. Does that make sense?   I think it was Tony Robbins that said that the secret to success is ... I think it was Tony Robbins if not, I know Russell says it and few other marketers say it who are famous. He says, "Number one, go find a hot market." Ask yourself is your MLM in a hot market if not you probably change your MLM. "Number one, go find a hot market number." Number two, ask 'em what they want. Number three, give it to 'em. That's really all it is. That's all it takes, you guys.   When you're gonna go through ... and so that's what I've been doing for this new product is I have been serving across many different MLM's; tons of people, hundreds of people going through and asking okay, guys, what's your number one biggest challenge? What's your number one question with MLM? And how to be successful and how to recruit people into your downlines. The data has come back and it's really, really interesting what the biggest things people are struggling with.   What's funny is that I kind of had an inkling that that's what those things were, but there was so much more in depth, far more contacts that I never realized before. Guess what I'm making now? I've got this in-home studio and now I am going and I am creating a course addressing those things. The market told me what to create. I didn't come up with it on my own. I have an expertise in this area. I know I'm qualified to teach it for sure, right? But the actual course content, the actual table of contents itself, is actually coming from the market not myself. How cool is that? Guys imagine that.   Isn't that awesome because what it means is now imagine that. Imagine you going to your downline and asking 'em hey, guys, what are you struggling with? Or what was weird about the process signing up? Or you go to other peoples downlines. You go, whatever it is. Ask someone hey, what was kind of weird when we dropped in? Do you imagine how cool it'll be if you were the one that provides the solution for your MLM on that? I'm encouraging you to do that.   Again, if you hate your MLM maybe it's time to find a different one. If it's something that you really loath, there's just no way that anyone's ever gonna do that kind of thing, maybe it's time switch, but if you love it, don't switch. Just go in and start doing those things and start treating it like a business. Create products. Create offers. Actually, go fill a need inside of your network marketing company, inside of your MLM. Does that make sense?   That's what I'm doing right now. Again if your new to this podcast what I'm doing right now for the next few episodes is I am just documenting myself creating this course so that you guys know from a marketer's standpoint, from an internet marketer's prospective and product creator's perspective; myself. What it means to put a new product out there and what it means. Because I've helped create several products that are, you know, made millions. It's really exciting and it's not an income claim. I'm not telling you ... I got that legal crap. I can't, but just know that there are patterns to success with this and when it comes to product creation guess what? Your MLM owners did the exact same thing. They went. They identified a need. I guarantee they did some form of Ask campaign, right? They figured out what it was people actually wanted and then they just made the thing, right? Then they went and they started testing it slowly. Then they went ... all right, does that make sense?   I remember there was MLM meeting I went to for one ... it's the first MLM I ever joined. I got out of it 'cause I was young and dumb. I went to this meeting and I realized that there was this guy on the side who was selling a solution that the main MLM wasn't willing to fill. He was being public about it. I realized that this dude is making so much more money selling this thing rather than the MLM product. Now I'm not telling you to go get distracted and go do this, but understand the principle that I'm trying to illustrate here is the same across the board. Go ask the market what it wants. Go fill the need and you will immediately become unique. You will be far more attractive as the leader in your downline, in your MLM business, right? You'll become a leader like that because you're solving an actual legit ... You're actually providing value to the marketplace.   Anyway, that's what I'm doing. I've got a six week course that'll be coming out, which is awesome; a whole bunch of ridiculous bonuses. Things I've charged $10,000 for. No joke. That are coming out. That is free that are part of it. You know what's funny? Is the market has told me that that's what it wants. I didn't come up with those things. Again, I said that many, many times, but anyway that's the whole purpose of this is that if you want to know how to actually add extra value to your MLM and your upline and start getting the eyes on you. Man, guys, massive power inside what you can do if you just merely ask people what they want and then go create it.   Anyway, I feel like I'm beating a dead horse now. It's kind of a broken record, but that's the main point of this is I got the studio. I've been doing Ask campaigns for the last year and now I know very clearly what people are struggling with. I'm gonna go create the solution and I encourage you to go do the same thing inside your downline and get specific like that. It'll be awesome. All right, guys, talk to you later. Bye.   Hey, thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show. Go to secretmlmhacksradio.com to submit your question and download your free MLM Masters Pack.

What's going everyone? This Steve Larsen and you're listening to another episode of Secret MLM Hacks Radio. Here's the real mystery. How do real MLM'ers like us, who didn't cheat and only bug family members and friends, who want to grow a profitable home business, how do we recruit A-players into our downlines, and create extra incomes, yet, still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio.   All right you, guys. I have been busy at work here, putting out tons of stuff, trying to put lots of content out and trying to help you guys understand how I approach the MLM world. Now, if you're brand new to this podcast, know that the purpose of what I'm doing right now is documenting the creation of my next product in the MLM field so that you know how to use these tactics to sell your own MLM products, and to basically sell people into your own downline.   Right now, what I've been doing though is I just recently … Not recently. A lot of you guys are probably on it, but in secretmlmhacksradio.com, I give a pretty awesome thing away and it's something that I used to charge for and it's five different videos that basically teach you how to sell and duplicate more people into your downline. How to do it in a way that makes you seem like a new opportunity rather than something that's readily available all over the place.   I mean, you could walk down the street and basically ask anyone if they're in MLM and I bet you don't have to go very far to find out somebody else who has the same thing that you have. That's discouraging because you'll get the same as everybody else, so you got to do something that's different. Somehow you got to create new value out there, right?   I've been really stoked about this. I have been in the internet game for quite a while, and probably about … I don't think if I can put in years to it actually because I mean, I've dabbled around a lot, but what I'm really stoked about is that secretmlmhackradio.com currently has a 68% conversation rate and it's bouncing between 68% and about 70.6% conversion rate. That's ridiculous and just so you know, there are hundreds of people that have hit it. It's not like only five people have hit and that's the conversion rate.   It's like 500-ish, I believe that's the number, have hit that page and it means that 70% of those people have opted in for the free course that I give them and I've been watching it and got value out of it. That's ridiculous by the way. It is not easy to do that and I honestly have never had a page convert that high for anything, and I'm laughing so hard that it is converting that well because it's usually very hard to even get, depending on what you do, even 30% conversion rates which is quite good in the internet marking space.   It's like, “Holy crap. This is amazing. I kept thinking what else can I do to create culture and I want you to start thinking about how you do this in your own MLM, as in your own downlines. The money is in the follow-up. The money is always on the follow-up. I was recently interviewing a gentleman for a separate podcast show that I do and he was telling a story about how he has been building internet sales funnels for real estate agents. What he learned and what he realized is that there are several different people out there who they only get just a few leads on purpose. They only want 16 leads a month, just 16. That's it.   Their follow-up sequence is so good than any more than 16, and they can't handle it. What? Only 16 leads. What on Earth? I mean, they call three times a day, they text three times a day, they email three times a day. They treat that individual like gold. You have to remember that anytime anyone comes to you and says, “Hey, what's this MLM thing you're part of? What is it that you do? How come this is something you're so passionate about?”   You guys, they're trying to become a lead. All you got to do is bait the hook a little bit and invite them to be a lead. When they've done that, remember that they've asked you to do that. Don't get bossy. Don't become that guy at the party, don't become that guy at family reunions. You know what I mean? Don't get annoying, but remember that sometimes people are just busy. You know what's funny is one of my buddies when he started testing this, and he's like, “Hey. In this industry is like literally every single time, what happens is when you do that and you are that forward about what it is that you do in your follow up process to your leads,” he's like, “it's funny.”   Let's say that you had five people that you were talking with. Five people that you're talking with and you're calling literally every single day, maybe even three times. You're texting three times a day. No joke. It sounds and feels like a lot, but to that individual, you guys, how busy are you? I mean, how many times do you forget to do simple things around the house? It's very much the same way. He said of the five, you'll lose one because they get annoyed, but he's like the rest of them, honestly, the biggest thing they always say is like, “I'm so sorry. It has taken me so long to get back to you.”   Don't be snooty about it. Don't be like, “Hey, I expect you to join.” You're coming from a position of value, you're coming to that individual and you're saying, “Hey, I'm trying to add value to the [inaudible 00:05:17].” You don't just say that, actually do it. You care about the person. Just because I'm in internet marketing, does not mean I take the human out of this machine, the human element. It's very much, it's all about value building. It's all about beliefs, it's all about helping people understand but there is more to life.   Create for yourself a follow up process, create culture, create for yourself a place where people can go and learn more about you where it can remove you out for … I love creating tools and third-party stuff because I don't have to sit in front of them. If they're feeling a little bit awkward at first so they got some walls up, I don't need to be sitting in front of them and saying, “Here,” and shoving stuff down their throat.   What I did is I went and created a Facebook page called … If you go to facebook.com/secretmlmhacks, you'll see there's about 800 people on there. I actually got rid of about 500 of them because I only wanted people who are interactive. I didn't want people who are just showing on there. I wanted the best of the best, the cream of the crop so I actually just got rid of 500 people on that Facebook page. Right now we are a lively group of 300 people and it's been really fun, I really enjoyed it.   I'm trying to build culture. I'm trying to help people realize that there is a place on the internet that they can go and not feel like they're just going to get spammed to death by fake robot comments on the internet. The Facebook right now, that's really what that is for the MLM space. I'm sure, I've talked about it before on this podcast but it's called Expert Secrets and it's by Russell Brunson. What it is, is a book that teaches you how to create culture. That's just one part of it but in there, he states that in order to create culture, you've got to be able to give people a place to set their eyes up on to. Does that make sense?   You got to be able to say, “Hey, here's the flag. Here's where you're all trying to get.” It's you placing the flag up on the mountain so when you're talking to prospects, you're talking to people who are out there who want to get to your opportunity whatever it might be or even who show a little bit of interest. Place that flag up there for them. What is $10,000 extra month worth to you? You know what I mean? What would you do with that? Can you imagine with that kind of money? That's ridiculous. I don't know. You start getting them to talk.   Here's another little sales tip. Whoever talks the most usually is the one that looses. It was that way when I was a door-to-door sales man or I was a telemarketer. Anytime I've done any sales position. Find about the person. Get value. Go out there and try and provide value for the individual. That's the only reason why that page right now is 68% conversion rate is because it is valuable, I know it's valuable.   I did use to charge for it. Honestly, it's still part of the things where people do pay for it and I'm giving it away for free. You know what I mean? That's really valuable. What it helps people do, there's massive value behind it. I've had a ton of people get so excited about it. This podcast has only been up live for two months now at this point of me recording this, but I know people have really enjoyed it.   Anyway, as you go, create for yourself a culture of value. Do not create for yourself a culture of cutthroat, hard dial, everyone inside your phone book until they're inside or down. Don't do that kind of stuff. A lot of people do that. I can't stand that. A lot of people can't stand that and that's honestly where a lot of the bad rap MLM gets. If I found out you're that kind of person, I'll kick you from the group. You know what I mean?   I'm that serious about it. I'm that passionate about it. I am trying to help change the MLM industry and the reputation that it has. That is what I'm trying to do. That's the culture that I'm trying to build. I invite you to come over to the facebook.com/secretmlmhacks but just know if you come there to self-promote or try and sell things to people, I'm going to kick you out. That's the rules of the culture. That's the rules of the group.   There's no leeway on that at all. You do it one time, you're gone. You know what I mean. What's funny is what am I doing right here? The same thing I'm doing right here, I want you … I'm calling it out so that you know what I'm doing and why I'm doing it. I'm creating rules for the group, I'm creating culture. There's rules inside of it. I'm creating reputation. I'm creating polarity. If I don't take a stand and say this is what I believe, if I don't take a stand and I say … Stand back and go, “You know what, I'm trying to please everybody.” Guess what, guys. That means you please absolutely nobody.   Figure out who it is, who you are and figure out what you stand for and start being more loud about it. When you do that, culture becomes really easy to create. It becomes so easy because you start to attract people to you. The internet is just a big group of congregations and if you want people to come to you in your MLM, in your downline, online or offline, get really, really, really vulnerable about what you believe and people will start to follow you. They will be attracted to you. Does that make sense?   This was huge when I figured this out, when I realized that I shouldn't be trying to please everybody. I don't care that I do or don't. I shouldn't be. What I need to be doing and what you need to be doing is get really, really honest with yourself, with the people around you, what you're trying to create and go, “Look, I hate this. I love this,” and create opinions. The goal of the MLM space is not for you to start highlighting your strengths, it's not.   Now, in the product and the way you sell, you can do that kind of stuff but as far as your culture goes, as far as people following you, as far as you becoming a leader, it is not about highlighting your strengths, it is all about highlighting differences. Does that make sense? It's all about that because if you don't do that, you sound like everybody else. Who doesn't want to be a leader? Who doesn't want to make money? Who doesn't want to have impact on the planet? Income and impact, that's what we're all going for. Income and impact.   If you stand there and you're like, “I'm that way too. I'm that way too.” Everybody is that way. It's easy to highlight that strength because it's something that speaks to everybody. What makes you different? When you stand back and you start going, “Now I know what makes me different?” That's good. You find that out by just starting to share at least what you've got ideas on. I hope you're following what I'm saying about this.   There's this really interesting phenomenon that happens in internet marketing psychology in general, sales in general, MLM in general that if you stand back and you try and become a generalist out of you protecting yourself, nobody will follow you. You will not become a leader. If you stand up though and you start highlighting your differences, 68% conversion rate, you know what I mean? If you start highlighting your differences, figuring out what it is, man get freaking opinionated. Stop standing back, going in the back and being afraid of fending people.   Man, people choose on their own to get offended. Don't worry about that crap. People get offended on their own. It is a feeling and emotion that they choose to accept and start to feel on their own. Does that make sense? Obviously, I could try my best to offend other people and that's not good either, but man, stand out and stand up, and start going, you know what, this is what I believe, this is what I'm going for. If you are with me, follow me.   When you stand up with that kind of confidence, when you stand up with that kind of [assurety 00:12:46], people follow you. Your sales message doesn't need to be as polished when you're that confident, when you have absolute certainty. There's a fantastic … He's a great motivational speaker and a great coach. His name is Setema. I really appreciate him and what he teaches. He teaches that confidence is actually for children. If you want people to follow you, you need to maintain absolute certainty.   Does that make sense? You go and you create absolute certainty. That's different than confidence. That's another level up. A leader someone who will follow you, it is because you have absolute certainty. Even if you're dead wrong, you know what I mean? Certainty is that powerful. What you do is you stand up and you create a culture of value, create a culture of actually helping people and actually caring for people. Don't look at them like a dollar sign and you can create yourself this awesome community where a downline can grow.   You look at it like a garden box. When I was growing up, my dad used to make me … He'd go stand out every Saturday. No joke. I literally would pick weeds for six hours every single Saturday. I mean it was awful sometimes but man, it taught me to work. Eventually, I learned to like it and eventually I built a business around it when I was a teenager and eventually … You know what I mean? I grew up because he provided the environment.   This is no different. You need to provide an environment where a downline can thrive but most of you don't do that. You create a downline and understand … I'm probably preaching to the choir if you're listening to this podcast. A lot of you guys though, if you're coming out and you're saying, “Hey, come join, come join.” You never talk to them again or you never create an environment where they can go and thrive, you're not duplicatable. I don't care if you have an internet system that helps you automate your downline or not like I do.   If you have no other follow-up or know the communication then it's going to die, if you have no follow-up at all. If you're not calling up those leads, if you're not calling people who already did join the downline. If you're not creating culture of value, if you're not actually helping, you know what I mean, then you're going to fail this. Anyways, that's my podcast today is I just wanted you to guys know, I'm really stoked. If you haven't seen the page before, go to secretmlmhacksradio.com and watch the video, watch what I'm doing. Watch why I'm doing it because the same strategy I'm using right there is also the same strategy that's used to sell million dollars worth of products. You know what I mean? Over, and over, and over, and over again which has been really fun if I had a chance to be part of.   There's a lot of psychology in marketing behind it and I know that you guys can do it but sometimes you just got to grow a pair. You understand? Maintain Absolutely certainty. Figure out what you want and get very clear about it and start highlighting those differences. Publish those differences. Don't be afraid of it and if someone doesn't align with you, that's okay. Be okay with it. That's okay. That's why we're all different.   There are many different voices in the choir of life. You know what I mean? We're all different people and its totally fine. It's going to be way easier on your sales. It's going to be way easier on what you're trying to do where you're trying to steer people if you find like-minded people and one of the easiest ways to do it is for you to get clear on what you believe and start highlighting those differences, not your strengths. Does that make sense?   Anyway, that's all I got for you guys. Go check out the page if you want to see how I'm getting 68% conversion rate right now. It's still going up which is awesome, but I think you'll really, really enjoy it. We're having hundreds of people hit the page right now and it's going great.   Anyway, this is me. I'm still documenting the creation of this product, and where I am, and I think you'll enjoy it. Anyways, please subscribe to the podcast. I would love to hear. If you can go to iTunes and review it, that would be fantastic. It helps me, it helps everybody, and actually it just really gets me motivated which is exciting.   Also, if you have a question that you want to have asked and answered on top of this radio show, again, go to secretmlmhacksradio.com and opt-in. On the very next page, you can record a voicemail straight off your browser to me which I then put inside of the podcast. All right, guys. Thanks so much. Talk to you later. Bye.   Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own downline, five simple MLM recruiting tips for free? If so, go download your free MLM Masters pack by subscribing to this podcast at secretmlmhacksradio.com.

