VIDEO
TITLE: The Offer Is the Most Important Part of a Business
URL: https://youtu.be/75EMOyB1DKg
PRIMARY_TOPIC: offers
TOPICS: offers

[0:00] YouTube https://youtu.be/75EMOyB1DKg?t=0 || The Offer Is the Most Important Part of a Business
the offer is still king just like it was last year, just like it was the year before that. The offer still matters more than everything. And so we um have begun the process of donating um a lot of the books from the launch and we basically made the offer pretty simple. One of the variations that we've test,

[0:18] YouTube https://youtu.be/75EMOyB1DKg?t=11 || The Offer Is the Most Important Part of a Business
we're testing a bunch of different variations, but one of the variations was like, hey, just pay for the shipping of three books and you'll get all three books and uh just pay for the shipping of them. And so right now I actually lose money like literally lose money on that even with the books being prepaid

[0:32] YouTube https://youtu.be/75EMOyB1DKg?t=25 || The Offer Is the Most Important Part of a Business
and still and what's what's crazy though is that the metrics that I've seen from that offer in that funnel are better than any that I've ever seen in my entire career in marketing. And the reason I find that to be so interesting is that like we we whip that together so quickly and it's working because it's

[0:52] YouTube https://youtu.be/75EMOyB1DKg?t=45 || The Offer Is the Most Important Part of a Business
the offer stupid. like how do you make an offer so good people feel stupid saying no? It's in the sub headline, right? And so I'll give you a couple more tidbits that I've I've kind of like gathered together for myself. The reason we're able to break the record is because the bundle for donating 200 bucks were so strong and so

[1:08] YouTube https://youtu.be/75EMOyB1DKg?t=61 || The Offer Is the Most Important Part of a Business
compelling which I spent two years building. The next thing is that whenever you have components of an offer or bonuses that you're going to include in any kind of offer ever, any service, any anything, right? Each bonus should be worth more than the entire value of the thing you sell. I believe that most

[1:26] YouTube https://youtu.be/75EMOyB1DKg?t=79 || The Offer Is the Most Important Part of a Business
buyers are single issue buyers, like singleisssue voters, is that they keep listing until they have that one light, that one key, that one unlock, that one reason why that say that was worth it. And so if you ever try and put an offer together where you think, oh, the aggregate of these things is worth more,

[1:44] YouTube https://youtu.be/75EMOyB1DKg?t=97 || The Offer Is the Most Important Part of a Business
you have already lost. And if the bonus itself is complex enough that you have to explain it, delete it. Because the most expensive part about you explaining different components of the offer is the mental real estate it takes up to actually explain it. And so if something is worth saying, make sure that it's

[2:03] YouTube https://youtu.be/75EMOyB1DKg?t=116 || The Offer Is the Most Important Part of a Business
worth saying. And when you also build offers in this way, it forces you to think even more about how can I make this more compelling? How can I make it simpler? How can I make it more compelling? And each one of them has to has to carry their weight. And by doing that, you'll create a more operationally

[2:18] YouTube https://youtu.be/75EMOyB1DKg?t=131 || The Offer Is the Most Important Part of a Business
efficient business number one. And your offer, I like to use this as my kind of um my like razor for making a good offer is that the offer should be textable. Can I text to someone? And then them say, "Yeah, I'm in." And that's just a great way like you you've got this much screen and that many words to to say the

[2:37] YouTube https://youtu.be/75EMOyB1DKg?t=150 || The Offer Is the Most Important Part of a Business
essence of the entire offer. And if you can't fit it there, it needs to be better or it's too long. And so that has just been really valuable for me. And I've had that I've had that reinforced this year several times. Obviously, we had the the the offer at the launch. We we're donating the books on the back

[2:52] YouTube https://youtu.be/75EMOyB1DKg?t=165 || The Offer Is the Most Important Part of a Business
end, but even within the portfolio companies, I mean, the reason I think that the offers book will always outsell the other books in general. I think money model is not out selling now cuz it's new, but like I think long longterm offers while it sell is because like if you nail the offer in a lot of ways,

[3:07] YouTube https://youtu.be/75EMOyB1DKg?t=180 || The Offer Is the Most Important Part of a Business
nothing else matters. It's just getting it right is so hard. But there's nothing that you can do that can make your business have a have a bigger step change in your business's revenue and profit than really making the offer better. And it's like again, I think on some level people have an understanding

[3:25] YouTube https://youtu.be/75EMOyB1DKg?t=198 || The Offer Is the Most Important Part of a Business
of like what things cost. And the reason that I think that book bundle works so well was because they know it cost me they know I'm losing money. Like people can they know that three hardbacks cost more than $15. Like they know that and so shipped, right? Like even one $15 is crazy. Three is absurd, right? And so

[3:45] YouTube https://youtu.be/75EMOyB1DKg?t=218 || The Offer Is the Most Important Part of a Business
they know that. And so it's like people assume that like I think Olgie said this. He said people think they're, you know, the the prospect is an idiot, but she's your wife. And it's like we we we talk to these amorphous masses, but it's like they're real people who are intelligent who can make decisions and

[4:02] YouTube https://youtu.be/75EMOyB1DKg?t=235 || The Offer Is the Most Important Part of a Business
they know when something smells off and they know when something is a good deal. And so like you can only do so much dressing up with the copy and the words and the persuasive elements because at the end of the day, you should be able to make the pitch by just stating the offer and shutting the up and

[4:18] YouTube https://youtu.be/75EMOyB1DKg?t=251 || The Offer Is the Most Important Part of a Business
pointing to how to pay and people should buy. The rest of it is just is dressing, right? It's just tweaks. It's just improvements. But the biggest improvement overall is going to be what the thing you sell is. So sometimes we need to be reminded more than we need to be taught. And this year was a a wonderful reminder for me of like can

[4:37] YouTube https://youtu.be/75EMOyB1DKg?t=270 || The Offer Is the Most Important Part of a Business
like it's the offer stupid. Like make it better. Real quick, if you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So my team and I put together the $100 million scaling roadmap, which is basically 200 hours of us looking over all the portfolio companies we've had

[4:52] YouTube https://youtu.be/75EMOyB1DKg?t=285 || The Offer Is the Most Important Part of a Business
and what stages of growth they went through and more importantly where they got stuck and how they got past it. And so we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you,

[5:06] YouTube https://youtu.be/75EMOyB1DKg?t=299 || The Offer Is the Most Important Part of a Business
what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You

[5:19] YouTube https://youtu.be/75EMOyB1DKg?t=312 || The Offer Is the Most Important Part of a Business
can go to acquisition.comroadmap, plug in your business information. And if you want us to actually help you deconstrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look at the business, see if we can help. And if we can, we'll invite you

[5:35] YouTube https://youtu.be/75EMOyB1DKg?t=328 || The Offer Is the Most Important Part of a Business
out to Vegas and we'll do this in person live.


VIDEO
TITLE: “What Do High-Level Buyers Actually Want?”
URL: https://youtu.be/7kyfpkU_K4o
PRIMARY_TOPIC: offers
TOPICS: offers

[0:00] YouTube https://youtu.be/7kyfpkU_K4o?t=0 || “What Do High-Level Buyers Actually Want?”
Uh, my name's Josh. I own a business in Australia and we help universities keep Australia Australia and we help universities or unis in Australia keep their students and keep them happy so they don't drop out. So your college video was really applicable to us. I think the Australian government was listening to you because they introduced

[0:16] YouTube https://youtu.be/7kyfpkU_K4o?t=9 || “What Do High-Level Buyers Actually Want?”
a policy this year. I know I came to tell you that news. I know uh they introduced a policy where Australian unis to receive funding have to dramatically increase the amount of low socioeconomic students. the one that benefits most from uni, which is cool. And then they released a policy that said four essentially $60 million of

[0:35] YouTube https://youtu.be/7kyfpkU_K4o?t=28 || “What Do High-Level Buyers Actually Want?”
student funding has to go to clubs, societies, fraternities to support their students. So eight years ago, I started a business on the premise that uni should really invest in supporting students because it keeps their customers there and that's good for unis and goods for the students. So I have a woman in a $60 million red

[0:52] YouTube https://youtu.be/7kyfpkU_K4o?t=45 || “What Do High-Level Buyers Actually Want?”
dress. Okay. And my question is, normally I'm selling to a student engagement professional. It's their first professional job. Now I'm selling to their boss's boss. So I have a a value equation basically for student retention that we've created this instrument which shows them why students drop out, where their dropout

[1:10] YouTube https://youtu.be/7kyfpkU_K4o?t=63 || “What Do High-Level Buyers Actually Want?”
rates are, benchmarks it exactly what to do. Sounds good. And then our training solutions are the answer to that. Right. But I've spent eight years selling training solutions, not data and analysis. I'm not used to selling to the CEO. I'm used to selling to their employees. Say again. They just want the data.

[1:27] YouTube https://youtu.be/7kyfpkU_K4o?t=80 || “What Do High-Level Buyers Actually Want?”
They just want the data. The higher up you go just for everybody for enterprise sales. The the more money the person makes, the more they don't care about the narrative. Yeah. That's just been my experience. Now, of course, stories sell and there's like sure you want to have a you know a meta narrative if you want, but like until

[1:41] YouTube https://youtu.be/7kyfpkU_K4o?t=94 || “What Do High-Level Buyers Actually Want?”
you show them the math behind it, which is like what is your return on this and that's what they want. So my problem was my churn I'd lose maybe 20% per year. The ones who'd hire me for training, the students go, "It's the best training I've ever been to. It's amazing." But they wouldn't be able to tell their boss or their boss's boss the

[1:56] YouTube https://youtu.be/7kyfpkU_K4o?t=109 || “What Do High-Level Buyers Actually Want?”
data to prove that it was good for retention. Well, you have to track the data. You have to track it. But they would never give me that data. So, I couldn't ultimately prove it. You have to make a contingent. Like, you have to do it. You have to do it. You have to do it, right? In order to work with us, like we have a

[2:08] YouTube https://youtu.be/7kyfpkU_K4o?t=121 || “What Do High-Level Buyers Actually Want?”
proprietary technology and it feeds off of data. And in order for us to make your product or solution better, we have to get this data so we can implement it in real time. And so, right now, start with vanilla version. Yeah. But in two year there's going to be the super tailored version to your university. So

[2:21] YouTube https://youtu.be/7kyfpkU_K4o?t=134 || “What Do High-Level Buyers Actually Want?”
we know that you know all universities benefit from these five things. But there's usually five to 10 other things that are we will learn from this data. So you have to do it. So these are the three things that we'll do to make it easier for you to actually get this data back to us so we can help you make more

[2:33] YouTube https://youtu.be/7kyfpkU_K4o?t=146 || “What Do High-Level Buyers Actually Want?”
money. Yeah. Can I ask you one quick follow up on that? The tool that we do that now is a $30,000 product per year on subscription that uh universities have started to buy. Correct. Before that our LTV of training was $34,000. Okay. So the tool that justifies the $34,000 training is worth $30,000. Sure.

[2:53] YouTube https://youtu.be/7kyfpkU_K4o?t=166 || “What Do High-Level Buyers Actually Want?”
So that's why I'm wondering, do I focus more on selling that and then sell for 60 if you want and just say it comes with these two things. It comes with the training. Sure. And pivot towards that. Yeah. I mean fundamentally like those are components. I don't even see them as that important. Like the only thing that

[3:08] YouTube https://youtu.be/7kyfpkU_K4o?t=181 || “What Do High-Level Buyers Actually Want?”
matters to them is the likelihood that they get their customers to stay and pay longer and renew year after year after year. Yes. And so how we get there matters just really little. And you know this from the sales side. I think you're just into you're in the weeds right now because you're you know you have your

[3:24] YouTube https://youtu.be/7kyfpkU_K4o?t=197 || “What Do High-Level Buyers Actually Want?”
entrepreneur hat on and you're here. But like Yeah. If you're a customer, I don't care if we're going to be doing keto or cutting my calories. Like I just want to be able to fit in my high school jeans. Yeah. So just tell me how. That's it. Cool, man. Appreciate you. Yeah. You bet. So if you've hit a

[3:38] YouTube https://youtu.be/7kyfpkU_K4o?t=211 || “What Do High-Level Buyers Actually Want?”
revenue ceiling or your entire business relies on you to grow, then I'd love to invite you out to our headquarters here in Vegas to learn how we scale. And so my team spends two days with you to identify the thing that's holding your business back. And so if that sounds interesting, click book a call.


