The Truth About Marketing

Marketing is the #1 make or break element in any business. Dive into the marketing trenches with former stand-up comedian and copywriting A-Lister Kevin Rogers as he talks to real business owners (both online and off) to discover which marketing and copywriting tactics have the biggest impact on their profits.

Rank #1: Ep 85: Taylor Welch – The Truth About Making A Million Bucks By Becoming Scarce.
Taylor Welch shares the lessons he learned from failing (like not knowing how to use Paypal). You'll also learn how to fix a product launch that bombed (and 12x your average lead value) by proposing a simple question to your audience

Rank #2: Ep 104: Frank Kern - Becoming "The Rollin Stones Of Marketing" (Then Quitting The Band).
Frank Kern pioneered online video as we know it, and became the biggest celebrity our industry has ever seen. The surprising part is what led Frank to “throw it all away and start from scratch”.

Sales Funnel Mastery: Business Growth | Conversions | Sales | Online Marketing

Sales funnel specialist Jeremy Reeves, owner of www.JeremyReeves.com, reveals what's working and what's not when it comes to creating automated sales funnels. You'll discover unique and innovative profit strategies to grow your business while adding more automation, more stability and more cash flow to your bottom line. You'll get privy access to business growth strategies, conversion rate optimization tips, marketing automation tactics, authority building, and much more. Most episodes are short and to the point so you can get back to work and implement his suggestions. Subscribe now and listen in to the worlds #1 most trusted sales funnel authority to grow your business!

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

Rank #2: 5 Reasons Funnels Fail To Convert.
In this episode, we discuss the top 5 most funnels fail to convert. If you're suffering from a low (or negative) ROI, these are the places you want to look first! Resources Mentioned jeremyreeves.com Want To Work With Me? Visit http://www.JeremyReeves.com or email me at Jeremy@JeremyReeves.com Enjoy! Transcript Hey, what is going on everybody. Jeremy Reeves here with another episode of the sales funnel mastery podcast and today is Monday, May 2nd and I am really excited for this. We have a lot going on this week. We are launching a new funnel actually on Facebook. I think I told you about that in the last podcast. I am excited about that. I actually did not even really start nothing is even created yet. We are doing a PDF to a tripwire and then you know, to essentially testing that with an upsell and then if that particular market focus works, then we are going to build out a whole funnel for it. We are kind of doing like a little mini test for it based on the you know, the test that I talked about in the last episode. So that is going on live this week, we will see how that works, see how that does, see if we need to make any tweaks you know, that kind of thing and then we will kind of go from there, but I am excited about that. It kind of goes right into what I am going to be talking about today and that is 5 Reasons That Funnels Fail To Convert you know. So in the last episode, I kind of talked about our last funnel that we tested really, really quickly that have like no thought into it and it did not really work all that well. The concept that we are testing did work, but the actual funnel itself did not you know, did not give a positive ROI on it. So it kind of give you like a glimpse into why that did not work. So I want to expand on that overall topic of why funnels fail to convert you know, because funnels have you know, the word sales funnel you know, the buzz word sales funnel has been around for I do not know a couple of years now. I have been doing them since like 2009, 2010, something like that, but you know the word really did not yet big until I do not know maybe like roughly 2 years ago or so. And there is a good reason for that you know, because they worked you know, it is just plain and simple, they worked, except sometimes they do not, you know, and that is when they are not done properly you know. And there are a lot of reasons why they would not be done properly. So today, I am going to cover 5 of them, okay. The first one is and really, probably the biggest one, is -- actually not the biggest one, but it is one of the bigger ones is that your message to market match is off, right. So if your message to market matches off so let me give you a quick definition of message to market match, right. So when you are selling something, you have to have, there are 2 parts to the equation. Just like you know, if you are going out and you are trying to pick up a girl, you have to have chemistry or a guy if you are a girl. You have to have chemistry between both people for that relationship to work. If a guy walks up to a girl and he thinks the girl is attractive and cute and sweet whatever characteristics he is going for, but the girl does not feel that same way back, that relationship is not going to work, okay, and vice versa you know, maybe that girl thinks the guy is attractive, but the guy does not think the girl is attractive, still not going to work. For that to work, for that relationship to work, both people need to be kind of like in sync with each other. They need to both find each other’s physical and you know, whatever, emotional, mental characteristics and traits appealing you know. They have to like their personality. They have to like how they look. They have to like how they act, all that kind of thing. And it is the same way. When you have -- if you think about that in terms of your product and then your market, you have to make them both be in sync with each other. So you can have a product, for example, in coming up with this new funnel that we are going to do, you know, what I did was me in my place, I wrote down -- I went outside, I have a cigar and I went out on my whiteboard out in my patio outside my office here, and I wrote down all the different -- I have my whiteboard out and I draw a line down the middle and I put PDF on 1 side and then I put tripwire on the other side, and I wrote down -- I think it was about a dozen ideas for PDFs for this, you know, for this new funnel and then on the other side, I wrote about a dozen ideas for tripwire. And then what I did was we kind of as a team went together and well me and main marketing guy, Sean, we kind of get together and we look at both sides and I came up with my top 3 of each of those. So I said, okay, you know, this PDF is going to be perfect with this tripwire you know, and did that 3 times. He did the same thing and then we narrowed it down to 1, right. And the reason that we did that was because there were some and I wish I had it, actually here it is, let me pull up real quick. So for example, one of the PDFs that I was thinking about doing was X number of ways to maximize revenue from your existing list, okay. So, you know, think about that, that probably sounds pretty good, you know. You have a list and you know, I was going to show you, you know, whatever 7 ways to maximize revenue from your existing list or whatever that was except if you did not have a list, right. That audience if you think about that who is that attracting, that specific example is going to attract people who already have a list. If you do not have a list and you are kind of in the beginning stages that is not going to attract you, okay. And in the funnel that we are doing, we are attracting people that are in the beginning stages okay. So that one may not be relevant, right. And you know, and then some you know, tripwires, let us see, like email segmentation templates I was going to do because the one upsell that we have is templates you know, copy templates and a big part of that is email templates you know, prospect templates and segmentation templates and buyers templates and you know, promotion templates, webinar templates, all kind of stuff like that in there. So, again, you know, email segmentation template is going to be a great tripwire for a segment of the audience, but not for a very you know, not for a beginning part of the audience and this funnel that we are going after the end game is not to get them into coaching or you know done for you which is normally what we are doing. The end game is to sell them our products, right, $500 or less. So there, in the beginning part of the market, they are not you know, I am not going after 7-figure business owners. They do not want that kind of stuff typically. You know, they want -- you know, the 7 you know, $500,000 plus are more looking for coaching done for you, that kind of stuff, whereas, $500 or less again, typically, looking for more information because they cannot afford the other stuff because you know, the business is not big enough, alright. So the message to market match is making sure that what you are selling matches what the market wants, okay, and you have to look at your market and understand exactly who you are selling to and then of course you know, with the whole message, that is the copywriting. That is all you know, I would not go into that. That is all obviously going to be relevant in our Facebook ads, in the landing page, in the you know, in the tripwire page, all that kind of stuff. Second one is adding too much complexity too early. So you know, if you have not heard this before I have basically 3 stages of a sales funnel and that is the foundational stage where you are getting the foundation setup. You have your unique selling preposition, your lead magnet, your core offer, and 1 upsell and like a buyer’s sequence to keep in touch with your buyers to kind of prime them for when you get more offers later on and keep them happy, get them good result, that kind of thing. Then you have your maximization stage, okay, and that is when you are getting in the things like segmentation and going offline and you know, testing and things like that, right. Understanding your matrix is a huge part of the maximization stage. Basically, what you are doing is you are taking your funnel and this is where you get more complex. You are really looking at your funnel and saying where are the leaks and you plug those leaks, okay and then in the perfection stage that is when you are getting up to 7 figures plus. That is more split testing. You already have all of the components of a sales funnel. You already have you know, it is all segmented the right way. You have all the emails in place. You have all your various pages in place. You have things like retargeting. You have things like behavioral triggers. All that stuff and then you are looking you know, you are going after perfection. So you are going after this is like the last couple(inaudible 8:56.4) where you are testing different positioning, you are testing different offers, different prizes, all that kind of stuff and this is what I do for a lot of my clients that are 7 figures plus on retainer. You know, is doing this kind of perfection stage, alright, but the point of this is know where you are in you know, in you know what stage, you should be in you know. If you are in a general sense, I like to say up to 500,00 or so you know, again, this is all you know, it is not like -- this is not black and white nothing in the life is black and white. So take this you know, with a little bit(inaudible )this is just like a general rule of thumb, but up to about 500,000 in sales, gross revenue, you are going to be your foundational stage. So you are going to be one to nail your USP. What is unique about you, you know, what is different, what is valuable about your business. You want to nail that. Nail your market, your message, all that kind of stuff. Five hundred to a million or so, you know, maybe a million and a half, you are going to really be focusing on your maximization stage okay and then after that, after a million and a half then you are going to go really focus on your profession stage because then you can you know, you can afford to hire somebody to do stuff like that you know. So the point here is do not try to make it too complex too early. Really nail your foundation. This is something I have been learning a lot lately with a lot of my clients is we really have to focus, take a step back and really just absolutely crush the foundation you know. I always like to say that you know, the wider the foundation as you scale your business you know, if you are looking to scale foundation is before scaling. Maximization is when you are starting to scale, so think it that way. If you are trying to scale your business, you have to have your foundation in place because number 1, you know, the wider your foundation, the more sturdier foundation, the faster you can go upwards before it starts to get shifty you know. If you only have a tiny little narrow foundation and you start to scale, you are only going to be able to go up you know. Think of this in terms of a house. You have a tiny little you know, a couple of feet foundation, you are not going to be able to go up very high before the house starts you know, getting all shaky and wobbly, right and falling over. So make sure you absolutely nail your foundation first before you start worrying about crazy stuff and getting in the multiple segmentation and behavioral sequences and like all that kind of crazy stuff that you read about. In most cases, that is not necessary. You really just have to -- just nail your foundation. The third one is failing to understand your prospects buying cycle, alright. So it is really, really, really important to have congruency and relevancy throughout your sales funnel, alright and this goes back to the message market match, right. These are fairly similar. You know, going back to my example, with my lead magnet, you know, I am picking people in a different part of the buying cycle. If I were going after 7 figure business owners, I would be talking about segmentation. I would be talking about behavioral triggers and sequences. I would be talking about you know advance copywriting, things like that because that is what is going to attract the 7 figure plus bigger business owners to get them into my you know, done for you services, alright. Our done for you is typically like roughly 500,000 plus, again, generally. So as you can see like I am attracting different types of people, alright. You know, lead magnets for beginners you know, resources, that is a good thing for beginner because you are not trying to attract somebody 7 figure plus they already have all the resources and tools. They are not worried about that, right. So understand where your prospects are in your buying cycle and then kind of have triggers throughout your sales funnel that take them through and get them to the next stage in the buying cycle, alright. In the buying cycle, I will do a separate podcast on that, because that is a whole other topic, but you know, for now, just think about where, what different stages you have of prospects that are in different stages to the buying cycle and then if you are doing you know, have different -- you can have different funnels for each one or if you only have one, focus on one of them, right. So the client that I talked about, I do not know last time or the time before, that she is a coaching client, and she basically went from doing launches like 2 to 3 times a year you know, she is getting worn out of it that kind of thing and I helped her build the funnel. I mapped it out for her. We walk through it you know, coaching, she built it, but I kind of built it with her essentially because you know, (inaudible 13:49.4) coaching and she is now making about $1300 a day right, which is whatever that is like $500k a year or whatever from this funnel and what is funny is that, that funnel is only half done because what we did was we brought people in through different lead magnets, again, attracting different people in different stages of buying cycle and then they go into a funnel. In her case, there is basically the super beginners and then there is people slightly more advance. She is not going after about anybody really advance so it is like kind of the beginner and intermediate areas. And we only did the beginner part of it, right. So the only part that we even did was the very beginning course that she has and so she is right now working on doing you know, the second half of it. So that is going to probably double what she is doing now and she essentially started from 0 you know and within I think it took her about 6 weeks maybe because she had some other stuff going on and she went from essentially 0 $1300 a day just putting that funnel in place because it is a bad ass funnel. That is failing to understand your buying cycle. The number is 4 not understanding lifetime customer value, alright. Too many people trying to profit as much as possible on new customer acquisition, alright. It does not allow you to profit very much you know. Think about how much money it cause. Think about getting let us just say 5 times ROI on frontend acquisition or let us just say 3 times because that is probably more realistic if you are doing like a course you know, versus like coaching or something like that, right. So you are spending $1, you are getting $3 back, alright, good you know, but what people do not understand is that is all they focus on is, oh, I am spending $1 and getting $3 back, right. Well that might happen in the first 30 days, but what would happen if your funnel was based around getting that $3 but then turning that $3 into $10 or into $20 and that is very realistic when you are talking about you know, your backend. There are so many things that people can do to turn their buyers into repeat super fans, you know, and nobody does it. I cannot even begin to describe how many people I talked to that do not focus on their buyers and I am talking about 95% plus of people that I talked to. Most of the people that I talked to are at least $500 or more and a lot of them are million dollars or more and they are still not focusing on the backend and they are not focusing, they do not understand what lifetime customer value is, right. If you really get a solid backend in place, that $3 could very well be worth $20. So let me put it this way, would you be willing to spend, get to 1 to 1 ROIs, spend $3, if it is going to turn into $20 over the next you know, 3, 6, 12 months, hopefully, the answer is yes, you know. And so I want you to think about that you know, look at track people over, I like to track one short term lifetime customer value and one long term. So short term might be okay, you get people in your funnel. What are they worth over the first 30 days, alright. And all of you have to do with this is you know, tag them whatever like, just for example if you are doing Facebook ads, you tag them as Facebook ads and then you run a report. So, it is you know, it is May 2nd now let us just pretend it is May 1st, at the end of May so you get all your people in through Facebook right and you look at those people and you say, okay, you know, you track -- let us just pretend that we track all of the April, so we track all of April, so you look and you say, okay, these people came in you know, in the month of April and then at the end of May you would look back, what are they worth throughout the month of May, right. So they came in all throughout April you know, up until the end of May because that would be about 30 days isn’t that sound perfect, but you need (inaudible 18:05.7) how much money did those specific people, so let us just say you brought a thousand leads in throughout the month of April. How much money were those thousands leads worth in the month of May or since you know, since they came in the first 30 days, right. You can even tag them for the first 30 days you know, and then you look, hey, you know, where is my list of first 30 days. How much are they worth for the first 30 days, you know. How much money do they generate. And that is it, that is your value per lead in the first 30 days and then you can do the same thing for a year, right. So you tag them, you know, first year and then you look back after a year and then you say, okay, how much were they worth over a year. I mean it is very, very easy to (inaudible 18:47.2) stuff out. It is really not complicated. And then you look, and you say, Wow, you know, that is amazing. I thought you know, I was only getting 3 to 1 times ROI, but after a year, I am getting 20 to 1 times ROI. So what you do with that is you know, the big secret here is you can scale so much more when you are willing to spend more money to acquire a new customer. So you might have your “budget” $3 per lead, that is your allowable cost per lead is $3 because you know they worth $3 right or whatever your numbers are. So if you look and you say, holy God, you know, they worth $20 over the first year, right. Wouldn’t you be willing to spend you know, more than $3 to acquire something that is worth $20 you know, hopefully, the answer is yes and that is what you do, then you go out to people and you say, hey, look, you know, I am willing to give you 100% of the upfront fee, you know, say your product is $100 or whatever and now your -- you are willing to spend $50 whatever, well don’t you think that your affiliates that your joint venture partners would be much, much, much more willing to spend more or you know, to put more effort into promoting your product to service if you are willing to give them double your ROI now. Don’t you think that you can reach a broader audience base if you know, you are willing to spend $1 or whatever it was back then and now you can spend $3, or $5, or %10 you know, whatever your number is. I mean, you know, you can -- if you think about it, you know, typically, the more specific you are with your targeting when you are doing paid ads the higher ROI you get. So imagine like a little tiny little circle that is your circle of influence or whatever you want to call it, right. Well, if you can spend more money that circle gets bigger and bigger and bigger and bigger, right. And your competitors they do not know this. They are only willing to spend $3 as well. Well now, if you know the people are worth $20, maybe you are willing to spend $10. So if you are willing to spend 3 times as much as your competitors, who do you think is going to win, right. Think about that. I want that to be -- that is a huge, huge lesson for most people and they do not know it. They do not know the numbers. They do not know you know, how powerful that can be. That is how Jay Abraham took Icy Hot from whatever they were like $50,000 company to like it was like a $25,000,000 company in 18 months. That is the exact principle he used because he knew that -- I think his numbers are just less than (inaudible 21:40.5) the other day. His numbers were let us see, they found out that the Ice Hot, you know, the bomb you put it is like you know, it is kind of like (inaudible 21:50.2) right now because it is sore, but they were willing to give people $3. The product sold for $3, they were giving people $3 to sell it, okay, so they were giving 100% of the profits and they went out to a whole bunch of retailers and did that but the reason that they did that was they knew that over the first year their average customers worth $25 in that first year. So they were not losing money, alright. And they also knew that people would -- they would spend $3 on day 1 but day 15, they would buy another model, right, and they set their terms for net 30. So they, you know, they were essentially giving people 100$ upfront but they knew that their average person was going to order within that first month. So they were actually making $6 the first month giving out $3. So they were still getting off 50% really in the first 30 days, but then they knew that over the first year, they were worth $25. So they were getting whatever that is again 8 times you know, they were giving away $1 to make $8, right. And that is how they went from whatever it was, it was like 50 or you know, a couple of $100,000 or something like that just -- it was like barely, just a (inaudible 23:08.5) little business and he is (inaudible 23:10.2) like 25 million and again, do not quote me on the numbers there, to within like 18 months you know. That is the power of this, alright. So think about that. The last one is, thinking that the money is in the list, right. Everybody says the money is in the list, the money is in the list, the money is in the list, no it is not, not at all. The money is in the relationship with the list, alright. You can have a list and I know people with list of a hundred thousand, a million people, and I also know people that have a list of ten thousand and are crushing the people with a hundred thousand or a million. The reason for that is the relationship with the list, alright. It does not matter the size of your list does not matter, alright. You can show this by if you look at your list right now, let us just say it is, I do not know, 50,000, you think you have a big list, right. You think that is impressive. Go through it and see how many inactive people you have in there, because I guarantee you it is probably around 50%. I guarantee you because I actually just did this for both of my list. I guarantee you that roughly 50% of the people in your list have not opened a single email in the last 3 months or more. Go back and look at that and that is just an easy way to show you that you know, you can lop off 50% and you are still getting the same amount of opens, right, but you know, in a bigger contacts, the relationship is in -- the money is the relationship. The money is within the trust that you build with your list and that is through things like you know, telling stories, you know, being personal, being transparent, being trustworthy you know, building that trust with your audience, resonating with them and the emotional triggers that are going to help them resonate with you and that is different with every audience, you know, showing them that you are the person that is going to help them solve their problem, adding value to their lives. You know, things like that are going to help you in the relationship with your list, you know. I always tell people that people that are little bit newer to this that if your -- I just lost my train of thought. If you are going out to your list and you are sending them emails and they are not responding and you know, things like that, it is not doing what you thought it should do for the amount of people you have in your list, it is because your sending them again it comes back to message to market match, right. You have to -- they are signing up for specific reason and you have to give them reasons to trust you because their attention is on a hundred different things. So why are they paying attention to you, alright. You have to show them, that is actually partly what our new funnel that we are doing. That is actually what is about essentially. I forgot what the title is going to be. Essentially about you know, I actually I called the (inaudible 26:18.2) email, which, maybe I will tell you guys about that once it is done, but essentially, it is a simulate, resonate, and shocky email, right. It is a 60% open rate email, I might as well talk about it now, 60% open rate email that is essentially what we are going to be talk about, it is a quick little report, it is only like 6 to 8 pages. I am actually going to start finishing it today, but I called it the (inaudible 26:44.3) right. So the simulate, resonate, and shock email. So I will talk about that more you know, once it is done. Maybe I will even do a podcast on it, but yeah, you know, there is a lot of things -- if you go in my list you get basically like an (inaudible 26:59.8) email that is essentially what this you know, what this does is I bring you into my world and you instantly know who I am, what I am about, who I can help, who you know, why you should resonate with me that kind of thing and if you don’t then I will tell you to unsubscribe you know, and that is what this whole thing is about. So I will go into -- maybe I will do a separate podcast on that, but you know, the point here is that the money is not in the list. The money is in the relationship with your list. So do not sit there and think that it is okay to email your list once a month or once every 2 weeks even, you know, once a week should be the minimum, you know, and I sometimes I am guilty to this myself, but you know, there are so many auto responders in my list that most people are getting messages more than once a week. So even the final broadcast once a week you know, most people are getting messages at least you know, at least once a week and plus, most of my list is on my you know, listening to this podcast anyway so it is a little bit different. But anyway, that is it, I hope you enjoy this. If you know, if any of them really resonate with you, go back and re-listen to them, all of them are extremely, extremely important. If you want your funnel to convert, they all have to really you know, if you want to take your business to the next level, that is what you have to do you know, so if you want to get a little bit more in depth with all this, the 2 kind of main ways to work with us is either through coaching or having us just build your funnel for you. Everybody kind of want things for different reasons, so if you are interested in either of those, shoot me an email or just go to jeremyreeves.com and you know contact me. You could shoot me an email at support@jeremyreeves.com otherwise, if you enjoy this episode, if you think you know, your friends will benefit from it then you know, make sure you are telling people about it. Make sure you leave reviews so that our itunes rankings can go up and you know, give more people value you know. I put a lot of time into this. So I would appreciate that and also if you leave a review, I will send you the 101 Conversion Tips PDF where you know, I list out 101 different ways to increase your conversions, start your sales funnel, and that is free. I used to sell it for $77. So any of those would be very, very appreciated. So that is it. I hope you get a good start to your May and again, if you are interested in working with us, then just shoot us an email or go to jeremyreeves.com and fill out the form on there, alright. I have a team meeting in about a minute, so I will talk to you soon.