Hey, what's going on everyone? This is Steve Larsen and you're listening to Secret MLM Hacks Radio.   So, here's the real mystery. How do real MLM'ers like us, we didn't cheat and only bug family members and friends, want to grow a profitable home business? How do we recruit A players into our down lines and create extra incomes yet still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer.   My name is Steve Larson and welcome to Secret MLM Hacks Radio.   Guys, I always feel like life's too short to be boring or not excited, so hopefully my little cheesy intros are okay with you, but it's just that I don't want to ... you know, life's too short. I just believe in grabbing it by the tail, so ... grabbing it by the horns.   Anyways, guys, I hope you're doing fantastic. Lot of stuff's been happening over here. I've been creating my offer. I've been building stuff and putting things together for the actual launch of Secret MLM Hacks, the actual program that will help you to auto recruit people into your down line. I've already been using it. I've actually had several people already been using it and it's been working, which is very exciting. I'm excited for you guys to have it once it leaves beta.   Just so that you guys know where I am with the actual launch of it. Like I said, it's in beta. "Steven, why don't you just release it right now? Please give it to me right now." Well, several reasons; number one, anticipation is a great tool. No, but for real. I almost said for serious. Been watching ... I can't remember that movie. Anyway, whatever. Anyway, the reason though is because anytime I go launch any kind of product online, like I said before, my background is in direct response and internet marketing. Anytime I launch something online it's much like a movie. You know, the last movie that I saw with my wife was Wonder Woman. She and I went and we watched Wonder Woman, we go to the movie, but before we ever went to the movie, we heard about it, right? We heard that the movie was happening. How did we hear about it? Well, there were movie previews six months in advance. Huge, huge lead time for everyone to hear about it and hear the buzz, right? It's the same rinse and repeat Hollywood model over and over and over again.   So, before my product comes out ever, I always want to create some buzz. I want to make an event out of the launch. I want people to understand, "Hey this is cool," right? Pay attention. What I've been doing over the last little bit is I made a list of the top 100 MLM influencers. Period. Regardless of the MLM, regardless of anything else, regardless of their level in their MLM. I want to know who the top 100 MLM influencers are. What I did is I went and I wrote a letter to them.   I decided that I would tell my story; so I went through and I told my story. In fact it would be kind of cool, you know, let me read this to you guys real quick here. It's actually, you guys are probably going to recognize some of this real quick. So, I'm going to read some of this real quick just so you guys know what I sent to them, because what I want to have happen is when I launch this thing, I want to have these huge influencers go out and say, "You know what? Steve Larsen's product's so cool. I want to go ahead and I want to ask my down line to use it also." You know what I mean? But you don't just walk up to some girl and ask them to marry you on the first day, right? It's the same principle, you guys.   I want to develop a relationship with these people. I want them to know that I really do care about them. I want to solve legitimate problems for that individual so that they like me; so that they go out and when I launch the product, that they're like, "Hey, I do want my whole down line to see this. I do want everybody to go check this out. I do ..." You you know, and so it's all about creating value. It's all about relationships. It's all about ... but I don't just do it over the phone. I hate talking on the phone. Just is a personal preference of mine. Whenever people are like, "Hey can we talk on the phone and chat about it?" I'm always like, "No, that's why I built my system to auto recruit people." Again, it's not that I'm anti-people. It's not that I'm totally antisocial, it's not that I'm taking the person out of MLM, taking the human element. That's not it at all. It's just that's the ... I've chosen to not take people in that way.   I'll do video conferences with tons of people at once, but going one-on-one, that's not why I built the system. That's not the reason I built it, and honestly, you've probably felt the same way, right? Do you wish ... there was a very ... he's a very famous internet marketer, his name is Russel Brunson, I'm friends with him and one day, he said, "The difference between going from six to seven figures is actually not that big of a mind shift. It's not a matter of working more hours." It's not. He said it's actually a mindset shift in focusing on instead of just selling one person at one time, how can I sell a ton of people at once? That's how you do it. You got to reach masses. It's got to go critical mass. It's got to go big.   I'm not saying that you got to take your product and just go blast it out all over the place. There's certainly ethical, cool, awesome, value-creating ways to go do it. But that's the reason I built the system that way. It's the reason I don't really do phone calls that much, ever. Phones just freak me out in general. I'm not a good guy on the phone, which is funny because I used to be a telemarketer. Anyway, so, I've been going out to all these Dream 100 people and I've just been trying to create a relationship with them. That's what we call them. I call them the Dream 100. The concept comes from a book called Expert Secrets and another book called Dotcom Secrets, fantastic books. All I do is I go through and I made a list of all the top 100 influencers. I could send an email to them. I could go and send them a tweet, but everybody does that. I get probably 20 a day right now just in Facebook, not including texting and phone calls and Voxers and Skypes and, you know, just on Facebook are now probably 20 a day. I can't handle it, right? It stresses me out, so I don't want to do that to these guys too.   What I decided to do is I went and I wrote a letter. It's a series of about five or six letters that I'm going to be sending out to them. I just sent the first one out a little bit ago. Then a few weeks later I sent the second one, then a few weeks later, which is where we are right about now, I'm sending the third one, which is about right now in a few days here, which is awesome. Just we got to finish the packaging part of it.   Anyway, this is what the first letter said, it said, "Hey, name," you know and I personalize it a little bit, too. I didn't want to just rinse and repeat for everybody, I wanted to actually create real value for these people. I said, "Hey, I can't believe I'm writing this. I'm Steve. This is totally from left field. I just wanted to pick up the mic," and what I did is I didn't just want to send a letter either, I wanted it to be a bulky package. I wanted it to be something that causes the curiosity, you know? I wanted them to look at the package and go, "Oh, that's different. Who's this? Who sent this to me?" So what I did is I wrote this letter and it said, and there's a little microphone in there; a little toy plastic microphone. It was really kind of funny. It said, "Hey, I just wanted to pick up the mic-" get it? "and say that your success is inspiring. Please know that my thanks is very sincere; so thank you. I hope to shake your hand in person one day, because giants like you got me going four years ago," which is so true.   I said, "My first month at MLM four years ago I was a bit of a disaster, but the flip side calls that an education, so, ha! At the start we were in college, newly married, new city, no jobs, dead broke. I couldn't provide for my new bride which greatly challenged my sense of manhood. To top it off my wife started staying in bed all day for weeks. I finally got her to confess to me that she'd only been eating one meal a day, so that I could eat and have energy in my classes. Holy-" insert expletive. "Lost, I clamored for some way just to make sure that we could eat, much less stay in our overpriced apartment. In a flurry of desperation, I found out student loans around the corner but not available for four to six weeks, but I'm going to die in the next week was my dominant thought.   Humbled, lost, beaten, I decided to call my dad begging for an advance of money which I'd pay back when the student loans came in. In a locked room I asked him. There was a long pause, 'Son, no. If I give you this, you may not exhaust resources you didn't know you had.' His exact words. Very wise. We both cried, yet the fire in my gut to make this happen was insane and gave me huge edge. I really didn't know how we'd make it through those weeks and I don't know how I actually did make it through those weeks, but like a sprinter grasping at a single breath, I started trying to make money in any way I could think of. In three to six month rotations, I seemed to try everything; stocks, options, residential real estate, commercial real estate, two summers of door-to-door sales, telemarketing, ebooks, freelance website building, diamonds- yup, smartphone insurance, affiliate marketing, internet traffic driving for Paul Mitchell schools, study, try, repeat.   The pros, I was learning far more on my own than any of my actual marketing classes. The cons, a little money came in here and there but nothing, crap; nothing really big, crap. Then, one day a buddy called me and said, 'This dude's going to help us make a bunch of money,' and three-wayed me in. You know the MLM pitch. Reluctantly and pushed, I joined the MLM at the pleading of my buddy and then finding out that my wife was pregnant. I was pumped to have a kid, but terrified at how to pay the cost; still broke. Ugh, MLM. If I'm going to do this crap, I'm going to tear after it. That was my honest thought, so I literally went door-to-door on our main street for five weeks. I recruited 13 people/businesses ... and they did nothing. I was constantly distracted in all of life, because all I could think of was, holy crap, how did the big MLM'ers actually do this and really make money? That question became my pure obsession.   Again, I hit the books, courses, podcasts." Just like you guys now. "In order to simply live, I joined the army in college but got into trouble for sneaking in finance books and selling a lot and selling other soldiers on my MLM. None of them actually joined after all, though. Six months later, I was back at home. Yet again, it was 2:00 a.m., class in just five hours. I started reading an MLM ebook, as was routine at this point. How do I vet out people who aren't willing to hustle? How do I get people to come to me? How do I change my bait? Then it happened, like a ray of light in a dark room, a single idea hit me between the eyes. It was one concept that changed my life and my family's. A concept that gave me the fuel and ammo to figure out the last piece, the missing link. I barely slept that night. That was three and a half years ago. Anyway, sorry to talk about myself so much. I'm glad my dad said no. I just wanted to say hi and mention how much I truly respect you for what you've accomplished and the real inspiration you probably didn't know you've been. Looking forward to that handshake."   Anyways, that's the letter that I sent to them. I sent that letter to them for the sole purpose of introducing myself. That's it. I'm not asking for anything. I'm not sending them to any link. I'm not telling them to go anywhere. I literally am just trying to get that individual to go, "Hey, this Steve Larsen guy is kind of cool." When you go ... and the reason why I'm bringing this up, is because I'm about to launch this product called Secret MLM Hacks and you all know that, but I'm going out creating relationships before I ask people to buy.   The problem that I had when I first joined MLM is that I went out and I did exactly what my MLM upline was telling me to do. They literally did not let me leave the room until I wrote a list of 20 of my friends and called them in front of them. It seriously was the most awkward thing in my life. I know I've mentioned this before, but I know that there are damaged relationships because of those phone calls. What was so challenging and what was so hard was I didn't know what else to do. There was nothing else to do, but the problem was that I ... I mean, I hadn't created a relationship with the person strong enough in that area, in the business area; they were my friends, they were my family, so of course there was a relationship, but it was out of context. They weren't wanting to join my MLM. They weren't actually wanting to actually go and be pitched on something, and it got really, really frustrating really fast.   So, all I'm trying to say in the purpose of this episode is that when you go and you start to actually try and recruit people into your down lines, if you're doing it the way of calling people up, which is fine, I just don't do that, or if you're doing home meetings, which is fine, I just don't do that, or hotel meetings, again, I just don't do those things. I do it a- I know [inaudible 00:12:33] through the system that I build on my own, that's how I do it and it works great. When you go out and you actually start to try and sell the product, when you're trying to launch your MLM business, don't spam people. Don't go out and try and ... I mean, it makes us feel ... it makes my wife and I feel- we get approached all the time to join MLMs. I don't want to join a MLM. I'm already in one and I love it. You know, that's the reason I don't try and get you to join mine. It's not like a ... it's totally a soft pitch and that's how you got to look at it for how you're approaching your own people as well.   When you go out and ... man, make a list of the people that you wish were in your MLM, your actual down line, and start sending them cool packages. Get their address, find it somehow; send them letters, send them cool stuff. Send them things that are pattern interrupts. Don't just start calling them over the phone and blast them all over the place. Don't go and ... ugh, do not go on Facebook and start saying how much you love working from home. You just started most of you, like ... you've [inaudible 00:13:40] that your home office is your living room. Is that because you can't afford something else? Oh, that means that you really don't have any cashflow? You know what I mean? I'm not trying to put salt in the wound, I'm just saying that's how it looks to everybody else. Everyone's calling the bluff on you. Everyone knows, everyone sees.   The easiest way to go about doing it, create a list of the top 100 people that you wish were in your down line, then start creating relationships with that individual. Ask yourself the question, "How can I provide value for that individual before they even know that I'm in an MLM?" That way when it comes back around, there's going to be a time where you can bring it up, and you can say, "Hey, look, I just want to tell you about it. It's totally cool if you're not interested, though." Guys, that same strategy is what I'm using on other people who I'm not even trying to get them into my MLM. That's just one of the ways that we used to promote products, because all it takes is a few of those people to say yes. They promote it to their followings, you know, people with their internet followings, and it makes a ton of money. That's the way that we do it. It's exact same thing with MLM. So, that's all I'm saying. Go ... do exactly what [inaudible 00:14:47] write out a huge list of people that you wish were in your down line, but my gosh, understand that most of them aren't going to join, especially right off the bat, if at all, and that's fine. You got to mentally be prepared for that.   Second of all, go create the relationships first. Provide real value for the individual. One example real quick then I'll end the podcast real quick. There was a guy who went out and I could tell that I was on his list, like he wanted me to join. Now, I ended up not joining but I was able to help him in some cool products. What he did was insane. He went and he bought one of my online products. When he did it, he did it for the sole purpose of hiring an outside coder, which he did, who went and on his own dollar, went and made all these improvements that I didn't even know you could make to my current product. You know, this is a side product. It's not my main one, it was over on ... you know, and he went and all he did was he just was like, "Hey, I hired this coder and he added these cool extra features in for you. By the way here it is, and also, I made a whole really cool video startup guide to walk people through how to set it up so that you don't have to worry about it with your own support team." He was like, "Here you go, you can set it up. It's all yours totally for free." I was like, "What the heck? Who are you? Are you kidding me?"   You guys, that product still makes me a ton of money. Do you know how much value that individual has provided for me? Anytime he reaches out to me, I answer now, amidst all the noise, amidst all the people that are out there trying to get me to do something for them, to promote a product, to join a down line, to buy there [inaudible 00:16:23] to do whatever, get samples, anything, amidst all the people, when that guys says something, I know that he cares about me. I know he cares about my success as well and you need to do that. You got to care about the success of the other person that you're trying to recruit in your down line. It's same exact ... more than you may even be thinking, this is a relationship business. So go create that list. Go create a relationship with them and then, after you have the relationship, and after you've provided value to that individual, then, then talk about your MLM, then talk about the opportunity.   Alright guys, that's all I got for you. That's what I'm doing right now as far as the launch. Stay tuned next episode so you can see what's happening. You can follow the launch for this thing. It's pretty sweet. Again, the reason I'm doing this is because I want you to be able to copy me and do it for your own down lines.   Alright guys, talk to you later. Bye.   Hey, thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to SecretMLMHacksRadio.com to submit your question and download your free MLM Masters Pack.

