Stay ConnectedIf you want to be successful, you must learn to think like those that are successful.
Self-made multi-millionaire Dan Henry sits down with successful entrepreneurs, authors, thought leaders, and influencers for a candid chat on how they overcame the odds, solved critical problems, and ultimately, how they think.
This show helps you up your mind and money game, so you can make mind and money gains.
Copyright: © 2020 | The Dan Henry Show
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This question defines your success...
Let me put you in a situation...
You take your boyfriend and or girlfriend out to dinner with their parents. It’s the first time you’ve ever met them and you’re pretty nervous.
During dinner, the father of your significant other leans over and asks you, “So, tell me, kid. What do you do for work?”
What do you say?
How do you explain it so he can understand?
If you can’t answer that one question in a clear and concise statement to anyone that asks, then your entire business could be at risk!
HOW?
In today's episode, I will teach you the BEST way to answer this question so you don’t risk missing out on huge deals, opportunities, and potential clients!
Knowing what I’ll teach you today will give you a clear path for your brand, marketing, and products…
In this episode, Dan is going to cover:
If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)
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Book a FREE Strategy Session here!
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Click here to watch the webinar now!
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— TRANSCRIPT —
Hey, everyone. In today's episode, I'm going to go over the number one question that every failed entrepreneur cannot answer. And if you can't answer this, you're on your way to a successful business.
Alright, so this one is something I deal with. Literally every week I will meet entrepreneurs. I will have coaching calls with people that, you know, get in our coaching programs or in our mastermind or whatever. And it's funny because everybody that's struggling, everybody that is having a terrible time getting things off the ground, right? Like really getting that first initial push out there, your first funnel, your first webinar, or whatever it is. And they just can't seem to move past a certain sticking point. They all have this one thing in common. And that is the ability to answer one simple question. What do you sell? That's it, I cannot count the time I've been on coaching calls or just at a party, you know, where I'm I meet a bunch of business owners or, or people that are, you know, trying to be business owners or just regular people who have a business idea, whatever.
And I'll literally say, what do you sell? And this is what I'll get. Oh, well see. Okay. So well okay. So well here's my story. And I'm like, Whoa, I didn't ask for your story. I asked what you sell. Well, let, let me explain it. Well, you don't have to explain it. Just tell me what you sell. Well, well look so here. So here's what happened. No, I don't want to know what happened. What do you sell? Right. And that right there is the problem. If you cannot explain what you sell in one clean sentence, one short, super clean sentence, then you don't have a business. You don't. I call this an RMS, a refined marketing statement. Okay. It's something that we teach in our sold-out courses program. And without this, you'll never sell a super-profitable or successful digital product, but really you won't sell anything at all.
Except maybe some candy or like a snow cone maybe, but here it is. What do you sell? So an RMS is I help market or audience get desire without the alternative things that they have tried and failed by my specific vehicle. Well, let me break that down. So for instance, let's say that you are a, let's say you have an online course that sells to authors, right? And what you specifically teach is you teach authors to give up the big stages trying to go for these big stages because the big stages they don't pay much and they just get you on there for free, because it's, you know, thinking that you'll get cloud and you want to get up on stage and or you have to sell or whatever, and you won't get, you won't get those stages because they're super competitive or you have to be a great stage closer or whatever.
And so you teach speakers to land small corporate events of 10, 15, 20 people go in and train these corporations and get paid a high ticket amount. So let's say that, you know, you want to help a speaker land a gig at a, I dunno, an automotive dealership where that automotive dealership has a budget every quarter for training. And so they're willing to pay a sales trainer, 10 grand to come in for the day and speak to their team of 15 sales reps. Right? So let's say, that's your thing. Now you could simply say, I help speakers make more money speaking without landing huge events or having to sell from stage by doing small high ticket niche, corporate events done. Right? You make it super clear in one sentence because if you cannot do that and I call it, I call it “The Dinner Table Test”, right?
Let's say you're out to dinner for the first time with your boyfriend or girlfriend's parents and boyfriend or girlfriend’s father leans over. And he says, what do you do if you can't say in one sentence to your new girlfriend's father or boyfriend, whatever, what you do and have him go, Hmm, okay, got it. Then you cannot possibly market that. You cannot explain that to your customers in any sort of a, with any sort of efficiency, right? If it takes you a 10-minute video or a 60-minute webinar or a string of emails or random 30-minute lives where you don't get to the point for 20 minutes, just to tell people what in the ever living hell you sell, then you don't have a business. You have a BS hybrid hobby idea slash pipe dream. I don't know what to say. Okay. Or you have a business, but you cannot articulate it yet.
And therefore it's very difficult to market. You have to be able to say that in one sentence, for instance, mine is I help experts sell their knowledge online without live launches, live webinars or joint ventures by selling an auto green webinar through paid. Right. Boom. Now I could, I could shorten that and say, I help experts Southern knowledge online. And that's, that's a short version of an RMS and that's great for your byline or a bio when you get interviewed on a podcast or that's what I would tell like a father at dinner with a girlfriend, but to your market, you can be either you can do the full RMS, which is what I just, you know, I help “audience” get “desire” without “common roadblock” through “the new vehicle”. Right. And there's a lot more to the RMS than what I've covered here, because it's not just about, you know, you really have to dive into the actual desire.
Is it accurate? The actual roadblock? Is it, you know, how do you articulate the roadblock in a way that makes them feel like they know, or you know exactly what they're thinking, you know exactly what they've been struggling with. How do you articulate the new vehicles so that they feel it's a new vehicle and it's something new to try because people, you know, they like to try new things, right? If you were dieting on, on a diet and you couldn't lose weight, would you try harder at the diet or would you try a new diet? Well, most people would try a new diet. Okay. Because we are programmed to try a new method, a new thing. Even if that thing isn't necessarily a new method, as long as you can package it and articulate it in a way that makes them think it's a new method, then not only will they be more likely to buy, but there'll be more likely to actually take action and use it.
So that is a super, super, super skim. The surface explanation of the RMS. And trust me, this is like the most core thing. Like when I'm on the coaching calls in like sold out courses, you know, people will think that they've nailed it. They'll come on the call. You know, they'll be like, Dan, I can't, I can't figure out my webinars just don't know what the direction is. And I said, well, what's your RMS. And they'll say to me, and it won't make any sense. And then we'll, we'll make it make sense. And then they'll be like, Oh, I get it now. And then when they go to do all their marketing, it just becomes easier. Right? And that's the thing is if, at your core, you have a strong RMS, a strong ability to simply say, what in the freaking heck you sell.
And that flows out of you easily, that clarity, that clarity in articulation of what you sell and how you help people will make every aspect of your business easier. It'll make every aspect of your business so much easier to create webinars, emails, funnels. All that stuff becomes super easy. But if you go into that stuff and you're not clear, everything's gonna seem hard. Everything's going to seem overwhelming. Everything is going to seem like you don't know what to do next. And it's not that you suck at funnels or email copy or any of that it's you don't know what you sell. You just don't any may think, you know what you sell, but unless you can articulate it in one clean, clear sentence, you don't know what you sell. And if you don't know what you sell, your customers won't know what you sell.
And no amount of funnels, emails, webinars, sales, pages, none of that will help an offer. That is not clear. So my challenge to you today is to get clear, get clear on what you sell. And if you happen to sell digital products, you can always check out our webinar on how I took a simple idea and scaled it to a $10 million online course business. Okay. I'll leave the link to that in the show notes, or you can just go to sold-out courses.com and check that out. All right. I'll see you guys in the next episode. Love you. And remember, be clear.
>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<----In this episode, Dan is going to take a deep dive into what it really means to “work for free”, how to change your mindset around it, and how to leverage it to get exactly what you want out of your company or career.You hear people say all the time, “If you are good at something, never do it for free.” But the keyword here is GOOD. If you haven’t yet built up your skills to a place that are worth charging for, then how are you going to charge people for your services?The world has this common misconception that you should never work for free, but let’s break down what the real outcome of working for free leads to if you do it right…Dan learned when he was first starting out that he didn’t yet have a skillset to charge for, so he took on some work at no charge. He made a deal with the employer that at the end of the job if he had at least done a good job, he’d give Dan a testimonial in return.At the end of the day, Dan wasn’t working for free, because he had gained something of value in return. It was then what he did with those results (how he leveraged them) that provided him a return payback.In this episode, Dan is going to cover:Why “working for free” isn’t actually free, if you do it the right wayWhat “results stacking” is and how to master itHow to leverage your “free work” to work for youHow to get out of your own way and understand your worth based on the market, not what you think you should be worth“It is not bad to work for free; it’s what you do with it. It’s how you leverage it.” -Dan HenryIf you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)— MORE RESOURCES FROM DAN —Subscribe to Dan’s YouTube ChannelFollow Dan on FacebookFollow Dan on InstagramFollow Dan on TwitterWant Dan’s WSJ bestselling book FREE?Click here to get Digital Millionaire Secrets, FREE!Interested in having Dan’s team personally work with you to grow your business?Book a FREE Strategy Session here!Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?Click here to watch the webinar now!Click here to Visit our Corporate Website: GetClients.com— TRANSCRIPT —Hey everybody in today's episode, I'm going to be talking about how working for free helped me build an eight-figure online business. And should you work for free?Alright, so this is a touchy subject in the entrepreneurial and freelancing world. I see memes and Instagram posts and all kinds of stuff all day long, just completely slamming the idea of working for free. I see tons of people just saying how, you know, it's offensive to think you should work for free and you know, never worked for free and all that. And I just got to say, I think that's crap. Think it's total crap. If you've ever seen the Christopher Nolan Batman movies in one of them, the joker said, if you're good at something, never do it for free. This is the quote by Jonathan Nolan, which is Christopher Nolan's. I believe his brother. I think he like wrote the script or some of the script or something. And I thought this was a fantastic quote. If you're good at something, never do it for free. And I fully agree with that.I fully agree with that. And you're probably thinking right now. Well, Dan, you just said working for free is, okay. Now you're saying if you're good at something, you should never do it for free. Yeah. That's exactly what I'm saying. Think about it. What is the quote? If you are good at something, never do it for free. Well, how the hell do you get good at something? If you never do it? Like, I mean, just think about this for a second. If you never get a chance to do something, how do you get good at it? And how many people are going to pay you if you've never done it? Right. I remember when I first got started in this industry, I was doing Facebook ads for local businesses. And I had to do some campaigns for free in the beginning because people just weren't willing to give me money.And so I remember one of my first campaigns, I did some free work for this business and I got them actually really good results, got some low leads or low-cost leads. And they made some sales. They actually made a profit. But for some reason, the business owner was just not about it. You know, he, he just, I don't know what his deal was. Maybe he was old school or whatever, but even though I got him an ROI, he just didn't want to paint. He didn't want to continue, but here's the, here's the thing I told him at the beginning. I said, listen, I will, I will do a week worth of ads and advertising for you for free. Here's all that I asked if I make you sales. If I make you a profit, I made sure he agreed to this. You will give me a testimonial, a video testimonial in your place of business showing what you do.And he said, okay, now when it came time and I said, Hey, you know, Oh, and I'm sorry. And then I said, and if you're happy with the results, you know, we can continue and you can pay me well when it came time for that, he gave me all these excuses about, you know, his wife saying this and that. And I don't know, I didn't really want to do it, but here's the thing he gave me that damn testimonial. Okay. And I made sure to tell him like, Hey, all right, that's fine. But give me a testimonial. And when he gave me that testimonial, the next person I talked to, I showed them that testimonial. And guess what? I got, I got a paying client. So if you really think about it, you know, I'm not sure I worked for free. I worked to gain something of value, a testimonial showing off my results, whether or not that person signed up is irrelevant because I, something of value.And to me, working for free is when you gain nothing of value in return. If you're not supposed to work for free, then why do we have internships? Why is it socially acceptable to work your butt off, you know, jobs like 40 hours a week when you get out of college after you've paid, you know, 60, 70,000 in college, you know, with interest to call it, Oh, and it's totally socially acceptable to go work for free for like a year. But when you're starting an online business or for freelancing or whatever, or you're coaching, you're telling me now it's not socially acceptable to do some work for free too, to showcase your results so that you can take that showcase and use it to get paying clients. I mean, what is wrong with people's brains? Like seriously, like if somebody went into the online marketing world, just like set off this like brain scrambler grenade and everybody's brains just stopped making logical sense.All right. I remember the first couple of coaching calls I did were totally free. I did a call for this guy that was a doctor and he was an author and a doctor. And I remember I got on the phone with him for two hours, 100% free. The dude never paid me, but you know what? He gave me, he gave me a testimony that said, I learned more from Dan about marketing in two hours than I did in eight years of college and a doctorate degree and an MBA or something like that. And I guess he had taken marketing in college, along with his doctorate because, you know, he owns his own clinic and this, that, and the other thing. So after I got that testimonial from him the very next week, I landed two high ticket coaching clients just because they really liked the sound Oh, that testimony.And it put them over the edge on the sales call and I did multiple coaching. And then I created an online course because I wanted more time for myself and my family. And because I had coaching clients that I got from doing free coaching, those results sold my court. And then I got people into my course and I got more results for that. And I scaled that course to eight figures, literally made a million bucks in the first month, the one that, that two comma club award. And then last February, we did a million dollars in one month in revenue. Like the scale just kept going up. But yeah, it dips down here and there mainly because sometimes you just have internal stuff going on. Like, you know, the thing that, that, that affected my scale, the most, other than anything, what wasn't Facebook ads or marketing, it was getting a divorceWorse than that, that limited my focus. And so revenue went down for a bit, but you know, all of this came from working for free. If you want to call it working for free. And now people pay me $30,000 for coaching. They joined my elite mastermind. They paid $30,000. Last week, we got two people in the, literally got on the call with me, told me what their business was. I said, yep. I can help you is $30,000 for the year. Boom wire. The money they're in, they were at the meeting. Two weeks later, absolutely loved it. Went home, already got results. And then two other people that signed up the month prior already made their money back in the first 30 days. Imagine that imagine paying $30,000 for someone to coach you. And then you, as a result of that, you make your money back in 30 days and you have a whole 11 months to enjoy that coaching and make even more money.To me, that's freaking awesome because I just love it's one thing to make money and grow your businesses. And another, when people just absolutely love your product and your product freaking works. And whether you want to look at it in terms of making money, growing a business dramatically, helping others, all of the above, guess where all of that came from working for free. Okay. But I don't really view it as working for free because I gained something of value and I call it result stacking, right? The more you stack results, the more you can charge, the more you can scale. You know, I'm not, I'm not trying to toot my own horn here because I get paid $30,000 for my coaching program. What I'm trying to tell you is if right now you're charging $200 for a call and you can't make any sales. Imagine me, who is somebody who was in the same position, it was difficult to get them, to convince somebody, to do a four call package for 200 bucks. Four calls for four hours for 200 bucks, 50 bucks an hour. Right now, when I do one, one call is $1,800. I do them sometimes when I just randomly feel like it. But now I sell a package for $30,000 to go from struggling to sell $200 calls to a sense of easily, easily selling $30,000 coaching packages and why it's because I'm, at this point, I got the results to show that I'm in the industry, but why? Because I