The Traffic and Funnels Show

The Traffic and Funnels Show is the best show on the planet for client businesses to learn about traffic, funnels, sales, conversions, and marketing coolness. Chris and Taylor are the founders of Traffic and Funnels, a digital marketing consultancy helping you get paid clients from cold traffic, daily.

Rank #1: #1: Scam #1: The Ascension Model.
How many times have you heard from marketing ‘gurus’ and so called experts that the best way to build a successful and profitable business is to have multiple products at multiple price ranges?On the surface it seems logical but having more products creates even more problems than you could ever imagine.And the sad fact is, 95% of entrepreneurs get brainwashed by this massive scam!In today’s show, Chris and Taylor share with you why using the ascension model in your business is costing you tremendous amounts of time and money. If you’re not familiar with the ascension model, let me get you up to speed…Essentially, it’s the process of moving your customers from lower cost, less profitable products to higher cost, more profitable ones.Strapped for time? Here’s some of the show highlights:Why using the ascension model is the longest and most painful way to the revenue you want. 2:00The reason your business never seems to really ‘take off’ the proverbial business runway (and why others are soaring into the stratosphere). 5:00Why you’re most probably undercharging for your services and how to fix it 11:40Most entrepreneurs and business owners get stuck in the trap of believing that more is better. The more products you have, the bigger your email list is, the more customers you can accommodate and the more profit you can generate.This couldn’t be further from the truth.There’s only two things you need to focus on to achieve the business goals you want - and the guys share these with you in this episode.For more free training & material, download our free "client bundle" here: www.TrafficAndFunnels.com/GIFTPlug in - Take notes - Enjoy today’s show!

Rank #2: #169: The Best of the Smartest Guys In Marketing: Mindset of a Millionaire.
This is a replay of one our most popular episodes. ENJOY!What’s the #1 key that separates the rich from the poor? Ask anybody who is financially free and they’ll all give you the same answer: Their mindset.Rich people have mastered one critical skill and that’s learning how to make their mind to work for them. Your mind wants to protect you. Its only job is to make sure you survive. It’ll put up a fight to keep you in the status quo. It sees anything outside your comfort zone as a threat - which is a huge problem as it holds you back from new opportunities and being able to level up your life.In today’s show, we’re going to show you how to break this mold, stretch your thinking, and develop the mindset of a Millionaire.Here Are The Show Highlights:How to identify the learning lessons in everything you do (9:40)How to hack the most advanced solution-producing device on the planet and boost your brain power (13:30)Dealing with negative people...and how to protect your positivity (15:35)The ONLY two kinds of people in the world - which kind are you? (17:15)The greatest natural anti-depressant of all time (23:10)A proven (and not obvious) way to avoid burning out (24:10) Make Sure You Get The Memos!If you want access to the lessons learned building the fastest growing consulting business on the planet, then make sure grab the monthly memos today by visiting www.trafficandfunnels.com/memosFinally, don’t forget to grab your free ‘client bundle’ by visiting this link here:www.TrafficAndFunnels.com/GIFTGet more Chris Evans and Taylor Welch at https://www.youtube.com/channel/UCeKyqGIFnuFz7exBT78dTUA?sub_confirmation=1Follow us here:Traffic and Funnels Facebook grouphttps://www.facebook.com/trafficandfunnels/Smartest Guys in marketing Facebook Group https://www.facebook.com/groups/trafficandfunnels/

Sales Funnel Radio

Join Steve Larsen, creator of salesfunnelbroker.com, and learn marketing strategies to grow your online business using todays best internet sales funnels...

Rank #1: SFR 97: Mastermind Or Die....
Click above to listen in iTunes.. Untold ideas are already dying.... Hey, guys. I am very excited for this episode... I've actually had this episode on my mind for, I don't know, it's been a while. I've had a hard time trying to figure out how to actually present it. I want to walk you through a little bit of, I don't know. About four years ago I decided that I would create, every January 1st, I would go and I would create a video that would basically publicly declare my financial goal for the next year, and it's the scariest thing that I do pretty much every single year. It's interesting what has happened though because of those videos. They're on YouTube. If you go to my YouTube channel, you can check it out. About four years ago, it's me, I'm in the army, I've got a shaved head, and I'm like, gosh, you know what guys, if I could just make an extra $1,000 a month that would change my life. That's where I was. I was like, hey, and here's my plan. That was the video for that year. Then three years ago I was like, "Hey, if I could just do $3,000 a month that would be crazy. Oh my gosh, that would change my life." It's crazy, because what I do then as I go through each one of the months and I say, hey, here's what I did, here's how I did. Then the year before this one, I was like, "hey, I just want to do $30,000 a month". That's excluding salary income, excluding any other income on the side. Just my own stuff. I'm pleased that I hit that several times this last year, which is awesome. I want you to know that that's on the side, working for somebody else more than full-time doing ... Still have a family, two kids, a wife. You know what I mean? This is not meant to be that video, but about four-ish years ago. Let me check actually. About three-ish years ago, I so badly wanted to be able to just start being around other people who shared my common interests. I was in college at the time. It was 2015. It was wrapping up the year, and I just wanted to be around other people. I felt like I was very alone, funny enough, even in my marketing degree, my marketing classes, which I love school for the environment it gave me to learn, but I didn't actually learn that much stuff that I use now, hardly at all, which is true for pretty much any education now. That's fine. I had been following Russell for quite some time at that time, and I knew that Russell was really into things like masterminds, and he had this Inner Circle and stuff like that. Honestly, before Russell, before I ever knew who Russell Brunson was, I thought masterminds ... I'm just going to be open and honest with you. Because I had no other expectations at all, I thought masterminds were a way to get more money from people. I didn't know what they were. I had no idea if there was any kind of value or anything like that. My perception was just that it was a high-ticket experience to hang ... It was a reason to hang out with people who paid you a whole bunch of money to hang out with them. You know what I mean? That's what I thought it was. Then when I saw that Russell was doing masterminds and he came out with his Inner Circle, I was like, huh, that's kind of ... Pre-Russell my attitude towards masterminds was very like, "Meh. You're just trying to take my money," or something like that. You know what I mean? That was my attitude. It's more of a scarcity mentality as well by then. This is like three, four years ago now. A lot's changed since then. After figuring out who Russell was though, and after seeing more of what he was doing with his Inner Circle and more what he was doing with that, it became very apparent to me very quickly that this was not a normal thing, that this was an extremely rare opportunity to learn in some really, really high-speed ways. I was seeing the results that some of these people were coming out and saying like, "Hey, I've got these results, X, Y, and Z." And be like, "Holy crap. That's awesome. You get that from the mastermind?" I had to change my mentality. I had to change the way I was looking at it. I found myself really wanting to go attend one of these masterminds. Granted, they're not all the same. The only thing I knew of Russell at the time was his DotComSecrets X product, DotComSecrets book was out, and I had read that definitely by this time. I believe so, anyway. I really just wanted to learn more from him, and I really, really wanted to get into his Inner Circle. I knew I did not have 25 grand though at the time to be able to do something like that. Fascinating, right? Fascinating experience. Fascinating predicament. I know if you're listening to this podcast right now, you've probably been in the same boat before. You've probably experienced it before, be like, "Hey, I wish I could be a part of this program. I wish I could do this or that." The FAT event and funnel hackathon event, secrets masterclass, 2 Comma Club Coaching, he has few different names for it. That's 15 to 25 grand, and for very, very specific reasons. I understood the reasons. I understood why he was charging that much, but I was in college and I still wanted to be a part of that. One day Russell sent out this email, and in fact I can tell you it was December 14th, 2015 at 5:44 p.m. I remember it. I remember this moment. This was a huge moment for me. I went and I actually found the email. I found the email, and Russell said, "Hey, look, there's 74 out of 100 spots taken. As you probably know, I have a small group of entrepreneurs that I personally coach and I call them my Inner Circle. For the past two years, I've had dozens, and dozens of success stories come from this group, in fact." Anyway, he went through and he started talking about it, saying, "Look, this is a new development. I'm going to say that when we're at 100 spots I'm going to end it." I was devastated. I was so devastated. I remember exactly where I was. I was in the campus basically rec center. There was a pool in that room or in that building. I was standing in the hallway and I was walking down in the stadium steps, the basketball stadium steps. Smell of chlorine from the pool from several rooms over was in the air. It was quiet. I was one of the only ones in that room standing in the middle or almost in the middle of the basketball stadium. It was quiet, and I remember reading this email, and I remember out loud actually saying, "No! No! Crap. No!" I was pissed that he was closing down his Inner Circle at 100 people because I knew I would make it somehow, but I knew I couldn't make it at the speed he was filling it. I just knew that I couldn't make it. I was like, "Oh my gosh. No." I remember I sent a message to my wife, and I was like, "He's closing it down." She didn't really know what it was at the time still, or what I was really doing or what I was into and stuff like that. She said like, "Oh, that's too bad." I was like, "No." I remember at that exact moment though, I mean I was crushed. I was shattered over it. I so bad wanted to be a part of that group. Again, this is December 14th, 2015, three years ago. That's crazy. Is that two years ago? What's the year? What's the year? '16, '17. Wait, this was only four months before I got hired. Holy crap. I thought this was longer ago. That wasn't actually. This is only two years ago. Never mind. It's December 28th right now. This is only two years ago. I remember I was pissed. I was so sad that I wasn't going to be able to be in that group, because he had already been changing my life so much, and I had a successful funnel building agency at the time and I was making money for other people, and I was making money for myself finally. Now that I know more of the timeline of where all this was happening. I remember standing in that room. It was silent, but you know like when you're in a huge room and there's really, really high fans, so you can hear the light hum in the air, and there was a little bit of the smell of the chlorine in the air from the sport unit, from the lap pool that was over. The racketball courts were near, and I could hear them ping ponging around. For the most part it was pretty silent. I was standing there, and it was one of those moments that was just like, "I'm going to get in that group. I don't know how, but I'm going to get in it." I stood right there, as soon as I read Russell's email, and I actually wrote him one back. I just clicked reply. I was right on my phone, and I wrote an email back to him immediately on the spot. This is what I said. I know, because I found it. I said, "Dang it. This just breaks me apart. I'm in college and working to get in, and I'm trying to become your dream client, because I know I'm not yet. Thank you for everything you've given me. I can't express how much you've changed my life, but you don't even know me. I feel like I know you because I've gone through so much of your material for years. You're a blessing to me and my family, and I sincerely thank you for all you've sacrificed and given to make sure others are successful. You're one of my very real inspirations and I thank you, Steven Larsen." Then I put in parentheses: "See you at Funnel Hacking live event. Woo!" At that time, that's when I was bootstrapping my way to the funnel hacking live event, because I still didn't have any money, so I was exchanging funnels for the event tickets, funnel for the flight, funnels for the hotel nights, and that's how I got there. Which was literally what, like three months later? Then I sent this email over. No one replied. I didn't expect them to, but I kept sending stuff like this. I sent tons of stuff like this, and what was funny, what was interesting is three months later I was at his event. I applied on a Saturday. I think it was a Saturday, because that's when the event was over. I think that's when it was, on a Saturday. I got a call on Monday to come get an interview, so two days later, two days later. The next day, Tuesday, so this is three days after the event was over, I was in Boise doing the interview. Actually, I think it was on Wednesday, so four days later. I was in Boise in the middle of my finals week and I got the job. I was in Russell's office working full-time within, I think, eight days after funnel hacking live 2016 ended, within like eight days. What was crazy is within a month he had his first Inner Circle, not first, but first since I had been there working for him, a mastermind come up for his Inner Circle. Guys, before I recorded this episode I was trying to find the Voxer that Russell sent me inviting me to come to the Inner Circle meetings. I was blown away. I was like, "Are you kidding me? Oh my gosh." I went berserk. I think I almost killed Voxer, which seems like it's dying anyway. I literally spent, because it took so long for everything to load, plus I was reading all of our old conversations over the last two years. Anyway, it took 30 minutes, and I was one month away from going back to where the messages were, where he invited me and then my response. I was going to take those excerpts of him inviting me and then my response back and put them in the episode. Voxer wouldn't load anymore messages. Said there was no more messages left. There was messages left. I think I just broke it. Super-sad, honestly, that I didn't do that. I went nuts though, I went crazy. I got into the mastermind. I was freaking out. I got there early. I sat down. I was like didn't know if I should talk to anybody. I was like, "Oh my gosh. This is Russell's Inner Circle." I was like, "Oh my gosh." I was kind of slinking around the sides of the room, because I didn't feel like I was qualified to be in there. Just four months, five months earlier I was telling Russell how much I wanted to be a part of it, didn't know how I would, and I ended up now working for him in the same room with him. Like crazy. It's ridiculous. The turn of events, that's insane. That's pure insanity how that all worked out. I sat in there, and holy crap, it was fantastic. Everyone was following the same format in this mastermind, and it was better than I thought it would be. Everyone stood up and they shared something amazing. We're not talking about like little tiny tips and tricks. I got almost straight A's in college in my marketing degree, and I was also that kid who was like fighting with the teachers actively and didn't really get along with a lot of the other students in there, because none of them were doing it. They were all freaking studying about it. No one was actually starting businesses. No one had been doing it. I had been doing it for years by the time I got there. You know what I mean? I was that weird kid who was kind of on the side fighting what everyone thought, or was just taking as face-value truth. I was like, "No, that's no. No, and it's not true because of X, Y, and Z." With that backdrop, the stuff that people were just getting up and openly sharing was ridiculous. What I did is I actually opened up Trello while I was in that mastermind, and just sitting on the side listening and taking notes, I mean ferocious notes. I was going back through reading some of these, and I was like, "Holy crap." It's not like some of the stuff was like, "It only works right now. You got to do it now, because the trick is going to end soon." It's like, no, like the stuff that I'm reading that I learned from that mastermind is still stuff that I both teach and use and apply to this day. That was a year and a half ago, which is crazy, which is crazy. I can't believe, I cannot believe that I got to go do that. Then I got invited to the next one, and to the next one, and to the next one. It was like over and over and over, and drinking deeply with that group, just listening, taking notes. Very super-observant, like just writing it all down. It's nuts to me, absolutely nuts to me the amount of personal progress that came to me because of those masterminds. I'm frankly a little bit ashamed that I ever thought something like a mastermind wouldn't be valuable. Then as time progressed and I started getting invited to go speak places and present in different masterminds, several of them, which has been so much fun, and come be a keynote in some masterminds, and things like that. It's been interesting to see how much I've learned to just flat-out adore them, and not even learn to. It's really easy to love them because they're amazing. I'm very anti-meeting. Meetings freak me out. My first perception was that, hey, I'm going to have to go sit in this meeting and it's going to be boring. I'm going to sit there all day. It's like no, like it is fun. They are high-paced. They are high-energy, and if you've never been a part of one, I want you to have that experience. Want you to be able to know that is. Since I'm leaving ClickFunnels, there are two questions that have been popping up very, very frequently. Very frequently. The first one is, "Steven, will you coach me?" That question has been asked to me like crazy. Is there any kind of coaching package? No. Not yet. I'm sure there will be at some point, and when I decide to do that. I'll tell you why I'm not doing it right now, also. For right now, no. I do 30 minute consultations on people's phones before they go launch them. That's fun. That's awesome, but I don't do active coaching yet. Then the second question that people have been asking me like crazy, I finally have a support team, awesome support system, a ticketing system finally. I finally have structure underneath me that I've been building ferociously in the evenings; it's 1:30 in the morning right now, as I am literally in two days going to be unemployed. What would you do if you knew you were going to be out of a job with like four or five months advance notice? Russell and I both knew way before I ever told anybody. You know what I mean? What would you do? You'd do the same thing I'm doing. It's not exactly relaxing. I almost feel like it might have been easier to just have the whole two weeks notice thing, but instead ... Anyway. The second question I get like crazy is, hey Steven, is there any kind of mastermind or event you're going to be doing? The answer to that one is yes, because I am such a proponent of them. I cannot believe how much growth has come to me because of them. There's 100 people in Russell's Inner Circle. That's four different mastermind sessions twice a year. That's eight mastermind sessions per year, and I've got to sit in a huge portion of them and learn like crazy, I mean from ... Just brilliant. Brilliant. Even the ones that aren't Russell's that I've been able to go like, people are like, "Have you really done much? Have you accomplished much?" Sometimes one of the fears people will have, I've noticed, is they'll be like, "Well, I haven't accomplished these great things, therefore I can't attend because there's nothing to contribute." No. That's not how it works at all. This is very much like a huge synergy situation, where you just put multiple minds together who are trying to go towards a common goal, and it is ridiculous. I don't care what kind of background you have. It's fun to watch just different experiences and backgrounds and stories that people bring to a room and go like, "Oh, yeah. Do this, or X, Y, and Z, or this is my feedback for this." The amount of decision making, the time that it takes to make the kinds of decisions that people need to make in order to be successful, the timeline decreases. The clarity of the path that people go down afterwards is amazing. Clarity not just on the marketing, or clarity on the offer, or clarity on this, but how they actually operate and conduct themselves outside of the mastermind in order to get their goal. I wish I could just dive in and start telling you all of them. I am shamed to say that I have not taken notes in every single one of them. I should have. I don't know why I didn't for a lot of them. Some of it was because I was building funnels on the side. Actually, a lot of it was because I was building funnels on the side, so I'd be listening and when there'd be some massive thing, I'd come over and write it down. I've got this huge, massive, Trello column of just huge. On one side it's direct quotes from Russell from all the lessons of me sitting next to him and hearing him as he's talking to other people on those podcasts. The other one has all these ones that he hasn't actually explicitly told me, but I've learned from him, or gleaned from him either in a mastermind or directly from his desk, or whatever it is. I mean it just blows my mind. I couldn't have gone and got a master's degree, even PhD in marketing or internet marketing or whatever it is, and I still would not have learned even a fraction of this stuff. I know that. I know that, because these are the people who are doing it. These are the people who are out actually proving what's actually happening, what's actually working right now. You know what's funny, like I was saying before, of course it matters who all is in the mastermind. Obviously, if you're more experienced, overall it's going to be awesome, even more awesome. Even if you're not crazy-experienced and you have the chance to go to one, you should do it because it's crazy to see how much actually comes from it. Anyway. I feel like I'm saying the same thing over and over again now, and I apologize for doing so. It's just if there was one thing that I could do the rest of my life, if there was one activity that I would go do the rest of my life and never read another book again, and never take another course again, if there was one thing that would replace it all and I would still feel like I would be able to stay on the edge, the peak, the cutting edge place of the markets, whatever I'm trying to do, it would be masterminds. The mastermind would replace. Now, that's personal preference. Obviously, I've quite a bit of experience in the funnel building world, a lot of it. It's true though. I would put down all these books. I've tons of books all around me. Lots of bookshelves, bookcases and stuff. I love them and they're awesome. It's gold, amazing stuff. The one thing in my mind that has actual potential to replace the huge amount of knowledge in books that's sitting around me or on courses, or whatever it is, is masterminds. It's masterminds. For whatever reason that kind of synergy that comes from people who are truly trying to dive into and dump amazing information in and get amazing things back out, I mean it's amazing what happens. There's this really interesting study that happened actually, and I'll end this episode soon, because I know I've been going for a bit here. There's a really interesting study that happened, I heard the results from anyways, where some people went through and they watched those who contributed the most. Here was the rule. This is what they found out. Those who contribute the most in masterminds, those who contribute the most in masterminds almost always are also the top earners in the room. That wouldn't shock you. That wouldn't shock you at all. Think about that. When you get into a mastermind, and you see people who are just giving and giving and giving and giving and giving and giving, it is very much the antithesis of what most people treat wealth creation and secrets and, "I got to keep all my products to myself, and no one's going to know what they are. If I say anything, someone's going to steal it." It doesn't really happen that way. Guys, I tell you everything that I do and there's maybe like one or two people who have attempted and kind of done the stuff that I say, kind of done. Why? It's because I'm a different person with a different background, different frame of mind. Even if they did take the same idea and they did try and go, they still would execute it differently than I did. Ideas when they are shared grow. Ideas when they are shared actually turn into better ideas. You get up, and you stand up, and you actually start sharing all of your best stuff with the room, and you'll be shocked, shocked, completely floored, completely floored at what ends up happening to your idea, things you would never, ever, ever have thought of or it would have taken you a very long time to think of. Time is money. Anyways, I have a mastermind. It's not necessarily a Steve Larsen mastermind yet. I am having fun partnering with a lot of my friends at the moment, but no matter what, you can always find whatever mastermind I'm doing or running or pulling off, or whatever, at SteveJLarsen.com, and just click mastermind up at the top. It's in the top header. Click mastermind up at the top, and you'll be able to go to whatever mastermind is currently going on that I'm doing. Would love to have you guys. There are different prices, different price points, different things that you can go check out, whatever it is. I just got to bring up one other thing, one other thing. As I've been preparing to leave my job, as I've been preparing to leave ClickFunnels, I've surrounded myself with a lot of coaches, just to make sure that I keep the edge. One of the pieces of feedback that I've received is actually from Mandy Keene who's actually the Inner Circle coach who's amazing and has totally changed my life in ways that I still have a hard time expressing to her. I'm very thankful for her. What she taught me and actually what Russell personally taught me also, he and I were chatting and we were talking, and we were talking about the purpose of Inner Circle and the purpose of masterminds. Mandy separately was also talking about this, also. Russell has his own mastermind for many purposes. One of them is so that he can stay up to date with all the other industries and what's going on and all those things, so he knows how funnels will work in those different areas, things like that. That totally makes sense. The money, yeah, I mean the money's nice, but that's not really the real, real reason. The real, real reason is to keep him sharp. Then he'll attend these extremely high-ticket masterminds, these 100K masterminds in order to attend. $100,000 just to go to the mastermind, with these extremely high, A players. You can imagine the kind of goodies that go into there. The only thing I'm bringing this up for is so that you understand that if you're not collaborating actively and you're not actively your ideas, the idea is already on the way to dying. In my opinion, going to masterminds and being active in them and contributing your face off, it's one of the fastest, best accelerants I have ever, ever, ever seen, or ever witness ever. I think I could say ever a few more times. Ever, ever, ever, ever... It's because of all those things, not just the personal growth of the person explodes. Obviously the business does. The connections do. Hey, I know a guy who can hook you up with X, Y, and Z over here. The connections in the room, the ideas in the room for both your offer, or the marketing message, or the litmus test of the people who are sitting in there. People who are offering their connections. People are offering things that they've taken time and money to build on their own in order to contribute because they all understand the law. The law is if you give the ideas away, yours explode and expand in ways you could have never done on your own. People know that when they're regular, habitual mastermind attenders. I invite you to come. If it's not mine, I don't care. Choose one. I would love it if you came to mine, but my gosh, choose. Just attend. Go to one. You will be shocked by what happens. If you're like, "I don't know which ones exist out there." Just start looking around or come to mine, or go to someone's. I guarantee if you go to Google and start looking around, or any guru, gosh, just start asking around, and you'll find one. Anyway, hey, so if you want to do whatever one I'm currently running or putting on or about to go to or whatever it is, I'm just going to be putting at SteveJLarsen.com, and you can click mastermind up on the top. The next one is actually here in just a few weeks, which I'm very excited about. Anyways, guys, appreciate it. Go collaborate like crazy. Share, share, share, and give your ideas away, and you'll be shocked at how much, A, they grow but B, no one steals them, because no one can truly replicate you. Anyway, talk to you later. Bye. Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Want to get one of today's best internet sales funnels for free? Go to salesfunnelbroker.com/freefunnels to download your prebuilt sales funnel today.