Steve Larsen: Hey, what's going on everyone? This is Steve Larson and you are listening to Secret MLM Hacks Radio. Before we get started I want to ask you the question, how often are you publishing?   Here's the real mystery. Every real MLM'ers like us, we didn't cheat and only bug family members and friends, want to grow a profitable home business, how do we recoup A players into our down lines and create extra incomes and still have plenty of the time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larson and welcome to Secret MLM Hacks Radio.   Now, before anyone messages me, are you saying that I should publish a book? Are you saying I should publish articles, like that's ... It's up to you, but that's kind of yes and kind of no. The answer to that, I guess. There was a guy, long time ago who I started following, and he started getting me into selling things online. This is before I rejoined and MLM. This is before ... This is way back in the day for me. This is probably five years ago.   I started listening to his stuff, and he was great. He was really, really good. I think it was him, I actually can't remember if it was or not. We'll say it was him. Anyway, he had this great podcast. His name was Pat Flynn. I went, and I would start listening to Pat Flynn. It was kind of cool because I think he, I'm pretty sure it was him. He started talking about the power of publishing. He started talking about how it changed his life. I was like, "Oh that's cool. That's really great. I never in my life will ever do that." That seemed like such a hassle, oh my gosh.   The stress, the responsibility of regularly making something like a podcast, especially there's no way ever. I'm not ever going to do that. I'm never gonna produce podcast video, or a YouTube video. I'm never gonna produce ... I was just like totally anti all that. Never gonna do a blog.   Well, to this date you guys, I can tell you this is not my first podcast show. I have a second podcast show. It has a lot of followers. I've done, I think over 100 blog posts now. I'm close to 100 episodes in my other podcast show. I have well over almost 350 YouTube videos. They are all over the place. I had to step back and ask myself, why did that change? How did that change? I was at this conference this one time, this guy stood back, and he was like, "Hey, look here's the deal. You need to become somewhat of an expert in your space. Whatever it is, whether it's MLM or Ecommerce or whatever it is ... Info Products, you've got to be somewhat of an expert in your space. One of the easiest ways to get better at your own craft and to become an expert and to have authority ...   I've been publishing now regularly, actively for almost over a year now, which is awesome. I can't, I am blown away at what it's done for my life. Totally blown away. I was sitting in this conference and this guy was like, "Look, you got to publish regularly." And he's like, "Start a podcast, do something. Do whatever." I was like, "Duh!" And I was actively fighting the thought of trying to do that. If there's one regret, if there's one thing I could tell myself, my five years ago self, it would be to start publishing regularly five years ago. Not one year ago.   I can't tell you how much it's changed my life. I have spoken on stages. I've done tons of interviews, massive revenue from it. I can't, the amount of authority that it's brought. Not that I'm trying to be all authoritative, but you guys know what I mean? My messaging, my voice, finding my voice, finding what I'm trying to tell the world has become so much more clear in the last year since I've been publishing regularly.   It's brought people to me. It's brought opportunities to me rather than me trying to seek them out all the time. Regular publishing has changed my life. When I started planning the launch of Secret MLM Hacks, the actual product that'll be coming out soon, when I started actually planning the product itself, and actually putting it through together, I just about went and just launched it. I was about to pull the trigger although it wasn't quite ready yet. I was planning it all out and I was like, "You know what? What if I was to take a group of people, you guys through my thoughts and why I'm building things the way I am." My internet sales funnels have generated millions of dollars for a lot of big people.   If I was to tell you who, you would recognize a lot of the names. Again, not toot my own horn, not trying to ... It's just 'cause I want you to know where I'm coming from and that a lot of the things I'm telling you, I hope that you go and you apply it to your own MLM. Right? That's been the topic of this podcast. That's what I'm doing right now. I want you guys to follow that. I want you guys to be a part of that. I want you to come join the Secret MLM Hacks Facebook page, the community that we have over there. It's fantastic.   I want you to be able to go and get excited about publishing yourself, because publishing has changed my life. I want you to know where I am right now in the launch. I went through and when I launched this podcast, it was brought to my attention that I have not actually talked about this with you guys yet and that I should. My outro to my podcast talks about going to SecretMLMHacksRadio.com. It says, "Go to SecretMLMHacksRadio.com and get your free thing," and it's tons of value. I should be charging for it, which is the secret to providing free things. They got to be things that you would charge for. They got to be that good.   I send you through a sales funnel. It's a podcast funnel. I'm not asking for any kind of money, but it's still the equivalent of a funnel. There's a first page and I say, "Hey could I get your contact info so I can send you," basically the videos and the course every day. Then the second page says, "Hey if you want to be able to go and actually download these and use them for your entire down line as just a free training, just go ahead and click the share button right here and the free download will unlock for you. You'll get emailed for it. By the way, if you got any questions that you want actually placed on the actual podcast episodes, go ahead and ask them right here." You know what I mean?   There's value that's going out there. Well, what happens is you get added to this cool list and then there's these cool emails that go out that automatically give you the course over the next few days. That's what I'm calling a podcast funnel. The reason that I build it is because this podcast has a means to an end. I'm documenting the launch of Secret MLM Hacks and what I'm doing is I'm trying to teach everybody some of the tactics that I've been using that have been working great. I get really nervous about saying any kind of numbers for my own recruiting and revenue and things like that. I just get nervous about like ... You always hear people talking about, I always get nervous that people are gonna go like, "Well I should be making that too," so that's the reason I don't bring it all up. Just know that it's a lot and it's doing great, and it's been a lot of fun. We've gone on cruises and I've bought toys, and we've paid off parts of the house. It's been great! Whatever that dollar amount means to you, just I guess you can assign that to it.   This podcasting funnel, I just barely launched it. I just barely put it all together. There's cool tracking pixels on it. there's cool ... The reasons I'm telling you all this is because I want you to be able to go do the same. As a gift, I would love to be able to give you this podcast funnel. It's built on a software called Click Funnels. What ends up happening is I can give you one link and it will literally in a free trial account give you the exact podcast funnel. It will like spitting you, pixel for pixel, no joke. The whole thing, the exact thing that I built off, you go to SecretMLMHacksRadio.com, you actually literally can see all that stuff there, but then it can actually pull in the...   Now, I did clone that funnel and give you a version where it took my videos out and stuff like that. Obviously, if it's my content, i didn't give that part to you. If you ... Guys, regular publishing has changed my life. I want you to be able to do the same thing in your own MLM. Whatever it is, if it's podcasting, if it's videos, if it's ... I know a lot of people what they'll do is they'll Facebook live every single day. Whatever it is, choose it and just get regular about it. You know, there's a group that I coach how to become millionaires. It's really cool. It's an awesome group. We got a ton of people in it, a couple hundred people and it's awesome. I know I'm being really vague, it's 'cause I'm trying to not like cross promote and stuff like that. I'm being a little bit vague on purpose, okay I get it.   There was somebody in there who's asking, "Hey, what platform should I go and begin to regularly publish on?" I was telling them all on there like, "Guys, look it has completely changed my life to just regularly publish. We got all these cool tools. We live in the 21st century for crying out loud. All these awesome things out there that will help you get your message out there and get noticed."   Anyways, in your MLM, just choose the platform that you want to publish on. Whatever platform you spend the most time on. I listen to a ton of podcasts and I am on YouTube like crazy. I am a YouTube junkie. Facebook and I, we've become better friends, but I am a huge into YouTube and podcasts, so that's where I do it because I like it. There's some nuances with creating content. That's why I say go do it to a platform that you like because there's some nuances you gotta actually love it. You gotta actually, discipline behind it. Anyway, that's all I'm saying. That's really the main message of this actual podcast episode is that you guys regular publishing, I beg you to publish regularly. I beg you to get out there and be constantly communicating.   A lot of you guys know that I'm in the Army right, or I was. Very first thing, is this is super cliché but it's super true. The very first thing you do when you're attacking and enemy is you take out their communication. If you want your down line to die, stop talking to them. If you want your down line to totally fail quit communicating your vision. Quit communicating your goals quit communicating all the promos that your up line's doing. Quit communicating ... I think you get it.     Even if that's the only group that you're constantly publishing to ... I'm not saying, I publish this out to the world because I've been doing it for a little while. I'm really excited for a lot of people to hear this. If all you do is simply communicate on a daily, regular basis through a cool, Facebook lives, YouTube, whatever it is, regularly publishing will do things for you that you cannot even imagine. It will open doors that you didn't were yours to open.   I think I just landed another speaking gig. They're still setting it up, but they just approached me about it and I'm super stoked about it. Those would not have happened if I had not already been publishing like crazy. Every time I click publish on this podcast, it gets syndicated, it goes and it gets published out to YouTube and it goes to Twitter, and it goes to Google Play and iHeart Radio. It goes all over the place.   My other podcast show, it goes all over. It goes to my blog, it goes to ... It goes all over. What's so crazy is I hate Twitter but it gets pushed there automatically. I hate ... I don't really like Instagram. I don't really like ... I don't understand Tumblr, I don't understand ... Those aren't platforms that I like to be on and that's fine. I know that I have audiences there. If you really, actually want to get your message out there, you've got to be publishing regularly. You'll start to get a following. Just like you're following me right now. You'll get a following. You'll start to create your own culture. You'll create your own voice. You will find your voice. You'll find the message, you'll get more clear on what you're actually offering and how to sell your product. Your MLM as an opportunity or as the product or service.   Anyway, that's all I've got for you guys. That's all ... All I'm telling you is as far as where I am in the launch period right now is I had already previously launched my podcast funnel but I just hadn't actually told you guys about it 'cause I just forgot about it. It's doing insanely well. We got a ton of people in the free course right taking it, and they're loving it, which is great. The people are [inaudible 00:12:55] their down lines.   Anyways, I guess this is a shameless plug. That wasn't planning, this is what ... Go get the free Masters ... It's called the MLM Masters Pack. It's five videos that I shot. I went and I looked at what the top MLM'ers were actually doing in MLM as a whole. I went and I saw the courses they were doing. I saw these videos on all these things that they were doing, all the free training. I went and I transcribed them by hand. Then I went and I changed them just enough. I wasn't copying, I wasn't plagiarizing but I added in a ton of stuff about sales funnels and how to use that. Anyway, I packaged it up in these cool videos and it's totally yours for free, which is awesome if you go there.   Anyways guys, hopefully that helps. Hopefully I changed some of the paradigm for you on why you should publish regularly and what it'll actually do for your MLM team, your down line and growing your team and the longevity it will bring to you. It's insane, super cool. All right guys, I will talk to you later. See you on the next episode, bye.   Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own down line five simple MLM recruiting tips for free? If so, go to download your free MLM Masters Pack by subscribing to this podcast at SecretMLMHacksRadio.com.

Hey, what's going on everyone? This is Steve Larsen, and you're listening to Secret MLM Hacks Radio. Here's the real mystery. How do real MLMers like us who didn't cheat and only bugged family members and friends want to grow a profitable home business? How do we recruit a-players into our downlines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larsen, and welcome to Secret MLM Hacks Radio.   Alright, you know what's funny? I still get really jazzed every time I hear my own intro. I love it, I think it's ... Anyway, it's a lot of fun. I had fun making it. Hey, so if you are at this podcast, and maybe this is the first episode you've ever heard. One of the things that I just want you to know is that I have taken MLM and kinda flipped it on its head. Rather than going and just promoting a product that is the same as everybody else, that is the same offer, the same ... What I've really learned how to do over the last few years is how to automate my downline recruiting using sales funnels, but in order to do that, I had to create an offer that was a little bit different than all of the other thousands of people in my downline, you know, the exact same message, the exact same websites, the exact same everything else, and it was a huge challenge for sure.   The first few episodes, I just kinda walked you through the story of how I got to where I am, but for these next few, what I really wanted to show you guys is I'm about to launch a really cool product that will help anybody auto recruit people into their downline. Before you even think it, I just want to bring it up. This does not take the human out of MLM. This is a relationship business; you need to create relationships. That's what it's about. Business in general is a relationship atmosphere. You've got to create relationships. Just know that I want to know that I'm creating relationships with the right people. I don't want to create relationships and spend time with people that are not going to be beneficial to my downline, which is what I was doing at first.   Again, I'm not judging their character, I'm not saying that they're bad people or whatever it is, but clearly the first 13 people that I actually recruited, I called them leaches. I called them the people that they're just not ... They just ... They joined as a favor, not because they actually wanted to be in it. Anybody who joins because you think they need it, rather than they want to be in it, that's a recipe for disaster. Anyway, I am overwhelmed by the amount of people, I mean a ton of you who have went and got the MLM Masters Pack. If you go to Secret MLM Hacks Radio.com you guys can pick that up for free. As a thank you for being a listener. What it goes through, and it dives into more deeply how you actually create an offer out of your MLM. How do you actually make your downline an attractive thing to join, even though out of the box you're the same as everybody else? It's a big problem to solve. That's what it goes through.   For the next few episodes here, what I'm gonna be doing is documenting. I want to show you guys what I'm doing. I have a pretty intense, hardcore, what's called a direct response marketing background. It's not multi-level marketing, what I do. I'm an internet marketer. I go through and I take people's products, we blast them out online, and the sales funnels, that's what we call them, that I've built, have created millions of dollars. I wanted to show you, I thought hey, how cool would this be if I actually go through and do this in the MLM area, and I did that about a ... I launched it about a year ago, and the result's been amazing. It was about four years ago that I had the realization that I needed to go do it. With life, took me awhile to get it out, but once I did, it was pretty amazing. Since then, we're almost at 300 people who have gone through and have actually purchased the downline recruiting funnel, which is awesome.   What's cool is I've been going through and adding a bunch of stuff to it. Now that you can auto recruit, how do you sell products? How do you sell services automatically? How do you ... All these other systems that I usually build for any other business, I'm now putting them into the MLM world. Anyway, it's a bit of a recap, I won't do this every time on the beginning of these episodes, but that's the purpose of what's going on. I just wanted to show you guys and tell you what I've been doing. I could launch this product almost right now. There's things that I still need to create, there's things ... What I'm trying to do is I'm trying to create my MLM as something that's unique, and I want you to copy what I'm doing for your MLM. I don't care whatever one you're in. If you love it, stay in it. I'm not here to try to convince you to come join mine, that's not at all what this podcast is about. That's not what my offer's about. That's not at all what the product's about that I'm about to sell.   It is all about leveraging whatever it is that you are already in, and gaining more qualified people into your downline. People who want to be apart of your downline. People who will help you, who will help support you, who will get things done without you being there, which ... Can you relate with that? I'm sure that sitting right ... Especially if you're listening to a podcast called Secret MLM Hacks, you most likely have been an MLM before. If this isn't your first time, then you most likely have run into those problems. Running into people and recruiting people that probably were not qualified in the beginning. How do you actually do that?   What I've been doing, like I said, is creating a really cool offer out of my current MLMs offer. I'm improving on it. I'm not changing it, but what I'm doing is ... Anytime we create an offer online, what we do is we sit back, and I think I talked a little bit about this process, maybe in the last one, but what we do is we sit back and literally we start to write out all the coolest things we could include when they buy the offer. What are the coolest thing we could include? Well, how about they fly out to the house. How about my wife makes them dinner and they sleep in my pajamas? How about they get this course? How about they do this? Then we go back from the top and we start exing out all of the things that are just unrealistic. Okay, my wife is probably not going to make dinner for them, they're not gonna sleep in my pajamas. You know what, maybe they do fly out though. That's kinda cool. Maybe they do get these cool courses. Maybe they do.   What's left over is this super unique offer that makes you completely unique and different from the thousands of people who are selling the same thing that you are. You think about the power of that. It's amazing. That changes your sales pitch, that changes the way you talk to people, that changes everything, because now it's yours. You own it, you got your name on it, right? Rather than just being the exact same thing as everybody else. That's the trap that I was running into when I first started MLM. It's so cool. Again, I just had someone else join my downline, and I've never met them before. It's not that I don't intend to, or like I said, this is a relationship business. But what I've built works, and it's blowing me away at how well it still works. It's amazing. My income goes up, and I am ... I built the system once, I set it, and I forget it. I kinda just walked away, and all I do is I talk to the people who already joined.   I talk to those people who've already made the commitment. I get them on board, I teach them, and I give them the same systems I'm using so that it replicates me. How cool is that? Would you not want that? Is that not something that would change your life? You think about what that would mean. That's why I built it and I also put it together. Anyway, for the next bit, this podcast is gonna be mostly about me documenting my journey as I launch the final version of this product. I basically launched a test version of the product a year ago, and it's been just insane feedback. I've been so excited about it, it's so cool what that has done. Regardless if someone joins the MLM, it's made $1,000 a week. Regardless if somebody joins, it makes $1,000 a week, and it's been doing that for the last 11 months.   Please let that sink in. That was the hardest part I had with MLM when I first joined it four years ago, was I didn't know if I was gonna get paid. I didn't know where the next check was gonna come. And the check that would come was like, no joke, my first paycheck in MLM was $12. I think it was $12.18 and I looked at my wife and I was like, "Hey, you want to go buy a pack of gum?" And I had worked my butt off, and I was like, "For $12? That kinda sucks." I need a way to vet out good people who actually want to sink into the marketing and learn it, who actually want to replicate themselves, who want to create value, you know what I mean? I want to talk to those people.   That's why I started and I put the system together and I started building it. I realized I could take my internet marketing background and my product creation background and I could sink it into MLM. I was like, "Wow, that makes it really unique, this is cool," so I'm excited that you're here. I'm glad that you're here and you're joining the rest of the community here. There's already several hundred people. There was almost 1,000 people already in the community, and there's a lot of ... One of the things I was sick of with the MLM world was just how many spammers there are. I didn't know that, and I went around and I started joining all these different Facebook groups, and nobody would give me a real answer when I asked a simple question. It was all these spammed comments. I think I got one real answer out of like 30 different pages that I was just trying to ask a simple question to.   I was like, "Oh my gosh, I've got to create a resource for everybody, a place that we could all go and be a cool community together," so anyway, I'm excited that you're here. Real quick, I just want to tell you what it is that I've been doing. You've got this cool product. You've joined this downline, you've joined this MLM of your own, whatever it is, and I'm happy for you. Again, there's no pressure at all, if you love it, stay in it. I'm excited for you. Again, how are you different?   I had to sit back, and I had to think to myself, how am I different? How can I create value in this marketplace that makes me desirable to join my downline and buy my products? How do I do that? I created an offer around my MLM's product. I took that product that I said, you know what, I'm gonna give this, this, and this, when they also buy. It's the exact same thing when you go to Amazon. You know those little fidget spinners or even a pair of socks or pots and pans? It's actually even on infomercials. If you go look at an infomercial, say it's an exercise one, they're like, you'll get this CD and this as a bonus. It's the exact same concept.   