Sales Funnel Radio

The list of skills you need to pick up in order to make money online can seem VERY long. But in reality, there were a bunch of "distraction" skills I stumbled on for a long time. In this episode, I'll tell you the 4 books that were core building blocks in my early days of making money online. But before I reveal these books, I want to preface it with the fact that I wasn't just reading the books. I was taking action; I was on the move. You can read all the best books, but if you aren't applying the knowledge, it won't take you anywhere. What these books do is that they give you the framework of knowing what to work on, which is a struggle for most people when starting out. Another point to note is that these were not the only good books I read, but these 5 were the most impactful. A combination of what they taught exploded my traffic and got me cash flow positive. Tune in to hear how each one of them impacted me and what makes them so powerful as a combination. Key Takeaways - Rich Dad Poor Dad by Robert Kiyosaki (07:50) - The 4-Hour Workweek by Tim Ferriss (09:50) - Dotcom Secrets by Russell Brunson (12:44) - Launch by Jeff Walker (19:44) - ASK by Ryan Levesque (20:07) Additional Resources Links to books mentioned in this episode Rich Dad Poor Dad by Robert Kiyosaki The 4-Hour Workweek by Tim Ferriss Dotcom Secrets by Russell Brunson Launch by Jeff Walker ASK by Ryan Levesque ---- Learn more about: Capitalist Pig NFT Buy Your First NFT --- Download Season 1 episodes here -- Sales Funnels Radio is a podcast for all passionate digital marketing pros looking to up their game and stay ahead.Advertising Inquiries: https://redcircle.com/brands

Every recession has a benefit. Do not waste the next recession! Here's the internet marketing pattern I've seen from the last few recessions and how I'm gonna capitalize HARD during the next one… Just like we normally hear people talking about buying the dip in the stock market, we should also be buying the dip with our content. In a recession, most people pull back on the content and their marketing efforts. They are reacting to the recession rather than responding to it. The recession is a big opportunity for people who choose to look at it like that. In fact, most of the household names you know and talk about exploded during recession years, like Grant Cardone and Robert Kiyosaki. They did so by doubling down on their content, which should be your strategy. The response I'm choosing to do is to easily 10x the amount of content I'm putting out on the internet. Because I know even despite me putting this stuff out, I don't have the world's ear. There's gonna be a land grab, baby. Tune in to hear the 4 WAYS I am doing content to prepare for the recession. Key Takeaways - Stories of rich dead marketers (00:53) - Don't create a boogeyman (03:47) - The recession is an opportunity (05:22) - People who exploded during a recession (13:36) - Why you should DOUBLE down on content (11:34) - Buy the dip (16:03) - The 4 ways I am doing content to prepare for the recession (17:36) Additional Resources Learn more about: leadmachinelive.com vipleadmachine.com --- Download Season 1 episodes here -- Sales Funnels Radio is a podcast for all passionate digital marketing pros looking to up their game and stay ahead. If you’ve enjoyed this episode, please follow and share!Advertising Inquiries: https://redcircle.com/brands

If you sell something that needs a little explaining pre-purchase (like most things), Keep It Stupid Simple. Offers that truly have some complication need extra work to make sure they're not sold in a complicated way. Here's what I mean… The person who solves a problem in a simple way and simplifies the sales message always WINS. If you go too smart-sounding in the way you sell your product, it puts many people off. It makes people believe they need to be at that education level to work with you. Maybe a few intellects will buy from you, but if you want to SELL, you have to simplify your sales message. And as you simplify your message, get in some emotion to go with it. Emotion is energy in motion. It moves people to the desired action. Tune in to learn how to do it effectively and how our brain processes a sales message. Key Takeaways - ClickFunnels Unlock the Secrets Event for Kids (01:27) - The person who solves a problem in a simple way wins (06:48) - Simplify your sales message (07:45) - Emotion is energy in motion – get some emotion in your message (08:17) - Don't be mysterious in the way you tell your stories (10:15) - The BIG reason to make your message simple (11:30) - The internet is not a crutch (14:34) Additional Resources Capitalist Pig NFT Buy Your First NFT --- Download Season 1 episodes here -- Sales Funnels Radio is a podcast for all passionate digital marketing pros looking to up their game and stay ahead. If you’ve enjoyed this episode, please follow and share! Advertising Inquiries: https://redcircle.com/brands

If you're like me, you've been asked, "do you ever stop?" many times. And my reaction to that question has gone from annoyance to a little anger, to "huh... maybe I should rest "to taking that incredible advice seriously. Not only is it important, but recharging has become a strategic move for my creativity. You can't just go, go, go and go and still be productive in the long term. If you try to do it, you'll suffer a breakdown, and I'd know because I have gone through that. Besides the typical ways of recharging like sleep, nutrition, and sauna, there is something else that I find quite effective. I got this from the book, The Way of the Superior Man. The masculine recharges through austerity and challenge. Tune in to find out how to do it and why it's effective. Key Takeaways My first 'free day' in a while (00:45) Avoid burnout (04:43) How the masculine recharges (05:34) How to feel fulfilled while achieving (08:06) Austerity challenge (09:00) Live NFT funnel build (14:35) Additional Resources Subscribe to the podcast newsletter here --- Download Season 1 episodes here -- Sales Funnels Radio is a podcast for all passionate digital marketing pros looking to up their game and stay ahead. If you’ve enjoyed this episode, please follow and share! Advertising Inquiries: https://redcircle.com/brands

Origin stories change. But why, and when do you update how you tell your own? If you've never sat down and physically written your origin story, and are just winging it, then you are doing it wrong. You need to follow a script to create an origin story that sells your product. The purpose of an origin story is to tee up your offer. An origin story makes your customer live your journey without going through it. It brings whoever is listening to it along to the point where they want to buy your product. That's why it should be done in an effective sales-focused way. Even though it's your story, the listener is the protagonist because we want them to experience all the emotions in your story. This brings them closer to your offer. Tune in to learn how to write or rewrite your origin story in a scripted way that tees up your offer! Key Takeaways - Why you have to script your story, but don't fake it (00:54) - What's your origin story (07:53) - The purpose of the origin story (08:54) - How to make your origin story entertaining to listen to (09:12) - The power of a story (11:17) - The protagonist in your story is not YOU (13:07) - How your story tees up the listener to your offer (16:32) Additional Resources Capitalist Pig NFT Buy Your First NFT --- Download Season 1 episodes here -- Sales Funnels Radio is a podcast for all passionate digital marketing pros looking to up their game and stay ahead. If you’ve enjoyed this episode, please follow and share!Advertising Inquiries: https://redcircle.com/brands

As businesses learn the role of NFTs in their existing companies, it's important to know what a scam looks like and how to spot one. I've asked an expert on the topic, Jeffery Banek, to come to teach us what he looks for to call out a scam vs. an opportunity. Some of the metrics really surprised me! Every entrepreneur needs to understand how NFT works. In the future, all businesses will have an NFT department like we do have a marketing or finance department. This is not a far-fetched idea but the reality of what's coming. Beyond the excitement of the new technology, NFT has real-life applications in existing businesses. In this episode, we go through the basics of spotting NFT scams and how to verify the validity of a project. Tune in, and let's learn from the expert. Key Takeaways - Where to start with an NFT project (02:07) - Why you need to check out a project's Twitter (05:57) - Digital ownership through NFTs (09:32) - Discord engagement (11:59) - The critical metric to look out for (14:38) - Avoid the rug pulls (15:24) - When to pull the trigger (18:11) - DYOR- Do your Own Research (19:16) Additional Resources Capitalist Pig NFT Buy Your First NFT --- Download Season 1 episodes here -- Sales Funnels Radio is a podcast for all passionate digital marketing pros looking to up their game and stay ahead. If you’ve enjoyed this episode, please follow and share!Advertising Inquiries: https://redcircle.com/brands

Warning: This episode is THICK. I've been trying to explain WHERE to learn after you get proficient at funnels. Consider this my view on the knAwledge tree of capitalist skills. I'd never claim it to be complete, but in terms of the order of business knowledge, I feel like I found a calculator and have been doing long division by hand. Again, this one is pretty thick. For many entrepreneurs, learning funnel-building skills is their big goal. It's the first logical step, but once you can acquire a customer at break-even, you are good at funnels. You need to go to the next step. Remember, you are building a business with many other skill sets to master along the way. Buckle up and join me in this ride as I take you through my KnAwledge Tree and the skills you need to gather along the way. Key Takeaways - How you buy your customers (01:31) - Know your financials (05:40) - The KnAwledge Tree (09:24) - Buying your dream customer with time/money (18:05) - Business skills sets (20:15) - Finding my calculator (23:28) - Start with the funnel skills and get going (24:40) Additional Resources Get your Capitalist Pig Swag Here stevejaylarsen.com Capitalist Pig Facebook Group Capitalist Pig NFT Buy Your First NFT --- Download Season 1 episodes here -- Sales Funnels Radio is a podcast for all passionate digital marketing pros looking to up their game and stay ahead. If you’ve enjoyed this episode, please follow and share! Advertising Inquiries: https://redcircle.com/brands

NFT isn't weird pics of leopard-printed zebras. Today I interview Jeffery Banek, the best NFT expert I've met. This guy breathes this stuff. I only care about the business application of NFTs, and in this episode, I wanna tell you why… Did you know that crypto and NFT have an adoption rate 2X the internet adoption rate of the 90s? NFT will be how everything is bought and sold online in the future. It's like a digital receipt that can be verified through the blockchain ledger. But the application of NFT goes beyond art and music. It has very exciting applications in business and even real estate. One major advantage is that it fast tracks transactions by cutting the red tape, makes the transaction verifiable, and replaces contracts. This happens all in one transaction. Tune in to this episode to learn more about the real-life applications of NFT that you should apply in your business Key Takeaways: - Crypto/NFT have a 2X adoption rate (01:05) - How NFT works (02:28) - NFT gives actual ownership to a digital asset (04:23 - The potential of NFTs (06:01) - How NFTs are used in real estate (09:4) - Why fraud is not possible in NFT (12:14 - Understanding the NFT/Crypto language (13:52) Additional Resources Get your Capitalist Pig Swag Here Other Links mentioned in the episode: stevejaylarsen.com Capitalist Pig Facebook Group Capitalist Pig NFT Buy Your First NFT --- Download Season 1 episodes here -- Sales Funnels Radio is a podcast for all passionate digital marketing pros looking to up their game and stay ahead. If you’ve enjoyed this episode, please follow and share! Advertising Inquiries: https://redcircle.com/brands

It's too common that a funnel builder tries to solve their next money problem with more funnels when they haven't optimized their first one. Here's how I keep myself from building another funnel when sales droop… It's normal for your offer to fatigue once it's been out there for a while, but building another offer is not the way to go about it. Building a legitimate funnel takes time, it takes effort, and it takes obsession. You shouldn't be rushing to build another one just to increase sales. This is the longer and more expensive distance to success you'll ever take. The shorter distance is refreshing your HOOK to get leads at a cheaper price. This is the best way to solve the issue of waning sales. Tune in to hear my secret formula for refreshing the hook to increase those sales again. Key Takeaways ⏲ - Turning on the engines for future sales (00:51) - Automated evergreen sales activities (04:47) - Increase your revenues by refreshing your hook (06:42) - What is offer fatigue (07:47) - The shortest distance to increase sales (08:34) - My FORMULA for hook writing (11:00) Additional Resources Get your Capitalist Pig Swag Here Other Links mentioned in the episode: cashflowmondays.com stevejaylarsen.com Capitalist Pig Facebook Group Capitalist Pig NFT Buy Your First NFT --- Download Season 1 episodes here -- Sales Funnels Radio is a podcast for all passionate digital marketing pros looking to up their game and stay ahead. If you’ve enjoyed this episode, please follow and share! Advertising Inquiries: https://redcircle.com/brands

For a "dream" customer to exist, there must also be a "nightmare" customer. Defining one is as important as defining the other. Here's how and why… In Tim Ferriss' book, The 4-Hour Workweek, he discusses the Pareto's Principle or the 80/20 Rule. In the context of our episode today, 80% of support issues will be caused by 20% of your customers. We can call them customers from hell, but remember, they are paying customers. To avoid this situation as an entrepreneur, you should have in mind who your dream customer is and work backward on how to sell to them. This is almost the reverse of what we are taught. The main reason we should define our dream customers is to protect the happiness of our teams and ourselves. With a dream customer, you can set the culture and expectations around fulfillment. Tune in to this episode to learn the criteria for defining both a dream and nightmare customer and how to design your business with this in mind! Key Takeaways ⏲ - Criteria for choosing your dream customer (00:50) - Why not every customer is a dream (06:20) - You can design your dream business (08:45) - Dream customers vs. nightmare customers (13:40) - The 80/20 principle of distinguishing customers (16:06) - How to limit nightmare customers from your funnels (17:40) Additional Resources Get your Capitalist Pig Swag Here Learn more about VIP Lead Machine --- Connect with me here Download Season 1 episodes here -- Sales Funnels Radio is a podcast for all passionate digital marketing pros looking to up their game and stay ahead. If you’ve enjoyed this episode, please follow and share! Advertising Inquiries: https://redcircle.com/brands

This is my approach to "flexing" appropriately in front of an audience. It's a value-based strategy to help you brag in the right ways without being annoying to your marketplace. Check out CashFlowMondays.com for a live example. Do you let your dream customer ever see you do the thing or flexing in the area that you're selling? You should because it's very important that they do. What this does is that it gives confidence in the purchase by knocking down beliefs that kept them from buying sooner. You should never be an apologetic marketer, shying away from showing your value to potential customers. Always remember that you have a moral obligation to sell and if you don't, someone else who probably has inferior products to yours but shouts louder will do it, and they will make lots of money. This is a big disservice to customers. Listen in for a practical example of what I'm talking about and how you can flex in the right way to your dream customer. Key Takeaways ⏲ - Your oral obligation to sell (03:40) - Don't be an apologetic marketer (06:58) - Let your dream customer see you do the thing you sell (10:01) - How to theme what you are doing (11:18) - My hook formula (13:19) - The hook is the most challenging part of funnel building (15:18) - 20 minutes as your CEO (17:03) Additional Resources Get your Capitalist Pig Swag Here Other Links mentioned in the episode: cashflowmondays.com stevejaylarsen.com funnelfridays.com Capitalist Pig Facebook Group Capitalist Pig NFT --- Download Season 1 episodes here -- Sales Funnels Radio is a podcast for all passionate digital marketing pros looking to up their game and stay ahead. If you’ve enjoyed this episode, please follow and share!Advertising Inquiries: https://redcircle.com/brands