Rank #2: SFR 24: Dan Henry - From Pizza Boy To $200k In A Few Months. Dan Is The Real Deal….
Click above to listen in iTunes... Dan went from not being able to pay his power bill, to WELL past $200k in a few short months. But it wasn't overnight. Here's how he did it. I'll personally be buy his product. Click on the link in the blog post to check out his offer… ATTEND DAN's WEBINAR HERE:  and get my WP Theme Free... (email me) Steve Larsen: Hey, everyone. This is Steve Larsen, and you're listening to a very special Sales Funnel Radio. Speaker 2: Welcome to Sales Funnel Radio where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. Now, here's your host, Steve Larsen. Steve Larsen: All right, everyone here, I've got a really unique episode here. This is fascinating stuff. Now, I've interviewed a lot of people in this podcast, and I've gone through, and we've thought we've got some great advice from great people in the past. Today's no different though, but I've really cool spin... I want to introduce you to a guy I've just come to know just in the last couple days, actually, named Dan Henry who is crushing it in the Facebook ad area. He's going to tell you a little more about it, but just killing it. The thing that grabbed my attention right off the bat is I was going through Facebook. I see this thing that says, "From pizza boy to $200,000 in a couple of months." I was like, "What the heck?" You know what I mean? That's always going to grab your attention. There was a striped screenshot, and I was like, "Crap, this is real." I was like, "Who is this kid?" I started going through, and a really fascinating story. With that, I just want to introduce everyone to Dan Henry. Dan, how are you doing, man? Dan Henry: Hey, how's it going? It's super early, but how's it going, Steve? Steve Larsen: It's going good, yes. Just so we know, Dan was like, "I became an entrepreneur so I don't have to get up early in the morning." Dan Henry: Yes, you're darn right. I became an entrepreneur, especially an online entrepreneur, so I can sleep in. That's my whole thing... Steve Larsen: That's awesome. Dan Henry: How are you doing this morning? Steve Larsen: I'm doing awesome. Like you took, Dan, a whole bunch of caffeine, and I am loving it. It's just starting to hit. Hey, I really want to know, and so does everyone else. I asked a few questions to people on the Sales Funnel Broker secret unknown hacks, all different pages. I'm like, "Hey, I'm about to interview this awesome guy. What do you guys want to know?" I got a huge list of questions from people, actually. Dan Henry: Wow. Steve Larsen: I mean number one, people want to know, literally, I think some are like, "How does a pizza boy" ... Tell us about your story. How does a pizza boy go to 200 grand? We'd love to know how it happened. Dan Henry: Well, I'll go through it. 200 grand, it's getting crazy at this point. I did 32 yesterday. I'm at 9,045 so far today. Steve Larsen: Wow, you're passed 200, obviously. Dan Henry: Oh, way passed 200. I've been doing over a hundred thousand a month for the past three months. It's getting wild now. I'll probably do close to 200 just this month. Excuse me. It's getting nuts. Let me see if I can run through this from beginning to end as cleanly and quickly as possible. Basically, back in 2009, I was a pizza boy. I was just your standard douche bag. Steve Larsen: That does not reflect all pizza boys, by the way. Just want to put that disclaimer in there. Dan Henry: It reflects me. I saw these articles and these Business Insider things and all of these stuff about these guys that were making stupid money, you know? Steve Larsen: Yes. Dan Henry: Just 18-year old kids making a million dollars. I was just like, "What is this?" It was this online marketing thing, and I was like, "I got to learn this." I spent two years just going nuts. Going nuts and trying to learn it... Steve Larsen: How were you trying to learn it? Dan Henry: The normal ways: podcast, buying crappy digital marketing products. That whole thing. Steve Larsen: Yes, yes. It's like the gauntlet we all run through, you know what I mean? Dan Henry: Yes. A lot of the early days with the Digital Point Forums and the Warrior Forums and all that. That whole thing. I didn't really try anything until 2011, and when I did, it was a blog. I was doing the whole SEO affiliate marketing blog thing. It was not how to make money. I know everybody starts with how to make money even though they haven't made a dime, which I don't freaking understand. Mine was electronic cigarettes, okay? Steve Larsen: Okay. Dan Henry: I went from $145 my first month in commissions to $30,000 a month my 14th month, so just over a year. I was making 30 grand a month in a year. I was doing really, really well. Life was great. I thought I was on top of the world, and then, the whole SEO crash happened. All that income just went poof, gone. It was just gone... Excuse me... Everything I worked for was just gone in a flash. I had a bunch of money in the bank because I had made that for that long of a time, and so I went, and I bought a night club. I took my skills offline because I was bitter, a little bit, about it. I was like, "Well, I want to start a real business." I started this night club, and I remodeled it. That's when I first started to learn Facebook ads because I had to bring business into my night club. It, in just over a year, I flipped the night club for a $300,000 profit. Now, you would think that that's all grand and well, but unfortunately, due to some really bad investments, me, investing in some software products I was trying to do, not paying taxes for three years like an idiot. I wound up literally broke at the end of it, okay? This was actually last year that I was still broke. Last year, I could not keep my lights on, almost. I had just gotten married to my wife who is a lawyer in Turkey, but does not have her ... she's working on it now to get her law degree here. She had to get a job, and this woman is a lawyer... She had to get a job at a Turkish restaurant to help me pay the electric. It was embarrassing for her, and it was embarrassing for me because I felt responsible that I made her do that. I'm sitting here, trying to keep afloat. I started another blog, and I was making about six grand a month doing that, but it wasn't consistent. I was barely keeping afloat. That was bad. Then, I started. People wanted to know how I made money back then and all these. People had always asked me, "How did you make this money to buy this night club, to do this, to do that?" I thought about coaching, but I didn't really get into it. I started doing Facebook ads more. I started taking on clients, okay? This is when it turned around... I started taking on local clients, real estate, all that stuff. In about a month, I scaled to $10,000 a month in clients, okay? First month. Steve Larsen: You were running ads for them, for their business? Dan Henry: Yes, just running ads for them, okay, and getting them great results. What really launched me was I had this real estate agent. Not real estate agent... Condo development in Texas. I spent $441 in ads. They ended up selling $900,000 worth of condos in a week. Then, I ended up getting interviewed on TV about it... Steve Larsen: I saw your picture all over the place. I was like, "Cool, this guy's been on TV, too." Dan Henry: Yes, yes. I've been on TV a lot. I've been on Business Insider twice. I'm hopefully working on getting on the Steve Harvey Show. We've been going back and forth with the producer for a while. Hopefully, I can get on there. In case Steve is listening, hey. I'm on the list. Steve Larsen: We'll send it straight to him. It says, "Re: Steve, you better ... From one Steve to another." Dan Henry: Yes, so anyway, so things started looking better. I had clients. Then, I started doing a little bit of coaching for Facebook ads, for online marketing. I did try to put out a blogging course, but unfortunately, most bloggers are freaking lazy. They don't take it seriously... They think it's some sort of hobby, not a real business. I got out of that real quick because it weren't the people I wanted to be dealing with. This went on for a few months, and I got back on my feet, and I was making crazy money with clients. Then, people obviously started asking me, "Well, how did you do this? How did you quickly make money with these clients," and all these. They were asking me these stuff. I decided to put out a little group coaching program. It was only seven people. This was where my course started happening... I don't understand this whole, "Let's build a course and sell it." You got to know that your course works. You might know how to do something, but you got to know that you can teach it to somebody. Steve Larsen: Right. It's totally a different skill, for sure. Dan Henry: Right, so I took seven people, and I worked with them personally, more of a group coaching than a course. I tweaked things. I figured out what was helping them and whatnot and what they really got in-tuned with and where their roadblocks were. I changed the material. I launched again to about 15 people. Then, I revised it. I did all these little launches until I had it down. I got three guys right now who were doing nothing, zero dollars. Now, they're making over $10,000 a month. One of them is a doofy 19-yearold kid. The other is a slightly less doofy 22-year old kid. The other one is in his 30's. He's got a family. Steve Larsen: No doof? Dan Henry: No, he's still a doof. Steve Larsen: No, can you just point out, re-quote what you just said. Okay, for the audience, what Dan just said is amazing because we tell people to do this all the time. Someone, the other day, just asked me like, "How do I get started? How do I do this?" I keep saying how to do it, and we keep saying how to do it. Go get results first. It's so much about that. Oh, man. You can't just go jump out, and just start if you like. Dan Henry: Listen, Steve, if nobody's going to listen, they're not... They're just going to be like, "Yes, okay." They're going to nod their head, and they're going to go, and they're drinking their drink, their overpriced latte. They're not going to do what you're telling them to do, okay? That's what's going to happen. 99% of the people listening to this right now are going to not do it. Steve Larsen: Startup Stock Photo Yes. I worked for free for 10 months for one company, just to get them sweet results. When they were making 60 grand every e-mail drop, then, I was like, "Okay, now you guys can start paying me." I took that story, and I went, and I sold it. That's how I got going in this industry... Same thing as you, anyways. Totally awesome, yes. Results first, everybody, before you get paid. Dan Henry: Yes, absolutely. Steve Larsen: All right. Continue, sorry. Dan Henry: Yes, so basically, now I had results. I decided to do an actual launch. I did an actual launch with an e-mail sequence. No webinar, just an e-mail sequence. I made $15,000 that month. That was fine. I was like, "Okay, that's cool," but I was a little disappointed. Then, I started implementing more of Russell's stuff from DotCom Secrets. I digest everybody's stuff... My favorite mixture right now is if you took Russell Brunson and put him in a bath tub with Ryan Lavesque, maybe sprinkled a little Derek Harper on. Not too much, but too much is way too strong, and just grinding them all up. Steve Larsen: All right. That's a great picture. Dan Henry: I got that whole little mixture going on. I started really getting into webinars. I took a webinar that I was working on, and I used the perfect webinar script. Steve Larsen: Okay. It's amazing. Dan Henry: Really, it was the same content. I just used Russell's format which really helps... I put that all together, and I launched. I used all the same strategies I taught with Facebook ads for my launch, obviously because duh, that's ... That month, I ended up doing $104,000. Steve Larsen: Holy cow. Was that just three months ago, you were talking about? Dan Henry: Yes, that was three months ago. Steve Larsen: That's amazing, okay. Dan Henry: Yes. Here's the funny part. I didn't pay for any ads. Steve Larsen: Really? Dan Henry: No. You know why? Because as soon as you opted in for my webinar, I didn't take you to a thank you page. I didn't take you to a, "Hey, here, you registered for the webinar." I took you to an up sell. It's a 37-dollar product... The way I framed it was, "Hey." We'll all just tell you what it was. It was called Pixel Hero. Basically, you sign up for my webinar. What I did was the webinar was just ... It is a super long name. It was called, "How I made $10,000 my first month running Facebook ads for clients, and how you can too, even if you don't have results to show first," okay? Steve Larsen: Sure. Dan Henry: I taught a method. It's funny because it's all revolving around the "Get results first" method, even though it says, "Even if you don't have results first." It's a very interesting method. I do that webinar, and then, on the thank you page, it was called Pixel Hero. I was like, "Hey, does the Facebook Pixel confuse you? If it does, you might want to check this product out because it really enhanced." This is the key. "It will really enhance what you learn on the webinar." I noticed that when I said, "This thing that's only $37 will enhance what you're going to learn on the free webinar," it could have earned at 40%. Steve Larsen: Dude, holy crap. Dan Henry: It can earn at 40%. Steve Larsen: Now, was it even your product? Is it just an affiliate thing that you put in? Dan Henry: No, I don't do that crap. No, it was my product. Steve Larsen: That's awesome. Dan Henry: Yes, I put it together in a night. It was slides and all. It's like Russell's stuff. You get slides and all that stuff that I screen share. One of the bonuses was how to get webinar registrations for under a dollar. That really helped. I hit it from all different ways. I did $9,000 in Pixel Hero sales before I even got on my webinar... Steve Larsen: That's amazing. I mean you literally created a self-liquidating offer for webinars, which is oh, man, that's cool. Dan Henry: Yes, yes. You know what I stole from Russell a little bit? Steve Larsen: Yes. Dan Henry: I saw him do this video once where he had a whiteboard, and he had the price, but he had paper taped up to the wall. Steve Larsen: Dude, go ahead, yes. Dan Henry: Yes, he did the whole thing, and the paper's there. I'm thinking, "Dude, just shut up, and rip off the paper, for crying out loud." I'm thinking, "Wait a minute." Steve Larsen: That's why he does it. Dan Henry: Yes, exactly. I was like, "Well, if I was that emotionally invested to that darn paper getting ripped off ... By the way, the only reason I'm saying darn is because I'm on your podcast. I would be saying all kinds of different things normally... Steve Larsen: I appreciate it. Dan Henry: I did it, and it works well. I ripped it off, and boom. It worked really, really well. Then, I re-targeted people, and I was like, "Hey, this is your last chance, or the price is going up." I would spend $3, and make a $37 sale. I've done probably $40,000 in that offer. Steve Larsen: Just for that front-end offer? Dan Henry: Yes. Steve Larsen: I mean if you can get someone to go through, and they buy a 37-dollar product, the likelihood that someone actually shows up is huge, watches the thing, goes through. Their engagement's high... Dan Henry: Oh, yes. Steve Larsen: Awesome. Dan Henry: It's a tripwire. Steve Larsen: Yes. Dan Henry: Let me just tell you, man. I've seen these things where Russell or anybody, you guys, you're talking about, "Oh, this funnel makes us $100,000 a day. Oh, this funnel makes us $30,000 a day." Steve Larsen: Which is true. Dan Henry: Yes, I know. Oh, I know it's true... When you're watching that, you're like, "Oh, man." Some people probably are like, "That's not even possible." Then, some people are like me. I know it's possible. I know it. I just got to do it. Now that I'm doing it, honestly, it's been a crazy ride for me. I remember looking at ... I don't know if it's still big now, but you know the income reports? Steve Larsen: Yes. Dan Henry: Who is the guy? It was Pat Flynn. Steve Larsen: Pat Flynn, yes. Dan Henry: Yes, and the EOI on Fire, so I started looking at those. I remember, I saw one with Pat Flynn, and it said, "Oh, I made 120 in an income report. 120 grand." I'm thinking to my self, "If I could only make 120 grand in a month, that would be amazing." Now, I'm making it. This week- Steve Larsen: You're matching that. Dan Henry: This week, I have done almost $80,000 this week. Steve Larsen: Yes. You woke up, and there was already almost 10 grand in your bank. Dan Henry: Yes, yes. Steve Larsen: That's amazing, man. Dan Henry: This week. That's on very little ads spent... Now, it's a little bit higher this week because of the whole Black Friday thing, but when I went evergreen, which I'll get into in a minute, now, I'm up to at least five to $7,000 a day solid. Now, it's getting crazy... I've now have had 10, 12,000-dollar days. Yesterday, it was 32,000, but that was cyber Monday. Friday was 16,000. Anyway, I did my live webinar, and then, I did it again a month later. I made about the same amount a month later. Then, when I turned into evergreen, and I used your On The Hour webinar. There's that because I saw the ... What was it? Was it the Certified Partner one that you guys did? Steve Larsen: Yes. Dan Henry: I was like, "That's awesome. I want to do that." I studied it, and I funnel-hacked you, basically. I recreated it, and then, I spent all this time trying to figure out how to do it. Then, you guys end up releasing the code for it the next day. I was so, so angry. I was like, "Ahh." I just deleted everything I did and used your code. I did the On The Hour thing. I've just been hit, hit, man. Now, I've just opened my affiliate program because my webinar converts like great. Like great. Oh, I don't have any coffee or anything. My webinar converts great. I just opened my affiliate program. One of my students made $800 yesterday on it. Everything's coming together, man. It's just amazing that last year, I could barely keep my electric on. Now, this is all happening. Not only that, but I've got student results out of the Yin Yang. I think that's what really sells my stuff. I don't even go into big long copy. I just constantly push. Every e-mail I send out has a new case study from a student. I don't push, really, my results so much. I mean I do, but mostly, my student results. I always do headlines for what these student results are. They're all across the board. I'll push out, like for instance, a web designer spent $100. She landed her first 6,000-dollar client within $100. I got guys running it as an agency where they got chiropractors. They're making 10 grand a month... I got a bunch of those guys, real estate guys doing well. I know you know Jesse Coft. She is killing it. Within two weeks of taking the course, she had a killer webinar going. She made thousands to $10,000 for a masseuse place. There was somebody else. I don't remember, but I just got all these variety of case studies, and I just push them out. What I do is every single time somebody gets a result, I have my assistant, Stephanie, get them on Skype or get them on Hangouts for a five-minute success call. I record it, and I immediately push it out or put it in my sequence. I just put it on my sales page, and I just push, push, push, push, push the results because that is honestly what I think matters. I think if you have results, you don't have to be awesome at sales copy, awesome at e-mail sequences or any of that because at the end of the day, you have the results. You have the results, so all that other crap is just secondary, I think... Steve Larsen: No, it's so true because I did door-to-door sales for two summers, right? How many of those tactics I actually use what I do now? None. What actually sells the stuff that I do and actually sells when I build funnels is I say, "Hey, I'm just built for the next president of Alberta, Canada." You know what I mean? It's helping him in his campaign. "Hey." You can point back to all these different things. It's so much more powerful because now, you sell without actually selling. You know what I mean? You're actually pushing things without actually cramming down their throat. It becomes very much a story-based automatically. It's just so much more powerful than a pitch that's more generic. Hey, I wanted to ask, so I'm actually drawing while you talk your funnel and all the different pieces. Now, so you go from a registration page ... Dan Henry: Do you want me to go through it? You want me to just go through the whole thing real quick? Steve Larsen: That would be awesome. Then, you said some crazy stuff. You've got little, little tiny ism's that you're doing, as far as capturing stories, getting them on Skype. Stuff like that. Those are things that are huge impacts, like you said. Those are not normal for people to be pulling off. I'd love to hear those kinds of things as well. Dan Henry: All right. Hey, I'll go through the whole thing. All right, so on my website, danhenry.org, I have a cheat sheet. It's called Seven Proven Steps to Creating, running and Profiting from Facebook Ads. It's a PDF cheat sheet. Once you go on there, and you opt in, whether it be from a cold ad or Google or whatever, you opt in. You get this cheat sheet... Now, this is where it gets interesting. Once you get the cheat sheet, you get forwarded to a thank you page where I invite you to my free Facebook group called Superhero Entrepreneurs. Now, this is important because I used to try to be super professional. It wasn't working for me. I just blended in with everybody else. When I started being myself, that's when it blew up. I'm basically the Kevin Smith of all my marketing on my extremely juvenile humor. It costs a lot. When I bring them to the thank you page for my group, I'm wearing a bunny hat ears, and I say, "Thanks for joining." I tell them about my group. I say, "Let me invite you into the group," and I say my spam policy. This is how I pre-frame people right away to get used to how I am. I say, "Listen, if you spam in my group, we have a policy. If you spam in my group, I will send you goat balls. My admins will send you pictures of goat balls." Everybody in the group has my permission to PM you with pictures of goat balls. They get used to my crazy incorrect way. Now, listen, seriously, if you go join Superhero Entrepreneurs right now, and you spam, you self-promote, you will get sent tons of goat balls. What happens is we don't even have to ban people. They leave because they get just bombarded with pictures of goat balls, okay? Steve Larsen: What the heck? That's awesome, man. Dan Henry: Yes. Now, people, and here's the funny thing. People enjoy this because I'm making stupid money, but I'm being a total jackass. I'm letting them know that it's possible. You can be your self. I'm the type of guy that would send you a picture of goat balls if you spam my group. That's me. You know what? That's what I'm going to do. Steve Larsen: That's awesome. Dan Henry: I take them to that page. I warm them up to my personality. I get them in my Facebook group, which is key. Then, after that, they get sent a five-day e-mail sequence which is your soap opera sequence, basically. That sequence tells them my story, indoctrinates them and pushes to my On The Hour webinar. It plays every hour. They register for the webinar. They get forwarded to the webinar room when it's time. Now, they get an e-mail that offers Pixel Hero, and they also get re-targeted for Pixel Hero. That helps my ad cost and all that. Steve Larsen: They go right after registration though. There's a interstitial page though where they go to Pixel Hero, right, before confirmation page? Dan Henry: Yes. No, the Pixel Hero only gets offered in the funnel steps when I did it live... When I switched it to evergreen, I just send an e-mail because I didn't want to. What happens if they opt in five minutes before it plays? What are they going to do? Watch the sales video? Then, I mean I guess I could split test it, but it's working, obviously, great right now. Basically, they get forwarded to a page. On this thank you page is just a five-minute video where I teach them how to get easy ROI clients. This warms them up as well. Steve Larsen: This is before the webinar even starts? Dan Henry: Yes. I send them an e-mail with pre-free videos as well. They can just watch it at their leisure. Basically, the e-mail they get right away is, "Hey, here's your" ... I basically funnel-hacked your certification thing. I looked at the e-mail Russell sent, and he was like, "No matter what time you opt in," he says, "It's starting now." I was like, "Oh, that's interesting." I did that. I also said, "By the way, here's three free videos you could watch anytime. I will help supplement the webinar." I do that... Steve Larsen: Those are your indoctrination videos, prior to coming on. Okay. Dan Henry: Yes, I did those videos when I did the live webinar. I might change these stuff a little bit, tweak it. I'm trying to fit what I did live into this evergreen thing because it's a little different. They opt in, and it plays every hour. The webinar plays every hour, so it's a little bit different. Steve Larsen: If you don't mind, how many e-mails are they actually getting then, when they opt in? I mean that could be a concern for some people. They're like, "Oh," but it probably doesn't matter. Dan Henry: Oh, they're fine. They'll live. Steve Larsen: Right, okay. Dan Henry: They get two e-mails as soon as they opt in. The fist e-mail is the whole, "Here's your link to the webinar." Then, the second e-mail is, "Do you have trouble with the Facebook Pixel?" That is a very short e-mail. It's two sentences, and it basically says, "If you have trouble with the Facebook Pixel, just click here." That's it, and it takes them to my OTO page. They also get re-targeted as well for that. It's no big deal if they don't read the e-mail. I do tons of sales with re-targeting... Then, they watch the webinar. They get offered the product, and they have seven days to sign up. They get e-mails, and the e-mail sequence at that point is literally just results, results, results, results, results, results, results. I just go nuts. Then, I re-target people... Oh, this is another interesting thing I should include. When people opt into the cheat sheet, for five days, they get targeted with all my TV interviews, podcasts I've been on. They see. Basically, they opt in- Steve Larsen: Social proof like crazy. Dan Henry: Yes, social proof. Yes. It's like my credibility... I call it my credibility campaign. Then, when they opt into the webinar, now, they're getting re-targeted with just one of nine case studies from my students, okay? I just keep funneling them back to that. If they haven't bought already, by the time day seven hits, they've only got that much time to buy. They've already been hit with the cheat sheet, soap opera sequence, the TV interviews I did, the speeches I've done, all of that. Then, they got hit with the webinar. Then, they got hit with the follow-ups and the case studies. They're getting hit. I'm following them around Facebook with re-targeting on the student results and all of these. Steve Larsen: Wow. Dan Henry: At this point, then, if they don't buy, they get forwarded to a waiting list. I actually find I do a ton of sales from the waiting list. Even though you basically have all this time to sign up, like I just opened for Black Friday and Cyber Monday to everybody on the waiting list, just to people on the waiting list and people on my group. Like I said, I did $16,000 on Friday, and I did $32,000 yesterday... Steve Larsen: It's from a waiting ... I've heard a lot of strategies with that waiting list. They'll go at them. If someone didn't buy on the webinar, you just toss them. I mean do you have them tucked in for waiting list? Dan Henry: You toss them on over to the waiting list. Yes, they have to opt in for it. Steve Larsen: How do you get them to do that? Dan Henry: Once the timer runs out, and the offer expires ... Oh, I use Deadline Funnel, by the way. Steve Larsen: Okay, cool. Dan Henry: Once that times out, no matter where they are, whether it's a sales pitch or whatever, they get forwarded to the, "Hey, sorry. You missed it. Jump on the waiting list," okay? Steve Larsen: Wow. Dan Henry: When every once in a while, I'll find a reason to open it up like Black Friday and Cyber Monday. I sent an e-mail out to that waiting list, and they just buy like crazy. One time, I sent an e-mail, and I was just like, "Listen, I know you missed the course. You know you want to get it. Just freaking do it, okay? Click here." I'd be paid 10 grand. I mean I swear to God. I don't know what it is. People don't read their e-mail or something. I get e-mails all the time... "Please let me in. Please let me in. Please let me in." I'm thinking, "You had seven days, dude. What is taking so" ... It revolves around a key thing here. It's that there's two very important points here. Number one, I could do this funnel completely