Start thinking through ways ... It's the major reason why I took the product offline so I could go make tweaks and keep making adjustments to it so that as you guys are following me as I go through this re-launch, I want to show you guys what I'm doing and why it's worked so well in the MLM space. I want you to copy me. I'm giving you permission to, I'm giving you permission to go out and actually ... I want you to do the things that I'm doing because I know that they working in the internet marketing industry, and what we call the direct response marketing industry. It work the exact same ... It's sales. This is gonna work these out. You know what? Most of the tactics, like I said before, in MLM are stuck in the 90s.   What I want to give, the tactic today, is that I just want you to know ... I want you to sit back and I want you to look at the top people who are in your MLM. You know what's funny, is I want you to look at them, and I want you to ask yourself, what are they actually doing differently? There was a meeting that I went to once for the first MLM I ever joined. A meeting that I went to and I was excited about. They were like, "Hey, this is a regional meeting, there's gonna be a ton of people, if you got any family, if you got any friends, you got anyone interested, come and bring them," and I was like, "Cool."   I went by myself. I had just barely joined. There was an open seat right at the front. Huge room in the middle of a hotel. It was a hotel meeting. Huge room, all these people there, and the guy who had recruited me saved a seat for me. I went, and I go, and I sit down, and I sit down and the meeting starts. The meeting starts. The guy who's speaking, fantastic speaker, great speech, honestly I learned a lot from him. Then this other guy gets up, and he starts teaching and speaking and he also was great, and then he sits down, and then there was another one, and he stood up and he was great, and he was awesome, I was like hey, he's the same as him, he's the same as him, he's the same as him, he's the same as him. Then, all the sudden this guy stood up, and he actually, he was selling in the MLM, but what he was really selling, what he was actually making money on wasn't actually the MLM products.   He had done exactly what I just told you. He went and he saw what the holes were in his own MLM and he filled the space. He was selling the equivalent to picks and shovel to the rest of the people in the MLM digging for gold. You guys know that analogy? You know that ... The gold rush to 49? All those people went to California and they started going and digging for gold? Well, really the people that made all the money are the people selling the picks and the shovels, not actually the people going to dig, right? It's the exact same concept, you guys.   What ends up happening along the way is you start vetting out people who actually want to be with you. I just want you to know that one of the things I've been focusing on this last week is the offer. How am I going to actually go promote this thing? How am I actually gonna go promote my downline products? Is it going to just be with the products or am I gonna make an offer out of it? If you go to Mcdonalds, and you say, I want a hamburger, did you know that Mcdonalds spends like a $1.89 in advertising costs per person in the drive through? $1.89 per person in the drive through. Well if you go buy a $2.10 hamburger, they're only making like 19 cents. You can't make a business off that. You're only making like 20 cents. You can't make a business off that.   Where they make their money is in the up sales, it's in the fries and the drink, right? You can buy it a la carte, one by one, or you can actually just go say, you know what? I'll have a number three. That's an offer you guys. That's what that is. I'll have a number six. They've prepackaged them into these offers. It's the exact same thing with the MLM. Obviously each MLM has different rules. Always check and make sure that this is not ... This is not legal advise, I'm not telling you to go against any type of conditions or whatever, but I specifically went and joined an MLM that was gonna be okay with kinda thing, me doing that, because I knew that I could get ridiculous cutting edge if I could actually go through and create an offer out of my MLM's product. Doing so totally changed everything.   Anyway, I hope that it helps. I'll probably cut this episode now here. I wanted you know what I've been doing and why I've been doing it. I hope that you go do the same thing. Copy me, go figure out what is it that you can offer? Is it some free training? Is it some ... Obviously the MLM's gonna give that to the person, but what can you do? Why should I join you? I'm not joining your downline, I'm joining you. Does that make sense? Why are you different? What value do you put out there? Why do I join your team? Why are you the leader? Why am I the follower? You go and you create something cool.   You could go teach ... I remember the first time I created an MLM product. You know what I did? I went and I taught simple marketing strategies for three hours in a stranger's home, and I recorded it, and then I took that recording and I went and I sold it for seven bucks. I used that as a way to weed out people who actually wanted to learn MLM stuff. Who actually wanted to be successful in this industry. It could be really guys, it does not need ... You might be like, oh, three hours? It doesn't have to be three hours, it could be anything. I'm not saying that's the only strategy. You could go do tons of different stuff. Anyway, all I'm saying is go make yourself different. That's all it is. That's the purpose of this episode.   Anyways, that's what I've been doing right now, and I've been going through and it's looking fantastic. You know what I've been doing, is I go and I take that offer and I just test it out to a whole bunch of people and I say hey, is this sexy? Do you think this is cool? Is this something that gets you excited? Would you want to join my downline? Would you want to buy this product based on this offer? Then I actually go put it out there for real and see what happens. And you know what's cool? It's totally been working. I'm excited to launch the actual thing because I know it's gonna blow it up like hotcakes and I'm excited for it. I'm excited for what that means for you too, if you implement that yourself, but the major point of this is that you've got to go out and make yourself a little bit different. Or very different. Otherwise you're the same thing as everybody else, and it gets really annoying.   If my wife gets invited to another makeup party, she's just gonna like start shooting, because like ... It's the same thing all the time. It's like, oh my gosh, she's not interested. Anyway, so how do you not be that person? You be different. How do you be different? By making your product an offer. By making your downline an offer, right? Think of the way Mcdonalds does it. Think of the way ... When you go to the movies. Hey, do you want popcorn? Those are all little add-ons. All the little things that make them different. Anyway, but it totally works. Hey guys, hopefully that helped. Make yourself an offer and you will have awesome, awesome rewards as you do it. Alright guys, talk to y'all later. Bye.   Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own downline five simple MLM recruiting tips for free? If so, go download your free MLM Masters Pack by subscribing to this podcast at Secret MLM Hacks Radio.com.

Ho, ho, what's going on everyone? This is Steve Larsen, and you are listening to Secret MLM Hacks Radio.   Here's the real mystery. How do real MLMers like us, [inaudible 00:00:10] even cheat and only bug family members and friends, who want to grow a profitable home business, how do we recruit A players into our downlines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question, and this podcast will give you the answer. My name is Steve Larsen, and welcome to Secret MLM Hacks Radio.   All right, all right. Guys, I'm so excited to do this. It's one a.m. in the morning right now, and I've just had this on my mind, and so I decided that I would just record it anyway, even though I have got to get up soon. I just really like what I do, so I just decided to stay up and get it done.   Anyways, hey guys, today I wanted to talk real quick about the three things that changed my MLM business forever. You know what's funny is, I once sat down and I wrote all of the business that I had done and tried and tried to make money in, and I sat down, I wrote them all out, and it was, just off the cuff, it was probably 14, 15 businesses. It was a lot. This wasn't small, little endeavors, like I tried that for a day or two, this was four, five, six months per thing.   I've been selling stuff in the business world for a long time now, especially comparative to most people, far longer than most people do it, or make it I should say. You know what's funny is, on every single one of them, if I had the three things that I'm about to tell you right now, I know I may not be talking to you right now. Number one, I'm like, I wish I knew these three things. Stuff would have been so different, but at the same time, I wouldn't be here talking to you right now, in your ears, and that makes me sad.   All right, heres the three things okay? I remember, one of the very first businesses that I created, that was on a subscription model, was a smartphone insurance company. It was a company called Fixed Insurance. What we did was, we went and we were looking at all the different insurance models for smartphones, and they're ridiculous. Some of them, they're just straight-up ripping people off, and we're like, "Oh, we could totally sell that better."   One of my buddies had a smartphone repair shop. He owned it for a long time. He did great things with it, and then he flipped it around and he sold it, and made profit and it was great. He's like, "Dude, Steven, let's go make this smartphone insurance company, um, and er, you handle like the onboarding of customers, and er, and I'll go handle like the back and management part of it," and I was like, "Sweet. Hey, this is cool right." I was in the middle of college, we were both excited, we were ready to rock and roll on it, and it was going to be really cool.   Well, we got to work, and we wrote out exactly what it is that we were selling. We figured out what the different things were we could offer with it. We went and actually started looking at what all of the people who were also selling smartphone insurance already were already doing. Same thing that I tell you guys to do. Same thing that I did. I went out to the top MLM people, and I was like, what do these people do? What are they actually doing? Oh my gosh, it's totally different things than the upline's telling me to do. I'm going to stop doing the things the upline's telling me to do, and start doing what the top MLM guys are doing. You know what I mean? That's basically how it happened. That's one of the turning things.   But for the smartphone insurance thing, we did the exact same thing. We were looking at all the other top people, all the other top companies. How are they selling, how are they selling, or what are they selling? It's funny because we went and we planned this thing out. I handled the technology side of it, I built what we call sales funnels, and I put together a sales funnel online, it was all automated, so that someone could buy and there was automation. They could handle their policies, all this stuff. I went and I put it all together, and it was really cool. It was cool, and we built it, we put it all together, we hit the go button, and we had a few customers buy. Not many, but enough to be breaking even. We're like, you know, really wish there was more people, but that's not bad. All right, cool.   What's funny is, it just floundered. It just stayed there for a little while. At first, its was just like, well this is just the period where they're just talking to the people that they know, and customers will be coming soon. They never did though. I looked back on that and I was like what happened? This is so weird. How come these people aren't joining? What the big problem with this? What I realized is that, I got this from Russel Brunson, if you know who he is, he teaches that you need to first figure out your what and your how.   Number one thing, to take you from zero to $1,000,000, is he teaches is, you've got to figure out first your what. What are you actually selling? What's the offer? What is it that people want to buy? Then you need to figure out the how. How do you sell this thing? How do you get traffic? How do you get eyeballs to see it? How do you get people to come and convert? Whether it's from people who know you or people who are off the street, what's the way that sells the best with your thing?   That's what I always tell people, going and talking to people in the freaking street does not sell well. That's the wrong how on how to sell. There's easier ways to do it. People who are already pre-dispositioned to actually buy and get into your MLM, go find those people. Walking around on the street, I'm sure that great people have been recruited like that, but it's sometimes, anyways, it's challenging okay? It's not nearly as fun of a business to be a part of when that's your strategy of how to make the sale. You've got to figure out the what and you've got to figure out the how. That's number one.   As soon as you figure out the what, and what's cool is that your MLM has already figured out the what. They know what the what is, they've given you the what. They've figured out hey, here's this cool product, you're holding the what. What do you sell? They gave it to you. What's the other part of the opportunity? Cool, they gave that to you also. The what is almost completely figured out. Almost. There's another step, but I'll dive into that in another podcast here.   The how is the part that most people don't think through, and so the uplines are typically the ones who give the how to you, and they say, "Write out this big list of people right, an-, and go bug the crap out of them until they actually join." That's the how, because most MLMers don't know how to market. Anyways, that's what my course teaches. That's why I put this thing together, because I'm a marketer by trade, and I was like, hey, this could work really well in MLM, and it does.   Anyways, so number one, you've got to figure out your what and your how. The what's already almost basically taken care of for you, the how, you've got to figure how to get eyeballs in front of it. That's number one. That's totally changed my business, when I figured out how to do that, because I figured out a what. I figured out a what, and then I figured out the how. I know how traffic comes to it. I know who to target, I know where those people are, who when they fill my downline, they aren't leaches. They're self-solvers. They get out there and do it. They don't sit around and suck to me and say, "What should I do?" Or they don't run from me, and I have to track them down. They're not that kind of person.   You don't want that kind of person. The things I've built and the internet presence, and all the thins I've built, are as much to recruit people as much as it is to actually push away the other kind of person. It's literally a filter. It's a lock gate. I don't want people who are not self-solvers, who aren't go-getters, and I'm sure you're the exact same.   Anyway, so number one, the what and the how. Number two, guys I can not tell you what has happened in my life sines I began to publish regularly. I don't care what the platform is that you choose to do, I don't care even the frequency, as long as it is somewhat frequent. Some people do it every day. I think that's really intense, overkill. I can't do that every day, that's crazy. Maybe you can, that's awesome, but choose a platform. Some people do a YouTube video and they just talk into the camera, and they share what kind of cool things are going on or whatever it is. Whatever it is, you have got to publish regularly.   Podcasting is my way to do that. I love audio, I love music. I've had a lot people ask me, "Steven, are you a radio announcer in your previous life?" The answer's no, I just really like it and I study it a lot. Anyways, regular publishing is insane. Oh my gosh, I encourage you to do it so much. Some of you guys that want to be bloggers, great, then blog regularly. You will gain a following that you can market your products to. You can come from this great position of not being pushy, because they've been listening to you for a while. They've seen what kind of character you have. Their walls have come down, they're able to receive a sales message. But if you lead with the sales message, man you push people away so fast.   Several things happen when you publish regularly. Number one, you get to coach people. There's really two things, I think I talk about this in a previous podcast, but number one, if you can find a coach, hopefully someone in your upline of your own MLM, if not, I'm happy to do it. I'm not saying, "Join my downline," I'm saying listen to this podcast because this all I talk about. Number one, you've got to find a coach, somewhere, somehow, a mentor. If you don't know how to market, find someone who knows how to market, or find a way around it.   Number two, so number one is find a coach, number two is be a coach. When you are a coach, one of the easiest ways to be a coach, even if it's not one-on-one, is to just publish regularly. You will get better at your craft. you will better at your message. You'll get better, and I know some people are like, "Well I'm not very good at talking." That's okay. You can write. Whatever it is, some kind of regular communication, or attach yourself to somebody who is. Anyway, I cannot believe, I've spoken on stages because of my podcasts. I've gone and I've met amazing people because of podcasting. It doesn't matter, it's not just podcasts, whatever it, is, regular publishing.   Number one, you've got to figure out what you're selling and how it sells. Number two, you've got to publish regularly. These are the easiest three steps on the planet okay guys. Don't look at them and be like, "Oh, this is so much stuff," just break them down bite-sized. Number one, what are you selling? How can you make it just a little bit different than everybody else? Number two, or second part of that, how does it sell? How do you get the eyeballs in front of it? How do get people in front of it? For me personally, I wanted to build a sweet system that would help me to do it, so I did and it totally works, it's awesome.   Number two, you got to publish regularly, which leads me to number three. Number three is I encourage you to find ways to not be attached to fulfillment yourself. Let me explain what I mean. I'm one of the coaches, I shouldn't say one of, I am the coach for a program called Two Comma Club Coaching. Two commas meaning $1,000,000. What I do, is I'm the guy that runs the program for Two Comma Club Coaching. I always try and keep what I do off to the side a little bit just so you guys know that I'm not promoting other things that's going on, but just so you know a little more about me, I am the guy that runs Two Comma Club Coaching.   Super fun, really enjoy it, a lot of fun, I absolutely adore it, but what's funny is, that a lot times when I help people come up with offers or help people come up with what they're selling, how to make it different, how to get the eyeballs, how to create all of their system, things like that, a lot of times, what they'll do is they'll tie themselves to the fulfillment, meaning they say, "Hey, when you join this, I'll do a call with you every week, for two hours, at this day." That's really great at first, but man, hopefully your team grows so fast that you can't handle it anymore. Does that make sense?   I was helping my dad come up with an offer once, a cool product, and it does great, it's awesome, and he's figured out the what. He's trying to figure out the how right now though, and he's got people seeing it, it's starting convert, he's regularly publishing, and then I helped him create the system. He's was saying, "Hey, how about I go do this cool, you know, one-on-one coaching calls with these people when they buy the product?"   This was unrelated to MLM. This was another industry. It was in the financial markets area. I was like, "You know what? That's sounds cool, and it certainly is sexy, and it makes the offer more sexy, but that is, i-, it's not that you don't want to serve people, it's not that you don't want to help people, but that's going to be hell tl-, to fulfill on right. Hopefully a ton of people buy your thing dad, you know," or whoever it was I was coaching in Two Comma Club, "Hopefully the, it sells like hot cakes, and because n- you don't want yourself tied to the fulfillment. It takes away the automation right."   Number one, the what and the how. Number two, regular publishing, and number three, a system. What I did is I set off, this was almost four years ago now when I drove my first MLM, it was an utter failure because I didn't have a system. It was haphazard. My system became literally goin door-to-door, and I didn't have a system. There wasn't a system. There was no process. I wasn't thinking through all my moves. There was no big, long-term strategy behind it. All I would do is I would continually write out lists of people's name, and lists of what would happen if one of their friends joined, and what they looked like on the [inaudible 00:13:34] plan. I know that you have done that, especially if you're listening to this podcast, you've probably done that and that's fine. We've all done that, but that's not a system though. It's not a marketing system that pulls people in for you.   It's not to take the human out of the machine. Its not to make it so that this is less personal. That's not it at all. All it means is it helps me talk to people who are actually serious, who actually know how to market a little bit, or who want to learn. I want to talk to those people. I don't want to talk to people who have no desire at all to learn how to drive an add or whatever it is. That's not the kind of person I'm looking for, and that's okay. You can be picky. You're going to spend a lot time with these people. Would you want to go on a vacation with them? If not, don't recruit them.   Anyway, I hope that's helped. Anyway, so the what and how, that's huge, that's number one. What are you selling, how does it sell? Number two, please find a way to regularly publish. YouTube is a great way. It's free, you can just keep putting videos out there, it's not that hard at all. You can get your smartphone out and literally upload it straight to your own channel. But regularly publishing, this is my second podcast channel. I actually have another podcast channel, and it's been going for almost exactly a year now. I've had almost 50,000 downloads on it, and it's grown my audience like crazy. It's made my craft better. Anyway. I podcast more than once a week over there, and it's been fantastic. A lot of interviews, a lot of great stuff.   But what it's done is insane. I can't even believe it, and everybody kept telling me that, "Go, go publish. Go be regularly publishing right. You'll start building your culture, you'll start building your tribe." Anyways, it's amazing how much angst that has shortcutted, regularly publishing in my own MLM. It's amazing, it's insane. Still blown away by it.   Then number three, you've got to create the system. What is the system? If you want a good example of that, I talk about ways that you can do that. This is my little plug okay. It's totally free, you can go get it if you want to. If you go to secretmlmhacksradio.com, and just put your email in, for five days I'll just send you a video, and what it is is a video that teaches you different ways that you can recruit. It helps break and rebuild the mindset and beliefs you may have about the MLM industry, and it's in such a way that you can actually send it to your downline as well, by simply sharing. Anyway, very powerful stuff.   Anyways guys, hey thanks so much. Hope you enjoyed this episode, and I will see you on the next one. I got a really cool surprise actually for that. It's going to be good.   Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own downline five simple MLM recruiting tips for free? If so, go download your free MLM masters pack by subscribing to this podcast at secretmlmhacksradio.com.

