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**Sales Funnel Radio**

My first 5 years in entrepreneurship was 34 painful product failures in a row (you heard me).

Finally, on #35 it clicked, and for the next 4 years, 55 NEW offers made over $11m.

I’ve learned enough to see a few flaws in my baby business…

So, as entrepreneurs do, I built it up, just to burn it ALL down; deleting 50 products, and starting fresh.

We’re a group of capitalist pig-loving entrepreneurs who are actively trying to get rich and give back.

Be sure to download Season 1: From $0 to $5m for free at https://salesfunnelradio.com

I’m your host, Steve J Larsen, and welcome to Sales Funnel Radio Season 2: Journey $100M

Latest Episodes:

SFR 290: How To Position Content Dec 03, 2019

Show notes

Consistent publishing can feel like a chore. Lemme show you how I position my shows to attract future buyers.

WASSUP?

Check out my NEW background!

*SPOILER ALERT* … it’s for my new show!

ONE FUNNEL AWAY STORIES #THE BEGINNING

Today, I wanna share with you WHY I believe it makes sense for me to create another show... (or *ahem* #3) 😉

My friend, welcome back, I'm excited for you to be here.

Six weeks ago, (or something like that), I was at Russell Brunson's Inner Circle, and I was thinking to myself, "What can I teach that would be valuable for the room?"

For a while, I’ve had this theory about why ClickFunnels exploded.

So I just wanna do a quick and dirty on this to teach you my theory, and then I want you to see why it makes sense for me to create another show.

Now, I understand that One Funnel Away is 100% a trademark of ClickFunnels.

I had to do some fancy footwork and work with them in order to be able to use their logo on my show.

You cannot just go out and just create stuff with other people's intellectual property.

That's NOT what I'm telling you at all.

HERE’S MY THEORY

We all read these books like:

Expert Secrets

Play Bigger

Blue Ocean Strategy

... and all these books teach that there’s a red ocean and that your entire goal is to create a blue ocean.

So, if that's true...

What is ClickFunnel's red ocean?

If ClickFunnels is a new opportunity, what was the old opportunity?

That was the question that's been on my mind for a while!

So I started asking…

If ClickFunnels is the red or the blue ocean, what was ClickFunnels’ red ocean?

What is the market that ClickFunnels was born out of?

I started thinking back to the stories that I had heard Russell tell, and I was like:

"Oh, my gosh, the market, the ocean that ClickFunnels was born out of was the website market."

And if you are like, "I don't know about that."

Go back and listen to the Funnel Hacks Webinars…

These are webinars that originally sold ClickFunnels.

These are webinars that got ClickFunnels past tens of millions of dollars in revenue.

Q: What is it that ClickFunnels was fighting against?

A: Websites.

HOW CLICKFUNNELS WAS ALMOST ABANDONED

Now, the story goes...

ClickFunnels was almost an abandoned project

(If you’re thinking, "Stephen, how does this relate to a new show?" I'll get to that in just a moment, just stick with me for a second.)

... the product was amazing, but they were still trying to figure out how to sell it because...

Creating

Selling

… are two separate activities.

Anyway, Mike Filsaime reaches out to ClickFunnels and says,

"Hey, you got that new thing ClickFunnels, come on my stage and come sell it."

Russell's like, "I don't know man, people aren't buying it right now."

Mike said, "Come on man, I’ve already told everyone you're going to."

So Russell agreed to do it…

This was the fifth or sixth time that Russell had tried to create a sales letter for ClickFunnels.

There’s a key lesson right there...

Even Russell's first few launches for ClickFunnels didn't work out.

#Mind-blowing.

So think about this…

Russell goes to Mike Filsaime's event; he makes tweaks and adjustments to the actual offer, and suddenly - there's a stage rush.

People are running to get an account with ClickFunnels.

Q: What made the big difference? Why did it work so well that time?

A: ...

Russells messaging had become anti-website.

He's like, "Hey, websites, I'm gonna fight against you."

And ClickFunnels starts blowing up.

On the flight back, Russell Brunson grabs his phone and says, "Hey, I've figured it out - we're all gonna get rich. The metrics are there - we're gonna do this thing."