different. See, everybody gets so ... "Oh, give me your funnel. Give me your funnel. Give me your funnel. Can I have a copy of your funnel?" None of that means anything if what you put in the funnel sucks, okay? Steve Larsen: Yes. It literally is the copy. It's the way you do it that matters, yes. Dan Henry: Right, so when you say you funnel hack someone, yes, you can funnel hack the process, but it's only going to work if whatever you're offering is good. If it sucks, and you don't have results, people aren't going to buy just because they went through a certain amount of funnel steps. I mean that's just ridiculous, because everybody's sick of people being full of crap these days. Everybody's full of crap. 99.9, they make $5 online. Now, they want to go create a course, you know? Steve Larsen: Right, mm-hmm (affirmative). Dan Henry: When I created my course, I did it in stages. I refined it. I redid it. I redid it. I made sure that it worked for people without me, holding their hand. You're going to still have people, like every once in a while, I'll get somebody who's like, "The course is not working for me." I'll be like, "Well, run me through what's going on." They'll run me through it... Steve Larsen: Yes, what are you doing? Dan Henry: Obviously, they're doing it completely different. I'm like, "Why are you doing this? This is not what I said to do." "Well, I just thought." I'm like, "Oh, you thought? You thought nothing. You're not doing it the right way. Do it the right way, and you'll get results." Then, they do it the right way. Then, they get results... Then, they're like, "Oh, it worked." I'm like, "Yes, no crap." Listen, I have refined this. I have taken ... Put it this way. I'm really close with one of ... I'm going to call him out right now. This is funny. One of my students, his name is Tanner, okay? This kid is 19 years old. Now, have you ever seen those videos on YouTube where they go and ask people who the Vice President is? They don't know. Steve Larsen: Yes, yes. Dan Henry: This is one of those dudes, okay? Steve Larsen: Okay, sounds cool. Dan Henry: He would totally be one of those guys. The kid is making $10,000 a month running a Facebook ad agency. I didn't give him any private coaching except the course. Steve Larsen: It's just from your course. Dan Henry: Right. Steve Larsen: From your content, yes. Dan Henry: Right. He took the basic version. It's like I refined it so that literally, somebody like, and I love him. He knows I love him, but one of those dudes can make that much money, that's what I was going for. Forget funnels. Forget webinars. Let me get this down first, okay? Steve Larsen: Right. Dan Henry: Let me get this to where people are going to get results. I did it in two things because my course goes over, "How to run ads for your self or for clients," and actually didn't even start for clients at first. I just noticed everybody wanted to do it for clients, so I added that aspect. It works for both, and I got it to where, for instance, this girl, Gretchen, she is a high-end web designer. She didn't know nothing about Facebook ads. She spent her first hundred dollars and landed a 6,000-dollar client. Boom. Got her. Tanner, who's making 10 grand a month... All these people, and once I had that, I knew I had something. When I launched big, I started getting, literally, every other day, I get a message from Stephanie. She's like, "We got another success call. We got another success call." I don't even know who these people are. They sign up. They take the course. They get results. They make money. That was the whole plan: get results first. I know everybody's listening right there. "Oh, let me get his funnel. Let me funnel hack him." It's like, "No, dude. You could screw the whole funnel." Actually, on that launch that I made, my second launch to where I did another hundred grand, 500 people didn't get the webinar registration link because of the API. Something happened with "Get Response," and the API wasn't talking to quick funnels. It was their issue. I know people have had issues with that. Here's a little tip. Don't use the API for anything... Use HTML parsing. It will work every time. If you use API, you could risk losing e-mails. Steve Larsen: Just so the audience know, you're talking about the ... If you're using a third party auto-responder, and you're inside ClickFunnels, open that top right spot, It says, "e-mail." If you click right there, and you drop in HTML and click pars, it grabs straight from the code, right from your third party auto-responder, or you can do it through an API. Sometimes, there's issues with that... Dan Henry: Exactly, and I didn't know that. 500 people didn't get my registration e-mail, so I had to re-target the crap out of people and be like, "Hey, here's the replay." I probably could have done more that second month, but whatever. I think we talked about that. I think I messaged you about that... Steve Larsen: I think you did, yes. Dan Henry: Yes, because I made 40 grand the week I launched it, and the first time I launched it, I made 45 grand the first day. When I first did my first webinar, it was literally my first, where I did the perfect webinar script, that first day, I did $45,000. Steve Larsen: Now, could you walk us through what the offer actually is, or do you want to say that for the webinar? Totally fine. Dan Henry: No, no. I don't care. If people are interested, they're going to watch the webinar. They'll find it. Basically, here was the secret that I did on the webinar. I know people are going to start copying me, and they're going to try to copy me, but whatever. I'm not worried. You're not going to do this good... Steve Larsen: That's a challenge to you. Now, you got to do better. It's like your pride's on the line. Dan Henry: I compete with my students all the time. It's funny. Actually, real quick side note. I had a student launch her course, and she did $53,000 in a week. That week, I had done 20,000. I got all pissed over that cost. Damn it. I got all peed off, cheated on, darn it. Steve Larsen: Hey, pissed isn't a swear word, is it? I hope not. Dan Henry: Isn't it? Well, good. Then, I got pissed off. I'm like, "I can't let her beat me." Then, I went out and made a hundred grand. Anyway, basically, I do the three secrets. Now, here's the key. There is a way to get Facebook ad clients. People don't realize how easy Facebook ads are if you ignore the noise. There's just so much noise out there. Oh my God, the split testing and the buttons and the objectives and the acronyms. It's maddening. Dude, it has nothing to do with any of that. It has to do with psychology. My ads, they're not all crazy. They're so simple. If you run ads for local businesses, doctors, lawyers, gyms, chiropractors, dentists, these are very easy. I could teach you in an afternoon, how to kill it for these type of businesses, all right? It's not hard. Now, for coaches and courses, that's different. I cover all that in my course, but for the webinar, I show you how to get results for those type of clients. Then, I show you how to get those type of clients right away. My first secret, and this is key, this is going to be huge. This is a huge value bomb right here. Secret number one, I show you how to get clients, literally, within an hour. Sometimes, 20 minutes, five minutes. I've had several people do it, and they got clients before the webinar was over. It's like really one of my best things, and I throw it out there on the webinar. What happens is people start doing this technique, and I'll save the technique for the webinar, but people start doing this technique. I say, "Go ahead and do it." Then, I start going through the rest of the webinar... By the time I get to the pitch, people's inboxes are blowing up with people wanting them to run ads for them, okay? Now, they got to buy the course because now, they're getting clients, right? They got to know how to run Facebook ads, or they got to know how to run better. They got to know how to improve their agency or whatever. They got to know how to get more clients. They got to know how to run whatever. I show them that on there. The secret, too. I show them how to get results for those clients. I give them everything they need. I've had several people. Several people, not buy my course and get results from that webinar. I'm okay with that. They're making money. They get clients... For the people that want to take it to the next level, I offer them the course... The course covers everything. It covers no only running for clients, running for yourself, whether you're a coach, a consultant, an online course. You want to run ads for restaurants. You want to ad runs for night clubs, chiropractors, doctors, lawyers, real estate, it's all in there. It's called, "Facebook Ads for Entrepreneurs." It's a very comprehensive course. It's huge, tons of bonuses. I mean it's a very big course. It's huge... Steve Larsen: Dude, that's awesome. By the way, Dan just is Zeigarnik effect of the crap, out of all of us, by the way. If you don't know what that is, it's when you start saying something, but then not finish it. It sounds like you all need to go watch that webinar. You said there's a technique that makes ... So you make people do things on the webinar to follow on with you, and they're getting results in the middle of the webinar. By the time the pitch happens, you are the obvious answer to them continuing... Dan Henry: Yes, yes, yes. Steve Larsen: Genius, my friend. That is amazing. Dan Henry: Thank you, thank you. Now, I don't tell people. I don't say, "Hey, go get a real estate client. Go get an online coach." Some people try it, and I even tell them not to do it. I show them how to get clients that are, what I call, "Easy ROI clients." These clients are super. You cannot possibly screw up a Facebook ad for these clients. I give them a funnel, too. I give them a free funnel. I give them everything. I give them the funnel. I give them everything they need. You cannot screw it up. Where people screw up is they watch the webinar... Then, they go, and they try to take on clients outside of that scope. Then, they have a little bit of trouble, but then, they buy the course, and they learn how to do it for those clients as well. Because it's a free webinar, I say, "Listen, I'm going to teach you how to get easy clients, how to get results for easy clients. If you want your hand held or you want to learn how to get results for different industries, for your self or for your coach or harder industries, or you just want to learn how to excel quicker, here's the course." That really, really works. I know some people out there are like, "Well, you shouldn't run Facebook ads if you don't know what you're doing." Yes, I totally agree, but like I said, for a select few types of clients ... Steve Larsen: Certain area, right. Dan Henry: Yes, it's stupid easy. It is because I have had people take the course, get a client and get stupid results. For instance, I've had several instances. Okay, I'll give you an example. I'll give you a perfect example. Cory Ellerbroek, this guy, and this almost makes me cry, this story. Cory Ellerbroek, he's a chiropractor in Texas. Cory was about to shut down his practice. He had very little business. He was literally about to close his doors. He had been following me for awhile. He bought my course on his last credit card. It was like his last Hail, Mary. Within the first day of him, running an ad, he got five or six new patients on nothing, like $40 ad spend. I have a case study. I don't remember. Let me see if I can find the numbers. Yes, I'll find the numbers. I'll go to my quick funnels. I'll tell you exact numbers. Yes, let me tell you the exact because I want to be accurate here. Steve Larsen: I know everyone listening now is going to be just frothing at the mouth to go to danhenry.org. Dan Henry: Okay. Yes, well, do that. Steve Larsen: Get your credit card out, and get it ready. Dan Henry: All right, so here's the numbers, okay? Steve Larsen: Sounds good, yes. Dan Henry: I'll give you the numbers right now. He spent $90, and he got 12 new patients. Steve Larsen: 12? Oh, man. Dan Henry: Okay, paying clients. This is somebody who is brand new, all right? Don't tell me ... See, all these people. I'm going to be honest right now. I'm going to piss off a lot of people. Honestly, I see them post in the groups and all of these. "Oh, well listen, to be good at Facebook ads, you got to test, test, test. You got to split test. You got to do this. You got to do that." I don't even split test my ads. No, I don't split test my ads, okay? Steve Larsen: That's huge. Dan Henry: Yes. I don't. I don't need to because now, I do split test ... I split test audiences. I don't split test ads, all right, because here's my thing. I want to create a perfect sequence for my perfect customer. Instead of trying to force and split test that ad and that copy to convince people, I want to create something that if somebody would opt into that, they'd be an easy sell. Instead of split testing the ad, I split test people. I find the people that engage with that ad the best. That's why I get such crazy ROI. I do not split test ads. I never have. Now, even still to this day, I don't split test ads. Steve Larsen: You want the ad to only let people in. You're not trying to convince clicks. Dan Henry: Yes. Let that sink in. Let that sink in for a second. I've got flamed even on the ClickFunnels go, "You don't split test ads? Oh, but I got them all up at arms." It's like, "Well, guess what? I'm spending two grand a month in ads, and I'm making over 100, so obviously" ... Steve Larsen: Right, something's working. Dan Henry: Something's working. I mean I've got these crazy ROIs. It's because of that, I don't split test ads. See, to me, I'm going to throw all this crap against the wall and see what sticks because I didn't take the time to know my customer. I go crazy into customer research, crazy. My first step like sometimes, when I get into a new ad or industry, I got take people out to lunch. I survey them. I ask very specific questions, which I cover in my course. I figure out exactly the pain points, the struggles, the roadblocks. I interject that into a script that I have for Facebook ads, okay? It's a formula. Steve Larsen: Fascinating. Dan Henry: It's Russell's. It's like Russell's scripts, but it requires the answers from the survey to plug in. All my ads convert immediately because of this. I do not split test. I just don't because I don't want to split test. I want to find the right customer. I don't want to convince people to buy my stuff. I want to find people already ready to buy my stuff, okay? Then, sales become easy. Cory, he spent $90. He has 12 new patients. Now, he's actually thinking of expanding his practice. He is too busy to even talk to me. This guy was going to shut down his chiropractic practice. Now, he's thinking about opening up a second location. He's starting to consult with other chiropractors and do ads for them. He's killing it, all right? Killing it. I actually got to send you the screen shot. It's a screen shot. Maybe you could put it on your ... Steve Larsen: Yes, yes, yes. I'll put it in the blog. Dan Henry: Yes. It's literally me, talking to him, and I said something like, "Hey, Cory. Can you help out with this thread in the student group about chiropractors." He's like, "I don't have time. I'm so slammed." Then, he told me the story of the credit card and how he was about to close practice. I was like, "What?" The thing is, for certain clients, I can teach you how to get crazy results for them in a couple hours. Yes, now, if you want to watch it on my course, you want to do something like that. I can teach you that, too. That's in the course, but it's going to be more in two hours, okay? Steve Larsen: Yes. Dan Henry: If you follow a strategy where you focus on psychology, instead of all this crazy button-clicking inside the dashboard, you can get crazy results. I don't look at cost per click. I don't look at click-through rate. All those analytics are turned off in my dashboard. They're all turned off, okay? I swear. I know everybody's right now, freaking out. Steve Larsen: Yes, that's huge. Dan Henry: Some people hate me. Listen, I don't split test. I don't look at cost per click. Don't give a crap what my cost per click is, what my click-through rate is because the way that I do it, I focus solely on conversion in sales. Also, here's something. I'll give you teaser. Do you know how everybody freaks out about targeting? Steve Larsen: Yes. Dan Henry: Did you know that in some cases, you don't even need to target? Steve Larsen: No, I actually had no idea that you could do that. Dan Henry: Yes, you could actually let Facebook do the work for you, and nobody knows that. Nobody actually realizes that... There are some campaigns I run for local businesses. I don't do any targeting. I got no interest targeting. Steve Larsen: That's pretty big. That's a huge deal. Dan Henry: Yes, listen, listen. If it's popular, it's wrong. Have you ever heard of that? Steve Larsen: Yes. Dan Henry: Okay. I've got at least 50 students that have taken every Facebook ads course under the sun. Hey always tell me, "Holy crap, this is so different, and it works so much better," because I take a psychological approach to Facebook ads. I don't take a button-clicking techie approach... I take a psychological real down-to-earth approach. These people are in their kitchen. They're driving. They're walking down the aisle in the mall, and they see your ad. You're pulling them out of their life. You got to do something. You got to hit them in their brain in order to pull them out of their life and into your world. Steve Larsen: Goat balls. Dan Henry: Yes, goat balls, exactly, pattern interrupt. Yes, hopefully, I've covered a good amount of- Steve Larsen: Man, I can't even believe it. This is fantastic. You're right. This is a complete different approach. It just goes to show. Funnel hacking is awesome, and it sits in this certain realm, you know what I mean? You're given this whole other avenue where you can go and actually be ... You're a pioneer, I feel like, in the Facebook ads. Not a lot of people do this. I don't know anyone else who does this type of strategy. This is awesome. Dan Henry: Well, it's something I learned over time, working with clients because I did the same thing, man. I looked at all the other trainings out there, what everybody says. I just hate this mentality. "Oh, let's tweak, tweak, tweak, test, test, test, test." Yes, there could be a little bit of testing, but here's the thing. You will take all the 99% of all that tweaking and testing out of the equation if you do the damn customer research and what your customer is thinking. You can skip all that because when you split test, that's all you're really doing. You're split testing things, and you're split tests are literally telling you what's connecting with your customer more and more and more. If you just figure that out from the beginning, like I'm on the big Ask Ryan Levesque. My method of customer research is actually similar to the method from Ryan Levesque in Ask. Steve Larsen: It's in the book, yes. Dan Henry: Right, but it's on steroids. Think like Arnold Schwarzenegger, 1960's like, "This is my customer research." Yes, this is totally different, but it's based on the same principles, but it's very specific questions. What I do in my course is when you ask the questions, you just take the popular answers, and you plug them into the script. You plug them into the Facebook ad script, and it just converts. Steve Larsen: Okay, that's amazing. I mean you've certainly taken us through. Dan Henry: I'm really trying to hit. I'm really trying to make sure I get to speak at the next Funnel Hacking Live. Steve Larsen: I will put in a plug. We just sold out yesterday, actually, on that. Yes, yes. Dan Henry: Yes, I had a bunch of people tell me, "I want to go." I have this horrible fear of flying, so I don't really go to the conferences a lot, but if I'm going to get on stage, I'll take a train or something. I do have a horrible fear of flying... Steve Larsen: Man, well, speaking of that, let's go 30,000-foot view then. Yes, I mean you've certainly taken us through the trenches on how you're doing this. Now, just conceptually, just the overall arching strategy that you're using for the people who are, let's say they don't want to go to Facebook ads. What would you tell people to do who are still the pizza boys? You know what I mean? Who don't want to go Facebook route, but they want to do something else, some other product. What's the thing they should go do? Dan Henry: Well, at any point, you're going to probably need to use Facebook ads regardless. You don't have to take on clients. You can sell your own product, but the quickest way to do it is with Facebook ads. I think that would be involved at some point. Steve Larsen: Oh, yes, for sure. I mean as far as their own business creation. Dan Henry: Oh, creating a product creation? Steve Larsen: Yes, how should they get started? Dan Henry: All right. You want my formula? Steve Larsen: Sure. Dan Henry: Okay. Everybody says, "Oh, find a problem and create a solution," or "Find a product and sell as solution." That is so vague, okay? Steve Larsen: It's very vague. Dan Henry: It's so vague. Here's my formula. Ready for it? Steve Larsen: Mm-hmm (affirmative). Dan Henry: Here it is. Find a specific problem for a specific person and create a specific solution while avoiding the common roadblock that that specific person usually runs into with that specific problem. Steve Larsen: You're going to find something specific, but do something different? Dan Henry: Yes, so basically, you want to find a problem that is a problem only for a specific type of person, and you want to create a solution. Here's the, yes, the most important part is your solution has to avoid the common roadblock, okay? I'll give you an example. My course revolves around how to run Facebook ads for clients or your self. The client aspect, what I did with this was I figured out a way to get ... Everybody's big pain point is, "Well, I don't have results yet. I'm learning Facebook ads. I haven't started yet... ...How do I get clients if I don't have any results to show? How do I ever get clients?" Steve Larsen: You do that before the webinar? I mean during it, basically. Dan Henry: Right, so what I do is I show them A: how to get easy clients that you can't possibly screw up, and B; how to get those clients on board before you have any results to show, okay? It's how you pitch them and how you sell them and how you attract them without saying, "Oh, look what I've done," okay? Here's the great part. It's no risk to you or the client. I know that sounds crazy like that's impossible. How do you get a client and make it to where you can get that client without showing a result, but at the same time, you're doing it at very little risk to their bank account or your reputation. Well, I figured out a way to hit all those points. I thought about it for awhile, and I figured it out, okay? That's what I give away on the webinar. Steve Larsen: Yes, I mean that's amazing. You went in, and you found the exact issue. That's not the fluffy issue. Those are the real "What keeps me up at night." I don't want to have more customers. I want less customers with more money, kind of thing. What's that real- Dan Henry: Right, well, you also got to remember that listen, a lot of people, they create an online course... They're like, "This is what I want to do." No. You need to find out what to do, okay? You need to find out. For instance, my first month, when I made $10,000, and I tell you this. The method that I teach on the webinar is like an upgraded version of that because I tweaked it. What I did was when I found out that was what the pain points were, I made sure to create a solution that would actually work for that. What I did was I went into my existing small group of students. I said, "hey, guys." I said, "Do me a favor real quick. Do this thing, and tell me if it works." Everybody is like, "Oh, no. That ain't going to work. That's not going to work. Oh, please." I'm like, "Just shut up and do it." I talked to people by myself literally like, is there anybody that ... You know the goat balls, they get used to it. Literally, that's how I get so much success as well. I'm very abrasive. I will take a wash cloth, put it over your mouth and pour success down your throat if I have to because I need your results so I can sell more courses. I need your results, so I can be the next Tony Robbins. I need your results, so I'm going to freaking drag you kicking and screaming through the mud to success, so don't buy my course if you want to be pampered. I don't pamper, okay? I'm like a freaking drill sergeant... Steve Larsen: Love it. Dan Henry: Basically, what I did was I posted this in my student group. I said, "Do this thing." Everybody did it, and it worked. People started getting clients like crazy. Remember, at this point, this was before I got big, before I launched. This was the small group. I posted it with that. It was about 20 people, and everybody started getting results. Then, that's when I knew it worked. That's when I put it in my webinar, and then I launched, and boom, it went crazy. It works. I had this one guy. He's like 65 years old. He did it, and he got 10 clients or 10 client leads. I think he closed probably half of them within two days of attending the webinar. Dude didn't even buy my course, but whatever. Steve Larsen: That's hilarious, man. Hey, I want to thank you for all the stuff you shared. I mean my gosh, you guys. There's going to be this little button on your phone or computer or whatever that looks like a little half circle with an arrow. It's the repeat button, and I want you to go back and hit it and listen to this again because the value is just insane, absolutely amazing and certainly a prolific leader. Dan, I really appreciate it. I know everyone else does also. Any final words, I guess, as we wrap it up? Dan Henry: Yes, I mean if you want to know about that, here's what I suggest. Get yourself a copy of DotCom Secrets. Get yourself a copy of Ask by Ryan Levesque. Get yourself a copy of the 4-hour Work Week, Rich Dad, Poor Dad. Get all those books. If you want to learn more about what I do and how I do Facebook ads, you can go to danhenry.org and download my cheat sheet: 7 steps to creating, running and profiting from Facebook ads. That cheat sheet is on the website: 7 simple steps to creating, running and profiting from Facebook ads. Don't even remember the name of my own freaking... Steve Larsen: That's okay. You've been going for a while, just drop it at the value, so I appreciate it. The Facebook group also. Dan Henry: Yes, you'll get an invite to superhero entrepreneurs as soon as you opt in. Steve Larsen: Awesome. Dan Henry: You'll get in that way, so danhenry.org. Get the cheat sheet. You'll then get an invite to my group. I'm in my group all the time. I'm going to tell you my whole story in a lot more detail than I went in on here because there's a lot into it. I'm going to tell you my whole story on how I went from broke to this in a 5-day sequence. In that sequence, I'll offer you a chance to watch the webinar. Then, you'll see the webinar. Then, you'll get a bunch of case studies and all of these. If you want to buy the course, go for it. If not, I don't know. Send me chocolates. Steve Larsen: Yes, no, and honestly, you guys should go buy. Dan Henry is the cutting-edge on this stuff, and he's going to stay that way. That's just how who he is and why he teaches what he does. There's been people that built funnels for him like, "Okay, I'm going to build the funnel. You send the traffic." They're like, "Oh, okay. Yes, yes, yes, yes, yes, yes." They're just really excited about the funnel. Funnels are great, but they are dead without traffic. You have to have people in them. This is the other part of the pie. It's not even a full thing until you have both sides. You got to have some kind of funnel, somewhere to send people, some sequence, some automation, but if you have not traffic, I mean you're already dead in the water. You might as well not even build a funnel. Go buy his course. Dan Henry: Right. Steve Larsen: Go get his course. Dan Henry: Thank you, Stephen, for the going endorsement. Steve Larsen: Yes, this is not a planned endorsement. It's just this is good. Dan Henry: Yes. Steve Larsen: I appreciate it. Dan Henry: I mean I appreciate you having me on. This is great. I love it. A little early, but I'm sitting here barely awake, but it was absolutely fantastic coming on. This was my favorite podcast to do where I couldn't fly off at the mouth with profanities. There are some podcasts, if you look up, that I just go nuts on because it's just me. That's how I am. Steve Larsen: Yes, yes. That's awesome. Well, hey, thanks so much, Dan. I'd love to meet up again some time in the future and do a follow up. Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Want to get one of today's best internet sales funnel for free? Go to salesfunnelbroker.com/freefunnels to download your free built sales funnel today.