Alright, alright, alright. How are you guys doing? This is Steve Larson and you're listening to Secret MLM Hacks Radio. Here's the real mystery. How do real MLMers, like us, who didn't cheat and only bug family members and friends want to grow a profitable home business, how do we recruit A-players into our down lines and create extra incomes, yet still have time for the rest of our lives? That's the blaring question, and this podcast will give you the answer. My name is Steve Larson and welcome to Secret MLM Hacks Radio.   I love that intro. I put that together. I did a lot of music related things growing up. I always loved mixing music and putting it all together. When I was about eight years old, my mom, she was teaching piano lessons like crazy out of our house. It was really cool, I loved it because all these kids would come over, and they'd be learning. While my mom would be teaching these piano lessons, I'd get to go play with all these other kids. It was awesome. I remember that very vividly. It was just a lot of fun and really enjoyed that a lot.   What shocked me though, when I turned about eight years old, suddenly the tide shifted, and she wanted to teach me piano. I was like, "Okay, cool. Awesome." All these other kids are doing it. I'm excited about it. This will be great. I'll really, really enjoy that. This will be a lot of fun. I started practicing. You start out at a really small level. Just like with anything, you suck at the beginning. It's the same with anything in life. Soon as you start, you're going to suck at it. Why? Because you've never done it before, and as you keep moving forward and doing it, you start to suck less. "Eventually, you suck less so little that you actually become good." That's a quote from Garrett White. That's exactly what happened.   I was practicing, and I was really enjoying it and I was feeling the progress. I was feeling progression. I was feeling ... Which is, in my mind, one of the keys to happiness, is feeling progression in whatever you're doing. I was excited about it. I was learning different songs. I was learning that, oh my gosh, especially as the years went by, about four years went by. I was learning, I could woo some of the young girls around me also and get some attraction that way. Do you know what I mean? I was enjoying it.   But, when I turned about late 12, 13, I started hating it. I think a lot of it was because it wasn't cool to have my mom teaching me piano. I just so regret the fact that I did not continue doing that. For several years there, I was like, "Ah, piano. I'm not going to do that. I'm too cool for that." I was going through that teenage phase. Regrettably, I walked away from it, much to the dismay of my mom, of my mother. She kept teaching piano. I kept saying, "No, I don't want to do it. I don't want to do it."   What was funny is, about four years went by, I played for four years. Then, about four years went by, and I realized how cool it really is to stick with something and get really, really fantastic at it. My younger brother has stuck with it for a long time, and he's just insanely awesome at the piano. I have total jealous rage over it. He's awesome at it. I mean, extremely, extremely good. He's going to get recognized by states and stuff like that. He's quite good, for his age and stuff like that.   Anyway, what happened was I realized it was awesome. What I did was I picked it back up. I was 16, and I started self-teaching. I started getting interested into it for the sake of the thing, rather than anybody else really caring that much. I had just loved the actual act of playing the piano. I started learning it and I started working on it and started getting good again. What was funny is, I remember, I always loved it when I'd go to other people's houses, or I'd go ... There were churches, or I'd go in different classrooms, in high school, the music area. I would go there, and I would start playing the piano. What was so funny, to me, is that sometimes the pianos were just amazing. They were incredibly expensive instruments. Massive grand pianos and I could play on them. It was gorgeous music. You could definitely heard the difference in the keys. It was amazing. It was so cool. I promise the story is going somewhere very key, just bare with me for a second.   I was like, "This is fantastic. This is so cool, holy cow." Then I'd go on someone else's piano, and it would be slightly out of tune, but what was funny is, that sometimes being slightly out of tune, would be its own artistic flair. It actually would make it sound cool, in its own way, also. I'd be like, "Interesting. This is like a really, really cheap piano and it's out of tune a little bit, but this song actually sounds cool." This is slightly out of tune, or whatever it is. I realized something, that there were these people, these other kids that would walk up, and they'd play the piano, and they were crappy, really bad. But, they'd boast really good skill like, "I'm so good. I'm super good at it." But, they'd sit down and they weren't very good.   I was like, "That's interesting. You have this really expensive piano, but you don't actually play it very well, at all." Whereas, the piano we were playing on, it's not that it was bad, it's just that it wasn't really that nice either. It started getting out of tune, but this is something that really stuck with me. I realized that it didn't matter that the piano I was playing on was a little bit old, or out of tune just a little bit. That didn't affect my ability to play. That didn't affect my ability to go run out there and be self-driven and solve problems on my own. That didn't affect my ... Meaning, I didn't have to blame other people. I didn't have to blame external factors for my success. Whether or not I was actually going to be successful with it.   My skill level had nothing to do with the quality or brand of the piano. That had everything to do with my devotion to the instrument. What does that have to do with MLM? Everything. That has everything to do with MLM. I remember, I realized when I was first, remember I told you in the very first episode of this podcast that I joined and I got 13 people on my down line. It was a really cool experience. It was awesome and I really enjoyed it. Then they did nothing. I was like, "Ah, man," and I started getting discouraged. About three, four, five months in, six months in, seven months in, that I started getting even more discouraged and more time passed. Within the year afterwards, I had just flat out quit. I remember, distinctly thinking, it was the MLM's fault. I was like, "Oh, my gosh. This MLM sucks. It's nuts. This is terrible. Look at those other guys over there in that other one. Grass is always greener on the other side of the hill." Remember that?   I'm going, "Man, those guys over there, they totally got it made. Look at their comp plan. Look at the commissions that they get. Look at X, Y, and Z." Now, in all reality, did the brand of the piano matter? Yeah, like 10%, like not much at all. There was this extra 10% beautiful layer that got added on top of it, but the music still sounded good if it was on a cheap piano. It didn't matter what brand it was. That's the exact same thing with whatever MLM you're in. It's the same reason you'll never hear me say the name of the MLM that I'm in right now. I'm just not going to tell you on this podcast what I'm in. That's the exact reason why. Because if you love the MLM that you're in, good for you, that's your instrument, you're getting good at that one. That's awesome.   You're skill level has nothing to do with the MLM that you're in, like 10%. It has everything to do with your skill level. What is the skill level that you're working on? Marketing, marketing. It's this very, very big hole. There's one other aspect that I realized it's not just marketing for me. What I realized is that ... I'm back tracking a little bit. I realized that there are ways to auto-recruit people using sales funnels and that I needed to market to people rather than prospect to people. That's a recap of the last three episodes, thus far. What I realize is that I need to have ... What was the system in place? What was the system?   I realized all these other MLMers, these type guys, they weren't doing home meetings. They weren't doing hotel meetings. What do I actually need to go build? What I did is I sat down and I started using a software called, ClickFunnels. I'm not going to promote tons of stuff to you guys, just so you know. But, ClickFunnels is the freaking bees knees. It is so awesome. It used to take me weeks to build out what it takes me a day to do in ClickFunnels. It's amazing and it's so awesome. If you want a free trial to that, just let me know and I'll drop it over to you.   But, what I realize is, so I went and I created this system. I put the system together based off of what I saw the top people in MLM doing. I had a cool quiz. That was the first page somebody landed on. I had a cool quiz on the internet, on a little page there because they did. I went through and I made this cool quiz. All it was meant to do was get people into the state to go to the next page. I didn't even collect the data. Then on the next page I said, "Hey, if you want here's this cool little CD. It will teach you how to create a funnel. It will teach you how to create a funnel that you can use to help recruit people into your MLM. It's just seven bucks."   A lot of people are buying. They're still buying that. More people buy it today, which is awesome. It's just constantly working for me in the background. It's awesome. Then the next page of the funnel is, "Hey, you know what? Here's a complete funnel that's already done for you." Then on the next one, "Hey, you know what? Here's if you want to learn how to get some more traffic, here's that part there too." What's funny is I built this whole system out. It took me about eight months to do it. I put it all together. I went and I saw the other training materials other MLMers were doing. I saw the videos that they were doing. I transcribed them and I made them my own. I changed them and I tweaked them and I made it my own. I put my different spins on them. I recreated the videos. Those videos are what's at the Secrets, I'm sorry, SecretMLMHacksRadio.com. That's what's there. It's free videos, you can just have them.   There's nothing afterwards. I'm not trying to upsell you anything. I'm not trying to ... It's literally just for your education. I've never done that before. Anyway, I think you'll really enjoy it. But, there's a point to it. I'm not pitching you. There's a point to it. I started going ... Remember last episode I said, "Guys, there's a huge difference between sales and marketing. There's another huge difference between a product and an offer." This is marketing 101. This is stuff I didn't even learn in marketing degree, yet it's made all the difference and it's made the money for me that it has, which is awesome.   The difference between those four things is huge. What's the difference between sales and marketing? Well, I was doing door-to-door sales. Sales, according to Joe Polish, and marketing are very different like this. What he said was, "Sales is what happens in front of your face. When somebody walks up to you, what do you say face-to-face? It's what happens face-to-face." What do I say there? That's what sales is. It's closing the sale, right there, in face-to-face. Marketing is any action you take to get them to your face. It's whatever gets them to walk up to you. Marketing pulls, it's all the actions you take to pull there ... Posting crap on Facebook about what you drank and what you're doing at the gym is not marketing. That's not marketing. That's prospecting. That pushes people away. I swear, if my wife sees one more person invite her to a home party where they're going to get to try someone else's product for free. She's going to just start shooting. I'm so tired of those tactics, it's ridiculous.   It's one of the reasons why I'm making this podcast and why I'm putting out this content. Because I found a different way to do it and it works way more effective and you don't ruin relationships as you do it. Number one, we market, we don't prospect. The marketing pulls people and helps pull people to us. Sales is what happens face-to-face and that's the part I'd really like to automate. I can automate both those parts sales and the marketing, but especially the sales. I don't really like to talk face-to-face. I don't really like doing sales. I love stage presenting, but I hate, I hate doing face-to-face, one-on-one sales. It drives me nuts.   When I realized, like I said, the difference between sales and marketing, huge. Alright. I'm trying not to go into too much techno-babble. Stay with me real quick. Here's the other aspect. When I launched my automated system, it failed. You're like, "What? Stephan what qualifies you to be doing this? What qualifies you to be teaching these people and teaching us? What is it you're doing?" Well, the reason why is because it failed and I walked away from it. I was like, "Dang it. I went an I recreated this whole system from all of these top MLMers and it did nothing."   Why did that do nothing? That is the weirdest thing. That's what all the other top guys are doing, how come I'm failing at it? What I ended up doing was walking away out of pure frustration. It took me eight months to build this thing and I walked away, completely defeated, thinking that I had failed. I walked away and I completely forgot about it. Well, literally, months and months and months later, probably a solid six months later, it was a while. I can't remember, it might have been six months. Regardless, it was a long time.   This guys comes out to me and he's like, "Dude, I stumbled across your thing." I don't know really how he found it. "I stumbled across it. Holy crap, dude. Why aren't more people using this and seeing this?" I was taken back. I was like, "How did you find this? Are you kidding me? It's in this dark corner of the internet. It's on these webpages. I put it up. I know it's not a normal thing to do in the MLM world. I just forgot about it to be honest." He goes, "No, are you kidding? This is the coolest thing ever. This has changed my life. This is amazing stuff. This kind of stuff is not out there, but the kind of stuff that's needed." I was like, "Yeah, I know. That's why I did it." He goes, "Dude, I bought your thing. I'm using it. It's awesome."   I won't say his numbers on here because I don't want any kind of income claims, but he was spending $5 a day on Facebook ads and he'd pull out a couple hundred dollars a week in paid prospecting. Regardless if someone joined his own MLM down line. I was like, "That's super cool." He had the marketing piece. He had the sales piece. Those parts were all automated. But, for me personally, why did that fail at the beginning? It actually, really didn't do that well for a little while. The reason why is ... Maybe I should have done a separate podcast about this because I don't want this to go too long, just bare with me for a second. Stick with me. This one concept changed everything for me.   The difference between a product and an offer. What I was doing was I was selling a product. I was selling the one thing. I was selling the MLM recruiting system. There was just that one thing. I was like, "Cool. That's interesting. I thought it was good enough." You have your MLM product and it didn't sell very well. It didn't, for some reason, it just didn't sell well. Not many people bought it. I was like, "This is amazing how come nobody's actually getting it?" The one guy bought it and was like, "This is awesome. You know what? I wish you included X, Y, and Z with it." I was like, "Huh, that's really good feedback."   I went and I created it and I added it to the other product, so when they bought the product they got this other thing with it too. Guess what? My sales went up. The craziest thing. Other people started hearing about it and started buying it. I started getting more and more feedback from people. They're like, "You know, this is really cool and so is that other thing, but I wish I had this third thing." I was like, "Huh, that's a really good idea. I should go make that." I went and I put that aspect together and I put those pieces together and I included it. So, when you got the main product, you got two other things with it now." Crazy again, my sales went up. Then again, again, again, and again, over and over and over. You can see where this is going.   Pretty soon it was like this waterfall of paid prospecting cash that started coming in. We went on a cruise. We went ... It was nuts. We're pulling two grand a day sometimes, or in a week. It would be $2,000 in a day, $1,000 a day, $1,000 a day. It was like, "Holy crap, these people don't even join my MLM yet." What was crazy is I wasn't pitching the MLM. I wasn't going around and trying to beg people to get in. I wasn't walking around malls. It was totally automated. These people were giving cash. They were paid prospects, but, at the same time, man, I got, right now, I still have 15 people begging to join my down line. I just haven't pulled them in yet. I haven't gone in and finished the sign up process with them, currently as I'm making this episode. It's hilarious.   I was like, "Whoa, that totally happened. That worked." I was like, "Why did that work? Why did that work?" I'm very introspective as an individual. I was like, "Why did that work? How come that worked?" I understand the difference between sales and marketing. That's the part I automated. That's the system I created, but why is it that I went and how come it's working now? What I realized is that people want to buy offers. They don't want to buy products. They don't want to buy just a product or just a service. Have you ever gone to ...   This is a goofy example, but have you ever gone to Sports Clips? Sports Clips is a haircutting place. You go in there and it's not just a haircut. You go in there, it's a haircut for dudes, but you go in, mostly for guys. You go in and you sit down. They give you a haircut, but after that they wash your hair, but then they put hot steam towels on your face and they massage your scalp and your face. They put you in this vibrating massage chair. They put you ... They'll do ... It's really interesting. It's a manly spa. Do you know what I mean? I love it. It is the coolest part.   What they did is they took a boring product, haircuts, and they made an offer out of it. The problem with most people in MLM is they don't have an offer. You, out of the box, are exactly the same as thousands of other people. You have the same product. You have the same websites. You have the same marketing material. You are, literally, carbon copy as everybody else, out of the box with MLM products. Why would somebody join you? Do you know what I mean? That's the whole ... That's what I realized. Oh, my gosh, the reason people are buying it is because I made my MLM, I made my recruiting system into an offer. I made myself different. I carved out my own niche. Nobody else is doing it. I was like, "Whoa, that's nuts."   It started blowing up and started going nuts. That's why it's been successful and why I've had so many people join. Again, I don't want to dive into numbers. It's not the purpose of this. I'm not trying to make myself look awesome. I'm just trying to help you see where the holes in MLM are. That they do exist. That MLM out of the box is already broken. If you want to be successful, that you have to set yourself apart. You can't sell just a product or service. You need to turn it into an offer, add stuff in of your own. Say, "Hey, when you join the MLM, I'm going to give you X, Y, and Z."   I'll dive into that a little bit later of how I do that and why I do that. How I found it to be successful in places where I know it's not successful. But, you need to be different than everybody else. How are you going to do that? Why would I join you versus all the other people out there? That's what I realized. It's not the piano. It's the operator. It's the artist. It's the pianist. What's your skill level inside of MLM? What's your skill inside of business? Most people, when they first join in, especially MLMs, a lot of people in MLMs, again, stereotypically, typically have not done that much in business. The problem is that they go ... A lot of people will go out and they're thinking they got visions of piles of cash, which is great, but most of the time when a person is focused on cash, they don't make any.   