VIDEO
TITLE: How to Stop Feeling Behind in Your Business
URL: https://youtu.be/HRY5evNQ64w
PRIMARY_TOPIC: offers
TOPICS: offers

[0:00] YouTube https://youtu.be/HRY5evNQ64w?t=0 || How to Stop Feeling Behind in Your Business
So, first I just want to say thank you because you made me a ton of money. You're welcome. So, so my last business was an early childhood education shared services startup. I built it from concept to fully funded $32 million. Awesome. And then scaled from just to 133 staff people in 18 months. Awesome. So, and I left it because I

[0:27] YouTube https://youtu.be/HRY5evNQ64w?t=20 || How to Stop Feeling Behind in Your Business
made a community decision to incubate at another nonprofit, but I was not the owner. Okay. So, I built it for them. Weird. Now, I help career women. I made them a shitload of money. It made them. Yeah. So, they I'm so happy. Yeah. So, now I help career women productize themselves so that they can become solopreneurs or early stage

[0:47] YouTube https://youtu.be/HRY5evNQ64w?t=40 || How to Stop Feeling Behind in Your Business
startup founders. Cool. My question here is around your calculus for speed because for me I had nine months to take various stakeholders pull them together concept 18 months of diligence etc. Now I am building a sales team doing things like the personal brand is me. So my calculus around speed and that

[1:09] YouTube https://youtu.be/HRY5evNQ64w?t=62 || How to Stop Feeling Behind in Your Business
exactly what you shared earlier the temperature that entrepreneurs are comfortable with has been hard for me to calibrate especially because we do you feel like you're going too fast or too slow? I think I'm going too slow. And my brain, you know what's weird is that I have NBA I have yet to meet an entrepreneur who

[1:26] YouTube https://youtu.be/HRY5evNQ64w?t=79 || How to Stop Feeling Behind in Your Business
says that they're going too slow. You're the only one. Every other entrepreneur is like, I'm going way too fast. Um things are just happening so fast around me. Um I'm joking. Um no entrepreneur says that. Everyone's like, this should have been done seven years ago. Like why is this taking so long? Like I can do this in 5

[1:43] YouTube https://youtu.be/HRY5evNQ64w?t=96 || How to Stop Feeling Behind in Your Business
seconds. Why does it take you 5 years? Um, so, so I think first off it's normal. Um, but let's chunk down a level. What specifically do you feel like is not happening fast enough? So, think about it from inputs and outputs. Outputs I don't care about. Outputs outputs occur. Revenue occurs. Profit occurs as a result of inputs. And so,

[2:04] YouTube https://youtu.be/HRY5evNQ64w?t=117 || How to Stop Feeling Behind in Your Business
what inputs are not happening fast enough? So, it's to me it's the equation of cash flow and closing my learning gap. So, for example, I have been new sales and fulfillment and all of these things which have required me to close my gap. I would prefer to hire someone till I build out the sales team.

[2:22] YouTube https://youtu.be/HRY5evNQ64w?t=135 || How to Stop Feeling Behind in Your Business
But you don't have cash flow yet. Yeah. So when you start So this Okay. So was was the other thing funded that you did? Yes. Okay. So this is really cool for everybody. This is a great meta concept. So every single business on planet Earth incurs debt from the day it starts. It's just that the nature of the debt is

[2:40] YouTube https://youtu.be/HRY5evNQ64w?t=153 || How to Stop Feeling Behind in Your Business
different. So if you're bootstrapped, you start with leadership debt, management debt, technical debt. You incur all these different types of debt. If you're venturebacked, for example, you incur financial debt, but you can spend the money to get the CRM day one. You can spend the money to get the executive team day one. And so you incur

[2:58] YouTube https://youtu.be/HRY5evNQ64w?t=171 || How to Stop Feeling Behind in Your Business
less financial debt, less technical debt, less of all these things, but then you got to pay back the financial debt. Or you just slice down the pie and so you have a much smaller slice. And so, um, whenever you trade, like you have there's there's trade-offs between the types of debt that you choose to incur.

[3:15] YouTube https://youtu.be/HRY5evNQ64w?t=188 || How to Stop Feeling Behind in Your Business
And so, bootstrap businesses in general take longer to grow because you have the issue that you have right now, which is that you have to keep stockpiling. And you usually have to work double time because you have to do today's job and tomorrow's job in order to generate basically you do two or three jobs to

[3:29] YouTube https://youtu.be/HRY5evNQ64w?t=202 || How to Stop Feeling Behind in Your Business
generate the cash flow from the savings of not paying someone else to do that job to be able to afford to pay the person to do the job. that then levels you up to the next job that you can take over that pays even better. And so that's fundamentally the cycle of a bootstrapped entrepreneur. And so I

[3:44] YouTube https://youtu.be/HRY5evNQ64w?t=217 || How to Stop Feeling Behind in Your Business
don't think that you're going too slow. It feels slow because you were used to jetpacks that were artificial. No, just being real. Like if you're like, I've got 10 million bucks. Let's go. It's a very different starting block, right? Like businesses that I can grow now, I'll just I can just fund them to start.

[4:02] YouTube https://youtu.be/HRY5evNQ64w?t=235 || How to Stop Feeling Behind in Your Business
And that's where you get real leverage because you get the best of both because then you have the capital. You can start like you're venture-backed, but you're the venturebacked company. And so you can start with all the leadership in place, get all the consultants in so that you can get the tech, you know,

[4:15] YouTube https://youtu.be/HRY5evNQ64w?t=248 || How to Stop Feeling Behind in Your Business
tech stack and all that stuff and you can pay for the enterprise savings for a year ahead of time and you can do all that stuff and not dilute down, but then the company owes me money, but I own the company so whatever, right? And I know I'm going to get a good return on capital. And so fundamentally, does that

[4:28] YouTube https://youtu.be/HRY5evNQ64w?t=261 || How to Stop Feeling Behind in Your Business
help everybody in terms of thinking about this from a speed perspective? Like venture-backed companies go faster because they cheat from like the nature of business. It's like they start with a ton of money and they can spend it from money they didn't make. Bootstrap you have to make every dollar that you

[4:44] YouTube https://youtu.be/HRY5evNQ64w?t=277 || How to Stop Feeling Behind in Your Business
spend. But I think that long-term bootstrap businesses are the most fundamentally sound. Um I won't even get too much into that because I'll just stop there. All the TLDDR is you're going slow because you're comparing it to a venture back company. I will say that was a public private partnership that was grant funding. So

[5:05] YouTube https://youtu.be/HRY5evNQ64w?t=298 || How to Stop Feeling Behind in Your Business
we also didn't have the pressure of like we had social outcomes too. Yeah. You didn't even have like you didn't even have like revenue or profit goals. You had to even hit so you had like outside money. You didn't you weren't accountable for any financial metrics and you could just hire people like Yeah. That's like literally the

[5:20] YouTube https://youtu.be/HRY5evNQ64w?t=313 || How to Stop Feeling Behind in Your Business
opposite of a bootstrap business. And so like it's unsurprising that it feels different. Follow up to it. Just very quick is a technical question. Sure. So my next hire will be someone in the content space in the sales manager. How much of cash reserves do you think I should have before I bring on somebody

[5:40] YouTube https://youtu.be/HRY5evNQ64w?t=333 || How to Stop Feeling Behind in Your Business
who's going to make six figures? So this will be good for everybody. The rate at which you hire is actually a risk question kind of like we were talking about earlier. And so this is where I made a tweet the other day was like your lifestyle is your competitor's opportunity, which is the amount that

[5:58] YouTube https://youtu.be/HRY5evNQ64w?t=351 || How to Stop Feeling Behind in Your Business
you require to live on in distributions is what you can't reinvest in the business. But there's no perfect answer for that. If you have a family with kids, like we were talking about earlier, then I don't see that as bad. It's just that if somebody else you're competing against doesn't have a family

[6:13] YouTube https://youtu.be/HRY5evNQ64w?t=366 || How to Stop Feeling Behind in Your Business
and kids and reinvests all that money, then they're going to beat you. But you might not care because you might not be in a business where there's a network effect that like it's a race to the top. Very few businesses are that way. Like if you're trying to build a Facebook then yeah, you probably want to reinvest

[6:25] YouTube https://youtu.be/HRY5evNQ64w?t=378 || How to Stop Feeling Behind in Your Business
everything. If you're trying to build a dry cleaning store, probably doesn't matter. And so within the context of your business, I doubt that there are network effects that are going to like kick in at any time reasonable. And if you did, you need venture backing to get there in time anyways. So let's just not

[6:37] YouTube https://youtu.be/HRY5evNQ64w?t=390 || How to Stop Feeling Behind in Your Business
get into that. Um, and so the time that you choose to hire that person is basically based on the risk that you're comfortable with dealing knowing like if you know that the business is going to continue to grow, then you're just you're just dragging the growth forward, but you're sacrificing your paycheck so

[6:55] YouTube https://youtu.be/HRY5evNQ64w?t=408 || How to Stop Feeling Behind in Your Business
you can pay somebody else so they can drag that growth forward. And so it's a like the entrepreneurs dilemma is consumption versus investment as when do I start getting paydays? And it really just depends on you. So, if you've hit a revenue ceiling or your entire business relies on you to grow, then I'd love to

[7:11] YouTube https://youtu.be/HRY5evNQ64w?t=424 || How to Stop Feeling Behind in Your Business
invite you out to our headquarters here in Vegas to learn how we scale. And so, my team spends two days with you to identify the thing that's holding your business back. And so, if that sounds interesting, click book a call. And if you're a fit, we'd love to potentially see you out here in


VIDEO
TITLE: “I Have No Idea What I Am Doing”
URL: https://youtu.be/IglCDM-NS8g
PRIMARY_TOPIC: offers
TOPICS: offers

[0:00] YouTube https://youtu.be/IglCDM-NS8g?t=0 || “I Have No Idea What I Am Doing”
I sell tech and operations consulting to law firms. We started about six months ago and um we have enterprise clients and we have other ones that are 36 to 80k and they have a 300 to 600k packages and we need to figure out which one has the highest LTV to CAC ratio and which one you can convert most easily. So what is the

[0:18] YouTube https://youtu.be/IglCDM-NS8g?t=11 || “I Have No Idea What I Am Doing”
issue? That's correct. Um essentially well first of all I have no idea what I'm doing. Okay. Um started about six months ago. first step. Thank you. Um, second thing I think we just have a fulfillment issue and so my question is at what point do we consider productizing the service? Um, from what I understand that's kind of what you've

[0:42] YouTube https://youtu.be/IglCDM-NS8g?t=35 || “I Have No Idea What I Am Doing”
done with Gym Launch. Yeah. Um, at what point would it be worth doing doing that if at all? You said you wanted to sell this eventually, right? Yeah. Yeah. I wouldn't do that. Okay. Yeah. So, you have the same issue um that Justice has, which is like, I have this hard thing in front of me. Can you tell me there's an easy way?

[1:08] YouTube https://youtu.be/IglCDM-NS8g?t=61 || “I Have No Idea What I Am Doing”
I think the easy way will create a business that's significantly harder to sell. And so then you'll be at that point and be like, how can I sell this business? I'll be like, you can go back in time and not do this, right? So, like basically, you're in a high you're in a high skill service business. It's a professional services business.

[1:26] YouTube https://youtu.be/IglCDM-NS8g?t=79 || “I Have No Idea What I Am Doing”
Most professional services businesses are supply constrainted. It is easy to sell high-end professional services if you are good at what you do. It is hard to find other people who are good. This is the trade. But if you build a firm like that, you build a very valuable company. And and another just on a side note, um

[1:48] YouTube https://youtu.be/IglCDM-NS8g?t=101 || “I Have No Idea What I Am Doing”
again, I don't know what I'm doing. Um, I got I got um 500K in in investment coming in soon. Why? Um, it's been my my boss just wanted to Are you taking investment? Um, I don't So, we haven't finalized this yet, but I'm considering whether to do it or not. Would that Oh, you don't see any point in Why do you need money?