Over the next little bit, he pretty much starts shutting everything else down to go all and focus on ClickFunnels - which blows up and becomes what it is today.

FIND YOUR NEXT MARKET?

Now, eventually, ClickFunnels started running out of dream buyers in ‘the website space’…

(Russell’s NOT trying to sell EVERYONE in the website space - he's selling to a little bit of the red ocean where his blue ocean customer exist.)

Q: So what does Russell do?

A: He goes out and finds the next market.

Q: Who else does ClickFunnels sell to?

A: ...

Affiliates.

Retail

People who do software.

MLM or network marketing.

B2B.

I remembe...

SFR 289: What's A Funnel? Nov 26, 2019

Show notes

A new episode
Advertising Inquiries: https://redcircle.com/brands

SFR 288: The Two Worlds Of Marketing Nov 19, 2019

Show notes

A new episode
Advertising Inquiries: https://redcircle.com/brands

SFR 286: The Study Of Money Nov 05, 2019

Show notes

A new episode
Advertising Inquiries: https://redcircle.com/brands

SFR 285: My Own Life Makes The Best Hook... Oct 29, 2019

Show notes

New environments are some of the easiest ways to create a new hook. Unless you physically never move, ever, this will work for you…

I've been traveling A LOT lately, (more than I like), but what happened was, and with full disclosure…

I said yes to more things than I realized I did

...and that's okay.

But life’s been a little busier than normal and I've been speaking in interesting places like crazy…

So, I thought it would an awesome idea to show you how to promote your business, create a hook, add curiosity, and leverage your time in a NEW and novel way…

What I’m about to show you, has doubled my income in just 3 days.

… it’s also lead me on some crazy adventures 😉

HOW TO PROMOTE YOUR BUSINESS & LEVERAGE YOUR TIME!

I don't remember the first time I first saw Russell do this, but I remember thinking, "Oh that's really clever and cool!"

Russell would be speaking in different places and instead of just traveling solo, he’d bring a film guy to film the whole journey - so he could capitalize and leverage what he was doing over and over again.

#Genius

But until recently, I wasn’t doing that…

I’d just go speak at different places, sell, and that would be it…

Sometimes I tell you about it, and sometimes I wouldn't.

I speak a lot of places, but I'm pickier than I used to be.

In the past, I’d just get on anything, and it was the same with podcasts...

However, I probably won't do as many interviews for people's podcasts as I have in the past because…

I'm gonna start designing my lifestyle a little bit more, which is very exciting, and a natural step after a certain spot.

So in order to capitalize MORE on my time, there are a few things I've been doing...

I was on an interview today and the guy asked me “How do you stay so effective?”

Well...

One of the things is, I only work from 9:00 to 6:00.

… and that might shock some of you, but that's what I do.

I work from 9:00 to 6:00, and once that's over, I don't do anymore!

Sometimes, I’ll work in the evenings...

If I have an event happening.

If OfferMind's coming up.

If I'm speaking somewhere.

but that’s the exception, NOT the rule.

The Rule is…

I work 9:00 - 5:00, and that's it, and whatever I don't get done, I'm okay with that.

I've had to be strict with myself and then be okay with that.

I've been doing that now for a little over a year... Crap, it's October! so it's actually been a little over a year-and-a-half 😂

I'm really enjoyed where things are moving to.

MY FILM GUY

One of the things I've been doing to stay more effective (just like Russell) is to have a film guy follow me on my trips.

It’s kinda funny how I found him…

I was at my sister's wedding (which was awesome) - it's cool to see your little sister get married, and while I was there, I saw this film guy, and I was like:

"Oh, he's really into it. I like his style, he seems to be getting some neat shots."

And then, when I saw the video he produced, I was like, "Dude, that was good." So I reached out to him on Facebook and asked:

"Hey, I'm speaking at Carnegie Hall, do you wanna come film me on the journey, while I'm there, in the streets, and then on the way back?"

He's like, "Sure."

So I paid for his ticket, paid for everything, (paid him, obviously), and then he filmed the whole journey and we did some cool stuff.

