Rank #1: Todd Brown, The 3 Secret Numbers You Must Know To Turn Your Product...Into A Business
No one knows numbers like Todd Brown. More important he knows the numbers that matter the most when you are trying to build, grow and scale your business. He reveals the 3 secret numbers you must know to turn your product int o a real business instead of just a hobby.
Jul 18 2016
Rank #2: How to Create A Monthly Continuity Cash Flow Machine
Russell Brunson breaks down step by step what Digital Marketer does to create their monthly continuity program. He explains what you need to do to be able to build a product that pays you every single month without having to continue creating new products. The secret to content re-purposing and how you can use it to build a cash flow machine.
Jan 16 2017
Rank #3: Trey Lewellen, How To Use Physical Products To Build A $400K Per Month Membership Site
Have you ever wanted to sell physical products online? If so you MUST listen to Trey Lewellen’s story. He takes you step by step through everything he has done and is doing to get massive results.UPS just called and asked if they could just park a 40 foot trailer every day at his office because it would be easier for them than coming to pickup all of the packages he is sending out every single day. He reveals how to find out what your avatar’s wallet size is. He tells you exactly what you need to do if you are first getting started or if you are trying to build an 8 figure business like his. He even told me his secret on how he makes a 280% profit on products he gets from Wal-Mart. You will want to take notes on this and will probably listen to this multiple times.
Feb 03 2016
Rank #4: The One Hour Launch - Pete Vargas - FHR #281
Why Dave Decided to talk to Pete:
Pete Vargas is an entrepreneur who helps people grow their businesses and spread their message through stages. He is the founder and CEO of Advance Your Reach, an organization with a shared vision of impacting 1 billion people across 7 spheres of influence. Since 2003, he and his team have booked over 25,000 stages worldwide–and generated tens of millions of dollars of revenue through those stages.
Tips and Tricks for You and Your Business:
- Why stages? (1:30)
- Lead collecting (8:40)
- Where to get One Hour Launch Workshop (14:00)
"Facts tell and stories sell."
Speaker 1: 00:00 Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody. Welcome back to [inaudible]
Speaker 2: 00:18 radio. I am your host Dave Woodward and I am so, so excited. I've got a dear friend of mine I want to bring on and the reason I want to bring him on his. I was actually out at his event and while I was there and I rarely paid to go to people's events anymore these days, but this one we actually paid to go to because of the value that I wanted to make sure we got from him and while I was out there at his event, I wanted to make sure that I had him on my podcast so he could share the same types of things with you and give you the opportunity to actually get involved with something like this. So without any further delays here, I want to bring on a dear friend of mine, Mr Pete Vargas. Welcome to show bud. Hey Man, I'm excited to be here.
Speaker 2: 00:56 Thank you for having me. I'm stoked and just absolutely love you man. Well, I am so excited. Again, for those of you guys just don't know Pete. He's got a company called advance your reach. It's actually why we went out. A lot of you guys have heard. We actually are in the process of starting our own speaking team and even though Russell spoken on literally hundreds of stages and we've done literally thousands of Webinars, I was, we started looking at trying to systematize actual speaking and using, speaking to build our business. I thought there was no one better that I could bring on than Pe. So I flew myself and Chris who runs Chris now runs our, uh, our speaking team, flew him and myself and miles out to Colorado to spend three days with Pete and his team to learn really about how do you land stages, how can you use stages in your business, how can you actually use a stage to build your business by providing massive value and really you state using.
Speaker 2: 01:47 For us, we're looking at using stages to scale and I know for a lot of you guys who are in the situation or listening to podcasts, some of you are sitting there going, I don't know. I haven't even. I've never done a stage presentation. How would I do that? Pete's going to answer that for you today. For those of you guys who were in Russell situation where you sit there going, the last thing I want to do is actually get on more stages. He's going to tell you how you can actually create a speaker team like what we're doing and do the exact same thing. Again, I'm you guys don't want to hear from me. What you really want to hear from is my friend who I'm so excited to have on the show. Again, Mr Pete Bargas. So Pete, let's kind of talk about what you refer to now as this one, our launch.
Speaker 2: 02:19 What the heck is a one hour lunch? Yeah, so let me just tell you that one. Our launch, we're the one hour launched was birthed for me, like that's an important piece to understand. I, as you know, as a youth pastor and I brought speakers in because I didn't want to speak on the stage and so I brought these speakers in and I remember showed up my first Wednesday night. There were three kids there and I thought, how am I going to grow my youth ministry, which is going to be equivalent to how you're going to grow your business. And so what we did, Dave, is I brought in speakers and in one hour I saw my kids get so moved and inspired that they, the youth group just continued to grow, grow, grow, grow, grow. We went from three kids to 750 kids in a town of 12,000 from bringing in over 30 over the course
Speaker 3: 03:00 of four years. And our youth group just grew. And I saw the magic in one hour on a stage and the action that my kids took. One of those speakers, as you know, his daughter was the first girl killed at Columbine in 99. And he came and spoke and he came and he said, you know, there's five people that you need to let them know how much you love them because you don't know how long they're going to be here on earth with you. And I couldn't help but think any said some of them you're not in good standings with. So he, I couldn't help but think about my dad. I hated my dad because of what he had done to me. And so growing up as a kid. So that night I begged my dad to come back to the 90 defense and all of a sudden at the night event, my dad came back.
Speaker 3: 03:39 He heard the speaker speak. We had tried for a decade. Everything, counseling church, his siblings constantly saying, you got to make things right with your son. And in one hour on a stage, one hour on a stage, it prompted my dad to write me a letter and say, I'm sorry for the father up then here my son is having an impact on hundreds of kids lives and I can have an impact on my only son's life. And he asked me for a second chance to do things right. I called that man, now this is important for the list because I said, dude, you did something in one hour that nothing could happen that put my head in the last decade wouldn't happen for my dad, which is a lot like our business. We tried so many things that don't work or they take forever to work and in one hour things can change as you get on a stage.
Speaker 3: 04:23 So I called him and I said, why aren't you getting this out there to everybody? He's like, I'm trying this, I'm trying this. I'm trying this, who's trying a lot of things? And I'm like, get on a stage with your ideal clients in the crowd for one hour and watch what begins to happen. I don't know what the listeners, ideal crowd, they know who it is, but his ideal crowd was principals and superintendents. That's what his ideal crowd was because they were the decision makers who controlled the budgets. So the very first stage I put them on, I was like, Ooh, I hope this works. And because I figured out how do I land this stage, how do I make him great on the stage and how do I make sure that this is one of the biggest customer acquisition channels that exist because that's where he's going to change their lives.
Speaker 3: 05:03 So I got to my first stage, I worked my system back in 2003. I've been working at cents 500 educators in the room. We couldn't make an offer. Five hundred educators in our later 450 of them were turning in a physical piece of paper, what we call a contact card because we lead collected by giving away a free gift for 150 are turning in papers. And in the next two weeks, 70 to 80 new clients paying three to $5,000, just shy of a quarter of a million dollars in one hour in the last year, struggling with everything in this business. He had done $52,000 in the last year. Now here's what happened with him and it's very much like Russell, very, very much like Russell. He started getting big. It started being recognized in the educational system and he couldn't be that, so a lot of you out there solo preneurs or if it's just you on your team and you're trying to really be like, what could I do it start with stages like Russell built click funnels with being on Webinars, you know, he did webinars, there's offline and there's online stages, but here's what happened with them and what's happened with Russell's.
Speaker 3: 06:09 He got too busy and he couldn't be on all of the stages that we're requesting for him. So what did we do? We created a presentation that duplicated past him. We told the stories to company's story on the front end. We talked about the content. Everybody shared the same content in the middle, but at the beginning of the presentation we mentioned the company story and then how the company's story connected to the speaker and then the rest of the presentation was the same for every single one of those speakers. Dave, before it was all said and done, not only did he grow the organization from $50,000 to $7 million in the educational system, which might not sound like a lot on an annual basis, but they don't have budgets.
Speaker 2: 06:49 That's huge. It's huge.
Speaker 3: 06:51 Fifty two speakers out in any given year, sharing one presentation for one hour driving business, so whether it's somebody who wants to do it on their own and go to attract more customers, or if you're like, man, I'm like Darryl and Russell and I don't want to be on the road anymore. I get too many requests. Then build a team of people that can go do it, but here's what stages does it expedites the sales cycle in 60 minutes. A lot of people, it might take them six, nine, 12 months to consume 60 minutes of content online, but when you've got a captive audience, it's called the one our launch because you've got their undivided attention for 60 minutes and we know what can happen when you get on a stage for 60 minutes.
Speaker 2: 07:33 I love it and I think people part I love the most is for one, your passion behind this. I get chills. I've heard you tell that story. I think six different times that I can think of about you and your dad and I get chills every single time because you have this ability to put yourself back in that actual moment to actually experience and have the person who's listening to you experienced the same feelings, the same raw emotions that you were going through right then and it's such a skill set that I think too often a lot of us getting this idea as far as you start telling instead of of of actually sharing and telling stories and as you know, you don't have joked all the time as far as you know, facts tell and stories sell and you're a. You are the master at when it comes to actually getting stories that have impact for people to then use those stories in their, in their presentation to connect with people.
Speaker 2: 08:23 And that's one of the things I love and I was out there to readmit learning from you and just seeing the way that you are so good at connecting with people beat. The one thing I know that a lot of our listeners, they've heard about this whole perfect webinar script from Russell for forever. And so we've talked a lot about webinars. The one part I want to, if you don't mind kind of address is this idea as far as how you made mention that they were able to delete, collect meaning collect when you typically couldn't sell. Most everyone I know when they think of going to speak on stage, it's a 50 slash 50 split. This is one of the things you kept slapping me in the face. And Dave, hey wait, there's
Speaker 3: 08:56 more, there's more. You actually can make more money not selling directly on stage. So if you don't mind kind of explore and explain to people how they actually can use that to build their business when they can't sell. So when you can't sell, there's two things that you're either in your presentation, your co, the we have, uh, we believe in your presentation that you start with the heart and you connect with people you teach and while you're teaching, you're embedding and you're sharing case studies and you're doing all of that. You're basically selling during the year, but you're teaching, you're teaching. But then in the call to action, the only difference between when you can sell and you can't sell as you're either collecting order forms, you're collecting leads when you can sell your collecting order forms. And that's the speak to sell world. And it's only one of four types of stages that you get.
Speaker 3: 09:39 Five types of stages that you can get on the speak to sell world. When you can't sell, you're collecting contact information by giving away a free gift. You give a free gift the way that gets them from a to B, not a to z because nobody's gonna read your book and nobody's gonna go look at your slides, but they will consume a piece of content for 10 minutes that will move them from a to b and when they see that piece of content that moves them from a to B, how to get a date in the next week, how to rent your house and save $10,000 a year, how to go when your first stage in 24 hours and they get that a to b all of a sudden how to build a funnel and in in one day or 10 minutes, you know when they get that a to b, they're like, oh my God, that's his or her aid to be what is going to be there a to Z. Guess who the A to z is here, the ADC and so after that free event, you're following up for 10 to 15 days with automation, with click funnels and you will begin to see sales close.
Speaker 3: 10:39 If it's a low ticket item, it's all automated. If it's a high ticket item, it's phone calls and one of the things that I get the biggest compliment for today on three different interviews, they said, Pete, you opened our eyes to the fact that I can't believe I never thought I could use a stage to sell an eight, 15 or $25,000 product. And then I saw you do it. I just did it at Jj Virgin's event. We couldn't sell in our first session date. We had a hundred and 10 people in the room. We gave free gift away. We did strategy sessions on site. We did 105 strategy sessions out of 110 people in the room and we saw 40 of them go deeper with us and then in the next two weeks we saw another doesn't go deeper with us. After that, you know, another 10 or 12 go deeper with us after that.
Speaker 3: 11:29 That's an unbelievable stage. And guess what, there's no splits. You know, there's no splits and that's the beautiful thing. And so I love the five types of stages. Yes, you can get paid when you get paid your lead collecting. Yes. You can do free events when you do free. Eventually collecting. Yes. You can do speak to sell. When you're doing speak to sell, there's a 50 slash 50, 60 slash 40 type of split. Yes. You can sponsored stages where you pay a fee and you get to keep 100 percent of your money or you're like click funnels, and I love this. How they built click funnels is by doing their own stages. They did, I don't know how many webinars in the first year to launch this baby, but they did their own stages and so that's the powers you. There's four of those that you can be on other people's stages and one of them is your own stage stage.
Speaker 2: 12:18 I love your passion. I love how good you are, what you do, and I think the part I. I had so much fun when we're together at your, at your event, was really diving deep into all four of those. Again, human, it's we. We've done a ton as far as webinars and we've really spent a lot of time on the 50 slash 50 side, but it was the other sides that I was fascinated about, especially as we start building out a speaker team is this ability to to land stages where we may be sponsoring or were there actually is free, which I'm still. I still need to hire you more on that so we'll work out the details of that later, but for me that the real benefit is to really understand how large the opportunity is. I think too often a lot of us in the online funnel world, we think of just webinars or or being at an event and just speaking and splitting it 50 slash 50.
Speaker 2: 13:05 There's such a much more broad opportunity out there and it's really why I wanted to have you on this podcast is to help people understand you're missing the boat. There's so much more opportunity. It's really why, again, pizza whole idea as far as this one, our launch formula or a workshop is set up for that one reason to really allow people the opportunity saying, listen, you actually can build your business in multiple ways besides just webinars and and a typical 50 slash 50 type of a Jv partnership type of thing. So if you don't mind, I know we've just got a few more minutes here. What are some of the things? First of all, I want to make sure people understand how they can get this. So what are they going to get? How do they get it? Where do they go? Yeah, so I'd encourage people.
Speaker 3: 13:44 Well, the goal was to one our launch workshops, spell one out o n e one our launch workshop.com, and we're going to show you how to actually use stages and to grow your business. We're going to show you what to do on the stage. Most importantly, we're going to show you how to get on this. Actually not most importantly, that's the easy part. How do you get on the stage and most importantly, how do you attract customers from those stages? Because Zig Ziglar said, I've never changed someone's life with a speaking Gig, but sometimes they buy my tapes and cassettes and I got a shot at changing their lives. What? Zig understood because the data showed him the data. Meaning his son told me a couple of weeks ago, Pete that had data to prove that dad knew that stages didn't change their lives because out of every hundred testimonies that came in, only one of them was about him impacting them on the stage.
Speaker 3: 14:33 Ninety nine of them were about the products and services that they invested in him with. So that's why we want stages because in one hour to expedite it exponentially exponentially expedites the sales cycle. And so the last part of what we're going to be teaching people is how to actually create customers in all of these different types of stages exist. And so we're giving away thousands access to thousands of stages and we'll be interviewing over 30 meeting planners who control thousands of stages all across the world. So you understand what they think as they're hiring speakers, so that's the one, our launch workshop.com that we're going to be doing the next couple of weeks and I'm really excited about a day, but you asked a good question. You said, what? What is this opportunity with stages in you have you have this opportunity? There's this, there's this pyramid that you can say, I either want to go do on other people's stages or I want to do my own stages.