[2:10] YouTube https://youtu.be/IglCDM-NS8g?t=123 || “I Have No Idea What I Am Doing”
You You don't run a capital expensive business. Like, what are you going to use the money for? I guess to hire great people, but the business model should be able to hire great people. Like you're not a tech like there it's it's it's very rare that you need to bring on outside capital. Far rarer than most people expect. If you

[2:30] YouTube https://youtu.be/IglCDM-NS8g?t=143 || “I Have No Idea What I Am Doing”
want to build a platform, you want to build school. Yeah, you got to do that because you need to get zillions and zillions of users and you have to build this exceptional product before you monetize. So yeah, someone's going to front the money on the bet that it's going to be worth a lot more later. Your

[2:42] YouTube https://youtu.be/IglCDM-NS8g?t=155 || “I Have No Idea What I Am Doing”
business makes money today on work it does today. And if anything, you can sell the work before you even have the person. And so like you you you have a negative cash flow cycle. You have no you don't have to like front inventory for months ahead of time. You don't have to do any of that. So you have a service

[2:55] YouTube https://youtu.be/IglCDM-NS8g?t=168 || “I Have No Idea What I Am Doing”
business. So we just need to make the business make money. You're already profitable, I'm assuming, right? So you don't need the 500 grand. You have deals that are worth 500 grand, right? Yep. From what you told Yeah. So why would you like why would I give a chunk of the way the company to have somebody who's

[3:08] YouTube https://youtu.be/IglCDM-NS8g?t=181 || “I Have No Idea What I Am Doing”
permanently going to be involved in my business for the cost of one deal? It's like just sell another deal. Gotcha. Work a little extra on your own time and then not don't take that guy's money and just have the money. Okay. You know what I mean? And and you you absolutely think then it shouldn't be, you know, because I feel

[3:25] YouTube https://youtu.be/IglCDM-NS8g?t=198 || “I Have No Idea What I Am Doing”
like I'm creating extra problem that I otherwise wouldn't have to have being the the whole high skill talent thing if I just went down the productized route. You think it's really When you say productize, you're talking about the 36 to 80k price point. Yes, that's fine. I'm okay with that. But again, it's going to go back to what

[3:38] YouTube https://youtu.be/IglCDM-NS8g?t=211 || “I Have No Idea What I Am Doing”
I originally said, which is we just have to look at the LTV to CAC between both of the different avatars. If the LTV CA is literally the example I was just saying, if you have a $100,000 thing that cost me 30 and I make 70 or something that cost $10,000 that cost 100, I'd rather just sell six more of

[3:53] YouTube https://youtu.be/IglCDM-NS8g?t=226 || “I Have No Idea What I Am Doing”
the 10K things provided I have the ability to sell that. So, it's like I want to find something that has really good revenue attention, really good gross margins. If I have that, then I can just sell the out of it. and then I'd rather just sell five times more of that than trying to come up with the uh you know hightouch one that's

[4:07] YouTube https://youtu.be/IglCDM-NS8g?t=240 || “I Have No Idea What I Am Doing”
going to like is a more immediate ticket today but it's gonna quickly uh I'm going to quickly get constrained. So I'm basically pushing out my constraint based on what problem I'd rather solve today. So the question back to you is do you think you can't So what are the gross margins on let's say the average

[4:24] YouTube https://youtu.be/IglCDM-NS8g?t=257 || “I Have No Idea What I Am Doing”
on the 36 to 80k is uh 50,000. That sound fine. Okay. So let's say 50k is the average price. What's the gross margin on that? Not too sure. We Okay. Yeah, we're quite early on. So, yes, half of that. Okay. And then with the 200k thing that you do, what's the gross margin on that? 50%. That's gross margin.

[4:57] YouTube https://youtu.be/IglCDM-NS8g?t=290 || “I Have No Idea What I Am Doing”
So, you're running thin net margins because that means you're starting at 50 and then you got to pay everything else. Yeah. I mean, at the moment, um, we we are getting this fulfilled by a really expensive, um, highly certified guy that's been in the outside of the business. You're basically white label selling his stuff.

[5:13] YouTube https://youtu.be/IglCDM-NS8g?t=306 || “I Have No Idea What I Am Doing”
Um, we do what we can on the inside, but we we accepted quite a few projects. So, Okay. Um, so then the follow-up question is, can you more easily sell four times as many of the low touch as the high touch. Yes, then do that one. If your gross margin's the same and you can sell more than four times as many on that one,

[5:37] YouTube https://youtu.be/IglCDM-NS8g?t=330 || “I Have No Idea What I Am Doing”
then do that one. Basically, we're just looking at number of units sold times gross margin, the one that makes the most money. Gotcha. So, I think it always just comes back to the point of the the LTV. Yeah. To cap ratio. Okay. Thank you so much. Yeah, you bet. So, if you've hit a revenue ceiling or your entire business

[5:51] YouTube https://youtu.be/IglCDM-NS8g?t=344 || “I Have No Idea What I Am Doing”
relies on you to grow, then I'd love to invite you out to our headquarters here in Vegas to learn how we scale. And so, my team spends two days with you to identify the thing that's holding your business back. And so, if that sounds interesting, click book a call. And if you're a fit, we'd love to potentially

[6:05] YouTube https://youtu.be/IglCDM-NS8g?t=358 || “I Have No Idea What I Am Doing”
see you out here in


VIDEO
TITLE: You need to upsell
URL: https://youtu.be/MqyeikfbeTc
PRIMARY_TOPIC: offers
TOPICS: offers, upsell,offers

[0:00] YouTube https://youtu.be/MqyeikfbeTc?t=0 || You need to upsell
Okay. So, you're doing 60K 20K profit. You probably just need to have one centralized salesperson who does the ascensions. Uh, and you need to do Are you trying to sell them at the end? Yeah. It doesn't work. You have to sell them halfway through. People don't People don't sign up again when they're done.

[0:12] YouTube https://youtu.be/MqyeikfbeTc?t=5 || You need to upsell
You tried that, but it doesn't seem to help. It's the offer. So, basically, at the halfway point, you say, "Uh, you've done a lot of progress. What I want to do is a rollover upsell, which is what I just did, right? So, I took your ticket and credit towards the next thing." So you say you pay $2,000

[0:28] YouTube https://youtu.be/MqyeikfbeTc?t=21 || You need to upsell
whatever to get this period of time. I'm going to credit the $2,000. We can either credit it towards 12 or we can credit towards six. So right now your option is you can pay me another $2,000 to get to get six months or another $4,000 to get 12. You just give an either or if you choose today. Yeah. And

[0:43] YouTube https://youtu.be/MqyeikfbeTc?t=36 || You need to upsell
then you let them credit the whole thing that they paid towards that. That way it's like you just got your whole first, you know, 12 weeks free because you're crediting it towards the thing. And how do I know if my offer started as a suck? Uh, the offer part I'm less concerned about. I mean, I'm assuming if

[0:58] YouTube https://youtu.be/MqyeikfbeTc?t=51 || You need to upsell
you if you follow my stuff, you have some bonuses. You have a guarantee that's probably conditional. If you don't hit the goal, we'll keep working with you till you do, right? So, you already have the main components. I'll bet you this is a sales problem and a sales process issue. So, halfway point,

[1:11] YouTube https://youtu.be/MqyeikfbeTc?t=64 || You need to upsell
you'd want to go PIFF on either side. So, paid in full on either side. Roll over credit using the upfront thing towards 6 or 12. You either solve the problem of I'm going to coach the trainers on how to sell and I'm going to incentivize them to want to sell because they're going to get a percentage of the

[1:25] YouTube https://youtu.be/MqyeikfbeTc?t=78 || You need to upsell
contract and hopefully they have some teeth in them. And if you're like they're all hopeless cases, they all hate sales. They don't want to do it. Then you bring in the saleserson. And sometimes I like in the short term the highest use of your time might be you taking those calls. It's like hey I'm the owner. I want to make sure you're

[1:39] YouTube https://youtu.be/MqyeikfbeTc?t=92 || You need to upsell
having a good experience. Talk to me about what's happened so far. I want to make sure that we can tweak things. I just want you to have an awesome time. Great. Well, it sounds like things are going awesome. So let's keep the party going. And that's kind of the that's the positioning. Let's keep the party going because

[1:53] YouTube https://youtu.be/MqyeikfbeTc?t=106 || You need to upsell
fundamentally when you go through that sale, you're like, "Okay, Erica, you know, you wanted to lose, you know, 30 lb. Great. When you're at 30 lbs, do you think you're done forever?" And they're going to be like, "Well, no." And it's like, "Right." So then to me, this has already accomplished the goal, which is

[2:06] YouTube https://youtu.be/MqyeikfbeTc?t=119 || You need to upsell
that you've learned that this isn't going to be a quick fix. This will be a lifestyle change. And so if you're in this, I'm in this with you, and I want to match that support by giving you everything you've paid me so far towards you staying on. How's that sound? Great. Two options. And if they say no, then

[2:19] YouTube https://youtu.be/MqyeikfbeTc?t=132 || You need to upsell
you downell to continuity on the back.


VIDEO
TITLE: The Reason I Wrote The Books
URL: https://youtu.be/mYpJ7XlOE50
PRIMARY_TOPIC: offers
TOPICS: offers

[0:00] YouTube https://youtu.be/mYpJ7XlOE50?t=0 || The Reason I Wrote The Books
Writing a book to make money off a book is possibly the worst monetization vehicle of all time. It's a physical product. You have a 16week lead time. You have to manage inventory accounts. You make no money on it. You have to sell it on a platform that takes 80% of the money or you have to go to a publisher that also takes 80% of the

[0:15] YouTube https://youtu.be/mYpJ7XlOE50?t=8 || The Reason I Wrote The Books
money. Like there's no winning from a money like the percentage of like the offers is top top 100 audible books still on Amazon 2 years later and top 1,000 physical books. Wow. There's there's like 60 there's I think 60 million titles. There's six or 60 million. That's a big difference obviously, but a lot of books on Amazon.

[0:39] YouTube https://youtu.be/mYpJ7XlOE50?t=32 || The Reason I Wrote The Books
And so it's a 0.00001% book. And like it does I mean it makes money but like it makes less than any of my portfolio companies to give like a reference of scale. Yeah. I mean you're not retiring from I mean I if I spent no money, you know what I mean? Like any of the companies we have makes more money than the book,

[0:57] YouTube https://youtu.be/mYpJ7XlOE50?t=50 || The Reason I Wrote The Books
right? Yeah. Makes sense. I mean, but it's still it's like it lives on forever. And that's cool. And I think that's that's like the like if I were to die tomorrow, the thing I'd be most proud of is the books because I knew that that would be the thing that would outlive me the longest. Yeah. Real quick, if you were a business owner

[1:12] YouTube https://youtu.be/mYpJ7XlOE50?t=65 || The Reason I Wrote The Books
and you are not growing as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling road map, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly where they

[1:26] YouTube https://youtu.be/mYpJ7XlOE50?t=79 || The Reason I Wrote The Books
got stuck and how they got past it. And so, we broke it into these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the business across product, marketing,

[1:39] YouTube https://youtu.be/mYpJ7XlOE50?t=92 || The Reason I Wrote The Books
sales, customer success, recruiting, IT, human resources, and finance. And so no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.comroadmap, plug in your business information, and

[1:53] YouTube https://youtu.be/mYpJ7XlOE50?t=106 || The Reason I Wrote The Books
if you want us to actually help you deconstrain the business and you're trying to scale, we'd love to help you out on the thank you page. You can just book a call with my team and we will look at the business, see if we can help. And if we can, we'll invite you out to Vegas and we'll do this in person

[2:07] YouTube https://youtu.be/mYpJ7XlOE50?t=120 || The Reason I Wrote The Books
live.