Your Next Million

Transforming Your Business Isn't About Doing A Million Different Things. It's About Finding ONE BIG THING And Then Leveraging That. Frank Kern has been advising entrepreneurs like you all day, every day, to do just that since 1999. This is his podcast. More at KernBranding.com.

Rank #1: How to get Customers on the Internet.
Enjoy a special episode with Frank, and get some great training on how to get customers to be a part of your system. 

Rank #2: How To Sell MORE STUFF...Starting NOW!.
Who else wants to know how to build a brand and sell more stuff.  

The McMethod Email Marketing Podcast

By John McIntyre, The Autoresponder Guy

Rank #1: Episode #63 – John Logar on Creating Massive Wealth as a Consultant.
John’s held over 900 one-on-one coaching sessions. He runs a highly successful digital marketing agency AND hosts the popular Business Unleashed Podcast… …John Logar is basically an Email Marketing MacGyver. His passion lies in coaching consultants. Simply put,  John is a powerful business coach. He takes skilled people and helps them build 6-figure plus incomes. But helps is an understatement. You will NEVER be out of money as a consultant following his advice. Ever. Let him teach you how to secure year-long retainer contracts of up to $12,000 per month (for just one client). His 2-step method to success is simple: First, realize that people want cash…   fast. Generate that cashflow starting today.  He tells you exactly how. Second – a simple autoresponder. John lays out his BULLETPROOF step by step email autoresponder sequence blueprint… …simple, yet MASSIVELY effective. If you’re ready to make some high-end deals, Put this show on repeat…  …or get ready to hit pause, A LOT. This week’s Email Marketing Podcast is a consultant’s goldmine. Listen in Now: In this episode, you’ll discover: the number one thing that you need to be doing way more of (you already do it, just do it more) how there is no such thing as being late in the game (follow this simple 2-step process to fly-by all the competition) the 2 key ingredients to reigniting past connections through your small email sequence (coming up with a fantastic offer is the first one…) John’s use of scarcity as a powerful motivator (combine it with time and quantity like only true email geniuses do) the rapid cash flow technique that will increase your income naturally (start pulling in money today) 3 simple questions that John used to raise his client $70,000 of revenue in one day the answer to your consulting woes (don’t worry about your current lack of invoices or clients) the trick to landing clients without even using email the key to successfully reigniting existing client lists (guide them into a fast decision-making sales process) an effective way to create income out of both 6 month old quotes and emails (each have their unique technique) the awesome ability to follow-up based on behavior by tracking open-rates (this alone can increase sales up to 33%) Mentioned: Business Unleashed Podcast  Make Every Day A Payday Kyle Tully Perry Marshall Intro and outro backing music: Forever More by CREO Raw transcript: Download PDF transcript here. John McIntyre: Hey you listener it’s John McIntyre the autoresponder guy and it’s time for episode 63, the big 63 of the McMethod Email Marking Podcast where you’ll discover tactics and strategies to increase your email profits by 25% to 100% in 90 days or less. We have spending more and advertise. The basic idea here is that what you’re going to learn is ultimately how to make more money in your business, how to make more sales, how to get more leads, how to convert more of those leads in the customers all with a simple 200 word, 300 word email. It’s not very difficult. I’ve had recent listeners email me telling them one of them had $85,000 in the bank in five months after using basically everything he’d applied he’d learned from the McMethod Email Marketing Podcast, so listen in, grab a pen, you’re going to want it. Today, we’re talking to John Logar. John is a very interesting guy. I actually got started with consulting way back in the day when I was just getting into it. I actually went through a product that John had done with another consultant Kyle Tully 00:00:57]. I’ve done an interview with Kyle Tully before but I’ve never done one with John. John is very cool because he gets some just incredible results. This isn’t consulting for a grand here, a grand there, two grand here, five grand there, this is consulting say anywhere from … It depends on the numbers but it will be around $3,000 to $10,000 a month for say 12 months, right and you may pick up 8 to 12 clients of that. You’re going to be doing … This is the sort of level that John is playing at and then he’s coaching others. He’s really a consultant for consultants and that means he’s helping people like me and people in that sort of situation when they want to do this business to bring on that many clients. Let’s say if you follow that strategy. If you had 10 clients of five grand a month, you’re making 50 grand a month. We’re talking some big numbers to get excited. It’s an honor to finally have him on the show I’ll just say that. To get the show links for this episode of the McMethod Email Marketing Podcast, go to the mcmethod.com/63. Before we’re going to this interview with Mr. John Logar, I just had one thing it is the McMasters Insight of the week. If you don’t know, McMasters is the private membership forum that I have in an exclusive little community that I’ve got for people who want to learn how to do email marketing the right way with products like the McIntyre Method, Stories that Sell, a few things like that. Anyway, there’s a forum in there. One thing we get out to is we have discussions on how to write a copy and how to write emails and how to make more sales and a lot of stuff. The insight for this week is this, say things with less words. I was coaching someone yesterday and one of the main issues with their copy was not that it had a good flow to it, it had some good ideas, it was catchy, it was entertaining, I enjoyed reading it. The problem and I see this a lot, the problem of the copy was that it was too wordy. It used more words when it could just use less. This is the equivalent of saying … here’s a bad example but this will kind of illustrate the point. Right next to me on this table, there was a bottle of hydrogen, one atom of hydrogen, two atoms of oxygen otherwise known as water. I could say that to be kind of clever to be a bit cutie, but really my good copy is to basically say, “On this table there’s a bottle of water.” It’s a bit of a bad of example but the idea in here is that if you can say something with less words, then say it with less words.  You want to eliminate all the redundancies. This doesn’t just apply to writing a novel or writing a newspaper article. This applies to writing headlines, to writing all your copy. There’s that rule where, how long should the sales will be? As long as it needs to be. As long as you can keep at entertaining it should go as on, and on, and on but to be entertaining you have to eliminate all the things that don’t really matter to the core point, to the core purpose, to the message that you are really trying to communicate. The lesson for today or the insight of the week is that I want you to go look at your emails and look at your sales letter, and look at the copy that you are putting out there and see if you can eliminate a line here, or a line there. As you write more copy get rid of the redundancies. Make it more clear, more to the point, quicker, faster, more flowy.  If you want to learn more about McMasters or if you want to sign up for the community and get some coaching with me or connect with the other members, or go through the training products in there go to the mcmethod.com/macmasters. That’s all I have for the moment. I’m going to get back to my lunch over here. Some rice tomato, cheese, actually [inaudible 00:04:16] cheese, pretty delicious stuff and I’m going to live you to it to go and enjoy this interview with John Logar. It’s John McIntyre here, the autoresponder guy. I’m here with John Logar. John is a business coach or a consultant. He helps other consultants not just make a little bit of money consulting but make a lot of money consulting doing really high end deals and  I actually first heard of John a couple of years ago when I was … before I was even the autoresponder guy. I’d done a bit of copy writing, I was just getting into the world of consulting and try to make some money so I could get by more than great by and great a lifestyle over here in Thailand, and one of the programs I went through was one that John had done with another consultant copy writing guy Carl Talley and that was a long time ago but I got a few ideas from that which ultimately led to the autoresponder guy, and the McMethod, and McMasters and all that stuff.  John really knows his stuff and he’s been doing some very interesting stuff recently. One thing you did mention that really blew me away was that he’s done I think 900 one-on-one sessions or coaching clients, what kind of thing? Now only does he know how to make a lot of money. He knows how to teach other people how to do it well with consulting. We are going to get into some of the results he’s done recently and what the sort of the strategies behind what he did recently, how it made it work. We’ll get into that in a minute. First, John, how are you doing today man? John:Hey John, it’s great to be here. John McIntyre a:Good to have you on the show man. John:It’s taken a while. John McIntyre a:It has. John:You are taking your time getting to me John. John McIntyre a:I had a long list of people that … you are trying to keep track of who’s been on and who’s not. It’s getting that way. John:Yeah, yeah, absolutely.  John McIntyre a:All right, before we talk about these two different strategies today, give the listener a bit of a background on who is John Logar. I’ve done a little bit of it but you can probably give a better version. Who is John and what does he do? John:I’m a consultant for consultants in one of my businesses. I do run my own digital marketing agency that works with specific clients in strategy especially online marketing strategies. With my consulting or mentoring programs, I run a program called Make Everyday a Pay Day and essentially that’s helping people who have some skills, who are looking to build a six-figure plus consulting business and looking to target, engage, and convert higher paying clients. Whether that be corporate clients or looking to get clients putting in a retainer situation where they are picking up anywhere between $3,000 to $10,000 a month in retainer. Then I also just like you have a podcast called Business Unleashed as well. John McIntyre a:Good old podcasting. Just to clarify there. You said was it $3,000 to $10,000 a month retainer and people are going to stick around for 12 months, and not only that the average [inaudible 00:06:49] you were saying does eight to 12 clients a month, which takes you from $40,000 to $60,000 per month in revenue and in [inaudible 00:06:54] it’s $300,000 a year, you are a one man shop, really great numbers especially for someone who’s just getting into consulting. John:Absolutely and I think the biggest part of it is a lot of … it’s really funny. There’s a lot of people who have a lot of skills who’s been playing around in that marketing and direct response for many, many years, buying products, learning Facebook advertising and PPC and SEO. They’ve learned some cool stuff in their own journey of trying to make something happen or build businesses online. They’ve picked up a lot of skills. Those skills are translatable to very, very opportune … revenue opportunities within the offline world. There’s a lot of guys out there who do offer local marketing or local consulting services but they tend to commoditize at the lower end. At the bigger end where businesses are larger but have larger sales volumes they don’t do anything when it comes to building sales funnels, direct response marketing. They tend to stick to traditional forms of marketing above the line, billboards, TV, radio advertising, trade shows. They are missing out. The world is turning and changing. I think the playing field is rapidly changing in the market. There’s a whole bunch of people out there with great skills but they can translate into the offline world and these guys have no idea about the tech, the philosophy, the ideas, the strategies and really you can certainly charge great value for those types of services. The number job that’s been searched for at the moment out there is for digital marketing experts and whatever that means I don’t know. Now there are digital marketing courses springing up and certifications and graduate degrees that are springing up that a lot of universities because from an [inaudible 00:08:32] marketing pool, from a marketing point of view, online is a very important component. It is getting much stronger. We are living and breathing off these great, little smart phones all over the world. In fact, in south east Asia the highest Internet connection rate is done through a smart phone not through a landline portal. That’s where the opportunity is and I think people have got great skills but how do I package it up? How do I actually approach people to share those skills and help them engage and generate more revenue as well? John McIntyre a:It sounds part of it too there’s a big mindset here where people get into it. “I know a little bit. I know you say I could do this John.” You tell me that I can get out and make all these ton of money but I just don’t know. A big part of this is there’s so much self-doubt. They know they’ve got skills. They know they could probably do it but are they going to go out there and do it? Probably not. They need to have that realization, it’s like yeah, if I go out there and do X, Y, Z. Step 1, 2 and 3 I’m going to be able to close a $5,000, a $10,000 a month client and do that every single month and do that for 12 months of the year. John:Yeah and what you are doing … if you look at the translation of that it’s like you are building a membership client. Instead of getting $39.00 a month for a membership forum you’ve got a client paying you $3,000 to $6,000 to help them receive a result on a month to month basis. It’s like having a high-end membership program with one client. John McIntyre a:What about the hours or the work that goes into this? Let’s say you are taking a $5,000 a month client to do some of their marketing, are you … is this going to be a pain in the ass? You are talking to these client every single day and working all day? John:Based on the experience that I’ve had in my own business and certainly with the consults that I’m working with they probably spend about three to five hours a month with a client. It’s not a lot of time and at the same time they are leveraging their time through outsourcing through supplies to deliver the process. The goal is that they are working only a business in their business. They are not the technician. They are actually the project manager, the person who’s out there marketing and generating clients for their own business and then as a client comes in, they facilitate that project for that client by bringing in outsourced providers from all over the world if not in their local location and add their margins on top. John McIntyre a:Do they have to be on location with these clients or can you do this from Skype? Could I do this from Thailand for example? John:You could do this from anywhere in the world. All you need is a connection to the Internet of some form and Skype is an easy way to do this. In fact, if I look at all the consultants that I’ve been working with over the last year I would have to say that more than 70 percent of their clients are not in the city that they are located in. John McIntyre a:Interesting. John:They are doing it via email, Skype, LinkedIn, social networking. They’ll do it through forums. There’s a whole bunch of processes you can go and pick up corporate or business clients. John McIntyre a:Okay because I was thinking for something like this for more high end stuff you’ve have to go in, you’ve have to give business cards out, meet someone in their office sit down and wine and dine them and all that crap. John:No, it’s not uncommon. In fact, if I was looking at a guy who was one of my guys who is based out of Phoenix, Arizona half his … in fact he doesn’t have a single client in Phoenix and the average for him sits around the $8,000 to $10,000 month mark. It’s really funny. [Inaudible 00:11:36] and you there pick me up clients outside of your state. The Internet gives you that flexibility. John McIntyre a:If you could to and then you are not worried about [inaudible 00:11:47] your client at the supermarket or at the bar at 3am or whatever it happens to be. John:Why isn’t my campaign working? Why is my PPC on? John McIntyre a:We are down with mark that out. That’s the benefits. That’s the goal that a lot of people are going for. This consulting lifestyle which is that you can make a ton of money and you don’t have to work. It’s not to make double what you make now. It’s not working twice as hard. It’s just working on the right things. Let’s talk about that, the right things. You mentioned two things, the two recent case studies and some of the lessons you learned from that. Let’s get into that. Let’s start with number one. John:Number one is that people want cash and they cash fast. I’ve been sitting there thinking, how do you get cash in your business as quickly as possible? look at common sense and the guide here because a lot of people do not have common sense. There’s cause and effect. If you have a lot of office out there’s you’ve got a good chance that you are going to generate some revenue. The number one thing that a lot of people don’t do is they don’t offer things enough. I’ve heard you say things like on this podcast that I went from doing one email a month to a database to an email a day and as soon as you put that email a with an offer every single day your sales went through the roof. John McIntyre a:That changed everything. It absolutely changed everything. John:Yeah, the number one thing is that a lot of people don’t make offers but the other important thing is cash flow is key in your business. If you don’t have cash flow you are not in business essentially. The key to generating lots of cash flow is to get focused on what you need to do to generate it and just to give you a really simple perspective. It’s amazing how many businesses charge or send out invoices to clients and leave those invoices out there. I was talking to an IT firm. They over 180 grand worth of invoices sitting out there to be paid as debits and I sat there and look, “Have you delivered the service for this product?” They said, “Yeah, we’ve delivered.” I said, “Why don’t you just get on the phone or get one of your team members on the phone and just ask those people to take care of that invoice today?” By the end of the week they’ve cloaked $100,000 worth of revenue business. Now they don’t give time payment. They ask for the payment up front and the payment is done on invoice and this way their cash flow has just gone through the roof now.  