Speaker 3: 15:25 Both are right. The answer is both are right, but what you're doing other people's or your own. There are eight different offline stages that exist in eight different online stages that exist and if you can just begin to build a portfolio of one, two, or three of the offline and one, two, or three of the online, it becomes powerful. And the thing is people in the Internet marketing space typically only know about a few of those like the speak to sell once, but there's associations, there's a huge association stages. There's seminar stages, there's local stages, there's end user stages, there's media stages, there's masterminds, there's eight different offline stages, and then there's eight different online stages. There's webinars, there's trainings, there's online media, there's podcasts, there's summit's, there's all of these stages that exist and what we basically are showing you how to do is how do you go get on other people's stages and I'll tell you the key is when they realize that you can solve a problem for their community, they'll open it up for you to be on their stage.
Speaker 3: 16:27 Dasia dates, letting me do a round table at clip, at funnel hacking live because he knows I'll provide value because he's seen me and what I provide and so there's this opportunity. J Dave have stages that exist everywhere and the big thing that will get really clear on the in the, in the, in this launch workshop is what's your stage portfolio? Because for Russell it's two to three offline stages a year and that's it. But for the speaking team, it's hundreds of stages for them. You know, for me this year it was 17 to 18 offline stages and I did 125 online stages, kind of like Russell did they get click funnels starting next year. That'll shift for me because now I have three speakers that are going out on my behalf to for Stu Mclaren. He's like, dude, I want to do four stages and I want them to be for big stages and that's it, and that will move the needle in his business on a big way. So for everybody in the season of life they're in, I want you to understand that this is so many stages and you don't even realize how many exists and we're gonna help you get really clear on your portfolio in this training.
Speaker 2: 17:33 I love it. For me, one of the things I get the most out of you, pete, is the idea as far as expanding my mindset with how many additional opportunities there were, and then the other thing was exactly how to get on those stages. I think a lot of the people I talk to says, well, I've got my presentation and I questioned whether you really do, but I'll leave that to let him deal with that. Whether you have your presentation pizza deal, but one thing I can't say that pizza, amazing that is helping you actually get on stages and teaching you how to get on stages. As I mentioned, we've hired will have probably some of the neighborhood of 15, 15, possibly even 20 different speakers this year to try to get on 500 stages and in 2019 and it's all because of pete and his skill set and helping us get on those stages.
Speaker 2: 18:15 That's allowing us to basically have a complete huge event team that's going to be going out this year again to spread click funnels, message to the world and we're so excited to be working with Pete and with advanced have reached team and really spending that kind of time. I can tell you if for me, if I was to, you and I talked back and forth as far as my past and different boards. I've been involved in real estate. I've been involved in financial services I can tell and a lot of internet marketing, every single business I've ever been in has always had a speaking component to it and it's the only way you can truly scale a business, so understanding that those guys who are listening right now, if you have a product or a service and you think you're just doing it online, I can tell you you can 10 to 20 times what you're doing online by adding the speaking component to it.
Speaker 2: 18:59 There's. You get so much more credibility. You have so much more of an authority figure when you start speaking and talking to people and they hear you, they see you. They connect. It's a relationship built. I mean, I go on and on about the importance of stages. It's again against the whole reason why a higher peak was to help us take our stages to the next level. So again, if you guys are in that situation where you're trying to scale your business, you're trying to add additional revenue, by all means, check it out. Again, it's a one hour launch workshop against one hour long. H O u r launch workshop, is that right?
Speaker 3: 19:29 Yeah, one hour launch workshop.com. And Dave, what I would say, and I got a funny story with data, but like I want to really. I've got a really funny story. I want to drive home like the power of the one hour launch, like forget that one our launch. So Dave calls me a couple of years ago. He's been, he's become a friend of mine. Like I'm so glad that Keith Yackey introduced us. We're going to be doing something cool this year at an event and we're going to be doing a lot of cool things, but in being able to help the speaking team, but they've called me a couple of years ago, a year and a half ago, year and seven months ago. I was like, dude, you never believe it. We just did 900 k on this stage and a lot of you know that because it was the first time at 10 x.
Speaker 3: 20:07 and I'm like, all right, he's just motivated me. So watch this. No, this is fun. And you've helped a lot of organizations or individuals go from zero to six using state agency or to seven zero to eight overall in their business. And we've never taken seeing someone go from zero to nine, I believe. I believe click funnels can be that organization. But here's the thing. We've seen a lot. We had seen a few million dollar stages at that point. I had seen it from our clients and I'm like okay, he did 900 k, I had a big stage coming up this January, this past January. And I'm like okay, I just want to be able to tell Dave what I did. And so Michael Phelps was the opening keynote. Howie Mendell was the closing keynote. I was the in the middle of that.
Speaker 3: 20:49 And by the way, they treat me dates. They paid me to be on that stage because of the value I provide and they let me talk about my products and services. And when it was all set in that said and done, that was a seven figure stage. We did over a million dollars from that stage. And I was like, yes, the one hour and I got Dave and Russell and then obviously all of you know the story, like I know Russell doesn't do physical stages much, but when he does, I think that's a commercial, but when he does a million dollars plus in, I am so excited to see what Russell does this year as well. And so like, look at your leader. He built his company in the first year on digital stages. Look at them in physical stages. When he does them, he knocks it out of the park, the one our launch really works. And so dave, thanks for having me. I love to have a lot of people join us in that one hour launch workshop name.
Speaker 3: 21:55 well pieces of it or not. So yes, I'm a, I'm a two comma club guy.
Speaker 2: 22:07 I would love to get you to our eight feet. I should've had a ring here that, uh, I just, in fact, we just got a new ring for Russell actually as I'll show it to you later.
Speaker 3: 22:17 Hey, that stage I just talked about, for me, that stage was one with a click funnels page. They actually scheduled a call to see if they wanted me as a speaker on a clickfunnels page because our stage campaign is all built within clickfunnels self. Man, it's, I'm a big advocate of Cleveland.
Speaker 2: 22:34 It's just fun for me. I can tell you again, I bet you were such a dear friend and I love spending time with you. I appreciate. I know you're limited in the middle of the launch right now and I know how busy things are. You've got a million other interviews and podcasts and stuff going on. I appreciate you taking the time today. Again, people, anyone who's listened to this, I hold back anything that does these days, it's been so much fun. Uh, we actually are a crazy yacht coming up here with him and all this other stuff. He's always sucking money out of me some way or the other. Anyways, bottom line is again, go ahead and check out one hour launch workshop.com. I regardless, you've got to be doing stages and if you're not exactly sure how to do it. Pizza. The Guy I hired him and I totally. That'd be opportunity spending time out there with both Chris and miles. Spend three days with them. God knows what he's talking about when it comes to stage it, so check out one hour launch workshop. Again, Pete, always so much fun having any other parting words before we let you go.
Speaker 3: 23:31 Oh Man. Dave, thanks so much and I just thank y'all for. I'm excited to see click funnels in 2019 and the game plan that you have with this powerhouse speaking teams. So
Speaker 2: 23:41 thanks man. We'll talk soon. All right everybody, thank you so much for taking
Speaker 4: 23:46 the time to listen to podcasts. If you don't mind, could you please share this with others? Rate and review this podcast on itunes. It means the world to me or I'm trying to get to as a million downloads here in the next few months and just crush through over 650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if there's people like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or I can do to make this better for you guys. Thanks.
Oct 23 2018
Rank #5: Sean Ogle, How to Make Your First $3,000 to $5,000 Online
Sean Ogle is the "Location Rebel" He reveals everything you need to work from anywhere on earth. After becoming frustrated with corporate America in his twenties, he left Wall Street for an adventure - Brazilian Carnival. Trying to figure out how to implement an online business and lifestyle he found himself doing Freelance SEO in Thailand. There he found the secret to helping others do what they love without being chained to a desk or location. Sean started with a blog and has since built a business with clients in over 40 Countries teaching them how to get started online. He reveals his secrets in this episode on how you can get started making $3,000 to $5,000 a month online and become "location free."
Nov 21 2016
Rank #6: Dan Henry, How To Get People To Register For Your Webinar For Free
Pizza boy to 7 figures. Dan shows you how the ups and downs of his entrepreneurial experience that led him into the business of doing webinars. He shows how he took a $15,000 sales presentation to a Million Dollars in 6 months. He reveals his secrets of using testimonials to retarget to quickly build his business and how you can too.
Mar 06 2017
Rank #7: ClickBank’s Funnel Hacking Secrets
ClickBank’s Spencer Mathews details the benefits of using their marketplace to funnel hack 6, 7 and 8 figure funnels. He also reveals how to use other marketer’s products in your upsales, downsales, and email follow up sequences to increase your average cart value and get a better return on your ad dollar investments.
- [2:00] How to best use Clickbank.
- [4:00] How to funnel hack with Clickbank.
- [8:00] If you only have one product, how can you use affiliate links in your upsale or downsale.
- [14:00] Other physical products Clickbank can sell for you.
- [15:30] The fulfillment centers that Clickbank is integrated with.
“The deeper you go into your funnel the more important you find that there is so much revenue in your list. Don’t be afraid to provide content by running affiliate links.”
Mar 16 2017
Rank #8: Systemizing the Game - James P. Friel - FHR #279
Why Dave Decided to talk to James:
Founder and CEO of Autopilot Entrepreneur, James P. Friel is an entrepreneur, consultant, and author who helps entrepreneurs systemize, grow, and scale their businesses by getting them out of the day to day operations of running their companies. Master of business analogies, James illustrates the systems and foundation businesses and entrepreneurs need to put in place in order to excel to new levels. Learn the 5 pillars every business has and how to maximize and sustain growth in each of them.
Tips and Tricks for You and Your Business:
- The 5 Pillars of every company (5:15)
- The difference between marketing and sales (8:30)
- Building a system (10:00)
- Setting Expectations (13:20)
- The importance of letting your foot off the gas for a moment (35:00)
"Sometimes, it’s not about applying more force, it’s about creating more bandwidth."
"All upset comes from unmet expectations."
"The most valuable resource we have is people."
"The bigger your team gets, the more you are going to be responsible for being the conductor of the orchestra, as opposed to the violinist."
"If you don’t make time to work on your business, you will always be stuck working in your business."
Having an entrepreneur mindset is not the norm. Understanding that as a business owner and manager of people, the people under you might have a completely different mindset. Learning to communicate properly and understanding personality types is an important skill to develop as you go from solopreneur to team manager.
Speaker 1: 00:00 Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward
Speaker 2: 00:17 back. Everybody. This is going to be the ride of your life. I'm so excited for. I've had the opportunity of known this guy for quite some time and I want to make sure that you guys get to know him and a at a different level. I've had him on before and we talked about some really cool stuff. I mean the guy's totally brilliant, rocket science, brilliant type of stuff, but the cool thing is he's not only. So. First of all, before I go on about it, I want to first of all introduce Mr James P friel. Welcome to the show.
Speaker 3: 00:43 Dave, I'm so excited to be here with you today. Thank you for having me, man.
Speaker 2: 00:47 So this is one of the things, I don't know. You're one of our two comma club x coaches, which is amazing and super cool. You've actually been here at Klick falls. We helped us for the last six months, systematized and ton of this stuff and I think at times you kind of get pigeon holed in this trello. Again, I want to make sure that doesn't happen, so I want to break that code right now. Again, you're the CEO co founder and CEO and founder of the autopilot entrepreneur, which is just a super cool concept and I think the part I'm liking the most right now is, uh, were just talking offline about your new website and this whole idea as far as that you help entrepreneurs systematize the game to grow and scale your business, own an asset that works for you, enjoy freedom, income and peace of mind is the stuff that I just love. Especially this whole idea as far as systematizing the game. I know you got a new book coming out and you've just got so much crazy stuff going. So with that, everybody, again, I wish you guys could stand up and give a huge welcome and round of applause to Mr James P friel, but to James again, thank you so much for being on the show today.
Speaker 3: 01:45 Oh, Dave. Yeah, it's my pleasure, man. It's always, uh, always amazing talking with you and getting to hang out and I think, you know, um, for me business business is a game, right? Business is, in my opinion, one of the coolest games imaginable. There's so many moving pieces and parts. There's, there's people, there's like, there's customers, there's employees, there's, there's a, you know, there's technology, there's like all these different things going on and uh, ever for as long as I can remember, I always want to know like, all right, well how does it all work? Right? And that's sort of been a, a very like driving thought of mine. Most of my life is like how, how does everything work? I love figuring out how things work. Like when I was a kid I took everything apart to try and put it back together and I feel like that passion and excitement really got channeled towards business. You know, I don't know, probably like 15 years ago or so, and what I've, what I've realized is most entrepreneurs that I've come in contact with go about doing their thing with massive amounts of trial and error. And just hoping that's something is going to work instead of recognizing that every of success in every area of life imaginable has rules of the game and there's ways to become better at it. And so that's really what I'm excited about sharing with people is how to systemize that game.
Speaker 2: 03:12 I appreciate that because I know for me, I've always looked at it's why I'm so fascinated about business. The same type of thing that you just mentioned is it is a game. And I think what I love you just made mention of is too often people kind of go into this haphazardly like, uh, you know what, I've got this passion, I got this idea, maybe I'll try this, you know, and, and there's such a huge difference between having a product and having a business. And I think so there's nothing wrong with having a product and having a product lifestyle and doing, there's nothing at all wrong with that. And we have a lot of people inside of our click funnels community who do just that. And then at the same time we've, you know, we've got over 360 people now going over a million dollars inside of a sales funnel.
Speaker 2: 03:49 I know you've coached quite a few of them, got over 26 people and now I've done over 10 million and at that point, once you start getting to those dollar amounts, you've got something substantive substantial going on. And I parked that I love most about what you teach and people you work with. This is to see how fast they can get there, how fast, if they really focused on the game, the speed and implementation as they really focus, they actually are able to accelerate the growth that most people can't. It's like hiring a good coach in athletics. And again, I look at, we talked about the game and I think so often there's so many comparisons to fitness and we were just joking about how sore your legs are from begged you and beating you up to doing a million lunges and barbell squats and all that stuff. But again, it's all part of the game. So with that I do, I want you to kind of dive in, what are some of the key components, what are some of the rules to the game that you found as you've worked with? I mean, you work with some amazing, amazing companies.
Speaker 3: 04:41 Yeah. Well I've, I've been, uh, I've been very fortunate to have had those opportunities and then to help other people create great results. But I think I'm one of the, one of the things that I've been recognizing a lot lately and this is stuff that's going in the book and it's stuff that I've been really teaching people a recently, is that no matter how big the business is, like because I've, you know, I've worked with, you know, solo preneurs all the way up to, you know, my, my experience in working with companies that have hundreds of thousands of employees and every single company has five, five pillars that are present. Even if you don't immediately identify them in and consciously. Being aware of those five pillars is so important for how you manage the business and how you manage the growth and those. There's pillars. We're not going to sound like anything like a crazy to anybody, but their their marketing, which is getting people to raise their hands and say, hey, I'm interested.
Speaker 3: 05:42 It's sales. Getting people to shake hands and say, yeah, let's do this together. Delivery, giving people the thing that they paid you for operations, which is the glue that keeps everything working together and the gears, they everything moving and finance, which is simply making sure that we're measuring how much money we're making. We understand the health of the business, right? And, and I think like at the early stages of growth, everything feels very mushed into like one giant blob. Like I just got to do something to make more money. Right? And, and that's true to a certain extent in terms of getting sales traction in the marketplace, but you really need to identify these five pillars and understand what things you need to do in each one of those pillars in order to continue to grow the business and create an asset that works for you.