started by focusing on the result and not on making money. You see, to me, when somebody says, well, we work for free. That means you're all about money. If you're, if you want to be good at something, then you need to do it. And if nobody's willing to pay you to do it, then get your butt out there and do it for free until you are good enough for someone to pay you and then you get better. And then somebody's going to pay you more and then you get better.And then someone's going to pay you more. And then you get better in some who's going to pay you more. But if you sit there soaked in pride, this disgusting, just abhorrence mindset of everybody. You know, I deserve this. I deserve that. And, and you just have this expectation that everybody owes you something when you've done nothing to prove yourself, that's disgusting. That's entitlement and entitlement gets you nowhere. Okay. If I had to start from scratch right now, with everything I know with everything I've done. If, if somebody went out there and freaking, you know, did the little men in black thing to the entire internet marketing world and in a flash, nobody knows who I was. Nobody, everything was poof gone. You know what? The first thing I would do is I'd go find somebody at work for free. I document it. I get a massive result.And then I would scale the living crap out of that. Still, I would do that. Guys, just stop the entitlement, just stop it. Like you're worth what you are worth. Think about that. If somebody is not willing to pay you any money for what you do, then you are worth zero currently, but maybe next week you'll be worth 200 bucks. And next month you're worth a thousand bucks. And three months later, you're worth 2000 bucks. And six months later, you're worth 5,000 and a year later, you were 10,003 years later, you're worth 30,000. But if you don't do anything to increase that worth, whether you start at free or a dollar or whatever, then you're not, you're never going to be worth more. You know, instead of sitting there saying, I know what I'm worth, I'm worth what, and you're not, you don't know what you're worth because you're worth exactly what people are willing to pay.You. That's called the market just because it's you you're talking about now because everybody wants to make everybody feel good with butterflies and rainbows. Instead of telling them how it is, everybody has this idea that they know what they're worth. No, you don't. You're worth what the market tells you you're worth. Guess what? If something comes out tomorrow that kills marketing and entrepreneurship. If, if the world just decides everything is free, guess what? I'm worth squat, I'm worth nothing. And that's called the market, right? That's just called the way it is. So you are worth what people are willing to pay. And if you have results to show, then people are willing to pay for that results. But if you're just sitting there talking about how much you're worth and how you don't want it for free, and you're just sitting there freaking in your little bubble of entitlement, you're worth Jack.That's what you're worth Jack. So guys, please think about it for a second. All the time you spend complaining about how much you're worth and how much people should pay you. You could be out there getting it. You could be out there getting better at what you do and forcing your worth to climb. Cause that's what I did. You don't get, you don't have to take that path. You could just say Dan, whatever, I'm the way I am. And you know what? That's totally fine. I'm the way I am too. But I'm just telling you my personal story on how I took that concept of working for free and turned it into what I have now, which is an eight-figure online business, a beautiful life, good doctors for my son, any materialistic thing. I want literally anything, you know, if I want a Tesla went out and bought a Tesla, Rolex, this and that.Not that those things are super important to me. They're nice, but what's more important to me is memories. You know, like wanting to go on a two-week cruise, I'll go, wouldn't even think about it. You know, my son wants to, I mean, he's a little young right now, but my son wants to go to Harvard and it's super expensive and that's what he wants done. And that, that, that right there is worth a lot. My mother, my father, they get sick. Can't afford the operation. Guess what? I stroke a check. And by the time they pass out from anesthesia, I probably have made it back. And that right there is something that most people would do. Horrible things to get that level of personal financial power. There are people at Hollywood that have slept their way to the top. Maybe even killed their way to the top.Well, that's probably more politics, but all I did was work for free, but yet the industry thinks that's so bad. Like just put things in perspec…
Full show notes at the publisher>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<----In this episode, Dan Henry is going to talk about what happens to every single entrepreneur… the situation where you’re getting started or up and running and your task list is going NUTS. It continues to get longer and longer, you’re trying to delegate it out to your team, and then your team gets behind and overwhelmed too because there’s simply just too much to do or handle.The solution to this is not productivity hacks or task/time management (even though some do help), and the answer will probably surprise you.In this episode, you are going to get to hear a clip from one of Dan’s private coaching calls from within his program (yes, he got the student’s permission ahead of time, don’t worry!), where he will coach this client through, what he thinks, is the overwhelm of his task lists and organization problems.Dan is going to share how the root of his problem is not actually anything within his productivity or organization skills, but something much deeper. And in order to keep his business afloat and successful, Dan will give him the exact answer to solve his problems.As Dan says, “If there are leaves on the ground, chop down the tree.” In other words, solve the problem at its source.In this episode, you will hear Dan coach his student on:How to differentiate between being “all in” on your business, and being disciplined while you run itHow to recognize when it’s time to STOP adding more tasks to your current list and buckle down on your circle of focus, rather than adding even “one more tiny task” that directs your focus away from your core purposeTechniques for how to stay focused or organized in your businessIf you want to learn more in-depth about how to systematically solve problems and stay on track, there is a dedicated chapter in Dan’s book Digital Millionaire Secrets called “Circle of Focus” thatbreaks down, step-by-step, the entire monthly process you should be following as a business owner. You can find the link to the book below.If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)— MORE RESOURCES FROM DAN —Subscribe to Dan’s YouTube ChannelFollow Dan on FacebookFollow Dan on InstagramFollow Dan on TwitterWant Dan’s WSJ bestselling book FREE?Click here to get Digital Millionaire Secrets, FREE!Interested in having Dan’s team personally work with you to grow your business?Book a FREE Strategy Session here!Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?Click here to watch the webinar now!Click here to Visit our Corporate Website: GetClients.com— TRANSCRIPT —Dan Henry (00:00):What happens when you're building a company and your task list just starts getting completely filled up overrun. You're trying to get your team to do things. You're trying to get them to get things done. And it's just all super overwhelming. That is what we're going to talk about in today's episode, where else can you see behind the scenes of a million dollar online business? So you better stick around. This is the Dan Henry show.Dan Henry (00:36):So when you're trying to build a business, this happens to almost everybody. It happened to me, you'll have a situation in which, you know, you're, you're getting started, you're getting everything up and running and your task list is just going nuts. I mean, it's just getting longer and longer and longer. And you start to think like, okay, how do I, how do I get all this done? And you try to delegate it to your team and then your team has trouble getting it done. And, you know, you're trying to get launched. You're trying to get everything going, but it's just super, super overwhelming. And this is something I've dealt with. This is something I've coached people on dealing with. And there's a, actually a very simple answer. And it's not so much productivity or task management or time management. You might be surprised what the answer is.Dan Henry (01:17):The actual answer is, so what I'm going to do right now is I'm going to play you a clip from a coaching call that I actually did earlier today, where one of my clients, Colton came on and he had this exact question. He literally had this exact question. He has a CBD company. He sells CBD flowers and oils and you know, all that he did, that's what he sells. And so this is not, you know courses or consulting. This is an eCommerce product CBD flower oils, gummies, all that good stuff. And he's, he's struggling to get his company off the ground because you know, his task list is going nuts. And by the way, I've actually had his product. It's a great product. It's, it's an awesome product. And so, you know, I really, really wanted to help him. And I really, really wanted to show him the root cause of his issue.Dan Henry (02:08):And I did have to be a little bit hard on him, but that's, I mean, that's why people pay me. That's why people get in my group because, you know, I'm the one that, that doesn't mind telling them as, as it is. I'm very transparent and I don't beat around the Bush. So right now I'm going to go ahead and play the clip from that call. And you can just go ahead and listen in and see how we dealt with it and the advice I gave Colton. And then I'll hop back on after the clip completes.Kolton (02:53):I'm wondering how you stay focused and how you stay organized. Cause I feel like my to list is getting bigger and bigger and I'm working longer, but I'm not able to even make a dent on my list and I've got a team, but it takes longer for me to teach them how to do what I need rather than me doing it myself.Dan Henry (03:11):Okay. So this is something that I've, this hits dear it's dear to my heart and it hits home because this is something that I've dealt with a lot in my business. And you know, I've tried every possible productivity hack out there and there are some good ones and there are some not so good ones. Would you like me to tell you overall how to solve this problem? At, at the root cause? Absolutely. Alright. So I have an, I have a saying if there are leaves on the ground, chop down the tree, in other words, solve the problem at its source. So I, you know, and we know each other, I see your posts, so I kind of follow what you do. I saw posted, and then I keep my, you sell CBD, right? Right. Your main product, the one that you've yet to make a million dollars with it's your first product is CBD, CBD related things, correct?Kolton (04:07):Yeah.Dan Henry (04:08):I saw you post the other day where you said, I forget exactly what it is, but basically you said, Hey you know would anybody be interested if I created this, this monthly membership or course, or whatever, where I talk about this and you know, you pay a monthly fee or whatever it was, you remember that, right? Yes. Okay. So here's the thing that I found in my, in my business and in my journey is that the reason my task list is so big and the reason that my team struggles to keep up is two things. One, I'm constantly experimenting with what works. So it's impossible for my team to keep up and be able to do things because I'm experimenting on what to do and how to do them. So it's impossible to, to expect your team, to be able to keep up when you're in experimentation mode and as well, when you have all these, cause you're the man, right?Dan Henry (05:00):You're, you're the entrepreneur, you're the, it's your brainchild, you're the guy. And when you're the guy, you have all these ideas and a lot of them are good ideas. And so the more ideas you have, you want to act on them. And it's very difficult to not, you know, to not act on them. It takes discipline to do one thing at a time too. You know, people often say to me, Dan, you know, I got this business and I want to start this side business and bit, bit by bit. But I said, well, how much money have you made with the first business? Well, we haven't made much yet. I said, well, listen, when you make a million bucks with your first business, then we'll talk about a second business. But probably I'll wait till you make 5 million. Like if you can't make a million with one business, what on earth would possess you to think you could make a million with a second?Dan Henry (05:42):And it's the same thing here. You're trying to sell CBD and I have your product. I've used your product. It's an amazing product. But if you're sitting there trying to do all this other stuff, like, like you guys have your CBD, right. And I know that you don't have your completely working yet. I know that you can't totally accept orders properly yet. I know that you're still working on some logistics yet. You've added this adoptive plant thing, which is very cute and very cool, but you've added these things before. You can even sell it before you've even been able to sell your core product. And it's a shame because I have your core product at my house. And whenever I get anxiety, I use it. And it's amazing. But again, you're sitting here talking about creating a course and this and that, and I know you want to help.Dan Henry (06:25):I know you want to do that thing, but here's the thing. You can't help people if your house is not in order, right? If your business is not streamlined and in order, you cannot help people because your business will fall apart. Your task list is big, most likely because you're just putting way too much on your plate. And so in order to deal with the productivity and the task list and getting your team to do the things, it, you gotta, you gotta fix the problem at its source. And the source is you're trying to do too much at once. Does that make sense?Kolton (07:01):Yeah, I'm just writing all this down.Dan Henry (07:04):I mean, bro, go get everything in order, focus 120% on getting everything in order to sell your CBD product, make sure your website's working. Make sure I didn't, I didn't something happen where I, I, I got your product and I mentioned it. I was on a Facebook live or I don't even remember what it was, but I mentioned your product and everybody went to try to buy it. And it crashed your website. Do you remember that?Kolton (07:28):Yeah. Yeah. You crashed our site.Dan Henry (07:30):Why on earth would you be talking about adopting a plant and creating a course and all this stuff, if you don't even have your website ability to handle traffic yet, this is not a task or productivity issue. This is a, you trying to do too many things at once issue and then expecting your team to not only keep up with that but keep up with the required experimentation in order to execute all those things properly. Do you get what I'm saying?Kolton (07:58):Yeah. It makes sense.Dan Henry (08:01):Listen, focus. Okay. Get, get that. Get your website. Good. Get, get your product line. Good. Stop taking on new things. Stop taking on new projects. Like I saw you guys all went out and got tattoos of your company logo, right? Yeah. Okay. That's great. Yeah. That's yeah. Yay. You know, but that's all time that could be spent getting your website up. You guys are getting tattoos of your freaking logo, which probably took quite a bit of time. And I get it. It's good to share on social media and yada, yada, but guys like get your website... It isn't even running properly yet. And you're getting tattoos of your company logo. Like I get it, man. I get it. I get, I get that. You're all in on this, but there's a difference between being all-in on something and being disciplined while you do it. Does that make sense?Kolton (08:53):Yeah, that makes a lot of sense. Yeah. And I think I've just had to, I guess, shiny object syndrome or something, but yeah, I definitely keep adding a lot.Dan Henry (09:02):That's how you fix it. You stop adding, I mean, adopt-a-plant, courses, tattoos like, you know, Holy moly man. Like, I mean there, dude, I couldn't get all that done and handle all that simultaneously. And I'm a seasoned entrepreneur. That's created multiple million-dollar companies, including eight-figure companies. And I would never take on that much at once. Especially when you, don't your core product. Isn't even like right now, if I were to send a ton of traffic to your website, would you be able? And here's the other thing I remember we talked about, you have a CBD product and you it's, you know, you have flour, you have the oils, all the stuff was probably the main thing that's going to make you the most money is a recurring subscription where they automatically get delivered that product on autopilot every single month. Correct. You would agree with that, right? Is that set up ready to go? It is not the, why are you getting tattoos and creating courses?Kolton (10:06):Uh, I don't know.Dan Henry (10:09):Listen, I love you man, but you're me 10 years ago... and me 10 years ago was poor unfocused and full of these big dreams that, you know, you can't live those dreams without discipline. It feels great to be an entrepreneur. It feels great to do big things and to do more than that, the people you grew up with that have no ambition, no drive, no want or desire to do better. But that doesn't mean that if you imagine for a moment, like, like, do you know how you take like these, these fuels, right? Like, like gasoline? Or can you go, can you go and tap into the ground, strike oil and then just dip a cup into that oil important to a car and the car will run.Kolton (11:01):I don't think so.Dan Henry (11:02):No, it has to be refined. You know, just like you can't take plutonium and just throw it into a rocket and you know, like the end of it and shooting off, shoot it off. Like these things take refinement. So that raw power that you have that raw desire that raw I've yes, it is better than, I mean, do you have friends from high school that just don't have any ambition? Just don't have any, any, any, you know, want to improve? Do you have those?Kolton (11:31):Yeah, pretty much everybody.Dan Henry (11:32):Right. And, and it, and it eats at you because you know that they could be doing greater things, right?Kolton (11:37):Yup.Dan Henry (11:38):Can I tell you something? Do I have your permission to tell you something that may be hard to hear, but it's the truth.Kolton (11:43):Absolutely.Dan Henry (11:46):Having those dreams and having that drive without discipline is this, you're basically the same as your friends only instead of a loser, you're a dreamer. Losers don't think about big things. Dreamers, think about big things, doers live those dreams, and execute those dreams with discipline. The thing about it is that doers will move on and they will succeed. But dreamers and losers as different as they are, will still inevitably end up in the same place. It's just that the dreamer will be in a lot more debt.Kolton (12:36):Yeah. It makes sense. It's a hard pill to swallow, but it makes a lot of sense.Dan Henry (12:39):It is man, but I'd rather you swallow that pill than the pill that comes five years from now. When you know, you're in debt, nothing's working and your company is in shambles. I'd rather you swallow this pill first. Get it over with, I here's what I would do. I would take all the projects you're working on and I delete 90% of them. I would literally focus on the…
Full show notes at the publisher>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<
----
Have you ever had something come up in your business and then get so rattled that it started to trickle into other areas and wreak havoc?