VIDEO
TITLE: Explaining How Anyone Can Make $100M(R) Offers
URL: https://youtu.be/neTSqOAMgao
PRIMARY_TOPIC: offers
TOPICS: offers, offers, pricing, leads

[0:00] YouTube https://youtu.be/neTSqOAMgao?t=0 || Explaining How Anyone Can Make $100M(R) Offers
alex has become a mentor to many a friend to me for sure and uh we're gonna be unpacking his book 100 million offers i do not have the hard copy because we are in lockdown right now and it is lost somewhere but it is right there this book has been hugely impactful for me and our community in real ways there's lots of stuff that you can dig into in the internet marketing world

[0:24] YouTube https://youtu.be/neTSqOAMgao?t=17 || Explaining How Anyone Can Make $100M(R) Offers
that's like exciting you know you watch a keynote from russell brunson or any of the greats and you're like freaking pumped out of your mind you believe you're one funnel away but reading a book i was like there's like so much good stuff in here it feels like it it's gonna work and then we applied it and lo and behold

[0:42] YouTube https://youtu.be/neTSqOAMgao?t=35 || Explaining How Anyone Can Make $100M(R) Offers
uh it worked but but here's where i want to start with you alex so our audience high ticket entrepreneurs when i talk to coaches and consultants about improving their offer they typically think like no i'm good like clients are getting great results we just need more calls we need better marketing and so i want you to start by sharing like what's the difference between an

[1:00] YouTube https://youtu.be/neTSqOAMgao?t=53 || Explaining How Anyone Can Make $100M(R) Offers
offer and a coaching program and then can you talk to us about why you always want to start with the offer Why start with the offer i actually wrote the third book in the second book first and i wrote this book which is now the first book that came out third uh and hopefully you tracked what i just said because i barely did um and the reason i

[1:18] YouTube https://youtu.be/neTSqOAMgao?t=71 || Explaining How Anyone Can Make $100M(R) Offers
had to do that was with each book i started with the third book and i was like i actually kind of need this second book to make sense which was lead generation i was like well i finished the second book and i was like you know what if their offer is crap then that's not going to matter anyway so i have to

[1:29] YouTube https://youtu.be/neTSqOAMgao?t=82 || Explaining How Anyone Can Make $100M(R) Offers
start with the offer and so it kind of went in reverse and it's because like as i'm thinking through it i started thinking about the things that i would immediately want to look at in a business but usually there's these other weaknesses that are much stronger and from a speed to money standpoint changing someone's offer is about the easiest thing that

[1:45] YouTube https://youtu.be/neTSqOAMgao?t=98 || Explaining How Anyone Can Make $100M(R) Offers
you can do and a better business intervention um and the offer touches so many components of the business right so it touches the lead generation component so you get more people who are going to respond than who otherwise would have with a superior offer you get more people to buy than who otherwise would have you get higher pricing and more and

[2:02] YouTube https://youtu.be/neTSqOAMgao?t=115 || Explaining How Anyone Can Make $100M(R) Offers
more profit as a result of a better offer than you otherwise would and so with each of those situations they become multiplicative in their effects on the business and when you put them all together the offer is the lever on all of them and so i could you know for most businesses you could just turn the entire business around by fixing this

[2:18] YouTube https://youtu.be/neTSqOAMgao?t=131 || Explaining How Anyone Can Make $100M(R) Offers
one thing once that one thing is fixed then you get into okay how much how many different channels can we have access to to generate leads you know the third book is money model so how many different ways can we can we monetize the customer to increase our you know our cash conversion cycle or basically how quickly return a dollar so we can spend more uh on the acquisition which

[2:34] YouTube https://youtu.be/neTSqOAMgao?t=147 || Explaining How Anyone Can Make $100M(R) Offers
is the third book the reason we start with the offer is because i think in the marketing community at large and i say that uh because just about here everybody here is in the marketing community at large um this book i think was a hit at least i perceive it as a hit because it was the only book that i think has talked about the product and so no one talks about product in the

[2:52] YouTube https://youtu.be/neTSqOAMgao?t=165 || Explaining How Anyone Can Make $100M(R) Offers
marketing community and so i think it seems so far into many people but if you look in the software world they only talk about product and they don't care at all about marketing uh because they know and if you will allow me to expand on this for a quick second and then we can i'll get into the questions

[3:05] YouTube https://youtu.be/neTSqOAMgao?t=178 || Explaining How Anyone Can Make $100M(R) Offers
i'm gonna i'll share something with you that's been very very um impactful for me so a lot of people look at jim launch and they try and understand the success behind the company and for context for everyone here the first year i was in business in gym lunch uh at least once we switched the licensing model we took home 17 million

[3:22] YouTube https://youtu.be/neTSqOAMgao?t=195 || Explaining How Anyone Can Make $100M(R) Offers
dollars in profit for perspective let me pause for a second it was as insane for me as it might sound to you so it is not lost on me and we went from 3 million in profit the year before to 17. um and a lot of people looked at our funnels they thought you know alex's sales genie or it's it's it's our it's

[3:42] YouTube https://youtu.be/neTSqOAMgao?t=215 || Explaining How Anyone Can Make $100M(R) Offers
our creative it's our hooks it's all it's all these things and many people try to copy them but no one was able to duplicate the numbers and success in the scale um and it was because the product was superior i mean i see mark was here i know mark was one of our early clients he had a gym i guess now he's doing high ticket which is awesome the average

[3:59] YouTube https://youtu.be/neTSqOAMgao?t=232 || Explaining How Anyone Can Make $100M(R) Offers
client made 30 000 in their first 30 days that was the average which means half of people did better than that and so if you look at the internet marketing community at large i would i would doubt that there are many offers that produce that kind of result and so we were able to get 36 to one return on advertising and actually the first year

[4:16] YouTube https://youtu.be/neTSqOAMgao?t=249 || Explaining How Anyone Can Make $100M(R) Offers
we got a hundred to one return on our advertising um because honestly the advertising wasn't the thing that was doing the vast majority of the work it was word of mouth it was referrals and so people might see the ad but they had heard about it in three or four other places and i'm told that the book is having a similar effect it's on people's

[4:33] YouTube https://youtu.be/neTSqOAMgao?t=266 || Explaining How Anyone Can Make $100M(R) Offers
news feeds and things like that and for context everyone here there's no book funnel there's no upsells i've spent no dollars on advertising and it sells a thousand copies a day right now with no advertising i got reached out to people like hey man how are you how did you achieve this organic something with the

[4:51] YouTube https://youtu.be/neTSqOAMgao?t=284 || Explaining How Anyone Can Make $100M(R) Offers
with the book and i was like we just tried to write a really good book um and i think that it's it's it's often overlooked and so this is the piece that i'll finish with and then we'll we can we can rock in but if you think about the six acquisition channels that exist from clients right you've got paid media which is advertising of any kind you've got owned media which is your list of

[5:09] YouTube https://youtu.be/neTSqOAMgao?t=302 || Explaining How Anyone Can Make $100M(R) Offers
all your people you've got earned media which is the platforms that'll distribute your stuff organically like we're on facebook right now so this is an organic hones that's earned media right and then you've got the three people based which is you got manual outbound uh you've got affiliates and then you've got referrals and word word-of-mouth of those six that i just named five of them are linear in nature what i

[5:28] YouTube https://youtu.be/neTSqOAMgao?t=321 || Explaining How Anyone Can Make $100M(R) Offers
mean by that is that if i put a hundred dollars in i get a set or fixed ratio back so i put a hundred in i can get a thousand out where i do a hundred calls and i get x appointments right it's the same if there's a fixed ratio and then you just increase in scale right and with most of those they're diminishing in nature in terms of the more scale you

[5:45] YouTube https://youtu.be/neTSqOAMgao?t=338 || Explaining How Anyone Can Make $100M(R) Offers
add the return ratio diminishes with referrals word of mouth it is quadratic which means it's exponential and so it is the hardest one to achieve but once you achieve it it is the one that will pay you so handsomely that is worth the disproportionate investment of time and the difference between a good book and a great book is large this made a great book an exceptional or remarkable book

[6:08] YouTube https://youtu.be/neTSqOAMgao?t=361 || Explaining How Anyone Can Make $100M(R) Offers
or remark worthy as in it was so good that you had to tell someone about it is even harder right but that extra uh the extra amount that extra increment of return yields outsized returns in terms of the practical use of that value and so i think that for us so many people just you know slap a bunch of videos together and say this is my course

[6:27] YouTube https://youtu.be/neTSqOAMgao?t=380 || Explaining How Anyone Can Make $100M(R) Offers
uh rather than having the in-depth or trench knowledge to go from being good to great or going from great to being exceptional and i will tell you that having now which is weird i i feel like uh an older person in the internet marketing space now which is hilarious in terms of years uh in it rather than age the people who who continue uh to live on

[6:51] YouTube https://youtu.be/neTSqOAMgao?t=404 || Explaining How Anyone Can Make $100M(R) Offers
uh and not fizzle and pop are the ones who have superior product because usually the people who do not uh wither from the stress or the pressure of unhappy high ticket clients and so the only way you can weather that emotionally unless you have no conscience is by having a superior product and having intentions of truly always

[7:09] YouTube https://youtu.be/neTSqOAMgao?t=422 || Explaining How Anyone Can Make $100M(R) Offers
improving the products so that you can weather those storms because you and only you can know your intentions i think that would be at least my word to this and my test with acquisition.com which if you read in the book is kind of the venture that that i've been focusing on for the last year my goal with that business were really the portfolio of businesses

[7:27] YouTube https://youtu.be/neTSqOAMgao?t=440 || Explaining How Anyone Can Make $100M(R) Offers
is to grow it exclusively off of inbound because of the other five channels i've grown each of those to multiply figures in terms of how much i've been able to generate from them but i have never done um one off of kind of earned media and purely inbound and so um that was the goal and in order to do that we had to make sure that the product was truly

[7:45] YouTube https://youtu.be/neTSqOAMgao?t=458 || Explaining How Anyone Can Make $100M(R) Offers
exceptional and i can tell you that if the people that make much more money than me it seems to be a constant in that it is a one-time investment to make a superior product that has compounding returns most of the wealthiest people that i know try and invest in something one-time that will pay them forever

[7:57] YouTube https://youtu.be/neTSqOAMgao?t=470 || Explaining How Anyone Can Make $100M(R) Offers
whereas most of the poorest people i know try and consistently have to do things that they have to do over and over and over and over again you have to make new campaigns you have to make new reach outs you have to make new phone calls those are all things that you have to do in order to keep going and as soon

[8:10] YouTube https://youtu.be/neTSqOAMgao?t=483 || Explaining How Anyone Can Make $100M(R) Offers
as you stop them the business ends but if the product is superior the product will run on its own and coincidentally the profit is extremely great because you have no cost of acquisition you touched on a couple things there and obviously a big focus of what you see this around superior product but i would say um 100 agree but i would say also

[8:28] YouTube https://youtu.be/neTSqOAMgao?t=501 || Explaining How Anyone Can Make $100M(R) Offers
people can't uh distinguish the fact between the reality of the quality of a product and deception in the market right so can you talk a bit more about how your product is both your offer and it's not right it's not just about adding two more coaching calls a week it's not like i have my community on

[8:46] YouTube https://youtu.be/neTSqOAMgao?t=519 || Explaining How Anyone Can Make $100M(R) Offers
facebook or some other platform can you talk a bit more about like what that looks like with the offer it's kind of it it's kind The bridge between prospect and client of this really interesting thing of the it's the bridge between prospect and client right and so it has components of both sides it has components of promotion embedded within it but it also has components of product and so the

[9:04] YouTube https://youtu.be/neTSqOAMgao?t=537 || Explaining How Anyone Can Make $100M(R) Offers
offer is really communicating across the bridge what it's like to be a client to a prospect and so we're thinking about what are the problems what are every single problem both known and unknown and a little pro tip because if you read the books how i do it uh pro tip for everybody if you want to include bonuses include one or two bonuses that

[9:22] YouTube https://youtu.be/neTSqOAMgao?t=555 || Explaining How Anyone Can Make $100M(R) Offers
solve a problem that only occurs upon success so for example if i was taking on a company for acquisition.com then a bonus might be i'll also you know introduce you to all my tax shelter people also introduce you to my legal team also introduced my investor people who will help you um keep more of the money that

[9:41] YouTube https://youtu.be/neTSqOAMgao?t=574 || Explaining How Anyone Can Make $100M(R) Offers
we're going to be making right so we're going to solve a problem that's going to assume success and so all of a sudden your prospect is going to have a higher belief in that they're going to achieve it because why what other reason would you be solving problems uh that that assumed success right unless people were being successful to circle back to what you were saying earlier dan the perception

[9:59] YouTube https://youtu.be/neTSqOAMgao?t=592 || Explaining How Anyone Can Make $100M(R) Offers
right of the product um has to be the thing that appears valuable and your ability to do that will also be predicated on the true value of the product so it is it is both ways right um but the idea is and i think this might be contrary to some of the things that are in the internet marketing communities that i believe that you should solve every prospect's problem most things operate like a

[10:18] YouTube https://youtu.be/neTSqOAMgao?t=611 || Explaining How Anyone Can Make $100M(R) Offers
pipeline and so if you have 100 steps if you miss 99 it still won't work it's like a car engine like is there a more important part in the car engine than another part well they're all required so they are requisite pieces and i think most times people solve one or two of the things they might bring an engine uh and they might bring gasoline but they

[10:37] YouTube https://youtu.be/neTSqOAMgao?t=630 || Explaining How Anyone Can Make $100M(R) Offers
don't have wheels or they don't have spokes or they might not even have the nuts on the wheels right uh to keep them on and so it's really thinking through and i think that's where the the depth of knowledge is so important where like i tell this story and hopefully it'll illustrate the point here i believe in doing the really ugly unscalable stuff first so that you can have the depth of