Another simple strategy and this is probably one of my favorites was a printing firm that I sat down with. We were doing some consulting on strategy and they were sitting down saying, “Hey, we just need to get more quotes. We get more quotes we make more sale,” and I said, “Awesome. How many quotes do you get right now on an average per day?” He says, “We probably do 15 quotes a day.” I said, “Of those 15 quotes, how many do you close?” He said, “We probably do three to four of those quotes that we quote.” In that we I’m sitting there saying, “What happens to the other 11 quotes? Where do they go?” He says, “[Inaudible 00:14:15] or we put them in the filing cabinet. They are all over here,” and I said, “Do you want to make some money and do you want to make it today? If you want to make a chunk of change, are you serious? Do you want to make it today?” “Yeah, we want to make some money today.” I said, “Let’s get you through sales guys. Let’s get you and get your partner and get some of your support team here who talk to the customers and we are going to pull out all the quotes for the last six months. Get all the filing files, get them on the table and put them in the center of the table.” We are all sitting in the room and I said, “This is what’s going to happen. You’re going to ring, everyone of you are going to take a stack of these and you are going to call these clients and you’re going to ask them a simple series of questions. You did a quote a few months back from us on this particular project, did you go ahead with quote? Did you go ahead with that project? If you didn’t go ahead with the project, would you like to go ahead now? If that’s not an option for you, is there something else we can quote about? If you did go ahead with the project, who did you go with and why would you go with them?” That was the series of questions that they were asking. By the end of the day $70,000 worth of revenue from quotes they’d written three to six months ago. Here’s the thing. They continued on in the month. That month they wrote $280,000 worth of business from quotes that they’d written in that sin month period. People wanted re-quotes, yes they went ahead with their projects. This was off old stuff. This is cash that they’ve picked up pretty much picked up straightaway business. Rapid cash flow is when you focus on generating income, naturally what’s going to happen? You are going to get some income from your business. The thing is to develop focus on primary income generating strategies in your business. Make sure you get paid on time. Make sure you get paid in advanced. Make sure you are asking people for money to buy something from you. Make sure that you are consistently out there following up your opportunities and posing those opportunities. Those things make cash really fast in most businesses. That’s simple cash flow. That’s probably about a quarter of in a nutshell a quarter of an entire strategy but I say to people if you spent one hour a day in your business focusing on income generating activity, and that’s a primary activity where you physically engage someone or you offer something where somebody can buy something from you will never be out of money again in your business if that was what your focus was. One hour a day is going to make a huge difference. John McIntyre a:I love this and I think the best part about it is that … I read recently. A podcast just went out with Perry Marshall recently on his book of E80/20 Sales and Marketing and part of the realization on that book for me is you can take some of the smallest activity, the smallest tasks on your to do list that will produce the biggest results and it’s actually encouraging you start to isolate these activities you can work less and make more money, make more impact, get more done and this is one of those things. John:Absolutely, absolutely. The second part of that strategy a lot of people say, “I don’t have invoices. I don’t clients that I can just go and offer things to.” I’m scratching around for opportunity. They think by the time they build a relationship with somebody, go through a sales process, sit down with them, make an offer that’s going to take time and I sit there say, “Listen, every single person knows somebody who’s in business.” If you can’t buy coffee you know the guy who runs a coffee store. If you a family member, an associate, a colleague, a class mate, people you bump into, business cards you’ve collected along the way, everybody can roughly get a list of between 60 and 130 people. The average person has got about 130 people on their Facebook pages. Everybody has got a list right now who’s in business of people that are either are in business or people that know someone who is in business. I say to those people, “Here’s what you want to do. Get that list together as quickly as possible, preferably if you can get an email list that will be even better of people, if you can get an email list you are going to go direct to these people, right?” Really I tell people how often have you told people that you know what you do and how you do what you do? How often have you educated those people around you so that if they know somebody that needs help around that area they can refer people to you. People refer people to people all the time. I sat there and said, “This is the strategy. All you’ve got to do is say, “Hey mom, dad, brother, sister, friend, cousin, business owner. We’ve had a connection. I know you. This is what I do. This is how I help people. This is the type of results that I can get for people and this is what I’m doing.” If you or anybody you know needs some help in this area, do you mind just passing this on?” Pretty simple. I have … John McIntyre a:I’m getting excited. John:I had a person who took this strategy to heart, took this and said, “Hey, I need some cash and I need it now.” He sat there and he wrote down an email list. I think he ended up with an email list of about 60 people that he could go out to and he made  very simple offer. He was in web development and his focus was to actually blow up sites and actually converted and engaged customers when they visited. He had a focus in conversion based websites that he could develop. He had a system strategy. It worked really well. He knew he could deliver really well but nobody really knew exactly what he did. He told friends and family. He said, “Listen, this is what I’m going to do. He sent an email out, made an offer.” He said, “I’m just looking for a handful of people who will take advantage of this.” It was a good offer that made some profit for him. By the end of the day he had four people that said yes, I’ll take you up on the offer. Sixteen thousand dollars in a day from people who they knew, knew from the past purely by just putting something out there. One thing that I find with people is all you’ve got to do is ask. Let people know, hey I need some help. Do you know anybody that needs help with this sort of thing and you’ll be surprised at how many people will come to you. John McIntyre a:You are absolutely right. The reason I’m getting excited is I’ve got this autoresponder to me site. The daily emails that goes out and pushes people to the product and the how to write an autoresponder. What I haven’t done and I don’t have a list for because they never went through a web or they never physically signed up to an email list is a list of all the clients that we create an autorespond for. Basically, you are saying what we should do and I know this has worked because I’ve done small sample size, filed 10 people on this sometimes when I’m ringing some cash but I’ve never actually gone through every client I’ve ever worked with, grab their email address because it’s all via email and then sent them all saying, “We are doing autoresponse now, we can do a product launch and we can do this and that,” and I know that if I did this, this afternoon, maybe I’ll do it. There is going to be sales. This is the money straightaway like that. You are talking about putting a people via link in the email, right. John:Yeah, absolutely, buy now, here it is, take advantage of it. Yeah. The other method that you are talking about, you talked about earlier on and this is a very simple strategy is something that every email marketer knows but the actual focus of this strategy is to run a very small sequence to either reignite existing clients, passed connections and contacts into a fast decision making sales process. The key here is to come up with a fantastic offer, the best offer that you can imagine or think up. It has to make money for you. You are not going to go out there and run a loss lead or run a low end campaign or a low end price point. You are looking for something that has good cost, has great value, maybe you’ve padded in with some added value items to build up the value of the actual opportunity but you’ve got to make some money out of it. You’ve got to make some cash. There’s no point in doing something for nothing. You are going to do the work. You want to make some opportunity for revenue and for profit. You build the software. You create an awesome offer and you say, “Hey, I’ve [inaudible 00:21:13] that. Overall, you’ve made a mistake or we’ve got capacity. We’ve got room to help two or three people to take advantage of something very unique that we’ve put together. We are only offering this to a handful of people. You are one of the handful of people that are being offered this to. If you’d like to take advantage of it let us know straightaway. We can get this action. We’ve got some space to next two weeks, right. Time sensitive, quantity sensitive. Scarcity is a powerful motivator. Good reason, great value so awesome offer. Remember these people you are sending to are people you already know or who are already existing clients. You don’t need to sell them on case studies and who you do things for and what great results you get for people. They already know who you are. They already know what results you get, right of your product or service. It’s a relatively familiar list. Even past contacts, people you just bumped into. They know who you are but you’ve never done business with them. These are people you put into this campaign. First email, awesome offer. Second email, day two, right. Most companies or most businesses especially offline they only send out one offer and that’s it. They get limited results, right and so conversions are low, nothing ever happens. The second email is a very second email. The headline I just want to make sure you got this so you didn’t miss out, that’s it and then it reiterates the offer, the awesome value, the awesome thing. I’ve added what four or five of these available, just click here take advantage of now, let’s do it. Third day, day three next email, hey we’d love to know what you thought about this unique offer. We’d love to know what your feedback on what you think about the value or what you thought about this. Again, reiterate the offer, time sensitive, time limited. The last offer are you interested, would you like to ahead with this offer? Four emails, very simple sequence. First email of that offer. Second email, just make sure you are getting this offer. Third email we’d love to know what you thought about this awesome offer. Last email, are you interested in taking advantage of this? Generally with time we will run these types of campaigns especially to offline clients and even in business when I’ve tested these campaigns invariably we always make the sale. Somebody in your list is going to buy something. Somebody is ready. Even if you sold one you still made a deal out of this because you are making a profit.  In this campaign, this is where can I get really sexy with you John? John McIntyre a:Go for it man. I love the sexy. John:Here we go really sexy with this. Everybody who’s in the email marketing game knows in the autorespondense, in the reporting we can actually see the clicking activity or the open rate and not only that we can actually see how many times they open up an email, yeah. We can see those figures and results. Using [inaudible 00:23:47] we can actually see how many people open up an email. We found that when can actually see a person open up an email, open up an email more than once it shows that whatever they headline is, whatever the subject line is and the email has sparked an interest, enough of an interest for them to open an email twice. Because most of these lists are not huge we say to the people, just give the person a call and say, “Hey, we notice that you’ve had a look at the offer, is there anything we can help you with,” or, “Is there something we can explain about what we are offering and why we are offering this?” That’s the kicker. The kicker is that they can follow up based on the behavior, people who have opened up the email two or three times. We’ve seen conversion rates in sales improve by up to 33 percent purely by picking up the phone and saying, “Hey, I noticed you had a look at that thing twice. What can we help you with or is anything we can help you with around that? It’s really simple. Most people don’t pick up the phone but you’ve got a reason to do it. It’s a really simple thing to do. I’ve done this campaign. Probably the best result that I’ve had with this campaign is a list of 62 people generate $250,000 in the IT sector. This was to a knowledge manage company that was selling Intranet database knowledge management  systems. They got about 250 grand worth of work from a list of 62 people running this exact campaign in that format with the follow up call. John McIntyre a:I like that. I like that. That dial up per subscriber value was insane right there. John:It was awesome. The thing again and here’s can we get really sexy now? John McIntyre a:Let’s do it. Let’s go John. John:Let’s go really … let’s really low down and dirty on this one. This is where you get a little kinky. You run the campaign. The campaign is run [inaudible 00:25:23]. What you do now is you go back, pick a handful of that people at that list and say, “Hey, we run this thing. We got a few people. Took advantage of this thing. Just want to know if you saw it. Can we just walk you through what we would do there and what we are offering?” It’s amazing the people say, “I saw something not quite sure,” or, “Yes, saw that thing. We weren’t quite ready yet.” You say, “Look, I’ll tell you what because you’ve taken the time to answer the call and answer the questions, what if we made the offer to you? Would you like to go ahead?” We’ve seen sales of campaign running three weeks later. I work with a wholesale IT company that sells hardware and logistics. We did that strategy on a campaign that had already been gone for three weeks. People had pretty much forgotten about the campaign. We devised an amazing strategy. We got the sales guys to just do that. “Hey, run this thing a few weeks ago, not sure if you remember it. It was a pretty good we had a lot of people take advantage but know that … just wanted to know was that something that was cool for you guys and what did you think about the deal? Here’s what the deal was.” They run read out the deal and said, “Hey, if you want to we, we can do it for you.” They picked up 17 sales. The average sale was 32 grand. Offer back ending, remember the old follow up old quotes. This is following up all the emails. The email had gone. It was just going back picking a handful of people and just saying, “Hey, how are you doing? We’ve still got some stuff available if you’d love to take advantage of it. Just would love to know what you thought about that campaign.” John McIntyre a:This reminds me the quote. The always be closing. John:Absolutely, yeah it is. It is always be closing … old sales quote always be closing. John McIntyre a:Always be closing. It’s just so simple. You just got to talk to more people and make more offers. John:Absolutely, a lot of people forget in this game especially with direct response and with communication it’s important that we are so distracted, we are so disjointed with what we are being bombarded with. I’m walking into stores with my iPhone, looking at buying a pair of sneakers and I’m looking at the website of a store that’s diagonally 20 minutes way. Here I am. I’m focused, I’ve gotten in the store but I’m checking our prices or I’m checking out shoes on another store just down the road from where I’m standing. We are so caught up, we are so bombarded that we forget that I love the concept or Google came up with this concept a little while ago called the zero moment of truth or ZMOT. You can even Google it. They’ve got videos on it but they were saying back in 2009 the average person would take five frames of reference before they made a purchasing decision. Five frames of reference was talking to a friend, checking out an ad, hopping on the Internet to check the website looking at the product online. They were five frames of reference a person would buy. Today we are talking, five years later, people on average are looking for 18 points of reference before they make a purchasing decision and if I talk about that shoe example as a perfect example.  I was looking for a comfortable pair of sneakers. We’ve got heaps of store around the world like Foot Locker or Hypedc and all these stores that sell sneakers. It’s quite a trendy thing to do. I was looking for something comfortable. I hop online, I do my research. I type in cool, comfy, casual sneakers. Search comes up I get regular stores. Foot Locker, Hypedc, Nordstrom and a few others in that search. I look, I go and have a look and see what sort of funky sneakers they’ve got. I’ve done the search. I know connect with five websites. I’ve hit five websites. There’s five, search is six. I don’t click on three different searches because I’m looking for more than just cool sneakers. Search is six. I eventually sit down and say, hey, I go into a store. I walk into two different stores. I go to a Hypedc store, I go to a Foot Locker store. I’m sitting there, looking at their shops. I’m already up to nine frames of reference before I’ve even purchased a product. Then I try a product on. I take a photograph of the product on my foot with my iPhone and I SMS it to my wife and say, “Hey honey, what do you think of this?” And she SMSes back, “You look pretty good. Is it comfortable?” I said, “Yeah, great.” There I’m asking for another frame of reference before I make the purchase not based on whether I liked it or not but does it look cool, what it looks like. Understand that if people looking for that many frames or references to make a purchasing decision, if you think you are going to go out there and do a one shot deal, and think that people are just going to fall over themselves and say, “Yes, I’m going to make that happen,” you are kidding yourself. You’ve got to be in your customers face on a consistent basis.  You’ve got to be engaging them, nurturing them, hitting them from different angles, offline, online and if it’s big volume sales and big dollar sales them you need to be spending the time and building that relationship. We are learning from the Amazons and the eBay’s and the Ace Horses and these guys are doing amazing work online. They are almost literally saying, “Hey, I’m an online business but I want you to feel like we are offline.” They are building this amazing relationship by sending out offers. If you go to their websites, all their websites are full of offers. The first thing you see, 20 percent off this, here get this deal, get into this VIP program you’ll get better deals if you join this thing. They are teaching us. They are showing us what is working and I think this is where businesses get stuck, they get caught up in all the bullshit in their business of not making money, they are struggling. They are not targeting the right clients. They don’t even know their customers well enough and they are seeing businesses that have only started three or four years ago absolutely killing it in their market. We’ve got a great magazine in Australia, well not a magazine. It’s an online magazine now but the publishing world is being stricken by the online bug but BOW runs a list of the fasted growing companies every year, the top 100 fastest growing businesses. The average business in there they started five year ago. They are only very young. The most successful business in this particular group was a retailer, an offline retailer. You would think an online retailer would do better. This is an offline retailer. This offline retailer started the business in 2009. From 2009 to now 2014 they are generating a turnover of $63 million in revenue in five years. Here’s the thing here, in the last 12 months they went from 30 million to 63. They doubled because of online marketing and because of online and also direct response offline as well with their customers. People in the retail industry who’ve been around for 20 years they heard him. All over a sudden, this nobody out of nowhere says, “Hey, I want to be a retailer to. I want to sell some great products. I want to create a great customer experience. I’m coming in here late,” and so most people just say, “Hey, you’ve been late because the bubbles just about to burst with online marketing online retail. Why are you opening up an offline store?” And all over a sudden they are killing it out there. I think people don’t ask for enough, they don’t focus on what they want to generate and achieve in their business and they are not maximizing their opportunities. John McIntyre a:I think too. Once you get  the hang of marketing, once you really get how marketing works and how it’s really quite simple with the making of the offers and all that stuff that you can go into any market. When you are good at it, as long as you assess the environment well enough you can go into anywhere and make money. John:Yeah, absolutely. Know your customers. Find out they want, give it to them as much as you can, make it easy for them to buy. John McIntyre a:It’s something to do with the whole entrepreneurial mindset here which is really that there’s no problem that can’t be solved. That’s really what makes a entrepreneur is that everyone else is saying, “No, you can’t do that. It’ll never work. There’s no way anyone is going to do that,” and then they just go and figure it out. When you go to do it and they do it. John:Absolutely, give it a try and go for it. I think a lot of people do marketing back to front. They think about their product offering and their product and what it does rather than thinking about the person who is actually going to buy it and use it. It’s almost reverse marketing and I sit there and say, “Hey, don’t fall in love with the product. Fall in love with the customer that’s going to receive this product and benefit from the product.” If you can fall in love with those sorts of people then the communication, the engagement you are going create from that is going to serve you so much better than thinking about how can I get this stuff out. John McIntyre a:I love that but I think that’s a good note to end on John. Before we go give though the listeners are wondering where can they get a little more about you or about the consulting, the mentoring stuff you do, any of that stuff. John:They can go to makeeverydayapayday.com. There’s a blog there. They can get a lot of videos and information off of what’s strategies, and tactics and ideas, and lots of free training on there. I also run a podcast like you at businessunleashed.com with my partner, Chris Green in the UK and that’s a realistic and practical and tactical ideas, [inaudible 00:33:52] you can generate revenue from pretty much what we said today on your podcast. John McIntyre a:Sounds good. I’ll let links to that at the [inaudible 00:33:58] McMastersmethod.com and one thing you mentioned before we jumped on this call is the song, the [inaudible 00:34:03] song. If you are listening and you want to know what this song is you can go to the McMasters.com. It’s on every single podcast post and you’ll be able to see that on there. John thanks for coming on the show man. John:Thanks John. I appreciate you having me on. The post Episode #63 – John Logar on Creating Massive Wealth as a Consultant appeared first on McMethod.