Here’s what happened…

Now, I have a little bit of an advantage ‘cause I've already read Traffic Secrets, but I can share this with you as I’ve heard Russell talk about this on his podcast…

One day he and I were sitting in his office, and he had just come back from hanging out with Dean Graziosi for a day.

And, at the time of this story, Dean filmed an ad a day which helped him to sell 4x as many books - it was ridiculous!

Rather than spend a ton of time writing a single ad, Dean literally competes by making a massive amount of new ads.

I was like, "That's really interesting."

ENVIRONMENT & THE HOOK

So there I am with my *FULL* speaking diary and a ton of traveling to interesting places to do, so I was like:

"You know what? Every time we land somewhere, let's find the cool tourist attractions, and when I'm not speaking let’s go to those attractions and film ads.”

...and that's what we've been doing.

In the last two or three weeks, we've easily filmed 50 ads, no joke.

We just wrote this MASSIVE list of all the things that we promote (and maybe you don't even know I have that many things that you could buy?)...

… and we filmed ads for each one of those things with a brand new hook that tied into the environment I was in.

Let me explain…

Today, I’m here in a baseball park so, I might say:

"Boom, what's going on? It's Steve Larsen! Hey, I'm so excited, I'm in a baseball park and I want you to hit out to the park this year. So go ahead, post y...

SFR 284: Trim The Shoots Oct 22, 2019

Show notes

Mother Nature knows to go all on the trunk of a tree for quite a while until the tree is ready for more shoots…

Today, I wanna talk to you about something I call ‘Trimming the Shoots…’

A.K.A - *Doing Less, Better*

I’ve put this together from two pieces of content…

1. An introduction I gave to my high-level students in my OfferLab program #SneakPeek.

2. A recording from my OfferMind event.

First, I’m gonna explain what it really means to trim the shoots and then, I want to give you some MORE context...

Because while this game is a ton of fun, it can also be EXTREMELY challenging.

TRIMMING THE SHOOTS - HOW TO INCREASE SALES.

I'm the oldest of six kids growing up in Littleton, Colorado...

(Can you spot me?)

And, my dad made me the yard manager...

Meaning I answered for all blades of grass and every weed. It wasn't a massive yard, but it wasn't small, either…

And I was where the buck stopped.

One year, we planted two apple trees up on the side of the yard and those trees looked pretty sickly...

They were as tall as I was, so they weren't that big.

The first season went by, and they'd just taken root, so we didn’t expect much fruit.

They were brand new trees, so they weren’t gonna make a lot of apples.

Well, the next season, they were supposed to produce some fruit, but still, *NOTHING*

And my incredible mother, (she made me!) 😉... wanted these apples (which weren’t that awesome to eat, but crazy good in pies)...

...but there wasn’t enough of them for even one pie.

So I looked at these trees and thought, "How come they’re not producing any fruit?"

...and I realized there were tons of shoots branching off the main trunks.

There were tons of these mini-shoots all over the tree.

There had to have been at least 100 of these (no joke) tiny shoots…

There were shoots EVERYWHERE!

And as I looked at those shoots, I realized, "Oh, my gosh. Wait a second. That’s why the tree is NOT producing fruit. It's got too many startups."

TIME TO CUT BACK!

So as we started transitioning into fall, I took off every single one of those shoots. I broke them off and pruned the tree back, so it was only the main trunk with a couple of shoots.

Anyway, winter goes by…

Every once in a while, I glance at the trees, wondering how they're doing and I go shake off the snow from them.

It snows like crazy in Colorado; people get snowed in, and I miss that. Frankly, it's one thing I don't like about Boise.

I miss the snow, real snow; lots of feet of snow.

But then Spring came along, and it started to warm up… (I love spring. Spring's one of my favorite times ever. I love those transitions between all seasons.)

So I start going back out to the trees, and I break off the little buds that were trying to grow additional shoots.

And what happened was crazy…

By the end of that season, there were so many apples that it was breaking the tree. There were so many apples that the trees could not handle the amount of fruit.

It was shocking to me how many apples were sitting on those trees.