I've had times of great routines and times of no routine (which, I guess, IS a routine). But here are some of the ways I squeezed out 15-20 hours per week to work on my own business WHILE working for someone else. And in comparison, I'll tell you what I do now. Routines can make your time wildly effective and open up opportunities for creative thinking, contrary to what some people might think that a routine stifles creativity. Keep in mind that a routine doesn't mean you have to hustle 24/7. Part of an effective routine is to schedule time for yourself and other things out of work. Tune in to hear the latest adaptation of my routine and the contract I made with myself. Key Takeaways ⏲ - It's routine to change routine (01:02) - The routine I used to learn funnels (04:21) - What's the first thing you do in the morning (06:58) - The latest adaptation of my routine (10:10) - Carving out your creative time (14:34) - How to make your time widely effective (15:30) - Getting variety and human interaction in your routine (20:25) - Why hustling 24/7 is dumb (24:55) Additional Resources Learn more about VIP Lead Machine --- Connect with me here Download Season 1 episodes here -- Sales Funnels Radio is a podcast for all passionate digital marketing pros looking to up their game and stay ahead. If you’ve enjoyed this episode, please follow and share! Advertising Inquiries: https://redcircle.com/brands

I've been looking for a charity to attach my business to for over 2 years now. This led me to create my own. Here's what I know about it so far, but I need help. I don't really know what it is yet and am realizing it's gonna be a journey of its own… My motto has always been 'Get rich, Give Back.' I'm sure you've heard it here on this podcast numerous times. I've always been fascinated by those entrepreneurs doing lots of cool charity work. Using their entrepreneurship skills and businesses to feed those charities close to their hearts. So, I've always had this idea of having a charity that I have a personal interest in. The vision for Medical Underground Railroad came to me one morning during a Funnel Hacking Live event, inspired by speeches the night before. Tune in to hear what I know so far about and where I'm going with this. Key Takeaways ⏲ - Get rich on purpose (00:53) - Entrepreneurship feeding charities (01:57) - Building charity funnels (02:47) - The vision of the Medical Underground Railroad (05:30) - Getting inspired during a Funnel Hacking Live (08:12) - The legalities of running a medical charity (11:44) - What we are doing currently with the charity (18:09) - Answers come while you are in motion (20:00) - Going through a major second self-discovery phase (23:43) - How to help with your ideas on Medical Underground Railroad (25:05) Additional Resources Have an idea, resource, or asset for Medical Underground Railroad? Let me know here Learn more about VIP Lead Machine Connect with me here Download Season 1 episodes here -- Sales Funnels Radio is a podcast for all passionate digital marketing pros looking to up their game and stay ahead. If you’ve enjoyed this episode, please follow and share!Advertising Inquiries: https://redcircle.com/brands

Losing confidence in your plan is NORMAL in this game. Here are some of my personal tricks to get it back. In this episode, I want to address one common question I get in my live events and in my coaching groups. Entrepreneurial confidence is a massive DEAL. So many people fail not because they don't have the skillset to succeed but because they lack the ability to get back at it again and try. Sometimes, in this entrepreneurship game, stuff doesn't work, and it's totally OKAY. But what do you do if your last product didn’t work? Do you have the courage to carry on? As you listen to this episode, you'll learn the tricks to help get your confidence back and soldier on. These tricks are different from what you might be thinking, but I GUARANTEE you that they are powerful, and I've seen them work MULTIPLE times. Tune in! Key Takeaways ⏲ - Reset your expectations (05:31) - Is failure even a THING? (10:29) - Spot check your relationship with money (13:14) - How much are you willing to work? (22:12) - You'll never feel 100% prepared (29:57) - Environment is greater than willpower (31:13) - Self-talk: what you say to yourself matters (35:10) Additional Resources Learn more about VIP Lead Machine --- Connect with me here Download Season 1 episodes here -- Sales Funnels Radio is a podcast for all passionate digital marketing pros looking to up their game and stay ahead. If you’ve enjoyed this episode, please follow and share!Advertising Inquiries: https://redcircle.com/brands

There’s a big difference between business and marketing. 💯 Many entrepreneurs put too much weight mentally and emotionally on building a sales funnel at the expense of other aspects of the business. A sales funnel is NOT your business. A Sales funnel role in your company is just one process to collect leads and close sales. You still need processes in place for fulfillment, systems, people, etc. The key to having a great business is to plan your fulfillment the same way you plan your sales funnel. Treating fulfillment like marketing makes resales happen because satisfaction will go up. 📈 It's one of the easiest sales increases strategies out there. 💰 Tune in 🎧 to hear how I’ve been building processes and designing fulfillment for my business over the past four months. Key Takeaways ⏲ - What I do day to day in the business (00:48) - Who would want fewer sales? (11:12) - Sales funnels are not your business (14:04) - How to design processes for your business (14:53) - Drawing fulfillment like a funnel (16:12) - Treat fulfillment like marketing (20:53) Additional Resources Learn more about VIP Lead Machine --- Connect with me here Download Season 1 episodes here -- Sales Funnels Radio is a podcast for all passionate digital marketing pros looking to up their game and stay ahead. If you’ve enjoyed this episode, please follow and share! Advertising Inquiries: https://redcircle.com/brands

Usually, I stick to the biz/mindset topics, but I'm assuming lots of us live at our desks. So this is one of the most effective health tricks working for me… In January, I weighed 207lbs which wasn't good for me, so I've been trying out different things to improve my health and shed a few of those pounds. What I found that works for me is water fasting. I dropped from 207 to 190 and then to 183lbs in a relatively short period. The funny thing with the body is that it knows what to do. It's like a fine piece of tech. If you don't feed it, it will get some of the stored fat for fuel besides getting rid of the unhealthy cells. That's why fasting is a powerful tool for overall health besides weight loss. But fasting SUCKS… you gotta want it to endure it. But at the end of it, it does feel GREAT. You prove to yourself you can do hard things. Tune in to hear how I've been doing my water fasts and the results I'm getting. "You are not starving yourself when you fast; you are healing" Key Takeaways ⏲ - The coolest ways to hack health (01:16) - Humans are the only mammal that tries to eat every meal (04:18) - You are not starving yourself when you fast; you are healing (06:30) - 5-day water fast (08:07) - Your body will eat the negative junk, detoxing that as fuel (13:37) - Fasting salts for electrolytes while fasting (17:40) - Why it's good to fast after holidays (18:17) Additional Resources Zero Fasting App --- Connect with me here Download all Season 1 episodes here -- Sales Funnels Radio is a podcast for all passionate digital marketing pros looking to up their game and stay ahead. If you’ve enjoyed this episode, please follow and share! Advertising Inquiries: https://redcircle.com/brands

Today, I want to REVEAL one of the biggest lessons I have learned in my entrepreneurship journey. This was something that derailed and prevented me from getting to $10 million faster than I should have. And since Season 2 of Sales Funnel Radio is about documenting my journey to $100 million, this is what will get me there. 💹 What I'm talking about in this episode is the ability/skillset to create a vision but then be able to ward off all the other really good distractions that come your way that are totally justifiable. Without a vision, every opportunity looks good, but in reality, they are just distractions. Owning the identity of being a visionary is one of the greatest things you can do. 💯 There's no use in downplaying what and who we are. This is how I "own" my weirdness 😊 This is a value-packed episode where I share my vision and how you can create yours and validate using the Vision Test. 🎧Tune in! Key Takeaways ⏲ - The ability to hold a vision (03:24) - Learn to say NO (08:23) - The Vision Test (13:20) - Where to seek out other visionaries (16:22) - How to describe your vision clearly (23:18) - What do you want (25:32) - Finding clarity in your vision (29:51) Additional Resources Get Your Capitalist Pig Merch here Learn more about Systemizing Lead Flow --- Connect with me here Download Season 1 episodes here -- Sales Funnels Radio is a podcast for all passionate digital marketing pros looking to up their game and stay ahead. If you’ve enjoyed this episode, please follow and share!Advertising Inquiries: https://redcircle.com/brands

Here's another take on what Sales Funnels are actually meant to do. This episode should simplify everything part of your funnel. This is one of my favorite sales concepts to talk about…. because once you understand it, you'll see a MASSIVE increase in the conversion of your funnels. The biggest mistake I see people making in sales funnels is confusing leads and opt-ins. There's a significant difference between them. Sales funnels are meant to CLOSE leads, not to market to leads. Just because someone signs up for your stuff doesn't make them a lead. A lead is when someone shows intent to know more about your offer. With this in mind, once a lead lands in your sales funnel, you should immediately go for the close. Your sales funnel should be smoke out any objections just like a door-to-door salesperson would do. Tune in 🎧 to this episode to learn how to do this on your sales funnel to increase conversions. Key Takeaways ⏲ - My door-to-door sales stories and lessons (00:50) - The significant difference between LEADS and OPT-INS (07:15) - The BIGGEST mistake people make in sales funneling (08:34) - The GOLDEN question in sales (09:46) - Smoking out objections in your sales funnel (13:06) - How to increase pre-purchase intent pre page one (16:54) - Buying questions are part of the buying process (21:49) - Organic content doesn't have to be slower than paid ads (26:45) Additional Resources Learn more about Systemizing Lead Flow --- Connect with me here Download Season 1 episodes here -- Sales Funnels Radio is a podcast for all passionate digital marketing pros looking to up their game and stay ahead. If you’ve enjoyed this episode, please follow and share!Advertising Inquiries: https://redcircle.com/brands

It happens to all of us… We repeat our sales message so many times that we start getting tired of it. Most of the time, we are following a script, and it's easy to get sick of it. The problem is thinking that everybody else is sick of your story. There's a high chance they have never heard of it! 😲 So don't be afraid of getting sick of your story, and don't think anything is wrong with it. If the story is selling your product, there's absolutely no need to change it. You got to spread it; loud, proud, and unapologetically. 🗣 But there are a few tricks on what you can do if you are getting tired of it. 🎧 Tune in to hear them! Key Takeaways ⏲ - Do you ever get sick of your own sales message? (01:29) - You gotta spread your message unapologetically (02:25) - Once the script is working, don't change it (03:44) - It's not uncommon to get tired of your story (04:37) - Sales 101 (05:05) - Your story is not wrong (07:17) Additional Resources Learn more about Systemizing Lead Flow --- Connect with me here Download Season 1 episodes here -- Sales Funnels Radio is a podcast for all passionate digital marketing pros looking to up their game and stay ahead. If you’ve enjoyed this episode, please follow and share! Advertising Inquiries: https://redcircle.com/brands

As an entrepreneur, what voids are important to you, and how are you designing them? To illustrate what this looks like in the entrepreneurship game, we've all had these good ideas but can't quite connect the dots. We can't see the vision of it even though we know it's a great idea. We end up holding space for the fact that it might exist sometime in the future but just hold it there on the backburner. One of the ways to fill this void is by learning more and being receptive to new information that gives you perspective to make a wise decision. Perspective is everything. 💯 Part of the reason I've grown so quickly 🚀is perspective. I'm willing to see others' perspectives which has made my business decisions a lot wiser. But that's not all. As promised in the first episode of this new season, I'll be talking about more and more mindset stuff. So Listen 🎧 in for some mental tools to reduce drag and accelerate your growth. Key Takeaways ⏲ - Course correcting questions (01:35) - Dream about the end (06:08) - How new information changes your perspective (09:58) - Perspective is everything (11:30) - Shortening the distance to an epiphany (12:47) - Nature abhors a void… (17:48) - Mental tools to accelerate your growth (24:26) Additional Resources Learn more about Systemizing Lead Flow --- Connect with me here Download Season 1 episodes here -- Sales Funnels Radio is a podcast for all passionate digital marketing pros looking to up their game and stay ahead. If you’ve enjoyed this episode, please follow and share!Advertising Inquiries: https://redcircle.com/brands

Welcome to Season 2 of the Sales Funnel Radio Podcast. You might be wondering what I’ve been up to for the last two years. A LOT has happened, both in my private life and in my businesses. In this season, I want to be RAW and REAL with you. I want to share the side that many entrepreneurs don't. I will still talk about sales funnel strategy, but I also want to be vulnerable with you and share what I call the parallel journey. This is the journey you go through while building a business and how to embrace it, respect it and learn from it. These are all the things happening in your life outside of the business. The reason why I'm doing this is that this is where many entrepreneurs get stuck. But just like I did with Season 1 (documenting my journey from 0 to $11 million), in Season 2, I will document the business lessons from $12 to $100M. 🎧 Tune in, and let's get season 2 rolling 🚀 Key Takeaways ⏲ - The parallel journey (02:50) - What happened over the last two years (06:17) - Documenting my journey from $12 to $100 million (12:55) - It's okay to be you (14:17) - Why I'm very hard to kill (21:30) - What fuels you - pain or purpose (23:15) - Determining your purpose on this earth (25:06) - Leverage your time (35:13) Additional Resources - Connect with me here - Download Season 1 episodes here -- Sales Funnels Radio is a podcast for all passionate digital marketing pros looking to up their game and stay ahead. If you’ve enjoyed this episode, please follow and share!Advertising Inquiries: https://redcircle.com/brands

In this episode, I share the lessons learned at each million dollar mark over the last two years.Advertising Inquiries: https://redcircle.com/brands