Rank #2: Episode #70 – Ryan Levesque on His Highly Profitable and Unique Survey Funnel Formula.
What do you get when you put a neuroscientist, a Wallstreet banker and a highly successful AIG sales professional all in one? …Ryan Levesque. This guy is a baller. His first online business going from ZERO to $25K per month in its first 18 months was only the beginning. Ryan’s built and sold multiple internet companies… As well as coached over 45 clients – …generating over 37 MILLION bucks for them in the process. Ryan takes your basic survey and turns it around on it’s head – …creating a distinct survey funnel strategy that when used, Guarantees to SKYROCKET your conversion rates – And your business revenues as well. In this episode, Ryan talks funnels… He breaks down his GOLDEN unique funnel strategy into 7 easy to follow steps… He’s used it to generate 2.8 million leads and 175 THOUSAND customers across 17 different markets. In other words – It WILL work for you. Tune in to bask in the greatness that this surefire funnel strategy is. In this episode, you’ll discover: The trick to using Ryan’s bulletproof formula in any current or future business you will ever create (it’s easy and infinitely profitable) How to convert catastrophic life-events into fuel for success (don’t let anything bring you down) The hampering herd mentality that will hamper your conversion rates when following-up on completed surveys The biggest mistake people make when creating and then offering surveys (learn a simple trick to avoid it) A perfect funnel execution if you have multiple front-end products (guide people to their perfectly matched product) How to best funnel people into your product VSL if you have only one product (hint… use marketing angles) How to use neuroscience to take advantage of people’s subconscious cognitive biases (never worry about conversion rates again) The ultimate custom merge field email strategy that creates extremely personalized autoresponder sequences (no one does this… don’t be generic like everyone else and you’ll have to thank Ryan later) How to mirror Ryan’s distinct survey funnel strategy with ease The micro-commitment survey method that trumps your basic squeeze page optin (builds action-taking momentum that will blow up your optin conversion rates) Mentioned: Rocket Memory SurveyFunnel.io Ryan’s Survey Funnel Formula Coaching Free Daily Email Marketing Insight from Ryan Andre Chaperon Intro and outro backing music: Forever More by CREO Raw transcript: Download PDF transcript here. John:Hey, it’s John McIntyre here, the autoresponding guy, and it’s time for episode 70 – the big seven zero – of the McMethod e-mail marketing podcast where you get, every week, nitty-gritty techniques, tips, and strategies to make more money with e-mail marketing and sales funnels in your business. This podcast is really just about the [outsides 00:00:16] of making money online, but I like to have a little cool catchy intro there, so I’m tweaking things and changing things as we go.  Today, I’ll be talking to Ryan Leveque – or Levesque – I think it’s Leveque – about survey funnels.   Ryan is very well known for his survey funnel formula, which is basically a way of building sales funnels that uses surveys, and today, we’re going to talk about exactly what the survey funnel formula is, why it works so much better than ordinary typical funnels, and [inaudible 00:00:44] the survey, what to do with the survey data, how to use the survey data to boost your conversions throughout the autoresponder. What I love about Ryan’s strategy is that it’s very simple, it’s very straightforward.  It sounds complex, which is why a lot of people aren’t doing it, but because it’s easy – it’s quite straightforward, I think – that you can go and set it up and you can execute on it, so there’s some great information in this podcast.  You might want to pen and paper for this one or some sort of note-taking device. To get the show notes for this episode of the e-mail marketing podcast, go to themcmethod.com seven zero 70, okay? This week’s McMaster’s inside of the week – if you don’t know, McMaster’s is my private training community where you can learn more about e-mail marketing, sales funnels, how to write pages that convert, how to tell stories, all that sort of stuff, that’s weekly – sorry, monthly – webinars, and expert interviews and a bunch of stuff inside there.   Now one thing I’ve been talking about on some of the latest training webinars – we call them the McMaster’s Roundtable – is upsells.  I’ve been running paid traffic on Facebook – well, sorry, I’ve been running a campaign on Facebook – for the last month or two, and what’s blown me away so far is that the upsells that I have in that funnel – which someone buys the first product and then there’s a series of upsells after that – have been making up two thirds of the revenue on the campaign, and so now it’s now a profitable campaign. I’ve never been into upsells.  It’s never really been my thing.  I’ve heard about it, but I just thought, oh, I’ll wait for that, I don’t need to do that stuff.  But now when I look at the sales funnel, the whole reason that sales funnel and the paid traffic campaign is making money is because of those upsells, and that’s why I’ve been talking about it inside McMaster’s on the training webinars, because it’s one of the easiest ways for you to make more money in your business is to increase the amount of money that each person spends with you, and the easiest way to do that is to create relevant products – which is a lot easier than it sounds – but create products and sell them as upsells. If you have a book that you’re selling for a hundred bucks, create another product to sell them straight after they make that purchase for another hundred dollars.  You could be in services.  Maybe someone wants to pay you $2000 to write a sales letter and you say, “Well, how about we do the sales letter for 2000 and then I optimize and then split test it for another thousand?”  Figure out ways to do upsell.  This is, by far, the easiest way to increase the amount of money you’re already making in your business. It’s hard to get traffic, it’s hard to boost conversions.  Upsells are such a simple, simple hack, but most people aren’t going to do it.  Most people won’t do it because it makes them feel uncomfortable, right?  So you gain an instant advantage if you can get over that discomfort and just do what makes – I think, what makes very good business sense, which is just increasing or improving the economics of your business. I’ve got one review this week, another five-star.  This one comes in from Dylan Sigurd from the United States.  He says, “Five stars, insider scoop on e-mail marketing and more.  McIntyre is basically the e-mail expert in this podcast and he sheds more light on very profitable e-mail marketing methods.  Thanks for giving us a lot of value, John.” Thank you for the review, Dylan Sigurd.  I hope I said your name right there.  I don’t know which one’s the first name.  Anyway, but thanks for the review.  If you want to leave a review for the show, you can go to iTunes, search for McMethod, search for the e-mail marketing podcast, jump in there, leave me a review, it totally makes my day, blows me away, and it really gives me a hit of motivation to keep doing these podcast interviews.  So yeah. Let’s get into this interview, this little podcast with Mr. Ryan Leveque.  It’s John McIntyre here, the autoresponding guy.  I’m here with Ryan Leveque.  Ryan is a marketing expert, a business coach, and I’ll give a quick little intro and then I’ll hand it over to him, but he went zero to $25,000 a month in 18 months with his first online business.   He’s launched, built, and sold multiple Internet companies.  He’s coached over 45 clients through the process, and he’s helped generate $37 million in revenue for these clients during that time, so he’s done some cool stuff, and I thought we’d get on today to talk about the specific funnel that uses … Sort of like a different way of doing a sales funnel that’s very intriguing, and I don’t know too much about myself because I’ve never used it, but I’ve heard good things from him and from a lot of other people who do it.  Andre Chaperon, I think, has used this approach before, so we’ll get into that. Ryan, how are you doing? Ryan:I’m doing great, and I’m pumped, really excited to be here, man. John:Good to have you on the show, man.  Good to … You don’t have a green juice or green smoothie right now, do you? Ryan:I don’t.  I just have water.  It’s funny you bring that up, because before the call we were just chatting about our obsession over green smoothies, green juice, salads, and just living healthy.  You got to fuel the body to fuel the mind. John:But do it fast as well.  That’s part of the point with the smoothies, is you can … You don’t want to sit down for an hour and eat a meal.  You don’t have time for that. Ryan:Because I have too many e-mails to write.  No, you’re absolutely right.  Originally I did it out of necessity.  I don’t know if I mentioned this, but two years ago, I was diagnosed with type I diabetes, and it was a complete shock to me, because I’m in my 30s right now.  Type I diabetes is juvenile diabetes, so it’s usually kids that are diagnosed, but the reason why the way I found out is I applied for life insurance and I was rejected, and I’m an otherwise …  If you look at me, you would say, “Oh, he’s a healthy guy.”  I’m not overweight.  I’m in pretty good shape.  But I was, again, rejected for life insurance, and I went to the doctor and said, “Here are my labs.  Do you think we should get some labs done to corroborate the results and see if they’re real or not?”  We did that, and I got a phone call from my doctor about an hour later and he said, “You need to go to the emergency room now.  You’re in what’s called DKA, diabetic ketoacidosis, and you could literally slip into a coma any day.” My wife was freaking out, I was freaking out.  We went to the emergency room.  I spent four days in the ICU, the intensive care unit.  I was pumped with 15 pounds of fluids.  I had lost a bunch of weight leading up to this, and I had all sorts of other symptoms, but I just never really attributed it to a disease.  I was just working really hard and I thought I lost all this weight because I wasn’t eating, and I wasn’t eating because I was working really hard, and I was weak and tired because I was spending so much time working, and we just had a baby, so I wasn’t getting a lot of sleep. Anyways, long story short, the reason why I bring all that up is that’s been a huge motivator for me and a real kind of eye opener that, listen, we’re not here forever.  I was the last person to think that something like that was going to happen to me.   Bringing it back to the green smoothie, one of the reasons why I eat the way I eat now, which is three green smoothies a day, one green juice in the morning, two salads, and high-quality protein at night, like an organic grass-fed steak or wild salmon or something like that – the reason why I eat so healthy now is basically out of necessity.  I do it because I want to limit the amount of medications I need to take and just really be healthy.  I’ve got a son and another one on the way, and so I think all of us have our own motivations for what drives us to do well in business and be successful. For me, it’s to provide for my family knowing that if I take care of myself, I’ll be around for a long time, but if I don’t take care of myself, a type I diabetic’s life expectancy in a place like Africa is really … It’s pretty sad.  After diagnosis, it’s like 15 or 17 years, so you have to take care of yourself, and we were just joking, “Feel the body, feel the mind,” and it all comes back to what you put into your body, so for me that’s what drives me, and what’s interesting is after I was diagnosed, we had literally the best year ever in our business and I’ve been doing this full-time since 2008, and this was, I guess, 2013?  Yeah, 2013, the next full year after diagnosis, and now in 2014, we’re five months into the year, and I’m already 150% over entire last year. In other words, what we did in 2013, I’m already 150% better, and ahead of the game there.  It just goes to show you that if something like that happens to you, if it’s bad or whatever, you can use it as motivation to drive you to take things … Step up your game and take things to the next level, so anyways.  I know that was a real long introduction.  You weren’t probably planning on talking about it, but I think it’s interesting to hear when I’m listening to interviews with people to understand what motivates them, what drives them, and a little bit of background before we dive into the nuts and bolts of the business side of things. John:Okay.  Cool.  Thanks for sharing that.  One thing I’m curious about – this is to stay on this story just for a little bit longer – is to think, well, you have this huge motivation that’s come from diabetes and we’re not around forever.  How do you convert that?  How does that propel you in business, say, instead of saying, “Well, I’m not going to work as much anymore, I’m going to spend more time with my family,” or whatever.  I don’t know how.  How do you frame that up? Ryan:Yeah, it’s a really good question.  I remember when I was – I think, 25 – I had this feeling … I was working in a corporate job, I was living in Asia, I was working for an insurance company, AIG, I had a really great job, high-paying job.  I think I was making like $278,000 a year, and I was running a team of 24 people.  I was opening up sales offices all around the country, and I had another one of these moments, and I said, I don’t want to spend the rest my life doing this, and I just had this feeling that if I don’t do something now, if I don’t just …  I had this flicker of entrepreneurialism in my gut that was about to be extinguished.  It was just a little bit of a flicker there, and I just had this feeling that if I didn’t do something now, that flame was going to go out, and it was going to go out forever, so I made the bold decision to quit my job, move in with my wife who, at the time, was getting her PhD in a 400-square foot apartment, and started my first Internet company, and that’s when I went from zero to 25,000 in 18 months, and I had a similar … The reason why I had that feeling was – whatever, this number feeling, like, I’m going to be turning 30 in a couple years – just felt like it was so close.  It was right there, and it felt like … In my early 20s, I felt like I had all the time in the world, but just seeing that that number was there, like if I didn’t do it now, I was never going to do it, and I don’t want to look back at my life, 75, 85 years old, and saying, I wonder what if.   This time around, when I got sick, it was a little bit of that.  It was a little bit, well, I might not be around forever, and so I want to earn as much money as possible for my family so that if something did happen to me that I would leave them in a really great position.  I’m not in a position where I’m three months away from dying.  I don’t want to create that misconception, but that was the thought going through my head, especially when I was sick.  I think anyone who has kids … You don’t have kids, right, John?  You’re single? John:Yeah. Ryan:Yeah.  I think when you have kids, it’s sort of like this daddy gene kicks in where you’re like, I got to step things up.  I want my boys to look up to me and say, “Wow, Dad did amazing things,” and really proud for me to be their father on the one hand, and on the other hand, I’m working really hard now so that I don’t have to work hard forever.  Whether this happens or not, I’m in a position where I could conceivably retire in a few years, as crazy as that sounds, in my 30s, and so there’s that that appeals to me as well.  That if I just really burn the midnight oil for another year or two, I could legitimately just say, done.   Not that we’d be living crazy millionaire lifestyle where we’re riding Rolls-Royces and living on private yachts, but we could live a comfortable lifestyle and I wouldn’t have any work obligation, so I’ve thought about things like that.  If I just do the sprint for a couple more years and then, secondarily, if not, well then I can take things down a notch and the pressure is off and I can work really, really short hours.   At the same time too, I’ve engineered my schedules that I work in very set, specific times and I take time off to be with the family and, just like you, I could work anywhere, so we take vacations all the time and just bring my laptop and everything like that.   I think the way things are set up right now is pretty good, and I know we’ve spent a little bit more time talking about the lifestyle side of things, but we can bring it back to business, and the thing that’s allowed me to do that is, like you, I’ve invested a tremendous amount of time in becoming a really skilled copywriter and then taking that skill and bringing it one step further and focus on becoming a funnel specialist, building end-to-end online funnels, and my contribution to the marketing world is a very specific type of funnel that I have … I’m the only one that does this funnel in this specific way and it’s something I call my survey funnel. This is something that I’ve used to generate 2.8 million leads, 175,000 customers across 17 different markets in the last 23 months alone, and I’ve just since added two more markets that I’m going into, and I basically work with and partner with large seven, eight, and nine-figure businesses.  I build their entire funnels on a fee plus royalty basis, and I get paid handsomely to do it.  We can talk about some of the mechanics of that funnel and maybe how some people on the call can use elements of that in their business and take what’s working so well for me and my business and maybe apply parts of it in their world. John:Sure, let’s dig in.  Let’s talk about … I’m curious about what this survey funnel looks like.  I’ve seen … My idea from what it sounds like and what I’ve seen out there before is when someone opts in, use a survey to segment them.  But now that you mention it, it actually sounds like it’s probably a bit more involved than just simply giving someone a survey and segmenting them when they sign up.  Let’s start off with a broad view.  What is it, and what does it look like, and then we can dive into the nitty-gritty. Ryan:Sure, absolutely.  Typically, in a lead capture funnel, we all know the squeeze page, right?  You go to a squeeze page, it’s opt in for X, Y, Z, free report or free video or whatever.  What this does is it turns it on its head, and I’ll talk very high level, and then I’ll talk a little bit about the psychology behind why it works.   One of the things I didn’t bring up is that in a prior life – what feels like a prior life – before getting into business, before getting into marketing, I actually studied and taught neuroscience at the Ivy League level at Brown University, and I was actually intending on going into academia, going into grad school, and becoming a neuroscientist.  My best friend in college is a neurologist at the Mayo Clinic.  We went through all of our classes together.  He just took it all the way. But I decided that wasn’t for me.  I kind of meandered for a while.  I worked on Wall Street for the investment bank Goldman Sachs and then, like I said, lived in China for five years working for AIG and then got into our world.  The reason why I bring that up is because one of the things that makes this approach unique is – and in my marketing – is I tend to really focus on the neuroscience and the psychology of what’s going on behind the scenes, and so a lot of times there’s these effects that are going on that aren’t apparent.  Taking advantage of cognitive biases that people don’t realize that they have, and doing it in a way that drives up conversions tremendously. 30,000 foot view: the way that this funnel works is, you send traffic from any number of sources, whether it’s PPC, SEO, video traffic, Facebook, whatever.  Traffic goes to a landing page.  On the landing page is a short video.  The short video has a button below it.  The video sells people on why they should take the survey.  Now, it’s not positioned as a survey.  That’s the biggest mistake that people make.  “Take the survey, and I’ll send you to the right sales page,” or whatever.  It’s not positioned as a survey, and we’ll get back to that in just a moment, but I just want to take the 30,000 foot view. After they click on that button to take the survey, the survey typically culminates in an opt-in form: name, e-mail.  From there, the survey does a couple different things.  Number one, it funnels people into one of several different, typically video, sales letters.  So that’s number one.  Now, it depends on how they answer the survey, what responses that they give, and they’re sent to either … If there’s just one product that’s being sold, different marketing angles for that one product, or if it’s a situation where you have dozens of products on the shelf, so to speak, it’ll funnel people into the best match product based on how they answer the series of survey questions. In addition to that, from there, all the responses that people take in the survey are incorporated into the e-mail follow-ups.  Not only are people sent to potentially different autoresponder sequences based on the results of the survey, the autoresponders are also customized.  We all know the merge field, you know, “Dear First Name,” but what we do is we create merge fields for every single question that people answer.   A very basic one, a question in the survey might be, “Are you a man or a woman?”  The reason why I ask is because men and women suffer from different … Take weight loss.  Different weight loss challenges.  We would then capture that data in a merge field and then in the e-mail follow-ups, the person who says that they’re a man, the e-mails are customized, and the e-mail might say something like this: “You know what’s interesting about guys who are looking to lose weight and guys specifically, is that they tend to have a very unique challenge.”   That same e-mail could be read, “You know what’s interesting about women who are looking to lose weight and women specifically, is that women are looking to solve a very unique challenge.”  So the effect – and that’s just a very basic example, you can imagine taking that to the nth degree across a number of different questions – but the net effect is that when people go through that AR sequence, they say, “Holy crap, this is squarely, exactly for me.” Nobody does this.  Nobody takes this level of customization and tailoring to the same extremes that we do, and it’s one of the reasons why it’s so effective.  It’s so refreshing for people to have a customized response rather than a generic, one-size-fits-all answer marketing approach, which is what 99% of businesses do.   There are some other things that we do with one-click upsell paths and re-marketing and buyer e-mail sequences, but at a 30,000-foot view level, that is what the survey final is, in a nutshell. John:Okay.  Is it something that … I think I could put this together.  You could do this for, say, AWeber, fairly straightforward.  It would be simple to do with something like AWeber, but you’d have to be good at, say, the tech side of things, knowing how to set up … [URL variables 00:19:20] and filling those hidden fields with the data.  But is this something that, say, an average person who’s probably not so techy but they’ve got some e-mail software like AWeber or Infusionsoft or this kind of thing … It sounds cool.  It sounds awesome.  But how hard is it for someone to actually set up and then actually get the e-mails written so they make sense no matter what someone answers in the survey? Ryan:Right.  That’s a good question.  Again, the main thing that I do is I implement this for very large companies.  The whole thing.  In that process, my partner and I found that there was no software in the market that did exactly what we needed it to do, so we developed a piece of software that’s called surveyfunnel.io.  We just recently made it available to the public.  That’s the software that we use to create that survey that pops up that I describe that captures all that merge field data and sends people into the best match video sales letter page and funnels them into one of several autoresponder sequences or a single autoresponder sequence that uses merge fields to give the appearance of customization. That software ties into whatever e-mail service provider that you use, so it ties into AWeber, it ties into Infusionsoft, Constant Contact, [Entreport 00:20:38], whatever you use, the software integrates with that.  That’s the software that allows you to create those surveys that I’ve described, capture the merge data, send that data to the appropriate hidden fields in AWeber, and then have the ability to use the merge fields.  Technically, it’s actually not that difficult to do if you have access and use that software, and that software, by the way, it’s a SASS program.  What that means is, it’s not a WordPress plug-in.  It’s platform-agnostic so it doesn’t really matter what technology you use to build your website, whether it’s WordPress or Joomla! or just straight HTML.   Literally, you just do all the setup work in the dashboard and then you just plug a line of JavaScript in your website where you want the survey to pop up and, like I said, the path that we use is, we use just a video to sell people on why they should take the survey.  Typically there’s a button below the video.  When they click on the button, it pops up the survey and a light box and you go question by question by question and you fill it out. Technically, it’s not that difficult.  As far as thinking through all the possible permutations on how you might integrate the merge fields into your e-mail, well, that’s something that you can go as far or as not involved as you’d like, so at the bare minimum, you might want to make one very basic segmentation, like men and women.  If it’s appropriate.  If you are a business consultant, you might want to find out if someone is either a business owner or maybe another business consultant.  Do you own the business or do you help other businesses grow their revenue?  With that, you might use that to customize things. You do need to think it through.  You need to think through the different permutations.  One very basic example I’ll give you is, if you’re going to be using the gender thing when you, for example, set things up – and you don’t have to use our software, you could have something custom coded if you wanted, but our software just makes it easy – but in the software, for example, you would want to set up a gender singular merge field and a gender plural, so that we could say, “As a man, you probably ask yourself, why is it that I struggle with weight?  And the reason why is because men” – gender plural – “tend to have different metabolism and women, especially as they get older,” right?  You just flip that around.  You want to think through certain things like that, so gender singular and gender plural is a good example. The other thing that we haven’t talked about that I think is important when you do this is the psychology of why this works.  Why does his work better than just a squeeze page?  There are a couple things going on.  The first is the power of what I call micro-commitments.  Micro-commitments are basically asking your prospect to take infinitesimally small steps to move them towards the action that you want them to take, and it’s akin to when you’re in a relationship with someone.   Going straight from new visitor, landing page, to squeeze page is like … If it’s cold traffic, unendorsed traffic, where people don’t know who you are, it’s akin to meeting someone for the first time and maybe reaching in for a hug.  Some people might be cool with it, but it’s a little bit too much, right? Instead, the micro-commitment thing, instead of going straight from, “Hey, sign it, give me your name and e-mail, and I’ll give you this thing,” which, by the way, when people see that, you’re going to get a lot of fake e-mail addresses, bogus e-mail addresses, or someone’s third tier e-mail address, some Yahoo e-mail address or Hotmail e-mail address that they barely track, just to get the thing that they came there for.   But when you instead start with, “Before we get started, tell me a little bit about yourself.  Are you a man or a woman?  The reason why I ask is because I want to point you in touch with the best possible resource for you.”  Man, woman.  It’s an easy, low-threshold question to answer, so it doesn’t take a lot of brain power.  Man, woman is … Unless you’re being a smartass, you know the answer, right, so there’s basically zero thought that goes into it.  They don’t have to think about the response, and it builds what I call action-taking momentum. They click on that one little thing and it’s that first, dipping that toe in the pool, and it’s much easier to get things moving from there than that very high-threshold decision which engages that flight or fight response where people are saying, “Do I really want to opt in?” or, “Maybe I’m just going to get the hell out of here.”  This is the baby step that leads up to it.  The net result is that, A, your opt-in rate is going to be significantly higher, and B, you’re gathering all this extremely useful intelligence along the way and, if nothing else, just using the gender one as an example, think about what you can do from a segmentation standpoint when you’re doing broadcast offers. Perfect example.  If you operate in a health market and you just know your prospect’s gender coming in.  For men, you could do broadcast.  You could create a custom segment for just men and only broadcast to them an erectile dysfunction product or a low-T product, low testosterone.  Then for women, conversely, you could offer a perimenopause product or if you get a gender and age, you could focus on the women of childbearing age and do some sort of pregnancy or mom type products, and I’m just giving you very basic examples, but you can start to see how, really, the possibilities are endless when you start going down this path. John:It’s funny, because there’s that philosophy with squeeze pages or with any sort of conversion process that the easier you make it for someone to sign up or join, the more conversions you’re going to get.  But in a sense, what you’re proposing, it does make it easier in the sense of micro-commitments, but it’s almost like putting a barrier.  Instead of just … Some people would be like, “No, the best way to get someone to opt in is just give them the opt-in straightaway.”  If you give them the survey, they’re going to be like, “Well, I don’t want to do the survey,” and every time you add another step in that journey to the opt-in, you’re going to lose people.  But it sounds like that’s not actually the case. Ryan:It’s not the case for two reasons.  Number one is even if your opt-in rate is a little bit lower doing this – which, to be perfectly honest, and some markets, it is, it will be – I will take 10 opt-ins where I know age, gender, their hot buttons, the biggest objections they have, what their single biggest goal is in this particular space over 100 opt-ins where all I have is the e-mail address, because I can market so much more effectively knowing just a little bit of information about the prospect, so those 10 people, I might get five sales.  I might have a 50% conversion rate because I’m able to tie them into the absolute best match offer, but if I only have their e-mail address, it’s a finger in the wind exercise, and it’s also key if you ever want to scale. If you’re in an niche market and you’re only going after, for example, a keyword – I’m in Austin, Texas right now, so if you’re a plumber and you advertise on the keyword “how to fix a leaky toilet Austin Texas” or with a geo-targeting Austin, Texas, you can have a very targeted squeeze page.  “Discover how to fix a leaky toilet in just three simple steps.  Enter your name and e-mail here.”  That’s great.   But what if you advertise on the keyword “weight loss”?  Weight loss represents a million things under the sun.  I discovered this in one of my own businesses.  I have a six-figure business in the information product space in addition to the client work that I do and the business is rocketmemory.com and it’s a series of courses that teach people how to improve their memory.  It leverages my background in neuroscience.   But anyways, long story short, I was advertising on the keyword “improve memory” and I couldn’t make it work.  Could not make it work.  Just my lead cost, my cost per sale was so high, it just … The economics didn’t work.  When I started digging into the data, I started realizing the reason why is because that keyword represented a massive spectrum of people, everyone from the college-age student who is looking for memory tips to study for the test all the way through the 65-year-old man who’s concerned about mental decline and everything in between. It’s no wonder that you can’t make a keyword like that work when you have such a spectrum of people searching on that keyword.  What I realized is that if I just asked a few simple questions about who the person was and then tailored the sales message and sent them in the right direction, all of a sudden that traffic worked, and those were the highest-volume keywords in my market, improve memory, how to improve memory, memory improvement, which were too vague to know what was the rationale behind the search query. If you want to scale – and again, I’m in environments where I’m generating, in some markets, up to 6000 leads a day – you don’t generate 6000 leads a day on some niche keyword.  To do that, you are doing media buys, banner advertising, a lot of display advertising, and the search keyword advertising, the PPC advertising that you’re doing, the keywords phase, is on high-volume keywords.   To answer your question, is it adding more friction?  Even if it is, I’d rather have that data so I can market more effectively.  That’s the first thing.   The second thing is that – you brought up the point of, is it slowing down the process, putting friction in the sales process by putting these additional steps?  If you just say, “Hey, take my survey,” it will.  But what you need to do, the way I do it, is I find a way to present and position the survey as an opportunity for self discovery.  What I mean by that is – I never talk about specific client examples whenever I do interviews like this because, for competitive reasons, I don’t want to give the psychology and rationale behind it, but I’ll try to make one up right now. It would be, instead of saying, “Hey, take the survey,” it would be … Pick a market.  If it’s a market that I’m not in, we’ll come up with an example right on the fly.  Just pick any market that … John:Mobile phones. Ryan:Okay, mobile phones.  Most of the markets that I’m – not all of them –are information-based markets where – John:[inaudible 00:30:40] how to crack a mobile phone?  How to jailbreak it? Ryan:Perfect.  It’s not the best example, but we can do this.  It would be … Okay, this would be a little bit different angle than I normally take in most of the markets, but you could do something like this.  You could say, “Discover the number one reason why people who try to jailbreak their phone basically screw up their phone for life.”  Then you’d have a short video that basically sells people on the idea. “Hey, listen.  Do you realize that there are three common mistakes that people tend to make when they jailbreak their phone, and all three of these things will render your phone useless if you make them. But the problem is, because there are so many mobile phones out there – literally, there are thousands of models and hundreds of brands across the world that if you try to search for information online, it’s almost impossible to find your specific make, model, and year.  But the good news is, we’ve put together a simple little database that covers every mobile phone under the sun, and if you just take a moment now to click on the button below, tell us what’s your mobile phone brand, the year you purchased it, and the generation, we can send you directly to the specific jailbreak instructions for your particular phone as well as how to avoid those three simple mistakes that I meant.   “And by the way, these three mistakes are different – slightly – depending on the phone that you’re trying to jailbreak.  The only catch is, we haven’t decided how much longer we’re going to make this service available for free online, so go ahead and do this right now while you’re on this page and you’re still thinking about it.  Click on the button below, enter your information, and I’ll see you on the other side.” It’s not the best example, but you can see the way I worded it right there.  It’s not a survey, right?  It’s about getting some sort of end results and it just makes sense, and along the way, you could find out, shit, what their phone is, you could find out … You wouldn’t even need to really ask the question, but you could ask it, what their geolocation is if that was relevant to you as a marketer.  It would be a stretch to ask for gender, but you could ask for certain things like, “What’s the reason why you’re trying to jailbreak your phone?” and the rationale, you would say, the reason why is because there’s some subtle differences depending on what your goals are and we want to make sure that we put you in touch with the best possible guide to do this, and that’s just off the top of our head right now, just coming up with something. I’m sure we could come up with a better angle, but the point is, it’s all about making it … We came up with this right now, on the fly, and if you’re trying to jailbreak your phone … If I’m jailbreaking my phone, I’m sold.  I don’t want to wade through forums, and I’ve never tried to jailbreak my phone, but I don’t want to wade through forums and hundreds of pages of information.  I just want to find my phone right now, get the thing done, and move on with my life, so I feel like it’s a pretty compelling offer.  That’s just one example, but you can hopefully see when you do this sort of approach why it’s potentially so effective. John:Absolutely.  I’m really seeing it.  Absolutely.  We’re right on time here, Ryan, but before we go, I know you mentioned the software a couple times, so let’s talk about … If people want to learn more about you or about the software, where should they go? Ryan:A couple different places.  If you just want the software itself, you can go to surveyfunnel.io.  That’s a site directly to the software.  I will say at the time of this interview, this is my own internal software that I use in my company for our high-level implementations.  We literally within the last couple months just released it to the general public and we had doubts if we wanted to do that because it’s kind of like our secret sauce, so if you go to that page, you’re not going to find a real fancy, slick sales message or sales letter or anything like that.  You may just see a simple form to opt in to find out about the software itself, so that’s the first thing. If you’re interested in learning the nuts and bolts and details behind how to create one of these funnels from end-to-end, I do periodically teach this at a site called surveyfunnelformula.com.  It’s a paid program in which I take people through my six-week process of building one of these funnels from end-to-end.   The reason why I put together this program, to be perfectly honest, was I never intended on making it for sale to the public, but when I expanded my team earlier this year, I brought on a couple different team members and I wanted them to understand the process so they could take off a lot of the work that was on my desk, so what I did is I actually created a real-live funnel from beginning to end and I had them go through the whole process with me, take notes so they could then replicate it, and then we put in our internal company website and periodically I let people in and go through that training as well.  That’s if you want to learn how to do the whole thing.  Both of those are paid software, paid programs. If people would just like to get some of my free stuff, I put out a daily marketing e-mail where I talk about some of the tests that I do and the markets that I’m in and the insights that I’ve picked up and it’s fun, it’s like this interview, it’s not super formal or anything like that.  It’s just a cool little thing, and if you want to sign up for that, you can go to thefunnelspecialist.com and then you’ll see a nice little form on the right hand side to sign up for that free daily marketing tip.  Those are probably the three best ways to learn more about what I do and to get some good stuff. John:Cool.  I have links to those other sites on the show notes at themcmethod.com.  Ryan, thanks for coming on. Ryan:This was awesome, man.  Really, really happy to do this, and look forward to chatting again sometime soon, my friend. The post Episode #70 – Ryan Levesque on His Highly Profitable and Unique Survey Funnel Formula appeared first on McMethod.

