Speaker A
Okay. Good morning. Good morning. Welcome. Welcome. Welcome. Can y'all hear me? Yes. Yes. Oh, okay. Cool. Okay. Nobody was saying anything. I was like, man, maybe nobody can hear me.
Learn how to create and sell high-ticket offers through challenges with actionable tips and real success stories.
Ask about this video. Answers come from its transcript only — with the timestamp, so you can check them.
Generated from the transcript and can be wrong — check the timestamp.
Key Takeaways
- Start selling offers even if you don't feel fully ready.
- High-ticket offers can be easier to sell because they carry more perceived value.
- Challenges are effective for generating significant sales and building a customer base.
- Affiliate partnerships can greatly amplify sales reach and results.
- Delivering value during the challenge is more important than having perfect sales materials.
What the video covers
- Introduction to content creation and course outlining for offer mastery.
- Encouragement to start making offers before feeling fully ready.
- Matt shares his success story of running a challenge that generated $200,000 in sales.
- Discussion on the value and ease of selling higher-priced offers.
- Importance of affiliate commissions and partner-driven promotions.
- Challenges faced during the initial launch and overcoming technical difficulties.
- Benefits of recurring revenue through forced continuity software offers.
- Building value during the challenge to drive sales despite simple sales pages.
- Expanding resources and team capacity due to increased revenue.
- Future plans to leverage partnerships for even larger launches.
Chapters
- 00:00Welcome and Introduction
- 06:01Affiliate Commissions and Ticket Sales
- 10:38Cleaning and Preparation Challenges
- 16:01VIP Component and Buyer Insights
- 21:11Group vs One-on-One Selling
- 26:07High-Pressure Sales Experiences
- 31:33Avoiding Selling to Nonexistent Audiences
- 37:09Engagement and Personal Branding Tips
- 42:17Math and Learning Strategies
- 47:57Future Diary and Goal Setting
Full Transcript — Download SRT & Markdown
Speaker A
Oh, you can't see me though, can you? No, can't see you. You can now.
Speaker A
Barrett, you're talking but I can't hear you. I was talking to Diane. She was making sure I was on here.
Speaker A
Gotcha. Gotcha. Well, welcome, welcome, welcome. Today's going to be a great day. We're gonna I'm going to teach y'all about content creation and outlining your course. And it's time for y'all to take some action, right? Time for y'all to start making
Speaker A
some offers. I don't want you to wait to start making offers. I want you to start making offers now. Start before you're ready. That's my word of the day. I'm going to wait for more people to come on. I'm going to go into gallery mode.
Speaker A
And then once I start teaching, if you want to, you can go into speaker mode.
Speaker A
Let me see here. Gallery mode. Oh, everybody. Oh, man. There, there's all kinds of folk here. What's up, y'all?
Speaker A
What's going on? All right. Good to see y'all, man. I'll tell you what. Morning.
Speaker A
Morning. Morning. So, uh, Matt had a big win last week. He did a challenge the same week I did my challenge. He was in the first challenge and got into Offer Mastery Boot Camp and
Speaker A
then he did his challenge last week. So, Matt, why don't we start off with you sharing with everybody how your challenge went?
Speaker A
Hey, can you hear me? Okay. Yes, sir. Hey. Hey. I just recorded you a video testimonial that's on its way to you, man, because I had a heck, heck of a good week. Yeah, it's a good
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testimonial. So, to fill you guys in, yeah, I wasn't around here last week because I had put together a challenge. I've never done a challenge before. Didn't know, um, and didn't even know what needed to go into
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it. I literally just watched your challenge and then was like, "Okay, all right. I'm just going to model that." Like I did a regular ticket, I did a VIP ticket, sold probably $25,000 roughly or so in tickets, which was pretty awesome
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to sell $25,000 of tickets to present a challenge to then sell your offer on the challenge. So it's like you can literally get paid to go sell another offer. It's like just the best thing ever. And then we did the challenge
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and so far, it's about $200,000 in sales from the challenge, which I've, yeah, I've blown my own mind with that one. So pretty awesome. It's just, it's so exciting. I think the most exciting part about it is you had
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said that it's actually easier in order to sell something that's more expensive than to sell. And I was like, I mean I get that intellectually, like it makes sense but I was still like, no, it can't be easier to do
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that. And I can't believe the speed at which these registrations came in.
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And like some of these people have never bought from me before. Some of these people have bought from me before, but they've only bought stuff that's like $1,000 or less. Some cases even like $100. So, it's like it's amazing to
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me, but I get it now because it's like automatically it has more value in their mind because it's more expensive and they're committing so much more too.
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Like you said, the heart follows the pocketbook. These people are so excited. They're like over the moon excited. I just know that even though we've done that well with this offer, that's going to just carry
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through. These people are going to stay on the software. They're going to do more with us because like some for some—Oh, did you do the forced continuity on the software too with us? What's that?
Speaker A
Did you do the forced continuity on the software? Yeah. Yeah. I love they get six months free and then it kicks in at $150 a month after that.
Speaker A
Let's go. So, I'm like, so I'm like thinking about it. I'm like, okay, well, as good as this offer was, I'm like, I'm gonna have like another $6,000 a month just coming in automatically after this is done, right? So, like over another
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year of that, that's like another 72 grand. So, it's just, I'm excited, man. Like I'm excited to just do these challenges like over and over. And so really now it's just about, you know,
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delivering for these people and I can serve them so much more too because obviously like, you know, the money's come in for this. So like that's what's so great I think for me is I was like your team.
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Yeah. I'm like expanding out and like doing more for these people. I can do so much more for them because I've got more resources to do that with versus just selling something at like $150 a month or even a grand or two. It's like you just
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make money faster this way and by doing that you can do so much more. And like I've already got like all these partners and affiliates that are coming to me because they've heard a buzz now about like what
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I did and so now they're like, "Hey, what do you got going on? Like when are you doing another thing? Like can I promote that?" So I think the next launch will just purely be because I just promoted this just to my own list.
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Like the next launch will be all partner driven. I think we'll do even better just because I think we'll have so many more people coming in via all these partners. So, are you gonna pay
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affiliate commissions on the tickets only or the tickets and the coaching? I think to start just the tickets only.
Speaker A
Um, because I'm looking at it going, okay, I would have, knowing what I know now, I would have paid out that $25,000.
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I would pay out all of it or almost all of it on the front end to affiliates.
Speaker A
Like if you said, "Matt, will you pay out the 25 in order to make the 200?"
Speaker A
Absolutely. Eight days a week. Right. Yeah. Exactly. And on Sundays. So, I'll go ahead and just give the tickets away or most of that away. And then I had one guy reach out to me like, "Hey, can I
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promote this?" He brought me like a dozen people. Right now, I have to look.
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I don't know if any of his people necessarily converted for the backend offer. But whether they do or they don't, it really doesn't matter because once they're kind of in my network, even if they don't buy now, they're going to
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continue to see my stuff and at some point it might click for them and they'll be in. So, I have chills, man. Literally, I've changed.
Speaker A
I do, too. I'm so excited. I just really appreciate your coaching. I can't wait to like we're not even a month into this. Like, I can't even wait to do more with you and I can't wait for all of you
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to just implement this stuff, too, because it's just—Did you start before you felt like you were ready, Matt?
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I was not even close to being ready. Okay. I didn't even have the sales page together for the coaching until the night and morning be like partially it was about 70 or 80% done the night before I like so this was last Friday
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when I actually presented the offer. I had people applying on Wednesday but I didn't actually have the page together on Wednesday. I put it together on Thursday night and finished it Friday morning and put together like you guys would laugh
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if you saw my checkout page. It was just like so plain. It was like so basic. It didn't matter. It built so much value during the week. It didn't matter. I could have said, you know, like, you
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know, go drop your, go drop your, you know, six grand over here in this bucket and they would have, go, you know, put it in the bucket. It doesn't even matter at that point if it
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had a pretty checkout page, but we'll make that nicer for the next go-round. But like, yeah, I mean, I definitely hopped in before I was ready. I wasn't even close to ready. I mean, I like I got some like, you know, I bought some
Speaker A
new tech and some new things in order to do video and different stuff better than I had done before because I'd never really done, I'd never done a challenge.
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I'd always just sold stuff one-off via...
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And uh yeah, so I was just I was couple times it was crazy. I had, you know, 200 people ready to jump onto this challenge and my camera wasn't working. And so it was like, but I'll figure it out, you know? It's
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like once you kind of and the I think the best part is is not the money that I've actually made from this. It's knowing now that I can go do this again, right? So that's why like you guys got
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to just jump in and do something. It doesn't matter if you make 10 grand or if you make 200 grand because I had no expect I I really worked to set aside my expectations. I would have been happy
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had I sold, you know, 20 grand or 50 grand or whatever it might have been. I was like, whatever it ends up being, I'll be happy with that. And I set 40 spots and I've sold like almost exactly
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40 spots. So, it's like it's the most exciting thing is now knowing like, hey, this can be done. Like, I can actually do this. And then it Yeah, I just got in the game. Like I'm just $200,000 week don't hurt your feelings
Speaker A
none right? It's pretty astounding. It feels pretty good. That's what's up. Everybody give it up for Matt, y'all. That's really a great testimonial.
Speaker A
Thanks. Um, and so many of the things that you said I can relate to from my first challenge.
Speaker A
I was literally building the workbooks the night before. I was literally I was literally building uh we built the the application page on Tuesday night when we released the application on Wednesday, built the the checkout page on Thursday night for the close on
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Friday. Yeah, we were building the whole the funnel was most I mean the part that got you to buy the tickets was ready when we started the challenge.
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The rest of it we built on the way and some of you may be wondering well why didn't you just have it done before you started the challenge? because it's like when you build a house um you have
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all the the framing happens the fastest, right? Then you put some walls on the, you know, the drywall on the I mean on the inside and you put you hopefully you don't put the drywall on the outside, put the drywall on the inside, put some
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bricks and stuff on the outside and some siding and all that and but you put a roof on all that's you get all the big stuff done and then man when you get down to the painting of the trim and the
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cleaning out of all the dust that's the stuff that takes the longest, right? And so you do it when you have to get it done. And so many people spend most of their life with their finger right over
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the almost button, right? Getting ready. Almost get there. What's that? Getting ready to get ready.
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Getting ready to get ready and preparing to prepare. Like get like it is time to It's go time. It's not get ready time.
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It's go time. And this this training today is going to be about Okay, you guys, it's time to get in the game. So, a couple couple of announcements. Um, for those of you who did the multi-payment plan, your next payment is
Speaker A
due on the 10th. So, you need to get that wire sent off on the 10th if you did multiple payments. Um, if the if the wire is not received by the time uh I don't even know what day the 10th is.
Speaker A
Today's the 7th. So, if the wire is not received by the time the class starts next week, you will not be able to attend the class. You'll be removed from the Facebook group. I'm not being I'm not being hard. It's just a it's the
Speaker A
only way to beat do the right thing for everybody who's already paid. So, so just make sure you get your payments in is basically what that boils down to.
Speaker A
Um, and um, today I'm going to cover um, like creating content, creating your course, making your offers, selling your offer before like you sell it first and you build it when after you sell it. You outline it before you sell it, right?
Speaker A
You have to know what you're going to sell. You have to know what you're going to deliver. But it it's absolute lunacy.