This can be a very common habit, not just in business, but in the personal lives of people everywhere.
Dan is going to share with you a story about Conor McGregor that shows how even the best can get rocked off their feet (no pun intended!) with a little bit of head trash and overwhelm.
When you can learn to keep or take back control of your positive mindset calmly, you will see that you can accomplish anything you want.
99.99% of what’s happening to you is your REACTION to what’s happening, not what’s actually happening. And it’s incredibly important to keep your cool and stay grounded.
When you can learn to respond, rather than react, you will have mastered the art of self-composition and success.
In this episode, Dan is going to cover:
If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)
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Click here to Visit our Corporate Website: GetClients.com
— TRANSCRIPT —
Hey, everybody. In today's episode, I'm going to be talking about the single most important lesson. Every entrepreneur should learn from Conor McGregor.
Probably thinking I'm going to be talking to you about Connor's whiskey or his clothing line, or how he leveraged his fame in the UFC to build businesses. But no, that is absolutely not what I'm gonna talk to you about. Okay. In fact, I'm going to go back to a fight that he had years ago with Jose Aldo, because this right here, what happened in this fight is exactly what happens to most entrepreneurs that were doing well. But then all of a sudden, everything falls apart and they just can't figure out why, even though they're doing the same thing they did before, they just can't figure out why nothing is working. So have you ever felt like that this right here is going to help you? So in, I forget the year, but basically there was there's Jose, Jose, Aldo, right? And he was the featherweight champion for years, 10 years, over 10 years, this guy was the champion or just for the sake of accuracy, he didn't lose for 10 years.
I'm not sure if he was the champion for 10 years. I thought he was a champion for 10 years, but I don't specifically remember, but either way, the guy did not lose a fight for 10 years. And he was the champion for a long, long, long time. It might've been, it might've been the full 10 years. Anyway, the point is the dude was a baller. He did not lose. And Conor McGregor comes along. Now, Connor on paper was not really anything compared to a lot of the guys that Jose had already fought and smashed, but this guy, Conor McGregor comes in and just he's trash talking. And he's just messing with all those so bad. I remember one interview in the middle of the interview, Connor grabbed his Jose's championship belt and just like ran off with it. Like he just screwed with him so bad.
And Jose was normally a very calm fighter, very calculated, very strategic. And every time he came into a fight, he would win because he would be very careful. He would select his shots and he would let strategy win the fight, not brute force, strength, or brawling. And Connor is a counterpuncher right. Connor thrives on people who come in swinging. That's how he wins. If you come in swinging while on Conor McGregor, he's going to knock you out. That is his specialty is his counter punching. So when the bell rang and it was time for Jose to come out, it was a much different Jose Aldo. Instead of coming out cool, calm, and collected, he comes out swinging for the fences. He was so angry at Connor. He let Connor get in his head so bad that he came out and he was not his normal self.
And he swings for the fences. And when he did Conor McGregor knocked him out cold in under 13 seconds and won the featherweight championship. And Jose is not won it back. At least at the time of me saying this has not won that belt back and also lost other fights since then, what the hell does this have to do with being an online entrepreneur? Well, it's simply this sometimes when things are working well and you know, you're, you're doing your thing. If something small happens and it gets in your head and when it gets in your head, it makes you think that everything is wrong and that things aren't working and you need to change things. And then you just get all out of whack. Okay. I talked to one of the guys in my elite mastermind who actually went on vacation. Recently, everything was going great with this guy.
And he was running an agency is doing cold calls to clients, too, which in those industries, he had previous results and he was doing really well. And he was landing clients left and right. And everything was great. When I talked to him before I left, everything was great. And then I go on vacation, I'm gone for like 10 days a comeback and the guy's freaking out and I'm like, what's wrong? He's like, I lost all my clients. What do you mean? You lost all your clients? Apparently he had some bad luck and a couple of clients left and then I don't know how it snowballed, but he lost several other clients. And he only at about 10 or 11 clients, not, not a crazy amount, but something happened. And the stars aligned, you know, one company moved to a different state and they decided to, you know, take a break.
And then another one had something happen in their company where like their partner stole money or something. And so just all this weird stuff happens. And basically he lost all his clients. And so he's, he's like, Oh, you know, I'm cold calling and I'm not making sales and stuff. And I'm like, man, I'm like the only reason you think that is because you let, what happened, get in your head. You let it get in your head. Okay. And if you just, didn't, didn't focus on that. And you just, it's the same thing you did yesterday. And the day before, and the day before that worked, it's going to work the same. But when you get that on that first call and they don't buy, you're like, Oh my God, everything's, you know, and I've had that happened to me before. I've had similar things happened before.
I remember when I had a course that was selling and it was doing really great. And then I introduced a tripwire to it and it wasn't doing it, which is a little teeny product you sell before they buy the main product and something in that product turned them off and they stopped buying. And I was like flipping out. And I was like, Oh my God. And I thought all of, like, I didn't realize that it was just that one thing that they bought a product. And for some reason, there was something that happened in that product that made them feel like they could do the whole thing themselves or whatever it was, or maybe they wanted to master that first. So they didn't buy the main core, whatever it was. But I started freaking out and I started thinking like, Oh my God, maybe people don't like me anymore.
Maybe people are sick of this. Maybe too many people are selling it, blah, blah, blah, blah, blah. And I was like, crap that, you know, and I felt just like, just like this guy, probably just like Jose Aldo and our sales went down and everything was going to crap. And then I just decided to like refocus. I took a whole day. I didn't do anything. I just relaxed. And I really recentered. And when I recentered, I thought to myself, you know what, let me just work backwards. Let me just do what I was doing. So I shut off that tripwire. And I just went back to what was working before and like that sales picked right back up. And so the solution was just to fix that one thing. But because I was tripping out, I didn't see that clearly. And you know, perhaps Jose was tripping out as well because he's freaking out.
He wanted to tear this. Guy's head off. When, if he would've just went, man, you know, this is a fight. Like any other, I'm going to come out cool and collected. I'm gonna beat this guy. He may have won. Or after he lost that fight to Connor, maybe he could have come out and he lost other fights maybe instead of, you know, coming out and letting that get into him. Hey, I made a mistake. I came out, I didn't do what I normally do. I came out swinging. I should've come out cool and collected. So this fight I'm going to come out, quote-unquote. And maybe he would have won, but see, that's what happens to us. Sometimes we get freaked out and we don't just think clearly. Okay. And so that's what I, you know, that's what I told my class. Dude, go back to what you were doing that was working.
Take a breath, recenter. You will think more clearly you'll get back. Like if you already did it once you can't tell me that you can't do it again. You know? I mean, the only time that happens is if you know, you're selling cigars and the federal government banned cigars. Okay, well, yeah, you're screwed, but that's not the case here. And normally it isn't the case. So the thing is if you've ever dealt with something like this, you just have to work backward and you just have to focus and just stay calm because I promise you that 99.99999% of what's happening to you is your reaction to what's happening. Not what's actually happening. It's the emotional byproduct of your reaction to it. The fear, the panic, the anxiety, it's all about your reaction to external stimuli. If no one ever told you that lost those clients or that your sales went down or whatever, or if you were in a fight, you got amnesia.
Nobody told you that you lost. I'll bet you that when you went back and did that thing again if that stuff wasn't there in your head, you would have performed just as well as you did before because that thing was not in your head to mess with you. Okay? If you let things mess with you that right there is more impactful than any tactic. Any email copy, any webinar trick, any Facebook or YouTube ad technique, letting things get in your head or not get in your head will serve more of a negative or positive impact prospectively than any little teeny tiny technique or method or, or what have you. So what I want you to take away today is that the most impact comes from upstairs. So keep that place clean and tidy. I love you guys. I'll see you in the next episode.