The DigitalMarketer Podcast

The DigitalMarketer Podcast is a weekly show produced by DigitalMarketer and hosted by Garrett Holmes and Jenna Snavely. The duo will take you on a journey through the world of digital marketing, diving deep into the topics that digital marketers, like you, can use to help grow your skills and your business. Along the way, they will be interviewing the key players in the digital marketing industry, bringing real-world insight and examples to help you understand how to implement the best marketing strategies that are working right now. So, whether you're a seasoned digital marketing expert, or you're on your path to becoming one, this podcast is perfect for you. What are you waiting for? Turn up the volume, press play, and start your path to becoming the smartest marketer in the room.

Rank #1: EP61: How DigitalMarketer’s Instagram Grew from 15k to 80k Followers in Less than a Year.
Shannon Goodell has changed DigitalMarketer’s social media approach, growing us from 15,000 to 92,000 followers on Instagram. In this episode, Jenna and Shannon nerd out about social. They talk about the platforms DigitalMarketer is seeing the most growth on, the goals of a Social Media Manager, and what content to create for each social platform. IN THIS EPISODE YOU’LL LEARN: The content Shannon is using for DigitalMarketer’s social media accounts and her strategy of repurposing content What brands are doing wrong on social media: creating content about themselves and not focusing on giving value Shannon’s content scheduling and planning process DigitalMarketer’s ongoing experiment with Instagram stories and IGTV LINKS AND RESOURCES MENTIONED IN THIS EPISODE: Ryan Levesque Shannon on LinkedIn Shannon on Instagram DigitalMarketer on Instagram DigitalMarketer on Twitter DigitalMarketer on Facebook DigitalMarketer on Youtube DigitalMarketer on LinkedIn Thanks so much for joining us this week. Want to subscribe to The DigitalMarketer Podcast? Have some feedback you’d like to share? Connect with us on iTunes and leave us a review! iTunes not your thing? Find us on Spotify, Stitcher, TuneIn, or at DigitalMarketer.com.

Rank #2: EP18: Russ Henneberry, Digital Marketing Consultant @ RussHenneberry.com on Using Content to Generate Free Traffic.
When it comes to digital marketing, you have to commit, and most importantly, ship it. Russ Henneberry is a speaker and business consultant and his advice to businesses is simple. If you’re looking to boost SEO, post often so you can make Google happy. If you’re looking to sell a product, create 1 high-quality piece of content and then pay to drive traffic to the web page. In this episode, we talk to Russ about the content strategies he used to help grow DigitalMarketer, how savvy marketers repurpose their content and the three focuses of successful entrepreneurs. IN THIS EPISODE YOU’LL LEARN: How often to publish content for organic traffic and increased SEO of web pages The advantage of using 1 high-quality piece of content to market your services and/or products The 3 main avenues to provide value with content What strategy Russ used to improve the SEO of the DigitalMarketer website How to get Google to notice your content over the competitions

More Cheese Less Whiskers

Listen in each week as Dean Jackson helps business owners and entrepreneurs, just like you, apply the 8-Profit Activators to their businesses. Discover the mindsets growing or slowing your business.

Rank #1: Ep167: Email Mastery.
Today on the More Cheese Less Whiskers podcast I've got something I'd love for you to hear. Two or three years ago, I was running full-page ads in Success Magazine telling about 'The Amazing Nine-Word Email That Revives Read Leads'. I was experimenting with a new approach to engaging with people who would respond to the ad, and it was really interesting because people who responded would call the ad, an article. I've posted the article in the show notes so you can see what I was doing, but the amazing thing was, we ran that ad for several months and averaged a 68% opt in on the landing page. This was cold traffic from a magazine ad, and what was even more amazing was that we would get over 40% engagement once people responded and left their name and email address. I used a very simple sequence to engage with people who requested a copy of the Email Mastery book. After they received a copy I'd invite people to get together with me on the phone to brainstorm some of their nine-word emails and subject lines. We would have group calls just like the very first one I'm going to share with you today, and you can see the landing page at emailmastery.com so you can reverse-engineer the process to see how it works. What was amazing to me was hearing people I've never met before, coming on and sharing the results they were getting with the nine-word email they read about in my 'article' in Success Magazine. There are lots of lessons to deconstruct here I want you to hear this because I'm going to deconstruct the process and share with you exactly how you can apply it to your business. Show Links:Show TranscriptProfitActivatorScore.com Want to be a guest on the show? Simply follow the 'Be a Guest' link on the left & I'll be in touch. Download a free copy of the Breakthrough DNA book all about the 8 Profit Activators we talk about here on More Cheese, Less Whiskers...

Rank #2: Ep147: The Self Milking Cow with Frank Kern.
Today on the More Cheese Less Whiskers podcast we have a bit of a different show. I'm down in South Beach this week, and one of the things I got to do was spend a little time with my friend Frank Kern, and it reminded me of being on his podcast, ‘Your Next Million’. We talked about ‘the self milking cow’. I shared the idea that the struggle or limitation, holding back a lot of entrepreneurs back is that they're trying to be ‘self milking’. They're trying to do it all; trying to make the milk, meaning come up with the ideas, the money and the strategies, and they're also trying to milk themselves, package it, take it to market, and do the billing and clean up around the shop and farm. The sooner you realize making the milk is the most important thing you can do, and it's the thing that only you can do, the more success you’ll have. Everything else can be done by farmers, and I'm saying that not in a demeaning way to farmers, because there are people who love to be in support roles or love to do things without having to come up with the milk. I think when you're the person who can make the milk, one of the creative leaders of an entrepreneurial venture, whether it's a real estate agent, or any kind of business, the problem is we kind of take it for granted. We think that everyone can do it and it almost feels like we shouldn't be able to just do that as it seems too easy. It seems like it’s not work. That's a limiting belief, and you’ll realize not everyone is you, and that some people, in fact most people, really just want to know exactly what to do and feel like they're making a contribution to a bigger picture. We had a great conversation and I'm going to let you listen in on that entire conversation this week, and then I’ll be back next week and we'll continue with our regularly scheduled programming. In the meantime, enjoy this one. I think you're really going to get a lot out of it. Show Links:Show TranscriptProfitActivatorScore.com Want to be a guest on the show? Simply follow the 'Be a Guest' link on the left & I'll be in touch. Download a free copy of the Breakthrough DNA book all about the 8 Profit Activators we talk about here on More Cheese, Less Whiskers...

The Pete Godfrey Persuasion Show | Strategic Selling | Direct Response Marketing | Copywriting

Advanced Marketing and Sales Techniques for Savvy Business Owners

Rank #1: PGS 127: How to Make More Money With Less Leads.
Something a little bit different this week. We don’t usually have guests on the show, but this week I made an exception. So my special guest is John Blake, who helps business owners convert more sales from the leads they get. His approach is unique, that’s why I got him on the show. Listen in and discover… Two reasons we do not have guests on the show and why I made the exception How to maximise the profit potential of every lead you get Kennedy’s ‘Sales Prevention Department’ and how to stamp out this insidious sales-hurdle from your business From first enquiry right up until the sale… see the steps John takes to ensure maximum sales How to make more money without spending more on marketing Plus, you know, simply loads more… Press the play button above. Enjoy! Cheers, Pete Godfrey Wizard of Words

Rank #2: PGS 145: A Simple Way to Get Your Customers Addicted to Your Product or Service.
On this week’s show, we look at a simple and effective way to get your customers coming back for more. I first got this lesson from Joe Sugarman’s book “Triggers”, and I was blessed to have him explain it further to me over dinner one night in Sydney. So if you want your customers to buy more and buy more often, then listen in and discover… The one buying trigger we’re all susceptible to… and how to harness this trigger to create a buying frenzy in your business The best customer for your new offer… so obvious, yet so often overlooked How collectibles induce the desire to own… effectively getting customers back time and time again A classic example of how Coles supermarket is applying this strategy… and how it even hooked this humble Wizard into buying more often (for a little while anyway) Plus plenty more! Press the play button above. Enjoy! Cheers, Pete Godfrey Wizard of Words P.S. To continue the conversation with me, make sure to join my Facebook group that supports this show. You can join here: https://www.facebook.com/groups/PeteGodfreyShow

Copy Chief Radio

Nobody writes alone. This show is going to be different because it’s real time marketing happenings. Inside Copy Chief we’re rooted in the foundational stuff that’s proven timeless, effective copy writing and marketing tactics. However, things change fast in this business and we’re constantly examining what's making sales for people.

Rank #1: CCR112: Facebook Ad Magic with Mike Rinard (Pt. 2).
Discover the “20-min brainstorm” session that can help you 5x your FB Ad results, plus 3 simple “hooks” you can get started with in this Part 2 (of 3) episode with Mike Rinard.

Rank #2: CCR153: A Lead Magnet People Actually Want with Rachael Kraft.
How’s your Lead Magnet? Is it doing the job of establishing your unique expertise and giving value to your best prospects? My guest, Rachael Kraft, is one of the best at creating Lead Magnets that tick all the boxes for rewarding your prospect’s attention.

BenSettle.com Podcast

Ben Settle is a diehard marketer, author, novelist, and self described "anti-professional.” His controversial perspectives on business, marketing, and the inner game of success will entertain, offend, or piss you off — guaranteed, or your money back. Listener discretion is advised.

Rank #1: How to write content that isn’t boring, dull, and dry.

Rank #2: Email Players Rules.

Copywriters Podcast

Copywriting lessons from David Garfinkel

Rank #1: Secrets of the Close.
A row of dominoes can shed some light on the secrets of the close in copywriting. So can • Picking an apple • Checking out at the grocery store • Asking someone to marry you What do all these things have in common? We explore this in today’s show. What’s important to remember is nothing happens all by itself, and that’s excruciatingly true when it comes to closing the sale. Study all the power closes and tricky closing techniques you want. They won’t do you a bit of good until you understand where they fit into the Greater Scheme of Things. We outline what makes up that Scheme in today’s show. It all has to do with creating the right energy… doing the right kind of preparation… and putting in a vitally important component right before the close. Actually, we’ll do a lot more than outline this stuff. We’ll dig deep into the nitty-gritty. And finally, after all this time, you’ll know what the secrets of the close really are!Download.

Rank #2: Ken McCarthy - Godfather of Digital Marketing Pt. 1.
Our guest today, Ken McCarthy, has been at the forefront of Internet marketing and copywriting from the start. To give you just one in example, way back in 1994, he sponsored a conference about making the Internet a place where you could do business. Before then, it was a business-free zone. His featured speaker was a pioneer of the time, Mark Andreessen, who went on to co-found one of Silicon Valley’s most important Venture Capital firms. OK. Let’s fast-forward 20 years to 2014. Five years ago. Tony Haile, CEO of Chartbeat, one of the world’s top data analytics firms, wrote this in Time magazine: In 1994, a former direct mail marketer called Ken McCarthy came up with the clickthrough as the measure of ad performance on the web. From that moment on, the click became the defining action of advertising on the web. See, it’s one thing to come up with an idea. It’s another thing entirely to be recognized as the guy who came up with it, by a leading industry authority in Time magazine. As a copywriter or business owner, why is this important to you? Here’s why. Ken’s also a copywriter. A marketer. He’s made a lot of money that way. And recently he pointed out that there are some key things no one’s been teaching that he’s decided he’s willing to share. With you. On this podcast. Things that, if you put them to use conscientiously, could make you a lot of money. Ken, thanks for being here. There’s one other thing I want to tell our listeners about themselves before we dive in: Copy is powerful. You’re responsible for how you use what you hear on this podcast. Most of the time, common sense is all you need. But if you make extreme claims... and/or if you’re writing copy for offers in highly regulated industries like health, finance, and business opportunity... you may want to get a legal review after you write and before you start using your copy. My larger clients do this all the time. Topics Ken covered on these calls: • Though Ken never wrote for clients — only for his own business — he claims to have made more money “in a short time than many copywriters make in a long career.” • Some basics of copy that most people who teach, or talk about copy, gloss over or miss entirely. Ken dug in and shared nitty-gritty stuff that brings in the bucks. • Ken’s discovery of a hidden treasure trove of John Caples ads (that most people have never seen, to this day)… and what he learned from that. • And many other gems — the kind of stuff that has earned Ken high respect, both in the “big-box corporate world” of advertising, as well as among the hardest of the hard-core direct marketers. Ken's WebsiteDownload.

No B.S. Magnetic Marketing Hour

Magnetic Marketing|No B.S. Inner Circle is a membership community of entrepreneurs and business owners who are dedicated to growing their businesses with Magnetic Marketing®. Founded by marketing legend Dan Kennedy in 1993, Magnetic Marketing has helped hundreds of thousands of businesses attract new customers that pay, stay, and refer. Magnetic Marketing publishes the famous "No B.S. Marketing Letter" each month and hosts conferences, workshops,and mastermind/coaching groups on a variety of marketing and business growth topics. Members hail from 50 US states and 67 countries on six continents.

Rank #1: EP 5 Dan Kennedy & Jay Abraham: A Conversation With Marketing Legend Jay Abraham.
On this episode of Magnetic Marketing Hour, No B.S. Founder Dan Kennedy and his guest Jay Abraham talk candidly about their experiences as marketers, their expertise in entrepreneurship and their view of the world today. To learn more about No B.S. Inner Circle and how we can help grow your business, please visit us at http://nobsinnercircle.com or call us at: (800) 871 0147

Rank #2: EP 36 Nick Loise & Dean Jackson - The Evolution of Direct-Response Marketing .
On this episode of Magnetic Marketing Hour, listen in as our podcast guest, Dean Jackson, talks all things marketing with Nick Loise. Dean gives us salient lessons from the evolution of Direct-Response Marketing and challenges our thinking with the Super Power Questions every entrepreneur should ask themselves.  To learn more about No B.S. Inner Circle and how we can help grow your business, please visit us at: http://nobsinnercircle.com Or call us at: (800) 871 0147

Clients on Demand

Clients on Demand with Russ Ruffino teaches coaches, service providers, and thought-leaders how to attract the right clients, at the right price, anytime they want. We’re here to answer one question: “How can you build a sustainable, 7-8 figure business that changes the world AND gets results for clients…without sacrificing your freedom?” If you want to know the answer, subscribe to our podcast and we'll see you there.

Rank #1: 146: How 1 Coach Went From $5K to $80K/month by Doing Less..
Want to know how one coach went from barely squeezing out $5K/month to making $80K/month and beyond? Lucy Shahjahan was doing everything the marketing expert’s said to do, but nothing worked. Then she stopped... and her business took off like a rocket! Listen to my interview with her to hear the whole step-by-step process: codworkshop.com

Rank #2: 177: From Stuck and Alone to a Thriving Millionaire.
Karen Coffey was trapped. She was trying everything to get her business going including, tradeshows, email marketing and speaking from the stage. But after expenses she was taking home around $30k /year... Things got so bad, she even applied to become an Uber driver. Then she enrolled in Clients on Demand and her entire world was turned upside down. Now she’s serving her clients, loves the team she hired and last month she took in $300K!! Check out this interview with Karen and hear about her incredible story first hand. EP 178- Title- Why Your Sales Suck (and how to fix it) If you suck at sales, no one’s going to know how awesome you are and the difference you can make. It’s the big problem we see in people’s businesses. How do you sell more? Here’s a hint: it’s NOT the price, or your web site, or your certifications.  And outdated “scammy” tactics are dead. People are looking for a genuine connection. If you want to learn 3 powerful things that can transform your sales that work in every single industry on the planet,... And the SECRET that’s helped thousands of coaches and consultants sell in a way that’s authentic... Join me and Marc Von Musser as we pull back the curtain and reveal how smart entrepreneurs are enrolling clients in a way that feels good for you and the client, on “Why Your Sales Suck (and how to fix it).”

SuperFastBusiness® Coaching With James Schramko

Learn to Work Less and Make More! Profit From Your Online Business Much Faster! Subscribe to SuperFastBusiness with James Schramko.

Rank #1: 534 – How To Succeed In Content Marketing Without Spending All Day Writing – Part 2.
Discover how you can put out valuable, effective content online - without losing your sanity in the process.

Rank #2: 685 – 8-Figure Business Builder Chris Guerriero.
Chris Guerriero has a long history of business success. How he does what he does, the things that drive him, and the lifestyle he leads are the topics of this SuperFastBusiness episode.