The weight of the apples was weighing down all the branches and almost every single branch was nearly snapping.

I was like, "Holy crap. Why did this happen?"

After I learned why... I pruned EVERYTHING in the yard.

Maybe I got a little prune-happy, but I started cutting back and chopping everything.

And the next year after that we had this incredible yard.

(OK… maybe a slight exaggeration 😉)

But there's a lesson here….

BUSINESS GOAL SETTING

It may sound obvious, but I'm brought it up at the beginning of OfferLab to show you that you gotta prune the shoots!

I’ve coached nearly 30,000 people.

And when I teach the principles of what I do, it stimulates the mind...

And the mind goes, "Oh, my gosh! I could do…

*THIS*

*THIS*

*THIS*

*THIS*

*THIS*

...and all these shoots start appearing ALL OVER the place!

And what's the problem with that?

None of the shoots grow.

The tree doesn't produce any fruit.

You don't get anywhere.

What I'm teaching is dead sexy, and it is 100% real #ItWorks…

But you've gotta prune, you need one trunk, that's it.

Don't think like, "Hey, I'm gonna grow this shoot with OfferLab, and I'm gonna grow all these other shoots on the side ..."

...it doesn't work like that!

I’m growing a few more shoots, but it's only 'cause I have a team. I'm NOT the only one doing all the stuff.

And I've done this A LOT... waaay more than the average person.

So please lean into the fact that it's hard to pull this off when you have MORE than ONE shoot!

OFFERMIND

(My Team!)

I have a few personal friends who are struggling, so I said, "Why don't you come to OfferMind?"

They are probably on idea six or seven, (which is understandable, no judgment)... we've all been there.

I was like,

SFR 283: I Leased An Office For Free Oct 15, 2019

Show notes

From a 300 sqft room to a 3200 office (for free)

We’re (finally) getting an office space, and I wanna walk you around real quick to share a principle with you that I learned from Russell which means that taking on this space isn’t actually gonna cost me a dime!

I’m also gonna reveal to you:

The next 3 revenue-generating moves I’m making...

What’s coming after Sales Funnel Radio ends, (Yep, you heard that right!)...

Why NOW is the right time to move into a larger space…

Why you don’t need a ton of equipment to succeed and why bootstrapping doesn’t need to hold you back...

Why my office is a MASSIVE mess… and WHY I don’t care!

But first, I want to let you into the dream I have for my NEW space…

HACKING ENTREPRENEUR SUCCESS

I’ve had several people reach out and ask:

"Stephen, why don't you have an office yet? You've made a lot of cash very fast in a short amount of period of time."

And the answer is that it made no sense to take on a BIG office space (when I can work from the couch)…

*Unless I have revenue plans attached to ‘that space’ as well*

And this principle is something I learned very early on from Russell!

When ClickFunnels was looking for a new office, not only did they find the shell of a space they wanted, they also drew all the things that they wanted in there.

And then, revenue-wise, in order to pay for it, Russell made sure he launched a product that would cover waaay more than the lease payment of that new building.

And he did that every single time he had something expensive to pay for...

For example:

When Tony Robbins came to speak at Funnel Hacking Live, it was expensive, man.

Tony Robbins is really, really expensive.

And so…

Russell put on his marketer hat and said, "How can I pay for that?" and then, he started coming up with clever ways in the FHL event to raise the money to pay for Tony.

And I'm doing the same thing here (...without Tony, but you get my drift?!).

This office is NOT anywhere near as expensive as Tony.

In fact, it's NOT that expensive a month at all, but even so, I’m NOT gonna be out of pocket to pay for it

Here’s my plan…

THE PURSUIT OF PROFIT

I have three things I'm launching (that everyone's been wanting from me), that will help more than pay for this office space.

But before I tell you what they are, I want to walk you around and share my plans with you…

This NEW office is 3200 square feet, it's funny, 'cause on camera, it doesn't look that huge.

I’m planning on doing A LOT of restructuring, and I’m gonna tear down a ton of walls and raise the ceilings.

We can literally create any kind of structure we want.

When I first started working for ClickFunnels, random people would just show up at the office.