[10:56] YouTube https://youtu.be/neTSqOAMgao?t=649 || Explaining How Anyone Can Make $100M(R) Offers
knowledge to to do the scalable thing a lot of people want to jump the gun and go straight to i mean i can't tell you the amount of times i've talked to quote agency owners who are like man these realtors can't make money on my leads and i actually had a a an agency that i worked with for almost a year on our software platform

[11:15] YouTube https://youtu.be/neTSqOAMgao?t=668 || Explaining How Anyone Can Make $100M(R) Offers
and every month i would just say why don't you just get a real estate license and actually work your leads and finally he did it and in his first month he made five times more money than he did three years prior because he actually knew what the he was talking about right and so gym launch became as big as

[11:32] YouTube https://youtu.be/neTSqOAMgao?t=685 || Explaining How Anyone Can Make $100M(R) Offers
it was because i spent two years on the road launching 33 different gyms in different markets in person working the front desk so we knew the nuances and the differences of what time of day to call and what cadence then what text to use in this type of market what types using this type of market and we were able to troubleshoot those things so easily and successfully that our client

[11:48] YouTube https://youtu.be/neTSqOAMgao?t=701 || Explaining How Anyone Can Make $100M(R) Offers
saw a disproportionate amount of success and then in the sales call and when in creating the offer we could say hey if you're if you're familiar with orange clapham talks about a flash troll right which is where you talk about all these little features and problems that they haven't even encountered yet that you have already solved and then in so doing you demonstrate such superior expertise to

[12:06] YouTube https://youtu.be/neTSqOAMgao?t=719 || Explaining How Anyone Can Make $100M(R) Offers
the person that they immediately trust you as an authority and then all of a sudden the remainder of the conversation is very easy because they know that they don't even have the perspective from which to make a judgment they transfer that that authority over to you to make a judgment on their behalf so i want you to kind of go deeper on something you just said because uh

[12:22] YouTube https://youtu.be/neTSqOAMgao?t=735 || Explaining How Anyone Can Make $100M(R) Offers
tied to that i've heard you talk about this a lot which is that people try and solve problems that don't exist when it comes to the scalability of their offer if they're scared to offer too much and they have zero clients or a few clients they go i just don't know how this is going to look at 50. and so can you talk about the kind of those spectrums of like easy to sell hard to sell easy to

[12:40] YouTube https://youtu.be/neTSqOAMgao?t=753 || Explaining How Anyone Can Make $100M(R) Offers
deliver hard to deliver so i think that most entrepreneurs would be best served Most entrepreneurs would be best served in the beginning especially in the beginning and so it's hard to make broad sweeping statements because there's always exceptions to them but by and large most entrepreneurs who are probably in this community selling high ticket coaching services would be best served selling a less

[12:59] YouTube https://youtu.be/neTSqOAMgao?t=772 || Explaining How Anyone Can Make $100M(R) Offers
scalable offer at higher ticket first and then piece by piece removing pieces that are less scalable and so you do that because you give higher touch to clients you have more more profit in your acquisition because most done for you models for example uh if done properly i'm not saying agency models because i'm not a big fan of agency models but um most done free models if

[13:18] YouTube https://youtu.be/neTSqOAMgao?t=791 || Explaining How Anyone Can Make $100M(R) Offers
done properly should yield excess cash and the issue becomes operational fulfillment right which is how i prefer to have my bottleneck in the operations and scale than in demand generation that is just my preference some people prefer different ways i prefer it that way um and so the easier something is to sell

[13:34] YouTube https://youtu.be/neTSqOAMgao?t=807 || Explaining How Anyone Can Make $100M(R) Offers
in general which is going to require more handholding in your part more services more things the easier it is to sell right on the flip side if you just sell a course via webinar it becomes very very difficult to sell in general you have to have very very high persuasive abilities in order to sell that and a pretty unique opportunity right if you're telling how to make how

[13:51] YouTube https://youtu.be/neTSqOAMgao?t=824 || Explaining How Anyone Can Make $100M(R) Offers
to run facebook ads i think that time has somewhat come and gone right and so uh the idea is i would prefer to be on the easier to sell part of the spectrum gain the experience generate the cash flow and then use the cash for to solve future problems of scale um and i think that that is a better sequence that has a higher likelihood of success for most people

[14:10] YouTube https://youtu.be/neTSqOAMgao?t=843 || Explaining How Anyone Can Make $100M(R) Offers
yeah and i would say there's a huge assumption baked into that which comes down to a really wildly uncommon opinion you have which is on pricing because all of that assumes that you're going to have then excess cash and enough to deliver and that it's priced right so can you talk a bit more about pricing because i think for most people

[14:29] YouTube https://youtu.be/neTSqOAMgao?t=862 || Explaining How Anyone Can Make $100M(R) Offers
we do what dan kennedy calls the wag pricing model which is just the wild ass guess or the industry norm right where you just go like what does this person do what does this person do great i'll be somewhere in the middle or a little bit cheaper so when we got into that you know in our first coaching business um which was obviously gym launch we uh the highest priced person at the time was 5k Price confers value

[14:48] YouTube https://youtu.be/neTSqOAMgao?t=881 || Explaining How Anyone Can Make $100M(R) Offers
uh the lowest price people were kind of agencies doing 500 bucks a month so that was kind of the range of the marketplace and so when we came in our front-end program was 16k our back-end program was actually a three-year 126k program so the pricing was so vastly different than everyone else that it caused the prospects to take pause and say there must be something different going on here paul is there and then if you think

[15:07] YouTube https://youtu.be/neTSqOAMgao?t=900 || Explaining How Anyone Can Make $100M(R) Offers
about what a lot of people are seeing with the book or at least i'm told is that the book's kind of all over a lot of people's news feeds imagine you have this kind of pricing with all of this word of mouth that's surrounding it and then it creates this allure right and so the idea is that we have to charge so much in order to get the clients and prospects more invested

[15:24] YouTube https://youtu.be/neTSqOAMgao?t=917 || Explaining How Anyone Can Make $100M(R) Offers
because a in a very real way price confers value right so there's a story on the book but it's it's it's basically if you had three people thread try three different wines the high price the middle price and the low price and then rate them most people rate the highest price wine the best but the thing is is that when they do these studies they actually make all three wines the same

[15:43] YouTube https://youtu.be/neTSqOAMgao?t=936 || Explaining How Anyone Can Make $100M(R) Offers
and so in a very real way price does confer value your product that's number one number two is that if you change the quality or increase the quality of your prospects you will increase the quality of your products so what i mean by that is if i am working with uh somebody who's making five million dollars a year right and then i give them a book right dan

[16:03] YouTube https://youtu.be/neTSqOAMgao?t=956 || Explaining How Anyone Can Make $100M(R) Offers
all of a sudden that book to dan is worth two million dollars this year right if i give that to somebody who's never started a business before the book might be worth some inspiration and so there's a very real difference in the value that my product delivered based on the quality of my prospect independent of the change in my product

[16:22] YouTube https://youtu.be/neTSqOAMgao?t=975 || Explaining How Anyone Can Make $100M(R) Offers
and so the second point is that if you change and increase the quality of your prospects you can also charge your concurrently higher price based on the value that is true that you were delivering to that person the third piece is that i like having pricing power in general because there is a strong strategic advantage to being higher priced i just named two of them right

[16:39] YouTube https://youtu.be/neTSqOAMgao?t=992 || Explaining How Anyone Can Make $100M(R) Offers
in the marketplace but one of the biggest ones is that you have so much more gross profits left over that a you can spend more on the acquisition but b you can do things that other people can't and so you further eliminate or or separate yourself from the competition by being able to provide things that no one else can right so for example in the gym launch world because we had a lot of

[16:57] YouTube https://youtu.be/neTSqOAMgao?t=1010 || Explaining How Anyone Can Make $100M(R) Offers
clients that are we still continue to have a lot of clients that are in the same markets we were able to spend 50 000 a month every month on testing advertisements and then we would just license those ads out to all of the facilities across right no one else could do that because i had the spare cash that i could just put into marketing and then only hand scratch off

[17:15] YouTube https://youtu.be/neTSqOAMgao?t=1028 || Explaining How Anyone Can Make $100M(R) Offers
lottery winners to them that they could just go and cash in right because they already knew they worked and so i could hire a team just to build all this stuff for them and there weren't even franchisors at that time that we were doing that stuff and honestly they still don't and so we're able to still run a

[17:27] YouTube https://youtu.be/neTSqOAMgao?t=1040 || Explaining How Anyone Can Make $100M(R) Offers
very high growth profit on even that product line and so the idea is like how can i do things that no one else can do and the thing is is i would start with the price first now obviously it has to be based in reality in terms of the value you can provide but a lot of times with the access gross profit you can in a very real way provide more value and so that's why in the book i like to

[17:43] YouTube https://youtu.be/neTSqOAMgao?t=1056 || Explaining How Anyone Can Make $100M(R) Offers
anchor the pricing in the beginning because that just kind of sets the stage but then when we get into the value creation side of it it's like how can i how can i make it so likely that they are successful how can i get them to be successful in half the time and how can i do it so i can eliminate effort and sacrifice and for those who don't know the difference between effort and sacrifice effort is what someone has to

[18:02] YouTube https://youtu.be/neTSqOAMgao?t=1075 || Explaining How Anyone Can Make $100M(R) Offers
do that they don't want to do that they weren't doing before they started working with you sacrifice is when they have to stop doing something that they enjoy doing that they were doing before they started working with you that they can no longer do and so the idea is how can i limit eliminate the effort and

[18:14] YouTube https://youtu.be/neTSqOAMgao?t=1087 || Explaining How Anyone Can Make $100M(R) Offers
sacrifice cut the time in half and then increase the perceived likelihood that they're going to achieve the result that they want and so that was kind of the basis i mean in general if there was one summary picture for the book in terms of how to create value it's the value equation and so the remainder of the book is basically the executions the tactics around how do we actually do

[18:32] YouTube https://youtu.be/neTSqOAMgao?t=1105 || Explaining How Anyone Can Make $100M(R) Offers
this how do we create a dream outcome that's appealing to the person right making a million dollars for most men is more appealing than being more handsome not saying that they don't want both but they probably want one more and in a real way a lot of guys would spend five hundred thousand dollars to make a

[18:44] YouTube https://youtu.be/neTSqOAMgao?t=1117 || Explaining How Anyone Can Make $100M(R) Offers
million dollars but probably wouldn't spend five hundred thousand dollars to be more handsome or maybe they would but it depends on their income right perceived likely of achievement i'll give you an example here so if if you guys were if you had your if for i see a lot of guys on here but if your wife were getting uh plastic surgery or you're getting plastic surgery whatever

[19:01] YouTube https://youtu.be/neTSqOAMgao?t=1134 || Explaining How Anyone Can Make $100M(R) Offers
right you have two surgeons that have the exact same they're gonna do the exact same surgery on you right the outcome's the same now so i'm i'm controlling for the outcome and showing you different pieces of the value equation if one of them was about to do their first surgery ever out of medical school and the other one was on their 10 000th surgery in their career which of them would you rather work with

[19:20] YouTube https://youtu.be/neTSqOAMgao?t=1153 || Explaining How Anyone Can Make $100M(R) Offers
this one which one would you rather pay more this one you probably asked this guy to pay you because you were his first surgery right and so in a very real way the perceived likelihood of its achievement increases the value independent of the actual service being delivered and so that is why it's the second thing now most marketers focus

[19:37] YouTube https://youtu.be/neTSqOAMgao?t=1170 || Explaining How Anyone Can Make $100M(R) Offers
all their attention on the top side of the equation this is what i did for the first few years of my career when i was at my gyms when i sold weight loss and then even in the beginning of gym launch it was all about how much money are you going to make and then loads of testimonials how much money you're going

[19:49] YouTube https://youtu.be/neTSqOAMgao?t=1182 || Explaining How Anyone Can Make $100M(R) Offers
to make loads of testimonials but there are other ways to increase perceived likelihood of achievement which is kind of goes back to that flash role argument i was saying earlier which is here are all the things that you didn't even think about that i have already handled uh on your journey that you didn't even foresee which then shows

[20:02] YouTube https://youtu.be/neTSqOAMgao?t=1195 || Explaining How Anyone Can Make $100M(R) Offers
my expertise that i know what i'm doing and so the goal is to increase these as much as possible now the second half of the equation are the detractors in a very real way in my opinion the bottom side of the equation is actually more powerful in persuasion than the top side and the reason is because it's very easy to make claims it's very easy to talk about the dream outcome right but it's much more