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I recently recounted through the timeline of all of the business and product attempts I've made... Here's a recap of my second 17 tries Here's a recap of my second 17 tries... Buckle up, this is Part #2 of my 33 product failures journey! (Alternative Title ‘The Obstacle is the Way’ #2) Hopefully, it's cool me taking two episodes to share my actual journey with you ‘cause there’s been A LOT of ‘failures… BUT… There's also been a lot of growth. In fact, in my opinion… Failure is largely made up. It's a facade to dull the will of dreamers So when somebody sits back and says, "Stephen, I've tried these things, or I'm doing this, or I'm doing that..." I have empathy, but I have very little sympathy… Because... you know what? No one cares about your business as much as you do. No one cares about your success as much as you will. So own that and know that it's part of the gift. The gift that allows you to do stuff that the rest of humanity has a very hard time hacking. They get really sensitive and tender, and that's okay,... However… You will become somebody new under this umbrella faster than anything else I can think of. And the changes stick, they stay. My business grows to the degree that I do. As long as I see that revenue going up, funny enough that's one of the indicators I know that I'm changing, and it's awesome. So guys, let's cut back over to the rest of this episode here. I would love to see your comments on this though. For those of you guys who aren't watching on the YouTube session, it might be helpful for you to see the list. If you feel like ‘I got it’ and that's cool too. But I would love to actually hear how many attempts you guys have gone through on this. And this is NOT like a ‘you/ me’ kind of thing. Instead, I wanna celebrate that with you and say... "Whether or not you're successful, keep going..." Or… "Hey, that's awesome you made it." One of the games I'm obsessed with is called Cashflow (where you aim to get out of the rat race). And when you get that first funnel that REALLY kills it, you get out of the rat race rather quickly and it's super fun. So I want to show you … How I actually finished out my 33 attempts. How it actually blew up. I appreciate you being here, and I wanna know how many times you've tried to make a business work, (funnel or not)... So leave me a comment! THE OBSTACLE IS THE WAY PART #2 After my first 17 product failures, that's when I started working next to Russell. At that time... I was a good funnel builder I was an okay salesman I wasn't that awesome of a marketer. I was good at the mechanics of the funnel build. I was not good at creating a campaign. I didn't know how to create a message. I didn't know how to develop and design an offer. I didn't know how to publish. I didn't know to speak I was still learning and getting over a lot of shyness at that time Understand that the first four years of my entrepreneurial journey did not go that awesome, but these individual little lessons were ‘the way!’ However, I was obsessed… Obsessed Obsessed Obsessed (I'm just gonna keep saying it 😂) I WAS OBSSESSED! I was listening to a ton of podcasts (because they were free). I didn't have ANY money. It was a huge deal when I got a $7.95 free plus shipping DotCom Secrets book… $7.95 was A LOT of cash for us at the time. It was painful for me; I was nervous about it, thinking, "Ugh, is this gonna be okay ??? You know we could buy three loaves of bread with that money.” Money was SUPER tight. One of the reasons I rode my bike everywhere was because $20 for gas felt like too much I know what it's like to NOT have money. Everything, after I started working for Russell, gets a little foggy because I was building most of the products from 6:00 AM to 9:00 AM. Here’s what happened... I'd wake up at 5:00 AM and I'd go to Russell's office from 6:00 AM to 9:00 AM to work on my own stuff Russell would come in at 9:00 AM, and we'd go from about 9:00 AM to 6:00 or 7:00 PM After we finished, I'd work on my stuff again from about 8:30 PM to about midnight Then I'd sleep five hours…and do it all again the next day. I just told myself, "Larsen, you ready to feel a little pain?" I'd say, "Yeah... okay, you're gonna feel tired for a little while, you're alright with that?" I'd be like, "Yeah, I am," I'd do a lot of self-talk. I was like, "Alright, let's do this." It was like this for probably for the first nine months because I was trying to develop just one additional revenue source. And that's really when I started documenting my journey 'cause I realized how freaking rare was to sit next to Russell Brunson. I was fully aware of the scenario I was in. MY FALSE BELIEF One of the things I had to overcome at this time period was like the belief that it would work just because I was sitting next to Russell, so it was a very raw moment for me as I say that. 'Cause like, Man people, what are they gonna say? “You're only where you are because you were next to the man." Q: Did that help? A: Of cour

I thought I'd do something a little bit different and share all of my failures. It took me 17 tries to make this game work…And after going back and recounting, it's actually 33. THE OBSTACLE IS THE WAY I recently recounted through the timeline of all of the business and product attempts I've made... Here's a recap of my first 17 tries I've always been interested in business. I don't know why, but it's just something that I've loved - it's kind of a passion of mine. There's a lot of things I could dive deeply into and get passionate about. But for some reason, sales, selling and working with my hands, I've just always loved that. When I was growing up, my dad had me be the yard manager. I was... (I always say, "I was the oldest of six..." 😂) I am the oldest of six kids and so, I was bestowed the role of yard manager. I was in charge of all of the hiring and firing of my siblings. I had to go and create contracts; I didn't know how to do that. So I went and I wrote a contract. My dad was guiding, but not doing… He was like, "Go look it up ‘What's a contract?’ on Google." So, I wrote the contract: "You will agree to weed... " I had to go hire my siblings and make a proposal to my dad of how much money I thought it would cost for us, his children, to run the business, which I thought was very clever. I had to write a proposal, "Dad, I think we can do it for $30 a week," or something like that. Then he had me go interview my siblings, as cheesy as that might sound, it was one of the greatest gifts ever. I think I was like 14, 15, 16, 17; like right in that range… And I had to go interview my siblings and actually have them sign contracts to… “Weed this part of the yard.” “Trim and weed whack the backyard during these times.” “Be the one that mows these areas.” Does that make sense? It was really, really cool because it taught me a lot about just the way business flows, and how to run it. What's cool is that after I interviewed them and they signed their contract, my siblings would go do their thing and then my dad wouldn't pay me until I invoiced him. I didn't know what an invoice was. I thought that was the weirdest, dumbest word on the planet. I was like, "What is an invoice? That's stupid." And so, I had to learn what an invoice was, go write one and hand it to my Dad. … it was like, net 30 terms, like a normal business. My Dad would pay me and then I'd turn around and payout to my siblings. I'd keep 10 bucks for myself, just for setting up the structure. A lot of my siblings were younger than me; there's a 17-year difference between me and the youngest, so the youngest wasn't even around when this happened… It was a really, really powerful because if they didn't do their part, I had to go in and fix that stuff. … it was really cool. I took the same principles and my brother and I, would go to Walgreens and buy these $2.50 laser pointer pens, and then we'd take my mom's labeler and label it for 18 bucks and go sell these laser pointer pens. We're making hundreds of dollars a day as high school students until we got in trouble and the administration almost expelled us. We had to do a bunch of community service for being entrepreneurial. Anyway, another topic 😂 … it was fascinating! We grew up on the back nine of a public golf course. It wasn't a super nice golf course, but there was still a golf course. So being kids, we'd hop the fence, dive into the ponds, grab all the golf balls, clean 'em up and sell 'em back to the golfers. We did a lot of stuff like that. I've never actually shared with you how it all happened and I thought it'd be kinda cool to just, "Hey, storytime," share with you ALL the failures. I thought it was 17 failures, but it's actually 33. It was like 17 until I found the internet, and then when I found the internet, then it was like another 16,17 tries… So, I thought it'd be kinda cool to share with you. I was on an interview recently and someone was like, "A few people have asked, Steven, if some of your stories are true?" Yeah, they're true. And that's why I'm so passionate about what I do. (I gotta be careful with the language I use here) I'm not pansy-ing around; this has been an active pursuit of mine for the majority of my life now, and that's one of the reasons it's done well. I always laugh when someone's like, "I tried it once, it didn't work." "Oh, you tried it once? Did you try it 33 times?" And just so you know, when I say, "I tried that," I'm not saying, "I read a book and dabbled." I walked down Main Street trying to sell people, okay? I didn't count something as a try until I actually was actually trying it. I mean I was actually trying to... Sell Make the transactions Reading a book and dabbling, hat's not trying. You gotta pony up a little bit and actually do the thing. So anyway, that was in my teenage years… TRY #1: LASER PENS & YARD BIZ What was cool about that though is I started learning about marketing at that age, because I learned how to write flyers. I would

Although ALL Offers can use a facelift, the main driver of a purchase isn't the offer itself… So your offer may be good enough to sell already. Here are two common things that really keep people from selling… Steve Larsen comin’ atcha from the Two Comma Club X Cruise… I'm here (with 400 Two Comma Club Xers) on the largest ship I've ever seen in my life. It's so BIG that I can't feel the waves - I wish I could. I like it when mother nature lulls me to sleep on a ship. I’m wearing ‘the team shirt’ and having a ton of fun… I was on the same cruise a year ago… and let me tell you, A LOT has changed for me since then… Business is different. I'm different. So I just wanted to share two common issues that stop people selling… One is an external problem The second is a gamechanger that I would have made fun of and called “Fluffy” only a short while ago. I also want to sure with you WHY your offer may actually be good enough already… And WHAT you should be focusing on instead! So without further ado… HOW TO INCREASE PRODUCT SALES IN #1 MOVE Real quick, let me tell you a powerful story... (I think I've told you guys this before, so I'll be brief). I was a door-to-door sales guy selling pest control in Salt Lake. And basically I had learned how to sell, (I'm just gonna say it, hopefully, it doesn't offend anybody), poor lower-income neighborhoods. I'd spent five months doing door-to-door sales, (which if you've ever done that, you know it's completely grueling but an awesome, awesome place to learn and grow). At the end of the summer, I was so excited to go pick up my check from the mailbox… I go to the mailbox to collect the check that is meant to funds the next (however many months) of our life. I grab the check, I open it up, and my jaw hit the floor. You know when you're on a roller coaster and it shoots down really fast, that feeling in your stomach? I was like, "Oh my gosh. Oh, Holy crap. I can't... This has to be wrong". On the check from five months of work was ONLY $1200. I called my buddy and I was like… "Dude, what's wrong with this check? Something's wrong. You've clearly made a mistake!" And he goes, "Dude, that's it." I was like, "Oh, my gosh. This is it!" I call him back again... I was like, "No, this has to be wrong. There's got to be a mistake in what you're showing me right here." And the REALITY is, he goes… "Dude, you spent the entire summer learning to sell people who have no money. What do you think happens when it's time for the second service of their pest control contract that you sold them? They canceled! … and can you blame them?" Meanwhile, all these other guys who’d actually sold fewer (but higher value) contracts in more well-off neighborhoods (who didn’t cancel) made waaay more money. Now, hopefully, it doesn't offend anybody, but that's the reality. The main takeaway here is… Good products die in poor markets So I want to share the two major traps that might be stuck in… TRAP #1 You might be doing the equivalent of going into the wrong neighborhood to sell your product. And that might be one reason why you're NOT selling! I stand up and I go to my market… A market is NOT a person, a market is a location. I was going to a bad location (without many dream customers)... While my buddies had learned to sell in… Richer More well-off Dream customer-filled … locations or neighborhoods. This BIG deal to understand, my friends. This one principle has literally changed my business. So #1, please understand that some of you are just selling the wrong person. It's easy to make a mistake and say, "Oh, you know what...” My product is wrong. Something's wrong with my funnel. The ads don't work. The reality is you might actually have… A Great Product A Great Offer Great Ads. But you're going after the wrong “WHO.” In fact, it's such a wrong “who” - that they have no money! So check yourself, sit back and ask... Am I selling people who actually have cash? Am I fishing into a pot where my dream customers are? Am I fishing into a pot that makes ‘me' feel comfortable 'cause I have a money objection... (which is what I was doing)? Does this make sense? Marketing does not work without insane ridiculous clarity on WHO you want to serve. Good products die in bad markets HOW TO INCREASE SALES #INTERNALLY The second thing I want you to understand and this happened to me personally this last year... (No one get weird with me!)

Here's the plan people receive after they join OfferLab… See how you can use what I'm doing in your own business! I have an Offer Building Service - where we just happen to build your funnel too... But a funnel just doesn’t work on its own. So that’s why we created OfferLab. And I thought it'd be really fun to share some of the welcome video that I send to people when they join the program… You’ll see first hand the lengths you need to go to if you want to have a successful funnel… And why being a funnel geek is optional! I’m literally sharing a birdseye view of my personal funnel building process... and how I cloned it to create success for other people. WELCOME TO OFFERLAB! Hey, guys. First of all, I just wanted to congratulate and welcome you into this group. HERE’S THE SECRET... When you pair OfferLab with everything else that ClickFunnels teaches, therein, in my opinion, (my very strong and validated opinion), lies the secret to making this game work. OfferLab was created specifically because I can't go to everyone's office. I get this request a ton… "How much would it cost to fly, you in, Steve?" I'm like, "Oh man, I don't know. I can't do that." And plus, usually when I've made exceptions in the past and have gone and actually done a day consulting for somebody, what usually happens is… They don't end up being able to pull off what I taught them anyway. ARE YOU A FUNNEL NERD? And it goes back to what a lot of what OfferMind was about… For you to have success in this game, historically meant and required that you also were a funnel nerd. Now, while you do need to understand certain parts of the funnel, you don't need to be a funnel nerd. A lot of people aren't. A lot of the BIG people that you see making the Two Comma Club … A lot of them didn't build their own funnel. Start looking into the stories of the people who are making A LOT of money… A lot of them are NOT doing every single thing that’s being taught inside the space right now… Instead, they understand what marketing is. When I started looking at this whole pattern, I was like, "Holy crap. This is really interesting. There's a lot of people in here who are NOT funnel geeks." Anyway, you guys all know the story - so I'm not gonna keep telling it, but I just wanna welcome you to OfferLab and give you a brief walk-through of… What's gonna happen next What you can expect from us What's expected of you What we're gonna go through and do with you guys here. HOW TO GROW A BUSINESS OfferLab is a program that’s NOT meant to be taken at a sprint. I'm not telling you to slow down, I want you to go fast as you possibly can. However, there's been times in the past where people have been like.. "Well Steve, it's been two days here and I don't have a million dollars yet?" And I'm like, "This is a process.. .it takes time." 😂 So, I actually have the OfferLab Packet with me here - which by the way, these are sick, huh? So as we go through the packet here, I just wanted to walk through, piece by piece, what you all get as part of the program. Sprint, but it takes time - and that's okay. I'll be very shocked if you guys don't at least make six figures in this program - VERY shocked!!! We've stacked so many cards in your favor, it's ridiculous. I've NEVER seen a program like this! So anyway... YOUR OFFERLAB SNEAK PEEK So what I wanna do real fast is to just walk through the pamphlet so you know where everything is... It's frustrating for me when I buy something, ('cause I buy a lot of stuff... it's one of the reasons I know how to sell.). And it's like, "Well, where do I get that thing you were talking about?" I hate that. So instead, what I'm going to do real quick is just walk through EVERYTHING - so that you know, not only where to get it... but when it comes in play. OFFERLAB PHASE #1: THE COURSE So the first thing is the entire OfferLab course. Now, this is very key, okay? This is a living, breathing course. What we need you to go through and do right now is start preparing for the OfferLab event that's coming up in six weeks. It's here in Boise, and it's just with you guys - it's not for anybody else, it's not gonna be 600 people like OfferMind was... that's not it at all. If you can't make the first date that's okay, there's another one. The OfferLab program comes with one OfferLab event. So you can choose one of the dates. If this one doesn't work for you then go to the next one. And if that doesn't work for you, then you can also go to the next one after that. It's an event that we do twice a year.