And that's fine, but it was awkward, 'cause people we didn’t know would literally just walked in.

There were no keycards or any of that stuff, so you were always kind of on edge, wondering when someone was gonna just walk on in.

It's mentally hard to get into a creative space when random strangers just walked in.

So eventually, they made a wall with a keycard on one side and the event hall to the right…

I actually want the exact same setup…

There’s gonna be an event space in our NEW office

Every quarter we spend $8,000 to $10,000 renting a hall, but we could just use that cash and have the setup here...

ClickFunnel's made MORE money by building their own mini-event hall and attaching it to their office, and I'm doing the exact same thing.

So, we're gonna knock down some walls and build an event center with a full AV setup.

I'm trying to have my event room be almost the size of the event space that's in ClickFunnels.

It won't be as big, but that kind of a the spec.

I’ll still do my major events, like OfferMind, at other places, but what you need to understand is that

Colton, Austin, and I have been sitting in a 300 square foot bedroom for the last year-and-a-half … 😂

Now we're going from a 300 square foot bedroom to a 3200 square foot place.

...it’s really, really exciting!

HOW TO GROW A BUSINESS

Let me show you outside...

Check It Out….

It says Yellow Book USA; it's literally new tech replacing old tech.

I don't need all the space that ClickFunnels has.

Dave Woodward told me that Clickfunnels has about 7000 square feet and our office is about half of that.

I can't imagine a scenario where I’ll need more than 15 people on my team…

...and so that's kinda what we're planning for.

There'll be an open area and a few spaces with offices.

It's been nice to work from home, but there's a lot of pros and cons.

People ask me, "How do you handle working at home?"

It's *NOT* easy.

I spent $200 putting sound panels across the top of my “office” #bedroom; (it's just an over-sized bedroom).

I put sound panels across everything!

And I'll tell you…

WHY THE “BOOM!”?

One of the major reasons I started yelling so much was because I could hear my three girls in the background.

Maybe there’d be a little fight…

Maybe someone would get hurt…

Maybe there was a little amping up...

And so I’d ‘amp it up on camera’ to mask my kid’s noise.

That's one of the real reasons I started yelling…

There'd be all this commotion going off in the background and I’d be like…

“And you gotta build the funnel! And you gotta... "

So, NOT having to deal with that anymore is gonna be super cool.

We will not have to put sound panels across the ceiling like we had to in the last office.

Up here on the top and the back of this door is literally soundproofing. I just put spray adhesive of everywhere.

But back to the NEW space, it's quite the large and it's perfect for what we need.

So…

I'm gonna knock stuff down

Draw out the floor plan

<...

SFR 282: The 2nd Millionaire In America Oct 08, 2019

Show notes

This is one of my favorite, brilliant marketing stories!

I’ve just finished another 20-mile bike ride (in the dark)…

I'm still several miles from home, but my mind's kinda spinning, so I thought I'd stop and…

Drop kinda a cool story about PT Barnum that involves a dead monkey and a fishtail… (Yep, that BT Barnum… and Nope, it’s NOT in the film 😉)

Tell you WHY Sales Funnel Radio will be ending soon!

#SHOCK!

MAKING MARKETING HISTORY!

I LOVE studying yesteryear's marketing gurus. I’ve been going back to the 1700s and 1800s…

I've been kind of obsessed with studying how these old, rich, dead marketers got their messages out before the internet.

...because we live in a very different world.

And while the internet is beautiful, it’s largely a crutch…

And it’s a HUGE distraction if you don't understand what marketing truly is.

To illustrate my point, I’m gonna tell you a story of a guy named PT Barnum.

You’ve probably have heard of PT Barnum from the movie, The Greatest Showman, which is …

A largely made up by Hollywood.

A great movie.

Most of what’s in the movie is NOT true.

PT Barnum did have a circus, but it was his retirement project.

Barnum was older when he started that circus, but the movie makes it seem like he had this young struggling family and that it was the circus that made him...

That's NOT at all true.

However, PT Barnum was a brilliant, brilliant guy, and he died in 1891 at 81 years old and by that time,

I believe he was the second millionaire in America… he was definitely the first show business millionaire in America.