[20:22] YouTube https://youtu.be/neTSqOAMgao?t=1215 || Explaining How Anyone Can Make $100M(R) Offers
difficult to actually decrease the time delay which why for us one of the major kpis we've always had as a company is how much cash someone generates in the first 14 days working with us right and so for us we drive towards that equation and for us right now for example the average cash collected in the first 14 days is 15 500 right for our client that is the average right and

[20:42] YouTube https://youtu.be/neTSqOAMgao?t=1235 || Explaining How Anyone Can Make $100M(R) Offers
so with that i can have a big outcome in the first you know 14 days so they have a very short time delay between when they when they buy something and they begin to start experiencing the results right and so i'll give you a simple way of providing value look at what everyone else is doing in the market and do it in half the time right if all of a sudden for example as

[21:00] YouTube https://youtu.be/neTSqOAMgao?t=1253 || Explaining How Anyone Can Make $100M(R) Offers
an extreme version of this i would say hey i'm selling a weight loss product i use weight loss because everyone understands it all right and as soon as you click this you look at you you pull your shirt up and you have a six-pack right you buy my six-pack program you click purchase and you have a six-pack immediately how valuable would that product be Time confers value

[21:18] YouTube https://youtu.be/neTSqOAMgao?t=1271 || Explaining How Anyone Can Make $100M(R) Offers
extraordinarily right and so the idea is we made the product more valuable not by changing the outcome not by changing the perceived like of achievement but by simply changing the time in which it took to achieve the outcome that was promised and so as a marketing example for example if i had a a marketing

[21:36] YouTube https://youtu.be/neTSqOAMgao?t=1289 || Explaining How Anyone Can Make $100M(R) Offers
agency again which i'm not a huge fan of but if you had a marketing agency that was commoditized service based right if i were trying to provide more value i would say as soon as as soon as the contract is signed if the prospect's phone rang figuratively or their inbox you know was filled and they got a book call

[21:53] YouTube https://youtu.be/neTSqOAMgao?t=1306 || Explaining How Anyone Can Make $100M(R) Offers
immediately with a qualified prospect that was booked 30 minutes after they got off the phone with you how much more valuable would that be than somebody that says hey it's gonna take 30 days to ramp up it'll take another 30 days to start seeing results so it's like 30 days after that for you to recoup and break even and then by month six but like you have i've already lost you right so much less valuable and

[22:11] YouTube https://youtu.be/neTSqOAMgao?t=1324 || Explaining How Anyone Can Make $100M(R) Offers
so the idea is the time delay component is a massive area of value and if you look at the biggest companies in the world they look at time as one of the major drivers of value time is thing that most people value more than anything uber came in because it was more convenient right netflix came in because it was more convenient than doing the other things right which also

[22:28] YouTube https://youtu.be/neTSqOAMgao?t=1341 || Explaining How Anyone Can Make $100M(R) Offers
ties into the second part of the bottom equation which is effort and sacrifice right and so the idea is again if i like weight loss again i'll just use the example we we asked susie right to give up waking up you know sleeping in right because she's got to wake up early to go to the gym right now she's sore every day so now she's got she's got effort

[22:47] YouTube https://youtu.be/neTSqOAMgao?t=1360 || Explaining How Anyone Can Make $100M(R) Offers
and sacrifice that are associated she can't eat any of the foods that she likes anymore she's got to eat separate from her family her kids are making fun of her she goes out she misses her she can't drink champagne at her at her sister's wedding on top of that all like everything that she loves about life is gone right and and here's the best part it's gonna take her 12 months to maybe

[23:04] YouTube https://youtu.be/neTSqOAMgao?t=1377 || Explaining How Anyone Can Make $100M(R) Offers
look a little better but still not be at her goal so no wonder it's so hard to sell and so the idea is how can Instant value we eliminate as many of these barriers as possible in the effort and sacrifice component so that we can make it as instant and as fast for them and the reason i made it a fraction is because in theory if you can get the bottom side of the equation to zero as in it's

[23:23] YouTube https://youtu.be/neTSqOAMgao?t=1396 || Explaining How Anyone Can Make $100M(R) Offers
instant and there's no effort in the sacrifice then you have an infinitely valuable product right and if you think about like what amazon's doing right they're getting so close to literally you just like click one button on your phone or maybe it's i mean very soon it'll just be you talk out loud your phone will hear you through a lexus

[23:39] YouTube https://youtu.be/neTSqOAMgao?t=1412 || Explaining How Anyone Can Make $100M(R) Offers
alexa and then a drone drops it off at your at your house two hours later they are shrinking that gap the effort and sacrifice and the time delay so much that the value becomes so infinite infinite and that's why they're becoming such a behemoth right and so when i think about products and how do we create value because a lot of people

[23:57] YouTube https://youtu.be/neTSqOAMgao?t=1430 || Explaining How Anyone Can Make $100M(R) Offers
throw the term out right they're like god they've got to give value got to create value if you're like what is value like and so this is my best attempt at at writing down or at least compartmentalizing what i believe value to be in an equation so you can look at your own products and say how do we measure up here and perceive likelihood how do we measure pure effort and

[24:14] YouTube https://youtu.be/neTSqOAMgao?t=1447 || Explaining How Anyone Can Make $100M(R) Offers
sacrifice how can we make things happen faster for them is there a dream outcome that we can communicate in a way that's more compelling or more relatable i'll give you a hack so one of the things that we did on our onboarding process that we switched was um so our so our sales team takes no string sales calls and they close the sale and they transfer over to the onboarding team and

[24:32] YouTube https://youtu.be/neTSqOAMgao?t=1465 || Explaining How Anyone Can Make $100M(R) Offers
so for a very long time it was just hey so it says seems here that your goal is you're trying to make an extra ten thousand dollars a month awesome that's gonna help you do cool and so they were already impressed because we actually read the notes that were from their sales call mind blowing right but it

[24:45] YouTube https://youtu.be/neTSqOAMgao?t=1478 || Explaining How Anyone Can Make $100M(R) Offers
increased their perceived likelihood of achievement because they're like oh these people are buttoned up right crazy by the way to have a handoff between sales and the first which they talk to after they give you money anyways what we started doing was we started asking Onboarding process them on the sales calls of course what is that like why is that why is ten thousand dollars the number why is that meaningful for you why not why not

[25:02] YouTube https://youtu.be/neTSqOAMgao?t=1495 || Explaining How Anyone Can Make $100M(R) Offers
twenty eight thousand why not five thousand right like was there is there something as a result of having ten thousand dollars that is going to change in your life in one way or another because if there weren't there would there'd be no point in even making the money and so then they tell you the real reason which is uh you know we've got

[25:13] YouTube https://youtu.be/neTSqOAMgao?t=1506 || Explaining How Anyone Can Make $100M(R) Offers
two kids and i really wish my wife could be at home with them whatever right and so what we do in the onboarding call is now we can tie more accurately hey so it shows here that what you're trying to do is trying to retire your wife all right so that's what we're going to try and help you do here with the program and what i need you to do in order to do that is you got to follow these steps so

[25:31] YouTube https://youtu.be/neTSqOAMgao?t=1524 || Explaining How Anyone Can Make $100M(R) Offers
now all of a sudden we got way higher buy-in way higher compliance and we actually had higher conversions on the back end simply by changing the on-boarding process and not even changing the product you could make the argument change the auditing process is a part of the product but hopefully you understand my point so if you can more accurately depict the dream outcome to your prospect they will value it in a

[25:48] YouTube https://youtu.be/neTSqOAMgao?t=1541 || Explaining How Anyone Can Make $100M(R) Offers
better way it'll also increase the perceived likelihood that's super good man and i i want to get your thoughts on something that i know that a good portion of the 130 people with us right now are probably thinking which is that they need to upgrade their market oh i want to charge more money so i'm going to go find the people that have

[26:07] YouTube https://youtu.be/neTSqOAMgao?t=1560 || Explaining How Anyone Can Make $100M(R) Offers
more money and i can't tell you how often people like you know what are you qualifying for and say the dm's to get someone into a call they're like oh they've got to be making six figures i'm like why and they're like because they you know it's easier for them to pay for my program whatever it might be can you talk really quickly about niche slapping

[26:24] YouTube https://youtu.be/neTSqOAMgao?t=1577 || Explaining How Anyone Can Make $100M(R) Offers
which is a big thing for us in the coaching space and then also the economics behind your pricing of gym launch and how much money the average gym owner makes yeah so those are a couple of things so i'll start in reverse order of what i remember from the question so uh so the average gym owner makes uh 29.50 a month of

[26:43] YouTube https://youtu.be/neTSqOAMgao?t=1596 || Explaining How Anyone Can Make $100M(R) Offers
take-home income on about a 300 000 a year uh uh business right brick and mortar and so you're talking about 36 thousand dollars a year roughly um in take-home income it depends on the source of the data but it's around 30 to 36. and so our program was 16 000 up front right um and then the back-end program was 42 000 which is literally more than

[27:01] YouTube https://youtu.be/neTSqOAMgao?t=1614 || Explaining How Anyone Can Make $100M(R) Offers
someone makes in a year and so the the idea so i'm not against you finding higher quality prospects if you can make your product so good that it will pay for itself immediately then that is where you really unlock basically unlimited money right if you can help people actually make the money to pay for your program rather than asking them to pay for the program and then get the result you you're tapping into like the

[27:24] YouTube https://youtu.be/neTSqOAMgao?t=1637 || Explaining How Anyone Can Make $100M(R) Offers
universe right you don't you know there's no there's no limit on the amount of money that you can make and the reason that we were able to make so much is because we made so many people so much money like that's the real like there's no other secret to that like we made a lot of people a lot of money and

[27:35] YouTube https://youtu.be/neTSqOAMgao?t=1648 || Explaining How Anyone Can Make $100M(R) Offers
as a result of that they were happy to pay us for the money that we were making them most people couldn't afford i would say 50 of the gyms that we sign up can't afford the next month's payment if we don't make the money so we have to make the money which is why most gym competitors have entered the space have never been able to get to a tenth of our size right it's because they they weren't able to operationalize the value

[27:54] YouTube https://youtu.be/neTSqOAMgao?t=1667 || Explaining How Anyone Can Make $100M(R) Offers
the way we were able to so that's that's in terms of like the the value compared to the price in terms of the income of the person in terms of niche slapping the simplest answer i can give you might be might be a story so i was talking to again agency owner but i guess we live in the marketing world right different different agencies this is an agency coach all right so he coaches

[28:11] YouTube https://youtu.be/neTSqOAMgao?t=1684 || Explaining How Anyone Can Make $100M(R) Offers
agencies he's like hey i'm getting all these dms about doing general business um do you think i should go into general business and i said i think that's a terrible idea there's a couple reasons one because i didn't think he had earned it yet um but second and probably more importantly the question is i was like have you reached the market cap the answer is no of course not doing 5

[28:31] YouTube https://youtu.be/neTSqOAMgao?t=1704 || Explaining How Anyone Can Make $100M(R) Offers
million a year in an industry that does 20 billion or 50 billion whatever it is in the entire marketing agency space he's probably not pretty close right so he had risen to his level of incompetence and so it didn't really matter him switching the niche that he was going to he was just going to rise up to his next level of incompetence which is going to be the same as what it

[28:48] YouTube https://youtu.be/neTSqOAMgao?t=1721 || Explaining How Anyone Can Make $100M(R) Offers
is now but more realistically he would drop to two and a half on here raised to two and a half on here now be ceo of two businesses which you can only have like think about this how many publicly traded companies have a ceo that is being ceo of home depot and ceo of coca-cola he's like well i'm doing both right i'm running two companies because i'm gonna figure out which one explodes it's stupid

[29:10] YouTube https://youtu.be/neTSqOAMgao?t=1743 || Explaining How Anyone Can Make $100M(R) Offers
right it's and yeah we do it all the time as entrepreneurs and so you have to pick and then you have to commit and then the hardships that you experience are the things that you have to perceive or at least for me that i perceive as barriers that no one else will go through there is that when i encounter them once i solve them someone else who comes behind me will encounter

[29:26] YouTube https://youtu.be/neTSqOAMgao?t=1759 || Explaining How Anyone Can Make $100M(R) Offers
them and not know how to solve them and the more of these rungs that i pass the more difficult it is for someone to achieve the same thing and so at any of the markets but i tend to ask when people come to me i see what like let's say somebody's making five billion dollars a year i would just ask them because they're like hey man i'm thinking about switching about switching markets and i'm like