>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<----In this episode, Dan Henry sits down with Dave Woodward from Clickfunnels to talk about everything affiliate marketing! Dave started in 2008 with his own digital marketing agency, and after meeting Russell Brunson joined the Clickfunnels team, and the rest is history!Dave is going to explain to you one of the most significant pieces of starting an affiliate program inside of your company — what to look for in the people you allow to become an affiliate marketer and represent you.Additionally, Dave will cover why "knowing your numbers" can literally make or break new connections and why you can't afford to do that the wrong way.In this episode, Dan and Dave are going to cover:What to look for in an affiliate marketing partner for your companyThe real reasons behind WHY you should (or should not) start an affiliate program for your businessTips and tricks for running an affiliate program for business owners who sell physical products, online courses, masterminds, and digital productsPayout options for your affiliates (how much you should give them for bringing you new business)Why "knowing your numbers" is one of the most crucial pieces of affiliate marketingIf you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)— MORE RESOURCES FROM DAN —Subscribe to Dan’s YouTube ChannelFollow Dan on FacebookFollow Dan on InstagramFollow Dan on TwitterWant Dan’s WSJ bestselling book FREE?Click here to get Digital Millionaire Secrets, FREE!Interested in having Dan’s team personally work with you to grow your business?Book a FREE Strategy Session here!Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?Click here to watch the webinar now!Click here to Visit our Corporate Website: GetClients.com— TRANSCRIPT —Dan Henry (00:00):In today's episode, I have Dave Woodward, and he's going to talk about how to use affiliate and joint ventures to grow your company like a skyscraper. Welcome.Dan Henry (00:28):Welcome, Dave, how you doing, man?Dave Woodward (00:31):Man. So excited to be here.Dan Henry (00:34):That intro gets everybody. Oh, man. So I'm super excited because you know I've struggled in my career with the whole affiliate JV thing, and I believe that you are the number one person to really you're the, you're the, you're the authority on this in my eyes, because you know, at the end of the day at least back when, when I was coming up, you, you headed and you manage the entire ClickFunnels affiliate program, correct? Yep. Yeah. And, and, and I know you've, you've moved on from there, but I mean that program, I mean, how, how beneficial to the company has that affiliate program been?Dave Woodward (01:22):Oh, great question. I can tell you, we actually started ClickFunnels on the back of an affiliate program. Russell and I both came from affiliate marketing and it was really what we knew best. And because of that, we did a lot of joint ventures. We had a lot of friends in the industry and then from that, we actually built it so that everybody who had a click funnels account automatically became an affiliate. And that was a, so there was a little powered by ClickFunnels button at the bottom where everyone if they clicked on that, they made money. And so we set up the entire company based on an affiliation.Dan Henry (01:51):Awesome. Awesome. So before we get into the nitty-gritty, can you just give a little bit of background cause you know, probably most people that follow me know exactly who you are, but just in case just give me a little bit of background on how you got involved in affiliate marketing and in click funnels and just how this all kind of came together.Dave Woodward (02:14):Sure. I started off, I had my own digital marketing agency. Actually, it wasn't digital at the time, it was actually a physical marketing agency. We did a lot of direct mail response type of stuff, and it was 2008, 2009. And I was had a lot of clients who were trying to figure out this whole online thing. So I actually saw a seminar coming to town. Russell happened to be presenting. It was his seminar on affiliate marketing. It was he in Stu McLaren. And so I went there. It's where I first met Russell. I remember he was speaking. He had said basically, Hey, if you guys would like to get to know us a little better, you can go to the backroom and sign up for lunch or dinner, take us out to lunch dinner. So I ran to the back. I signed up for every breakfast, lunch, and dinner Russell had. And we literally just from that became dear friends. And that's really when Russell had done a whole bunch of different things over the years in different industries, some worked some didn't and when ClickFunnels came around, he provided me the opportunity to be in a partner and the rest is history.Dan Henry (03:06):Awesome. Awesome. And, and you know, if you don't mind me asking right now, ClickFunnels is, is probably valued at, at a, at a huge and a huge amount. I mean, you guys have built, you know, you see these softwares out here that, you know, you don't know who the owner is. You barely remember them unless somebody mentions them and then you got ClickFunnels and you guys have everything. You have the software, you have the community, you have the events, you have the educational products to go with the software you have. I mean, you have people that have tattooed your logo on their skin. In fact, I believe there's, there are two tattoos, you know what I mean? That's, that's something. So are you, I don't know how you guys quantify it, but would you say you're a, you know, a nine-figure company?Dave Woodward (03:53):I would think we're real close to that we did about, Oh, I can do last year, we did 136 million, so wow. The multiple on that andDan Henry (04:00):That's insane. And, and would you say that the, that affiliates, because, you know, look I've made, I don't, I don't, I got to look, but I know it's in between maybe 600 and a million. I'd have to look, but I know it's well over half a million in commissions that I've made with you guys. And honestly, I just, I don't actually actively promote. I just recommend people buy my products and I recommend it because I use your product, I use your product every day. And so I recommend it. And that's how, you know, that's how I make my commissions. I don't even actively go, Hey, you should sign up for our click funnels account. I just say, Hey, here's, you know, here's some funnels that I have. And here you can have them, like, for instance, I got this one funnel, it's a chargeback prevention funnel and it's just a very simple funnel.Dan Henry (04:49):And when you know how to use it, it prevents chargeback. Then it's on ClickFunnels. If people download that, then they, you know, I get a commission for that. And so it's, it's, it's great, you know? But let me ask you this. I had an experience with my affiliate program that was sort of devastating and I, that's why I don't have an affiliate program anymore. And I believe you can shed some light on this. When I did my, and keep in mind that if you're a big company, a big software company, this is probably not the case, but for somebody like me, who, you know, I only have maybe 10 employees. I keep my business small. I mean, we're an eight-figure company, but I don't want to be that big. I want to keep, you know, I want to go out on a, on my yacht and spend 30 days out on the water and I don't want to be running around like you and Russell with these events and all this crazy stuff.Dan Henry (05:37):My ambitions don't go that high. So, so, you know, I, I started an affiliate program a while back. And what we found was that because we run so much, so much paid traffic, when we did an audit, we found that about 90% of our sales first from a Facebook ad or a YouTube ad, and then some affiliate got a commission. And then we also found that, you know, with the affiliates, it was everybody always had a question and did I get this commission and did, why didn't I get this commission? And this guy did. And it was like sorta like owning a daycare where all the kids were arguing over the toys. And it took so much of my staff's time. It was so stressful that eventually, I said, screw it. And I cut it out. And when I cut it out, our revenue did not drop at all, but our profits went up because we didn't have to pay affiliates.Dan Henry (06:33):And I didn't have to hire people to, to do that stuff. Now at the same time, if I only did an affiliate program and I didn't do paid traffic, I think that would be amazing because then you've just locked in the fact that like, let's say you pay a 40% commission. Like you don't know what your cost per sale is on Facebook ads and that spend on your creatives. But if you pay 40% commission and you only run an affiliate program, you know, your cost per sale is 40%. So let me ask you this, where do you think I might've gone wrong? Or maybe I didn't go wrong? And how, what would you have done differently? In my case,Dave Woodward (07:07):I think Dan I've seen in your case, I wouldn't have done anything differently. You'll find especially you're selling more of a high-end coaching program. And so with that, you've gotten really good at driving traffic. And I think that if you're really good at driving traffic and you don't really feel a need to have to bring on other partners to actually go out and do that for you, I keep doing what you're doing. I can tell you from an affiliate standpoint I look at affiliates, affiliate marketing is a really large broad term, and I know from our stamp, but one of the things I look at all the time is more from a marketing integration, where I would love to have our, our platform as it is with you. It's basically on the back end of your other products. And those are some of the very best affiliates to have because it's not the hard part that you were experiencing was you get a lot of the affiliates who are out there.Dave Woodward (07:58):They're just out there to make a quick buck. And if your offer isn't converting the way they want, they'll go bounce to someone else. There are no legions. There's no commitment to you. I look at affiliate marketing from a company's perspective as a company, I'm always looking for partners. I want to find partners who are going to be with us for the longterm in your situation. I would say, you know, who are the people? If you were to look at doing a new affiliate program, I would say, who are the partners I want, who have a similar product line for us? I remember Alex Mendoza in years ago with telemarketing seminar. He basically had a product where in the end, if on his cancellation funnel, he actually would refer people to his competitors and the execution and getting the commission. You get an affiliate link because he knew that they were going to go anyways.Dave Woodward (08:43):And so he actually had as part of his exit funnel and the affiliate link that basically took him, you know what? You're going to listen, you're leaving anywayanyways. I want to make sure you go to the right people. And so he basically, he had an agreement with basically another person he could refer to. And it actually was a handoff. And was it worked out great for the customer, worked out great for him. I look at the same thing from your situation. There are people who you work with, people who love your products and services. Those are the people who you want to promote your products. And I'm sure you right now, at this point, you could go to, you've had so many case studies of super successful clients who would gladly refer business to you. And that's the type of an affiliate or partner type of program.Dave Woodward (09:23):I would look at doing more so than just a typical, I mean, Amazon, Amazon's got an affiliate market for them. There's a whole, I mean, major companies have these huge affiliate programs where they really don't care that much about the affiliate. It's just, you know, what, if you're gonna send us additional traffic. Great. when you're building a company and a brand like yours, and even for us I've, we've changed our affiliate program a ton. We used to be 40% and then I dropped it down to 20% to really see people. If they're the right people coming in and they can go from 20 to 30 in the Betsy from 30 to 40, because of what you just heard a tiered type of thing. Yeah. Yeah. Cause I want, I want to make sure we've got the right affiliates promoting. There's nothing worse than people who are out there.Dave Woodward (10:02):And if they don't like you, all of a sudden, they promote someone else. I'm looking for a partner. And I think, I feel like marketing versus integration, marketing, and partner marketing or JB marketing. There are three different areas to it. I really prefer the latter two. I love marketing integration where we're just on the back end. We could be an upsell for somebody else. You could be the exact same thing where you find someone who doesn't have a high-end coaching program where you become their next offer. And that's great, you're not going to get that traffic anyways. They've already come in. They've, they've enjoyed whoever they currently were. And now all of a sudden you can go to those people say, listen, you know, you stop at whatever thousand or $2,000 product. You don't have an additional product, but your clients are going to go someplace anyways.Dave Woodward (10:43):Why not send them to us? And in that case, I would have a partner program with a handful of those people. And I would, I would use a dream, 100 strategies, set that up. The same type of thing would happen from again, if I'm looking at just affiliates I feel it's our diamond. Doesn't just like companies can be a diamond doesn't. And so it's really finding the right ones. When you find the right ones. Again, Dan, we love sending you checks because we know the classes love you. And that's because the clients you send us are good clients. There's nothing more frustrating than the experience that you had, where you're going. Listen, I'm basically, I feel it's just piggybacking on my ads. We struggle with that all the time and people and go, Hey, use my link. And it's like, that's not why we're doing no, no, not at all.Dave Woodward (11:33):And I try so hard to teach our affiliates. Listen, we're going to go get our own traffic. I don't need you piggybacking. I don't want you to buy it. In fact, in our terms of service, you can't bid on our keywords. You can't bid on those kinds of stuff. You look, we'll just kick you out of being an affiliate. What I'm looking for is people who don't know about click funnels and they have their own little niche. They might be in the underwater basket weaving club, and they're trying to teach others how to do the same thing. And I'm not going to tap, tap into that if they can send us leads great. But from a paid marketing standpoint, I don't, we're going to, you know, we're similar to you. We spend a ton of money, a lot of money on paid ads. The last thing I want is an affiliate piggybacking on my ad. Right? I don't need those. And so again, we spent a lot of money trying from a com…
Full show notes at the publisher>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<----Worry. Anxiety. Stress. Panic attacks…If you are an entrepreneur, you’ve experienced things that can bring on all of these things. And furthermore, those feelings can cost you even more in your business or life than the original problem that caused that worry or stress to begin with.Oftentimes, when we experience a stressful situation in our business or personal life, the anxiety, panic, and worry that we have around it is not necessarily because of the thing that happened, but because we don’t UNDERSTAND the thing that happened. When we are confused about the situation at hand, it keeps us locked down in fear and panic.Today, Dan is going to help you understand one thing about your mindset: You can’t change what people do, but you can change how you react to it. You can choose how you let your worry and anxiety manifest, whether it’s positive or negative. And this is your choice to make.Dan is continuously coaching his clients on how to overcome doubts and fears. He’s successful at guiding others through it because he’s struggled through it himself. Not everyone has a coach or mentor, so if this is you, just remember one thing: You need to understand the situation first before you lose your mind. Take the time to fully understand the process, how it works, the worst-case scenario, what normally happens to people? You will learn that you are probably making it out worst than it’s likely to be. And even if it is, worrying about it is not going to do any good for you. Focus on the results and answers.In this episode, Dan is going to cover:Why we worry or stress over problems in our businesses (or personal life)How to change your mindset around solving problems, which leads to less stress for youHow worrying about problems will actually consume more of your time and energy and harm your business in the long run, thus creating even more problemsIf you’re ready to break the patterns of worry and stress in your business and actually start getting things done, then don’t miss this episode!If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)— MORE RESOURCES FROM DAN —Subscribe to Dan’s YouTube ChannelFollow Dan on FacebookFollow Dan on InstagramFollow Dan on TwitterWant Dan’s WSJ bestselling book FREE?Click here to get Digital Millionaire Secrets, FREE!Interested in having Dan’s team personally work with you to grow your business?Book a FREE Strategy Session here!Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?Click here to watch the webinar now!Click here to Visit our Corporate Website: GetClients.com— TRANSCRIPT —In today's episode, I'm going to teach you how to stop worrying in your business and how to actually get things done.Worry, anxiety, stress, panic, panic attacks. These are things that can play our minds in our lives when we deal with stressful situations. So I know if you're an entrepreneur, you have experienced things fires, you know, it's gotta put out fires. You know, you've experienced things that have given you stress and worry. And a lot of times you may find that that stress, anxiety, and worry affect other aspects of your business and your life that costs you more than perhaps the actual thing that you have anxiety around. And so I'm going to share with you something today that I believe by the end of this episode will help you deal with worry, stress, and anxiety in your business, and therefore your life moving forward, it's going to really, truly help you because it helped me. Now, I learned this through experience and through kind of just going through the motions and figuring it out.But as well, I read about it in the book. I believe the name of the book is called how to stop worrying and how to start living by Dale Carnegie. I know it's by Dale Carnegie. I believe that's the title, but I read it a while back and he did mention this and I remember reading it and going, man, that's so true. And it's so, so, so true. And so I'm going to share this, this technique with you or this not so much technique, but revelation often times, when we experience a stressful situation in our business or our life, the anxiety and panic and worry that we have around it oftentimes, is not necessarily because of the thing that happened, but because we don't fully understand the thing that happened. It's because we are confused about the thing that happened. Let me give you a perfect example.A few years back, I got audited and it was a very, you know, shocking experience. When I got a letter from the IRS that says I was getting audited and that I owed all this money over $250,000. Now I didn't, I'm not a tax expert, or at least I, I didn't know much about taxes at that time. And I wasn't really, you know, knowledgeable about the process of an audit. I did, you know, I got that letter and I'm like, Oh my God, I'm going to jail. Right. That's the first thing I thought, they're going to take my house. They're gonna, they're gonna throw me in jail. And I didn't fully understand that in reality, it really wasn't that big of a deal. I mean, in an audit, there are so many things that can happen. You can have a paper audit, you can have.I mean, I knew I wasn't like a drug dealer or I wasn't laundering money or anything, so I didn't do anything criminal. So I didn't worry about that. But because I didn't understand the process, I didn't know, you know, really what was going on. So I had all this stress and anxiety that was really just unfounded. And so I went through multiple experts and eventually I hired a really good lawyer and lawyer granted the lawyer cost about 15 grand, but the overall process was actually pretty painless. It was just a few meetings with the lawyer, some explanations and, you know, in the end, the IRS, and you've got to understand that there are different levels to this, this audit process and paper goes on one person's desk and then it gets transferred to somebody else. And then maybe that person cares or doesn't care and blah, blah, blah.But at the end of the day, the worst-case scenario, I thought, well, okay, what's the worst-case scenario. That's what I asked this lawyer about. And he said, well, the worst-case scenario is you gotta pay all $250,000 plus interest. And that's it. And I thought, well, I don't go to jail or anything. He's like, no, you don't go to jail. You know, I'm like, wow, okay. So I thought, well, worst-case scenario, I pay a huge chunk of money. I go do some webinars, do some product launches. I make it all back. Not really a huge deal, really big blow. It sucks, but it's not going to end my life. And so once I understood that that worst-case scenario, my anxiety, and my worry was relieved. And let me tell you that there were weeks where I worried so much about this city.It distracted me from things in my business that caused me to lose money. And so it was because I didn't understand it. Right. So when it was all said and done, what ended up happening was I had to pay this lawyer about 15 grand and he talked with the IRS. He, he did what he did and he got that. And just so you understand, I didn't, I didn't owe 250 grand. Technically what happened was I owned a bar and I didn't keep very good books, not because I did it intentionally. It just because I just didn't know about accounting. And I actually had an accountant that was working for me at the time who died in the middle of doing my taxes. And like all of the accounting stuff was at her house and it was this big nightmare. And, and so like I had to start over and I had to find receipts and it was just, it was just chaos.And so I got audited. And the funny thing was, is the reason I got audited was because I hired a person who was an actual CPA and she accidentally filed, she filed something wrong. She like filed an extension for one thing, but on another and it triggered it on it. Right? So it wasn't even my fault that I even got triggered for an audit. And she even admitted it was her fault, all this, but you know what, you can't, you can't, you can't change what people do. You can only change and deal with your reaction to it. And even though it wasn't technically my fault, I mean, it was my fault that I didn't keep good, good books. That was my fault. But the thing that triggered the audit was, was my CPS, whatever it happens. But the thing was, was that when it was all said and done and, you know, and, and my lawyer went to the IRS and said, look, this kid he's, he didn't do this on purpose.He didn't, he's just doesn't know about accounting. He didn't understand this, his accountant that he had in the middle of this died. And he had to like, redo everything from scratch and blah, blah, blah. When he was all said and done with them, we went from $250,000 plus interest, which could have been upwards of two 80 all the way down to $52,000. And I had to pay the lawyer 15. So if you take 52,000, right, and you add 15 to it, that's $67,000. So I had to pay $67,000 to the IRS or not the total T and it's done it's over with, it's good to go. Right? And so if I would have known from the very beginning that that was how it was all going to play it out, I would have had nowhere near the anxiety that I had. And here's the thing was because I didn't understand the process and I didn't understand it.I can tell you right now that I lost more than $67,000 in distraction and worry money that I could have made opportunity costs. Cause I was so worried about this audit. And ever since that moment in my life, I realized that when something bad happens, no matter how bad it may seem, take the time. But before you freak out and lose your, your, you know, your, your, your mental stability over it and start making poor decisions and freaking out and not, not doing well in your other aspects of life before you get to that point, take a moment, take a breath and try to understand the situation.Because most of the time, yeah, the worst-case scenario, and as scary as, as the initial shock of it and B how often does the worst-case scenario happen? That's why they call it the worst-case scenario because most of the time it's something in between and it's not going to be that bad. And you know, what, if it is that bad and there's nothing you can do about it, then there's no reason to work. Cause there's nothing you can do about it. And if there is something that you can do about it, then you can focus on the right thing to do. But most of the time, most of the anxiety we have or things are simply because we don't understand it. Let me give you another perfect example. Let's say you're promoting and you're running Facebook ads, right? And you get your Facebook ad account shut down. Most people that I talk to, whether it's colleagues, students, clients, they flip out when they get their Facebook ad account shut down, like they lose their minds or even worse when they get their actual profile restricted and their businessman and everything goes away, they freak out and they start making poor decisions in their business, or they are worse yet they stop promoting.They go, I can't figure it out, you know? If you understood what actually happens with that, it's really not that big of a deal. It happens to me, me at least once a year, at least once a year. And you know, well, actually it happens at least three or four times a year, but three out of those four times, I get the ad account back within a day or two. And then maybe once I get the whole kit and caboodle, shut down, I got to start from scratch. But here's what happens, right? Let's say you get it shut down. And let's say, there's no way to get it back. You're done. You can always start a new profile, a new ad account, make sure that you're being compliant, make sure you educate yourself on being compliant. You know, over the course of a couple of weeks, build up some ad spend and boom, and go, yeah, that's it right?Like it happens all the time. It's another day in the life of being an online entrepreneur. It's not a big deal. And if you make it a big deal, then you're going to start costing yourself more money in other aspects of your business. You're flipping out about this thing that happens to everybody that's easily fixable. Yeah. Yeah. You might have a little bit drop for a couple of weeks in ad return or whatever, but it's not that big of a deal. For instance, one of my clients Mark had this happen recently. And so, you know, he knew that he had to start all over and that he had to start all over, starting your whole business or just making a new flipping Facebook account and, you know, ad account business manager and building up the ad spend. So he knew he had to spend like $5 a day on some light campaigns for the next few weeks.And he knew that he wouldn't be really pushing the ads. Cause when you start new, you’ve got to, and I'm not going to get super technical here, but you’ve got to slowly increase your spend so that you don't you know, you don't, you don't just come out of the gate cause you can get your ad account flagged. If you just come out of the Gates, spending 10 grand a day or something. So, you know, he knew that over the next few weeks, three to four weeks, he would not be able to go hard on his advertising. So I told him, I said, “all right, man, you know, why don't you nurture the list you have? Why don't you do a Facebook live every day? Do my whiteboard webinar method and ask them to book a call and then do some live webinars. And then do some, you know either YouTube videos or podcast episodes. Send, you know, interview your students, follow my interview script, interview your students, push it out, get it out, email. Well, twice a day, if you have to, you know, really nurture that list…” and you know what happened. He had his best month ever this past month, the most cash collected ever right under a six-figure month, right under it because he took the time, instead of worrying about his ad account, he took the time to focus on other aspects of his business that could produce revenue. And as a result, he made more money than he ever had. And that's the thing is, you know, he even told me, he said, “Dan, when I first got my ad account…” the first, this is the second time it's happened to him. He said, “When it first happened, I was devastated. I had PTSD from it. And I was, you know, I was just devastated.” And I sat there and I, you know, not to be insensitive, but I kind of chuckled. And I was like, dude, I was like, Mark, it's not that big a deal that happens to me all the time. It's another day at the office. Like it's, it's like filing your quarterly return. It's just something that happens. You just deal with it. You know? And it's, it's not the end of the world. And when I showed him that, and then we got his new account up and all that, he realized it wasn't the end of the world. And so the next time it happened, he didn't freak out. He wasn't super weird about it. He wasn't, he wasn't devastated, but he asked me, what do I do?I told him he did. And he had his best month ever. So that's the thing guys is, there are so many things that can happen in your business that get, you think that when they happen, you got to flip out and you got to like get all…
Full show notes at the publisher>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<----In this episode, Dan Henry is going to go over the best Facebook Ads strategy known to man! The trick to Facebook ads, or any ads for that fact, is to spice it up with new ad angles each week. If you aren’t sure what that means, then tune in now to hear Dan explain it!After Dan had a chat with Dean Graziosi at Funnel Hacking Live a few years ago, he realized that he needed to start running more creatives/angles for his ads. Dean shared that he was spending $300,000+ per WEEK on ad spend! And now that Dan has mastered the art of Facebook ads, he’s going to share his knowledge with you!Once you get a better understanding of ad angles, then it’s time to get busy making more of them… a LOT more of them! The more angles you have, the more opportunities you have to capture a part of your audience. And this does not directly relate to Facebook Ads only… this same technique should be used for YouTube ads, Google ads, etc.Additionally, the more creative angles you have, the easier it is to run paid traffic. Adversely, the fewer creatives you have, the harder it is to run paid traffic. There is no such thing as a “budget” when it comes to running ads. Think about it this way... if you could spend one dollar and make back $3, $5, or even $10 each time, you would spend as much as possible to get as much back as you could earn!In this episode, Dan is going to cover:How to stop over-complicating Facebook Ads and understand why a simple set-up is the best way to goThe difference between an ad angle vs. an ad variation and how to use different aspects to keep your ads from “burning out”What data to correctly look at and analyze in order to get the best understanding of what’s working and what’s notWhen to “hold ‘em” and when to “fold ‘em”… know how to introduce (and let go of) ads that work or don’t at the appropriate timesSo if you’re struggling, or getting started, in the world of Facebook (or other platforms) Ads, then this episode is a must-listen!If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)— MORE RESOURCES FROM DAN —Subscribe to Dan’s YouTube ChannelFollow Dan on FacebookFollow Dan on InstagramFollow Dan on TwitterWant Dan’s WSJ bestselling book FREE?Click here to get Digital Millionaire Secrets, FREE!Interested in having Dan’s team personally work with you to grow your business?Book a FREE Strategy Session here!Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?Click here to watch the webinar now!Click here to Visit our Corporate Website: GetClients.com— TRANSCRIPT —In today's episode, I'm going to be sharing with you the greatest Facebook ad strategy known to man. So, if there is one thing that I see that people over-complicate more than anything, it is Facebook ads. “Well, let me stack my lookalikes and let me run 10,000 campaigns and have dynamic ads and then $5 a day, then $3 a day. And then let me just double up and do…” Just like all this craziness guys. When I run ads, I have two campaigns, cold and retarget, that's it. I keep it super, super simple. And last month we did, in terms of cash collected, we did over a million dollars cash collected well over 1000001.3. And I think our revenue was maybe 1.7 or something like that. And I spent maybe 50 grand in ads. Now, granted, granted I did an event two-day event and I sold from stage and blah, blah, blah. And a lot of those people had already purchased something from me. I get that. But you know what? I spent months before that contributed to the people that showed up you know, last month, and that I sold to. So it rolls over, but the point here is this simple is better. And what I'm about to share with you is not only simple, but it's extremely effective.I had, I had a, a couple come on our digital millionaire coaching call earlier today. And this was, gave me the idea for this episode. And they said the following, they said, Dan, we have been running ads and everything was going great. We're making a bunch of money. And then all of a sudden, our cost per sale tripled, and now we're not making money. What do we do? So the first thing I asked was I said, well, how many ad angles are you running? And just so you understand, ad angle means like it's not an ad variation. There's a difference between an angle and a variation in angles. Just a basic idea of, of what you're saying in the ad you're messaging the ad. And then a variation might just be like a different image or something that said they responded and said that they were only running one angle.And so I'm like, you're only running one angle. So how I don't understand, how are you, how, how are you? Like, what are you doing? You know? And they're like, well, you know, we've adjusted the budget and this and that. And I'm like, so you're trying, you've been running the same angle for months. It's burnt out and you're wondering why it's not working. And they said, yeah. So then I went ahead and explained to them and you know, this is all our program. They could have logged in and watched it, but I went out and explain to them and I just thought I would explain it to you. So here's, here's how I explain this, right? So that you can fully understand if I give you a pair of dice. And I say, every time you roll a seven, you get a thousand bucks.What's the first question you would ask me, you would likely ask, well, how many times do I get to roll? And I would say, you get to roll as many times as you want, and you can roll a four, a three, a two, a one of a five, but you know, you don't get any penalty necessarily. You just got to roll again. And every time you roll a seven, you get a thousand bucks. What would you do? You would roll those dice as many times as humanly possible, right? And that's the same thing with Facebook ads. Just like if you watch, and this goes way before Facebook ads or even the internet, right? If you see a Doritos commercial, you don't just see the same Doritos commercial over and over. You see multiple Doritos commercials, you see multiple versions of the Doritos commercial. You might see the same characters in those Doritos commercials, but they're doing different things.Same thing with Budweiser commercials. I mean, even, even during a Superbowl, you might see the main super bowl ad, but then