A million dollars was waaay more back then than it is now, it was pretty impressive to have a million dollars at that time.

HUMBUGS & A PRE-INTERNET MARKETING STRATEGY

Barnum loved doing hoaxes, or as he called them, ‘humbugs’ for the public.

And there's a lot of famous quotes from him about that...

I don't care what the newspapers say about me as long as they spell my name right. - P. T. Barnum

One of the MOST famous hoaxes that Barnums well-known for is the Feejee Mermaid.

The Feejee Mermaid was widely known in the1800s as being one of the greatest hoaxes ever pulled off.

Barnum was famous for saying something to the effect of, ‘The world wants to be fooled, so let it be fooled.’

The bigger the humbug, the better people will like it. - P. T. Barnum

So Barnum would play these tricks on the public and his sales would increase…

And so long as he over-delivered on value, he found that nobody really cared that they were hoaxes..

Now, I'm not here to say whether or not that's right or wrong.

I personally don't think that's right.

Don't lie…

However, there's a lot you can learn from the brilliance of what Barnum did.

And I wanna share a really fascinating story on what I believe true marketing is if you remove the internet…

It's kind of a funny episode, it's a cold dark night, and I'm in a Staples parking lot…

(Who says marketing isn’t glamorous? 😉)

*CHECK IT OUT*

But back to the story!

THE FEEJEE MERMAID

Barnum had this museum in New York and most of his income came from this museum of crazy stuff, NOT the circus.

AND…

When in the mid-1850s, ‘a mermaid was caught off of the coast of Feejee’(#QuoteUnquote) it was brought to PT Barnum to see if he wanted to put it in his museum.

It was literally a monkey's body that they had been sewn onto a fish, and it's kind of morbid.

But Barnum decided that he could use the ‘mermaid’ to create a cool buzz!

So he grabbed all of these naturalists to declare, "This is a true Mermaid from Fiji."

Now, anyone looking at the ‘mermaid’ could tell that it was fake…

So Barnum asked experienced naturalists until finally, he had a naturalist who would declare:

"This is a real mermaid."

Then he took *that story* and ran with it.

He and one of his associates started sending letters to the newspaper from various locations.

His associate acted as a doctor and they started “leaking” quote after quote of interactions they were having about the Feejee Mermaid and how spectacular it was to the press.

They sent them from anonymous locations throughout the city and the nation.

The press was like:

"Oh my gosh, we're getting all these letters about this incredible Feejee Mermaid.

Look at this correspondence between this doctor and PT Barnum the museum owner.”

It was completely fake.

However, when they’d created enough buzz, the fake doctor took a trip from New York down to Philadelphia o ‘business’ and brought the Feejee Mermaid with him.

They did their Dream 100 homework and chose a hotel where the owner was friends with a bunch of newspaper editors.

Dr. J. Griffin (fake doctor, fake name)... checks into this hotel and as a thank you for letting him stay, he promises to let the hotel owner see the Feejee Mermaid.

The hotel owner goes, "Oh my gosh. That's the coolest thing I've ever seen. Do you mind if I bring some of my friends over?".

Q: Guess who his friends were?

<...

SFR 281: Using OPE (Other People's Events) Oct 01, 2019

Show notes

How am I using the Perfect Presentation Script in OTHER people's funnels?

Are webinars dead?

Kinda…

Russell doesn't use the term webinars anymore, it’s now called a ‘presentation’.

… and it's because people are like, "Well, I'm not gonna do a webinar to sell my thing."

Frankly, people who think that are missing the point... ‘cause it's the format NOT the name that matters.

The script itself works extremely well... whether you call it a webinar or a presentation 🤓

So ‘YES!’ the webinar is dead…

Long live the Perfect Presentation Script!

HOW TO PROMOTE YOUR BUSINESS AT OTHER PEOPLES EVENTS!

So here’s a question for you…

Q: What has 5 parts and can be used to sell or launch *ANYTHING* on or offline (and why I’m cycling in the boonies at 10 pm)?

A: (You guessed it…) The Perfect Presentation Script!