But, when a person is focused on marketing, they make money. If you want significance you can't seek it. If you want cash you can't seek it. You have got to seek how to market. Every time I do that with a $1 million company, we just launched something a little bit ago, that's unrelated to MLM. Within two months it made $1 million. It's awesome, but you want to know why? It's because we marketed the crap out of it. It took us four or five times to relaunch and relaunch and relaunch, to actually be successful with it. We've done that many times and most of the time when we launch something it's not successful. When you first get MLM out of the box, it's not successful. You're not set up already for success. You are the exact same as everybody else.   The way you get around that is by creating an offer and getting obsessed with how to market it. How you get people in front of your face and I want to automate systems to do that and that's exactly what I have done. If this is interesting to you at all, I'm sorry this has gone 20 minutes, but if this is interesting to you at all. I am so passionate about this because most of the industry, in my opinion, right out of the box, is broken. It doesn't work and people are not set up for success. It's not their own fault. It's not even the up line's fault. It's that most of them don't know.   They all got big, where they are, a lot of them, by building automated funnels, automated recruiting. They do things that shift from focusing on converting one person at a time to lots of people at once. That's how you go from six to seven figures. That's how you built it. Anyway, you guys can tell I'm really passionate about this topic and I totally am and it's the reason why I decided to podcast about it. Because after about the 12,000th question about it, I was like, "Okay, I got to make a place where everybody can see why I'm doing what I'm doing and how it's working and why it's been such a success." Such a starving need for the industry and how it works.   If not approaching family members and friends and still being successful is interesting to you, then go to SecretMLMHacksRadio.com and go get the five videos that teach you more about what I'm talking about right now. A lot of the content that I'm talking about right now is way more in-depth on those videos. They're for free. You don't even hear the podcast, I'm sorry, you don't even hear the MLM that I'm in. I will never tell you on this podcast what MLM I'm in. It's so that it's purely educational to help people get back on their feet with their MLMs.   MLM is a great thing. I really enjoy it. It has a lot of personal development that comes from it, but there's still this massive business side of needing to turn a dollar. If you're the kind of person thinking that it's the instrument and you've been gone opportunity, to opportunity, to opportunity. No, it's got to be that one, it must be that one, it must be that one. That's not true. It's the skill level. It's the operator. It's operator, it's user error. The way to get around it, like I was saying, you've got to learn to obsess over the marketing. You've got to learn how to create offers. You will set yourself apart from everybody else in the industry.   Anyways, guys you can tell I get passionate about this one, but it's a big, big deal. This is worth figuring out. It's worth you having the life that you should have to go figure this out. You owe it to you. You owe it to your message. Now, anyways, go get those videos at SecretMLMHacksRadio.com and guys please check out the next episode and I will see you there.   Hey, thanks for listening. Please remember to subscribe and leave feedback for me. If you have a question you want answered live on the show, go to SecretMLMHacksRadio.com to submit your question and download your free MLM Masters Pack.

Woo hoo, what's going on, everyone? This is Steve Larsen, and you're listening to Secret MLM Hacks Radio. Here's the real mystery. How do real MLMers like us cheat and only bug family members and friends? We want to grow a profitable home business. How do we recruit A-players into our down lines, and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larsen, and welcome to Secret MLM Hacks Radio.   All right, hope you guys don't mind the energy. I think life's too short to be boring, so hey now, one of the things that I had a hard time with when I first started MLM, one of the reasons why I didn't want to join an MLM, was because I had this belief that I needed to be fantastic at speaking, and I needed to basically be somewhat of a slick salesman. I'm assuming you've had that feeling before, or you've had that belief before.   It's kind of this façade that I feel like Hollywood has much to blame for, where you've got to be the guy who comes in in the suit, and you've got starch in your shirt, and you sit down and you're doing the deal, and you kind of go back and forth and you haggle a little bit. You're wearing sunglasses, of course, because that's the cool thing to do. You're maybe in a really nice restaurant, and you don't even look at the waitress as she comes up and you just say, “The usual,” you know what I mean?   You guys know the façade, right? It's this business thing. It's this whole thing that “Forbes” and “Business” and “Us Weekly” even, all these different pop culture things create about what it means to be successful inside of MLM, and I totally had that, and successful in business in general, and I definitely had that. I believed that I needed to be a great salesman. I believed that I needed to be a slick speaker, that there were a few lines that would mind control somebody into joining my MLM, that there were a few things that would make someone want to come to me and say, “Please, take my money, Stephen. I want to be a part of your down line. I will do anything, I'll bend over backwards. Would you like … What food can I go get for you?” They would grovel, and they would come.   That's often how movies and our pop culture portray someone who's successful in business, and I will tell you that I have made more money by being vulnerable, more money by highlighting my differences rather than my strengths, and I've made far more money being unpolished rather than polished. If I'm just myself, and I just do me, then it attracts more people to me than if I'm trying to go out and try and be all polished and everything.   There's a reason why my podcast cover is a picture of me with a wrecking ball. I should probably talk about that sometime, why I did that, or sorry, a ball and chain and all these weapons and swords and knives in my back and stuff like that. One of them's down line, and one of them's up line. I'll tell you guys that story sometime soon about why that is, why I said it that way. I've made more money doing things that way, and just being myself, and being myself loudly rather than being polished, than anything else.   I decided, you know what? I really want to be a good salesman. I thought what that meant was that I needed, like I said, I had to be a good speaker. What I did is, I decided I was going to go do door-to-door sales. I saw Rob Kiyosaki was in the military. I joined the military. It sounds crazy, but one of the reasons I wanted to join the Army is because I saw all these other successful people went into the Army, and were from a military background. It was like, “Cool, I'm going to go develop my discipline in that area. What other uncomfortable thing can I go do? Cool, door-to-door sales.”   I explicitly did door-to-door sales because I knew it would suck, and I would learn sales in the process. I went, and I was a telemarketer. I was like, “How can I get told no to repeatedly, over and over again?” I want to tell you guys, I actually don't think you need to go through all that kind of crap in order to be successful with it. Honestly, I kind of wish that I didn't, because it was a little bit of a waste of time. The way that I do it now is completely different, but I learned a lot of cool things in doing so.   I remember, I was selling pest control. I sold pest control, I sold security systems. When I was doing telemarketing, I was selling software to other businesses, it was B2B, and just really interesting, kind of cool sales tactics. What's funny is that I'm really not that good of a salesman, but I'm good at marketing. I never realized that there was a difference, for a long time. There's a huge difference between marketing and sales, and what I needed to get good at was marketing, but I thought that that was the same thing as sales. I was going after the wrong thing, and I just never realized that.   I remember, I was going door to door, and the hot summer sun was beating down on me, and I was going at a ferocious pace. It was my first week out on doing door-to-door sales, selling pest control. I was like, “Good, it's hot. Make it hard, coach.” That was my mentality, and I was running door to door, because I just wanted to be successful so badly. I literally ran, every door to door, pretty much every day.   I would run person to person, and I would just deliver the message. I really didn't know that much about the product. I knew that it was good, and I knew that it worked, and that was pretty much it. I knew that it was safe, it was pest control, and that there was some organic aspects to the one that I was selling. What was really funny is that I kept my blinders on. I didn't look at anybody else, and in no time, I was the number two, first-year salesman. The number one guy had been out there like six weeks prior to me, and he came out way before I did, and it was really hard for me to catch up, but for the first half of the summer, I was the number two guy. I was killing it, and I was making lots of money each day. We were selling … There was lots of bugs all over the place, we were selling lots of pest control, and life was good.   I was really, really excited. What was funny is that all of a sudden I started asking questions like, “What really is made up of our product? How do you actually apply this? What's the name of this chemical? How do you actually put it on the house, or how do you actually …?” I started learning, I was like, “What kind of bug does that repel? How come we've got to do two treatments back to back? How come we've got to do this?”   I started learning about the product, and I started learning what I was selling. You know what's funny? My sales plummeted, I mean hard, very, very hard. I was like, “What the heck? I know more than everybody else about the stuff. I've really given myself to learning and understanding what we're selling, so I can serve better on the doors.” That's not how it worked. I started talking too much. I started barfing all over people.   I'd come out and they'd say, “Hey, is this good for my kids?” I'd be like, “Yes, it's okay for your kids and blah, blah, blah.” I'd just come and I'd barf all over them. I'd go, “Here's all this stuff, and here's why, and here's the name of the chemical, and here's how long it lasts. You could lick it after so long.” I started going through all this stuff, and it was like a five minute answer to their one question. Then they'd come up and they'd say, “Okay, that's a little bit weird.”   I'd say, “Hey, come over here, and I'll show you something on the side of the house.” I'd show them something on the side of the house, and I'd be pointing out what's going on in the grass or something like that, and they'd ask the next question. “Well, does it get this kind of spider?” I'd go, “Blah, blah, blah,” and I'd barf all over them. “It gets rid of this kind of spider for this long, it doesn't get the eggs, you've got to do two egg cycles,” tons of stuff, another five-minute answer to their question.   I'm pretty sure people started seeing the pattern, and those who were maybe more thick didn't, and they'd go and ask a third question, and the same thing, “Blah, blah, blah,” and I'd barf all over them. I'd say all these really technical terms, and I'd use all this vocabulary that made me sound smart, and made me feel like I knew what the product was, and scratched my own back, but it talked me out of the sale. They always said no.   I went from selling three, four, five, six, seven in a day, to like two a week. It's not like they just went down a little bit. My sales all but stopped halfway through the summer. I remember the guy in charge of the company came and he asked me, “Dude, what's going on, man? You are our pinnacle poster child, man. We were blasting you out to the rest of the company, showing them a good example, what it looks like. What's going on.” I was like, “I have no idea what's going on. I tell them what it is. I tell them this stuff. I tell them exactly what it is, what the product is. I tell them how it works. I tell them … I'm better right now in knowing about the product than I ever have been.”   It wasn't until two or three years later that I realized why my sales dropped. I went home really frustrated, why it happened. It's something that happens in MLMs very, very frequently, so frequently. What ends up happening is, somebody comes up and they get interested in MLM or the product or something. They get interested in anything in general. What happens when you pick up a hobby? You learn about the hobby. You learn about … I like to shoot. I really like to shoot. I love music, huge music fanatic. I'm a music fanatic. I was a concert junkie for years. I know the names of the singers, and I know the type of drums. I played drums for six years. I played piano for eight years. I sang in a band. I'm really into the technobabble of music.   I know all this stuff, and my wife looks at me and she's like, “I don't even know what you just said. That makes no sense to me, what the heck?” What ends up happening is, I go out and when somebody says, “Hey, do you like Audioslave or Incubus or Muse, or do you like this person or this person?” I know about that band, and so I would just like barf all over them. “Yes, blah, blah, blah,” singer name, brand of their drums, “Did you hear that sweet staccato in their song? Did you hear the vibratos inside? Blah, blah, blah,” and I start saying all this technobabble stuff, and the guy kind of just backs away like, “Okay, dude, see you, bye.”   I technobabbled my way out of sales like crazy when I was doing door-to-door sales, and I did it even more so when I first joined MLM. That's the exact same thing that happens with most MLMers, is they go learn about the MLM. They'll figure out stuff about the MLM. They learn about it, they figure out what's going on, and the first person they see, or they go to the mall, they do a home meeting, a hotel meeting or phone meeting, whatever it is. They go see the next person, and they just barf all over them.   It's all technobabble. It's all this stuff and all this crap that the other person has no idea what you're saying. They have no idea what you're saying, and it just confuses them to death. They come back out and they go, “Okay, I don't really know what that person said, but all I know is I don't like it, and I'm going to walk away. You could have been handing me a million dollars, and I don't want to be near you,” you know what I mean? They say no.   Here's what happens. Guys, I'm a huge fanatic of a man named Russell Brunson. He just came out with a book called “Expert Secrets,” and what it does is it teaches you how to sell without being salesy. It teaches you how to deliver a message, how to put together a product and an offer, how to put together the sales and marketing of something. It teaches you how to put that stuff together. He has in there what's called the epiphany bridge.   What I have to do is, I have to go back, now, how do I actually convey my MLM in a way that is received by the other person? What do I do? How do I actually do that? The way that I do it is, I need to tell a story. Story is what causes belief. Beliefs are what drive everything in our life, whether or not they're real beliefs. Sometimes, we have beliefs that are false. Sometimes, we have beliefs that are true. Whatever it is, there's an experience behind that belief that made that belief what it is. Every belief we have is based on some kind of story that's running inside of our heads.   If I want to change my output, all I've got to do is change the story that's going on inside my head. That's from Tony Robbins. Switch the story that I tell myself in my head, I will literally have a different life; anyway, huge fan of Tony Robbins as well. What I have to is, I have to tell a story. Now, what I do is I go back, if you guys listen to my first episode of this podcast, what was I doing? It was on purpose, I was telling you my story of how I got into MLM. By telling you the story, I tried to help get you in the state that I was in, the sheer excitement, all the pieces and all the elements of what it took, going through that story, and I got you into that same state.   I described the environment. I did that on this podcast. “The sun was beating down on me, I was running door to door, because I had this huge desire to prove to myself I could do it,” right? I'm getting you in the same state that I was in while I was experiencing it. What happens? You start to have these little epiphanies along with me. “Oh, you know what? Yeah, that makes sense. Why wouldn't you learn about the product so that you could be better?”   You have the realization. I didn't come out and tell you, right? I got you in the same state, and I came out and I helped you realize why. There's a story that I had to tell, to help you accept that new belief. Does that make sense? It's the same thing. If you want to be really good at conveying your MLM or your product to anybody else, what you need to do is think back. Ask yourself, why are you in it? What's the story? How come you got in it? How come you went, and you actually decided to join the MLM? What is it for you?   It might be about money, some extra income. It might be about trying to help some other people. It might be about spreading a message. Whatever it is, go back and tell what Russell Brunson calls the origin story. It's your origin story. It's how you originally got into the thing that you are doing. Go way back. Dig deep and think, “Huh, how do I actually convey to this person the story? How can I get them in the same state that I was in when I was experiencing it?” Have you ever got out of a movie before, or something really crazy happened, and you run up to your friend and you say, “Hey, what's going on? This crazy thing happened, it was nuts.” They look at you and they go, “Huh.” You're like, “That's not the reaction I was thinking, like you should have gone nuts, like I was going nuts.”   At the end, you eventually say something like, “Oh, I guess you had to be there.” Well, what happened? You technobabbled them. They weren't in the same state that you were in going through it. They were in a different state, and so emotionally, they were in a different emotional and mental state, so they couldn't accept the story that was going through there. You go through, and you paint the picture, and you go through … What's funny is, I might as well come out, if I didn't want to actually get you guys in the same state, most people tell stories like this. “Hey, I did door-to-door sales, and I did really well at first, then I did really bad, and I couldn't figure out why. It's because I realized that I was saying too much technobabble, and not enough story.”   That could wrap the whole podcast up in like one sentence, if that was how I told stories. You've got to get into the emotions of it, help me feel what's going on there. Now, I told you on the last podcast episode, I stayed up until 3 a.m. I wanted to feel like I was providing, I wanted to feel like a man, I wanted to feel like I was providing for my new bride, you know what I mean? That origin story is very, very powerful, if I can help you get into the same state that I was in, and realize it.   That's how you create belief, and when you have belief in a product, you don't really have to sell. That's the whole key. Guys, the epiphany bridge is the key to sales without being salesy. Does that make sense? It's the whole key to this entire thing, so anyways, I've been going for 15 minutes here, but I just wanted to point that out, that if you want to, you don't need to be a slick salesman, but you do need to learn how to tell stories. You need to go, and you need to learn how to tell stories.   