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Here's a walkthrough of how my offer evolved after something I realized while building funnels for Russell (and his clients)... Fulfillment is NOT one of the pieces that’s often exposed in a marketer's world. We MUCH prefer to talk about something that (on the surface) can seem waaay sexier… Have you guessed??? Yes, marketers LOVE… Sales Sales Sales Sales And MORE SAAAALES! But the reality is… If you don't have great fulfillment - you’ve got a short road ahead of you. This all dates back to my ClickFunnels days - you may have heard the story, but *Listen Up* ‘cause I want you to understand where this epiphany came from… MY OFFER CREATION #RUSSELL’SWATCHINGME I remember sitting with Russell as he coached his Inner Circle… We were in the old office where we sat almost back-to-back… We were a little bit off-center, but we were only feet away… I had two monitors… And on the left one, (if we both had nothing on the screen) ...his face would reflect off of his monitor onto mine… Straight into my face!!! I always tried to keep something on the screen - so that Russell wasn't looking at me. I mean, what would you do if you were sitting right next to that guy??? ...it was stressful for me for a little bit. Anyway, when Russell was coaching his inner circle - they were usually nine hours burner days. He coached really hard… Eventually, he sat back, muted the mic, turned off the video, and took a deep breath. I was like, "How are you doing, man?" He's like, "That was A LOT!” I was like, "Yeah, and you're still going... It's funny man, you're saying the same thing to every single person!" And he goes, "I know, isn't that crazy?" I said, "Yeah, it is crazy. Every business is pretty much the exact same." (That's what really helped me realize that this works for every business. I was listening to him coach, pretty much every business scenario you could think of) So we decided to create a program where, instead of getting bits and pieces of Russell's brain, there was a sequential order. I spent six months going through 12 years of Russell's material… I ordered it I organized it I said, "Okay, in order to do this, you really have to know X, Y, and Z.” “In order to know that you really have to do one, two and three." Last Funnel Hacking Live, (maybe it's two ago)???... Russell screenshotted my spreadsheet - it was HUGE!!! It was five full *very small font* spreadsheets - which actually became the basis of the first Two Comma Club coaching program… I was the only coach for 675 students... For a whole year, I worked with the students. And as part of their membership, they came to a three-day live event. Now, I'm telling you this because this LIVE EVENT very much influenced the way I do OfferLab today. (... and if you don't know what OfferLab is, I'll tell you in a second.) HAVE YOU HEARD OF MY OFFERLAB? So what happened is… I've ALWAYS had this itch to get on stage (I even dream about it)... So I asked Russell, Please put me on a stage!, I really wanna do the 3-day event." And he's like, "Okay, sounds good." We decided that he would teach the first time - so that he could test all the material... and then I would teach all the follow-up events. And so that's exactly what happened. Russell taught the first event and tested all the material - then I taught the others - it was a lot of fun. (Russell and I talk about how we ran the FHAT events together in the NEW rewrite of Expert Secrets.) People paid 18 to 30 grand-ish, (something like that), to be in the room for three days. And the focus was on webinars. I know that there's all this disbelief around webinars… Well… Webinars work REALLY well, which is why I do them constantly and for EVERYTHING. So when I started realizing that I needed to ClickFunnel for my own personal growth, I was like, "Hey man, I don't really wanna go, but I need to." And luckily, Russell was super cool about it; he was like, "I get it completely, go." And so I left. When I left, Russell didn't wanna keep being the guy that would fulfill on those live events... A three-day live event as the CEO of ClickFunnels - that's rough. And so, the FHAT event stopped. I did the final FHAT event three weeks after I had left ClickFunnels. I'm not saying good or bad - that's not the point of this. I'm saying that because I was so heavily involved in going through 12 years of Russell's stuff, (it took me six months to do it, organize it, then we launched it and then I coached it on the back-end)... OfferLab is heavily influenced by that experience because I saw: "Oh, this is what people want!” “This is where people struggle.” ‘These are the things that people are gonna have a hard time with." It was 675 students in just the first round… So by the time I was no longer coaching that program and it was re-la...

The offer is a two-way agreement, not a beg-session to get anyone to buy from you. Here's when I STOP customizing my offers… My friends, I'm pumped for this - grab a pen and paper - 'cause this can simplify your business. A while back, there was an interesting post in my group… Here's what went down… Someone purchased a service, product or whatever, and after they bought it - they didn't like the fulfillment. So they went back to the seller and said, "Hey, Mr. Seller, I don't like this..." and the seller said, "Oh, so sorry about that," and gave their money back. And this actually made the customer mad. I was a little bit confused by this response because something similar happened to me... There was a guy who paid me for a one-hour consultation, (I don't really sell that anymore... ), but he scheduled it during the speeches at Funnel Hacking Live. And so I was like, "Oh crap, sorry about that." I reached back out and said, "Hey I'm so sorry,” and I just refunded his money. I was like, "Hey, here you go." Here’s the thing, the refund didn’t make him happy - in fact, guy was livid and made tons of nasty posts all over the place. The dude finally got so loud that I blocked him Originally, I was confused by his reaction so I reached out and asked... Why are you mad that I gave you your money back? What's wrong with that? Our call was scheduled for a time that I couldn’t do…? Why do you think I’d wanna get on a call for an hour with you after you've been lighting me up across the whole internet? … that's crazy! I'm NOT obligated to spend time with you. I can give you your money back and I no longer have an obligation, right? So, let’s go back to the post… THE CUSTOMER ISN’T ALWAYS RIGHT! The guy was super frustrated... he was so mad about getting a refund, and I was like, "I guess there's a pattern here." So let me tell you exactly how I respond… It was a good enough response that Mr. Russell actually liked it. Here’s how I started… After digging into this, I kinda understand the story. Now you paid somebody... You didn't like it You brought it up … and instead of getting more as you wanted, they refunded you. I said… Buying is a two-way relationship; I create an offer, set a price and a value, and use the offer as the anchor of the relationship, NOT the money. The offer is the anchor, NOT the money. This is a *BIG* mistake a lot of entrepreneurs make. So let me teach you something really cool here that will help simplify your business... When a customer uses their money as the anchor of a relationship, it forces the seller to dance at the customer's will. This violates the very first step of my offer creation formula - The Who. Just because someone has money doesn't mean I should sell them. That's NOT the only qualifier for you to sell to somebody. The offer is my agreement with the customer. If I keep changing the offer to each person, it equals a dizzying level of customization. That's WHY I don't change my offers for each person. If so I charge significant levels higher. In my mind, it sounds like the seller is just doing what they thought was fair, and like myself was unwilling to change their offer, so, they refund you - that's not spitting in your face. The customer is NOT always right. Whoever started that whole thing, "The customer is always right," in my opinion, that person has NEVER had a successful business! Or they worked in an industry that was 100% customization, you know what I mean (and even then the customer is not always right)? 'Cause… The customer is NOT always right. I don't want to fight the doctor if I'm about to go in surgery ‘Doctor, cut here and not here." The customer is ALWAYS right???? That's a stupid phrase… overall, it's just NOT true. And a lot of your businesses will be simplified by removing that belief and that vernacular… "The customer's always right..." No, they're not, you are too - that's why you're the seller. An offer is a two-way agreement, you can't keep customizing the offer per person - that's why we have a value ladder. HOW TO IMPROVE CUSTOMER SERVICE BY SAYING ‘NO!’ One of the major reasons why you don't customize everything is because of how hard it is on your actual business. It is hard for me to ALWAY be changing the offer - because it makes it hard for me to create business systems. You have to understand the major functions of a business - and there are a lot of different theories/ competing beliefs around this… But I'm just going to draw the major functions of any business. The first function of any business is to generate a lead, obviously. Then you have to be able to convert the lead. There's a lot of great books with different views... “There are varying points... there are four points. No, there are five points of any business. No, there's six points of any business.” However, they're all around the same area for EVERY business. This is the reason why funnels work for any company. Every company has to be able to… Generate a lead

Consistent publishing can feel like a chore. Lemme show you how I position my shows to attract future buyers. WASSUP? Check out my NEW background! *SPOILER ALERT* … it’s for my new show! ONE FUNNEL AWAY STORIES #THE BEGINNING Today, I wanna share with you WHY I believe it makes sense for me to create another show... (or *ahem* #3) 😉 My friend, welcome back, I'm excited for you to be here. Six weeks ago, (or something like that), I was at Russell Brunson's Inner Circle, and I was thinking to myself, "What can I teach that would be valuable for the room?" For a while, I’ve had this theory about why ClickFunnels exploded. So I just wanna do a quick and dirty on this to teach you my theory, and then I want you to see why it makes sense for me to create another show. Now, I understand that One Funnel Away is 100% a trademark of ClickFunnels. I had to do some fancy footwork and work with them in order to be able to use their logo on my show. You cannot just go out and just create stuff with other people's intellectual property. That's NOT what I'm telling you at all. HERE’S MY THEORY We all read these books like: Expert Secrets Play Bigger Blue Ocean Strategy ... and all these books teach that there’s a red ocean and that your entire goal is to create a blue ocean. So, if that's true... What is ClickFunnel's red ocean? If ClickFunnels is a new opportunity, what was the old opportunity? That was the question that's been on my mind for a while! So I started asking… If ClickFunnels is the red or the blue ocean, what was ClickFunnels’ red ocean? What is the market that ClickFunnels was born out of? I started thinking back to the stories that I had heard Russell tell, and I was like: "Oh, my gosh, the market, the ocean that ClickFunnels was born out of was the website market." And if you are like, "I don't know about that." Go back and listen to the Funnel Hacks Webinars… These are webinars that originally sold ClickFunnels. These are webinars that got ClickFunnels past tens of millions of dollars in revenue. Q: What is it that ClickFunnels was fighting against? A: Websites. HOW CLICKFUNNELS WAS ALMOST ABANDONED Now, the story goes... ClickFunnels was almost an abandoned project (If you’re thinking, "Stephen, how does this relate to a new show?" I'll get to that in just a moment, just stick with me for a second.) ... the product was amazing, but they were still trying to figure out how to sell it because... Creating Selling … are two separate activities. Anyway, Mike Filsaime reaches out to ClickFunnels and says, "Hey, you got that new thing ClickFunnels, come on my stage and come sell it." Russell's like, "I don't know man, people aren't buying it right now." Mike said, "Come on man, I’ve already told everyone you're going to." So Russell agreed to do it… This was the fifth or sixth time that Russell had tried to create a sales letter for ClickFunnels. There’s a key lesson right there... Even Russell's first few launches for ClickFunnels didn't work out. #Mind-blowing. So think about this… Russell goes to Mike Filsaime's event; he makes tweaks and adjustments to the actual offer, and suddenly - there's a stage rush. People are running to get an account with ClickFunnels. Q: What made the big difference? Why did it work so well that time? A: ... Russells messaging had become anti-website. He's like, "Hey, websites, I'm gonna fight against you." And ClickFunnels starts blowing up. On the flight back, Russell Brunson grabs his phone and says, "Hey, I've figured it out - we're all gonna get rich. The metrics are there - we're gonna do this thing." Over the next little bit, he pretty much starts shutting everything else down to go all and focus on ClickFunnels - which blows up and becomes what it is today. FIND YOUR NEXT MARKET? Now, eventually, ClickFunnels started running out of dream buyers in ‘the website space’… (Russell’s NOT trying to sell EVERYONE in the website space - he's selling to a little bit of the red ocean where his blue ocean customer exist.) Q: So what does Russell do? A: He goes out and finds the next market. Q: Who else does ClickFunnels sell to? A: ... Affiliates. Retail People who do software. MLM or network marketing. B2B. I remembe...

A new episodeAdvertising Inquiries: https://redcircle.com/brands

A new episodeAdvertising Inquiries: https://redcircle.com/brands

A new episodeAdvertising Inquiries: https://redcircle.com/brands

New environments are some of the easiest ways to create a new hook. Unless you physically never move, ever, this will work for you… I've been traveling A LOT lately, (more than I like), but what happened was, and with full disclosure… I said yes to more things than I realized I did ...and that's okay. But life’s been a little busier than normal and I've been speaking in interesting places like crazy… So, I thought it would an awesome idea to show you how to promote your business, create a hook, add curiosity, and leverage your time in a NEW and novel way… What I’m about to show you, has doubled my income in just 3 days. … it’s also lead me on some crazy adventures 😉 HOW TO PROMOTE YOUR BUSINESS & LEVERAGE YOUR TIME! I don't remember the first time I first saw Russell do this, but I remember thinking, "Oh that's really clever and cool!" Russell would be speaking in different places and instead of just traveling solo, he’d bring a film guy to film the whole journey - so he could capitalize and leverage what he was doing over and over again. #Genius But until recently, I wasn’t doing that… I’d just go speak at different places, sell, and that would be it… Sometimes I tell you about it, and sometimes I wouldn't. I speak a lot of places, but I'm pickier than I used to be. In the past, I’d just get on anything, and it was the same with podcasts... However, I probably won't do as many interviews for people's podcasts as I have in the past because… I'm gonna start designing my lifestyle a little bit more, which is very exciting, and a natural step after a certain spot. So in order to capitalize MORE on my time, there are a few things I've been doing... I was on an interview today and the guy asked me “How do you stay so effective?” Well... One of the things is, I only work from 9:00 to 6:00. … and that might shock some of you, but that's what I do. I work from 9:00 to 6:00, and once that's over, I don't do anymore! Sometimes, I’ll work in the evenings... If I have an event happening. If OfferMind's coming up. If I'm speaking somewhere. but that’s the exception, NOT the rule. The Rule is… I work 9:00 - 5:00, and that's it, and whatever I don't get done, I'm okay with that. I've had to be strict with myself and then be okay with that. I've been doing that now for a little over a year... Crap, it's October! so it's actually been a little over a year-and-a-half 😂 I'm really enjoyed where things are moving to. MY FILM GUY One of the things I've been doing to stay more effective (just like Russell) is to have a film guy follow me on my trips. It’s kinda funny how I found him… I was at my sister's wedding (which was awesome) - it's cool to see your little sister get married, and while I was there, I saw this film guy, and I was like: "Oh, he's really into it. I like his style, he seems to be getting some neat shots." And then, when I saw the video he produced, I was like, "Dude, that was good." So I reached out to him on Facebook and asked: "Hey, I'm speaking at Carnegie Hall, do you wanna come film me on the journey, while I'm there, in the streets, and then on the way back?" He's like, "Sure." So I paid for his ticket, paid for everything, (paid him, obviously), and then he filmed the whole journey and we did some cool stuff. Here’s what happened… Now, I have a little bit of an advantage ‘cause I've already read Traffic Secrets, but I can share this with you as I’ve heard Russell talk about this on his podcast… One day he and I were sitting in his office, and he had just come back from hanging out with Dean Graziosi for a day. And, at the time of this story, Dean filmed an ad a day which helped him to sell 4x as many books - it was ridiculous! Rather than spend a ton of time writing a single ad, Dean literally competes by making a massive amount of new ads. I was like, "That's really interesting." ENVIRONMENT & THE HOOK So there I am with my *FULL* speaking diary and a ton of traveling to interesting places to do, so I was like: "You know what? Every time we land somewhere, let's find the cool tourist attractions, and when I'm not speaking let’s go to those attractions and film ads.” ...and that's what we've been doing. In the last two or three weeks, we've easily filmed 50 ads, no joke. We just wrote this MASSIVE list of all the things that we promote (and maybe you don't even know I have that many things that you could buy?)... … and we filmed ads for each one of those things with a brand new hook that tied into the environment I was in. Let me explain… Today, I’m here in a baseball park so, I might say: "Boom, what's going on? It's Steve Larsen! Hey, I'm so excited, I'm in a baseball park and I want you to hit out to the park this year. So go ahead, post y...