Speaker A
Okay. Did I I hope I used the word absolute and the word lunacy. I think I did. Right. It's absolute lunacy to go into a studio and create something for a bunch of bunch of people who don't exist
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and then go and try to sell it to them and hope they like it. It doesn't make sense. Like this program I am building for y'all every time I have a conversation with y'all. Like I don't remember what I I got started in this
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content creation game so long ago. I don't remember what I felt like was missing.
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I don't remember the questions I had. So, for me to go into a vacuum in my bubble, in my bubble where, you know, money just falls out of the sky, I'm being facitious, but that's how people perceive it, right? Um, to go into that
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bubble and then create something for y'all to do and assume that it's going to make sense to you is insane. And I'm I'm a lot of I'm crazy, but I ain't stupid. I am not insane. Okay? So, so
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I'm not going to do it that way. So, a couple of things. Um, one, where do you get like you got to make a decision. So, what I'm going to do now is I'm going to turn on the whiteboard.
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You guys will probably want to um you guys will probably want to put it in speaker mode. So, you could I want to see all of you because I want to feel like I'm talking to somebody, but if
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your computer's in speaker mode, then you'll see the big speaker mode deal. Um, I probably need to go in speaker mode, too. That way it records it in speaker mode just so you guys when you get the recording you're not sitting
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there looking at uh everybody else. Even though I like seeing y'all y'all probably want to see each just the speaker view. There we go. Okay. So, I thought I sent that to myself. I thought I created a new board. Um
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I'm going to export this to email one more time. just to be sure I did. Then I'm going to create a new board, which I thought I already did, but didn't do it. So, so the first thing you got to do is you got
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to pick Oh, I got to wait. Okay so while it's doing that, Wow, it never takes that long.
Speaker A
It never takes that long. So, the first thing yall are going to need to do is pick a niche, right? Who are you going to serve? How you who you going to help?
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How you going to help them? You should have you should already know that. Wow, this board never takes this long. Quick tip, create your own templates for reusability. Thank you for sharing. Now, just make me a whiteboard so I can write
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on it. Um, while I'm waiting for my whiteboard to catch up, does anybody else have a testimony they want to share? Because I'm I'm waiting.
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I can't write on my whiteboard yet. Hey, I'll just throw this out there while you know me, while you're waiting for you've helped me so much. So, if I can, you know, help the group some more, that would be um more than happy to do
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so. Um, if you guys if you guys want, like I would be happy to um like make some screenshots of like my campaigns or like if any of you guys, you know, like if you want to like hop into like my
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group or see anything that I've done or you have like any questions on like doing this kind of challenge thing, like I was totally new to it. So, like I've learned more in the last like two weeks of just doing this thing than I could
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have ever learned by like reading about how to do a challenge. So, like if you guys I don't know if you all are going to use a challenge model if you're not, but like I'd seen them. I Myers is the
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first one I and only one I've ever been on aside for my own now. But like I think probably the most astounding thing too was I had seen like what Myron had said to us like a week or two ago that
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almost everybody that bought into the boot camp that we're in except for like one person came from the VIP part of it.
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And um having that VIP component was like super smart because all of my buyers I think except for two came from the VIP setup as well. So that was really really key. The other thing that happened which was really interesting
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was I had a lot of people probably at least 20 or so maybe 30 people upgraded from the regular ticket to the VIP partway through the week. So like while you don't necessarily want to focus like a lot of energy on like trying to just
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bring people over to VIP, like just sell the VIP anyway, like it's literally money that you can just use for ad spend and everything else, right? Or just put into your pocket. So, even if it's another hundred or $200 for VIP and you
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sell another 20 or 30 of those, it's not a few grand for yourself. So, like I think I was most astounded that you could actually like make money um presenting another offer. I've done webinars before. You got to try to get
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everybody on a webinar and then whoever you sell is whoever you sell. Like these people are like like please please please tell me when you're doing like another one of these or what else do you have? And that's the other part I
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realized is like I can literally go back to this like tribe of people that I built and I'm pulling the videos down, but I'm actually going to leave the group up. I wasn't going to, but I'm I'm actually going to take the videos out
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and lead the group up because there's all these people are like, "Hey, we met a lot of like friends within this group." And we were like discussing your concepts and I'm like, you know what?
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I'm just going to leave the group up because when I have another challenge or I want to do like a lighter ticket offer like maybe a couple thousand dollars for like less software access and not like a group coaching but more of like a
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self-guided thing like I can just come right back to this group. I bet you there's another hundred software buyers and lighter lighter coaching buyers still within this group of 200 people that I haven't you know that I haven't
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made that offer to yet. So it's like you can keep making offers. Cuz I think that's like what the biggest thing for me was it's like now I've got this group of people. They're all excited. Like don't just don't just get rid of it.
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Like let them hang out there and then like that's a little asset that I have that I can come back to later and sell again to, right? There's like 200 plus people in this group that you can just
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then, hey, I'm thinking about doing this or I've got an offer for this. What do you guys think? like it's just it's like a little pond that you can go to to fish in in order to pull out some more, you
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know, pull out some more uh some more big fish or even a lot of little fish.
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So, uh if you guys have any questions on that, like I would be more than happy to like I mean any questions that you guys have, like I'm an open book, so like if you have questions on like what I did to sell the
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tickets or how I promoted it. Um it was mostly my own list. I did a lot of retargeting ads though to my own list.
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Um, we did run some cold ads. Really, they didn't generate a lot for us. They generated a little bit. But, um, I'm going to continue to promote to my own list the next go around because there's some people that just couldn't attend.
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But, I'm also going to go ahead and really leverage like the partner side of things because now I know I can actually pay out partners, like really all the ticket price if I want in order to let them bring people into my challenge and
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have those people. I mean, I paid out 50% to like one partner that messaged me like, "Hey, can I promote this?" He brought me like 10 or 12 people. Uh so I think I ended up paying him like 700
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bucks. But like now those people are on my list and then next go around I can just you know get a whole bunch of partners to promote this and we're building out the partner campaigns and everything right now to like bring the
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partners on and what you know kind of nurturing them. So like like you said my you can expand your team like I've got somebody like I've just hired this week to spend all their time just building out like campaigns left and right for me
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on all this. So, like if you guys want to see like what campaigns I'm doing or like if there's anything I can help you on, like I would be more than happy to because I'm like I'm a firm believer
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that this stuff works amazing. So, there's anything I could do for you guys if you want to tag me in the Facebook group. And if you're like, "Hey, Matt, what did you use for emails?" Or like um I would say even just the psychology of
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how you sell it like is so so important. Like Myron told me to like didn't you tell me Myron to take it from I was thinking 3,000 and you said sell it for six. I mean I would have sold it for
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three and I would have made half the money. So I sold it for six and I made twice as much money. So um and can provide more value. So just some of the psychological things along the way of
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like having people apply and then keeping those people on the Zoom separate as you let the general admission go. Like there's just like if you like people said or like Myron said, you want to create an environment where
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people want to buy and I think that challenge model really did a great job of that. I just had people naturally not a lot but people naturally starting to ask partway through like hey like do you have some other training or do you have
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a mastermind or do you have a course and it just kind of naturally allowed me to say hey you know people are asking about this. We're you know we're going to be opening up a coaching program but you
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know we're not taking any money today. just if you're interest, you know, like if if you want to be considered, there's only going to be 40 spots, there's over 250 of you, you need to get your application in. So, I I followed exactly
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like what we saw Myron do and and that worked beautifully. I got like 70 applications. Um that was just astounding to me. But again, it's an environment where people want to buy.
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I've never really liked one-on-one kind of selling. I've always sort of liked a group so group kind of thing. And if you're not really um maybe if you don't if you haven't done a lot of one-on-one sales, like I've really not done a ton
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of one-on-one stuff, this felt really good because it was like the exact opposite of any kind of pressure. It's like the group setting and naturally setting it up to where people have to apply and then show up to hear about the
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opportunity and then it's limited. it just like people like sell themselves. Like you there's zero pressure at all.
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The only quote pressure is that you set an amount of people that you're going to accept and you just make that clear like I'm only I've only got room to take 40 people on and there's this many of you
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in this challenge. Like that's the only and it's real scarcity, but it's like that that along with just everybody seeing everybody in this group. It's it's got that live kind of event feel to it, but you know, it's much easier to
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run. It's virtual and like and you only do it for an hour or two a day. It's an hour or two of work work a day. Think about that.
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I told my wife I'm like I I'm like she's like you just listen this my wife said she's like well you just need to do one of these every month. You just need to do and that's an easy 200 grand a month.
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Yeah. Yeah. Exactly. So I'm like I'm going to get a dedicated space here where I can just leave my leave my video set up, you know, like just leave it all there and then we'll just promote it and
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just show up for a couple hours a day and do it. And once you've done it, what's so cool is now you can just reuse like you know this, right? You just reuse like pretty much all your emails
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or all your structure. You already know how it's done. It's like it's going to take me a quarter of the time to run this next time as it did this time.
Speaker A
Absolutely. Absolutely. Good stuff, Matt. Matt, thank you. Um I don't my vibe is Thank you, man. I wouldn't have done it without your help. So, well, I'm I'm glad I'm glad it worked out well for you. And the fact that one of the things
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that to me is so powerful about your testimony is the fact that people can see that it doesn't just work for me because I have some kind of special superpower. I'm from planet golden or whatever it is that people think and oh
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yeah, Myron just he breathes and you know, and it doesn't it's the same for everybody right?
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I think the most powerful thing I think the most important thing you said was like you just need to make offers to get better at making offers, right? Like Exactly. Because now that I've had like this win, it's like, oh my gosh, it just
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compound it, right? It's just like I could go do another one of these, like I think that's probably the best part of it is like once you get that first just just get an offer out there. Like doesn't matter if it's a
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little bit of like you're going to make some money. Like it's either going to be a little money or it'll be a lot like even even if it's not great, you're going to make some money, right? But you
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got to make an offer. So, so, um, my while my vibe board is like being bipolar, because I've never had this happen before, ever. Like, I've been using this thing and had no issues with it. But, of course, when I come on to
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train you guys, it starts acting goofy. So, we're going to let it act goofy. I'm going to show you what I had to show you anyway. Um, I was just going to say I was going to write on the board, but I'm
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just going to say it. Um, what you need to do is you need to pick who you're going to serve. Is it going to be in the health, wealth, or relationship niche?
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So, you pick like pick one that works for you. Um, don't make the mistake of thinking that you already have to be an expert. You don't have to be an expert.
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You can be an expert. You can be a reporter. You can be an interviewer.
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Like, you can interview people who are experts. And I'm going to show you what I'm talking about. I've got I I have all these examples around me. So, ask yourself a couple of questions when you get ready to create your coaching
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program that you're going to sell, whatever that is. Um, and maybe you're going to sell it for $1,000 because that's all you feel comfortable with. Uh Matt said that, you know, he had he set aside his expectations for what he was
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going to do in his challenge. When I did that first challenge last month in March, when I did that challenge, I had no idea what to expect. So, I bought Natasha Hlett. Natasha Hlett is the author of this book, Unstoppable
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Influence. I haven't read it yet. She's a dear friend of mine. Um she is the author of this book and she's the person who introduced the concept of doing challenges to the ClickFunnels community, right? She introduced it back
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in 2018 and I said, "Oh, okay. Well, I need to do a challenge." Right? Never did anything with it. The two 2018, y'all, don't y'all wait three years just because I did. Okay. Hopefully y'all smarter than that. Okay. So, okay. I'm
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going to do a challenge. So, I bought her course, which was $1,000. My son went through it. He built the funnel, right? Um, and I I didn't go through it. I went through some of it and I was like, "Okay, I'm just going to
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I'm just going to do what works in my head. I can like I can do that because I know how to sell stuff." And sometimes when I try to sell stuff the way other people sell stuff, it just doesn't work
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for me because I am so I'm I'm low to no pressure sales. Either low pressure or no no pressure, right? I don't like one or the other. Low or no, but I'm not going to do like I'm not going to do
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intense high pressure. I I remember I I used to speak for um for um Success Resources. Success Resources puts on like hundreds of seminars all around the world, right? They they put 20,000 people in a room for Tony Robbins in
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Europe or 8,000 people in Russia for Tony Robbins, right? So, they had me come over. I was speaking, Gary Vee was speaking. They had all these other speakers speaking. And I got up and I presented. I made my offer and a couple
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people bought. And selling in the UK is very different than selling in the US.