over the next few weeks, you see multiple versions of that ad or different plays on that ad. And the reason is that you can't just run one ad and expect people to expect it to last forever and for, and for people to, to sign up and you to scale your business. Because sometimes that one address doesn't resonate with everybody. And the more ad angles you have, the better, and the more opportunity you have to convert people. So what I personally do is I create multiple, multiple ad angles all the time, every single week. And some of them work out and some of them don't, I don't necessarily raise the budget on those angles. I just like, let's say I create 10 ad angles, and let's say, let's say seven of them fail miserably.And three of them work well, well, by the end of the week, I'll have cut those 70, Hey, you're off the team. You're cut. Right. And those three stay. And those three might last me for several weeks, couple of months even. But then the next week I do more ad angles. And eventually, you get to the point where you have a bunch of working ad angles, and maybe you're only spending 50 or a hundred bucks a day on each one, or maybe even less, but they all work. And they're all bringing in revenue. And when one burns out, because it's been working for a while and eventually you got to shut it off because eventually, those ads do burn out. By that time you've got new ones coming in that are, that are, you know, working. You just keep doing it. I remember I was at FHL funnel hacking live, which is Russell Brunson's big internet marketing con conference.And this was, I think two years ago, I met Graziosi in the back in the VIP area. And I was chatting with Dean for it was a while it was maybe like half an hour. And his team was there and his media buyers were there. And I said to him, I said, you know, how much are you spending on Facebook ads? And he, if I remember correctly, they said they were, they were spending a lot. They're spending like 300 grand a week, 300 grand a week. That's a lot. And it was for his, for his book. And I said, well, how, you know, how are you spending that much without burning out your ad creatives? And, and I remember he said, man, I says, I get up every day. I grabbed my phone and I record five to 10 ad angles.And I send him over the team every single day. I just think random stuff. And I grabbed my phone and I filmed five to 10 angles and I send them over to my team and some of them work and some of them don't, but every single day I give them fresh creatives. And I thought, well, yeah, I thought that's, that's amazing. You know, that's exactly. I mean, and that's the thing. I don't, I personally don't film five to 10 a day because, you know, I'm not looking to scale my business that much and nor do I look for a lifestyle where I have to record five to 10 ads per day. But if I wanted to, if I wanted to spend more than I am right now, then that's likely what I would do. I usually do maybe like 10 a week or, or I train my team to take, you know, maybe they take a YouTube video that I did and they turn it into that.They turn the same idea from the YouTube video into an ad, or they take a clip from that and that concept and turn it into an ad. So I don't personally actually have to create a lot of ads. I create you know, a ton of content every week, whether it be with my phone and Instagram story two YouTube videos a week. And from all that, my team can make ads from that. But in reality, it's probably a good 10 to 15 angles. They get to work with a week, but that's the thing is the more angles you have, it's not the more money you spend per angle. Cause if you, if you have one ad one, one decent ad and you spend a thousand dollars a day on it, right. Versus 10 decent ads, and you spend a hundred dollars a day, 9.9 times out of 10, the second scenario will give you greater profit because it's just more, it's just more opportunities and more angles.Like, let's say somebody sees an ad for Doritos and there's a, there's a cowboy in it, right? And maybe that person is from New York City and they just don't resonate with Cowboys. Cowboys don't capture their attention. Right. But then they see another ad where somebody skateboarding down a sidewalk with a bag of Doritos. And now, you know, maybe they see skateboarders every day cause they live in New York City or whatever. And then that just happens to catch their eye. And that's the thing is the more ways, the more messaging you can come up for your product to get in the better the Mo, and this is not just Facebook ads, this is huge. This is anything YouTube ads, Facebook ads. And to be honest with you, when I was talking to Dean that actually might've been for YouTube ads that he was talking about, not Facebook or might've been for both.I don't remember specifically, but what I got out of it was that he, that, you know, the more creatives that you have, the easier it is to run paid traffic, the less creatives you have, the harder it is. End of story. It's as simple as that. And so what I do is I just create, generally, I create one campaign, I'll have multiple audiences. Like maybe I'll, I'll go after certain interests. Maybe I'll go after a lookalike audiences based on my list or people that have bought my book or people that have engaged with me on Instagram or what have you.And so, and I thinkThis, a lot of people say, wow, Dan, I can't spend that much per day. You know, I need to scale. And it's like one ad angle. And let me just grab my calculator here. Let's say you come up with one ad angle and you decide to spend $50 a day on that ad angle on a one on one audience, right? So that is $50 per day, but let's just say that you have, you know, people that have engaged with your Facebook, people that have engaged with your Instagram people on your email list. People that have bought a low ticket product, people that have bought a high ticket product, and let's do one more all website visitors, visitor, people that have visited any website that you have a pixel on that's six audiences, right? So, and if you're doing retargeting, then that's a whole nother thing, but let's just say you're doing cold ads.So you take those six audiences, you create a lookalike audience from them and you and you, you run ads to it. That's six audiences, times $50 a day. So that would be six times 50 is $300 a day, just on one ad angle to test it. Now, some of those might work out and some of them won't, but that's 300 bucks a day, just on one ad angle. You add a second ad angle. That's $600 a day. You add a third Ang ad angle. That's $900 day. So think about this, think about how much money you could spend on paid traffic. If you filmed three, four ads a day or even 10 ads a week, or even five ads a week, if you just grabbed your phone and came up with five ideas a week, think about how much room you have to spend in test.And that's the thing I say when I get on coaching calls or, or I, or I see my staff get on coaching calls, or I see people's questions about Facebook ads, 99% of the time, the issues they are experiencing, aren't really an ad issue. It is simply a mindset or productivity issue, right. Or something that's holding them back. Like, like when I talk to the people in this coaching call, they said, well, you know, Dan we have a test budget and that's why we're not using more angles because, you know, we have a test budget and it's like, well, there is no test budget. That's not how Facebook or, or any ads work. If I have a box and I put a dollar in the box, I close the box, I opened the box, I get $5 out. How many times would I put a dollar in that box as many times as possible?Now, if I had 10 boxes and only one of those boxes had that ability, but I had to put a dollar in each box, close it and open it to find out which box, you know, was the box that would give me that, that dollar in and $5 out. Would I take the time to put a dollar in each box, even if on nine of those boxes, I would lose that dollar? But on just one, I would get it back. Absolutely. I would, you'd have to be an idiot to not do that. So that's the thing guys is, is, you know, there is no budget when it comes to ads. If you can spend a dollar and make three back or five back or 10 back, you would spend as much as possible to make as much money as possible. Just like if you had that magic box, you'd put a dollar in, you get five out.You do. You'd sit there all day, just opening and closing the box. So the key, the greatest ad strategy of all time is to simply keep it simple, come up with a ton of creatives, a ton of angles, a ton of ideas for your ads test, which ones work. And when you find the winners, you let them ride until they die. And when you find the losers, you kill them and you just keep going up. There's obviously a little bit more to it than that. And that's why I have a program. That's why I have a coaching program. That's why I have a curriculum so that I can show people how to do…
Full show notes at the publisher>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<----In this episode, Dan Henry is going to break down the reasoning behind when a potential client jumps on a sales call with you or your team, they should already be convinced that they need what you have to offer. A sales call is not the time or place to convince them that your product is what they need; they should already feel that way about your offer.The entire purpose of a sales call is ONLY to get them comfortable with the idea of parting with their money, in order for them to get what they want and achieve the results they desire. And in order to do that, you must first use something Dan calls core content, which he covers in-depth in this episode.Dan Henry and his team continuously do extensive research on their sales and close rates based on how far “down the rabbit hole” a potential client has gone, prior to getting on a sales call. They look at all of the data; has the client watched the webinar, have they read the book, are they watching the free weekly YouTube content?And what Dan and his team found is that those prospective clients with more core content experience were far more likely to make the final purchase and get themselves into one of his programs or coaching masterminds. It is important to note here that the core content must be polished and done properly, not haphazardly thrown together.Dan is going to teach you that when you do the groundwork of “selling and convincing them” that they need your product/program within your core content, they already know they need and want what you have to offer when they get on the phone with you or your team.When your audience watches the core content and becomes a believer first, it’s no longer a sales call, it’s a closing call. You should NOT be on a sales call with someone if your core content has not already done 90% of the work for you. And the further up the chain they go in your available core content, and the more rapport and time in your content they have, the easier it is for you to close the sale.In this episode, Dan is going to cover:Why a sales call is for closing, not for selling…What is core content and why it matters and why it is crucial for you to have for your audience to consume before ever trying to close the saleHow to raise your sales closing rates (and the morale!) for you and your teamIf you’re ready to learn more about what I’ve covered here today, grab a free copy of my book (link below) and then reach out to my team so we can strategize together how to help you take your program or product to the next level!If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)— MORE RESOURCES FROM DAN —Subscribe to Dan’s YouTube ChannelFollow Dan on FacebookFollow Dan on InstagramFollow Dan on TwitterWant Dan’s WSJ bestselling book FREE?Click here to get Digital Millionaire Secrets, FREE!Interested in having Dan’s team personally work with you to grow your business?Book a FREE Strategy Session here!Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?Click here to watch the webinar now!Click here to Visit our Corporate Website: GetClients.com— TRANSCRIPT —In today's episode, I'm going to tell you why you should never sell on a sales call and why that is the key to growing any high ticket product.Okay. So you're probably thinking at this point, Dan you've finally lost your mind. You've finally gone off your rocker. Why would you say that you shouldn't sell on a sales call? Well, I would say that because it's true, you should not sell on a sales call. A sales call is for closing, not selling. And let me explain that so many times you will find that you're trying to sell like a five or 10,000 or 3000, whatever high ticket coaching program event, mastermind, service, agency service course, whatever it is. There's a lot of like personal trainers that they'll get on Instagram and they'll post pictures of their abs and there'll be like DME for a, you know, my coaching program. And then people will DM them and then they'll get them on a call and they'll struggle to sell their little $3,000 coaching program now. And again, and again, not saying it's impossible, but are we looking to do things well, or are we looking to do things great?Are we looking to make a little bit of money or are we looking to make a lot of money? Are we looking to make things easy for us or are we looking to make things hard for us? What are we doing? And so let me explain my high ticket strategy when it comes to selling over the phone and why it's a little bit different than most. So here's the thing. When I get on the call or my team gets on a call with somebody, we do not attempt to convince or sell them. They should already be convinced. The sales call is simply to get them comfortable with separating themselves from their money in order to get what they already want. And the only way to do that is through core content. So let me give you an example. My book, digital millionaire secrets. When people read this book, they get on the phone, and then they purchase our digital millionaire coaching program.That's how it works. Or they watch my webinar. They book a call at the end of the webinar and they purchase our digital millionaire coaching program. That's it's the core content is either the book or the webinar. And then our YouTube videos are emails. That's, that's like follow up content. So let's say you read the book or you watch the webinar and you're on the fence, but then you see a, you know, an email or a video or a podcast episode. And you're like, Oh, okay. Now that makes sense. I'm in, you know, and then you book a call, boom, boom, boom. So here's the thing. We did some data research recently. And we dove in and we found that if somebody you know, booked a call and they simply saw an Instagram story, the close rate was super, super low. If they had seen, say a YouTube video or an email, but they hadn't watched the webinar and they hadn't bought the book.The close rate was a tad higher, but not great if they didn’t watch the webinar. If they watch the webinar, and then they booked a call, the close rate was really, really good. And if they bought the book, and then they got on the sales call, the close rate was even better. So what does that tell you that tells you that if somebody ingests or consumes a piece of content and they are sold on that content, they, they, they are. And when I say content, I mean, core content, not you, not just random YouTube videos and emails. So I'm talking about core content, meaning that one piece of content that no matter what you always send people to. And that's the difference between people who have a well-structured business, a fluid, a well-structured business versus, you know, just some random, random business where you just haven't put out a bunch of content and hopefully people get on the phone or hope hopefully people buy.The thing is you always have to have a polished piece of core content. And this core content is designed to do a few things. Number one, it's designed to weed out anybody. That's not a good fit. In other words, if I have a webinar or a book, and at the end of that webinar or that book or whatever it is, or it could be an event, maybe it's an event, whatever it is at the end of that, that piece of core content, that person should be able to say this. This is for me, or this is not for me. If they say it's not for me, they likely won't book a call and then get on the phone to be sold or closed. But if they get through that entire piece of core content and they still book a call, that means that they, 100% are down with at least the model, at least the opportunity, at least the way in which you want to, to, to bring them to their result, bring them to their promise and keep in mind.This is also only if your core content is done properly. If you don't do the core content properly, then this won't work. So if somebody, for instance, let's just take my book. For example, if somebody reads this book and they get on a call, they're not going to say, well, I want Dan to help me do this other thing that he clearly says in the book he doesn't do, right? Because they've read the book, they understand that I don't agree with certain things. And I agree with things and that I have a certain way of doing things and certain things that I believe in. And so when they're done reading the book, they become a true believer in the opportunity or the method or the path in which I've talked about in my core content. And then when they get on the sales call, they are not there to be sold.They are there to be closed on the program or service or product that helps them execute that path. That method, that opportunity that they already believe in that is so key. If you get on a call with someone who doesn't already believe in your method, your opportunity, your, your path, then you first have to sell them on the path or the opportunity or the method. Then you have to sell them on the product that allows them to execute it. That's a lot of stuff to happen on one call. So what we do is we get people to consume our core content. In fact, in our application, we even say, Hey, have you at least read Dan's book or watched his webinar prior to booking this call? And if you say, no, we say, well, you really need to, to at least read the book, listen to the