Seth Godin, one of the best marketers out there, has got a great book called “All Marketers Tell Stories.” All marketing is, I believe it was … No, it wasn't Frank Kern, I think it was Dan Kennedy. Oh gosh, I can't remember who. Actually, I think it was Perry Belcher. Perry Belcher said that the only … Gosh, I'm so sorry if I'm misquoting, but that he said the only job of marketing is to educate and to innovate. I'm sorry, all marketing is education, and the only responsibilities that an entrepreneur has is to market and to innovate. That's it, and marketing is just telling stories and changing belief patterns. You're just educating through stories, that's all it is.   Think to yourself; the last person that I spoke to, the last person that I walked up to, how did I approach them? Was it all about me just technobabble crapping the … Just going nuts all over them and saying, “Hey, it's got this, and it's got this, and it's got this”? They kind of back up, they're like, “Oh, okay.” What's the story, though? If you can do that, you educate through story, you are now officially marketing. You're no longer prospecting, you're marketing.   I want to congratulate those of you who take that step and make that bridge, because as you guys know, prospecting pushes, marketing pulls. Have you ever chased a rabbit before, and tried to catch it? It's ridiculous. It's so hard. That's like prospecting. On foot, like running and chasing a rabbit or a fox or something really, really fast, or a little rodent or a squirrel, it's almost near impossible to do that. That's prospecting.   Marketing is … Marketing pulls. Marketing is putting bait out there, and waiting for the … We used to put little peanut butter things out there, and we'd watch the squirrels go out into the yard, and they'd go up and they'd start eating the little peanut butter ball and stuff like that. That's marketing. Marketing pulls. Marketing makes them come to you.   A lot of you guys just need to switch your bait, so you get the right kind of person, and you've got to switch up the story so that when they're there, they actually want to change their beliefs, so they don't have any more false beliefs, and they see why your product is important, and they understand why, and you create belief on why they should join the MLM. That will change everything.   What I started doing is, I started figuring out how I can convey story over and over and over through automated systems, and that's what I'm excited to share with you over the course of this podcast, as I keep recording these. Anyways, guys, thank you so much. If you guys want, you can go get the MLM Masters Pack. It's completely free, but what it will do is dive deeper onto the things that I'm sharing with you right here. I recommend you listen to it with your down line, because it will educate them.   I don't mention my MLM in it at all, so there's not any kind of pressure at all, just this is completely just as a help. I just want to be able to help right now, because I feel like the MLM industry as a whole stereotypically is very, very broken as far as how we actually get people into them, and so I want to help change that, and it's part of the mission of this podcast.   Anyway, guys, thanks so much. Go to SecretMLMHacksRadio.com to download that, and I'll see you guys in the next episode. Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own down line five simple MLM recruiting tips for free? If so, go download your free MLM Masters Pack by subscribing to this podcast at SecretMLMHacksRadio.com.

Oh, ho, what's going on, everyone? This is Steve Larsen, and you're listening to Secret MLM Hacks radio.   Here's the real mystery. How do real MLMers like us, who didn't cheat and only bug family members and friends, if we want to grow a profitable home business, how do we recruit A players into our downlines and create extra incomes, and still have plenty of time for the rest of our lives? That's the glaring question, and this podcast will give you the answer. My name is Steve Larsen, and welcome to Secret MLM Hacks Radio.   All right, you guys, how you doing? Very excited for this. There's a great quote by Robert Kiyosaki in one of my favorite books for this industry. I'm sure you've read it before, or at least heard of it. It's called Business in the 21st Century. Great, great book, great audio. It's not very long, but it's very, very powerful. I can't remember if it's in that audio series of that book, or if it's in one of his other books. I've read a lot of books from him.   He said that any time we begin down an entrepreneurial journey, any time we start in entrepreneurship, and we take that first step forward, we feel good. It's a really great feeling. But as you move forward, and this is a concept he describes. This is not, obviously, verbatim what he says. As you move forward, and as you start moving down the entrepreneurial path, character flaws are going to explode in your face. You're going to get all these things that start coming up in front of you, going, "You know what? Ah, man, I really don't like talking to people." It's like, well, you might need to get around that before you can move on.   That's what he says. He says as we move down this path, and as we start walking down the path of entrepreneurship, what ends up happening is these character flaws explode in our face, and they actually stop us from progressing over all. They take us, and they say, "Nope. You're stopping at the pass right there. You're not going to move on."  Basically, you don't move on until you somehow address it, or get around it, or fix it. You can't move forward.   I started experiencing, when I first started MLM, I first started experiencing some pretty major character flaws. Now, I realized that I didn't have all the knowledge I needed to actually be successful with it. That was almost reassuring for me, to actually realize that, oh my gosh, I don't know enough. I don't know enough. At least I knew what the problem was. It was four years ago, when I first joined MLM. It was about four years ago now.  At that time, all these character flaws, like I said, started popping up, and I realized A, number one, I don't know enough. B, I'm way too afraid to speak, and C, what do I even say? How do you come up with a message? What is marketing, in general? I'm sure you've probably felt some of those experiences before, or felt some of those feelings in your life and in this business, as you move forward.   I started studying. I hit the books. It was right around the time that I decided to exit MLM. I hadn't exited it yet, but I was getting to that point. I was so fed up with home meetings, and hotel meetings, and going and trying to figure out what's the next way for me to get someone on the phone, and how can I corner the next person? I didn't know how else to do it. It was by sheer, brutal force that I was going and talking to all these people. Like I mentioned in the last podcast episode, people I know, sadly, are still a little bit mad at me for that. I just didn't know any better. That was a character flaw of mine. I had to overcome those things.   So, I hit the books. I hit the books and I started staying up. I was in the middle of college, at the time. We were in this little, tiny apartment, and this little tiny apartment, it was freezing. I couldn't get very warm, sometimes, at night. My wife would go to sleep, and she was pregnant, or she'd be with the newborn, or whatever it was, and I felt this inner desire: I had to provide better. I wanted to give her a better life. So what I would do is I would stay up till like 3:00 AM, every single day, but I had class at 7:45 AM. I would sleep, usually, about anywhere from three, four, five hours every day. I did that for months, and actually even years, because I knew ...   What was funny is that I was going to college for marketing. I was working for a marketing degree, but none of the stuff I was learning in college seemed to be any help at all. I actually wasn't learning how to market in my marketing degree. I was like, "What is going on?" I started taking the books from the best minds out there, and I started going. It was this ferocious pace. I was hungry to go figure it out, because I felt, A, the need to provide and feel like a man, but B, I really, really had to provide, obviously, because we had this kid coming, it was on the way.   So I started studying, started hitting the books. I was up super late. I remember this experience. I'd always sit at the kitchen table, our little kitchen table in our freezing apartment. It was always very dimly lit, at the time. You look back on the crap moments in your life, sometimes it can be almost bittersweet. You're like, "Oh, man. That was such a defining period of my life, when I was going through all that."   I remember I was sitting on the couch, and my wife had gone to bed. I was going to go to sleep, but there was an ebook. I don't even remember what the name of the ebook was. I remember the guy's face, but I don't know his name. I don't know the name of the ebook. I don't know. All I remember was this single concept. I remember that I got fired up, and I sat down, and I started reading. It was just on an iPad. I was reading through this ebook, and I was like, "Whoa. This is a different take on MLM than anyone's ever told me before. What is this? This is amazing." It sucked me in. I think I started reading at about 11:00, and I was just reading ferociously, till three hours later, at 2:00 AM, I remember I put it down, and I couldn't go to sleep. I was like, "Whoa. This is totally different. This is a completely different approach towards MLM, and actually recruiting people without feeling like you're bullying them. Finding people who are good."   What he was talking about was this concept called paid prospecting. Paid prospecting meaning you get paid even while you're prospecting people. Now, for me, at first, I was like, "Man, that sounds like almost too good to be true. That's intense. Holy crap." I remember sitting on the couch, the lights were off, it was totally dark. I didn't want to turn them on. I just sat there and I just thought, "Huh. That dude figured it out."  He was showing all the people he had been recruiting, and he was showing his big fat checks on stage, and showing all this stuff. I was like, "How interesting. I'd like that. That'd be kind of cool."   But what's this paid prospecting thing? How did he actually do that. It changed my mindset. It changed the way I look at the industry. It changed everything about the way that I ... Gosh, you'd think I'd remember the guy's name. I believe in giving credit where credit is due. I am so sorry. I can't remember his name. I still don't remember his name. I don't even know if I can go find the ebook again, but it was the concept of paid prospecting. I was like, "Wow. Interesting. That's fascinating."   I started getting hungry again for the next thing. I was like, "Hey, so now I know this thing about paid prospecting. How do I actually do that?" I thought to myself, "Why don't I go look and see what the top MLM leaders out there are actually doing." Guys, this was the craziest thing. It was the biggest realization I've ever had. Just, oh, it was just nuts. I sat down and I started going person by person. I think I literally just Googled "top MLM leaders." For weeks, I went on this really deep dive. I got a whiteboard out, and I would basically draw out all the different things that they were doing. I was like, "Hey, let's go look at this person. Let's go look at this person."   I was looking at all the top MLM leaders, and you know what I noticed?  Not one of them was doing home meetings. Not one of them was doing hotel meetings, or phone meetings. Not one of them. I was like, "What is this crap?"  I actually got mad about it. I was like, "This is total garbage. Why is my upline telling me to do this, when none of the actual top guys do that stuff?  What's the deal?"   I felt gypped. I actually felt a little bit pissed off about it. I got kind of mad. That was a character flaw of mine. I had to overcome knee jerk reaction, pissed-offedness. I was like, "This is total garbage." I started looking through all the different things they were doing, and why is that guy being successful? He doesn't do home meetings. My upline tells me that's the only way to do them. What about that guy over there? I started drawing out all the similarities I was seeing between all the top people. This pattern started to emerge from the paper, and from the white board, and from the notes around me, and all the books. I was like, "What? No way. This is so cool. This is totally different. I've got to figure out how to actually make this work."   I went and I started putting it all together. This was the pattern. You guys ready for this? I'm going to give you massive nuggets. This is only episode number freaking two. You better keep coming back, because I'm giving you guys gold right in the front. I'm really excited for you. I feel so passionate about this because I feel like so much of the marketing tactics out there in MLM is so stuck in the 90s. It's so much for an older generation, which is fine, but most of the time you drive away all the younger generation when you use those tactics. I'm a millennial. I'm not very good, sometimes, face to face with people. I love stage presentation. I do it often. Did an awesome one, I just spoke at two different events. It was a lot of fun. But sometimes I don't totally want to go speak to people. My wife always makes fun of me. She's like, "How come you can speak on stage in front of hundreds, and go for three straight days teaching stuff to people who've paid 10, 15, even 25 grand? How come you can do that, but you can't have people come over and have a normal dinner with them?" I was like, "I don't know what it is. It just gives me anxiety. It freaks me out."   What I'm trying to share with you guys, right now, is that if you feel those feelings also, with me, I found out how it works. This is what people were doing. I would go and I'd start looking at all the people who were number one. Almost every single one of them had their own website or web presence, whether it was on ... It wasn't just a Facebook page. They literally had their own website, or what I call a sales funnel. It wasn't just a website. What they would do is these guys would go out and they would offer education for free. They would say, "Hey, here's some really cool education." Then, what would happen is there would be, after they'd take the free education, the next page that it would bring you to, rather than a, "Hey, thanks so much," the next page, instead, was actually a page that would be like, "Hey, if you liked that free stuff, what goes really well with this is this CD that will help you learn how to speak better. It's 7 bucks. It's really cheap. If you want it, it's a great companion with that."   I was like, "Well, shoot. Yeah. Totally. I'd love to get something like that," you know what I mean? I was like, "Yeah. Awesome." After that, it was like 49 bucks for the thing that taught you how to do the next thing. Then $120 to do the next thing. Then $1,000 to come join them to do something else. You know what I mean? That's what I call a sales funnel. As I was watching these guys, and I was watching what they would do, they wouldn't work with anybody who didn't pay them money. It's not because they were greedy, it's because they needed to sift out the people who were serious and the people who weren't serious. If somebody's willing to spend $7 versus someone who's not willing to spend $7, right there, the mentality, the person, the person's who's willing to invest in their education, the mindset of the individual willing to spend just 7 bucks, totally different person that pulls into your world. That's what paid prospecting was.   Paid prospecting became this thing. I was like, "Oh, my gosh. These guys are getting paid prospecting." What's crazy is they get paid regardless if someone actually joins. They go out, and there's not a lot of money, but what it does is it sifts out all the people who are time wasters, people who weren't ever really going to do it, people who were joining their MLM just to be nice versus actually trying to be successful. Does that make sense? It sifts out and creates somewhat of a filter and a barrier. It protects the top MLMers' time. It protects their money. It protects their own downline from getting people in there that are leeches. Kind of like the people that I had. It's not to offend you by saying, "I feel like, hey, I'm kind of one of those people." That's okay. It's easy to fix that. Just take action. You won't be a leech anymore.   That's what they were doing. I realized that they were taking all of these pieces, and they're putting them together. If someone bought the $7 thing, even if they didn't buy anything else, that was the person they were prospecting to. They were making the person raise their hand on their own, and vote with their wallet, and say, "This is what I want to be." They were having and putting together what I call sales funnels, and what they're commonly known in the Internet marketing industry now.  So, sales funnels. I was like, "I bet I could build that."   That's what I started doing. Very, very fun, when I started doing it. Crazy, ridiculous results starting coming with it. There's a lot of challenges that come with that. There's the tech side. There's a lot of ... I grew up around computers like crazy. My dad was an executive at IBM. We did a lot of stuff with computers, so I had a little bit of an upper hand with that. There was a lot of tech stuff. It can be challenging to put that kind of stuff together, but I went through, and I put it all together. I was like, "Interesting."   I want to tell you a little more about that, but it'll probably for the next episode, on how I actually put it together, and what I put together, and why. Specifically, the pieces and aspects of it. Anyway, that's probably for another time. Just know that the big, massive realization that I had was that A, holy crap, you guys. Top MLMers don't go bug the crap out of people in malls. They don't. You shouldn't either. It's not how this game works anymore. Maybe that worked for a while, like a day or two. I don't know. Could not have been long. I'm not saying that there haven't been A players recruiters, that method, but the squeeze is not worth the juice, you know what I mean? How hard you have to work for that, in my opinion. I want my time back. I want to spend time ... Now I have two little girls. I have a three year old and a two year old. I would love to be able to spend more time with them. She's almost four. She's awesome.   Anyway. The other realization I had is that man, all these tactics, they really are all the things that my upline, the guys that are crushing it, the guys that are actually making 10 grand a month, that are doing really well, or even more, a lot of them, they were still teaching me to go be their lead gen, and go make big lists of family members and friends and just bring people to them. That's a great deal for them, but that's not how you grow your own thing.   Anyway, yeah. The belief that I had, that this crushed for me, was that I needed to bug family members and friends. I finally found a way around it. I'm very, very excited to share more of that with you.   Anyways, if you liked this at all, now please. There's a really cool thing called the MLM Masters Pack that I'm giving away for free. I'm being totally vulnerable, totally open and honest, and showing you guys, pulling back the screens and showing you all the things that I'm doing to actually create automated systems. It's a training you can show your whole downline. I don't ever pitch, or even talk about my MLM. You will never hear the name of the MLM that I'm in, on this podcast. You're just not going to hear it. It's because I want you to feel ... If you want to stay in your own MLM, or network marketing company, or home business, or whatever you want to call it, you can. That's fine. I'm okay with that. My whole goal is to be able to just help you understand what actually works and what helps you recruit A players into your downline, so you can be successful with it.   That's pretty much it. If you're interested in that, go to secretmlmhacksradio.com. Guys, I'll talk to you later. This was an awesome. I'll talk to you guys later, and I'll see you the next episode. Bye.   Hey, hey, hey. Thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to secretmlmhacksradio.com to submit your question, and download your free MLM Masters Pack.