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And so um and so some of the people didn't vibe with me that great in the in the UK. And I didn't make that many sales. I mean it was it was compared to what I usually do. It was a miserable
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flop. But I like I don't care. I'm I mean I care but I'm not I'm not going to and they're like my you need to push hard or you need to push hard. I don't push hard. That's not that's not how I
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sell. I'm not going to start selling that way because y'all want me to do it either. Right. And so, and I'm telling you that because like I had no idea what to expect when we launched this challenge last month. When we did the
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challenge last month, if we had sold $7,000 worth of tickets and $15,000 in coaching, I would have felt like it was a great success. Okay? And I'm Myron Golden and I have a following and all that other stuff, but I had never done a
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challenge before. So, I didn't have some out of this world expectation of some crazy thing that we're going to do a hundred,000, 200,000, 500,000, a million dollars. I didn't like when we got up to when we got up to $15,000 in ticket
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sales. I'm like, we sold $15,000 worth of tickets. We haven't even launched this thing yet. I'm like, this is amazing, right? And and I'm blown away because I didn't know what to expect.
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I'd never done one before. Then we got up to 18,000. Like I called my son, Anthony, we're up to 18,000. He said, "Dad, I don't really like to know until we're done when it's over. Then tell me when when when it's time. I don't want
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to really want to know." I'm like, "Really? That doesn't get you excited?" "No, not really." "Okay, so we're different." So cool. So, and then it got up to 25,000. I'm like, what is this?
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Then it got up to 30. I'm talking about ticket sales. Then it got up to 35. I'm like, is this going to stop? 40, 45, 50, 55 $59,000 worth of tickets. I would have been ecstatic. Now, hear me now. Look at my
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guy giving eyeballs. I would have been ecstatic if we had sold $59,000 in coaching on the back end. I would have been ecstatic. We sold $59,000 worth of tickets. I'm like, well, we should probably sell a hundred or $200,000
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worth of coaching. I have no I had no idea what to expect. I knew the challenge was fun for me. It was fun.
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For the people that were on it, it seemed like it was fun. So, I'm thinking, you know, it should do pretty good. We did over a million dollars in coaching sales. Right at a million, a little over a million dollars in
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coaching sales. What is this? Right. So I didn't know I didn't have some grand expectation like my expectation is big but my expectation for positive outcomes generally are big but my expectation for a particular thing I'm working on I
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don't just make something up randomly and expect like I'm going to do a challenge and do $4 billion like that would have been as like I just I knew we would make sales and I I trust that people were smart. My way of selling is
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so different. I trust that people are smart and they're going to do the things that are in their own best interest. And if it's in their best interest to buy, they'll buy. And if it's not in their best interest to buy, they won't buy. At
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least according to their own intelligence. And I trust their intelligence about their stuff. And like if you will approach selling from a serving perspective similar to that, it doesn't have to be exactly that. I think you'll be shocked at how people when
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they feel respected and they don't feel manipulated, they are happy to buy from somebody who treats them with respect like an intelligent person. I don't know that that's just my way. Okay. So, so all of that to say this, I had my
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outline which I was going to show you on my digital whiteboard. I had my outline created for the challenge for what I was going to teach on the different days of the challenge. And so my son and I, we
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went back and forth cuz he had stuff he thought we should put in there. I had stuff. So he built out the thing and then I went and changed the um copy. And so we finally got it. Okay, we're good
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to go. And then I had to start building these manuals, right? So don't make all I'm telling you all of that stuff so you don't make the mistake of thinking I got to go get all this stuff ready so I can
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get started. No. Time out. You got to go get started so you can get all this stuff ready.
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Get in the game. How many of y'all heard me wave at me? Get in the game. Stop getting ready to get in the game. Stop getting ready to get ready to get in the game. But coach, you don't understand.
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My jerseyy's in the washing machine. Go get your jersey out of my washing machine and get in the game. But I got to put it in the dryer. Don't put it in the dryer. Get your butt in the game.
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Okay. All right. Do Am I fussing at y'all like a coach? Do y'all do I sound like a football coach? Good. Okay. Get in the game. Okay. So, uh, pick who you're going to serve and then start doing some research. How do you do
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research the people you're going to serve? Is there a book written to those people?
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Are there multiple books written to those people by different authors? Is there are there magazines for those people? Are there television shows for those people? Why do I want to know that? Because I'm I'm want to sell something that's never been sold before
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to people who don't exist. No, don't do that. Nobody's ever sold this before. If nobody's ever sold it before, that's not a good place for you to start. If you want to go figure out later on if somebody you and if something will work
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that nobody's ever sold before, do that then. But if nobody's ever sold it before, don't be the first.
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You want to sell in an arena where there is competition. Did y'all hear what I said? And then just be better than everybody else. Or as the title of the book is called, be so good they can't ignore you.
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Like when you show up, show out so much that everybody say, "Well, who that? Who that is?" Right? Okay. So, um, I talked about the interview method.
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So, while I'm talking about the interview method, I want to show you a couple of different books. I bought this probably 15 years ago.
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Hopefully, y'all can see this. This is called the 12-month millionaire. This is a book that was written by a guy named Vince James. He did over $100 million in sales in 12 months. See how thick that is? That's really thick. It's really
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It's really good, too. Okay, but it's they're they're one-sided pages. But even with one-sided pages, this is three, this manual is over 300 pages long, right? So, it'd be 150 pages if it were if they were double-sided. But this
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manual, it was written by um by Rick uh Rick James. No, not Rick James. Vincent James. Vince James. Vincent James. Not Rick James. Rick James the wrestler, right? Vincent James. Okay. And Russell Brunson interviewed Vince James. Okay.
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He interviewed him. He recorded the interview. He paid Vince James $6,000. Said, "I want to pay you like $6,000 to interview." I think it was like $1,000 an hour. It's like a six-hour interview.
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He interviewed the guy and had the guy sign a release so he could use it. Bought the reprint rights of this book. This was a product that Russell Brunson sold. I don't remember how much I paid for it. I think I paid
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$300 for the book and the audios, right? And I've got the book and the audios.
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And I went through the whole thing and it was it was fabulous. But I'm showing you Russell didn't write this book. He interviewed a guy and then got the guy to sign the let him sell the book.
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Right? Okay. So, that's one way you can do it. You don't have to be the expert. You can be the you can be the interviewer. Now, I want to show you another book. How many of y'all How many of y'all have
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seen this book? 30days.com. How many of y'all seen that book? How many of y'all have read that book? Okay.
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Who is the Who does the Who does it say um on the cover right at the top in the red? Who does it say is the author?
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Somebody tell me. Russell Brunson. Russell Brunson. Guess who did not write one word in here?
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Russell Brunson. Russell Brunson. Russell Brunson got a bunch of his inner circle members to be interviewed on what they would do if they lost everything they had. What would they do to get it all back in 30 days or less? By the way, this book is
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phenomenal, right? How many of you do not have this? Okay, if you don't have it, I'll send you a link. Like, if you want one, I think, and I think it comes with the one funnel away challenge is
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like a hundred bucks, but um this book is phenomenal. So, one of the people in here that wrote a chapter, and I don't know what page it's on. I should know what page mine's on, but I wrote a chapter in here, right? So, one
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of the people who wrote a chapter in here is me, right? And so what's interesting is I had to outline exactly what I would do day by day every day for 30 days. Russell paid somebody else or partnered with somebody who interviewed
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all of us. Took all of the interviews, put them in a book, had videos, audios, and the book. And this this funnel did over a million dollars interviewing other people.
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Are y'all picking up what I'm putting down? I'm I'm just like you you think you think you have to do all this getting ready. She set up the interviews and uh Bailey Rich Richard uh Richard Richard or Rickard Ricker whatever her
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name is. Bailey, her first name is Bailey. She interviewed me. She interviewed all these other people. Um she did um a a 30 minute video video interview just talking to us and then 30 minutes with us going through the funnel
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that we used to make a million dollars. Like seriously, that's the book. And she interviewed all those people. I'm saying it doesn't have to be you. One of my favorite books um is Five Things a Millionaire Taught Me by John. He's got
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two first names. First name has a middle name, but I I don't remember his last name, but the name of the book is the Five Things a Millionaire Taught Me.
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Right. No, he's he didn't say I'm a millionaire. He said five things a millionaire taught me. Do you realize you could write a book called um what I learned from reading 10 books on how to be a millionaire? That can be your
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coaching program. It's like, stop making this so stinking hard that you got, well, I got to get ready to get ready and I got to go that because the the cultural hypnotic societal mechanism has programmed us to believe that we got to
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go and get somebody else's stamp of approval. I am amazed. I'm blown away that American Idol, America's Got Talent, and all the and UK's Got Talent and all the rest of those things. I'm I'm blown away that they have
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uh what's the word? Mind blinded people into believing they still need somebody else's approval in order to be a singer or a dancer or an actor. Like all you got to do is go find your peeps. If I'm a singer, oh, I ain't
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going to wait for nobody give me permission. I'm gonna tell I'm gonna turn my camera on. I'mma pick up my guitar. I'm gonna start singing. And my people going to love my voice.
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And if you ain't my people, I don't care if you don't love my voice. Cuz I'm going to tell you something. I've heard people on the radio before and I thought to myself, how if that dude can make it
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singing like anybody can do anything like for my own personal taste, for instance, Neil Diamond, great name, Neil Diamond, got one of the worst voices I've ever heard, but he's a singer and he sold millions of dollars worth of albums. So
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look, look, you don't you nobody's for everybody. So let your message get out there and resonate with your people and then find some books on the subject. So what you want to do is it done? It's not done. Wow. I don't This doesn't make any
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sense. So anyway, I'm I'm going to keep on showing you books because I want you to I want you to get like do some research. Find some books on the topic, right? On what topic? Okay. So, this is
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my book, From the Trash Man to the Cash Man: How Anyone Can Get Rich Starting from Anywhere. I outlined the book.
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Okay, I'm going to tell you all a little secret now. I outlined the book and then I wrote it. You know how I wrote it? I I sat my son down.
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So, it was my son Adam, my oldest son be before he passed away. I sat him down. I taught him these principles and I recorded it while I talked it to him.
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Then I sent it to I sent took then I got it transcribed and I took the transcription and sent it to an editor and the editor turned the transcript into a manuscript.
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That's how I wrote this book. I wrote this book in three days. How'd you write a book in three days? I recorded it.
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Sent it off to get it manuscribed. Sent off to get it trans I mean transcribed.