Speaker 3: 06:36 And we have this thing we call the traffic light rating system and it's red, yellow, and green. And so we look at each one of those five pillars and we say, okay, well where is it red, yellow or green? Red Is there's no systems in place. Everything takes a ridiculous amount of work and effort to get something out the door. The results are inconsistent. We don't know when we're going to get a result. Yellow. We might have some of the core components of the system, people, processes and tools being developed, but they're not working together yet. And so we're. We're making progress, but our results are still a little bit sporadic. And then green, which is when we have people and we have processes and we have tools and all of them are working together. That's when we get leverage as a business owner, right when we have things at green.
Speaker 3: 07:27 And so what we've been able to do very quickly is say we've got these five pillars and each one of them can be red, yellow, or green. And almost in five minutes we can say here's where the business is in trouble and here's where they're doing really well and here's what we need to focus on next. And where we need to put systems in order to get this thing to the next level and it's almost become like is very high level your entire business on one sheet of paper, like overview, a very zoomed out level like what do I need to focus on in order to get to the next level? It's been very, very cool.
Speaker 2: 08:02 So if a person is listening to going, okay, so now I understand my five pillars and when they start looking at that red, yellow and green where some of the things they can do
Speaker 3: 08:11 to kind of get started right now and say
Speaker 2: 08:14 there's obviously if I have a system that's one thing, but what are some more of the details? What are they, what's the nitty gritty stuff that need to be looked at as far as. And I think if you don't mind clarify for people that difference between marketing and sales for some reason I talked a lot of people and it always gets so muddied up. So if you don't mind kind of clarifying that as well.
Speaker 3: 08:30 Yeah, for sure. So, so super high level. And I think sometimes it gets a little bit muddier when you're talking about online sales, but marketing is what generates interest, right? Marketing is what hooks people and causes them to say, Hey, I want to find out more. Right? And, and sort of leads them into the funnel in terms of online sales. Marketing is like the advertising that gets people to the funnel. Marketing is the thing that, you know, the social posts like the paid ads, like all those things that are generating interest that get the click, that get people to go where we want them to go. Sales is where we, where we closed the deal, right? Sales is when people go from saying, Hey, I'm interested to, yes, I want to do this with you. Right? And so, uh, you know, so this is what's so amazing about clickfunnels is that we can get, you know, all of that traffic, all that interest to basically our online salesmen, which is, you know, the funnel.
Speaker 3: 09:27 And, and that's where we closed the deal. Um, you know, if you have an offline sale, it's gonna be, you know, your marketing is going to be something that generates the lead, but your salesperson is going to be the guy that closes the deal and I think that those two things are very complimentary and they go hand in hand, but they're not one in the same. They're different and require different things to create a great advertising campaign as opposed to building a great sales funnel. Right? Those are going to require two different skill sets, potentially two different groups of people, but you need both of them in order to convert the interest into dollars in your bank account.
Speaker 2: 10:07 So if I look at, I remember when I first got started, I was the solo preneur and I remember when I hired my first employee, it was like the biggest stress in my life, freedom. And I'm like, oh, I got to pay for this person. I found myself working and so help me understand, um, what I'm looking at this red, yellow, green if, and again you can pick whichever size company you want, but if it's, in fact I'll just kind of let's say that they're already making sales so they're not starting. They've, let's say they're at the six figure level. We've hit that six figure club, but we're sitting there between, we'll just call it between $80,000 and 150 or 200,000. Sure. That seems to be the word. A lot of people get stuck. It's like it's a good enough lifestyle by myself, but if I want to start bringing other people in, how do I start creating systems and where does that red, yellow, green come in? Because as far as marketing, I might be, I might have outsourced my facebook ads and I'm paying two or $3,000 a month to have someone run those. I've got my sales funnel up, but as far as opt, I really don't have operations and where I'm looking at as far as my finances, it's basically, I don't know, maybe quickbooks or I'm hiring some accounting on the side who doesn't really know my business. Help me understand. I know we have a lot of our listeners who are in that in that range, help them.
Speaker 3: 11:20 Yeah, absolutely. It's a great question. So, so using, using that five pillars framework and the red, yellow, green, the person that you're describing, their marketing might be at yellow or green right there. Sales might be yellow or green, but they're delivering their operations could potentially be at red, right? Meaning that if we just continue to pour more and more sales into this thing, eventually we're going to crumble under the stress of the sales that we're producing. Right. That I don't a consistent structure to deliver on those sales and I don't necessarily have a way of operating my entire business that supports all of the sales that are coming in. And so we'd say, okay, if you're at, you know, yellow or green and marketing and your read on delivering operations, the goal is to continue to grow the business, right? But in order to grow the business, we've got to remove the things that are standing in our way of growing the business, right?
Speaker 3: 12:21 Like sometimes it's not just about applying more force, it's about creating more bandwidth and uh, and, and that's what needs to be done in that particular case. And so we'll say, all right, great. So what we need to do is we need to figure out how do we increase our, increase our throughput, right? And that would be an assistant that helps us operate more effectively. And, and in my, in my way of seeing things, a system is the combination of people and processes and tools and all of those things working together. So you know, if we're talking about the solo preneur who's got a pretty good life, you know, making six figures or something like that and they say, yes, I do want to get to the next level. Part of that is going to require people. But like you said, in your experience and my experience at the beginning as well, hiring those people is not only expensive but it's extremely stressful because you're like, what do I tell them to do?
Speaker 3: 13:20 Now you're just like, oh my God, now I have people that are asked, looking at me, asking me what to do. And so the way that I think about it is we need to put, we need to put systems in place first and then hire people to plug into those systems so that they're not disorganized when they actually start working for us. And I didn't always recognize this in my corporate days. I had a big team, but I wasn't the one who had to put the systems in place. I just was lucky enough to just manage a bunch of people. And. And that was it. And then I got out on my own, I was like, all right, let me just start hiring people. And it was like herding cats. It was like a complete mess. And so I very quickly realized that until I could have a coordinated way of telling people what to do and making sure that they do it and then being able to know what was expected of them, it was going to be really difficult.
Speaker 3: 14:13 And so hiring people, you know, is, is one of the key parts of building a system and that's, you know, first and foremost, like what do I want to give that person to do? What is their role going to be? What are their responsibilities going to be if I just hire somebody hoping that they're going to come in and read my mind and improve my situation, like I'm going to be disappointed in, that person's going to be frustrated and we're going to have a massive disconnect, right? So we need to be clear on what their role is, what their responsibilities are going to be. And, and it sounds crazy obvious once you hear it, but it in the moment of all the stress and overwhelm trying to figure this out, you don't recognize that you need to ask yourself, how am I going to know that this person is successful?
Speaker 3: 14:59 Like what does good look like? Right? And taking a short amount of time upfront to figure out those things will lead to a much smoother onboarding processes in a much more fulfilling relationship with that person in the long run because you actually know what slot in the company you're trying to fill them in. And uh, and I don't think a lot of people take the time to do that and it winds up costing them a ton of money that, that they don't really have to, they don't have to have that kind of experience if they take 10 minutes and they plan things out a little bit better ahead of time.
Speaker 2: 15:36 No, I love that. It's one of the things I enjoyed, uh, when we were working with you here at click funnels was the interview process. We did a lot of hiring. When you're, when you're consulting with us and you're extremely good in the hiring process and I think part of that goes back to what you were just referring to as far as you're really. One of things I love about James is you're so awesome at creating a framework and I think it not only, it makes it easier for the person who's doing the hiring, but also it makes it so much easier for the person who's coming on board. There's nothing more frustrating than a. In fact, I was just talking to the person we hired to run a lot of our, our coaching or speaking team and you know, it last, it was late last night and he was leaving the office and he hadn't been talking to Russell and Russell said, you know, Dave, his biggest concern is it doesn't want to let you down.
Speaker 2: 16:19 Yeah. Thought, you know what? If he's saying that that first, I think it's great, but it also, first thought I had was I probably haven't given them enough of an outlier as far as what his real job is and he shouldn't be feeling that way. If he knows that this is my expectations, and so I, I seriously, I thought last night and this morning I've got to do a better job of making sure he knows exactly what's expected of them because there's nothing more frustrating for someone who's trying to do a good job and not know what they're being measured up against and you've just always been so awesome at creating that framework. So we've talked before quite a bit, James, about this whole idea as far as companies who are at it's, it's either one, three or seven. It's $100,000, 300,000, $700,000 million. It's 3 million, 7 million, 10 million seemed to be.
Speaker 2: 17:04 Those are some of the big barriers where you have to stretch and you grow during those transitions, but part of that really comes in this hiring process and in the framework that you've always built around that. So if a person's out there and they're hiring their first or second or third or fourth person, which for most of our clients, most people inside of clickfunnels, their teams are usually under 10. Right? And so those hires are really super critical because it's not a common and wearing multiple hats, how have, what is the system that you've created that helps people really identify what those roles and those responsibilities are? Because for a lot of the Solo preneurs they've just been doing it all and they just expect everyone's going to know how to pick it up.
Speaker 3: 17:44 Yeah, absolutely. And, and nobody is a mind reader much to my much my extreme disappointment. You know, nobody, nobody knows how to read your mind and until they, until they figure out how to do that sort of technology, we're all sort of stuck with us as people and we're all imperfect and uh, you know, trying to do the best we can for the most part. And so I think that, I think the first thing, Dave, that is, is where I look, it's, it's top down and you know, not to beat a dead horse, but if I go back to the five pillars in the red, yellow, green, and I know I'm, I'm read marketing and I'm red on sales, that's going to be looking for a different person. Then if I'm green on marketing and I'm red on delivering operation, so like first of all, figuring out like where is the need inside of the organization in order to get the whole company to get to the next level so that we're not just sort of arbitrarily figuring something out.
Speaker 3: 18:42 I think that's the first thing, right? And so let's just say, you know, we're looking for somebody in, in sales, maybe we need a salesperson, right? Like I just recently hired a full time sales guy and went through this exact thing. I'm myself and so I'm, I'm looking at saying, all right, great. I have a need for the sales role, right? And here's what that person is going to be responsible for. They are going to be responsible for following up with all of our leads. They're going to nurture the people who fill out applications. You're going to make sure that everyone who does buy, you know, they follow up with them a certain amount of time afterwards so that we have an up sell opportunity, right? Like, I'm, I'm very clear on what I want that person to do. And then we, and then we say, or a great, how am I going to know whether that person is successful and we have to set metrics in place, right?
Speaker 3: 19:32 Like you can't measure anything if you like, if you don't have a measurement by which to kind of stack it up against and, and it's, it's not always the easiest thing to figure out the metric, but it's important. Right. So for this role in particular, sales role I think is sometimes a little bit easier. You know, what, what's our conversion rate, right? Like what's our close rate that we're getting and what do I expect us to get it? Maybe my expectation is crazy because I'm overly optimistic, but at least we have an expectation and then we can sort of calibrate between what's actually happening in that expectation. That. And that really goes regardless of whatever role it is. And so like the guy that, the guy that you're hiring to work on the speaking team, right? How many speaking engagements do you expect them to have them on?
Speaker 3: 20:21 What kind of conversion rate you expect them to have when he's going out and doing the presentations, right, and all of those things and so you know, your role is you're the speaker, you know, the, the road shows, speaker for click funnels and your responsibilities are x, yZ, , etc. Measures of success. This is how i'M gonna measure you. Right? And like those three things alone at least start to get us in the ballpark of how we're going to define success in that relationship. And one of The things that's so important is that one of my early mentors had this great quote that I absolutely love. He said all upset comes from unmet expectations and I think that goes on both sides, right? Like if you're expecting this guy to go out there and crush it, but you haven't defined what crush It means and he's expecting to go out there and crush it, but he is a totally different expectation.
Speaker 3: 21:14 He's like, dave, I did 17 presentations this month and we got five sales. You're going to be like, what on earth is going wrong out there? But maybe he's excited about it. And there's like a massive disconnect in that upset is going to come from those expectations that were never aligned. And so I think one of the things that I see, um, is, is so rare is just, uh, the desire for clear and direct communication. Um, and, and you know me well enough to know that I'm a, I'm a pretty direct communicator. Um, and I'm not beating aRound the bush and I'm not saying there's not other valid styles of communication, but in terms of making sure everybody is on the same page, just make sure everyone's on the same page and don't be afraid about, you know, setting those expectations and letting other end creating the space for other people to debate whether those expectations are realistic because then at least you get to a common ground on which to manage that relationship against.
Speaker 3: 22:19 And I think that's, that's a huge thing that, you know, that the greatest leaders among us are the ones who have the clearest expectations for the people that are working for them. And uh, and, and that I think not only helps us as entrepreneurs and business owners and in leading our companies, but it also, it also provides a tremendous amount of security and confidence for the people that are working for us because they know when they're meeting the expectation and they know when they're not and they don't ever have to wonder like, oh man, his name is james upset with me, or like, does dave think I did something wrong or anything like that because we're really setting those expectations up front. And then we're revisiting them on unregular interval, right? Like, think About, um, when we were in grade school, if you never got a report card until you graduated eighth grade and then your eighth grade teacher is like, you know what, dave, you sucked for the last eight years, we're going to have to hold you back.
Speaker 3: 23:26 You'd be like, why didn't you tell me sooner? Right. Like, you'd be upset. And, uh, and, and we don't, I think in the workplace we don't recognize the need to give each other feedback frequently enough according to what our measurements of success are. And it doesn't just a, it's not just a thing for the employee, it's a negative thing for us as employers to, because we're not maximizing the investment that we're making in that person. And uh, you know, and to quote warren buffet, he said, our job as business owners is to be the allocator of resources and the most valuable resources we have our people and if we're not maximizing the investment we're making in those people, then that means we're losing money and like nobody wants to lose money, but it's not, it's not as easy to see as some of the other things that are happening inside the business. So that's probably a pretty long winded answer, but it's, it's definitely one of the areas that I'm passionate about is how do we set up the game in order to get the most out of the people that are helping us because that's pro. If we're hiring good people, that's probably what they want to do anyway.
Speaker 2: 24:38 I love it. I think it's, you've been become literally the master at systematizing the game. And I think as you, as I look at your framework, as far as those five pillars and the red, yellow, green, I know for myself, especially when I first got started, there was a lot of times where I did. I unfortunately set people up for failure and I did get frustrated a ton because I was like, gosh, why can't you just figure this out? And I'm like, you know what? Not everybody is an entrepreneur and not everyone is. And again, that's why I've. I've loved, I know you're a master at understanding those 16 personalities and understanding people. I think that for me has been one of the things I've appreciated and I've learned so much from you, james, is really understanding how best to work with people and realizing that a lot of the people who come to workforce, what they want is security and wants to ability.
Speaker 2: 25:28 They want to know that they're going to be safe and they're being protected. And I think that the best way of doing that is setting them up to succeed by giving them very, very clear expectations. It's again, it goes back to your red, yellow, green, or even your your grade report card type of thing. When you know what the grade is, I didn't know. I can either apply more effort or I can coast a little here or whatever, wherever you might be, but for me, as I've looked at the way you've done that, I'm. I'm fAscinated by the way you are able to really spend a whole bunch of time allocating human resources. Probably one of your greatest skill sets that I've appreciated, I've seen you work with other companies, is really helping people to understand that is the most important piece of capital any business owner has.
Speaker 2: 26:14 I mean it really, really is. I know we talked so much about marketing dollars, your sales dollar, all that. Nothing's more important than the people and you can get those people to and we spent a whole bunch of time focus on, you know, our click funnels culture as well as our own employee culture and I think that that as I take a look at what you've done, I hope people really take time and go back and listen to us because the framework of those five pillars is so critical as a business owner and then as you go through the red, yellow, and green and rate those, you didn't know where you need to look at, what is the human capital I need to invest in to systematize and make that thing work. So again, I appreciate so much your skill set and doing that.