audiobook, or watch the webinar prior to getting on the call.And since we started doing that, the quality of our calls have gone up even further. But that's the main thing is you want to get qualified people on the call because when you have qualified people on the call, you are no longer selling. You are closing and it's no longer becomes a sales call. It becomes a mindset call. It becomes a call that allows them to get comfortable. And so that core content not only gets qualified, true believers on the call, but it also saves a lot of time because you've already explained everything. Do you know, much time it takes to explain your model, your opportunity, et cetera, on a sales call. It takes forever. Now they have to think about, Oh, is that, will that work for me? Blah, blah, blah. But if they watched core content, if they read a book, they watched a webinar.They though they wouldn't be on the call. If they didn't think that's going to work for them, they already think it's gonna work for them. That's why they're on the call. If you just get somebody on the call, then there's so much groundwork that needs to be done. That getting to the close becomes very difficult. You want to do that groundwork in your marketing. You want to do that groundwork and your core content. And when you do that, that creates a call. That has a much different dynamic. And think about this for a second. Let's say you have a sales team, right? Do you want to get non-qualified applicants on those calls, lower the morale of your sales team lower the, you know, the attitudes and the vibe of your sales team by making them work extra hard for their sales, which they shouldn't have to, or would you rather get them on on the phone with better qualified applicants, as well as that raises their close rate?And when their close rate increases, their morale increases and then their close rate raises even more and they stick around and they love you, and they want to be a part of your company for a long time. So for instance, my mastermind when I used to sell it before the, I did the event and we sold a million dollars worth of my mastermind in today, which if you haven't listened to that episode, go listen to that episode about how I made a million bucks in a day. But prior to that, I would have people go to my website for my mastermind, and they would watch a little teeny core piece of content, as well as multiple student interviews from people in the mastermind. And I would, when somebody would book a call, I would say, Hey, make sure you go watch every single video on that page before you get on a call with me, if you haven't watched it, I'm not going to get on a call with you.So we would do that. And I have I had a, for weeks, weeks or week after week after week after week after week, 90% close rate on a $30,000 offer we raised it to $55,000 and still, still, I haven't had any issues, but, you know, currently, we sold out of the mastermind and it's closed for now. And I probably won't open it again. If I open, open it again, it would probably be like a different, like, it'll be a different deliverable. It'll be a different type of mastermind or something, something different. Or maybe it'll just be like a multi-day event or something. I'm not really sure what I'm going to do yet. But the point here is that when you watch core content, right, when you watch core content and you become a believer in what that content preaches, and then you get on the phone, it is no longer a sales call.It is a call in which you simply have to close. And from an operational standpoint, from an ROI standpoint, from a sales standpoint, from a conversion standpoint, it hits all the marks. You don't just want to get on the phone with anyone you want to get on the phone with true believers, and then simply get them comfortable with separating from their money for something they already want. We have hardly ever, ever, I can't remember and believe me, I've taken sales calls. I've I have a weekly sales meeting with my team. I asked them questions every single week. I very rarely, very rarely have heard of a prospect getting on the phone and simply saying, I don't want your product. It's usually something like, I can't afford your product. Or my husband said no, or something like that, or I'm getting sued right now. And I can't buy it because I'm not allowed to do this or that or something crazy like that.It's never, I don't want your product because that's, we just don't get that objection. We might get, I need to talk to my husband or, and that's a whole, that's a whole different, different episode. Or, you know, I don't have the money or I can't get it approved for funding or something like that, but we don't ever get, “I don't want your product” because they are not on the call unless they want your product because they watched your core content. So if you're getting on sales calls and people are telling you, they don't want your product, or they don't, you know, they don't, you know, they don't think it'll work. Then do you have a problem with your core content? You may think you have a problem with sales, but you likely have a problem with marketing. Now, when someone gets on a call after watching the core content, the things they should be thinking are, does this work for me?Is this worth it for me? Can I make this work? Do I believe in myself to make this work? Not, you know, is this worth? It is, you know, is this a good product they should? Or is this something I should do? They should already believe that after watching your core content and every time we've heard objections like that, it's always from people who did not watch the core content or skim through it, or what have you. And so every single month we look at this data and we start making adjustments. And one of the recent adjustments we made we made was in our application. We basically say, Hey, if you have not either read Dan's book, listen to…
Full show notes at the publisher>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<----In this episode, Dan Henry is going to talk about his famous Million Dollar Day! He will share with you how he took a planned 2-day event and pivoted his delivery method to a virtual event, due to the pandemic. And then at the end of delivering valuable content for two days, how he made an offer for his mastermind and closed over $1M dollars!And do you know what else you also need, more than just the product or program you want to sell and the technical setup of making it happen to make that million dollars? It’s something even more important than whatever it is you’re selling to begin with…And that’s a millionaire mindset. Your mindset is going to be the key to whether you even believe you can make money. And furthermore, to then actually MAKE that money you desire. Failing to believe that you even have the potential to start or make money will undoubtedly create the brick wall between you and your financial freedom.In this episode, Dan is going to cover:The walkthrough of how he had a million-dollar day from a live webinar Zoom call in his dining roomHow your mindset behind closing a sale is the one thing that will make or break the sale at the end of the dayAND… how paying a high ticket price for a solution to your problem, you free yourself to charge that much for your own programs or productsSo if you are ready to learn how Dan shifted his mindset and cleared a million dollars in a day, then you can’t miss this episode!If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)— MORE RESOURCES FROM DAN —Subscribe to Dan’s YouTube ChannelFollow Dan on FacebookFollow Dan on InstagramFollow Dan on TwitterWant Dan’s WSJ bestselling book FREE?Click here to get Digital Millionaire Secrets, FREE!Interested in having Dan’s team personally work with you to grow your business?Book a FREE Strategy Session here!Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?Click here to watch the webinar now!Click here to Visit our Corporate Website: GetClients.com— TRANSCRIPT —In today's episode, I'm going to take you behind the scenes of how I made a million dollars in a single day.Where else can you see behind the scenes of a multimillion-dollar online business? So you better stick around, this is the Dan Henry show. All right. So a million bucks in a day.Yay. I'm still flying high. I'm still so crazy excited about this. I was thinking we were going to do about 300,000 for this, and we ended up doing 1 million, 20,000. And I'm just blown away by it. If you're listening to this podcast right now, you're probably thinking like, how did you do it? What did you sell? You know, blah, blah, blah, blah, blah. And you know what? Those are all fantastic questions. And that is what I'm going to get into right now. So just before I tell you this, I just want you to understand that I do have the benefit of building, you know, building a list, having an audience, you know, building up my skillset, investing in myself, et cetera, et cetera, et cetera. And so I don't want you to think that you can just next week make a million bucks in a day, and I'm not claiming that I'm going to teach you how to make a million bucks a day.This is a personal record for me, and I'll take you behind the scenes of it. And if you find some of this helpful for your business, great. But honestly, if you just leave here inspired today, I'm totally fine with that. So let me give you some background. I sell a program called digital millionaire coaching, and basically let's say you purchase my book, digital millionaire secrets, right? And it's a book it's free. You just pay shipping. And when you read this book, a lot of times people read the book and they're like, wow, this is an amazing book. It's an amazing business model. I want to, I want to do this. And so they then book a call to talk to my team interested in our coaching program, which is called digital millionaire coaching. And in that program, we help people that sell anything from online courses to coaching, to masterminds events, software any, any, really, any type of digital product as well, anybody that sells anything over the phone for high ticket price.So even if you sold services or like agency services or whatever you know, that's what we help. Most of the people in it right now sell either, I would say that the vast majority of people, so either coaching packages courses or like masterminds, and then we have some software people as well. And then there are some other industries here and there, we even have a sign company, you know? Anyway, so what I did was I thought, Hey, you know, I've been doing this program for a while. We have about, I think at the time when I announced this, we had about 500 people in the program and I thought, Hey, it would be really cool if we did a two-day live event. And I just taught for two days and, you know, just gave him some extra value. And that was my plan.And this was before COVID, this was before all that happened. I decided to do this. And I also have a mastermind. It's my, my level above the digital millionaire coaching. It's my mastermind where people come out to my office. I mean, we've done the events virtually recently, but they come out to my office for two days at a time. They, you know, there's just a lot more access to me and that that's my mastermind. And for the past couple, for the past three years, I've charged $30,000 for that mastermind. It's 55,000 now, but that's because what happened last week when we, when we sold out the, you know, so anyway, the price tag was 30,000 and I thought, okay, I will teach for two days. And in the end, I'll make an offer and it'll be for my mastermind. So that's, that's 30 grand.So I thought, okay, it would be great if I sold 10, right. That's 300 grand, that's 300 grand in a day. That would have been a personal record. I think up until this point, the most I had ever done in one day was maybe, I dunno, maybe like one 50 ma maybe, maybe 200. But that was like the most I had done. And so, Oh, you know, I'll make 300 and that'll be great. And, and personal record, blah, blah, blah. And so that was the plan. Well, COVID hits and can't do the live event, and keep in mind, I charged 300 bucks for this live event because, you know, even though the people were already in the program it was a special live event. I'd be taking QA. So we charged a nominal fee, 300 bucks, and we had a bunch of people buy.We were going to have a couple of hundred people there, but COVID happened. Couldn't do it. So I had to announce that I was doing it virtually and that I'd be doing it over a zoom call. And I'd be teaching, taking questions, turning people's audio on and all that. Well, I couldn't do it from the office because we had issues at the office. People were getting COVID at our office. We, we stop using our office Everett. My whole staff was working from home. Everything was home, home, home. And so what I had to do was I had to go into my dining room, move my table, cause I have kind of a nice look and dining room with this sort of like a metal backing thing. And it just made like a nice background. So I moved my table, my dining room table moved, everything out, took my iMac, set it on top of my dining room table, put a camera w one single camera in there, hooked it up so that I had a camera with a feed to you know, to the, to the whiteboard.And I, and I, I took a whiteboard. Actually. I took a flip chart actually and put it in there and I had my buddy, Joe helped me out. And what he did was he ran the zoom call. So he basically, if there was questions for people, he would call out their questions. And he allowed me to focus on teaching while he was bringing people on and allowing them to speak and get their questions answered. And so that, that made it really, really easier on me than doing it all by myself. So we announce it. We give everybody the zoom registration link, we go live. And I, again, I taught for two days. So we had about 160 people, 160 actually show up. I believe we would have had more if we did it live because people would have like actually flown out and, and made the event.But we did have quite a few people not make the event because they were just doing something else and they figured they could watch a replay or whatever, and that's fine. But we did the event. We had about 160 people on, on day two. When I came to the pitch again, I was only expecting to sell maybe 10, 10 copies or copies 10 spots and keep in mind that I like to keep my mastermind small. So I knew, and I made a joke to Joe. I said, you know, I only have about 30 spots left and then I really don't want to take anybody else on. Cause then the mastermind would be too big. And I like to be able to have a personal relationship with all the people in the mastermind. So he's like, all right, well, you'll probably sell out.And I was like, Oh, we'll see. We'll see. So I do the pitch and we took a $2,000 non-refundable deposit at the time of the pitch. And then, you know, the plan was to simply have my staff or me call each person and collect you know, get them the wire instructions. I wasn't gonna put out wire instructions on a zoom call, but you know, call them personally, give them wire instructions and get them to, to wire. And so that's what I did well when it came time to pitch and I pitched, I didn't sell 10, I didn't sell five. I didn't sell two. I didn't sell 15. We sold 34 spots, 34 people put down a $2,000 deposit. Well, that's 1 million, 20,000. Now when I first announced this, I said, I made 900 K in a day. And that's because I promised I would only take 30 spots.So I had to tell people, Hey, four of you are going to get denied. Like, so I'm just going to go first, come first serve. Well, I felt really bad about that. And I, and I was talking to him a good friend, Myron golden, a good friend of mine, Myron gold. And by the way, just so you understand, Myron is a great speaker. He a mastermind where he teaches selling from stage and, and speaking. And I bought in, into his mastermind. I don't know, maybe, maybe a year ago, because I got asked to speak at funnel hacking live was just Russell Brunson's big annual event. And I bought a new his mastermind just so I could get a little bit better at speaking from stage. I really wasn't planning on selling from stage, but I just wanted to get better at speaking. Cause I'm guys, I'm always leveling up.If I see a book, a mastermind, an event, something that I feel will up my game, I buy it. End of story. I buy it. So I, you know, I bought, I bought that and awesome mastermind and definitely, definitely helped me out a lot in speaking and selling from stage, well, I'm talking to him, right. And I tell him about it and he goes, Hey, Dan, he goes, why don't you ask the people in your mastermind and the people you sold, if it's okay if you let another four people in. And I said, why would I do that? And he goes well so that you can have a million-dollar day. And I went, huh. And he goes, so that you don't have to upset the people that, you know, already put down their deposit. Now they're going to have four people are going to have to get told.No. And I, and he goes, do you really think another four people is gonna make the difference? Maybe another 14 people would, but another four. And I go, yeah, you're right. So I post in our mastermind group. I said, Hey guys, would you mind if I let all 34 people in? Because and, and keep in mind, we had all 34 people put down deposits, but then we had a waiting list of 10 people after the event that wanted in, in case anybody dropped out and a few people did drop out because they had issues with their funding or financing. But then we, we had people those people on the waiting list immediately grabbed those spots up. So we did sell all 34 in case anybody had that question. But anyway, I posted it in that group and everybody was like, yes, Dan, take your million dollar day, 100%.Everybody said we don't mind an extra four people. And I was like, wow, that's amazing. Thank you guys so much. So I did it. And we ended up that ended up with a million million dollar day. And we, over the next week we onboarded, everybody got everybody in and here’s the great part. The first meeting was that very next week. Well, we do the meeting. I work with the people and this is guys, this