And this may come as a shock to some people…

Selling a car, is the same as selling an info product, is the same as selling soap, is the same as selling insurance... etc. Sales is sales.

And the other night, while cycling in the boonies, I came up with a sweet NEW way that I could ‘kill two birds with one stone’ to use other people’s events to save myself hours of work…

Here’s how it happened...

NO THANKS, I’D RATHER BIKE…

Growing up, my parents said I was NOT allowed to drive unless I got my Eagle Scout.

I didn't wanna too... so I biked EVERYWHERE instead.

And it wasn't just down the road, I put in some serious miles in high school.

Recently, I started cycling again…

It was pitch black and I had only the w flashlight on my bike.

I was trying to study the road and pushing super hard, some things were coming at me fast…

It's totally a Children of the Corn scenario...

It was so *FREAKY* … but it got me thinking!

RELEASE THE PRESSURE

It’s been such an intense week!

We’ve been…

Launching

Running lots of payments

Getting lots of people onboarded to Offer lab

Now we're working with people to get all the inputs that my funnel team needs to build their funnel for them.

*Yep! You heard that correctly*

You may not know about OfferLab yet, but this is the second year we've run it.

It was successful the first year, but now we’ve found ways to make it even MORE successful.

So, anyway, it's been an intense week, and honestly, I need time to do aggressive physical activities just to stay in the zone.

I use my little Apple Watch to track my time and distance and I'm at 19 and a half miles in about an hour and a half...

Those of you guys who cycle might be thinking, "Oh, that's not that far, Steve."

I get it, but check out the bike I'm on…

It's a mountain bike…

Look how FAT those tires are.

Give me some credit!

I'm pushing pretty hard, and I burn A LOT of calories doing this.

I’m trying to get in more shape so that I can go jujitsu... it's gonna be a ton of fun.

MY SPEECH WRITING HACK

Anyway, back to that *sweet idea* I had…

It suddenly hit me that I'm speaking at events six times in the next six weeks.

Which means…

I have six speeches to plan and write and it takes me, on average a solid 8 - 15 hours to create each speech.

People are like, “Woah, Stephen, you don't need to do that.”

I've had people tell me, "Stephen, you could just take a marker, stand up, and teach."

Yes, but that's NOT the point.

Even if I'm NOT selling something for money, I'm still selling ideas.

And so I need to know…

What's the false belief I gotta break?

What are the stories?

This is my craft. I'm not gonna just stand up and just spitball it, that's dumb.

I’m highly prepared for every speech I give, *highly*...

HERE’S MY AGENDA

I'm gonna be speaking at Carnegie Hall along with...

Martha Stewart

Dan Kennedy (so long as his health is okay).

Michael Gerber, who wrote The E-Myth, (that book changed my life in college).

Hal Elrod from The Miracle Morning.

...I'm really excited about it.

I'm NOT normally the kinda guy to name drop stuff, (and frankly, that kinda drives me a little bit nuts…)

But…

IT’S SOOO COOL!!!

These are some of the people that I've learned from over the years, and maybe you have too.

I'm pumped about it.

I'm giving two speeches at Carnegie Hall, and then the very next weekend, I'm speaking, literally back to back, at two different events in different locations.

On Friday, October 4th, (I believe it's the fourth), I'm gonna speak at Boss Con.

And then Saturday, October 5th, I'm speaking at

SFR 280: Next Steps After OfferMind 2019 Sep 24, 2019

Show notes

Now that the event is over, here are some of the most important steps I'm taking in my business…

I just finished OfferMind 2019, and it was incredible.

Now, that might sound weird 'cause it was my event’ but the reality is - it was REALLY good.

And as Sales Funnel Radio is all about documenting the journey, I want to...

Do a quick recap...

Tell you where I’m at now...

Explain what's happening now that OfferMind is over and WHY I’m in the process of DECONSTRUCTING and SIMPLIFYING...

Tell you WHY hiding in the park is one of the BEST moves you can use to grow your business…

OFFERMIND - THE RECAP

At the time of me creating this episode, Offermind was a week ago, and ‘Oh, my gosh,’ the event was...