Mother Nature knows to go all on the trunk of a tree for quite a while until the tree is ready for more shoots… Today, I wanna talk to you about something I call ‘Trimming the Shoots…’ A.K.A - *Doing Less, Better* I’ve put this together from two pieces of content… 1. An introduction I gave to my high-level students in my OfferLab program #SneakPeek. 2. A recording from my OfferMind event. First, I’m gonna explain what it really means to trim the shoots and then, I want to give you some MORE context... Because while this game is a ton of fun, it can also be EXTREMELY challenging. TRIMMING THE SHOOTS - HOW TO INCREASE SALES. I'm the oldest of six kids growing up in Littleton, Colorado... (Can you spot me?) And, my dad made me the yard manager... Meaning I answered for all blades of grass and every weed. It wasn't a massive yard, but it wasn't small, either… And I was where the buck stopped. One year, we planted two apple trees up on the side of the yard and those trees looked pretty sickly... They were as tall as I was, so they weren't that big. The first season went by, and they'd just taken root, so we didn’t expect much fruit. They were brand new trees, so they weren’t gonna make a lot of apples. Well, the next season, they were supposed to produce some fruit, but still, *NOTHING* And my incredible mother, (she made me!) 😉... wanted these apples (which weren’t that awesome to eat, but crazy good in pies)... ...but there wasn’t enough of them for even one pie. So I looked at these trees and thought, "How come they’re not producing any fruit?" ...and I realized there were tons of shoots branching off the main trunks. There were tons of these mini-shoots all over the tree. There had to have been at least 100 of these (no joke) tiny shoots… There were shoots EVERYWHERE! And as I looked at those shoots, I realized, "Oh, my gosh. Wait a second. That’s why the tree is NOT producing fruit. It's got too many startups." TIME TO CUT BACK! So as we started transitioning into fall, I took off every single one of those shoots. I broke them off and pruned the tree back, so it was only the main trunk with a couple of shoots. Anyway, winter goes by… Every once in a while, I glance at the trees, wondering how they're doing and I go shake off the snow from them. It snows like crazy in Colorado; people get snowed in, and I miss that. Frankly, it's one thing I don't like about Boise. I miss the snow, real snow; lots of feet of snow. But then Spring came along, and it started to warm up… (I love spring. Spring's one of my favorite times ever. I love those transitions between all seasons.) So I start going back out to the trees, and I break off the little buds that were trying to grow additional shoots. And what happened was crazy… By the end of that season, there were so many apples that it was breaking the tree. There were so many apples that the trees could not handle the amount of fruit. It was shocking to me how many apples were sitting on those trees. The weight of the apples was weighing down all the branches and almost every single branch was nearly snapping. I was like, "Holy crap. Why did this happen?" After I learned why... I pruned EVERYTHING in the yard. Maybe I got a little prune-happy, but I started cutting back and chopping everything. And the next year after that we had this incredible yard. (OK… maybe a slight exaggeration 😉) But there's a lesson here…. BUSINESS GOAL SETTING It may sound obvious, but I'm brought it up at the beginning of OfferLab to show you that you gotta prune the shoots! I’ve coached nearly 30,000 people. And when I teach the principles of what I do, it stimulates the mind... And the mind goes, "Oh, my gosh! I could do… *THIS* *THIS* *THIS* *THIS* *THIS* ...and all these shoots start appearing ALL OVER the place! And what's the problem with that? None of the shoots grow. The tree doesn't produce any fruit. You don't get anywhere. What I'm teaching is dead sexy, and it is 100% real #ItWorks… But you've gotta prune, you need one trunk, that's it. Don't think like, "Hey, I'm gonna grow this shoot with OfferLab, and I'm gonna grow all these other shoots on the side ..." ...it doesn't work like that! I’m growing a few more shoots, but it's only 'cause I have a team. I'm NOT the only one doing all the stuff. And I've done this A LOT... waaay more than the average person. So please lean into the fact that it's hard to pull this off when you have MORE than ONE shoot! OFFERMIND (My Team!) I have a few personal friends who are struggling, so I said, "Why don't you come to OfferMind?" They are probably on idea six or seven, (which is understandable, no judgment)... we've all been there. I was like,

From a 300 sqft room to a 3200 office (for free) We’re (finally) getting an office space, and I wanna walk you around real quick to share a principle with you that I learned from Russell which means that taking on this space isn’t actually gonna cost me a dime! I’m also gonna reveal to you: The next 3 revenue-generating moves I’m making... What’s coming after Sales Funnel Radio ends, (Yep, you heard that right!)... Why NOW is the right time to move into a larger space… Why you don’t need a ton of equipment to succeed and why bootstrapping doesn’t need to hold you back... Why my office is a MASSIVE mess… and WHY I don’t care! But first, I want to let you into the dream I have for my NEW space… HACKING ENTREPRENEUR SUCCESS I’ve had several people reach out and ask: "Stephen, why don't you have an office yet? You've made a lot of cash very fast in a short amount of period of time." And the answer is that it made no sense to take on a BIG office space (when I can work from the couch)… *Unless I have revenue plans attached to ‘that space’ as well* And this principle is something I learned very early on from Russell! When ClickFunnels was looking for a new office, not only did they find the shell of a space they wanted, they also drew all the things that they wanted in there. And then, revenue-wise, in order to pay for it, Russell made sure he launched a product that would cover waaay more than the lease payment of that new building. And he did that every single time he had something expensive to pay for... For example: When Tony Robbins came to speak at Funnel Hacking Live, it was expensive, man. Tony Robbins is really, really expensive. And so… Russell put on his marketer hat and said, "How can I pay for that?" and then, he started coming up with clever ways in the FHL event to raise the money to pay for Tony. And I'm doing the same thing here (...without Tony, but you get my drift?!). This office is NOT anywhere near as expensive as Tony. In fact, it's NOT that expensive a month at all, but even so, I’m NOT gonna be out of pocket to pay for it Here’s my plan… THE PURSUIT OF PROFIT I have three things I'm launching (that everyone's been wanting from me), that will help more than pay for this office space. But before I tell you what they are, I want to walk you around and share my plans with you… This NEW office is 3200 square feet, it's funny, 'cause on camera, it doesn't look that huge. I’m planning on doing A LOT of restructuring, and I’m gonna tear down a ton of walls and raise the ceilings. We can literally create any kind of structure we want. When I first started working for ClickFunnels, random people would just show up at the office. And that's fine, but it was awkward, 'cause people we didn’t know would literally just walked in. There were no keycards or any of that stuff, so you were always kind of on edge, wondering when someone was gonna just walk on in. It's mentally hard to get into a creative space when random strangers just walked in. So eventually, they made a wall with a keycard on one side and the event hall to the right… I actually want the exact same setup… There’s gonna be an event space in our NEW office Every quarter we spend $8,000 to $10,000 renting a hall, but we could just use that cash and have the setup here... ClickFunnel's made MORE money by building their own mini-event hall and attaching it to their office, and I'm doing the exact same thing. So, we're gonna knock down some walls and build an event center with a full AV setup. I'm trying to have my event room be almost the size of the event space that's in ClickFunnels. It won't be as big, but that kind of a the spec. I’ll still do my major events, like OfferMind, at other places, but what you need to understand is that Colton, Austin, and I have been sitting in a 300 square foot bedroom for the last year-and-a-half … 😂 Now we're going from a 300 square foot bedroom to a 3200 square foot place. ...it’s really, really exciting! HOW TO GROW A BUSINESS Let me show you outside... Check It Out…. It says Yellow Book USA; it's literally new tech replacing old tech. I don't need all the space that ClickFunnels has. Dave Woodward told me that Clickfunnels has about 7000 square feet and our office is about half of that. I can't imagine a scenario where I’ll need more than 15 people on my team… ...and so that's kinda what we're planning for. There'll be an open area and a few spaces with offices. It's been nice to work from home, but there's a lot of pros and cons. People ask me, "How do you handle working at home?" It's *NOT* easy. I spent $200 putting sound panels across the top of my “office” #bedroom; (it's just an over-sized bedroom). I put sound panels across everything! And I'll tell you… WHY THE “BOOM!”? One of the major reasons I started yelling so much was because I could hear my three girls in the background. Maybe there’d be a little fight… Maybe someone would get hurt… Maybe there was a little amping up... And so I’d ‘amp it

This is one of my favorite, brilliant marketing stories! I’ve just finished another 20-mile bike ride (in the dark)… I'm still several miles from home, but my mind's kinda spinning, so I thought I'd stop and… Drop kinda a cool story about PT Barnum that involves a dead monkey and a fishtail… (Yep, that BT Barnum… and Nope, it’s NOT in the film 😉) Tell you WHY Sales Funnel Radio will be ending soon! #SHOCK! MAKING MARKETING HISTORY! I LOVE studying yesteryear's marketing gurus. I’ve been going back to the 1700s and 1800s… I've been kind of obsessed with studying how these old, rich, dead marketers got their messages out before the internet. ...because we live in a very different world. And while the internet is beautiful, it’s largely a crutch… And it’s a HUGE distraction if you don't understand what marketing truly is. To illustrate my point, I’m gonna tell you a story of a guy named PT Barnum. You’ve probably have heard of PT Barnum from the movie, The Greatest Showman, which is … A largely made up by Hollywood. A great movie. Most of what’s in the movie is NOT true. PT Barnum did have a circus, but it was his retirement project. Barnum was older when he started that circus, but the movie makes it seem like he had this young struggling family and that it was the circus that made him... That's NOT at all true. However, PT Barnum was a brilliant, brilliant guy, and he died in 1891 at 81 years old and by that time, I believe he was the second millionaire in America… he was definitely the first show business millionaire in America. A million dollars was waaay more back then than it is now, it was pretty impressive to have a million dollars at that time. HUMBUGS & A PRE-INTERNET MARKETING STRATEGY Barnum loved doing hoaxes, or as he called them, ‘humbugs’ for the public. And there's a lot of famous quotes from him about that... I don't care what the newspapers say about me as long as they spell my name right. - P. T. Barnum One of the MOST famous hoaxes that Barnums well-known for is the Feejee Mermaid. The Feejee Mermaid was widely known in the1800s as being one of the greatest hoaxes ever pulled off. Barnum was famous for saying something to the effect of, ‘The world wants to be fooled, so let it be fooled.’ The bigger the humbug, the better people will like it. - P. T. Barnum So Barnum would play these tricks on the public and his sales would increase… And so long as he over-delivered on value, he found that nobody really cared that they were hoaxes.. Now, I'm not here to say whether or not that's right or wrong. I personally don't think that's right. Don't lie… However, there's a lot you can learn from the brilliance of what Barnum did. And I wanna share a really fascinating story on what I believe true marketing is if you remove the internet… It's kind of a funny episode, it's a cold dark night, and I'm in a Staples parking lot… (Who says marketing isn’t glamorous? 😉) *CHECK IT OUT* But back to the story! THE FEEJEE MERMAID Barnum had this museum in New York and most of his income came from this museum of crazy stuff, NOT the circus. AND… When in the mid-1850s, ‘a mermaid was caught off of the coast of Feejee’(#QuoteUnquote) it was brought to PT Barnum to see if he wanted to put it in his museum. It was literally a monkey's body that they had been sewn onto a fish, and it's kind of morbid. But Barnum decided that he could use the ‘mermaid’ to create a cool buzz! So he grabbed all of these naturalists to declare, "This is a true Mermaid from Fiji." Now, anyone looking at the ‘mermaid’ could tell that it was fake… So Barnum asked experienced naturalists until finally, he had a naturalist who would declare: "This is a real mermaid." Then he took *that story* and ran with it. He and one of his associates started sending letters to the newspaper from various locations. His associate acted as a doctor and they started “leaking” quote after quote of interactions they were having about the Feejee Mermaid and how spectacular it was to the press. They sent them from anonymous locations throughout the city and the nation. The press was like: "Oh my gosh, we're getting all these letters about this incredible Feejee Mermaid. Look at this correspondence between this doctor and PT Barnum the museum owner.” It was completely fake. However, when they’d created enough buzz, the fake doctor took a trip from New York down to Philadelphia o ‘business’ and brought the Feejee Mermaid with him. They did their Dream 100 homework and chose a hotel where the owner was friends with a bunch of newspaper editors. Dr. J. Griffin (fake doctor, fake name)... checks into this hotel and as a thank you for letting him stay, he promises to let the hotel owner see the Feejee Mermaid. The hotel owner goes, "Oh my gosh. That's the coolest thing I've ever seen. Do you mind if I bring some of my friends over?". Q: Guess who his friends were? <...