[29:45] YouTube https://youtu.be/neTSqOAMgao?t=1778 || Explaining How Anyone Can Make $100M(R) Offers
well why they're like well i want to make more money i'm like cool i'm like well why don't you just double your business and still have one business and then inevitably with enough questions it's the answer becomes because i just don't know how right it's like well then let's solve that problem and then grow the business rather than

[30:03] YouTube https://youtu.be/neTSqOAMgao?t=1796 || Explaining How Anyone Can Make $100M(R) Offers
just feed our egos and have a quick win because you have a couple dms of people who say they want general business coaching which will then inevitably flounder once you get into the real space against dudes who make way more money than you are much better at business and so like the reason you niche down is because you don't want to you don't want to fight against bigger competitors there is a time to become

[30:19] YouTube https://youtu.be/neTSqOAMgao?t=1812 || Explaining How Anyone Can Make $100M(R) Offers
tony robbins right but most people aren't there and so it's much better to cater your marketing and your messaging and your product to an individual and in so doing provide outsized returns and value which you can then capitalize on right if i had a generic facebook ads program five years ago i might have made

[30:36] YouTube https://youtu.be/neTSqOAMgao?t=1829 || Explaining How Anyone Can Make $100M(R) Offers
a few million dollars but because i was able to say hey i'm gonna copy and paste this here's every step of this process to turn eyeballs into gold immediately because i didn't have to tailor it right everything out of the box was exactly the way it needed to be for that prospect right so nothing else

[30:54] YouTube https://youtu.be/neTSqOAMgao?t=1847 || Explaining How Anyone Can Make $100M(R) Offers
needed to change whereas the more wiggle you have in your product because it's individualized and variable between markets and avatars and things like that then all of a sudden your your value drops because you can provide because you're providing less of it in a very real way because otherwise every single one of the clients should have a

[31:11] YouTube https://youtu.be/neTSqOAMgao?t=1864 || Explaining How Anyone Can Make $100M(R) Offers
personally catered uh program but you can't do that because you're not committing to a niche yeah chris just Grand slam offer said there's so much to unpack here hurts um there was someone here i know that's uh being in our pipeline for all 50 years old uh runs a real estate coaching company he's just like this live is changing my life so

[31:29] YouTube https://youtu.be/neTSqOAMgao?t=1882 || Explaining How Anyone Can Make $100M(R) Offers
when we're talking about an offer i think most everyone gets how this impacts the very end of their sales and marketing process in that short time at the end of a call where we go i think i can help would you like me to share a bit more about what that would look like right and and that's what we think that you're telling us to do is create something that makes that part really easy and of course having a

[31:51] YouTube https://youtu.be/neTSqOAMgao?t=1904 || Explaining How Anyone Can Make $100M(R) Offers
great offer makes that part easier how do you feel like we should be thinking about and utilizing a grand slam offer to improve our marketing is it simply talking more about what it is that we do how do you think about that i think each of the bonuses that i was talking about kind of that flash roll of all of the all the problems that your prospect

[32:09] YouTube https://youtu.be/neTSqOAMgao?t=1922 || Explaining How Anyone Can Make $100M(R) Offers
doesn't perceive yet like that in my opinion b2b advertising is all about demonstrating expertise in advance when you're creating a grand slam offer you have so many problems that are being solved that you can speak to them and ideally i would like to speak to them in a way that i know my competition is not solving them and so by doing that i'm

[32:26] YouTube https://youtu.be/neTSqOAMgao?t=1939 || Explaining How Anyone Can Make $100M(R) Offers
strengthening myself and at the same time throwing rocks against my competitors because i know that i'm solving problems that they aren't and i'm doing that because i've actually done it and they have not and they're making it up because they're looking because they bought a course and how to be a guru and they never actually did right and so and many of your competitors are the same way of course

[32:43] YouTube https://youtu.be/neTSqOAMgao?t=1956 || Explaining How Anyone Can Make $100M(R) Offers
not you because you're listening to this and that's not you of course but other people other people your competitors right are like that right and so the way to to get around that and be able to use the offer is again and have the in-depth knowledge of every single problem that's going to happen and then your marketing takes on its own unique language because everyone

[33:01] YouTube https://youtu.be/neTSqOAMgao?t=1974 || Explaining How Anyone Can Make $100M(R) Offers
else tries to talk in features and benefits and promises and you can think this is what it means but when you can talk about the problems in a very specific way because you've experienced them because you went through it because you know that suzie's always going to complain about the music in the gym the bathrooms aren't clean enough mark might get a laugh out of that only

[33:17] YouTube https://youtu.be/neTSqOAMgao?t=1990 || Explaining How Anyone Can Make $100M(R) Offers
a gym owner would know that but a marketer who's never been a gym owner wouldn't know that right susie right exactly the point is is that if you know the pains then in your marketing my offer is going to have components right so i might cover some of those aspects that i know are nuanced pains and solve problems that no one

[33:36] YouTube https://youtu.be/neTSqOAMgao?t=2009 || Explaining How Anyone Can Make $100M(R) Offers
else is solving because i'm talking about something else was talking about because i actually did it and i'm saying i is all of us not not me specifically tell us about your marketing plan right now and what we can learn from it because you're Marketing plan giving away all this stuff for free and i think there is this huge lie in

[33:54] YouTube https://youtu.be/neTSqOAMgao?t=2027 || Explaining How Anyone Can Make $100M(R) Offers
our industry which is we we should keep our marketing like we hear like nifty things like we we show our know-how but give know how right and so it's like oh we demonstrate we know we're talking about but we actually help no one and hopefully they're you know agitated enough they jump on a call and you're kind of taking this very different approach and

[34:13] YouTube https://youtu.be/neTSqOAMgao?t=2046 || Explaining How Anyone Can Make $100M(R) Offers
in my experience with gym launch marketing it's always been different you've actually provided a stack of value up front so much so that probably makes competitors who provide that same stuff or similar for paid in their program pretty scared so so coach us on that for a second we all do marketing whether it's organic or paid

[34:31] YouTube https://youtu.be/neTSqOAMgao?t=2064 || Explaining How Anyone Can Make $100M(R) Offers
how should we be thinking about demonstrating value and giving stuff away can we hold on there because i want to add one thing to the last question that i think would be a really good thought so from the offer perspective to effect marketing i want to give an extreme example because it came to me as you were saying that if you said i will get you this outcome

[34:48] YouTube https://youtu.be/neTSqOAMgao?t=2081 || Explaining How Anyone Can Make $100M(R) Offers
for free guaranteed or pay you twice as much as you paid me how difficult do you think it will be to acquire customers not hard it wouldn't be hard right at all and so what ended up happening would be the bottleneck would become your operational your operations right isn't that so much better of a problem because then you have flow that you can

[35:06] YouTube https://youtu.be/neTSqOAMgao?t=2099 || Explaining How Anyone Can Make $100M(R) Offers
then consistently test things on and fix the operations right as you up which you inevitably will in the beginning and then you eventually get it right and the other piece of that is that's an extreme example of like it's free i'll get to this crazy outcome and if you don't i'll pay you twice as much and if you're like alex that's

[35:22] YouTube https://youtu.be/neTSqOAMgao?t=2115 || Explaining How Anyone Can Make $100M(R) Offers
insane what do you think i did for two years flying out to gyms for no cost to them i literally sat at their front desk for three and a half weeks in the middle of nowhere spent my own money on advertising paid for my own hotel my own flights made the calls made the sales myself did the onboarding and introduction of the

[35:40] YouTube https://youtu.be/neTSqOAMgao?t=2133 || Explaining How Anyone Can Make $100M(R) Offers
nutrition plans where i would sell them supplements and i did all of that and that you know how to do anything so if you're like this guy's saying something that's totally unreasonable i did it for two years and so like i say that because i really do believe in this right and so if you the idea is how can i give away a crazy offer that

[35:58] YouTube https://youtu.be/neTSqOAMgao?t=2151 || Explaining How Anyone Can Make $100M(R) Offers
no one would say no to and think how can i get no one to say no to this right and if you're afraid of it that's okay that's fear you know i'll just i'll leave it at that anyways and so if you want to right if you want if you want to out a little bit you can just take one step back and say okay well everyone would say yes to this

[36:16] YouTube https://youtu.be/neTSqOAMgao?t=2169 || Explaining How Anyone Can Make $100M(R) Offers
maybe 90 of people say yes to this and this is something that i'm willing to do okay cool right and so the idea is how how few of these pieces can i peel back versus the other extreme which is hey buy my thing maybe you get results maybe you don't i don't care i got paid either way it's your fault which is for the most part most coaching offers

[36:35] YouTube https://youtu.be/neTSqOAMgao?t=2188 || Explaining How Anyone Can Make $100M(R) Offers
think about that right and if you're like man i'm not confident enough that we're going to be able to deliver on those promises then fix the product right and stop selling the you're selling well it's like the why are you selling it to begin with if you can't have the strong offer and the strong guarantee behind it then the product sucks then you're never going to make a ton of money because the product

[36:52] YouTube https://youtu.be/neTSqOAMgao?t=2205 || Explaining How Anyone Can Make $100M(R) Offers
sucks and you're never going to be able to market it and here's a mind for you all right so i told you that you have a compound there's six channels right and one of them compounds and is quadratic the reason the other reason sony the people end up fizzling and popping when they become gurus is because the word of mouth marketing that is working against them outpaces them they sold enough people

[37:11] YouTube https://youtu.be/neTSqOAMgao?t=2224 || Explaining How Anyone Can Make $100M(R) Offers
and enough people told enough people about how much their sucked that no one responds to their ads anymore because you either have a positive quadratic force behind you that is just feeding you every day where you have a negative quadratic force behind you but the word of mouth is always happening it's just whether you're controlling it or not or

[37:28] YouTube https://youtu.be/neTSqOAMgao?t=2241 || Explaining How Anyone Can Make $100M(R) Offers
whether you know about it or not and so anyways i just wanted to touch on that based on the last question but the question that you just asked just repeat it real quick just for everybody on here well i just want to touch on something you just said which is this solves the age old challenge uh This solves the age old challenge

[37:42] YouTube https://youtu.be/neTSqOAMgao?t=2255 || Explaining How Anyone Can Make $100M(R) Offers
that people are especially experiencing now which is the coaching industry is more saturated than it's ever been right and there are 101 people that are promising the same thing that have the same deliverables in their program more or less and you're now trying to figure out how to stand out of the marketplace and the answer is like be bitter like that's really what i'm hearing you say it's not like we're not trying to be

[37:59] YouTube https://youtu.be/neTSqOAMgao?t=2272 || Explaining How Anyone Can Make $100M(R) Offers
better wordsmiths or write greater copy it's like actually create a product that's superior so marketing is about different businesses about better so everyone talks about blue ocean but you don't need to be blue ocean in the product the product just needs to be better and so many times the incremental improvements over time do add up and they do create outsized returns it's

[38:17] YouTube https://youtu.be/neTSqOAMgao?t=2290 || Explaining How Anyone Can Make $100M(R) Offers
just hard because it's boring no one's like oh man we should improve our own boarding process that's boring that's not sexy you do a hundred of those and all of a sudden a vast majority of your clients are getting results right and then all of a sudden they're like no this program is awesome when someone

[38:28] YouTube https://youtu.be/neTSqOAMgao?t=2301 || Explaining How Anyone Can Make $100M(R) Offers
hears about it they tell their friends and then that friend might not immediately sign up but they might go by your book they might go join your group right or they might actually now respond to the ad that they've seen 10 times and be like well i did hear something about dan so maybe i will check it out so in

[38:42] YouTube https://youtu.be/neTSqOAMgao?t=2315 || Explaining How Anyone Can Make $100M(R) Offers
my opinion i think the word of mouth actually becomes the first tip of the dynamo domino and the paid ads actually kind of function as as retargeting even if it's cold you just don't know that they have now been they've now touched your brand in some way and once they've had one word of mouth or two word of mouth now they will respond to the ad that is called traffic and as far as hiros or whatever it is you know whatever you're

[39:05] YouTube https://youtu.be/neTSqOAMgao?t=2338 || Explaining How Anyone Can Make $100M(R) Offers
tracking is right in your in that thing it looks like it's new but it's not they already got touched in other ways and then walked in so i think much more in terms of differentiating yourself in the marketplaces you have to have a parallel marketing campaign that is going on on your behalf behind the scenes and um one of the questions that i think is very haunting but i think is very powerful is

[39:24] YouTube https://youtu.be/neTSqOAMgao?t=2357 || Explaining How Anyone Can Make $100M(R) Offers
right now if i if i were the god of of marketing right thor god of marketing right and i said right now you can get no more customers from any any any acquisition methods you're using all right so you can't do you can't do affiliates you can't do paid ads you can't do reach outs you can't do any of that stuff all right the only way you can get new customers