What's going on, everyone? This is Steve Larsen, and you are listening to Secret MLM Hacks Radio. So here's the real mystery: How do real MLMers like us, who didn't cheat and only bug family members and friends, who want to grow a profitable home business, how do we recruit A-players into our downlines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question, and this podcast will give you the answer. My name is Steve Larsen, and welcome to Secret MLM Hacks Radio.   Now, I want to go ahead and start off this very first episode just kind of, you know, a little bit raw. I want to swear for the first time on ... ever. Okay, here it comes. First time swearing, here goes. All right, brace for impact, I'm a little sad I'm publishing this, here it comes. MLM. Oh man, there it was, holy cow. Plug the ears of all the kids around you. That was nuts. Hey, but I really want to welcome you to Secret MLM Hacks Radio. This is the first episode. This has actually been a long time in the making, and I'm excited to finally be doing it.   A lot of people get uncomfortable with MLM, and it's kind of funny to ask somebody, "Hey, why'd you get into an MLM?" Sometimes that's a really scary topic for people, especially if they still think it's a pyramid scheme, or if they still think that it's something that you go bug other people in the mall with, or you go to home meetings or hotel meetings. And I want you to know, I hate those tactics, I think they're stupid. I think they're tactics that are stuck in the '90s, and that's not what I'm about.   The whole reason why I think you should listen to this podcast is because I am a marketer first, by trade, and what's funny about the multi-level marketing industry is that stereotypically, a lot of people get into it as their very first business venture, but they don't really know how to market. They don't know how to actually go out and actually market the opportunity, and so they lean back on the tactics of the people who are in their upline, which is, "Hey, write a huge list of all your family members and friends, and go bug the crap out of them, and hopefully, some of them will join." And I'm not about that.   When I first got started in MLM, it was actually kind of a ... Honestly, by accident. My wife and I, we've been married five and a half years now, we're from Denver, Colorado, but we live in Boise, Idaho, now. It's kind of funny, we've been married, like I said, five and a half years, and about a year and a half in, we were like, "You know what, we'd love to have a kid, we'd love to be able to bring a child into the world and start growing our family," and we were really excited to do so.   And I remember my wife comes running out of the bathroom one day, she's got, like, the little pee stick, right, and she goes running up, and she goes, "Stephen, oh my gosh, I'm pregnant!" And I was so excited, and I'm jumping around, I'm super excited, I'm going, "Oh my gosh, we have a kid that's going to come into this world. Oh, this is so fun, this is so amazing." And I was really, really excited, and we were jumping around, and I remember just this moment of just pure glee. Super, super special moment, you know? And you can imagine being there, how fun and happy that was.   And then all of a sudden, it's like as soon as there was this happy, cool, joy moment that came in, there was also this incredible, real kind of dampering fear that just suck inside of me, and reminded me painfully, "Stephen, you're broke. How are you going to pay for this kid?" And immediately, it kind of dampered all the ... And I wish that that feeling wasn't there, but it was, and I was thinking, "Oh my gosh, how do I pay for this kid?" You know? And how do I ... You know, I'm really excited, but how do you look at this child with love as a parent rather than as a big receipt, you know what I mean? From a hospital, and all the bills that come along with that.   And shortly thereafter ... So I set off, and I started doing all these different things, and I was doing stocks, and I was doing options, and I was doing real estate, both commercial and residential. We were doing cool stuff with big investment firms, investment from other people in big commercial things, and I did eBooks, and I went and I did door-to-door sales for two summers, and I did all this stuff, kind of leading up to that point of the MLM itself that got tossed in there. And what ended up happening was my buddy ... Shortly after we found out we were pregnant, I had a buddy who reached out to me, and he and I continually were trying to do just money stuff. You know, we were trying to be successful. When we were in college, we were trying to be that college story. You know what I mean. I'm sure you know what I'm talking about, right? Be that college story of success, right?   And so he reaches out to me shortly after we find out that my wife's pregnant, and he reaches out and he goes, "Dude, I got this ... I know this great guy, just met him. Dude, what he wants to do, he's going to help us make a lot of money, it's going to be awesome." And we had had that conversation before, but I trusted my friend. I was like, "All right, that sounds totally sketchy, dude." Like, "Well, who is he?" I can find a whole bunch of people who are going to sell me that kind of story, you know what I mean?   And what ended up happening was I get on the phone, and it's a three-way phone call. You guys know, it's a classic MLM three-way phone call, and he calls me, and he goes, "Dude, what's up, Steve, man, like, this is awesome. You're getting in, this is going to be great. It's just $500 to join, and you're going to be up in no time." And I was like, "500 bucks to join? Are you kidding me?" I'm trying to raise money so I can, like, eat and live, and let alone go have a kid, and pay for that, and all the costs involved there, and I was like, "No." And I was like, "This is one of those pyramid schemes," and that's totally what my belief was.   And he came back to me, and he asked again, and I was like, "No." And my buddy called, and he called and he was like, "Dude, you're going to really like this. This is going to be a good thing, it's going to be awesome for you. I see you succeeding. Of all the people I see succeeding in this kind of thing, it'd be you." And I was like, "You know what, dude, fine. For you, for what you're saying, I trust you, I'm going to believe you. Let's do it." And I dove headfirst in, and I was like, "If I'm going to do this MLM, and fight all the inner beliefs that I have about what MLM is, and how to do it, I'm going to do it as hard as I can." Right? And I set off to do it with the most ferocious pace that I possibly could, and I literally went door-to-door, down Main Street on businesses, and I recruited some businesses, and I recruited some family and friends, and I went person to person, and I got told "no" like crazy, and I got told "yes" a few times.   And in my first month, I recruited 13 people, and I was like, "This is awesome. That's not bad." Honestly, 13 people in my first month ever, that's not bad at all, right? I was like, "Oh, it's not amazing, but it's not terrible either," and I was feeling kind of excited about it, and I got this little cool little trophy award for how fast I was going from the MLM I was in. I'm not going to say the name of the MLM, because you guys will all definitely know it, and so ... Just to kind of keep it the third party there.   But I was super excited in month two that I was in this MLM, kind of started to turn the corner there, and I realized that nobody else was doing anything. Nobody else was doing anything at all. I would go and I would call these other people, and I would say, "Hey, you guys, hey, so are you going to go talk to this person? Hey, [inaudible 00:07:06] this person? Hey, are you going to do this?" And I realized that unless I literally drove ... Sometimes, in some cases, it was an hour and a half away round trip, and I would drive an hour and a half out of my time, out of my day, to go meet with somebody, and they wouldn't do anything. And I had to put this cattle prod behind their back to get them to do anything at all, and it started becoming really frustrating for me.   My guess is, if you're listening to this podcast, you've probably had that experience before, where you go and you recruit somebody, and you're like, "Man, you know what? That guy could've been great," or "That woman could've been great," or "It would've been awesome to have her do this," or "him do this," or "How come they can't just do these few things?" You know? You've probably been there before, and honestly, you may know that you are that person, and that's okay.   What I started realizing is that so many of these tactics that we were taught by the upline, and that I had, were very old. They were very, very, very old tactics. I almost think of this almost similar to, like, Civil War versus war right now, you know? I was in the Army, and our tactics are not that we stand in front of each other and shoot in a straight line at each other anymore. You know what I mean? Tactics have changed; we don't do that kind of thing anymore. It's the same thing with marketing, it's the exact same thing with MLM, with business in general, and how we interact with one another. Just, I mean, the iPhone alone, we all have that thing within our arm's reach as it currently is.   And so I started getting into how should I actually make this thing successful, and that's what this podcast is about, it's all about what ... That was four years ago, almost. Yeah, that was four years ago that I first joined it, and then it was three and a half years ago that I officially pretty much quit it, and I walked away. I was so fed up with all of the stuff that they were asking me to do, and I know that some of my relationships are still damaged from me joining that MLM.   And the reason why is because I walked in, and the tactic they were giving me at the time was "Hey, sit down, write a list of 15 to 20 people, and I need you to sit down, and what you're going to do is, before you can leave, you need to call every single one of them with me staring you straight in the face, and we're going to beg these people into the downline." And I was like, "Oh, okay," and I was just trying to be open, and I was like, "This is how you do it, I guess," and I didn't know any better, and so what I did is I pulled my phone out, and I made a big list of people, and right there, I started calling family members and friends, and I still have people that are, you know, not as open to me anymore in general, and that's painful.   And so this whole podcast is how to do MLM without going to family members and friends, without going and barfing all over people in the malls and making them feel swarmed, without ... This is all about how to create automated recruiting systems. What ended up happening is I ended up leaving MLM as a whole, and I started building what we call Internet sales funnels. It's basically the art of taking people who are prospective customers and turning them into customers, you know, paying customers. And so I started doing that for other companies for their big products, and I started doing that for ... Sometimes even billion-dollar companies, I would go do this for.   And the company I currently work for, I build a lot of sales funnels, and I started realizing, like, "Oh my gosh, what if I did this for MLM? What if there was a way I could build an automated funnel that would recruit people for me while I sleep?" And I always thought that was kind of a joke, any time anybody would say, like, "Yeah, I'm the laptop success guy, I go sit on the beach and I work from the beach," I'm like, "Buddy, if I'm on the freaking beach, I'm not going to have a laptop, be working, I'm going to be playing in the ocean." You know what I mean? I always thought, like, "Whatever, dude, that's a joke."   And what's been so funny is that's kind of becoming a reality. I have yet to sit on a beach and just watch people recruit, but I have had many times where I just wake up and I roll over, and I look at my phone, and it's like, "Ding, ding ding ding, ding ding, ding ding ding." It's like, "Wow, look at those people that joined my MLM, look at all the commissions I just got. Um, babe, this worked. You remember when I quit this thing? I tried it again, and it's totally different. I don't even know the people that I recruited, and they're super stoked, and totally ambassadors of me and what we're doing, and I don't even know their names yet."   It's not to say that you should take the person and the personal aspect out of this business; that's not at all what I'm saying. This is a relationship business, this is a personal development business. But what I have done is I've figured out how to actually go create automated funnels, automated recruiting funnels, and even right now, I'm testing cool ways to sell products, MLM products, using the Internet in a very automated way as well, because that's what I do for my actual job, and I thought, "My gosh, I might as well apply it here."   Well, that was about a year or two ago that I actually finished the funnel, and I didn't execute it right. You know, just like most things that launch right out of the gate, didn't do very well, and I had to tweak it and tweak it and tweak it and tweak it, and finally got to this point, and I was like, "Holy crap. Babe, there's 15 people begging to join this downline. I don't even know how to get them in yet." And that's been the story of it. So if that is interesting to you on how to do that, this is the podcast for you. What I would ask is, I would love to hear what you guys think about this and the idea of it. If you could go to iTunes, leave me a review, that would be fantastic. I'd love to hear some feedback on what it is. And yeah, I know sometimes it's a little unorthodox to ask for reviews, but it's mostly for feedback so I can see what's going on.   The other thing that you guys can go do is I've made a few resources for you for free, to help train your downlines. It's completely free. It's five videos that walk you through some really simple marketing tactics that are up to date, new ways to look at MLM, and a new framework to approach MLM as a whole. That's not stuff that your upline's going to teach you, and it's not that they won't teach you, it's that they probably don't know it, stereotypically. It's stuff that is very new-age, as far as how I've been doing all this and how I've been putting it all together.   And so it's free, if you just go to SecretMLMHacksRadio.com, SecretMLMHacksRadio.com. It will teach you ... There's basically five videos that you can watch with your downline. They're each about 15 to 20 minutes, and it will train you on how ... It's not like I teach you, "Hey, hey, here's the three lines you need to make anybody jump into your downline and be a success." It's like, it's not stuff like that. It's not tactics that blow away with the wind. These are true, tried things that we use, that I've build for multi-million-dollar companies, and even one or two billion-dollar. It's a lot of fun. I'm not saying they're mine, but I've built it for other people, and the funnels that I've built are used in many industries, and it's been very, very awesome.   So anyways, if that's interesting to you at all, you can go get your free resources. I call it my MLM Masters Pack. It's something that you guys can watch together with your downline, and there's even an option to download all the videos to your ... Or go get the big playlist of videos, if you just share it, which is awesome. So anyway, go to SecretMLMHacksRadio.com, and guys, I'm really excited for this podcast. I've felt this inner need to share the types of things that I've been learning, and ... Which feels a little bit weird, but it's been fun to do that, and more people I share with it, they're just going nuts. It's, you know, some of the top people in MLM period have been really excited about the systems that I've been building and putting together. So, guys, this is going to be a great ride and a great adventure. Excited to have you on it. Please subscribe, and I would love, like I said, to see you guys over at SecretMLMHacksRadio.com. See you guys. Bye.   Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own downline five simple MLM recruiting tips for free? If so, go download your free MLM Masters Pack by subscribing to this podcast at SecretMLMHacksRadio.com.