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Sent off to get it manuscribed. Bada bing bada boom. My nephew Daniel, who's a graphic designer, he designed the cover. Bada bing, bada boom. I paid him 500 bucks. I didn't ask him to do it for free because he's my nephew, right? Bada
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bing, bada boom. He was a teenager. Okay. Um, and I got a book. This we've sold over 150,000 copies of this book.
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I, if I wanted to, this book is a $20 book. I could take the from the trash man to the cashman. And I could turn the concept. I could turn it into a coaching program. I could turn it into um um
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cashman money machine coaching, right? And turn into cashman money machine coaching. Sell it for a,000 bucks on a webinar. And all I do is teach the concepts in the book, but I teach it via video and go into more detail into each
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one of the concepts. Are y'all understanding how this works? Stop making it some hard thing. This guy Joe Vitali, Joe Vitali wrote a book called There's a Customer Born Every Minute.
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You know where he got the idea for that book? Does anybody know where he got the idea for that book?
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Nobody knows. PT Barnum. PT Barnon wrote a book called There's a Sucker Born Every Minute. Joe Vitali took the probably probably took probably took the um public domain version of that book and turned it into this book and put his name on it. So,
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public domain, what's public domain? Public domain means the the copyright has expired which means nobody owns it which means everybody owns it which means you can go find something in the public domain right now and you can like redo it add a chap like
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you can take a public domain book and add a chapter at the end of each chap a page at the end of each chapter a chapter at the end of the book and you can say you wrote it or you can say you
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and the person who wrote it wrote it like stop making this stuff hard see I believe one of your biggest problems you Being those of you who are still getting ready to get ready, your biggest problem is you are a hardolic. Say, Myron,
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what's a hard? I never heard of that before. It's somebody who's addicted to difficulty.
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You need to stop being a hardolic and start being an easiologist. What's an easiologist? Somebody who practices the science and the stud and the art of ease. Stop doing stuff the hard way. Do it the easy way. One of my favorite one
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of my favorite people in history is uh Sir William of Aam. He wrote a I mean he came up with the principle of AAM's razor. Y'all familiar with AAM's razor?
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Anybody not familiar with AAM's razor? If you're not familiar with it, wave at me. Okay. So, AAM's razor occam was a mathematician. He came up with this this concept. Um that's basically, this is not the exact quote, but this is
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what it basically means. Usually the best solution for any problem is going to be the simplest solution.
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So when my son and I and my daughter and I when we're working on stuff, we always try to figure out how can I outcomes razor this? How can I outcomes raise her this? How can I outcomes razor this?
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Stop looking for the hard way. When you were in elementary school and you did 15 time 20, for instance, and you said, "Okay, 2 * 1 is 2, 2 * 5 is 10, that's 30." Um, and zero. So um, and so bring the zero.
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So that's 300. So 15 time 30 is 300 and you did it that way and you just wrote down 300. They said that's wrong. You need to show your work and they wanted you to do it their way.
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Now a lot of people don't realize I wish my board was working. One of the reasons one of the reasons the easiest subject in school was thought of as the hardest subject in school is because they intentionally teach us math backwards.
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Why do they intentionally teach us math backwards? intentionally teach intentionally teach us math backwards because um if they teach us math backwards then what what'll happen is it makes it easier for them to take take our money when we become adults. There's a there
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is a culture in the world who's better at math than every other culture. What culture am I talking about? What culture? The somebody unmute and tell me.
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Asian culture. Asian culture. That's right. Asian culture. Do you know why Asians are so good at math? because they learn how to do math on an abacus. What does that mean? That means they learn how to add from left to right. They always add the
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big numbers first. We do the small numbers first and have to carry. That's why they're better at math than we are because when they learn the basics, they learn the basics the same way we count money. Like, it's so crazy to me. It's
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insane. It's It's a level of insanity that doesn't make any sense. Well, I guess all level no level of insanity makes sense, right? That's why it's called insanity. Okay. Now that we got that taken care of, so if I'm counting
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money, if I'm counting money, let's say I'm counting some of this money I have in my hand, right? So if when I if I'm counting money, I don't just say, "Okay, 5, 10, uh, 20, then 30." I don't and
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then I got some ones. Like, nobody counts money like that, right? And when I'm counting money, I don't count the ones first, right? I don't count the little bills first. When I'm When you're counting money, how do you count it? How
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do you all count it? Don't you count the big bills first? Count the small bills last. Right? So, so when I'm counting money, here's how I do it. Okay? 50 100 120 40 60 802 3 220 240 250
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255 $256. That's how we count money. We count money with we count from we count from we when we count money, we count from left to from left to right. But when we learn how to add or when we
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learn how to add, we learn how to add from um right to left and we wonder why our children struggle with math. They struggle with math because that's what it was designed to do. Anyway, that's a different story for a different day.
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Okay. So, so um is there a book on it, man? How about this? You find a way to combine your niche with something else that you care about, right? Like I love teaching the Bible. I love it. It's it
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to me I I think the better somebody understands the Bible, the better they understand life. Now, there may be people who don't believe that. And that's okay. They've been wrong before, they'll be wrong. I'm just joking. Okay?
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I I I'm I'm just joking kind of, right? So, so I believe the Bible, but I'm not trying to get other people to believe the Bible. It's just the perspective that I teach from because that's the perspective that I have. I can't teach
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from your perspective. I don't have your perspective. I can only teach from mine. Right? So, one of the things I do is I read books that teach business based on Bible because I love teaching business.
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So, I've got Rabbi Daniel Lapens, Business Secrets from the Bible, one of my favorites of all times. I've got Rabbi Daniel Lapins, Thou Shalt Prosper, another one of my favorite books of all time. So, now what did I do? I took
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business, a concept of business, combined. So, Rabbi Lapen took the concept of business, combined it with Bible, put them together, and bada bing, bada boom, he's got a he's got books.
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Guess what? I have a I have a membership site called what? Bible Success Academy.
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Right? So, I've combined different things that seem like they're not related together so that they can be synergistic with each other. Okay? So, what else can I do when I'm creating content? Well, I can write about people that other people know about. Um,
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Carmine Gallow, I told you all about Carmine Gallow. He wrote the innovation secrets of Steve Jobs, right? He also wrote the presentation secrets of Steve Jobs. And I'm not telling you this because you need to read all those
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books. I'm saying look, go figure like go research somebody who you think is awesome, who you think you if you taught their life lessons, other people's lives would be better. Somebody wrote this book. Somebody named Vern Harish wrote a
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book called Mastering the Rockefeller habits. What you must do to increase the value of your growing firm. Okay?
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Mastering the Rockefeller habit. I'm not saying go read this book. That's not my point. My point is this person's name is not Rockefeller. They're just writing about Rockefeller and that's their book.
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If it can be a book, it can be a course. If it can be a course, it can be coaching. Are y'all picking up what I'm putting down? Here's another book called What Would the Rockefellers Do by Garrett B. Gunderson. Garrett Gunderson
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is that's that dude's fire. Um, he's got a podcast. I don't remember the name of it, though. Anyway, he wrote a book called What Would the Rockefellers Do?
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How the wealthy get and stay that way and how you can, too. Right? He's telling somebody else's story. So what's he doing? He's borrowing a story to build a story. He's borrowing principles to He's borrowing authority to build his
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own authority. Right? This is stuff is not hard. How about this? This is one of my favorite books of all times. By the way, I have a program that I used to sell for9.97.
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It's called the success operating system. Now I included in some stuff, but I don't sell by itself. This I got part of the idea for um success operating system from this book right here called Future Diary by Mark Victor
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Hansen. Y'all heard of Mark Victor Hansen, right? Co-author of Chicken Suit for the Soul, co-author of Million1 Millionaire, co-author of Creating Wealth. Well, this book right here has in it um probably feels like about 70, 80, 90 pages. Okay. Um 86 pages. Here's
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what's cool, though. Y'all ready? It's got 86 pages. It's got a picture on one side. It's got some words on the other side. This is called future diary, right? And so you go in here and what you do is he shares
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some principles over here and then he the next page is blank. So you can write what you thought of as a result of what you read over there. Now how many of y'all could write a book with 86 pages
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if every other page was blank? Right? Here's another picture. Big picture, few words, few words. Big blank page. Big picture. Big picture. Few words. Blank page. This has got to be the easiest book that has ever been written.
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Easiest book ever written. LIKE LOOK BIG. LOOK HOW BIG THAT PICTURE IS. The picture's taking up most of space. And then and oh you say m the whole book ain't like that. THE WHOLE BOOK a big picture.
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Little bit quote up here, little bit quote down there. And then hey, you go write some stuff. I'm going to sell you some books. I'm going to sell you a book that me and you going to write together.
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So I created a book like a workbook like this in one of my coaching programs called Write the Vision. So I put a quote on it or write a page and then they write the next page. Write a quote,
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they write the next page. Like that is an exercise that all of you could throw into whatever course you're creating by giving them work to do because if you do it, they might get it, but if they do
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it, they have to get it. Are y'all with me? And I know I'm I know I'm I'm ranting and raving, but I want you to understand how to think like a content creator, think like an author. Right?
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Here's a here's one of my favorites by Mark Kohler. Mark Kohler's a tax attorney. He wrote a book called Lawyers Are Liars, the truth about protecting your assets.
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And he basically teaches you concepts for protecting your wealth in his book, Lawyers Are Liars. He's a lawyer.
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He wrote Lawyers Are Liars. Is that an is that a pattern interrupt title? Absolutely. Like you're like, I got to read that. He's an attorney at law and a CPA. Another one of my favorites. This is one of my
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favorite titles ever. Liquid Millionaire: How to Make Millions from the Up andcoming Stock Market Boom by Steven Sutherland.
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Liquid Millionaire. What's he writing about? He's teaching you how to invest in the stock market.
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Okay. You say, "My what are you doing?" I'm showing you that like expand your mind what's possible for you. Here's one. Here's another one that would go with the Rabbi Daniel Lapen collection, Anointed for Business. This is somebody
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who's teaching biblical principles of business. Again, how about this one? Robert G. Allen. Where's his other one?
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Here it is. He's one of my favorite authors. Robert G. Allen wrote the book Multiple Streams of Income. By the way, you know where Robert Allen got the idea for multiple streams of income? You know where he got that idea from? Got it from
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the Bible, from Ecclesiastes. A dream cometh through a multitude of business. Multiple streams of income. He wrote a book about it. Book became a bestseller.
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Boom. He said, "Well, you know what? Why don't I add a word to that book? I'm gonna add a word to the title." I wrote multiple streams of income already.
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Might as well write multiple streams of internet income, right? Oh, by the way, when I I was at the bookstore, this is probably back in 1980.
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It was long time ago. Um, so the first and I I said multiple streams of internet income. Sounds interesting. Oh, look. It's by Robert Allen. Let me see what he said. The first chapter hooked me. Guess what the name of the first
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chapter is? Show me the e- money. How to earn 24,000 in 24 hours. This was Yeah, this was this was in the 90s because this was before I'd ever even like I would have liked to have made 24,000 in
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24 hours, but like I didn't know how I was going to make 24,000 in 24. And I read that chapter. I'm like that's so good. And so I bought the book and took it home and read the book. I'm like this
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makes so much sense. This is the book that taught me you got to have an email list, right? I learned that from that book back in the 90s, right? Can y'all tell I've been doing this stuff a long
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time. Okay. Um Um How about this? Find a group of people that you want to speak to. This is one of my favorite book titles ever. Y'all ready?