[39:43] YouTube https://youtu.be/neTSqOAMgao?t=2376 || Explaining How Anyone Can Make $100M(R) Offers
is if your existing customers bring you more customers how different would the experience you have with your customers look if that was the only way you could get new clients and if you can think right now how different it would look how much interaction you would have how much support would be there how you'd make sure everyone was successful then change that now

[40:02] YouTube https://youtu.be/neTSqOAMgao?t=2395 || Explaining How Anyone Can Make $100M(R) Offers
and then they will come so going back to that question of giving away too much Giving away too much and this temptation to be really shallow in our marketing and it kind of flicks our expert muscles but not enough to actually help people you take a very different approach coach us on that um it's kind of like the

[40:20] YouTube https://youtu.be/neTSqOAMgao?t=2413 || Explaining How Anyone Can Make $100M(R) Offers
the age old like what happens if i train an employee and then they leave it's like what happens if you never train them and they stay right and so it just faces the inevitability that you're like you got to train all your employees right or you got to invest in all your employees and i think you can use the same kind of thought process which is

[40:38] YouTube https://youtu.be/neTSqOAMgao?t=2431 || Explaining How Anyone Can Make $100M(R) Offers
well 99 of people what if i give them all this value and they don't buy right well it's like what if you give them no value right and all they consume is your fluff and so it's been my opinion that 99 of the marketplace will never buy from it and so there's the there's the human side of it and then there's the money side so first just touching on the human side of

[40:56] YouTube https://youtu.be/neTSqOAMgao?t=2449 || Explaining How Anyone Can Make $100M(R) Offers
it i sleep better at night knowing or at least believing that more people benefit from the stuff that we give out right i feel like that's a net positive just in general right so that and i think most entrepreneurs i talk to they say hey i want to make an impact i want to help people to the degree which that's true i don't know but whatever it sounds nice and so i

[41:14] YouTube https://youtu.be/neTSqOAMgao?t=2467 || Explaining How Anyone Can Make $100M(R) Offers
think that if that is true for you then why not give away more um in a recent goal for myself as a total tangent but i'm going to go for it anyways is to is to die the man who gave them most um and that's i maybe i'll never achieve that but it's a nice goal for me um on the money side a couple things one is

[41:33] YouTube https://youtu.be/neTSqOAMgao?t=2486 || Explaining How Anyone Can Make $100M(R) Offers
if you give enough you don't have to ask so you've heard of the jab jab jab right hook thing right let me tell you real secret you can just jab jab jab and never ride hook and people will just lay down and say you win the amount of dms i get a day that offer me between 50 and 250 000 for a day or an hour per day is staggering

[41:57] YouTube https://youtu.be/neTSqOAMgao?t=2510 || Explaining How Anyone Can Make $100M(R) Offers
that's not an offer i have that's nothing and i don't sell it right but because there's been enough value that they believe has been i've there's a threshold that has been met or surpassed and they're like and most people have reciprocity most people are normal people and if they receive something they want to give

[42:13] YouTube https://youtu.be/neTSqOAMgao?t=2526 || Explaining How Anyone Can Make $100M(R) Offers
something back and the idea behind marketing in my opinion is to trigger that in people is how can it give them so much that they would feel unreasonable or guilty to not pay me and i can't tell you the amount of times where i had somebody who read the gym launch book which is the first book i wrote a few years ago for the gym industry and uh they read the

[42:31] YouTube https://youtu.be/neTSqOAMgao?t=2544 || Explaining How Anyone Can Make $100M(R) Offers
book and they're like dude your book tripled my business i i'm here a year later and um i just i had to you know i had to see what he's like you could do nothing and i would just be happy to sign up right and i think that in terms of the fear of giving stuff away it's pure scarcity and i'll define that because i think scarcity and abundance

[42:48] YouTube https://youtu.be/neTSqOAMgao?t=2561 || Explaining How Anyone Can Make $100M(R) Offers
are thrown around a lot in the marketing community but no one actually like defines it kind of like value and so my definition of abundance is or being abundant is being someone who cannot be controlled because they need nothing and so if i don't need anything you cannot incentivize me and therefore i cannot be controlled which means i'm purely autonomous which means i don't need to

[43:09] YouTube https://youtu.be/neTSqOAMgao?t=2582 || Explaining How Anyone Can Make $100M(R) Offers
give you anything to get something back because i don't need what you have and so i think what ends up happening when you do this very valued value-centric or value first approach is that you inevitably end up playing the long game and as a further tangent which hopefully then will let me expound upon i think that one of the most undertalked about

[43:28] YouTube https://youtu.be/neTSqOAMgao?t=2601 || Explaining How Anyone Can Make $100M(R) Offers
concepts in the marketplace is goodwill and i think that goodwill compounds and i think it compounds fast food than revenue you can get outsized returns on providing value into a pool of a marketplace and that goodwill will multiply far faster than your asking will and if you can hold off long enough you won't ever need to ask you can just keep giving and so the idea

[43:52] YouTube https://youtu.be/neTSqOAMgao?t=2625 || Explaining How Anyone Can Make $100M(R) Offers
of like when am i giving enough is chilly like give everything you have and the reality is that most of the stuff you have and i'm saying this not as a pejorative statement i'm saying this is in general most of stuff you have might not be that good and what it will do is it will force you to get better and if there's ever been like a single consolidated statement of like what alex

[44:15] YouTube https://youtu.be/neTSqOAMgao?t=2648 || Explaining How Anyone Can Make $100M(R) Offers
believes about making money it's people just need to be much better than they are and most people suck at most things they do especially the things they think they're good at a lot of you probably would think your competitors are not that good your competitors don't think you're that good and so the question is how can we how

[44:32] YouTube https://youtu.be/neTSqOAMgao?t=2665 || Explaining How Anyone Can Make $100M(R) Offers
can we make it so it's so unreasonable for them to like i used to and this used to be in part of my marketing i was like people might say that they don't like our methods i was like but no one's ever said jim doesn't make people money what Biggest mistakes are the biggest mistakes or i would say what is your advice to us to get to

[44:48] YouTube https://youtu.be/neTSqOAMgao?t=2681 || Explaining How Anyone Can Make $100M(R) Offers
for everyone under a million in revenue to get to a million in revenue from like high-level business principles and then and this is the this is the key part that you were 100 qualified to answer on get to a million and take home pretty much until about three million per year in revenue um the advice pretty much holds which is one product one

[45:08] YouTube https://youtu.be/neTSqOAMgao?t=2701 || Explaining How Anyone Can Make $100M(R) Offers
avatar on one channel and here's what's hilarious i'll bet you there's a bunch of people on here who have more than one thing going on and they're probably also selling more than one product they're also selling to more than one avatar let's think about this if you could only pick one avatar to sell to and one product to sell them in only one way or one channel to access them

[45:26] YouTube https://youtu.be/neTSqOAMgao?t=2719 || Explaining How Anyone Can Make $100M(R) Offers
how much easier would your life pay how much more quantifiable and simple would that feel does anyone here even thinking about quitting all the side hustles that they're talking about or the half project that they think might become something i'm doing these two kind of businesses i'll see which one works out the answer is either of them will work out but neither of them with an n

[45:43] YouTube https://youtu.be/neTSqOAMgao?t=2736 || Explaining How Anyone Can Make $100M(R) Offers
neither of them will work if you try to do both and so the issue is not even time the issue is detention you only have so much attention you only have so much juju right there's only so much heat uh and you have too many pans on the heat's not concentrated enough and so you got to put the juju on one problem because believe it or not the guy who's crushing you that's what he's doing

[46:01] YouTube https://youtu.be/neTSqOAMgao?t=2754 || Explaining How Anyone Can Make $100M(R) Offers
and so you're trying to compete with two hands tied behind your back against people who are putting every single ounce of their life into just solving one problem if you do that life gets a lot easier and for me i would rather make business easier than harder and so that's kind of the idea is how can we stack the chips in our favor so that it would be unreasonable for us not to be successful

[46:18] YouTube https://youtu.be/neTSqOAMgao?t=2771 || Explaining How Anyone Can Make $100M(R) Offers
if you only had to solve one problem for one avatar and you only had one way that you were going to approach them even if you didn't know how that channel worked even if you weren't perfect to solve in the problem since you only have to do those things you will with enough iteration to solve it and then the marketplace will reward you what are you saying people need to Whats important to keep in mind

[46:35] YouTube https://youtu.be/neTSqOAMgao?t=2788 || Explaining How Anyone Can Make $100M(R) Offers
keep in mind when it gets to that one million in take home which almost you know no one gets to even the people that are in freaking eight figure land spending 700k a month on ads what's what's important to keep in mind there are what mistakes do people make when not not making a profitable business the lifetime gross profit per customer has

[46:52] YouTube https://youtu.be/neTSqOAMgao?t=2805 || Explaining How Anyone Can Make $100M(R) Offers
to be higher so to go from three to ten you don't really need to change anything besides making sure the customers are more valuable you can do that by improving the product and just like if you have a recurring based business it's reducing turn most the time and optimizing pricing or adding a single

[47:05] YouTube https://youtu.be/neTSqOAMgao?t=2818 || Explaining How Anyone Can Make $100M(R) Offers
you know high value additional you know service level right um and again you might think well that's adding operational complexity the answer is yes it is adding operational complexity but people who make 10 million are more skilled than people who make three million dollars and so that is a skill that you need to acquire you know in the path of getting there are there

[47:23] YouTube https://youtu.be/neTSqOAMgao?t=2836 || Explaining How Anyone Can Make $100M(R) Offers
exceptions absolutely but these are kind of obviously broad-based for if i'm talking specifically to high-ticket coaches who are in a niche usually going from three to ten million is going to include increasing the lifetime value of the customer in some way either by introducing a back-end or keeping them longer the other piece of it from what you were saying earlier is that if you have to spend that much money on

[47:41] YouTube https://youtu.be/neTSqOAMgao?t=2854 || Explaining How Anyone Can Make $100M(R) Offers
marketing it means the product's not that good last question i have for you alex because it's a big question why did you write the book and what's your new Why did you write the book mission if it's not helping gyms be super profitable yeah so right now we're just helping businesses that are doing about five million and up um get to you know 30 50 million dollars a year because now we've done it four times um

[48:01] YouTube https://youtu.be/neTSqOAMgao?t=2874 || Explaining How Anyone Can Make $100M(R) Offers
in the businesses that we own 100 of and so now we're just doing it and participating um in it so we just invest in those companies we basically function as a makeshift exec team so we've got a cfo cool there's me vp sales and so all of those things basically functioning because usually at that five million dollar level the issues you don't have enough talent not

[48:18] YouTube https://youtu.be/neTSqOAMgao?t=2891 || Explaining How Anyone Can Make $100M(R) Offers
enough experience and so we can just go inject those in and then de-bottled like all the things that we know because we've done that so many times and so uh in terms of the marketing perspective i don't really have any desire to sell masterminds coaches or courses because i don't need to you know i mean the

[48:31] YouTube https://youtu.be/neTSqOAMgao?t=2904 || Explaining How Anyone Can Make $100M(R) Offers
businesses that we own already pump out tons of cash flow and i just don't need to do it nor do i really have the desire and so the idea was i'll just make basically my goal is to make the best internet marketing business that exists to make everything and then if they're you know if someone wants to get to that next level they've already proven themselves uh able to execute on the concepts that we

[48:48] YouTube https://youtu.be/neTSqOAMgao?t=2921 || Explaining How Anyone Can Make $100M(R) Offers
gave away for free then it means that they're not gonna need handle holding for me um which means that i've proven that the information works because they executed on it and they've proven to me that they can do it um and so it's kind of it works off of shared uh press right off the bat and so that's that's kind of the goal with the business and the real real is that i think that when i die nothing's going to happen and that

[49:05] YouTube https://youtu.be/neTSqOAMgao?t=2938 || Explaining How Anyone Can Make $100M(R) Offers
there's really no such thing as legacy and if i have 100 generations people forget who i am it makes me feel good i love that i'm like giving you someone up in one minute guys um please share some love to alex uh alex thank you so much he is the man that has nothing to sell you plenty of people broken the world he doesn't want you to be one of

[49:22] YouTube https://youtu.be/neTSqOAMgao?t=2955 || Explaining How Anyone Can Make $100M(R) Offers
them so make sure you check him out and dive deeper into stuff alex appreciate your friendship appreciate your input this has been amazing have a great day dude appreciate you guys thank you for having me