Speaker 3: 26:56 Yeah, absolutely. Well, thanks for giving me the opportunity to share. I think, um, you know, we as entrepreneurs have a very peculiar mindset and way of being in the world, right? It's not statistically speaking, it's not normal. We're not, we are not normal, right? We are, we are the outliers. And uh, you know, maybe three percent of people really are entrepreneurs. That means the other 97 percent are not and when we come at them like, hey, you should be an entrepreneur like me. We're sort of fighting that whole trend instead of just embracing what is a beautiful ecosystem where certain people want to take more risk, certain people want to have, you know, different things and do different things and other people just want something that's different and for us as as business owners and entrepreneurs to be able to create a place were those people are not just welcomed but appreciated for who they are and what they bring to the table and how they can be part of that larger contribution. I think it's something that we miss out sometimes a by wishing people were more like we are and I know I've been there and now I'm sort of have a totally different mindset. I'm happy
Speaker 2: 28:15 that there's not everybody crazy. Like I agree with you completely. It's got a funny. You mentioned that we were working here late last night and one of the guys, you know who works for me, we were literally having this conversation just came up at 16 personalities came up and were sitting there saying, I want to be an entrepreneur so bad, and yet I've just, I just don't have a real high d, but I've got this huge economic drive and I'm like, just because you have a huge economic drive doesn't mean that you have to be an entrepreneur. I think at times people get that confused. You don't have. There's a lot of ways of, of fulfilling a lot of your other values in your life than having to be an entrepreneur. And I know that, uh, right now this whole entrepreneurship thing seems to have been glamorized quite a bit.
Speaker 2: 29:00 And when you and I both started to, it wasn't that way was a kIds who basically couldn't get a job. I remember even talking about the yacht and her first feelings about you as an entrepreneur. This guy obviously can't make any money, but I think it's. I appreciate what you've, you've mentioned there that you can't expect everybody, unfortunately, not everyone is that way and allows that opportunity. I'm working for you. So as we get close to wrapping things up here, as a person who's going to go from being that solo preneur and from just one or two people to that five to 10, it's a big change. Once you get to tHat five to 10 range, what are some of the things you start wearing more of a management hat and you know, or suggestions you could give to those who are in
Speaker 3: 29:42 that situation becoming more of a manager. Yeah. Well the, the number one thing you've got to, you've got to recognize that your contribution is not going to be as much a, the doing of the thing anymore as it is the setting the stage for the other people to do the thing. And that's a. And that's not the easiest transition to make. Um, uh, so, so I think just understanding that mindset, that the more, the more you grow in, the bigger your team gets, the more you're going to be responsible for being the orchestra. The conductor of the orchestra as opposed to the violinist and you might be an amazing violinist, but if you're staying in the chair playing the violin the whole time and there was nobody conducting the orchestra, then in the orchestra is going to sound like crap. And so you've got to be able to make that transition.
Speaker 3: 30:31 And I know, uh, I know for me, you know, with a lot of the operating systems that we put in place, it's specifically designed so that I can give people things to do and they can take tasks and they can work on projects and objectives and initiatives and have ownership of those things, but I can still oversee what everybody is working on. And um, and you know, like a, you look at, you look at it like a company like mcdonald's and their processes are so well defined, right? That they're not just hiring the 16 year old kid who wants to work part time while he's going to high school and saying, hey, hey, come on in and just sorta make burgers and do whatever you want. And hopefully it all comes together. They have like all these processes that are defined and um, and they plugged that person into those processes and I think that's what we need to do to.
Speaker 3: 31:27 And, and I know a lot of people will say, well, I don't have time to do that. Right? And, and I'm too busy with all the other things going on and it's so cliche, but it's so true. If you don't make time to work on your business, you will always be stuck working in your business. And I believe that whether you're one person trying to expand two to five people trying to expand to 10 or 100 people trying to expand to 200, you need to have dedicated time where you're working on your business in order to build those systems, to pull people in and make sure that the processes are right. Make sure that they have the right tools to be able to do their job, to make sure you have the right job descriptions and measurements of success in everything in place. And um, and it's so incredibly critical to build, you know, as you grow to be the person who's building the structure for those systems so that everybody else can do their job well and that you can measure how well those jobs are being done.
Speaker 3: 32:29 And uh, you know, google is just a great example of how they've grown over the years with this, this concept of 80 percent of their time spent on doing things that are gonna generate revenue today and that our current projects in 20 percent of their time is spent on things that aren't sanctioned projects that are just specifically designed hopefully to make the company better in the future. And you know, in a five day work week, that means four days of the week people work on things that are on the books in one day. It means they work on things that aren't. Gmail came out of that paradigm, right? Like somebody was just like, oh, like I'm going to try and create a web based mill. And then it started taking off and they turn it into a real project. And I'm not saying that entrepreneurs have the luxury at first of spending one full day a week on working on their business, but you can't tell me like I believe it would be a bold face lie to tell me and to look in the mirror and tell yourself I don't have 30 minutes a week to carve out to work on my business.
Speaker 3: 33:34 Right and do it. And maybe that 30 minutes becomes an hour in that hour becomes an hour and a half over time. But if you're not working on your business, like you're never going to really make the kind of progress that you want to because the business requires a leader to oversee the entire thing. And that's part of what it means to be an entrepreneur and to grow a company is to be the person who steps into that role.
Speaker 2: 33:57 Wow. I may have. I can't tell you. I, I heard that years ago and I wish I would've listened to it because for the longest time I kept thinking, I, I don't, I don't have time to work on my business. That's a, that's a luxury. And it wasn't until I forced myself, and again, you may find you take it, you may lose a little bit of money in the beginning when you do that, but as you take that step back, it actually propels you five to 10 steps forward. And again, I hope I'm going to just. I wrote it down just because I. You always doubted these words of wisdom. I'm always writing down and that's whatever might just look at it. You don't take the time to work on your business. You will always be working in your business. And man changed. That for me was probably the biggest mistake I made in my twenties and early thirties was I just kept thinking, I'll just put more time into it. I'll put more time in and thinking that by my putting more time in magically some system was going to appear that was going to take me out of it. And it never ever did.
Speaker 3: 34:56 It doesn't end. It doesn't. And we like as we're, we're driven people as entrepreneurs and so therefore we think the only way to granted result is by applying more force. And it's not like the real way to get what we want is by figuring out how to create leverage and systems create leverage and like think of it this way, if you're, you know, let's say you got a really nice sports car, it's, you know, six speed manual transmission. Not too many people have manuals anymore, much to my disappointment, but, but if you, if you step on the gas in first gear and you refused to shift gears and all you do is keep your foot to the floor, like you're only gonna go so fast, you have to let your foot off the gas just to touch, to be able to shift into second. So you go faster and then into third and so on. And it's. And it's the same thing when we're, when we're driving our businesses, we have to be willing to sacrifice just a tiny, tiny little bit of our maximum output to create the space so that we can get to the next level and we can switch gears and actually go that much further once we switch gears.
Speaker 2: 36:07 Oh my gosh, I love it. I just got to take one more note here now. I love the analogy I've, I've seen that happen so many times in my own personal life and I get, I appreciate so much your time. I, your friendship means the world to me. It's nice having you here in boise as well. We're both transplants. It's been fun. So thanks again. James. Any other parting words? Oh, by the way, first of all, I want to make sure people know where to get you, so how can they connect with you? Yeah, sure.
Speaker 3: 36:35 Uh, so they could just go to my website, james p friel.com. That's f r I e l, so just james p dot [inaudible] dot com. And they can find out about, there's some free downloads there. There's a lot to check out our podcast, which is a lot of fun and a whole bunch of other things and if they want to connect, that's probably the best place to go.
Speaker 2: 36:54 Awesome. James, any other parting words before we let you go?
Speaker 3: 36:57 No, just, uh, just really appreciate being here with you today, dave. Thanks for letting me share. I always fun to connect and I look forward to, uh, you know, seeing people take this stuff and really apply it. Like that's, that's really what gives me a lot of fulfillment is when, when people will actually take action. So if you guys are listening to this today, know it doesn't have to be a huge monumental thing, but take action on a little bit of something and your business will be better off for it and I'm sure your life will be too.
Speaker 2: 37:25 Oh, awesome. Thanks so much man. We'll talk soon. Thanks dave.
Speaker 4: 37:29 Hey everybody. Thank you so much for taking the time to listen to the podcast. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me. We're trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few $100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as if people would like me to interview more than happy to reach out and have that conversation with you. So again, go to itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do that do to make this better for you guys. Thanks.
Oct 16 2018
Rank #9: Uli Iserloh, Funnel: Funnel Secrets To A 25.4% Conversion AT CHECKOUT
Uli Iserloh is a master at creating value for clients. He shows how he was able to develop affiliates in an industry where none exist. He also reveals the secret launch of a book to Best Seller Status while using it as the front end to a $3,000 product that closed over 25% of the prospects who came in on a free offer. Uli discusses the numbers the tactics and strategies he used to launch a product from scratch in an industry that doesn't use funnels.
Dec 01 2016
Rank #10: Justin & Tara Williams, How To Build A 6 Figure Business In 6 Months
Feb 03 2016
Rank #11: Nate Lind, How To Scale Physical Products Into Multi-Million Dollar Businesses
Nate Lind went from real estate mogul to Internet Marketing Superstar by using affiliates to launch his products. Nate has done over $70 Million in the last 4 years selling physical products online. He has been able to do this by mastering how to attract huge affiliate networks to promote his business. If you want to scale your online physical products business into the tens of millions of dollars a year you need to listen to Nate.
Nov 17 2016
Rank #12: Step By Step Secrets to Creating High Ticket Funnels
Russell Brunson is the master at selling High Ticket Coaching products. In the episode we reveal the step by step secrets on how to create high ticket sales funnels that convert. We discuss when to use high ticket sales funnels and how to drive leads in to your funnel for pennies and most for free.
Aug 22 2016
Rank #13: Justin Guarini's Formula for Success Questions - Justin Guarini - CFR #378
On this episode Dave interviews Justin Guarini about his journey in the entertainment industry and how it helped him transition into being an entrepreneur. Here are some of the things they talk about:
- Being the product, vs having a product
- The background and the start of Justin’s “Audition Secrets” brand
- How Clickfunnels helped him find the way to become a “category king”
- The horrible process of auditioning (both sides of the table)
- Better questions lead to better answers; better answers lead to better actions
- Better actions lead to better outcomes/results; better outcomes/results lead to better stories
- Better stories lead to better beliefs
- Beliefs don’t happen overnight, they are formed from the questions you ask yourself
- The power of asking for what you want
- Keep going, keep growing
- If you have something that can help people, it is your duty to bring it to the world
So listen in to hear Dave and Justin chat about asking the right questions that will lead you to the best answers for you business.
Oct 17 2019
Rank #14: 3 Best Business Life Split Tests - Dave Woodward - CFR #381
On this episode Dave talks about different split tests you can do regarding your personal health that will help you in your business life as well. Split testing is the process of trying new or different things to help find out what may work better. Here are some things he talks about:
- Why you want a “break even funnel” (acquire customer for free!)
- Never say “finished” in your funnel, say “get your access” instead
- Split test your energy level
- Keep track of your sleep patterns
- Remember that nutrition is important
So listen in to hear Dave’s advice on how your business life can benefit from keeping track of all the different aspects of your health.
Oct 29 2019
Rank #15: Brian Page, 3 Secrets From The Fastest 2 Comma Club Winner
Brian Page is one of the fastest 2 comma club winners we have had yet. He created a funnel that did over a million dollars in sales in less than 60 days. He reveals his 3 secrets and talks about his actual funnel and how he was able to achieve “2 Comma Club” Status so quickly.
- In less than 60 days Brian Page made $1,000,000 dollars through a site on Clickfunnels
- How do you generate a million dollars through a funnel?
- Brian didn’t know how to do a webinar so, like all of us, he had to choose to learn
- Brian Page uses affiliates lists to expand his own
- Affiliates, they can be our connections to moving up in the world
- Your network is your net worth, wise words from Brian Page
- Funnel hack what others are doing that works so you can get your message out there
“I didn’t know how to do a webinar, I had never done one before. So I literally had to go home and figure out how to build a webinar presentation and I locked myself in a room until I could figure out how to do that first webinar.”
“It’s been exciting, it’s all happened really really quickly. But keep in mind I did work on this for quite a while before I made any real money with it.”
“I learned things at that event from successful people that were just like one or two “Aha!” moments where I’m like if I do that then I’ll break through. And that’s exactly what happened for me.”
Dec 05 2017
Rank #16: Russ Perry, How to “Brand Like A Band”
Russ Perry, founder of Design Pickle reveals the step by step process to “Brand Like A Band. This process provides consistency to your message. It will help you build a cult-ure of raving fans who will follow you like a groupie touring with the band and buying every product you ever release.
Feb 16 2017
Rank #17: Grow Your Worth in Business and Relationships - Roland Frasier - FHR #300
Why Dave Decided to talk to Roland Frasier:
Roland is one of “the most interesting men in the world”, so why wouldn’t Dave want to interview him?!? Roland hopped form the lawyer yacht onto his investor battleship where he’s scaled 24 different 7-9 figure companies, and he’s having the time of his life while doing it. Introduced to the entrepreneurial world by his father, he’s here to share with us all his amazing insights about networking, scaling your business, and other tidbits he’s learned along his journey of entrepreneurship.
Tips and Tricks for You and Your Business:
(6:24) How much do you need to know about your financials as an entrepreneur?
(11:28) Learn from the successful, both living and dead
(30:48) Change is Guaranteed
(35:12) Value, You Have to Give it to Get it
(9:08) “That to me is just the key: having that multidisciplinary approach to getting out of the tunnel vision of just having that one skill of an entrepreneur.”
(11:58) “That’s the key. You need to make yourself a student of success. You need to relentlessly pursue knowledge and experience in that.”
(25:39) “The key to rapid scale in business and in your life is to partner.”
(31:47) “One thing that is absolutely guaranteed is change”
Roland has been on his own since 16, crushing the real estate industry
Want to better improve your networking? Try shutting up and just listening.
A lesson Dave is always trying to help his sons learn is the concept of attributing value to others
Important Episode Mentions and Links:
Speaker 1: 00:00 Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward.
Speaker 2: 00:17 Everybody. Welcome back to funnel hacker radio. You guys are in for the ride of your life today. I am so, so excited to bring on a dear friend of mine, Mr Roland Frasier. Rolling. Welcome to the show. I appreciate it. So nice to be here. So if those of you guys who don't know, Roland, Roland literally is the most interesting man in the world. He is the puppet master behind a million different brands. This is a guy who basically has been responsible for for literally over 20, I think 25 different companies, taking them for seven to nine figure businesses. The coolest thing for me honestly though, is he's the guy who just makes things happen and you never really see all that you're involved in rolling until you see the aftermath and you're like, oh my gosh, I cannot believe all that. Roland's done everything from digital, TNC and digital marketer and, and war room in addition to a million different other brands.