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Getting black folks to sell by George Sabirus. Samira. This book is phenomenal for anybody, but getting black folks to sell basically is about, you know, um through the institution of um of in being through be through the institution of being enslaved in the
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United States of America and other countries, black folks got this idea. If I want to start a business, I need to start a service, right? Janitorial service, lawn care service, drywall service service service service service. He said, "What you need to do
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if you want to write your own paycheck is learn how to sell something." So getting he wrote he wrote getting black folks to sell like I've got a friend what hey hey Barrett Trevor how much do you think black CEO has made since he
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started four five six million maybe maybe more probably I have no yeah it's still growing tons yeah still growing how many members are in the Facebook group oh 3500 35,000 yeah something like that 35,000 and he does events all the time
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makes offers right continuity program what's and continuity programs. It's called Black CEO. So getting black folks to sell like a book for a specific ethnic group, right? He wrote another one called Black Folks Guide to Making Big B in America. Same guy, George
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Sabir. Stop making this stuff hard. What What do you care about? Where is the intersection between your passion and your proclivity? The thing that you love and the thing that you're good at. Where do those two things intersect? That's
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where you should be teaching. That's your sweet spot. Okay? And I know I know I'm going on and on and on forever, but I'm doing this for a reason. I want you to understand there are so many different directions you can go. There's
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this guy named Dan Penna. Dan Pena. So Dan Pena is um he's an older white dude probably in his 70s or 80s. Like he has a coaching program. He loves cussing people out, right? He's got I'm I'm I'm
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just keeping it real, right? He's got a castle over in Ireland. He brings people over to his castle for his mastermind.
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They pay him $30,000. I know Dan Lockach is one of his students. I don't know any of his other students, but he wrote a book called Your First 100 Million: The Risk Takers Creed: 33 Secrets of Super Success to 8 The Eight Steps to Instant
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Change. Okay, so he's got that big old thick book, but and this is this is 400 and something pages, 450 something, 470 pages, 470 page book on how to create wealth. Um, Wade B. Cook Wade B. Cook is also the author of um
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the Wall Street money machine volume one two three and four I think volume ones two and three and great red light green light this guy wrote a book called success American style built like a multiundred million dollar stock trading company and training
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company to teach people how to trade in the stock market Darren Stevens this guy no not Darren Stevens from Bewitched y'all older people no this is Darren Stevens he's he's over in Australia um a good friend of mine who's an
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entrepreneur over there one of the most brilliant people I know of, he wrote a book called The 10-Day Turnaround: How to Transform Your Business Virtually Overnight, right? Like, so what is he selling there? He's selling speed, right? This book, The Entrepreneur
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Revolution, written by one of my favorite new authors, Daniel um Daniel Priestley. He also wrote Oversubscribed.
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He also wrote um he also wrote the um key key person of influence and the 24 assets. So, how about this? People teach people how to speak. All of these things that there are books on. If there are
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books on it, there can be courses on it. If there are courses on it, there can be coaching on it. Okay?
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So, speak and grow rich. Speak and grow rich. Oh, Think and Grow Rich. Hey, how about I do Speak and Grow Rich? Right.
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Could if I was going to teach people trading in the stock market, could I write a book called Trade and Grow Rich?
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Right. Right. If I was teaching people real estate, could I do real estate and grow rich? Right.
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But let's say rich is not rich is not the outcome. Let's say let's say um how about how about I I wrote a book. What if I'm in the fitness space and I or a health space and I wrote a
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book called Eat and Grow Fit. You there's so many different ways you can go with this stuff, y'all. I wrote a book called Click and Order for Brick and Mortar: Online Strategy for Offline Market Domination. This is a book on
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integrated marketing. How you can offline businesses can capitalize on the internet. Unstoppable influence. How to protect your brands. Trademark uh the business owner's essential guide to brand protection.
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Persuasion by Robert Cchaldini. Here's another one that would go with the Rabbi Daniel Lapen collection. Rich God poor God. Right. He said rich dad poor dad. Who? Rich God poor God. What's that mean? Well, some people believe that you know God wants you to be rich.
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Other people believe God wants I haven't read it. I'm just assuming that's what it's about. Then relationships, uh, cherishing and challenging children.
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There's a book on parenting. YouTube for business. One of my favorite authors ever, maybe.
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Yeah, certainly one of my favorite authors ever. Robert J. Ringer. Action. Nothing happens until something moves.
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Robert J. Ringer, one of my favorite authors of all times. His newest books are better than his older ones in my opinion. Okay, I'm not even going to show you that. Um, this is this book right here. One of the best marketing
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books you will ever read, even if you're not in that space. Gym Launch Secrets by Alex Hormoszi. Alex Herozi was a guy who was um in who's in Russell's inner circle with us. Dude is brilliant. Built a company that does over a million
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dollars a week in sales. Outlines his whole con all of his concepts in gym launch secrets. How about this? Dan Henry, y'all know who Dan Henry is, right? So Dan Henry, Dan Henry, digital millionaire secrets. The first five
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months he wrote this book, he wrote this book. Hear me now. He wrote this book for the purpose of selling his coaching.
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And at the end of every chapter, he tells people, "Go book a call. Go book a call." Or he sends them to a website where they can see a bunch of testimonials and then they go book a call. This stuff is not hard. Jim
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Edwards copywriting secrets. Everybody needs to learn how to write copy sales copy. Copywriting Secrets. Or how about this? The expert secrets trilogy that has four books in it. So it's a trilogy with four books. Okay. Anyway, some of
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y'all get that on the way home. Okay. Russell Brunson wrote a book on.com secrets, expert secrets, traffic secrets, and unlock the secrets. All I'm saying is stop making this hard. All you got to do is pick your niche. You don't
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have to go through all these books. That's not my point. My point is like if that much content has been created around it, it's been created because it's been sold. And it's been sold because people buy it. And if people buy
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it from them, they'll buy it from you. Because when somebody learns something, it reveals to them how much they don't know. The more we learn, the more we feel like we don't know. And so that's why we are constantly consuming. I am
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always listen I'm listening to an audio book right now called the values factor by John D. Martini. I'm I'm always I want to learn I want to learn perspectives all these different perspective on the mind. See, because I
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believe the mind, the mouth, the muscles, and the money are the things that we use to make money. So, if I can figure out how to better use my mind, better use my mouth, better use my muscles, or better use my um better use
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my money to make money, if I can figure out how to make any one of those more efficient, then my life is going to be better. But not only is my life going to be better, but the people I coach, their
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lives will get better. Y'all see how I did that? Y'all see how all that works?
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Is anybody feeling a little enlightened? You don't have to read all these books. That's not my point. Um, my point is you got to create an outline, which is what I was going to show you how to do. But
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my whiteboard just totally went on strike on me today. But that's okay because I was still able to get through it. I'm going to pick up where I left off next week when we do um this again.
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But I'm going to answer a couple of questions before we go. And then next week, I'm going to show you how I go in and actually create content. But here's what I want to tell y'all. go out this
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week like go create an outline for what whoever your whoever your target audience is. Let's say you're going to do 12 weeks, right? So, what you need is you need 12 major points. If you're going to do eight weeks, do eight weeks.
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If you're going to do six weeks, six weeks, four weeks, four weeks, like the millionaire mindset makeover was four audios, right? Don't think Don't make something small and easy to launch so you can grab all the money that's on the table in
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front of you and rake it in. Then you can worry about the rest of that stuff later, right? Create. Okay, my but I don't I don't I don't know how to sell them multi. Good. Create a $497 offer
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and sell it as a coaching offer and then coach those people and get some success.
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Get a success story and then start telling everybody their story. Okay. So, Dr. Marty, you've got your hand raised. What's your question, sir?
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Thank you, sir. uh psychology. Yes. What is your psychology when you think about okay setting your price? And now you talked about value before with us, but I I've I've been just watching you through from the fiveday challenge to where we are now
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and to this previous the next five day challenge you just did. What has been your psychology as far as setting price levels as you go along?
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Okay. Well, one, the first thing I got to do is I got to ask the question, how much money do I desire to make? That's where it starts, right? Okay. Then I ask the question, what value do I have to give this person in
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order for them to feel like, hey, if I pay him this much money, it's going to be way more than worth it, right?
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Okay. And so, so first, how much money do I want to make? Because, and then once I figure out how much money and I, and I I think I covered it in the challenge, how much money do I want to
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make? Period. How much money do I want to make per sale? Right? Then I want to ask, how much work do I want to do? Like I want to do the minimal amount of work necessary to get you the result. Not
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because I don't want to do the work to make the money, but because I don't want you to put off making the money further and further into the future. Does that make sense?
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Okay. Yeah, makes sense. But how how would I convert that into what I do?
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Because money is obviously involved at some point for them, helping them improve their money, but initially it's going to be around what's going on with their health, you know, their body and and things like that, right? So, why do they care about their
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health and their body? I know why you care about it. Why do they care about it?
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Without it, they nearly won't be here without it. Uh, you know, and and you know, they won't be able to spend time with their family, these kinds of things. Yeah.
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So, they have time. They have more time. Yeah. They have more energy. What else do What else do they want? Why else do they want to have health like well they they they want to be able to uh
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go out and do things in their lives you know have more energy to go you know travel you know uh visit with family uh start a relationship if they don't have a relationship it's like it just that impacts every aspect of who they are as
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a whole person. So as a as as a as a natural doctor you you you understand the concept of um propriioception right like how our body moves space propriioception. Okay. So, think of it like this. I was I bought this
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biohacking machine. This it's it was $18,000 and it's electronic stimulation machine, right? So, what it does is it it um it resets the the electrical signal in your nerve channels, right?
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So, to eliminate pain and to free up like to create more mobility and even to create strength, right? So, I went to the training on this thing because physical therapists were there. Um Robbie, have you heard of the new fit
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newbie? Are you familiar with that device? Okay. Okay. So, you're familiar with the new fit. Okay. So, so I went to a training. Everybody there except me and one other person or me and two other people. Everybody else was doctors. They
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were either physical therapists or doctors of osteopathy or doctors of chiropractic or something. Everybody else was a doctor, right? So, one of the things that the guy talked about which was really phenomenal was um this concept of propriioception. You ever
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notice that some athletes when they do their athletic performance, they're better one day by leaps and bounds than they are a different day? Mhm.
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Because your mind, your subconscious mind, its primary objective is um self-preservation. Yeah. Okay. So, so even though my conscious mind knows how to hit a golf ball 270 yards down the fairway and I care a lot about that on a conscious level,
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my subconscious mind cares more about me not pulling a muscle in my back or in my hip flexors.
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Right? And so my brain will not allow my body to move in a way that I desire it to move if like everything ain't working like it's supposed to. So that's why it's important to warm up and it's important
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to stretch and it's important to do strength exercises before I go and try to do some physical activity. Right.
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Correct. Okay. So think about like you selling propriception and I want you to think about you being their conscious mind of your client and their motives being their subconscious mind.
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It hit you, didn't it? Yeah. And so what happens is you have this objective that you want, but if the objective you want doesn't align with the objective they want, they are not going to let you help them.