How am I using the Perfect Presentation Script in OTHER people's funnels? Are webinars dead? Kinda… Russell doesn't use the term webinars anymore, it’s now called a ‘presentation’. … and it's because people are like, "Well, I'm not gonna do a webinar to sell my thing." Frankly, people who think that are missing the point... ‘cause it's the format NOT the name that matters. The script itself works extremely well... whether you call it a webinar or a presentation 🤓 So ‘YES!’ the webinar is dead… Long live the Perfect Presentation Script! HOW TO PROMOTE YOUR BUSINESS AT OTHER PEOPLES EVENTS! So here’s a question for you… Q: What has 5 parts and can be used to sell or launch *ANYTHING* on or offline (and why I’m cycling in the boonies at 10 pm)? A: (You guessed it…) The Perfect Presentation Script! And this may come as a shock to some people… Selling a car, is the same as selling an info product, is the same as selling soap, is the same as selling insurance... etc. Sales is sales. And the other night, while cycling in the boonies, I came up with a sweet NEW way that I could ‘kill two birds with one stone’ to use other people’s events to save myself hours of work… Here’s how it happened... NO THANKS, I’D RATHER BIKE… Growing up, my parents said I was NOT allowed to drive unless I got my Eagle Scout. I didn't wanna too... so I biked EVERYWHERE instead. And it wasn't just down the road, I put in some serious miles in high school. Recently, I started cycling again… It was pitch black and I had only the w flashlight on my bike. I was trying to study the road and pushing super hard, some things were coming at me fast… It's totally a Children of the Corn scenario... It was so *FREAKY* … but it got me thinking! RELEASE THE PRESSURE It’s been such an intense week! We’ve been… Launching Running lots of payments Getting lots of people onboarded to Offer lab Now we're working with people to get all the inputs that my funnel team needs to build their funnel for them. *Yep! You heard that correctly* You may not know about OfferLab yet, but this is the second year we've run it. It was successful the first year, but now we’ve found ways to make it even MORE successful. So, anyway, it's been an intense week, and honestly, I need time to do aggressive physical activities just to stay in the zone. I use my little Apple Watch to track my time and distance and I'm at 19 and a half miles in about an hour and a half... Those of you guys who cycle might be thinking, "Oh, that's not that far, Steve." I get it, but check out the bike I'm on… It's a mountain bike… Look how FAT those tires are. Give me some credit! I'm pushing pretty hard, and I burn A LOT of calories doing this. I’m trying to get in more shape so that I can go jujitsu... it's gonna be a ton of fun. MY SPEECH WRITING HACK Anyway, back to that *sweet idea* I had… It suddenly hit me that I'm speaking at events six times in the next six weeks. Which means… I have six speeches to plan and write and it takes me, on average a solid 8 - 15 hours to create each speech. People are like, “Woah, Stephen, you don't need to do that.” I've had people tell me, "Stephen, you could just take a marker, stand up, and teach." Yes, but that's NOT the point. Even if I'm NOT selling something for money, I'm still selling ideas. And so I need to know… What's the false belief I gotta break? What are the stories? This is my craft. I'm not gonna just stand up and just spitball it, that's dumb. I’m highly prepared for every speech I give, *highly*... HERE’S MY AGENDA I'm gonna be speaking at Carnegie Hall along with... Martha Stewart Dan Kennedy (so long as his health is okay). Michael Gerber, who wrote The E-Myth, (that book changed my life in college). Hal Elrod from The Miracle Morning. ...I'm really excited about it. I'm NOT normally the kinda guy to name drop stuff, (and frankly, that kinda drives me a little bit nuts…) But… IT’S SOOO COOL!!! These are some of the people that I've learned from over the years, and maybe you have too. I'm pumped about it. I'm giving two speeches at Carnegie Hall, and then the very next weekend, I'm speaking, literally back to back, at two different events in different locations. On Friday, October 4th, (I believe it's the fourth), I'm gonna speak at Boss Con. And then Saturday, October 5th, I'm speaking at

Now that the event is over, here are some of the most important steps I'm taking in my business… I just finished OfferMind 2019, and it was incredible. Now, that might sound weird 'cause it was my event’ but the reality is - it was REALLY good. And as Sales Funnel Radio is all about documenting the journey, I want to... Do a quick recap... Tell you where I’m at now... Explain what's happening now that OfferMind is over and WHY I’m in the process of DECONSTRUCTING and SIMPLIFYING... Tell you WHY hiding in the park is one of the BEST moves you can use to grow your business… OFFERMIND - THE RECAP At the time of me creating this episode, Offermind was a week ago, and ‘Oh, my gosh,’ the event was... This year OfferMind was 650 people, by contrast, at the first event last year, we had 140 -150 people show up. The event was super cool. However... The only problem is that most of the tickets were free. In fact, they largely were free; people got them as bonuses for buying other offers… And that's okay, but the downside is… It pre-frames the brain for FREE stuff, so when you go to sell, it's just harder. The #FACT is: It's a little bit more challenging to pitch a ‘FREE’ room. Now, I understand everybody is in a different scenario in their life and I'm not making fun of that at all, but that's just the reality. If it's a completely free event it's very different than if people just pay just a little bit. OFFERMIND 2019 - FILLING THE EVENT Filling events is hard! I kept track and we created 15 separate campaigns + 1 Ad Campaign Which means it was 16 Campaigns that I ran in order to fill this year’s OfferMind. That was *HARD* In fact... Running campaigns to fill the event was as hard as the event itself, if not harder. I always wanna do awesome and over-deliver for the people who come to my events, but it’s very challenging to do that... We had an awesome group of volunteers who are our social agents from my groups, and they volunteered to help set up a few things. (The AWESOME volunteers… *Bonus Points* if you can spot me 😉) We had an amazing company come and run registration for us - that's all they do at events. OfferMind cost about a quarter-million bucks for me to put on. AV is very expensive and Swag was 50 grand alone. And I know I just did an episode about this, but I thought I'd just recap to show you my next steps… THE FIRST RULE OF FIGHT CLUB SELLING OFFERLAB Most people don't know what OfferLab is yet. ...‘cause, like the First Rule of Fight Club: Don’t talk about Fight Club, right? 😉 OfferLab is pretty ridiculous and it’s NEVER been offered before - by ANYONE! So we sold OfferLab at the event and we had this really cool thing created. It was a packet with A LOT of cool stuff in it… However, I'm NOT gonna tell you about the offer right now 'cause I wanna share it with you another time. BUT… (and this is sooo cool!)... I had a stage rush. … and that says something. I spent five days creating the pitch. Before that, there was the ‘brainstorming’ and all these other things, but when I finally landed on it... I was like, “This is it! I’ve hit it! This offer is freaking sexy!” From stage, we counted $1.9 million in sales. MY FIRST STAGE RUSH Here’s what happend… I was pitching and showing more about what the program was worth and I hadn't even gotten to the price yet, and a guy stood up... I still remember it! Stage left, on the front, this guy stood up and started shimmying through everybody else to grab a form at the front of the room. There were tables at the front of the room, and this guy went and slapped his credit card down before I even said the price or did a price drop. It was so honoring. Then it was like a waterfall that started slowly… I think I spoke for an additional 10, 15 minutes while everyone got up... I'd never had that experience before, it was so cool. Brandan Fisher, (he created FishDawg Productions), is one of my good friends, he's also a guy that does a lot of filming for me and for Russell’s programs… He’s a very talented guy, who’s been around this world like crazy. Afterward, Brandan sent me a message and he's like: "Dude, I've never seen anyone besides Russell actually do a legitimate stage rush. Huge congrats to you." And I was like, "That's so cool of you to say, man. Oh my gosh." I was freaking out… It was so cool to have a stage rush. WHERE I’M AT NOW… It is exhausting being the speaker on stage, let alone putting the event together. Now, I had help, a lot of help… Austin and Colton killed it while we were selling OfferLab. ...it was tons of fun. But for three of us to pull off a 650 tickets event - that’s NOT normal. And we suffered because of it! I'd have no desire to go through that again, it was physically painful. I mean that in all reality. The event was in Boise and I always stay at the hotel that I'm speaking at... 'cause I need to stay in the game. After day one, I went back to my hotel room… I'll just tell you right now, I was in a lot of pain… and the type of headach

Here's a sneak peek of the event hall, the week before OfferMind. I walk through some of the event psychology… I’m about to take you back in time to four days before my 2019 OfferMInd Event… So I can reveal to you… The secret sauce of how I set up an event Why I think that is that the last few years have evolved the way they have…‘cause it's NOT normal. Why OfferMind is NOT a funnel event (and what type of event it is). Why I HATE bad swag (and where I get my haircut 😉)! The extremely special venue I’ve chosen for OfferMind 2020 OFFERMIND 2019 TIME TRAVELING I’m standing in the Boise Center where, in ONLY four days, OfferMind2019 is about to take place!!! It’s a beautiful place with lots of salespeople hanging out below me in the courtyard! I'm not finished with my slides or my presentation… and we have a ton of swag to stuff… But I want to take a moment to show you around and share some fascinating event psychology that you may not be aware of. What's fascinating is that I’m completely aware that… What I am doing right now is NOT normal for the amount of time that I've been doing it. … it's NOT a boasting thing, but it is a reality. I haven't been graduated from college for even four years yet, which is nuts! I'm pretty sure we just crossed $2 million in total revenue, and now we have an event that’s gonna be around 650 people - that's crazy! Let me ask you a question… Q: How many people have built a funnel? A: A lot of people have built a funnel. Q: How many people have built a funnel that has made no money? A: A lot, right? … and that's rough to say, but it's true. However, it's NOT the funnel. It's the person. At the time of me making this video, we’ve sold 624 tickets and for the last few months, we've been selling roughly 10-tickets a day… I don't know why, but that's about what we've been at for a little while, and it's pretty steady. Selling events is hard. It's one thing to sell a product on the internet, it's totally different to get somebody to… Book a plane ticket Find a hotel Make arrangements Take time. You know what I mean? FROM CLICKFUNNELS TO OFFERMIND I left my job, January 1st, 2018 - that's when I officially pulled the cord and decided to be a solo entrepreneur… I very quickly realized that being a solo entrepreneur is the same thing as being broke. You need a team. You need people. So things have changed a ton for since then… and next year’s OfferMind is gonna bring things full circle for me in an exciting way… But for now, let’s go back to OfferMind 2019! So when people enter the building from the courtyard, they’ll use the escalators or the elevator to get to the event hall. Registration is gonna be in this room…. We're flying in a company that ONLY does registration for events - ‘cause the registration process has gotta be smooth like butter. We have these iPads loaded with all the ticket data, so you come in and you plug in the email that you bought with and it finds your record… And then, right on the spot, it actually prints out the ticket. It's really cool. Everyone gets a tag, but if you're a VIP you get an extra little tag that says ‘VIP ‘ - that gives YOU access to a bunch of stuff. You get a t-shirt, a ton of other things THE WAR AGAINST BAD SWAG! Oh, my gosh, our swag is soooo good!!! I hate bad swag. I owe it to my message to make nice swag... and so, I do. This event cost me a solid quarter million. *SOLID* I love what I do and I want people to have a good time when they show up. And when I say “This is marketing,” I can't be the guy who has no proof in the way he's living. *I owe it to my message* It's NOT about showboating 'cause I certainly don't do that... Man, I get my haircut at SportsClips 😉 So, swag-wise, people are gonna get… Awesome shirts. A cool notebook. An event book, which is like a magazine, literally, in fact, I think a magazine company is printing it. Different ribbons if they've done the One Funnel Away with me or bought some of my other products. There are about 30 amazing incredible volunteers showing up to do and I'm so appreciative of them. We got A LOT of swag to set up. We have from 1 PM to about 4 PM Sunday to stuff swag and get things ready. AN OFFER HE COULDN’T REFUSE! Some people have asked, "Stephen, why did you do the event on Labor Day?" Well, if you go back to Sales Funnel Radio (maybe 50 episodes ago)... The title of the episode is How I Pitched Russell Brunson to Keynote at OfferMind. ...I went through, i...

I'm frequently asked how you know when you’re following-up too often? Here's my answer, some stats, and a few guidelines to consider… "Steven, how much is too much emailing? How much is too often to follow-up with somebody after I try to sell them?" (Those of you who are experienced might be chuckling just a little bit here…) But or those of you who are brand new at this game or haven't had success yet - this follow-up question is pretty common for me to get asked! And funnily enough, the answer is very, very simple - so I wanna give you a few examples to illustrate. SALES FOLLOW UP? I recently heard Frank Kern talking on Instagram. He had this bowl of mints and he put them in 3 different piles… A small pile of mints = people who are ready to buy. A medium-sized pile of mints = people who are ready to buy in the next 60-90 days. A HUGE pile of mints = People who will buy sometime in the future. He said that one of the biggest mistakes people make is ONLY targeting those who are ready to buy immediately. Funny enough, he said that it's not actually those who are ready to buy right now that you need to be focusing on… You should actually focus more on the second group who’ll be ready to purchase in 60-90 days And I totally get what he's saying. By all means, #GetTheSale by focusing on those people who’re ready to purchase… But don't neglect those who need to wait 60-90 days in order to buy… … because it’s actually a much larger pot. I was like, "Oh, that's super clever." One of the major benefits of publishing frequently, (if you've chosen to follow my advice and do that), is that it allows you to warm up the 60-90 day pot. HOW TO FOLLOW UP WITH LEADS... So here are the general questions I tend to get asked: How much follow-up is too much follow-up? How many emails are too many? Can I send more than a few follow up emails a day? My standard follow-up sequence for a funnel is usually about five days long... However, there are other scenarios where the follow up is much longer than that. I was talking with Trey Llewellyn, (we both went to Myron Golden’s speaker training event)... I was like, "Holy crap, that's Trey." And Trey looks up and goes, "Oh, my gosh, that's Steve. Look at those eyes." Anyway, we were chatting and he told me about one of his webinars where he's got something like a two-month follow-up sequence. I was like, "Holy crap, that's BIG!" He goes, "Yeah, yeah, I know." He told me that he ALWAYS gets a few more people buying because of the length of the sequence. There are A LOT of marketers who will wake up and add an additional email at the end of a massive email sequence... ...so now they have this year-long email sequence. Follow-up is EVERYTHING. I FOUND THIS IN MY CUPBOARD! When I was doing door-to-door sales, they handed us this manual, and I still have it. 😂 I found it in my cupboard ...and it has some really interesting stats about follow up. This is actually from that old door-to-door sales manual: “If you've ever watched a four-year-old, “No!” doesn't bother them. So the next step is just to keep asking. Don't be stopped by the first ‘No’ - continue to ask for the sale until they give you a ‘Yes!’” Now, if you’ve studied any kind of sales, or if you are a salesperson, you know that the first “No” is actually when the sale begins. When your prospect says “No” ...it actually guides and helps you know what you should be doing next. So this is a powerful principle to understand 'cause most people think “No” means NO! But usually, ‘No’ means… "Not right now." "Hey, I can't focus on this right now." Most people are NOT ready to purchase right out of the gate. To illustrate my point, I'm just gonna read you a few stats... F 47% of salespeople stop after the first “No”… That means that ALMOST half of salespeople NEVER follow up. You might be thinking, “Well, Steve, that doesn’t apply to me, I’m NOT a salesperson!” BUT… If you're an entrepreneur, make no mistake, you ARE a salesperson. That means that almost half the people who are out trying to sell their things never ask more than one time, EVER! Think about that… that's crazy! YOU’RE LEAVING MONEY ON THE TABLE Most people never even do just one follow up and, let me tell you, the majority of my money comes from follow up. But most people don't even follow up once… #CRAZY Twelve percent of people will fail to follow-up after the fourth rejection. However, statistically, it takes six to eight follow ups before MOST people are willing to say “Yes.” Now, there...