Speaker 2: 01:07 Uh, a guy who's crushed it in real estate, uh, basically been on your own since you were 16 and yet god is real estate license at the age of 18 and just crushed it in real estate, a recovering attorney who basically created one of the biggest law firms in San Diego area before you went on your own, just doing your own investing in. And I think that's the part I'm most excited is no. So many of our entrepreneurs, they start off rolling and probably kind of like yourself or even myself, where you get going. You think someday I would like to be there. And that's where [inaudible] is right now. He's there. It's fun to point to where you're at. I love seeing you. The, uh, you know, Gosh, there's so many things. Let me just kind of dive right in and that's great. So Roland, I do, I know for a lot of our lot of our entrepreneurs as they get going, they're fascinated by people who have made it. And I know I, as I was going through some of the things, just really even a juror, your background and understanding that literally you're on your own since the age of 16, if you don't mind just share a little bit as far as what got you started, how you got this whole entrepreneurial bug and how all of a sudden you find yourself where you're at.
Speaker 3: 02:25 Sure. Yeah. I, you know, I think what really got me into it was my father to this day continues to practice tax law and so he had a, just a continuing flow of really interesting characters that were in business, mostly entrepreneurs and he would help them plan their tax stuff. But the side benefit for me as this kid was, I'd see all these great entrepreneurs that were in my social life through my parents. And so I got exposed to everyone from real estate investors to grocery store owners that, you know, the Internet did not exist at that time, shockingly. But, um, I mean, I know I look like I like probably only 20 years old, but now I'm the, uh, the, the thing that was cool was just being exposed to that, you know, there'd be race horse owners and I'm just, you know, restaurant owners and manufacturing people.
Speaker 3: 03:25 And so I saw all of them and I was just like, this is really cool. These people are, they don't have jobs, they work for themselves and they work to serve their customers and they found this, this place for themselves that's in a market that makes sense and they're able to have this great lifestyle from it. And so I just was like, I want that. I really am fascinated by that and I want that. And he gave me really great advice as a kid before. No, even when I was in high school, he said, you know, the, the two things that have helped me the most in business are having a, um, an understanding of how to read financial statements. And he took that all the way to being a certified public accountant and understanding what the law is, which, you know, he practiced. He still practices to this day. So for me, I, I, I saw that I was passionate about business. I started reading everything I could about business autobiographies from business people and um, and all of the best selling business books and then marketing and sales and everything else. So it just, I just caught the bug from all of those cool people that, that were in my life at the time.
Speaker 2: 04:41 I love it. And I think, uh, I know for myself, I was very similar to us with this whole concept of, of finding out about, you know, kind of behind the scenes. And the autobiographies for me were huge, huge influence in my life. Um, my dad wasn't an entrepreneur at all at bay, was an attorney and he, his whole thing was, you know, you go to school and I was accepted to medical school, was supposed to go to medical school and the week before I supposed to go, I chose not to devastated my dad. And my mom was very happy now, but it's uh, it's interesting is as I take a look at, at your journey and, and really just how you, how you took that experience of other people and learning from them. It's probably one thing that I admire the most about you is you have this ability to see into the lives and to the businesses and to very, very quickly assimilate the numbers, the legal marketing in a way that most people don't.
Speaker 2: 05:44 A lot of people would say, oh, I understand how to market this. And you very quickly understand the financials. You understand really the business opportunity. And because of that, that's one of the things that's allowed you to really kind of played behind the scenes. You know, I joke around as far as being the puppet master, but you really are A. I know we've looked at doing some different deals together as far as possible acquisitions and, and it's really one of the things I admire the most is your ability to understand the numbers as well as the business. Could you expound a little bit on, on how in depth the person needs to know as far as the actual financials, because I know a lot of, a lot of entrepreneurs, they're like, know I'm let someone else deal with that and I don't care about it.
Speaker 3: 06:24 Yeah. I think that that really just the ability to read a financial statement and know how income statement or P and l, depending on what you want to call it and uh, and balance sheets and cash flows work is really critical because one of, I think the leading cause of business failure is under capitalization and a poor cashflow management. And so that's, that's a critical thing to understand that you can't put off on somebody else. Now a great cfo, a great chief financial officer or a really good accountant will be helpful in, in helping you manage those things. But, but to even get to the point where you can hire those kinds of people, I think as you're getting started, you need. You need to know that just like I, I actually think that every entrepreneur should know how to use click funnels and build a funnel because themselves, because even at the CEO level, to understand what's involved in such a critical component of the business as the marketing funnel or the financial statements is, is really key.
Speaker 3: 07:28 And if you understand how that stuff works, you don't have to be like a whizzbang expert. I mean, and I certainly wouldn't ever advocate that anybody do all that button pushing in their business forever, but, but the knowledge of those basics in all of those different disciplines from marketing to finance to hiring, to, um, you know, to sales I think really helps you have a holistic picture of the business. And so for me, when I'm working with somebody, like I'm going into a new business right now, I'm in the process of buying a real estate brokerage, right? A relatively large, fast growing one. And because I have all those, those places to draw from, I can take those and say, here are the opportunities that exist. And as you pointed out, I think that's my superpower, is I can come into any business and say here's at least six opportunities that are significant that we should be doing that we're not, and here's how we're going to do them and here's the prioritization and here's how they all interlock to increase value and also have flexibility for multiple exits and things like that.
Speaker 3: 08:34 So having, having the ability to, to have insight into all those things I think is really helpful for people. So even just buying a book on, I think Keith Cunningham has a good book on how to read financial statements and um, and obviously Russell's books on marketing secrets or Dotcom secrets, those things. And um, and just having basic understanding of all those different things, if you're going to be in business, will help you, especially with all the people that you work with as contractors, employees, managers, and business partners. So that, that to me is, is probably the key is just having that multidisciplinary approach to I'm getting out of that tunnel vision that a lot of people have as to their one skill as an entrepreneur.
Speaker 2: 09:20 You know, I, I so totally agree. I know when I, when I first got started, I just thought all that matters. I'll just make more money. I'll make more money. That'll solve every problem and it just doesn't work that way. It certainly helps. It's better than not making more money for sure, but it's not enough. Again, I'm, I was just recently actually introduced to Keith Cunningham's work and really been fascinated by it, so I'd highly recommend you guys take a look at the. There's quite a few different books he has out there. Any of them that you recommend specifically
Speaker 3: 09:52 that one on reading financial statements. It might be like keys to financial statements or. I think he's got a key in the title. I'd have to look it up, but that it's a very thin book and it's very rich in what you need to know.
Speaker 2: 10:05 I totally, totally agree. If a person wanted to kind of develop your superpowers, what additional things? Because I get enrolled, I'm always so impressed by it. It always cracks me up. Anytime I see you a networking and working with other people, you are so observant and so keenly aware of everything that's going on around you as far as the people who's talking to who, what, what's available as far as not only actual tangible assets, but also the emotional assets in the employee assets. How any additional resources or ideas. If a person said, you know what, I would like to become more like rolling in that super power. What else? Where else could they get more wisdom in that area?
Speaker 3: 10:47 Sure. The, the, you know, as you and I talked about the, to me, I think the autobiographies and seeing how great entrepreneurs of the past have thought and and when they take the time
Speaker 2: 11:00 to share
Speaker 3: 11:02 that when they're looking back over their lives, they will. They will identify those key pivot points in their lives and and looking at what they did and how they think and how they approached it, especially when they're thinking back on it I think is absolutely invaluable. So people asked me who, who are your mentors? And I posted a, I think a week or so ago because I had a lot of people asking me at the end of the year and I said my mentors this week, our Henry Ford and John Rockefeller and Conrad Hilton, who all built amazing industry changing businesses and I read, I was reading actually listening to because I can listen faster than I can read listening to their autobiographies. And, and I think that that's, that's the key is you need to make yourself a student of success and you need to relentlessly pursue knowledge and experience in that.
Speaker 3: 11:59 So the, the other side of the coin is, you know, learn about law, learn about financial statements, learn about marketing, learn about hiring, learn about all of the different components of a successful business. Get as many mentors either live or, uh, or via a books and tapes and courses as you can network with successful people. Don't network with unsuccessful people. So I belong to multiple masterminds and uh, and yours is a, as on the top of my list for 2019 by the way. So I'd love to chat with you about that after. But I'm being around people who are doing things and staying plugged into the current and by current I mean current like an ocean current of what is working and what is not and where things are going, I think is gives you those glasses that allow you to see around the corners of what's coming next in your business and the businesses that you get involved with.
Speaker 3: 12:58 And then on top of that, I'd say go out of your way when without people asking. I mean don't do it a officiously, but, but without people asking, I, I just go out of my way to try to find ways to help other people who are successful businesspeople and who are aspiring successful business people. And that interaction keeps me sharp. I'm always looking for as, as traffic and conversion summit taught me. I'm always looking for the up and comers. If you ever think that the incumbent marketers and the incumbent gurus of today are the only thing that you should study, I think you're missing out on so much that the past has to teach from the Robert Collier's and the Claude Hopkins is. And those folks, um, to the up and comers who are making headway in the business and you see them rising. So when I see somebody be mentioned several times in a few, in an, in a few different places as an up and coming entrepreneur, whether it be marketing or otherwise, I reach out to them and say, I'm hearing a lot about you.
Speaker 3: 14:02 I love what you're doing. I would love to connect and get to know you better. So I'm trying to bridge the past, present and future at any given time. And then when I get the chance to be in the company of any of those people, I shut the hell up and listen to what they have to say instead of trying to prove how amazing I am, I want to know what they're thinking and how they're dealing with the challenges and what they see coming and all of that knowledge and experience and networking and helping converges into what helps me to be able to do what I do. Man, sage advice. I love it. I, oh my gosh. I think it's one of the things that I've noticed so much with successful people is that ability to just
Speaker 2: 14:52 shut up and listen and not think that they know everything and it's literally Russell and we're talking about this just the other day, how, and I'm sure you've been around long enough to see it as well. There's certain people who at one point were totally on top of their game and then thought they were it and that's all that mattered and they stopped learning and they stopped growing and then all of a sudden they start to taper off and then all they care about a significance and they do everything they possibly can to go out and gain significance and yet they have nothing to give.
Speaker 3: 15:24 Yeah. Yeah. It's, it's, it's amazing if a, there are plenty of opportunities to be found in people's desires to be relevant and yes, so true. Right? So that, that's. That is definitely, I think an important thing to know and, and to help people to be relevant. If you can help people to be even more relevant than they are or regain relevance than there are, they will forever love you and, uh, and help you and do anything they can to open every door they possibly can,
Speaker 2: 15:57 can do for you. I love it. Well, I'm curious, how did you get involved with TNC? So a marketer and more room. I mean, it's this massive brand that you basically own.
Speaker 3: 16:09 Yeah, I, um, so I, I own it with, uh, with three partners, Ryan Deiss, Perry Belcher, and then Richard Lindner who is the president of, of digital marketer and that's all under a holding company that owned several different things. But, um, I met those guys. I listened to one. So my, my internet history is, is fairly long and fairly, uh, from, from very early. Uh, so back in the days when there was Delphi and compuserve and then eventually America Online, right? I had deals with a compuserve and America Online. I had, um, I had lots of websites before when it used to cost me $50,000 just to put up a webpage, you know, because it was all tables in html and stuff like that even before css. So it's, uh, it's been a long, long journey there. Um, and um,
Speaker 3: 17:03 that, that stuff just led to trying to find out who could I look to, to learn from. And so around the, I guess it was a, at this point, probably the two thousands, like the 2007 ish. Um, I, I started, I found this group of people that seem to all know each other. It was Jeff Walker was doing pr just, he hadn't really done product launch yet, but he, he did maybe a year or two after I ran across him. And then a guy named Jeff Johnson who was doing all this really cool, hi highly technical, get multiple servers to create link farms back and forth. And I followed all this stuff and it worked. I was like, wow. So I had, I actually still have all things. It's funny, I get the bills for, I can't, I just can't bring myself to turn them off because I love the technical aspect, an aspect of building sites on multiple servers and ips and then sending those over to others and linking back through them.
Speaker 3: 18:03 But then I made a ton of money doing it. But along that time, uh, there was this guy, Ryan Deiss who seemed like he had some cool stuff and I can't remember. He had a continuity thing, um, that I subscribed to that where he would give little snippets of code and stuff like that. And then he did this announcement that he was partnering with this guy named Mr x and mr x was doing crazy amounts of volume selling physical products online through Google and things like that through ad words. I remember that sales letter, right? Yeah. Wholesale traffic system. Right. And um, so I bought that and was blown away by it and when they announced that they were having a live event, I went out to it and it was the first t and c first traffic and conversion summit, which I think they, they said they had like 289 or 389 people or something like that.
Speaker 3: 19:00 And I was just, I wrote until my hand cramped. I, they, they didn't run events so they were just free form, you know, just, just the whole time was not planned. No agenda, no breaks, nothing. And I'm like I'd have to go to the bathroom but I didn't want to. I literally remember crossing my legs. I wish they would just stop, I have to go to the bathroom so bad, but I don't want to miss anything they're saying because I never stopped taking notes and I'm left handed. So when you handed the ink, you're moving your hand over the ink that you just wrote with or you know. And so my hand is like black, my whole lower hand by my pinky and I got to go to the bathroom and still they're just going on and on and it was so valuable and I'm a.
Speaker 3: 19:49 I later found out that they had no idea they were going to lose money on the event and they had no idea how they were going to pay for it. So they decided at the event they need to sell something and the only thing they could think to sell was a mastermind. So they, they decided to call it a war room and sell a $20,000 mastermind and they had I think 20 spaces or something like that and they ended up selling it out and I did not join. Then I talked to a couple of people that were joining and I was kicking myself for the whole year after for not doing that thing because I was like, I don't know, you know, I've got. I had direct mail businesses and infomercials and all that stuff that I was doing. So I didn't know how relevant the.
Speaker 3: 20:32 I knew I wanted the online info, but I don't know how relevant that mastermind would be and then I was just even like, I had Fomo, like, or regret I guess for not buying it about a week after the things I should have done it and it was full so I couldn't get in. And so then the second year I, I ran up to the desk and said I want to join the war room, and they said you can't. And I was like, Oh, you're kidding me. It's still full. And they were like, oh no, we haven't printed up the forums yet. I was like, oh, awesome. So I, I mean, so it's really funny. I, I just, my experience was with all of their stuff was as a customer of TNC, a customer of digital marketer, a customer of the war room, and I was a member for, I think it was three years when I was helping them and I didn't really.
Speaker 3: 21:24 I didn't really have any big online business or anything at the time. I just wanted to. I, I really loved the marketing and I thought that there would be an opportunity to take their knowledge and apply it into my world, which was more buying and selling companies and you know, helping, helping to, like to buy a company, help to really blow it up in terms of sales and profits and then sell it. And so I started talking to them about that and eventually three years in and I was helping them because of my, you know, my legal and accounting and business background, the opportunity came to, to buy in as an equal partner and I'm with Ryan and Perry. And so I, uh, I took it and as, as a result of doing that, uh, they didn't really have anybody, they had no plans to scale war room and TNC.
Speaker 3: 22:16 Ryan was not a fan of events and he'll tell you to this day, he's not a fan of events. They scared, they just scare me as nightmares the week before waking up, thinking that he showed up and nobody was there. Like he walked on stage and there was literally nobody there. So I kinda took over. Um, those two things and got to, got to scale them and grow them and we, we just exited a controlling interest in TNC. We're still programming and, and um, you know, marketing and all of that stuff. But our partner is a giant events company called Clarion that has 250 different events all over the world and they specialize in helping you take things internationally, which I've been fighting with my partners to do for, you know, for the last two or three years. And it was just a question of focus and money and resources.