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So you got to think from the marketplace, not of the marketplace. And what I mean by that is you have to say, okay, why do they want? Yes, they're going to have more energy. They're going to live longer. They're going to have
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better relation. But why do why do they want to live longer? Why do they want to have more energy? They want to have more energy so when they come home from work, they have energy to play with their
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children. They want to have more energy so they're not dragging into work on the verge of getting fired. I I'm not saying those are the reasons. I'm saying you got to figure out the reasons that they desire the outcome that you desire for
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them. And usually for those of us who are selling, the people we are selling to may desire the same outcome that we desire, but they desire it for a different reason. If I talk to them about an outcome they desire for my
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perspective, they are still not going to buy from me. Does that make sense? That makes a lot of sense. So what I did because I I was I was taking a lot of information that you've given us over
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the past weeks and even from the fiveday challenge and the thing you you hit me with, you know, from struggle to strength. So I I kind of went with that concept and I talked about and I said from anxiety to ease, from
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fatigue to fit, from struggle to strength, from inability to mastery. Is that along the lines or do I need to go even deeper than that?
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But that's a good way of saying it, but that's not the outcome. What's the outcome? Do you understand what I mean?
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What is what that's what you do for them? What is what do they get? See, if I'm tell if I'm talking to somebody about what I can do for them. I can teach you how to trade in the stock
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market. I can teach you how to sell. But if I say I, hey guys, I'm going to teach you how to sell. Nobody's sitting around thinking, man, I wish I knew how to sell. Right? So, I don't talk to you
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about I don't talk to you about the input that I'm going to that I'm bringing. I talk to you about the output that you desire, not the input that I'm delivering. I deliver the input so you can deliver the output. Right? So that's
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another concept they teach in the newbie, right? Most people say, well, if you're not good at something, just do more of the thing you're not good at and you'll get better. But the people who train you on on the newbie, the new fit
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newbie, that electronic device, they say when you change the input, the output changes automatically.
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Correct? Right. So what you've got to do, and you get that, right? So what you've got to do is you got to figure out what is the output they are looking for. It's so hard for us to know.
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Fit wouldn't be an output. Uh, you know, fit or strength wouldn't be an output.
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Fit and strength are outputs, but they're outputs that your program has. It's like, okay, they get they get like they get strength. Well, they get to be stronger.
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So, now if you're stronger, now you're going to um reduce the chance of hurting yourself. You're going to be able to play, pick up your children without hurting your back. You're going to be able to go to work and work all day at
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the highest level and be able to come home from work and still be able to be 100% for your children. Like, how would you like to be 100% all day long until it's time to go to bed? As opposed to
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you start out in the morning, you're 100% and by 10:00 you're 70% and by the time you get home from you only have 30% to deliver to your children. Do you gota you see what I'm saying? I'm talking to them about what they get,
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about how they feel, about how they experience your outcome. That's what you got to talk to them about.
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Okay? That's what your messaging is all about. The payoff and it has to be a payoff they desire. See, we we've got so much vested into learning how to do what we do. We want to teach people all the
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reasons why we know they should do the thing that we can help them do, but they don't care. We have to show them why they how they can have the outcomes they desire. Like, I'm gonna tell you something. I used to be I used to be 225
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pounds and get out of my golf cart, walk up on the T- box, take two practice swings, gasping for breath, right? You know, you know why I got in shape? Cuz I didn't want to be that fat old dude that every time I get out of
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the golf cart, I'm out of shape after two practice swings and I haven't even hit the golf ball yet. That was my first objectives, right? Then after that, well, now I want to hit the golf ball.
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Like I want to be strong and flexible. This sounds stupid to other people who don't play golf. I want to be strong and flexible so I can hit the golf ball farther and play golf all all like go
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play golf for four hours and come home and have just as much energy when I come home as I did when I left. That's my outcome that I desire. Right? So somebody wants to talk to me. Yeah, but
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my you can you can go to the beach and you can have this beach body. I don't even like sand on my skin. I could care less about going to the beach.
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You see what I'm saying? So hopefully that's helpful some. Dr. That is that is that's very helpful.
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Thank you so much. All right. You're welcome. Robbie, talk to me, brother. Oh, I think Well, let me let me Yeah, let me look at the list.
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I'm looking at the pictures and I need to look at the list. Let me look at the list.
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I think either the lionists or uh Yes. Um it is Rachel. Rachel, I I was going by the pictures. I always make that mistake. I'm going to get good at Zoom by the time this 12 weeks is over.
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Um so, my question, Rachel, talk to me. Great session this morning, by the way.
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Myon, I think um especially coming from the culture I'm from in the Caribbean, there's this thing of expertise like you have to be an expert in order to teach something.
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And I think you I think you blew like every mindset that I had out of the water and every excuse that I have out of the water as well. So, thank you very much for that.
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If I had an accent as cool as yours, I'd be really cool. Well, you know, people tell me that, you know, people say, Rachel, you could use your accent here. People like accents in America. So I I need to work on that.
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Maybe I need to I need to do that. Um you need to create a course on how to have a how to have a Caribbean accent, right?
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Ah that's there. That's the money maker. That's the money maker. Okay. Go ahead. Go ahead.
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My question would be so in this whole Shirro verse that we are now creating um we have the three Shirou you know the Shirro thing that you gave me.
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So we call it the Shirro verse right. We have the three phases within that which is the revelation stage, the activation stage and the domination. Revelation is discovery, activation last time you told me was turning on and domination is
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monetizing. Right? So we have these three phases. And so what I want to find out in the short term because you guys always talk about take the money that's right in front of you and and take grab all of that. Where
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should my focus be? Because of course when somebody starts from revelation that's generally the lower price things versus somebody starting at domination.
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Yeah. So so so let me let me help all of you. So first of all I want y'all to take on I'm I'm going to adopt y'all as my all of you are now my adopted children. Here's here's your adopted dad
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or uncle Maron or whatever you want to call me. This is my advice for you for the rest of your life. Stop doing stuff for free.
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Did y'all hear me? Stop doing free stuff. Um, you know, Matt said, "Well, I was blown away that people would pay you so they could come and listen to you selling stuff." Yeah, you're getting paid. Learn how to get paid to get paid,
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right? Confused. What's that? I'm confused. I don't mean to interject, but I'm confused because Okay.
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Where's Dr. That sounds like Dr. Marty, but I don't see him. Oh, he's probably behind. Go ahead. Go ahead, Doc. Yeah, the Okay, because we we had this conversation about not getting paid and I was actually talking to Rob about this
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as well. And so I did away with the free discovery call, but in listening to you, you were having people get on the phone to, for example, with the fiveday challenge, you had people getting on the phone with your brother uh to talk about
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the inner circle. And was that for free or did they pay you? No, they had already paid for the challenge. That's what I mean.
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They had already paid for the challenge. Oh okay. Yeah. You see what I'm saying? So, so, so the front door, like, here's what I'm saying. You have a free event. Here's what you got. You got a bunch of people
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who want stuff for free. You have a paid event. Now, you got a bunch of people who've already proven they will buy stuff cuz they bought stuff just so they can hear you talk to them.
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Is that helpful? So, when somebody wants to do the inner circle, yeah, they get on the phone with my brother. I don't charge them for that call. Now, I could charge them for that call, but I don't need to charge them for that call
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because they've already paid for the challenge, number one, and one of the reasons I hired somebody to do sales for me is so because one, I hate talking on the phone, and I I I want like my in my in my universe, my
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highest value is relationships. My second highest value is freedom, right? And if I am like anchored to a telephone, I am not I do not feel free.
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But guess what? When my brother makes a sale or any salesperson who works for me makes a sale, they get paid. And when until they make a sale, it's not costing me anything. And the person who's talking to them has already paid me. So
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they've already demonstrated that they are a payer. Now, if they if if they are not a fit, I'm okay with the fact that they didn't pay for the strategy session as well. Does that make sense?
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Yes, it does. Yes, it does. Okay, cool. All right, Rachel, go ahead. Yeah. So, I'm guessing because one of the like when you spoke about the niche because each stage has its strength which is the discovery stage and then
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the lifestyle stage. But for me, my passion really comes in seeing brick and mortars shift to online strategies because again when co came I saw personally how you could have the greatest and most successful brick and mortar if you don't have an online
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so then why are you doing Shirro power? Why are you talking to women if if your passion then is to be helping brick and mortar businesses go online? I'm confused.
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Well, when you talk today, I realize I'm having a revelation. Okay. My uncle I AIN'T FUSSING AT YOU, RACHEL. I ain't fussing at you. I'm just I'm just I'm seeking to understand. I'm not I'm not fussing at you. Sometimes my like when
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I'm intense, it sounds like I'm fussing. I ain't fussing. No, I didn't think you were fussing. I I was But I know what I sound like though.
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Trust me, I sound like a ber. Trust me, I know I know how I sound. Okay. So So yeah. So, if that's your revelation, then your direction needs to be you need to go out and get some business clients
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to pay you a retainer so you can put their business online. And I don't care what the retainer is.
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The retainer can be $500 a month and then a percentage of the increased revenue from the online sales. Maybe that's the business. And then you need to pick a but make sure if you're going to do that with brick-and-mortar
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businesses, do it with a brick-and-mortar business that when they make a sale, they make a big chunk of cash.
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You understand what I mean? When I So why? Because if you go get a if you go get a brick-and-mortar sale, a brick and mortar business, you help them grow their business online, and they sell they sell um hamburgers
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and you're charging them $5,000 a month. They got to sell a whole bunch of hamburgers to pay you. Yeah.
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But if you're selling somebody who has is an attorney or somebody who's a a dentist or somebody who's a cosmetic surgeon, every time they make a sale, they're making a 5,000, $6,000, 7,000, $8,000. Then you only got to help them
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make two sales and one of those two sales paid for you. Is that helpful?
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Yeah. Because that's what the domination stage was. So your thing is forget the whole Shirro thing and just stick to the online.
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You said Yeah. If if if are you good at helping businesses make sales online?
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Yeah, I'm good at strategy. Yes. I didn't hear what you said. I said I'm good at strategy and execution. So, yes.
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So, you're good at lead generation, lead conversion, customer ascension, customer retention because those are the four ways to grow business online.
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Yes. Then that's what you should be selling. You should be selling business consulting. Okay?
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Like like go make some sales calls today, not tomorrow. Not tomorrow, today. Walk into some businesses and say, "I am one of Where do you live?" I live in Florida. Dest.
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In Destin. There are businesses in Destin right now. I am the COVID recovery consultant and I'm going to help your business recover from COVID.
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How you going to do that? I'm going to show you how to start making sales online to people all over the world.
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Instead of you and people ain't coming to the door, we're going to take the door to the people. Okay.
Speaker A
Yes, sir. Good stuff. All right, Rachel. Thank you. Good question. Tamina, talk to me, sister.
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That was so smooth. I'm I'm just saying we're all taking notes. Good morning. Can you all hear me? Good.
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We can hear you. We can hear you. I am officially retired. Thank God. Congratulations and thank you for your service.
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Thank you. Thank you so much. Um you know I am a public speaker so I have been shifting to um public speaking coach taught seminars in the Marine Corps even my retirement speech on Friday got so many compliments. So I
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wanted to know from you since you teach public speaking coaching classes courses what are some of the main pain points that you use when selling your program because I'm going to do a public speaking challenge.
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Okay. So, who are you going to who who are you going to teach to become public?