This year OfferMind was 650 people, by contrast, at the first event last year, we had 140 -150 people show up.

The event was super cool. However...

The only problem is that most of the tickets were free.

In fact, they largely were free; people got them as bonuses for buying other offers…

And that's okay, but the downside is…

It pre-frames the brain for FREE stuff, so when you go to sell, it's just harder.

The #FACT is:

It's a little bit more challenging to pitch a ‘FREE’ room.

Now, I understand everybody is in a different scenario in their life and I'm not making fun of that at all, but that's just the reality.

If it's a completely free event it's very different than if people just pay just a little bit.

OFFERMIND 2019 - FILLING THE EVENT

Filling events is hard!

I kept track and we created 15 separate campaigns + 1 Ad Campaign

Which means it was 16 Campaigns that I ran in order to fill this year’s OfferMind.

That was *HARD*

In fact...

Running campaigns to fill the event was as hard as the event itself, if not harder.

I always wanna do awesome and over-deliver for the people who come to my events, but it’s very challenging to do that...

We had an awesome group of volunteers who are our social agents from my groups, and they volunteered to help set up a few things.

(The AWESOME volunteers… *Bonus Points* if you can spot me 😉)

We had an amazing company come and run registration for us - that's all they do at events.

OfferMind cost about a quarter-million bucks for me to put on.

AV is very expensive and Swag was 50 grand alone.

And I know I just did an episode about this, but I thought I'd just recap to show you my next steps…

THE FIRST RULE OF FIGHT CLUB SELLING OFFERLAB

Most people don't know what OfferLab is yet.

...‘cause, like the First Rule of Fight Club: Don’t talk about Fight Club, right? 😉

OfferLab is pretty ridiculous and it’s NEVER been offered before - by ANYONE!

So we sold OfferLab at the event and we had this really cool thing created.

It was a packet with A LOT of cool stuff in it…

However, I'm NOT gonna tell you about the offer right now 'cause I wanna share it with you another time.

BUT… (and this is sooo cool!)...

I had a stage rush.

… and that says something.

I spent five days creating the pitch.

Before that, there was the ‘brainstorming’ and all these other things, but when I finally landed on it...

I was like, “This is it! I’ve hit it! This offer is freaking sexy!”

From stage, we counted $1.9 million in sales.

MY FIRST STAGE RUSH

Here’s what happend…

I was pitching and showing more about what the program was worth and I hadn't even gotten to the price yet, and a guy stood up...

I still remember it!

Stage left, on the front, this guy stood up and started shimmying through everybody else to grab a form at the front of the room.

There were tables at the front of the room, and this guy went and slapped his credit card down before I even said the price or did a price drop.

It was so honoring.

Then it was like a waterfall that started slowly…

I think I spoke for an additional 10, 15 minutes while everyone got up...

I'd never had that experience before, it was so cool.

Brandan Fisher, (he created FishDawg Productions), is one of my good friends, he's also a guy that does a lot of filming for me and for Russell’s programs…

He’s a very talented guy, who’s been around this world like crazy.

Afterward, Brandan sent me a message and he's like:

"Dude, I've never seen anyone besides Russell actually do a legitimate stage rush. Huge congrats to you."

And I was like, "That's so cool of you to say, man. Oh my gosh."

I was freaking out…

It was so cool to have a stage rush.

WHERE I’M AT NOW…

It is exhausting being the speaker on stage, let alone putting the event together.

Now, I had help, a lot of help…

Austin and Colton killed it while we were selling OfferLab.

...it was tons of fun.

But for three of us to pull off a 650 tickets event - that’s NOT normal.

And we suffered because of it!

I'd have no desire to go through that again, it was physically painful.

I mean that in all reality.

The event was in Boise and I always stay at the hotel that I'm speaking at... 'cause I need to stay in the game.

After day one, I went back to my hotel room…

I'll just tell you right now, I was in a lot of pain… and the type of headache that comes from something like that is pretty big.

And what I always do, especially when something is that intense, is grab the hotel towels and ice, then lay them out on either the floor or the bed…

… and then I wrap my legs in i...

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