Speaker 3: 23:07 So having the ability to exit and get, you know, get a nice payday for ourselves, but also have the company funded the TNC event funded in a way that allows it to expand his has been absolutely magical. And so now we're, uh, we'll be in the convention center in San Diego starting in 20 slash 20. We're doing one in New York at TNC in New York, the 17th, 18th and 19th of September. We're in 20, 20. We'll be in a Singapore, Amsterdam and probably China, assuming we can get everything together in time, but it's a rapid, rapid, rapid rollout with the capital, the team and the skills that we need to do that. So it's, it's been really fun and exciting and we've got um, uh, I don't know why. And when is this going to air out? It's probably error a second week of January. Okay. So we've got Richard Branson should be coming out.
Speaker 3: 24:03 We're in the final. We've, we've got him to agree to come out and so we've got giant people that are coming now because we've got the budget to do it, you know. So it's, it's just now. That's cool. Super exciting. Yeah. And then with war room, same thing. We've, we've blown war room up now to um, you know, to almost 200 members and um, and are looking to double that in 2019 and now we've got somebody that's interested in purchasing a controlling interest in that and our survival businesses, same thing. So it's really fun. Now I'm a in 2019, I'll be six years in as a partner and we have, will have had three exits, plus we still have another four or five, uh, ready. And then we ended up owning continuing interests in these companies, but funded by massive, big, uh, experienced partners that can really help us take everything to the next level role in that.
Speaker 3: 25:03 That's a super power. You talked about it like it's no big deal. We're just going to scale this thing out. We're still have controlling power, but just taking, you know, large checks off the table and I think that's part of, you know, a lot of entrepreneurs like, oh my gosh, I would love to be able to get to that point. Yeah. And again, they can, I mean they, they've got through through the tools that you guys have given them. They have all of the basic things they need to catch fire and start that and then they just have to start thinking about the business outside of just the marketing. That's, that's key. And, and so for me and for my partners, obviously the, the secret to rapid scale and in your life and in your business is to partner you, partner with a, with a great spouse who will support you when you do all of the things that you want to do and the difference of people who have found that support and who don't have that support is very marked, right?
Speaker 3: 25:58 The difference between having that partnership in your family life that allows you to have the time and the energy and the focus for your business life is incredibly important. And then for me, I'm not, I can market, I can write copy, I can do a lot of things, but I'm not the best at that. So I partner with the people who are. And then it's, it's like super friends, right? It's like everybody or did the turtles or the power rangers. Everybody comes together and you have this super force that can just go and accomplish anything. And so like you partnering with Russell and um, you know, you guys have built a great team there that, that is key. So for anybody that's listening that is just right now that that is experiencing success and they're, they're really starting to to find their space in their market.
Speaker 3: 26:54 The big cool thing is that now would be a great time to look for other people who are able to add the skills that you are not the best at so that you give your business the best chance to take off and you get to focus on the thing that is your superpower so that you don't get distracted with all this other stuff. Because I see so many successful people who stop at a million or 5 million or 10 million or 30 million or whatever because they can't. They can't get past like. It's like I don't know how to hire a team or I can't find the money I need or I just don't have the vision of where to go from here. It's all out there. Just partner with somebody.
Speaker 2: 27:37 Oh my gosh, I totally believe you in that one. That's it for us has been the main reason we've been able to scale like we have. And I, I remember talking to Dan Sullivan about it a while back with strategic coach and you know, his whole thing is, it's, it's not how I had to find the right. Who and everyone who's ever been fortunate to work with you. You've always been the right who for, for every partner I've known that you've ever had. And it's the role. That's the great thing about you is no one. I've never heard anybody ever say a negative thing about you. It's the coolest thing in business to see that. It's, I'm just amazed that I've never ever heard a negative thing about Roland frasier. It's just so impressive to have that kind of a track record and a very, very small knit community. So congrats. It is, it is a tiny community. Is. It is real quick. I want to jump over to your new podcast because I think it's just awesome right now. So for those of you guys who want to get more of role in which I highly recommend that you do, I've got a new podcast. It's called business lunch with Roland Frasier. Uh, I think you got what, four episodes out? Four or five now?
Speaker 3: 28:38 Yeah, it's two a week, so I think there's five out now and then they're doing a long kind of a longer interview on Wednesdays and then a snackable a short, like five to seven minute thing on Fridays. Yeah. So I listened to one. The hacking your bio biology with Dave asprey I guess last Friday. It was awesome.
Speaker 2: 28:58 Did Great Guy. And then the first one I heard was with Jj Virgin and I think uh, and I think you're doing these videos, aren't you?
Speaker 3: 29:07 I am not yet. I want to but um, but like and I should but I just haven't gotten that part down yet. I'm very excited to have finally gotten the podcast out because I wanted to do it for like three years and I just never, you know, never took the time. But I do shoot little videos all the time when I meet with people and then post them on facebook and whatnot. So I'm going to start putting those on youtube as well. So video is a, is fast approaching.
Speaker 2: 29:36 Awesome. Well, for those of you guys, again, the great thing about rollins podcasts as you have the opportunity to listen to it as it goes into for one, your network is just so vast and you could literally, you're one degree of connection away from basically anybody at all, which is awesome and so the people you're having on there just super cool, but I think the part I like most as far as just hearing just how candid and just the banter back and forth between you and jj was hilarious. It just, it was just so just natural and just flowed so well. Just it was really a lot of fun and I think for those of us who don't know rolling that well, one of the, again, I always refer to you as the most intriguing man in the world here because you have this lifestyle that is extremely nice, wealthy lifestyle. But the fun thing is you play the game of trying to get upgrades and points and and different hotels and stuff and it's just. I heard you guys talking with Jj back and forth a little bit about it. So any tips as far as for traveling, I know you do a lot of traveling for our, for our audience here, any tips you would recommend as far as where they should get the best upgrades or points or anything else to have a better lifestyle while they're traveling?
Speaker 3: 30:50 Yeah, I have a lot. So the first thing I'd like to do is thank you for, uh, for seeing what I, what I'm trying to do with the podcast because I, I've seen like, I have a lot of reviews that are great and I've got a couple of people that say there's no takeaways, be more tactical. And so I just want to say that
Speaker 2: 31:09 there's a place for tactics and there's a place for mindset, but mindset always trumps tactics in the long run. So you need both. But there are plenty of podcasts out there that have ridiculously good
Speaker 3: 31:24 tactics, including a lot of the stuff that you guys put out right in digital marketer puts out.
Speaker 2: 31:28 But, but the thing that, that I think is really important to see is that if you can have a peak into the way that
Speaker 3: 31:41 entrepreneurs who've achieved great levels of success, I think at, again, like we talked about with the autobiographies, those pivot points in their lives, and you can see that most of the people that I talk with are always upleveling their. They're never complacent. So that's, that's one thing like the people that you mentioned that say, Oh, I'm a successful, I don't have to learn anymore. Well, the one thing that's guaranteed is change. And so I,
Speaker 2: 32:06 I operate as though
Speaker 3: 32:09 everything that I'm doing right now is going to be irrelevant and changed completely three years from now. So I know that keeps me hungry and it keeps me motivated to find new ways to up level
Speaker 3: 32:25 as I go along. And, and as you, you listened to a jj or um, you know, when you guys do like the story of click funnels is constant upleveling and, and, um, the interview with Frank Kern or Tucker Max, you know, Gary v or any of those people, they're all, they're all focused on where's the next place to go and they're not satisfied with where they are. They're not unhappy. They're just not content and complacent. And so I think it's interesting to see that and it's so important as a takeaway. So if somebody listens to the JJ interview and says, I didn't have any takeaways, I don't know what to do, well then you missed everything and you're probably not going to be wildly successful because you see she went from aerobics instructor to Speaker to Dr Phil guests to bestselling author and on and on and on to qvc personality now, right?
Speaker 3: 33:22 It's, it's, it's the, the thinking have, well, okay, I've got this. How can I serve, how can I succeed in this? But also where am I going to go next and how am I going to make that leap? And, and they're all terrified along the way. We all are as entrepreneurs and entrepreneurship is hard. I mean, it's fricking hard, right? So you've got to, um, have a peak that, that is the case for everybody. And there there've been those challenges all along. So that helps you see that there's a place for you to go. It helps you see that everybody has challenges that they're, they're frequently, especially when they're coming up, betting the farm and um, and they don't know where the next thing is going to come and you know, they might not know how they're going to make payroll or how they're going to pay for this mastermind they signed up for or whatever.
Speaker 3: 34:11 But, um, but they always make it happened. And so that fascinates me. And I think that it, the other thing is that networking and relationships will determine your level of success in the grand scheme. So it you, you can design a great funnel sitting behind your computer, but what you can't get is the 20 people that are going to help you blow up your product and connect into retail and find the partners that you need to help you promote and find the right CEO or cfo or whatever, or team members it, it's, it's the relationships outside of that. So all of that is what I try to get down into when I'm talking to somebody. And so having those relationships to where I can talk to those people and have them actually just have a conversation I think is super helpful.
Speaker 2: 35:09 Oh, I love that. I, I'm such a huge believer in that. I just want things. I've tried to teach my four boys. His life is all about who you know and relationships and providing a ton of value and as long as you're out there always providing more value to other people, you may not get the exact deal that you want, but something else always comes. It just does. It's just the most amazing thing. I've never, I've always been so appreciative to those people who taught me that early on my life as far as the importance of you just develop strong relationships and you just have idea where they're going to go or how things will cross in the future, but networking relationships to me is it's what life's all about,
Speaker 3: 35:44 which is why you should always try to help everyone that you can and don't ever disregard anyone. And I like. There was a book I think called what got you here, won't get you there. Yes, and for me it's who got you here won't get you there. Which is to say that the people who got you to where you are a, you don't forget, you don't throw away. You know, we say in the south, you dance with them that run you, but also you have to realize that the people that, that have people who have not been where you want to go will not probably be able to get you to where you want to be. So you have the the job as an entrepreneur, if you're seeking ever greater success of nurturing the team that you've got, supporting them in their development as business people to help support you and the company and their own personal growth and also helping them to find resources in terms of people that you bring into the company who have been to where you want to go so that they can help everybody move up. That rising was it the rising tide raises all ships or something like that. That's, that's the thought and so I think that's a really important thing to keep in mind.
Speaker 2: 37:05 I appreciate that. We'll roll and I could talk to you for days on end and it, but I appreciate your time as well. As we kind of get close to wrapping things up. Anything else that you want to share with our audience?
Speaker 3: 37:15 What is the main thing that your audience needs? Would you say what? What most people listening right now, what are they struggling with?
Speaker 2: 37:22 I think mindset is always one of the biggest things and whether a person wants to agree to or not. It's been interesting this past year I've been, I've hired quite a few different coaches, one for a fitness, another one from nutrition, another one basically, and finances and then a jerrick Robbins, Tony Son for more of a personal development side and he's the one who actually introduced me to a, to Keith Cunningham is great. I love him. I just, I, I. It was one of those things where I was struggling. You know what I think the thing I really need here is mindset and yet I thought, man, I've been on the news a long time. It's like I'm pretty much on top of my game, but it was fascinating for me this last year and how much I've appreciated just it literally to me again, I know Tony talks a lot about as far as it's that two millimeter change. These aren't drastic changes you have to make. Yes. Little tiny changes that just make just massive, massive changes. And so for me, I know a generic was talking a lot about just the relationship with my wife as we celebrate 25 years of marriage in November. Oh, congratulations. Thank you. We've had just a great marriage, but it went back to what you just said and that was the relationship that got us to where we are, won't get us to. We want to go.
Speaker 3: 38:36 Right. And so again, anything you have on mindset or on that side I think would be of extreme value. Gosh, there's just. There's just massive broad topic basically, but I think that I. I guess the thing, the biggest thing is, is if you can always realize that you're thinking too small, no matter how much success you feel that you've achieved and how much you want to pat yourself on the back or how much everybody else's patting you on the back and telling you how great and smart you are and everything else. That there are so many people in every area and you broke down a lot of them really, really well there. And in terms of your coaches, which is by the way super impressive that you're working on all those areas at once, but that you're thinking too small in terms of how good your relationship with your spouses or your significant other.
Speaker 3: 39:28 You're thinking too small in terms of how your relationship with your children are in, what, where your business is and how fast it's growing and the income that you're making, all of those areas, uh, how you're taking care of yourself. You're always thinking smaller than other people who are out there, so never get cocky to the point that you don't continue to stay hungry to improve every one of those areas of your life and realize that every one of those areas of life interlocks with every other area and can constrain it or, or propel it. And so I think that if you can just stay mindful of that, that you, you aren't as great as you think you are, but congratulations on where you've gotten, but you've got to get to the next place because there's always somebody coming up behind you and there's always somebody that's way ahead of you and there's always so much to learn.
Speaker 3: 40:24 Oh, I love it. Well, thank you so much Roland. If people want to get ahold of you, obviously they should go listen to your podcast. Again, that's a. make sure you go, yeah, just a business lunch, a business lunch with Roland frasier. I got the Roland Frasier Park down. I forgot the business lunch part. No problem. Lunch with Roland Frasier. Make sure you check that out on itunes or wherever else you look listening to podcasts, so business lunch, Roland Frasier, and if they want to reach out to you. Any other ways of getting ahold of your content? I have a my website, Roland frasier.com or all the social medias. I'm always like on facebook, linkedin, Insta, a, all of those places. It's always forward slash Roland frasier. Awesome. Well Rolling. Thanks again Brad. We'll talk real soon. Thanks Dave. Really appreciate you having me.
Speaker 4: 41:07 Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others? Rate Review this podcast on itunes. It means the world to me. We're trying to get to as a million downloads here in the next few months and just crush through over 650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people at the same time. If there's a, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as the people you'd like me to interview. I'm more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.
Jan 02 2019
Rank #18: Contributing Your Way Into the Networking Big Leagues - James Smiley - FHR #294
Why Dave Decided to talk to James Smiley:
James reached out to Dave recently and asked if he could do this second podcast with him because of all the things he’s had the opportunity he’s been accomplishing. The best part about it all is that most of what he wants to talk about is the little things everybody easily forgets that makes the biggest difference. Networking happens to be one of those things. James has found he does better than most people because of the QUALITY of the relationships he builds through something he’s always focused on: contribution.
Tips and Tricks for You and Your Business:
(2:48) The systems for high leverage
(4:10) “Contribute” from James Smiley’s perspective
(6:30) The Highest Leverage Move comes from using other people with contribution in mind
(10:54) James Funnel Hacked his way onto Russell’s radar. Who’s radar do you want to find yourself on?
(12:44) Your webpage should highlight exactly what your dream client is looking for, get those stats on there.
(15:02) Selling Kevin Harrington when he only gives you 11 minutes
(16:20) Network to Network
(19:00) Who’s the gatekeeper to your networking
(21:38) Network with those you know you are able to contribute to
(24:54) Understand how the person you want to meet with thinks
(28:00) The Long-Term Play
(2:22) “What I’ve noticed through life, whether it’s through working with sales, working with sales teams, or helping solopreneurs is there’s a way to create leverage, extremely high leverage, and it’s a system.”
(6:54) “So you can see, if you don’t start thinking about the word ‘contribute’ but you start thinking about using other people’s platform or money, the whole system doesn’t work.”
(13:24) “There’s a lot of little things like that which I started doing. And you know you never really know if anybody is seeing it, but chances are if you’re doing the right thing they’re going to take a peak at you.”