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Are you going to teach people who are already doing public speaking, how to make more money doing public speaking, how to get booked with more gigs, how to get booked at corporations, how to get booked at colleges, or you going to
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teach them how to st stand on stage, do a presentation, and sell? Like what what's your what's your genre going to be? What's your what's your groove? So, my original genre, I was just thinking of, you know, people that can't do it
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like um successful entrepreneur entrepreneurs that have a problem just, you know, freezing up public speaking in general. I hadn't really narrowed down a specific niche with it. Okay. You want to teach entrepreneurs the skill of public speaking for this
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for the purpose, if I hear you correctly, for the purpose of enhancing their brand awareness and increasing profits.
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Is that pretty close? Yes. Okay. So, um yeah, I I I think that's a really easy sell. How much are you thinking about selling that coaching program for? And how long do you think it'll teach take you to teach it to
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them? For the whole program, for the the actual course, probably nine or 12 weeks. Still working on that. Um and and you're going to meet with them once a week.
Speaker A
Okay. Okay. Yeah. And I already have, you know, material that I'm going to create my content off of.
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Um, but yeah, so still h how much are you how much are you planning on selling your public speaking course for and what are you planning on calling?
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You know, in the the Facebook group I wrote down uh speak like you mean it.
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Um, so I was thinking about that as a title. Um, but not sure on the price.
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Okay. Um, speak like you mean it is very clever, but and I don't remember who the person a woman on clubhouse I got this phrase from. So, and I would tell you her name if I Andra something and she said clear
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trumps clever every time. So, speak like you mean it is clever, but it's not clear. It's not telling people what they're going to get as a result of paying you to teach them how to do public speaking. Right.
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Yes. Um um um so um you might want to call it speak to scale your business. Like that's clear, right? Um and like if if if you call it uh speak to scale speak to scale for business owners, that's even better. Speak to
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scale for business owners. Why every entrepreneur should use public speaking to promote their brand and increase profits.
Speaker A
Nice. Okay. What do you think about price? Because I can come with it. It's going to be quality.
Speaker A
First, first tell me what you think about price for your nineweek 12week course. 4,000 4,000 what?
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Dollars. Okay. How'd you come up with that? I'm just I just I'm just I'm on the spot. Just free. So So I'm I'm going to really help you tremendously right now. You feel good about 4,000?
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I do. Okay, good. Make it 8,000. Okay. now. And and and everybody remember this. If you're the best, nobody expects you to be the cheapest.
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And if you're the cheapest, no one will believe you are the best. If you're going to go in and show somebody how to increase their brand and their brand awareness and and grow their business through public speaking, um and it's going to add potentially
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tens of thousands or hundreds of thousands of dollars to their business. Certainly if somebody gets good at public speaking and you just teach them one little thing like okay I'm going to show you how to take uh how to do
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seminars or how to do um challenges or how to do Zoom meetings and take your business scale your business by presenting to people X Y and Z like you should easily be able to add $80,000 to your bottom line
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especially if you're if you combine with your speaking those four components that grow a business lead generation lead conversion customer attention, customer attention. Teach them public speaking with those four things in mind. Forget about it. Forget about it. Okay.
Speaker A
All right. Good stuff. Give it up for Tamina. Good stuff. Thank you. Thank you.
Speaker A
You're welcome. You're welcome. Robbie Vulkers, talk to me, man. What's up, Myin? Hey, guys. Um, I'm going to put it out in the world. We're going to make a million dollars on our first challenge. So, that's what we're
Speaker A
going to do. So, you go. So, if I if I say it, it's got to manifest. And that's that's what we're going to do. But um I love what you just said about clear verse clever. So that's kind of my question here for our
Speaker A
challenge. Um I took your premium value customer and I really kind of focused on that. So the way we have our challenge set up with the boot camp, the boot camp's going to be the fill your practice boot
Speaker A
camp and then the other one is going to be the inner circle. So if someone's like, "Well, my practice is already full. Like which one should I do?" I'm like, "Well, you're doing the inner circle, so I could separate it that
Speaker A
way." So I'm just looking for a name for the challenge. Um, everybody I speak with is just like, I just need to get more new patients in. So, I just named it the get more patients challenge. Is that ideal or would you recommend
Speaker A
something else? And then I'm going to have the fill your practice boot camp. So, it's just like get more patients and then we're going to go a little bit deeper to fill your practice.
Speaker A
I like the get more patients challenge. Absolutely. Okay. So, I just didn't know if there was anything else I needed to pivot to, but I'm just I think I think that I think that's f I think that's a fantastic title. get okay
Speaker A
get more CL get more patients challenge absolutely yeah that'll fill into the um fill your practice boot camp so but I didn't know if you wanted just the like get more patients challenge get more patients boot camp but I I did like the
Speaker A
fill your practice boot camp just to be separate so yeah the boot camp is what you sell through the ch well it doesn't have to be that's what that's way I did it like I'm just going to follow what you do
Speaker A
yeah so I'm gonna say this y'all like I don't know everything I'm new at this whole challenge thing too but I like it right listen if you could trip over the curb and make a million dollars just trying
Speaker A
to figure out how to do a challenge. I'm like, I'm going to just focus on that for now. We'll figure out the rest later.
Speaker A
That may not be that may not be a bad idea. Yeah. Yeah. So, and all of you know that the first challenge, the videos from the first challenge are actually in your members area. Y'all do realize that, right?
Speaker A
Okay, good. Yeah. Appreciate it. All right. Good stuff, Robbie. All right. Thanks, Myin. I appreciate it. You're welcome. Nicole, talk to me, sister.
Speaker A
Hi, Myin. How are you? I am utterly fantastic. How are you? Did you get that check? By the way, yes, I did. Thank you.
Speaker A
Okay. Sorry it took me so long to send it. I kept forgetting and I'm like, I gotta send Nicole this check. By the way, Nicole is the kind of client all of you want. All of you. She overpaid me by
Speaker A
$3,000. I'm like, thank you. It's not even my birthday. Just Well, that's from sleepless night taking care of a baby. That's It's all good. It's all good, sister.
Speaker A
It's all good. Um, okay. Um, okay. I'm talking low because she's napping. So, we want to let her nap.
Speaker A
She deserves a nap. Yes. Um, okay. Thanks for your response last week um in reference to um your advice um in you know doing uh development uh real estate development.
Speaker A
Yes. um because I was heading in that direction. But what I was trying to do was um make an offer that helps people understand what it is to deal with contractors.
Speaker A
Okay. And um I'm looking at that as the the freebie to get them to get the lead because I don't have any leads. So, I'm trying to do the funnel where I'm attracting the people where I talk to
Speaker A
them about what to look out for when they're dealing with contractors. But the payoff that I want to do is to convert them to thinking about managing their own project. Um, and I'm thinking of doing a challenge where they learn
Speaker A
the different aspects of the job and once they understand the different aspects of the job and know how to go out and hire those subcontractors on their own that they don't have to have the pain which is suffering from having
Speaker A
a general contractor where they're normally anxious, having anxiety, not knowing if their contractor is going to show up. Now they're in charge of their own project and knowing that this project is not something that is overwhelming once they know the steps
Speaker A
and how to go about doing it. So you're talking about this is for investors or this is for people who want to build their own house. This is for people who want This is for people who want to build their own house. And this
Speaker A
is for people who want to actually even develop in the future their own investments that they're purchasing.
Speaker A
Rather than purchasing investment properties and thinking about bringing in contractors to do their job so they could start making money from their investment, they're they know how to manage their job on their own without depending on a contractor to to to uh do
Speaker A
the job for them. I don't know if that's complicated. I don't know. I do I I So so so so here's what I'm going to say. You need to pick one. You don't need to ride two horses and teach two
Speaker A
different people two different things at the same time. No. So, I wasn't going to do that. I was going to give the free stuff, the free offer because remember you said that we have to give out what would someone pay
Speaker A
for. So, the free stuff would be how to deal with contra general contractors if you do decide to hire them. But what are the pros and cons?
Speaker A
Okay. So, a couple things. So, when she's talking about free stuff, and I said earlier, don't do anything for free. Stop doing stuff for free. I mean stuff that takes your time. You want to create content for lead generation that
Speaker A
you give away for free, right? But when people come to you and you're delivering something live, you charge them money.
Speaker A
Are y'all picking up what I'm putting down? So, giving away lead magnets is fine. Creating content that you give away to attract people who would be your ideal clients is fine, but uh but you don't want to give away like you
Speaker A
don't like I'm there's no way like I and I everybody has their own groove, right?
Speaker A
And I know there are people who do free challenges and make a lot of money. I'm just not interested. I have no and it's not because I want the money. It's because I want people who are buyers.
Speaker A
Like every person that you're talking to is requiring part of your energy. So anyway, so wanted to say I wanted to say that first. So I think that for your lead magnet, I would create a lead magnet around the concept of finding a
Speaker A
general contractor or being your own general contractor. how to find the best possible general contractor without getting taken advantage of. That's what like I would make it about not getting taken advantage of because why people will do more to move away from pain than
Speaker A
they will to move towards pleasure. So that with regard to your lead magnet does that make sense so far?
Speaker A
Okay. Okay. And then you're going to teach them what are you going to teach them in your coaching. Then you said you want to have a challenge. You said yes. So I want to have so in the challenge I want to teach once I get
Speaker A
them the lead magnet and they come to me. I now want to teach them how to understand the different aspects of the job like just from like the people who come in to do all the gut to take
Speaker A
everything out, the framing, the electric, the plumbing, when that part comes in, you know, the running the HVAC, everything. And then what happens next, the the sheetrock, the spackling, the taping, how long that takes. So they start to understand because they look,
Speaker A
they come into a space and they're scared when they see the whole place is gutted and they're like, "Oh my god, I feel like I've been abused." like you know they feel like can this be put back together again? So I want to teach the
Speaker A
steps and let them understand that if they wanted to instead of relying on a general contractor they can they can hire individual companies to come in at each stage to do these job where they know they're not giving one contractor
Speaker A
the entire job who they could just walk away with their job and leave them stranded.
Speaker A
Gotcha. Okay. So yeah, I I I think I think you're on the right track. So what is your question about all of that?
Speaker A
So my question is mainly that part where I'm teaching them how to hire their own people and manage the process.
Speaker A
Is that something that I would be giving? Is that something I would be charging to like 297 similar to the challenge that you charge us for?
Speaker A
It sounds It sounds like it. Okay. So, that would be like a 297 where I'm teaching them how to set up their own um their own um project.
Speaker A
Let me ask Let me ask you this. How long does it take you to teach them that?
Speaker A
It's a lot of I mean, I guess I could teach them that in a week. I mean, like an hour a day. An hour a day in a for a week.
Speaker A
Like two hours. Okay. So, your challenge would be for two hours a day for everybody.
Speaker A
Yeah, it's really it's really more complicated. It's a lot of work, but I guess I could do it in like two hours within a week.
Speaker A
Okay. So, that that sounds like to me your challenge. And then your coaching is going to be what? What's the thing you're going to sell them?
Speaker A
That's where I was kind of confused. And I I was wondering if that should be the thing that I sell in the challenge. the whole like learning how to set up your own um project management or if I should be
Speaker A
or if I should have or have the dealing with the contractors and what to look out with the contractors in the challenge.
Speaker A
So, I'm going to I'm going to take a quick break. I'm going to let all y'all take a quick break. We've been here for an hour and a half already. I'm going to take a quick break and I'm going to come
Speaker A
back. I'm not going to get to everybody's questions today. I'm telling you that right now. It's just not possible. So, um, if I don't get to your questions today, put them in the Facebook group. I have to leave for
Speaker A
Costa Rica tomorrow. I'll be back next Wednesday. And I'm going to pick up where I left off next Wednesday.