Here's a snapshot of the mental stuff I do to stay in the game before I speak on any stage... It seems like questions often come in themes and in waves. I don't know if it's just 'cause I have my ear to the ground listening to what people are asking me… But it seems like the recent wave of questions are all about, “How do you prepare before you go on stage?” By the time you read this, OfferMind 2019 will be over, and so I thought it would be the perfect time to share how a guy who used to hate public speaking preps for LIVE events I didn't really think about my preparation until people started asking the question, but when I started to look more closely, I discovered that: Before I speak on stage, there's a pattern that I go through that comes in two phases. The Thinking Phase. The Prepare for War Phase … you may find some of what I do a little surprising, (and frankly, a few years back, I could never have imagined myself doing some of this stuff 😉) MY TWO-PHASE SPEECH PREPARATION THE THINKING PHASE On my office floor right now, there’s tons of yellow paper all over the place… ... and it's where I collect my ideas as I start to think through and organize my content. I've done it for a couple of years now... and the system works well for me, and so I keep doing it. So it's the preparing/ thinking phase where: I listen to way less music that has words in it I do a lot more meditation (I actually use a cool bit of kit that Alex Charfen introduced me to, I’ll show you a bit later) However, as the actual event gets nearer, my behavior changes a bit as I move into the 2nd phase. So I thought it would be kinda cool if I wrote a list of the things that I do, and shared them with you… STATE CONTROL 101 There were many times at ClickFunnels when Russell would walk in and be like, "I'm not gonna lie, I really don't know what I wanna do what I gotta do today...” I’d say, “Yep, I'm not gonna lie, I gotta build three funnels today, me neither!” ...and we’d be like, “How do we move forward?” So we’d take a moment, and sometimes we’d… Watch comedy Watch a funny video Listen to music ...but we always used the same few things to kick us into state (usually, Seven Nation Army). We’d jump about and do some Tony Robbins type state control… I did mentally make fun of it for the first little bit…. But then, I was like, "Oh my gosh, what if, what if this actually works?” ... and I started doing it. *IT WORKS* Suddenly, it's like, “Man, I'm really tired, but I'm ready to rock.” And as the last three years in my ‘stage speaking career’ have unfolded, I’ve come up with my own kind of state control patterns that help me get ready to go on stage. PRIMING YOUR RAS RECEPTORS I've been listening to a super fascinating book lately called Buying On The Brain. ...it's a challenging book to chew. You really gotta think hard when you listen to it. So if you're like, "I don't wanna go listen to it,” don't worry, 'cause I'm a nerd and I'm gonna distill it down and bring the key takeaways back to the show… Anyway, I've been listening to this part of the book and it talks a lot about the RAS receptors in the brain... Let me explain… Have you ever woken up a little bit late with that anxiety feeling? You’re fast asleep and suddenly, you wake up - BOOM! “Oh, crap the alarm didn't go off,” or whatever… and you go flying out of bed! Everyone knows that feeling... You get that hasty, “Oh, My Gosh,” feeling and you go flying around to get all the pieces together, and jump in the car… You’re like "Oh, my gosh, hurry!” You go super fast as you're driving to the office or wherever… Finally, you arrive wherever you're late for and you're like, “Oh, my gosh, I'm sorry!” ... and the rest of the day you kinda feel a little bit off! Q: Is the rest of the day really off or is that just kinda how you were pre-framed? What's interesting about RAS receptors is that, once we focus on them, the brain starts to look for those things above everything else… The great news is that we have a lot of control over *WHAT* we focus on. I was talking with my wife ('cause I teach her a lot of the things I learn to make sure I know them)... I was like, “Did you ever notice how when we bought our car, we suddenly are seeing that car all over the road?” (We got this new car, it's like a family car, family SUV 'cause we've got three kids.) She's like, “yeah!” I was like, “I learned why! It's because we have these things called the RAS receptors and whatever we put our attention on we start seeing in the world.” .And so that brings me on to another way I like to prepare… SEE YOUR FUTURE Before I go on stage, I make sure that I’m visualizing:

Anyone can make extra money on the side. But the moment you get serious about having a big impact on others, you'll be forced to deal with a lot of your own skeletons in the closet… I love my childhood, but just like anybody, there's a lot of garbage which can come from things that were even unintentional. So this episode’s a little bit different. Recently, I took a five-mile walk around where I grew up, I wanted to face some skeletons in the closet to help me move forward. You have to will your future into existence. … but that’s waaay harder to do if you’re still hiding from your past! BECOMING AN ENTREPRENEUR… Oftentimes, we think that if we leave, go somewhere, or sacrifice time to go and build something, we'll miss out on things. But it's just not the case. I walked through my childhood haunts and it's pretty much exactly the same when I was last here. And so you're NOT really missing out on anything by choosing to go sacrifice some… Time Comfort Pressure ... in order to create the life that you really want! You'll realize that ‘the sacrifices’ aren't really sacrifices at all. So with that, let's cue the ghosts; it’s gonna be a little bit raw. VISITING WITH SKELETONS I grew up in this house… ...and I’m walking down memory lane here. I was at a Russell Brunson event in Denver, (which is where I grew up), and on the first day, I just couldn't get an idea out of my head. I was like, " I gotta go walk around where I used to live." It was an hour's drive, so I jump in an Uber and did some filming… I'm the eldest of six kids… When I was growing up, we weren't poor. My dad was an executive at IBM most of my childhood and he started two companies and ran them. I watched him be an entrepreneur; he changed my life, and obviously, my mom did too, of course - she gave me life. I love my parents and my family - they are amazing; they taught me so many things. All those yard stories I tell you about - the yard’s behind that house. All the times where we ran from golf course rangers... … the golf course on the other side of the house across the road. My family doesn't live here anymore…. I knocked on the door here and I was like, "Hey, I used to live in this house." That's probably weird... but from age 5 to 20, I lived in this house. During my late teen years, I was in and out, but I officially left the when I was 20. DOCUMENTING THE JOURNEY One of the purposes of Sales Funnel Radio was to do something kinda ballsy - I wanted to leave my job and document all the aspects… … and Sales Funnel Radio has been an awesome platform. As you grow up, there's a whole bunch of stuff that happens to you, and one of the purposes, (like I said), of Sales Funnel Radio, is to document the journey. And over the last 3-6 months, something different is going on for me, so I want to document that too! And so, this is me documenting the garbage that I've been trying to fix… and WHY it’s sooo important for my success. FACING GHOSTS I believe anyone can make money in this game, but there's a certain spot you hit where you stop and you can't go any further into the future until you find some way to shake hands with your past. ...and that's what I'm trying to do. A lot of you guys have reached out and been like, "Steven, take more time for yourself." I actually take more time for myself than you might realize or know that I do, and it’s because of systems and processes - I've gotten good at them. I haven't built a funnel since November of 2018 I’ve maybe built a single squeeze page or something like that… But for the most part, I haven't touched my own funnels. I don't do much on my podcast episodes anymore. It's the system. It's the team. I have incredible teams and incredible funnel builders - they’re awesome. Q: So what it has allowed me to do? A: Let me tell you... I've never been able to go spend time on myself because I've always been in a job. I've always had to work, work for somebody else. I've worked in... Construction jobs. Discount Tire. A plastic factory - that was my first job. Pool Maintenance - I was a pool boy. A golf course across the street. A clothing store Sports store. ... I did all kinds of stuff. I had 16 jobs by the time I left home (... a lot of side stories there) But here’s the point… If you don't learn to make money for the sake of making more money in general, do it for the hidden benefit of being able to spend money and time on you. Because I just want to share a pattern that I'm noticing. If you’re feeling stuck, you need to find some way to shake the hands of your past … and, frankly, you may not enjoy it. I'm not saying that my past is super dark, but there's a lot more dark than I've ever let on… ...

You can publish the exact same content on multiple platforms and get completely different reactions from your audience. Why?! I really don't read that many books! I have a different method of learning - that’s kinda controversial… and a few people have gotten a little fussy with me about it. Here’s what went down... (and it’s kinda funny!) A little while ago, I was talking about a book that I had consumed. I was like, "Hey, I read this book." What I meant was that I’d listened to the book. Then someone reached out and said, "Stephen, did you actually read the book or did you just listen to it?" I was like, "Who the freak cares?" So I wanted to address that question... because it raises a few interesting points that can seem, at first glance, kinda opposing … 😉 I want to let you know... The REASON I consume books the way I do. WHY it matters WHERE you share your content The ‘A -Word’ I HATE… WHAT matters MORE than WHERE you get your content from But first, let’s start with WHY I don’t read that much... HUNTING ANSWERS I'm NOT a slow reader, but it's NOT abnormal for me to spend two to three months reading a book. ...and maybe you're like me, but I'll read a paragraph and often, I’ll get distracted by thoughts... I'll sit back and ask: "How does this plug into my framework? Does it fit here or there?" The question I'm asking is: “Is this TRUTH?” … just because it's in a book doesn't mean that it's true, right? I’ll go off on these mental tangents… and that can take A LONG TIME... ...so because of that, sometimes, I just want to absorb the main ideas from a book and so I’ll just go with the audio version. Back in the day, when I first started this game, I read more books cover to cover, but now that I've read enough of them, I focus more on… Executing My specific questions ... and that's what guides my education. I'm more hunting answers rather than trying to consume and master all the content. I want the information faster and I wanna know the key points quicker. I can listen to books at 2 x - 3x speed, and be like: "Oh my gosh, key point. How does it relate to the framework I know causes success? BAM. You know what? I thought that was a cool idea, but I actually don't think it works. It's an attractive idea, but that doesn't mean it's right.’ Okay, let's NOT insert that idea into the framework…” I think A LOT of people, feel weird about the fact that they're listening to a book, instead of reading it. I've heard many people apologize by saying, "Well, I didn't read the book, I just listened to it." *THAT’S STUPID* ...seriously, who cares? It doesn't matter! I consumed the book, (let's call it that). STOP GETTING HUNG UP! If you're like me, and you like listening to books, stop apologizing for that. It doesn't matter! Who cares, okay? Yes, I listen to books. I listen to books far more than I read them. I know some people will be like, "Well, you have to read the book to take in the information! " But that’s NOT TRUE In my head, it’s like the movie Beautiful Mind... I can close my eyes and see my framework and where it plugs into all the frameworks of my favorite funnels. I can see all the follow-up sequences and all the promo sequences. It's drawn out in my mind. One of the reasons I use my whiteboard like crazy is 'cause drawing is how I learn. Now, let's get historical here… CONTENT MARKETING BC Back 2000 years ago, a lot of the time, Dads were big storytellers, and people would listen to their grandparents and their fathers. Q: And how was information passed? A: By speech. I can guarantee that none of the kids were sitting around going, "Dad did you read that in a book ...or did you just hear that from grandpa?" … you know what I mean? Just because the method of passing on knowledge has changed doesn't mean that the knowledge is bad. Thousands of years ago, orators, (people who got up and spoke) were the teachers... There weren't many books. It's NOT like they were over at the printing press - they were handwriting that stuff, man. No one was sitting around saying, "I'm sorry, I don’t believe you unless it’s handwritten with a quill on a scroll!” Too many times we get caught up on the whole method of information delivery. Don't apologize for the medium that you learn from the best. HOW I LEARN… I listen to audio... I’d rather download a program and listen to it while I'm going about my day than sit down. Sometimes, I need to pace around. However, just to get contradictory here, there is a subconscious power of a platform that you can utilize to boost *COUGH* your ‘authority’... And that is the second point I wanted to make in this episode. BOOSTING YOUR ‘A- WORD’ WITH CONTENT MARKETING One of the biggest questions I get asked is, "Stephen, how do you become an authority?" I'm like, "Man, I don't freaking know?" In fact, I was talking to Stacey Martino, an amazing relationship expert, at the Unlock the Secrets Event. I was like, “... sometimes I don't know whether to burn my skeletons in the closet 'cause

When you get down to the core of it, the list of roles Marketing owns is actually quite small. Powerful, but short. Recently my revenue took another BIG jump, but funnily enough, I'm doing less of the things that MOST people spend ALL their time doing (e.g. funnel building and posting on social media)... So I started thinking about why this happened? And it all came down to a very interesting principle that enabled me to come 2nd in an affiliate competition (that I didn’t even know was going on)! Here’s how it happened… HOW TO BE A MARKETER A few months ago, ClickFunnels was doing this BIG promotion for the One Funnel Away Challenge. I promote with the One Funnel Away routinely because I think everyone should go for it. Besides ClickFunnels itself, the OFA challenge has probably been one of the most life-changing things that ClickFunnels EVER put out - so I talk about it A LOT... Well, I didn't realize that my launch of makeaffiliatesgreatagain.com happened to coincide with the exact time when ClickFunnels was saying: "Hey, we got this cool contest going on." I had no idea that there was anything was going on… … and look where I ended up... *Holy Crap* it's amazing! I rode a jet ski for three hours and my back’s all sore 'cause I got six feet of air a few times… so you might get to see my fly one day - #Ouch! I haven't had a break where I just hang out, in quite a while, and… I'm at a point now where I'm trying to orchestrate some more self-care. I've worked my butt off! What I’ve done in the last year-and-a-half is pretty rare, but it's come at a cost! So, I'm excited to start doing more self-care and stuff, (and, I'm just being open and real and honest with you. This is part of me documenting the journey, right?) For a little while, it was kinda rough. Here’s what’s funny… I didn't know that I’d come 2nd in this affiliate contest until I got a message saying, "Hey, you're coming to Lake Cascade." I was like, "What are you talking about?" But that's not the point of this blog 😉 Instead, I want to share with you… The 3 roles I have in my company Why it looks like I’m doing sooo much, but I’m working less than I ever have What marketing is NOT WHY MARKETING IS IMPORTANT My role in my company is the CEO, but I'm also the marketer. In the last four weeks especially, I've been thinking about my role as a marketer... But first of all, let me share *MY DEFINITION* of marketing with you… Marketing is the act of changing beliefs with the intent of a sale. Marketing has very little to do with logos, that's branding. Marketing has very little to do with slogans, with color schemes; that's not marketing. Marketing is the act of changing beliefs for the intent of a sale. ...and so, how do you do that? I frequently get asked, "Steve, what's your daily schedule look like?" Or "Stephen, what do you do?" And I get it! ...and it's been interesting to look back and realize what marketing is not. Now, as I say this, I might ruffle a few feathers, but just stick with me for a little bit, okay? Marketing is NOT the act of funnel-building Marketing is NOT the act of posting on social media. ...those are ways to deliver marketing, but they’re NOT marketing itself. Marketing is NOT publishing … I’m NOT marketing now unless I choose to try to start breaking certain false beliefs. I do use my podcast and blog to launch certain products, and you’ve probably seen me do that! But put quite simply, marketing is the act of changing beliefs with the intent of a sale. So it's been interesting to sit back and ask, "What activities in my company fit that description?" I'll be honest, at the time of writing this, I haven't built a funnel in six months. It looks like I’m doing loads of stuff because of the content that gets produced, and I'm not gonna lie; I work like crazy. I work my butt off between 9:00 AM and 6:00 PM. Going up to OfferMind, (or when there's a huge thing about to launch), I spend more time, but besides that, I only work 9:00 to 6:00… But as I mentioned, my revenue is still growing in leaps and bounds.. HOW is this possible? A: It’s simple! MARKETING BY DEFINITION If marketing is the act of changi...