(16:10) “‘I’ve seen your videos and I like it’, those little phrases show me that my little personal branding and marketing out there synergized with him. So it allowed the conversation to move forward because he had more trust with me.”
(20:57) “You have to be on point, like when they look at your stuff would they think ‘James is one of us’?”
(22:48) “Networking to network is incredibly huge, especially if you figure out how do I honestly contribute”
(30:07) “If you contribute to people in the right way, the relationships and all the things that happen, you can take over your Dream 100 in a way that you never thought possible.”
A quote from our dear James Smiley, “IF YOU’RE NOT USING CLICKFUNNELS, WHAT ARE YOU DOING?!?”
If your main goal is to make money off of somebody and not improve their lives, business, relationships, health, etc. then they’re going to find out. Once they find out, they’ll find somebody else sooner or later.
Tony Robbins, Russell Brunson, James Smiley, and all these other people have 24 hours in their day just like the rest of us. What they’ve done differently though is they’ve found out how to leverage their time to “hockey stick” up.
Get the numbers to make yourself “one of us”.
You must contribute sincerely for any form of networking to have a lasting effect.
Speaker 1: 00:00 Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody. Welcome back to funnel hacker
Speaker 2: 00:18 radio. This is going to be a ride of your life guys, because I have the opportunity having the one and only Mr James Smiley back on the show. James, welcome to the show again. Woo. What's up? I am so excited. So for those of you guys don't may not know James Out. We did a podcast a while back and I want to make sure you understand this is a guy who's been around for a long time in this whole digital marketing space. He's done over $210 million dollars in digital marketing. I actually in his early twenties, actually I IPO to SAS company, which is super, super cool. Something I have yet to do and has worked with three of the fortune 10 companies. This guy basically knows what he's talking about and he approached me and said, you know, Dave, we did this awesome podcast awhile back, but I've done all these cool things recently and I want to talk about some of the stuff way back when that everyone's already forgotten about and I thought, I love all the deep dark secrets of things that people have forgotten about. So with all that said, James, take us away and let's just see where this is going to go today.
Speaker 3: 01:10 Awesome man. Well, I appreciate you. Appreciate Click funnels. If you're not using click funnels, what are you doing? So, um, we ever since it came out, we've moved everything there and it's just been awesome. Appreciate you, appreciate the community and all you guys and gals out there and everything that's going on in the funnel hacker world. So, um, but yeah, you know, one of the things that I've been sharing with our coaching students, you know, we've been super fortunate or blessed or everyone to call it to. We brought on a hundred and three students since me and you last talked, I think it was an August of last year, around the 2017, um, and we do a 15,000 and $5,000. We did a hundred and three students and one of the biggest things that people have been wanting to know and, and it is like how do I get, how do I, how do.
Speaker 3: 02:01 Because like, like in business, you know, you, like you have people who have like regular acceleration, right? They just like if you were to graph it, they have a gradual growth or maybe it's like staggered up and down lows and highs. But then there's like those hockey stick moments, right? Where like somebody goes from where they're at and the hockey stick way up and then they plateau and then the hockey stick again. And so what I've noticed through life, whether it was sells, uh, working my own sales teams, running, running with a big company or helping solo preneurs is um, there's a way to create high leverage, like, like extremely high leverage. Um, and it's a system that I really, to be totally honest, I learned it from chat from Chet Holmes who started the dream 100 stuff. And this was a system that he, uh, talked about in, in a VIP session that I was at a, um, I was at a thing with Tony Robbins in chat. I want to say it was like 2013 or 2004. And um, and I learned this, but he's like, this is so, so good that I don't publish this because people can really take it the wrong way. And so, uh, so I wanted to share,
Speaker 2: 03:13 have to understand, we talked a lot about dream 100 and even just don't understand the depth of dream 100. It's so much more than just creating a list and send them out a package. So much deeper than that. And Russell spent a whole bunch of time at our traffic secrets course that we did in October down in Phoenix and just blew everyone's mind. And that's why when you were talking to me about this whole idea of, of it being used for good as well as for evil, it truly, truly is and can be. So with that caveat, I want to make sure you guys understand when we're talking about this, we assume that you guys are gonna use this for good and that you're not going to turn this around and uh, destroy people's lives with it. But with that, I really want to kind of dive in. Jane's really kind of go into this whole idea as far as contributing. I know that was one thing that we were talking about. What exactly does that really, really mean from your eyes?
Speaker 3: 04:00 So this was back in a chalkboard day. There wasn't whiteboards. And so, um, uh, Chad had wrote the word contribute. He said everything I'm going to now for the next hours, if you don't understand this word, you're going to screw up everything I'm going to tell you because people are going to realize at some point you're taking advantage of them. And when they realize that everything you just did is going to come crashing down on me and then the rebuild, that reputation could take you years, you know, or you may never be able to recover from that. And so, um, so he really, he sat us down and he said, I want you to think about, do you actually have the best intentions for the other person before you do anything before you contact them for you, follow any of this stuff if you don't, if your main goal is to make money, he goes, I promise you this is not gonna work.
Speaker 3: 04:52 And it may work on one person, but he goes, eventually it's gonna catch up with you. And when somebody realizes you're taking advantage of them, it's over. And so he really, Harper was work contribute. And that's where this whole system starts with what I teach our coaching students. I'm glad to share this with everyone out there that like what I'm about to share with you, if you don't have that, that, that mindset of like, I want to do this to help someone else more than helping me. Right? Like if, if I can't find that gratitude, like even in this, you know, like, like I reached out to you, um, and I'm using the same process I'm going to share, you're going to see like I'm using the same process, but in my heart I'm like, if I can't, if I don't have complete gratitude, like in me just being able to network with Dave, help his community, how, you know, like if I can't contribute into your world from a pure perspective than everything that I'm doing is going to come crashing down, you know.
Speaker 3: 05:52 And so, um, so that's really where this whole starts out is, you know, really focusing on contributing to people. Okay. So that's kind of, there's really a five step system. Um, and so I can just run through those real quick. Is that the awesome? Yeah. Okay. So number one is contributed. So you got to think about like how you come up with your dream 100 lists, all the standard stuff that Russell talks about in his book and all that stuff. Like, like come up with your dream list. Okay. Then then you think, okay, like how do I carve out a few of these people in like, like the most strategic ones, the ones that I can get the highest leverage move. And so I'm just a side note. A lot of people say, well, what is the highest leverage move means basically highest levers. Move means how do you, how do you use other people's stuff?
Speaker 3: 06:33 So I called P. A lot of people are opm, other people's money, opt other people's time. But you've got to think more but more. Okay. You can use other people's data, you can use other people's relationships, you can use other people's platforms, you can use other people's intellectual property. You like infinite, right? Um, and so, so, so you can see how like if you don't start thinking about the word contribute, but then you start thinking, how do I use other people's platform or how to use other people's money. Like the whole system becomes warped, right? It becomes about me, about, you know, um, and, and I'm not actually adding value into the community. And so, um, so like, like the, the way that I've seen people get real hockey stick growth, whether it was a company, a sells startup, whatever is they figure out how do I create the highest leverage move with my time or, or with, uh, with, with, with my investment or with whatever, with whatever the asset is.
Speaker 3: 07:36 And so I'm like, if I were to go out today, uh, like you, you and I both know, like, like, uh, me, you, Russell, Gary Vaynerchuk, Tony Robbins, we all have the same amount of time. We all have the same amount of, of like no one had 35 hours today. Everyone had the same, you know, 10, 12, 15 hours to work. Like we all had the same amount of time. The only thing is some people figured out how to create more leverage with their time. Right? And to me that is like the true essence of d, 100. It's like how do you create more leverage with your time? And so typically it's using other people's whatever, right? Other people's time, money, network, email list, facebook page, podcast, a coaching group, whatever. And uh, and then in return, like, you know, like, like you're helping them, they're helping you.
Speaker 3: 08:27 Okay. So number one contributed to the number two thing that chat started showing us and I've summarized it up into this is okay. So like if I carve out like 10 people that I want to talk to that I really need to network with. Okay. So like, let me just be totally honest here. Okay. I could say Russel, I could say, um, there's some people on Shark tank that I wanted to get ahold of. There's some people, you know, there's, there's some key individuals, right? So, okay. So the first thing I need to do is actually write out like how can I actually contribute into Russell's world? I literally did this a couple years ago. I was like, okay, like what could I do to be different? Like, how can I contribute to him versus like, you know, every time I see him, like, hey man, I got this thing, I got this idea, you know, and you know what man, like if we just partnered up, I give you 50 slash 50 men, you know, and I'm like, come on now like how many people are or be one of those people who's like, you know what, me and my product is so good.
Speaker 3: 09:22 Russell. Like if I just got sales I would be good. It's like you just like, I can't, you know what I mean? Like you can't believe it is. I literally got an email from a guy who's actually has a lot of fame, uh, people would know him and you'll be at funnel hacking live and everything else. And it was interesting because he's like, listen, before I fire up to funnel hacking, live on a fly over to meet with, with Russell and just kind of go through a couple of things with the real fast. I'm like, why? And what is the value? Russ is going to get out of this besides, you are going to come to the office. I mean, it was just interested in like, oh, you know what, it doesn't work that way. Yeah. And so, okay, so contributing number one. Number two is I need to figure out how to summarize data that my d 100 is going to, uh, it'd be impressed by.
Speaker 3: 10:13 Okay. So this, this one really shocked me because I was like, why is this so important? Okay. So like one thing that, one of the things I've learned around Internet psychology through the years is numbers tend to mean more than just words. Okay? So it's a reason why people will say like, we've reached x amount of people, right? Instead of saying, uh, you know, like even Louie's started here, it's like, hey, you can say, Hey James Smiley's a good digital marketer or a great digital marketer, but when you say numbers, he's done this amount of sales. He's done this, he's done. You know what I mean? It, it registers in people's mind fast. Okay? So if I'm going to really drive a highest leverage move d, 100 strategy, I need to think about how do I move numbers to the forefront of my marketing so that when I'm going to, she's Russell for an example, when Russell, if he eventually ever looked at my site or sees my webpage or sees my facebook page that he will see a number that means something to him or he'll go, oh, like, like chet used to say, you want them to, you want them to start saying he's one of us.
Speaker 3: 11:16 Like, so I love that analogy because I think that's really super critical. It's, I were just talking about our to calm a couple of word winters. We have 411 two Comma Club award winners right now. And so it's nice because it again, it groups you into that. Now you're there. One of us. I love that announced. That's great. Yeah. Yeah. And so, um, so like, so like I started a by the way. So Larson told me to, to talk about this more because I told him how I, how I got to know you guys. And Russell, and he was like, dude, this is one of the smartest 100 strategies ever. He's like, you gotta talk about this more. So, um, so, uh, so because I told him how is using data that I thought Russell would like. So like I'd listen to those podcasts, I'd watched all this stuff and I'm like, okay, he's saying like he wants, this is way back when he's like, I want to be the fastest growing SAS company.
Speaker 3: 12:11 So then I started using like language, like, uh, I was a part of iop on one of the fastest growing sas companies in Silicon Valley. Like specifically saying that I feel like if I knew Todd Russell, like somebody saw it, they'd be like, oh, he's one of us like in subliminally. Right? Um, and so, uh, but, uh, but for, for other people that might mean like, like, like in the btby world, like somebody may not be interested in how much revenue you make, they may be interested in how many distributors you have or, or maybe they're more interested how many customers you have or something like that. So like, I try to encourage people, like on your website, have data that summarizes something that you, that your dream client is going to go, wow, this. I'm impressed by this. So I heard Tony Rob Russell say once on his podcast, he said, Tony Robin, he has spoken to 10,000 B, two b sales reps.
Speaker 3: 13:03 okay? Somewhere. He said that on a podcast and he was impressed by it. Well, I knew because a corporate recruiter had told me this, I had spoken to 12,000 B, two b sales rep. I was like, yes, I'm going to put this on the front of my homepage if Russell ever received that. James is one of us, you know what I mean? And so, um, there was a lot of like little things like that that I started doing and um, and then so and I didn't know, like you never know, like if somebody really seeing it or not, but, but chances are if you're doing the right things, sooner or later they're going to take a peek at you. Right? And, and if these are the little things that make somebody start calling, oh, maybe, maybe he's like us, you know? Um, okay. So the third thing,
Speaker 2: 13:44 I'm going to step back on that because I think that helping people understand that they're one of us is such a huge, a huge thing in networking, um, because you'll talk to people talk about, well there's a level b level c level type of relationships. And uh, again, you were talking about Steve Larsen and his whole big thing is, you know, you can reach one level up as I've heard him referred that a million times and I think it's important that as you get to know what your, what your group or your level is, what does that one level above you, what's that one level below you? And whether it's, again, whether you mentioned as far as revenue or, or contacts or whatever the number is, but realize that everybody has some number. I guess these days, a lot of people, as far as we're dealing with a lot of influencers and their numbers are you. How many youtube followers? Yeah. How many instagram, facebook, whatever. That may be, and those numbers basically say, okay, you're one of us and I think this, oh, critical that, and I appreciate James that you mentioned. It's not just revenue, it's not just these numbers can be anything, but the key here is numbers, numbers or something. People very quickly can just, it's a scale and they say, okay, that's, I'm in that same area. I'm in that you're, you're one of us or you're better me or one lower than me,
Speaker 3: 14:52 whatever it might be. They at least know where they fit. And I think that's the big thing with a lot of marketing is people want to know where do I fit in this ecommerce or this whole cosmos here. Yeah. I recently struck a big partnership with Kevin Harrington from Shark tank and I won't talk about the whole details, but one of the things I will say is I knew the specific type of numbers he wanted to see and so I move those to the forefront of my marketing, of my, of my personal branding. And um, so I got on a call with him one day and he's never talked to me before and he goes, James, I've heard a lot about you. And he goes, ah, he goes, but I, I hate to tell you this, I got to cut this call short. He goes, I have 11 minutes, pitch me, go.
Speaker 3: 15:35 I was like 15, I have 11. Exactly. He's like, yes, you have 11. Go in. And I was like, okay. So long story short, in 11 minutes I struck a big deal with them in the other people on the phone were like, we never seen nothing like that. Even even, um, uh, Kevin's brother Brian or his son Brian was like, okay, I seen all the pits people pitching. I've never seen minutes. And um, but the reason is because I had him preframe through all this stuff. I'm telling you, like I had preframe because of the data. And he said little phrases. He's like, I've seen some of your stuff. I've seen some of your videos. And I like it. Like those little phrases tell me that my little personal branding and marketing out there, it's synergizing with him and that's how I got on the phone with them.
Speaker 3: 16:20 And so it allowed the conversation to move forward because he had, he had a little bit more trust with me because he was kept thinking. I think James is kind of like one of us, you know? Um, okay. And then. So number three is, I'm a check called this something else, can't remember, but I call it network with the network. Okay. So like when I wanted to become friends with Russell, I'm like, man, this is gonna be like, hard to get to know Russel, right? So, um, I was like, okay, like this is a total chet holmes strategy. I'm like, okay, who are all the people around Russell? And remember this is like two or three years ago, okay, who I guarantee you I could get ahold of them. And then so I was listening to the podcast and he's like, Oh yeah, I'm hiring this kid named Steve.