Speaker A
Hopefully by then my whiteboard will be off strike. Um, but I'll be right back to answer that question. I need to go like clear my nose, though. I'll be right I'll be right back, you guys. So, y'all if y'all need to take a break,
Speaker A
this would be a good time to do it. Hey Matt. Hey. I just was muted. Sorry.
Speaker A
Oh, no problem. What funnels do you use? I'm getting ready to get into all of that. I have no background knowledge.
Speaker A
Um, how are you? Um, well, I know you already have, you know, some population of people that you're selling to and your your um your audience already, but for those outside of your audience, what are you doing in using?
Speaker A
Yeah. So, what um and I can post like some screenshots and stuff in the group for you too on this, but basically um my list is not even really that big. It's probably um like my CRM says like 3,600
Speaker A
names, but there's some duplicates. You know, people have multiple records. So, I want to say there's probably only maybe about 2,800 3,000 unique people.
Speaker A
So, it's not it's not really that big. Um, and so I can post kind of my promotion sequence of what I did, but the first thing that I did was on my personal timeline on Facebook. Some of these people are connected with Sorry,
Speaker A
I'm talking kind of quiet. I've got a a little one that's napping a couple rooms over. Um, but on my uh timeline, I just posted like I'm thinking about, you know, I'm planning on doing, you know, a challenge on this. If you're, you know,
Speaker A
for 97 bucks, if you're interested, uh, comment below. So, I got a whole bunch of people that were just, you know, messaging on that.
Speaker A
And then, but, you know, that was just kind of like, uh, that was the first thing I did, like kind of just getting some interest. And there was people that were like messaging and like, "Oh, this is cool." And I put together just an I
Speaker A
didn't have an order form right away, but I put together an order form right away. And I am I've got a ClickFunnels account, but I really don't it's not really what I use. Um I actually had got an Infusionoft account and um I'm pretty
Speaker A
familiar with WordPress. So, I just, you know, kind of put something together quick. It wasn't I'll show you. I can show you guys my pages that I used.
Speaker A
They're not pretty, but they worked. Um, so I went ahead and just sent people directly to the order form. Like I didn't even have a sales p I didn't I didn't have a whole funnel thing built out like Myron did. I literally just had
Speaker A
a sales page with the checkout fields and just like bullet points of what I was going to talk about. It was just super simple. And that got some signups.
Speaker A
Um, but then what I went ahead and did was I did a bunch of emails to my list.
Speaker A
And I can show you guys what I did there too, but I basically I hit my list fairly hard. Um, and then we did run some Facebook ads to people that were um, either in like groups or had
Speaker A
interest levels of what we were, you know, of like the kind of people that we already have. But quite frankly, like that we probably need more time to kind of dial that in. Like we did get some some signups from that, but not a lot.
Speaker A
Um, I mean, it made money still, but it's not like it's not that big of a component. The the better part of it came from the people that were already on my list. So, like I would say I don't know if you've
Speaker A
got a list already, but if you don't, like I would start getting some content out there and start building your list because even if people have just seen a piece of content and they feel like, you know, even if they just know you on
Speaker A
Facebook or something like this is such a lowriced like easy barrier to entry, like it's not hard to get somebody to spend 100 bucks in order to jump on something that's going to have value for them, right? I would start digging that well
Speaker A
now because as you then are putting the challenge together and promoting it like at least you're not trying to just it makes a lot of sense to have people kind of warmed up and at least knowing you a
Speaker A
little bit first. We we made some sales to people that are cold, but what we're going to do is really work to create more content and build some things like dig the well before we're thirsty for those people.
Speaker A
Right. Exactly. Because some of those people just never seen me before. We did have some signups, but I think we'll do far better if they know me first. So, and and I I need to get I need to get
Speaker A
Nicole's question answered and I'm going to do one more after that. I'm going to do Ryan and then everybody else. If you can just post your question in the Facebook group. I know you wanted to get your questions answered. I'm so sorry. I
Speaker A
see you Adisa. I see you over there. My sister, I see you uh Pastor Tom. I see all of you my people. Julianne, I love y'all. I love y'all. I want to but I haven't eaten yet today and y'all do not
Speaker A
want me to pass out in front of you. Then my brother Rob has to call an ambulance. then it gets messy and who knows what might like it's not good. So if you post the question in the Facebook
Speaker A
group I will answer it between now and next Wednesday. I promise you between now and the time we get back I'll have access to the internet when I'm in Costa Rica. So but I've got to eat something today. So So Nicole, to answer your
Speaker A
question, um what I would do is ah man, I wish I could show y'all. Um, what I would what I would do is I would put like create your outline of what all the things are that are you're going to have
Speaker A
to teach them. Like create an outline. Main point, sub points, main point, sub points, main point, sub points. And then see how long that is. Because for me, if I when I do an outline, every main point and three subpoints is one session,
Speaker A
right? That's it's going to take me at least an hour to teach one main point, three sub points. And I'll show you why next week when I show you the rest of the content part when my whiteboard is
Speaker A
working. So I would create the outline first. Create the outline always when you don't have to do it this way, but this is what I would recommend all of you do. When you create an outline, create it in Google Docs, right? So
Speaker A
Nicole, if you will create a Google Doc outline what you're going to teach and when at like main point sub points and then I know better how much content you have, I'll be better able to answer that because I'm not an expert in your field.
Speaker A
If I see how much content it is, I'll know better better whether it should be in the challenge or what it will be whether it will be better to teach as a coaching program. That's number one.
Speaker A
Number two, figure out when you're teaching those things, whatever those things are, what are that whatever those solutions are, when you're teaching those solutions, what are the new problems those solutions create?
Speaker A
So that's how I do it. I'm like, okay, I'm going to solve this problem for people. when I solve this problem that problem that solution is going to create new problems. So that's the problems I have to create. I have to solve now.
Speaker A
Right? So the challenge solved the problem of okay, you're not making enough offers. What kind of offers? Lead generation offers, lead conversion offers, customer ascension offers, customer retention offers. You're not making enough offers. So I make an offer that
Speaker A
shows you now over the next 12 weeks, how do you create content for all four of those pillars?
Speaker A
And that becomes my coaching program. Does that make sense? Yes. Yes. Okay. Okay. So, I'll work on the outline so I could be a lot clearer.
Speaker A
So, I could even figure out if maybe maybe my offer should be the project management on how to manage your own project. And then maybe the challenge should be how to get the best contractors.
Speaker A
It very well could be. Yes. And then maybe the giveaway is just something that pertains to the overall like just kind of uh you know if you're looking for what what the the the free thing should be related to whatever pain points they
Speaker A
have when they're stepping into your arena. Does that make sense? Yes. Thank you. Thank you. Great question.
Speaker A
And Ry, you're welcome. Ryan, I'm going to go to yours and then I'm going to get to the rest of y'all. the rest of y'all.
Speaker A
I promise you now if you'll if you'll put the question in the Facebook group, I will answer it. Um so Ryan, talk to me brother.
Speaker A
Hey, man. Uh yeah, I'll be quick. My question is listen is um I'm basically getting the reasons why from people, but it's not consistent.
Speaker A
So, what's the best way to get consistency for their reasons why at scale so that it helps with my messaging?
Speaker A
What's the question you're asking to get their questions? Good answer. Good question. Good question behind the question. I'm looking at my sheet. I'm looking at my Google sheet right now, man. So, um I I just ask them like why like so if I'm on
Speaker A
a call with someone, I ask them why is this important to you or why is this a priority right now? or why are you interested?
Speaker A
Okay, so that's why your answers are so broad because the question is not specific enough.
Speaker A
Here's how you ask the Here's how you ask the question. What is the single biggest challenge you have when and then you fill in the blank? So for me, what is the single biggest challenge you have when making an offer? What is
Speaker A
the single biggest challenge you have when making a high ticket offer? Like whatever your your solution is, what's the single biggest challenge you have when?
Speaker A
Mhm. because now you're asking for one thing and so everybody will give you one thing. If you ask an open-ended question um in when I teach people how to sell from stage, one of the things I teach, I
Speaker A
teach a concept called the choir director close, right? And so the choir director close is never ask anybody, never ask a group a question unless you give the group the answer you want the group to give back to you. Does that
Speaker A
make sense? Everybody say yes. I don't just say does that make sense everybody? Some people are gonna say, "Uh-huh." Yeah. No. Yes, sir. Like, you get all these different answers. That makes sense. Everyone say yes. Yes. Now, everybody said the same thing. So,
Speaker A
because that's what I asked them to say. Does that make sense? Everyone say yes.
Speaker A
I'm done. I'm done. Okay. Ada Lisa, I really want to connect with you. Um I like I am one of those entrepreneurs who really needs you to have your product done like yesterday, right? and all of my friends do too, whether they know it
Speaker A
or not. Right? So, um, inbox me on Facebook. Um, because maybe we need to maybe we need to have a conversation.
Speaker A
Maybe, you know, maybe you and I just need to partner up. Maybe we just need to partner up. Don't get don't get too excited because we now if we partner up, you you're gonna have a whole new problem. You gonna have to buy you a new
Speaker A
Brinks truck and have it backed up to the house. Y'all y'all pray for me. I don't have good sense, y'all. So, um, so anyway, um, I want to answer all of your questions, but I'm going to have to go
Speaker A
get something to eat before I pass out. And hopefully this has been helpful. But, um, Adalisa, inbox me because I really have some questions about your law stuff. And there's all kinds of directions you can go. Um, um, and I've got to go. Yeah, I've got a
Speaker A
bunch of stuff I got to handle before I leave for Costa Rica tomorrow, including packing clothes and eating lunch. So, um, I see y'all have questions. Inbox me. Um, I mean, not don't inbox me. Ask your question in Facebook. That way,
Speaker A
it'll benefit everybody in the group. But, Adal Lisa, inbox me on Facebook so I have your access to your your deeds and we'll go from there. All right. All right, y'all. I will see y'all next Wednesday. Anthony will see y'all
Speaker A
tomorrow morning. For future reference, though, understand every time we do a challenge, because I I announced it like the week before the challenge, but I'm going to announce it again. Every time we do a challenge, the coaching program that week will be the
Speaker A
challenge, right? Y'all will get access like I'm going to do a challenge at the end of this month. Y'all will get access to the entire challenge. You're still going to get 12 weeks of coaching, right? But the challenge will be your
Speaker A
coaching. When you come to the next challenge, a subsequent challenge, don't just come to the challenge to come to the challenge. Come to the challenge to watch how and why I'm doing how and what I what how. Watch how and why I'm doing
Speaker A
what I'm doing. Does that make sense? So, the last week of this month, I'm going to do another challenge.
Speaker A
You probably can figure out already why, right? Because it works so well. Okay? So, I appreciate each and every one of y'all. I hope y'all can feel the love oozing from my my my heart muscle to all of you because y'all are my peeps and I
Speaker A
really want you to win at a very high level. So, let's go do this. All right.
Speaker A
I'll see y'all next Wednesday. My son will see you tomorrow. Bye for now. Thanks, Uncle Myron.
Speaker A
You're welcome, Rachel. Everything is Enjoy your trip. All right. I'm going to enjoy it for sure. Thank you. All right.
Topics:offer masterycontent creationcourse outlininghigh-ticket saleschallenge marketingaffiliate marketingrecurring revenuesales strategiesonline businessbootcamp