After the basic marketing principles are learned, tracking effectiveness really just comes down to simple numbers… One of the BIGGEST reasons why people don't move forward in this game is that they feel that they’re unqualified for what they're being taught. Meaning, they say: "That’s awesome, but it will NOT work in my situation." Besides doubt itself, that attitude has killed more dreams than almost anything else The belief that what they're learning doesn't actually apply to them is, in my opinion … One of the biggest reasons why people don’t move forward in their lives and get what they want. I have a bee in my bonnet about this… and frankly, it pisses me off! I've had so many people say things like: "Stephen, you're in the info product space, therefore what you’re teaching can't work for me, because I'm selling e-comm..." or whatever. So, I wanna teach you how I used specific marketing principles and applied them to an e-comm funnel! I'm following marketing and sales principles, not funnel principles. The marketing and sales principles tell me what to do beyond, "What’s the model?” ...and so I just follow these principles. It doesn't matter what you sell, it has nothing to do with that. BEST MARKETING PRACTICES, (NO YOU’RE NOT THE EXCEPTION) *TRUTH NUKE* You’re selling to a 100,000-year-old brain, so unless you've found that one person in 100,000 who’s found a way to negate the human brain, this applies to EVERYONE. And *YES* … it’ll work for you, even if you're in... Retail B2B Multi-stage high ticket sales. And it’ll work for you EVEN if you don’t collect the cash on the internet… Those types of things are mechanics. I want you to understand marketing and sales at a deeper level than just ‘how do you sell in just a single scenario.’ The principles are the same and the product really doesn't matter nearly as much as people think it does. (Yep, still pissed, but I'll stop pounding that point now!) The bottom line is, everyone could achieve so much MORE if they just actually start executing! SELLING CAPITALISM SWAG I love selling info products for a lot of reasons, but today, I'm gonna walk you through how I boosted the cart value for some physical products… I’m gonna share the case study of my recent Capitalism Swag funnel. This is something that it might be advantageous for you to go to salesfunnelradio.tv to watch - click the link and it'll take you straight to the YouTube channel… *However, my blog writer is awesome - so if you prefer to read you can stay put! 😉 DIGITAL MARKETING STRATEGY - MY OPENCART So this a screenshot of the stats dashboard… The cart was open for about five days, but the stats cover a week, 'cause there were a few follow-up sales that happened because we had some "seen but not purchased" email sequences going. So this is July 17th - July 24th, 2019. There are a few key principles I wanna share with you guys on this, but first, let me show you the funnel... FUNNEL PAGE #1: We gave the option to buy the Capitalist Pig t-shirts. (...and by the way, you can go to capitalismswag.com and sign up for the notification list if you wanna jump on the next drop.) The whole goal of Capitalism Swag is to make rather jarring t-shirts which say the message so that you don't have to. The offer was a $32 t-shirt; which was NOT cheap, but not crazy expensive either. I mean, there are t-shirts out there that cost way more than that… but it's towards the upper range. And let’s face it… It would be really weird to sell discount Capitalist Pig t-shirts - that would be against the actual message. Anyway… There was a male fit and a female fit. You could buy 1-5 shirts of any size. We added a $19 bump - which was a hat. It's so dumb to not have a bump! Anyway, the bump was 19 bucks, which is very comparable for a hat. FUNNEL PAGE #2: On the next page, we offered a hoodie for $69... A little bit more expensive, but it was a super nice one. ...and it was like, “Hey, whatever size shirt you chose on the last page, that's the size of the hoodie you’ll get.” For the next page, I remembered a powerful lesson I learned back in the day when we launched the Expert Secrets book… DIGITAL MARKETING - EXPERT SECRETS STYLE I’m very observant, it's one of my superpowers, and when I was at ClickFunnel I observed what Russell did like crazy! One of the things I noticed was that, a lot of times, when Russell sold a book, something physical, swag, or whatever it might be… The first few steps in the funnel were physical because the perceived value is extremely high… However, the cost of goods was also high because you’...

Understanding some simple 'laws' around marketing greatly increases the chance of a successful product. It's not a linear scale. It's exponential. A small principle massively determines a product's outcome… I was just chatting with my crew, Colton, and Austin, I asked: "What are the most common issues you see when people are talking about their products?" You have to understand the unique position that we're in… I'm coaching like crazy, and they're here listening, hearing the questions, and my responses… We also spend time going back and forth on principles of our own to figure out how to sell MORE stuff… It's a very unique room! Every once in awhile, it's cool to sit back to think through what we’re learning. In fact, I picked up one of my favorite books and reading some of the pages I haven't read yet… (which is funny as I just called it one of my favorite books… which is true, it is,! But it was a part of the book I haven't really read that much yet…) … and all these things that I’ve been teaching and going through, the guy's saying the exact same thing. I was like, "Man!" I had this moment of stopping and reflecting on: What am I learning? What are we learning as a team right now? … and that's been really helpful. So I encourage you to make some time to do that also… Take a moment to sit back and think about what you’ve learnt on your entrepreneurial journey here? PRODUCT MARKETING & THE ENTREPRENEURIAL JOURNEY I recently did a podcast interview with somebody and they asked about my coaching style. I did NOT go out to be a coach. I am a coach, but that's NOT ‘what’ I am. I have a motorcycle, that doesn't mean that I'm a biker. … and equally, coaching is only just part of what I do. So… If I have the goal of what I'm moving towards as an entrepreneur, ( and this is what I was talking about in the interview I was on)... As a marketing coach, I'm gonna go in and teach cash models - that's what I'm promising to teach, and that's exactly what I do. I teach models that cause cash, as a rule, NOT an exception to the rule. i.e., "As a rule, when I do that, da-da-da-da, cash pops out the other side.” Now what happens is when I'm teaching these models, there’s this really crazy thing that happens inside of each one of us… ...it happened to me, and it still happens to me! We see the goal and we see where we are currently, (and I've talked about this a little bit in the past), but what happens is I start to say: "Oh, you know what? I actually... I'm not actually worthy to pull that off yet." And maybe ‘worthy’ isn't the right word, but, "I'm not ready to pull something like that off yet???" The ‘me’ of even a year and a half ago could NOT handle what I'm doing right now. … it has nothing to do with systems and teams and all that stuff, ( I have those things now), but the ‘me’ of a year and a half ago would NOT be able to pull off what I'm doing right now…. There's no way! I've grown way too much since then! So what happens is we're like, "Hey, I'm gonna go hit this goal," and as we start progressing towards the goal, all of these little blocks, all these obstacles pop along the way. Bam, bam, obstacle, obstacle, obstacle, obstacle… … and tons of false beliefs about our capacities and our ability to move forward: What should I be selling? Who should I sell to? "Oh, you know what? I'm glad that business didn't work, otherwise, I'd be stuck selling in it." It's like these scales that pop away from our characters and these character flaws just start melting away from us. ...and this is a very not-fun thing to go through! It's one of the reasons why so many people don't make it. It has very little to do with the model that we're teaching. 99% of the reason someone doesn't make it in this game is that they can't hack the growth. That's it. And that's a false belief - EVERYONE can hack the growth. I'm watching my little one-year-old: She's walking She's eating She's teething ...she's going through a whole bunch of growth and it's super similar to going through growth as an entrepreneur. You can handle it, EVERYONE can handle the growth, but what they don't have is confidence in their ability to execute. Now that you know that about yourself, (and all these character flaws and things start popping up), what you have to be cognizant of is: "Oh my gosh, I have these character flaws I didn't know I had." Here’s what to do: Write them down! Write them down! Become conscious of them. Don't tackle 'em all at once. Don't compare yourself to another person. It's you against you, and it's you against yesterday.<...

One of the simplest ways to create the noise needed for large sales is to get public about what you're fighting *for* and *against*. You'll find the added polarity CAN carry your product faster and further than you could on your own... I’ve been making some people pretty livid recently… ...and it’s ALL because of ONE simple sentence! What if I could share this dangerous fill-in-the-blank sentence with you, (it has the power to totally revolutionize your business) - would you be interested??? *CAUTION* … this sentence isn’t for the weak-minded and it will probably bring you some haters!!! (I’ve definitely been feeling nervous recently). But it’ll also help you to… Develop your attractive character Define your market Increase engagement with your content Grow your following (which is one of the questions I get asked most often) …so are you ready to take this next step? CAPITALIST PIG SALES PSYCHOLOGY #OINK There are a few specific principles that I use which work very well to get my message out there, and they have EVERYTHING to do with The Capitalist Pig! But you have to understand the reason why The Capitalist Pig has worked so well and why I've made such a big deal about my schtick lately. It’s all because I’ve been taking a stand *FOR* and *AGAINST*... So… I'll just tell you right now, the BIGGEST thing you can do is to figure out how to complete this ONE sentence… It’s coming soon…. (Well, I’ve gotta create some suspense... 😉) #HollywoodLaunchCampaign THE SENTENCE IS... ... My name is --------- -------- and I am fighting FOR ------- #Blank ?! and fighting AGAINST ------- #Blank?! *THAT’S IT* You just need to answer the questions: I'm fighting for ------ #Blank?! I'm fighting against------ #Blank?! … and if you can fill out that sentence, suddenly there begins to be purpose behind everything you do. Let me tell you WHY... HOW TO INCREASE SALES Recently, I had a chance to go consult with a clothing company for the whole day and we talked about how to create funnels so they could sell MORE. They do a lot of e-comm in traditional methods, such as Shopify but they were like, "Hey, we want a funnel." So I had a chance to hang out with them. They make a lot of videos, and they'll go live like four hours every day selling clothing... and they make A LOT of money! So I started asking them, "Which articles of clothing sell the most?" They said, "Well, it changes a lot because we get so many new pieces in." They named a few types that did really well, and then at the end, (and this is fascinating), they added, "And frankly, any article of clothing that’s tied to a purpose." I asked, "What do you mean?" And *this* is what they told me: "Any article of clothing that is tied to a bigger ‘why’ than the clothing itself ALWAYS sells more than anything else." I’m telling you this to illustrate the point that, it doesn't matter… What you're selling... What you're doing… What content you put out... YOU NEED A ‘WHY!’ The Capitalist Pig thing, I totally do it for that reason. Ever since I started posting about being A Capitalist Pig, I’ve had people reach out to me totally #LIVID! (... until I get the opportunity to explain to them why I do it) I tell them: "Look, I just don't believe that we should get government hand-outs." They say, "But I believe we you should take care of people." I'm like, "I do, too!” In fact... I believe can take care of more people when I'm rich rather than poor. They're like, "Oh, okay. Yeah, me too.” It’s NOT about me living in an ivory tower. But when you say: "Hey, my name's ------- -------, I'm fighting FOR ---- #Blank, and I'm fighting AGAINST---- #Blank!" … in the long-term, people care MORE about your cause than what you sell. Do you hear that clearly? Get public about what you're fighting for and fighting against. More and more, people are WANTING a heavy scoop of opinions on the side of their product purchase... We all have products, (and that's great), but until you have a cause you’re kinda invisible. FINDING YOUR CAUSE In Expert Secrets, Russell explains what causes a mass movement; he teaches that you need: An Attractive Character," (that just takes practice). A Cause, (which is what I’m talking about, but most people kind of skip over). A New Opportunity. The new opportunity is the one that everybody typica...

Just cause you have a BIG list, doesn't mean you have BIG leads. Here's how I turn optins into leads… There’s a HUGE difference between optins and leads! A lot of people are super impressed by list size… However, #TruthNuke, just because you have a BIG list, it doesn’t mean you have a ton of buyers. The whole reason why you want to build a list is to sell So I want to show you how to turn your optins into leads in the quickest MOST effective way possible. What I’m about to share with you is some serious sales psychology because the bottom line is… The more you understand human behavior, the better marketer you'll become. OPTINS VS LEADS On a basic level, the function of someone putting their email in, and you thinking, "Oh, I got leads..." might look the EXACT same as when someone opts-in… BUT! ... when you think about sales psychology itself, you might NOT be getting a lead at all. Let me explain... Q: Have you ever done door-to-door sales? I ask because door-to-door sales taught me something REALLY powerful! Here’s how… I did door-to-door selling pest control. I'd walk up, knock, and someone would answer, but when I was out knocking doors was I handed a list of people who were… Leads? Asking for pest control information? Q: Did the act of someone answering the door and engaging in a conversation with me make them a lead? A: NO, it didn’t! ***I'm bringing this up because there are times when I've gone through somebody's funnel, and I'm like, "Oh, sweet funnel. This is actually a really cool funnel." They're like, "Look at how many leads I'm getting." I'm like, "Your leads aren't really coming until step two." They're like, "What do you mean? The optins are GREAT! But, NO! There’s something key they’re missing... I want you to pay attention to THE FACT that… Someone who opts in for something is NOT necessarily a lead. THE DIFFERENCE BETWEEN OPTINS & LEADS? Here’s a CLASSIC example: Let's say you have a standard lead magnet page with a FREE PDF to download … A typical page layout would be: A page with a headline: “DOWNLOAD THIS COOL FREE PDF” The FREE PDF An email entry field which says: “Put your email address down below so we know where to send your PDF, yada, yada, yada.” A button Now, let's say that AFTER some has downloaded your FREE lead magnet, you actually want them to buy a software trial. Once they’ve given you their email to download the PDF, you have a list which you can send to an email sequence that pushes them to the software trial. So the steps are: They optin You put them on a list All these emails push them to: "Go get the software" But think about this…??? Q: If somebody opts in are they actually a lead yet? A: A lot of times, NO! Q: So when does someone become a lead? (And this is important to notice) A: … it depends on whether you started talking about the software on the first page. If you didn't... they're NOT really a lead yet! Put simply... A lead is somebody who has an interest in what you’re selling ... that's it! So when I was knocking door-to-door and someone opened the door - we can say, they kind of opted-in. When I made the list of those I needed to follow back up with at the end of each day - I was looking at my leads. BUT… The leads weren't every single door on the street. I was like, "You know what, there were two people who were really interested." A lead is somebody who expresses actual interest in what you’re offering while an optin may just want the free PDF. An optin is an act to get the FREE… it's the act of getting on the list. A lead is an act in the actual sales process. Does that make sense? BUSINESS LEAD GENERATION OPT- IN: “I'm opting in for whatever gets me on the list.” LEAD: “I'm actually showing interest in the sales process.” I'm telling you this because it's a powerful difference. And it might sound like, "So what, Stephen?" But you need to understand that… The whole reason why you want to bui...