Speaker 3: 17:04 I'm like, I bet you I can get ahold of that kid. I'm not kidding you. That's the first thing I thought. I'm like, I guarantee you, I get a hold of that kid. Like he's a Newbie, you know what I mean? So, and then I started looking up and I'm like, this is no joke. I'm like, oh, there's, there's this dave guy. Oh, this is Dave Woodward Guy. There's this guy named todd. There's, um, then I, and then I realized there's John Parks. Um, and then like back then he was talking about certain inner circle people. So he had mentioned I'm a funnel that some guy named Henry had done for him and I had no, he didn't even mention Henry's name, so I like, googled, looked on his friend list, like figuring out who the hell is this Henry Guy because he just talked about Henry Henry must be a friend.
Speaker 3: 17:47 And so like what I did was I started figuring out how do I contribute to sincerely until all these people's lives. So, I'm not kidding you like this a little bit embarrassing, but it totally like I had you Larson had all you guys on my list and I was like, okay, how do I like sincerely, like, like add into these people's lives. Okay. And then, um, so when I first told, I told, I told this at the, uh, at a mastermind I was with Steve and I said it from stage one. I said this, Steve Goes, that happened, that really happened. Let me tell you what happened. So I told. So the whole idea here, okay, is that someday, maybe you guys will all be talking to Russell in. Somebody will be like, well we should try to get into btby and then someone will be like, why? I notice James Smiley Guy, but I don't know, like nobody really knows him. And then somebody else in the circle would be like, James James Smiley. Like the guy, you know that guy. Oh yeah, he's totally cool. And then somebody else would be like, James Smiley. And this also like the idea is that like everyone kind of knows james and Russell's like, who the heck is named Smiley God? Why do I not know James Smiley?
Speaker 2: 18:58 Seriously? Oh my gosh. I can tell you that networking with a network is probably the most understated issue. And people just don't understand how important that is. I've seen that so often in my gosh, in my own business over the years I've noticed that that has been a huge, huge opportunity for me. A kind of also goes back as far as making sure you understand who the gatekeepers are, that you network with the gatekeepers and that's your, you're nice to the gatekeepers. And it's, it's so funny because uh, I mean literally Russell's my officer like four feet apart. I mean I stepped through the glass and it's, it'll be funny where he'll get the same package I will get and I know exactly what people are like, well, if I can't get to Russ, I'll get to dave first and then I'll use dave to get to Russell. And I like, I know the game, but I think it's cool that people are playing the game because I think that's how it's so critical. More people who know you, who have a point of reference in a frame of reference for you, the easier it is to have those types of conversations when, when again, the name comes up, it's not like it's going to come up all the time, but when it does, you want there to be a positive relationship with that, with your name or whoever else that might be.
Speaker 3: 20:04 Yeah. Yeah. So, um, so I, uh, uh, I, I said that from stage one time [inaudible] Larson stopped. Everything goes to, he goes, that literally happened one time. He's like, we were talking about like a new version of the website or something like that. And he's like, that literally happened. He's like, two or three of us knew who you were. And Russell said, who's James? I don't know. Yeah. And, and, and, and so I didn't say any of this, but we all know, like people like Russell use the internet, use their phone like with somewhere within the next 24 hours, the next hour, I guarantee you, he looked up to see who the heck is James. Sure. So, so like every one of the listeners to understand like, this is why having your stuff on point in having data summary, because I mean you don't have like an hour for this guy to look at your stuff and you might have in seconds.
Speaker 3: 20:55 So you gotta be on point and so you gotta think like, okay, like what is this person? If they were to look at my stuff for 20 seconds, would they go, James is one of us, you know? And so, um, the, so the, and the whole thing around network when the network is like understanding that first word contribute. So it's like how do I actually add value to Steve? How do I add value to John? And so like, I'm like, I didn't know John at all. But um, so there's two little hacks that I've learned over the years or we're doing this over 10 years with network, with a network. One is finding somebody who is, um, I don't know if it's right to say, but finding someone who's younger is easier to network with in finding someone who's an up and comer is definitely easier like it because not only that, you can contribute into those people's world really, really fast.
Speaker 3: 21:45 Like you can tell them stuff, help them, give them encouragement. Um, you know, like, like I've sent, I won't say who, but there's multiple people on that list. I've sent them big deals, I've sent them, you know, I signed a deal and I broke or the services out to them. I like message. I'm like, Hey, um, you know, I got this deal in a, all you need is this, this and this, and I can wire you $8,000 right now. Like what? Like, who is James Smiley? Like I don't even know who this person is, right? But, but now, like I built longterm relationships with those people, um, in like, uh, in, like when you really do that, right? It's almost like this becomes flawless because you become friends with the people who your dream 100 person is friends with, you know what I mean? And um, and so, and it's a really cool thing because you don't have to push your way in, you don't have to try to, you know, insert yourself.
Speaker 3: 22:37 Like it just happens kind of organically, you know. Um, and so, so anyway, um, so yeah, so networking with the network is, is, is unbelievably huge, especially if you can figure out like, how do I honestly contribute. Okay. Um, one like 32nd story I'll tell you about something I did with John Mckay was I bought 'em fill your funnel a number of years ago. Okay. And um, you know, like I thought that was a lot until, you know, like, like it was like 30, 3,500 bucks or something like that. And it was like, it was awesome. Right. And so, like here I am in this group and I wasn't going to be totally honest. Okay. I wasn't 100 percent sure how I was going to use that content. But one, okay, there's a couple of things I realized. Number one, John was in there, it was messaging in the group a lot.
Speaker 3: 23:25 And so like every time John would say something, I would back them up, you know what I mean? Like, like, uh, and so I was, I kind of became friends with them in there, you know, and then I would post like a testimonial or two of like something cool that I did based on something he said. And so I think just over time, like I don't, I don't, I don't think like me and John are like, know we don't really talk a lot, but I will tell you like the few times we do talk it's like he, I think he's like, he's Kinda cool. Like James is like one of us, you know. And um, and so, but I first met him in this group. So I want to say something like, I bought my way in to a relationship with somebody like that because I figured if I bought my way into this, the people that are in there managing this are probably going to be people who Russell knows.
Speaker 3: 24:12 You see what I'm saying? Oh, I totally agree. Like whereas some people they just go into it with the, you know, they don't think about those kinds of. Yeah, you know what I mean? They don't think like, not only that, like you're in a group of couple of hundred people who are, you just spent like $3,000 on something. Like you're in a group of cash buyers. Like why would you complain of 80? Like there's, you can build friendships, relationships, all those kind of things. But um, but anyway, but that's, that's like my, the first time I really interacted with John, I just saw, I was like, how do I contribute? How do I contribute? How do I make this fun? How to make this engaging for him. Okay. And then the fourth one is, this was a little bit psychological, but it's like the most ideal thing is if you can understand how the person thinks, because one thing I did not know is I did not know or even think Russell was an introvert.
Speaker 3: 25:05 Never thought that. And um, and so I'm glad. Like I would listen to him and go, man, like this dude's an introvert. Okay. So like if I ever meet him, the last thing I want to do is come up to him like, oh my God. You know what I mean? Like in, in the few times I've seen I'd been around him and seeing people approach him. I'm just sitting there laughing, going, I have no idea. Like they're well meaning good people, but they have no idea. Like, you know, I was at the Mellon texts event, I think, and Russell's crushed it there. And uh, and then he was out in the hallway I think, and there was like 20 people around him in a circle. And so I walked by that day I walked by, um, and uh, and so I'll just Kinda, just for time I'll, I'll put four and five are kind of similar.
Speaker 3: 26:00 So a four is like, you want to start mirroring the person. This is a lot of Tony Robbins stuff like marrying the person. So like, um, so one of the things that I did at that event was a, I noticed that you guys would always have a camera person and a lot of times it's you or somebody like holding the b roll camera, right? The vlogging camera will like, I'm message John Before that event. And I said, hey dude, I'm, what camera are you guys using? And he said, I don't know man, let me check it out. Because we were friends. He was like, dude, let me check it out. So he came back and told me the camera you're using so that I told my camera girl, I'm like, hey, they're using this camera, go buy it. And then she was like, Hey, I can get one that's just slightly better.
Speaker 3: 26:43 I'm like, that'll be even better. Like the upgraded version that will be better. And then, uh, so we bought the same tripod. It's the same camera. And guess who, the only two people at this event were who had camera people, you and me. And so I did that. So because I knew that I would be in the vicinity of Russell and I wanted to try to get his attention in a non, like, you know what I mean? I wanted to try to get an intention and so I was like talking to Caleb and people like that. And I remember seeing Russell in the corner of his eye look over at us and he's like, I guarantee you he's probably going, who's the other dude with the camera? With a camera person following them around. Like, who the hell does this guy like, I don't know, maybe he knew, maybe he didn't.
Speaker 3: 27:29 But um, uh, but I distinctly remember him, like continuing to look over and we would connect a little bit. And then, um, uh, so when he was out in the hallway, uh, I, I saw him and I told him, I camera goes, I was a communications committee. And I was like, Hey, so, so we walked out and uh, and so I'm walking out, my camera person is following me and there's literally 20 people around, Russell and I can just tell he's like, I mean everybody, I'm sure it was like super nice and cool, but he was just drained. He was just like, dude, get me out of here somebody. And so I walked by him and he kind of looks at me out of the corner of his eye and uh, and he just kinda like opened his shoulder just I think he just wanted to see, like if I was going to say it, say what's up or whatever.
Speaker 3: 28:14 And uh, and of course, like I'm looking at him, so I reach over and lean in really, really softly. We shake hands in, right when we shake hands, that whole group went dead silent. Oh sure. Everybody was like, what the heck is this guy? Right? Like, Russell just stopped the conversation to have shake somebody's hand. And uh, and I remember shaking his hand in and I said, hey man, I said very soft and comp because I understand his personality. And I'm trying to like mayor his personality or how he thinks and so I was like, hey man, I appreciate you letting Steve Come to my event. He crushed it on stage. Thank you so much for, for letting him do that and I just appreciate you. Basically I just told the guy, thank you, that's all I did, you know, and I just remember him looking at me and he was just like, he just said thank you James.
Speaker 3: 29:06 And he's like, thank you for doing that. And it was just like really cool like bonding moment and um, and so, so it was just, it was, it was the coolest thing because like all that work had built up to a, to a handshake, you know what I mean? There's so much value in that and I think so often people are in this game for the short term and it's like, what can you do for me? What can you do for me? What can you, for me? And like that's not how this game works. This is a long longterm play. Yeah. Yeah. I appreciate that a ton. Jane's. Yeah. And so I guess I'll, I'll kinda wrap it in this way and saying that, um, you know, you guys featured how you, how we were using click funnels and be to be on the clickfunnels.com home page for a while.
Speaker 3: 29:50 I will tell you of 103 students, we had a majority of them, the original, because we survey, a majority of them had said, well, we saw you on the clickfunnels site. We looked you up. So I just want this whole conversation and coming full circle if you contribute to people in the right way, like the relationships and all the things that happen, like you can win over your dream 100 in a way that you never thought possible just by contributing into their world it just by adding value into the world. And so anyway, um, so yeah man, I'm super grateful and thankful for you guys. I mean just to, uh, to share a number like our practice, that coaching practice that's $766,000 and, and, and, and I'll say like all that happened because we, we, we focus on contributing. I love that, you know, so I appreciate you guys man so much.
Speaker 3: 30:48 Well James, thank you. And I appreciate you being so kind to contribute to our audience and our community as well. So any other parting words? Um, appreciate you guys, man. Appreciate your audience and everything. I'm a Jane Smiley Dot Tom is the homepage and all that stuff. If you guys want to check out anything but uh, whoever, whoever it is that you, uh, your dream client is, you know, if you got that person, I would just say this to any of your followers. If you have that person or those people at that company and it like it, it's like it doesn't leave you, it doesn't leave your mind. You're like, I got to meet that person. I got to. If I could just get that relationship. To me that's, that's like the confirmation in your heart that you're supposed to build that relationship, right? Like the fact that like, I'm not thinking about that person. I guarantee you no one else is like you. You are the person who was supposed to build that relationship. The fact that it doesn't leave the fact that you wake up, you go to bed, you in meetings, you're daydreaming about that person or that relationship like that is the person that you're supposed to meet and work with and if you focus on contributing, you can get there. Oh, I love it. Well James, thanks again, James Smiley.com. Check them out. Thanks James. We'll talk soon. Appreciate it.
Speaker 4: 32:03 Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time, if there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if people would like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.
Dec 11 2018
Rank #19: How to Scale From Nothing to #4 Inc. 500 Fastest Growing Company - Brandon Poulin - FHR #364
On this episode Dave interviews Brandon Poulin about his success and some of the tips that he uses to effectively scale his business. Here are some of the things they talk about:
- How to identify who your leaders are (they will let you know)
- Give them some freedom to do things their way, but keep them accountable
- Metric based leadership (letting the numbers show where things are working or not)
- How to know when to scale
- How to transition into a leadership/ceo role
- How to survey your customers so that you know how to serve them better
So listen in to hear some expert advice on things you should know when you are growing your business.
Aug 29 2019
Rank #20: Creating Irresistible Offers
Why Dave Chose to Interview Lisa Sasevich:
Lisa has been creating irresistible offers for decades. These offers have helped her sell over $40 million of her own products and services from home with 2 toddlers in tow. This skill has also helped her business become an Inc 500 fastest growing privately held company. She details her 3 components to the perfect irresistible offer and how you can use them in your business. You can even use them to help raise your kids.
Tips and Tricks for You and Your Business:
- All the activities that you are doing (book launches, genius networks, posts, etc.) might not combine to make the ‘irresistible Offer’. (2:32)
- Lisa gives us a taste of the ‘Irresistible Offer’ by using the tactics on us so we are able to see how we are in need of her services to better our own industries. (7:04)
- We get to hear about the importance of the timing of our offers to make them appear so irresistible. (10:30)
- You have a moral obligation to extend an offer to your audience according to Lisa. (12:16)
- Do you really want to do the heavy lifting for your competition? (14:40)
- Lisa got focused enough to extend an irresistible offer and lets us know how to follow in her footsteps. (18:22)
- Lisa gives us three components our offers need to have. (24:45)
- We need to make our time feel genuine. (31:53)
“…like they’re doing all the activities that they’re supposed to do, but it’s just not all designed to lead to that irresistible offer.”
“You kind of feel like you’re in motion but you’re really just jumping up and down. When you add your offer then you’re going forward. So, it’s about all of the stuff you’re doing, and not stopping them, but when you add this focus it makes it pay.”
“People are so passionate about their mission yet so scared to sell. Yet it’s not a sell when you have something of true value that you want to give to people.”
“That is where you’re building that funnel, you’re selling something online, I believe you are doing 80% of the work for 20% of the profits. You add that live event, have that lead to a high ticket irresistible offer, you’ll be doing 20% of the work for 80% of the profits.”
Dave gives Lisa major kudos for all that she has done. Not only in the realm of business though, Lisa has also left an impact on the home front as well with raising two toddlers as a single mom.
Lisa emphatically relays the importance of not overwhelming your audience. Your product might be extraordinarily simple yet have multiple opportunities for going deeper into complexities. If this is the case, then let your audience know that after they buy into your product. If they only need to find out something basic, give them their answer and if they want to let their imagination run wild after that then you can present them with that opportunity.
Dave and Lisa have gotten to the point where one sale doesn’t move a mountain the way it used to, however changing a life means all the world to them. The first section of this is a very prevalent truth to some of your audiences. Is the second as prevalently known to your audience? Do you feel genuine excitement when your product truly changes someone’s life?
Feb 14 2018