is the part that makes me the happiest. It's not that I made a million bucks in a day. It's that a week later I got to work with those people. And within another week after that, they already started closing way more sales and making way more money than they ever had. In fact, one of one, I mean, actually there are multiple stories. I could tell you from multiple people in the mastermind, but in particular, one guy, Chad, was selling for $5K.I got him to up his price to 10 K and he started closing like crazy. He ended up closing, like, you know, I dunno, I forget the numbers, but he had his best month, right after that first a mastermind. And then we had Tara who was struggling to you know, you know, I got a few calls here and there. I made a few sales here and there. Well, right, right after that you know, right after that event, she ended up doing a 50 K month and she only spent five grand in ads. And again, that's because, you know, the thing that I push, I mean, I help people with any business, but one of the things I really pushed for people is to have a premium offer that they sell over the phone and their marketing revolves around getting people to book calls and solve your phone because it's just a much more profitable model.And there's a lot more room for error and it, not everything has to be perfect. Like when you have all these automated things happening, where everything is super passive and, and that's, that's a lie anyway. Like if you think you're going to automate your entire business, that's more work. Guys. Let me, and I'll do another podcast episode on this. But if you try to automate your entire business, it will require more maintenance than if you have a good chunk of it handled by human beings. And I'll talk about that in a whole nother episode because that's something that I need to talk about because people get caught up in automation and it just destroys their business sometimes. But anyway the best thing about this was not only did I make a million dollars in a day, but a lot of people already have either made their investment back.Like Chad made his investment back. You know, you only had to make three extra sales and, you know, boom. But a lot of people have either already made their investment back, made half of it back or had their best month ever. So it feels really good when you not only make a lot of money and you hit a personal record, but the people are so, so happy that they spent the money and they're getting results. It would feel terrible if you couldn't get results for people. But that's another thing is, you know, it's not just marketing, it's not just sales, it's creating a great product. And that's been something that I've been passionate about for the past several years. And that's part of what I work with people on. You know, if you come to me and you say, “Hey we need to increase sales,” and I look at your product and your product sucks.I'm gonna be like, well,…
Full show notes at the publisher>>> CLICK HERE to Book Your FREE Strategy Call with my Team!! <<<----In this episode, Dan Henry is going to cover the concept of scaling a digital product business. Most people think that “scaling” simply means selling more of what you have, but that’s just not true. Dan is going to break down the real meaning behind scaling and how you can make the shifts in your business to see real results.Dan is going to go over the different phases of scaling, and it all starts with your Circle of Focus. He is going to break down what exactly that is and how to use it to gain forward movement in your business.Dan is also going to breakdown all of the details on how your price for your offer affects many other aspects of your business and sales, not just the money itself. Everything will shift when you start scaling properly, from your chargeback rates to the amount of piracy of your products, and much more!In this episode, Dan is going to cover:What it really means to scale your online businessWhy creating more offers actually leads to your business suffering, not thrivingHow to develop your Circle of Focus and why it’s so crucial to your timeAND… how crucial the price point of your offer is, as well as everything that it affects in your business (which ALL contribute to your success and bottom-line number in profit!)So if you are ready to take charge of your business and start scaling the right way, you can’t miss this episode!If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)— MORE RESOURCES FROM DAN —Subscribe to Dan’s YouTube ChannelFollow Dan on FacebookFollow Dan on InstagramFollow Dan on TwitterWant Dan’s WSJ bestselling book FREE?Click here to get Digital Millionaire Secrets, FREE!Interested in having Dan’s team personally work with you to grow your business?Book a FREE Strategy Session here!Want to learn the 5 Keys to Scaling ANY Digital Product, Online Course, Coaching Offer, or Mastermind?Click here to watch the webinar now!Click here to Visit our Corporate Website: GetClients.com— TRANSCRIPT —Hey everybody. In today's episode, we are going to talk about how to scale a digital product business with high ticket offers.Alright. I guess the question I get all the time with online business, specifically, digital products is how do you scale now? Let me look, grab a cup of coffee, grab two cups of coffee, take a seat because I'm a kid on my soapbox for this one. The concept of scaling is so misunderstood, so misunderstood, and I really want to correct it today. So a lot of people think that when you scale, it just means you sell more stuff, right? It just means you sell more of your course, or maybe you create a bunch of courses and you sell, sell, sell, sell, sell, that's not scaling. That's chaos. That's madness. And I'm going to tell you why. So we, and I'm going to go back a couple of years here. I was doing multiple six-figure months every single month for a long time, probably two years.Maybe, maybe a year and a half a bad with time, probably about a year and a half, you know, two 50, 300, three 40 in that area. And of course, that's gross. You know, I had employees and costs. It's not like I was taking that home, but still, I would take home a lot of times, you know, I would have six-figure net, net months. And this went on for a while. Like I said, about a year and a half. And eventually, you know, I was riding the wave man. I was chilling. I was very passive. Wasn't doing much. And then, you know, I started looking around and going, you know, man, maybe I'm destined for more, you know, maybe I should grow. We should really take this seriously and really grow it. Like, like really try to grow it. And you know, I, I started thinking about real estate investing and thinking about, you know, how can I, how can I invest in real estate?Because I want to eventually really build like this big real estate portfolio. And I found that, you know, in order to do it without going through, you know, hell and high water, it's nice to have some cash. So I'm thinking, all right, well, I'll just make more money from my business. And I'll, I'll buy all this real estate. And that was, that was my plan. And so I did what everybody did or everybody tries to do when they have some sort of offer an online course coaching program, they want to scale, they start making more offers. They start making more online courses. Cause you think, well, let's say I make a hundred grand a month with this course. If I make another course, I'll make 200 grand. And you would think that the obvious answer would be just to sell more of what you have or the price.But no, most people like myself have to figure out a way to be an idiot about it and make more work for ourselves. And that's what I did. I did the idiot thing in my opinion. And I started creating more offers. And what happened was I became more and more distracted and everything suffered. So I would, you know, if I made a new offer that made X amount of money, I would lose that or more in sales that could have happened with my original product. Right? So literally my focus was going to these new products and I was making money with them, but then I would make less money with the product I already had. And I was just like, wait a minute. Now I'm doing twice the work or four more and I'm making the same money. And so I kept doing that. I don't know why.And eventually, I whittled my way down to about 70 GS a month. And you might think, well, that's still good, Dan. Well, no, not really not. When you have a staff and you're used to making more, you know, no company is supposed to go that low, you know? And so what happened was you know, one day I said, enough's enough. And I started, I started researching. I actually spent more money on masterminds and coaching around that time than I ever have when I made the law, when I was making the least amount of money, that's what I spent the most on coaching and help because that's what you do that, it's hard to do. It's hard to wrap your mind around that, but the truth is that's when you need help, right? That's when you need help. I, multiple times I've been on calls with people that really say, well, Dan, I want to join your program, but I just don't have the money.And I go, well, isn't that the whole reason you're on the call in the first place. And so against the advice of you know, people close to me, I spent quite a bit of money on help. And I learned a lot by doing that. And I learned a lot about focus and a lot about actually growing a company. And so I went back and I deleted 90% of my products. I deleted all my funnels. I deleted all, I just shut it all down. And I went back to that first original product. And I went all-in on scaling it. And from there, we were able to more than triple what we had done on our best month because I refocused and I cleared my circle of focus. And if you haven't heard of this circle of focus, it's in my book, but I'll give you a quick rundown.You draw a circle on a piece of paper and you start writing down all the things you're doing to move your business forward. And when you write them down, right, like let's say you have, you draw a circle and you write Facebook ads in that circle. Well, at the time Facebook ads are the only thing taking up that circle. So you're giving a hundred percent of your circle of focus to Facebook ads. But then if you add in YouTube channel or podcast or a Pinterest channel or speaking or whatever, now you have to draw a line through the circle, right? So let's say you have a YouTube channel and Facebook ads. You draw a line through the circle. Well, now you're giving 50% effort to two things, not a 100% effort to one thing. How many times have you accomplished something, giving 50% effort you don't?And so, you know, if you actually write down all the things you're working on right now in your business, you, your circle focus will probably look like a pizza and you'll realize you're giving like five or 6% to everything. And so what I started doing was I would write one thing down. I would master that thing and then I would delegate it to my team and I wouldn't move on to the next thing until that was done. And I was able to get so much done so much faster by keeping my circle of focus clean. And every month I write, I drop my circle folks on like, Oh, it's getting, it's getting messy. It started looking like a pizza and removed things. And when I did that, I was able, you know, now, like I have a media buyer that, that runs my ads. And when I, when we moved on from the ads, we went to YouTube ads and I worked with another media buyer and I was able to grow to spending over a hundred grand a month on, on YouTube ads in 30 days because that's all we focus on is, is really making that work.And now that's all, all automated and off my plate. And then I went and wrote a book. I wrote the entire book in 30 days, had it professionally edited. And I had the book, Scott virtually 100% positive reviews. People love this book. This is one of the best marketing books ever written. And, and that's not me saying that that's people online and I'm very humbled and very appreciative of that. But the fact remains that even if I got even less good reviews than that, it just, even if I got mediocre reviews, but still positive, I still think for writing a book in 30 days, that that's impressive, but the book has done well. In fact, the book has generated over a million dollars in revenue for my company within 60 days of launching it. And so, again, it's not that I rushed through it. I didn't rush through it.I spent every waking moment of every day working on that book for 30 days and did nothing else. And so that's why the book is good. Not because I did it quickly, but because I focused on it because everything else in my business didn't really need my attention. And again, that's the circle of focus. And when I did that, that's how I was able to scale. Now that's only the first part of scale. The second part of scale is something that I didn't know when you sell more of your products, you see, at one point we had virtually no refunds. We had virtually no disputes. We had very little support tickets, but as we started selling in volume and we started going from hundreds of customers to thousands of customers, things changed. You see, let's take refunds, for example, most of the time, 95% of the time when somebody requests a refund for any sort of online course or digital product, it's because they get spooked.Okay. They get scared. And this happens a lot when they make a purchase and then they don't get their username and password right away. And 100% of the time, it's always some weird issue with spam folders or the email didn't go through or whatever. It's not a big deal. It just, they just need to reach out to support and get their PA their username and password regenerate or something like that. It's always a simple mistake, but because that person just invested a fair amount of money into something with someone they don't know, you know, but the marketing was good and, and it made them believe and they got over their fears and they invested, but now they don't, they don't get their username and password. Now they freak out and they request a refund and I would freak out too. But the fact of the matter is, is when we had very few customers, we could get to somebody within minutes and help them.But when you have thousands of customers, it can take hours or sometimes even a day or two. And that's where people would get mad and would request refunds and even chargeback. And that's when things started breaking down. In fact, in February of 2019, we hit a million dollars a month, or we had a million-dollar month. And that's it, by the way, that's a million dollars gross. Now you would think that a million dollars in a month, that's crazy. That's crazy good skill. Yeah. But you don't have any support tickets. We had that month, over 1900, 1900 support tickets. We had about a man, we had about like a 15% refund rate, which went up from like 1%, and not everybody actually ended, ended up getting a refund. They requested one. And then we would, we would try to talk them out of it and say, Hey, you know, it was just a mistake.You didn't get your password or whatever, but we also had like a two or more three maybe percent chargeback rate. And that was because again, people would not get, they wouldn't get an answer to their problem right away. And so they would chargeback. And if they were on a payment plan and let's say they made five payments, it would count as five chargebacks. And so our, our chargeback rate went from virtually nothing to like terrible, like 1% is where you're supposed to be 1% or less. And ours went up to like three, we almost launched our, we almost lost our merchant account and well, well, it was good in terms of selling more of our products and selling more of our programs. It wasn't good in operations, everything just started falling apart. Students weren't, we're starting to become unhappy because they weren't getting the attention they deserve.And I'm like, man, how do I fix this? Like, this is, this is nuts. Like H how do I, you know, how do I fix this? Like, this is not what I envisioned scaling would be. And on top of it, the prop, because I needed so much staff. So, so many issues, the problem was that our profit margin was not that good. I mean, our profit margin was like, you know, Oh man. I mean, it was, it was less than half. Now. You might think that, you know, that's, that's still good. But the thing about it is, is that when you spend money on ads, if you spend a hundred dollars and you make $200 back, that's good in all, but wouldn't it be great if it wasn't just that, because you still, now, you still have to pay like staff, if you have him you know, you have other expenses besides just what you make off of your advertising.And so I thought, man, you know, this is nuts. You know, this can't be good. And so right around that time I was talking, I was, I was at an event and I ran into Alex [inaudible] who he, he owns a gym launch. He's like a, he's this multimillion-dollar gym company that he sells info products and coaching for, for gym owners and we're backstage. And cause we were both getting an award for, you know, marketing or whatever, and we're backstage and we're talking and we're talking about Facebook ads. And I remember, I, I, you know, I was just shooting, shooting, shooting it with him. And he was talking about what return he gets on Facebook ads. And it was something crazy. It was like 15 to 20 X, not one ax, not two X off. It was like 15 to 20.And I'm like, Whoa, how are you getting that much return? Like that's nuts. And he goes you know, and I said, well, you know, are you, are you like a Facebook ad wizard? Because you know, at the time I was selling a course that one of the main core components of it was Facebook ads. And I consider myself by far a Facebook ad expert. In fact, I had one of the top-selling courses on Facebook ads, but for some reason, this guy's killing me, killing me. And I go, dude, I go, what are you doing with ads that I don't know. He's like, oh, I don't know. I suck at ads. And I go, what? I go, you suck at ads. What are you talk if you suck at ads and why am I here? What do yo…
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