1 00:00:00,200 --> 00:00:03,320 Speaker 1: I became a cash millionaire at thirty years old and retired, 2 00:00:03,400 --> 00:00:06,520 Speaker 1: but just four years later I had to start all over, 3 00:00:06,680 --> 00:00:09,440 Speaker 1: and not just from zero this time, but digging myself 4 00:00:09,440 --> 00:00:12,480 Speaker 1: out of a multi million dollar hole. So forget all 5 00:00:12,480 --> 00:00:15,480 Speaker 1: the theoretical videos of if I had to start all 6 00:00:15,520 --> 00:00:18,320 Speaker 1: over instead, this is exactly how I built it all 7 00:00:18,360 --> 00:00:20,759 Speaker 1: back up in a fraction of the time. And better yet, 8 00:00:21,280 --> 00:00:24,320 Speaker 1: you can use this to follow the exact same steps, 9 00:00:24,320 --> 00:00:28,000 Speaker 1: the exact same roadmap to one million dollars in twelve months. Now, 10 00:00:28,040 --> 00:00:29,600 Speaker 1: real quick, before we dig in. If you're new to 11 00:00:29,640 --> 00:00:31,920 Speaker 1: the channel, my name is Mark Moss. I created this 12 00:00:32,040 --> 00:00:34,760 Speaker 1: channel to help others avoid the exact same mistakes that 13 00:00:34,840 --> 00:00:37,640 Speaker 1: I made along the way. Now, yes, I've learned some 14 00:00:37,720 --> 00:00:40,680 Speaker 1: valuable lessons while starting seven different businesses that have hit 15 00:00:40,720 --> 00:00:43,159 Speaker 1: seven to eight figures in less than twelve months. I've 16 00:00:43,200 --> 00:00:46,880 Speaker 1: had two high big value exits. I've currently run three 17 00:00:47,040 --> 00:00:49,600 Speaker 1: eight figure businesses, and I'm a partner in a tech 18 00:00:49,720 --> 00:00:52,320 Speaker 1: VC hedge fund. Now, before I dive right in, I 19 00:00:52,360 --> 00:00:55,120 Speaker 1: just want to give you a quick quote from Henry Ford, 20 00:00:55,200 --> 00:00:58,160 Speaker 1: who said, whether you think you can or you can't, 21 00:00:58,640 --> 00:01:01,200 Speaker 1: either way you're right. So if you think you can't 22 00:01:01,200 --> 00:01:04,160 Speaker 1: do it, that's okay. This life is not for everyone. 23 00:01:04,280 --> 00:01:06,600 Speaker 1: But if you're part of the select view who are 24 00:01:06,640 --> 00:01:08,720 Speaker 1: willing to do the work and build the life that 25 00:01:08,800 --> 00:01:11,399 Speaker 1: they want, then this video is for you. So let's go. 26 00:01:13,160 --> 00:01:14,720 Speaker 1: All right, So we're going to just jump right into 27 00:01:14,720 --> 00:01:17,200 Speaker 1: this and let's just start with step number one. I'm 28 00:01:17,200 --> 00:01:19,960 Speaker 1: going to give you a step by step plan, a 29 00:01:20,000 --> 00:01:23,200 Speaker 1: twelve month plan, one step per month, all right, and yes, 30 00:01:23,280 --> 00:01:26,039 Speaker 1: this is the exact process that I followed and I 31 00:01:26,080 --> 00:01:28,160 Speaker 1: continue to follow. So the first thing that you have 32 00:01:28,240 --> 00:01:30,480 Speaker 1: to know before we get into the twelve steps is 33 00:01:30,480 --> 00:01:33,319 Speaker 1: that the only reason anyone will ever give you money 34 00:01:33,760 --> 00:01:36,360 Speaker 1: is because you've provided them some value, right, You've solved 35 00:01:36,440 --> 00:01:39,560 Speaker 1: their problem. This means if you want money, then you 36 00:01:39,640 --> 00:01:43,160 Speaker 1: have to have skills to solve problems. All right, understand 37 00:01:43,200 --> 00:01:45,880 Speaker 1: that core framework. And then the more skills that you have, 38 00:01:46,200 --> 00:01:48,720 Speaker 1: the bigger problems you can solve, and the more you're 39 00:01:48,760 --> 00:01:51,240 Speaker 1: going to make, which leads us right into step number one, 40 00:01:51,440 --> 00:01:55,520 Speaker 1: which is start with learning a high value skill. Now, 41 00:01:55,640 --> 00:01:57,160 Speaker 1: the first step that you want to do is acquire 42 00:01:57,200 --> 00:02:00,240 Speaker 1: a high value skill, skill that can be monetized very quickly, 43 00:02:00,440 --> 00:02:02,800 Speaker 1: and it's in high demand. People always ask me what's 44 00:02:02,800 --> 00:02:05,360 Speaker 1: a high value skill. Well, it's one that's in high demand. 45 00:02:05,520 --> 00:02:08,400 Speaker 1: It's also one that can make a high amount of income. 46 00:02:08,560 --> 00:02:10,480 Speaker 1: So these are ones that are the closest to the 47 00:02:10,560 --> 00:02:13,840 Speaker 1: money supply. They affect income on a profit and loss. 48 00:02:13,919 --> 00:02:17,000 Speaker 1: They're on the income side, not the expense side of 49 00:02:17,040 --> 00:02:19,440 Speaker 1: the balance sheet. So these are typically things I would 50 00:02:19,440 --> 00:02:24,000 Speaker 1: think about that would be sales marketing, high ticket sales. Right. 51 00:02:24,160 --> 00:02:26,560 Speaker 1: I think of these as digital trades. If I wanted 52 00:02:26,560 --> 00:02:28,079 Speaker 1: to hire someone to build a house, I would hire 53 00:02:28,160 --> 00:02:30,639 Speaker 1: tradesmen a framer, roof for plumber. If I want to 54 00:02:30,639 --> 00:02:35,359 Speaker 1: start a business, I hire digital trades, copywriters, Facebook advertisers, 55 00:02:36,000 --> 00:02:38,320 Speaker 1: video editors, things like that. Now, when I had to 56 00:02:38,360 --> 00:02:40,600 Speaker 1: start over, I had no money, right I had sold 57 00:02:40,639 --> 00:02:43,359 Speaker 1: my businesses, so I no longer had an income coming 58 00:02:43,360 --> 00:02:45,800 Speaker 1: from the business. I lost my assets and so I 59 00:02:45,840 --> 00:02:48,400 Speaker 1: literally had to start over from zero. And so I 60 00:02:48,440 --> 00:02:50,120 Speaker 1: didn't have any money to start a business. So I 61 00:02:50,160 --> 00:02:52,760 Speaker 1: had to go provide a service right now. I had 62 00:02:52,800 --> 00:02:55,119 Speaker 1: a friend who had a mortgage company, and he knew 63 00:02:55,160 --> 00:02:58,000 Speaker 1: that I had started internet businesses and internet companies before that, 64 00:02:58,200 --> 00:03:01,280 Speaker 1: and so he said, hey, you could help generate leads. 65 00:03:01,280 --> 00:03:03,080 Speaker 1: If you could build like some websites, help me generate 66 00:03:03,160 --> 00:03:06,080 Speaker 1: leads for my mortgage company, I'll split the commissions with you. 67 00:03:06,280 --> 00:03:08,480 Speaker 1: So I did. I built up a landing page, I 68 00:03:08,480 --> 00:03:11,639 Speaker 1: created Google paper click campaign. I started generating leads for him, 69 00:03:11,919 --> 00:03:14,000 Speaker 1: and then I made a lot of money. And that's 70 00:03:14,000 --> 00:03:15,640 Speaker 1: what I ended up doing for years. I think six 71 00:03:15,760 --> 00:03:17,800 Speaker 1: or eight years I started doing that. All right, So 72 00:03:18,000 --> 00:03:21,720 Speaker 1: here's the action to take number one. Read some books. 73 00:03:22,120 --> 00:03:24,480 Speaker 1: Figure out what are these high value skills you think 74 00:03:24,520 --> 00:03:27,440 Speaker 1: you're best suited for. I built a landing page, I 75 00:03:27,480 --> 00:03:29,320 Speaker 1: had a Facebook average or that it was a Google 76 00:03:29,320 --> 00:03:32,240 Speaker 1: paper click campaign at that time. But what skills are 77 00:03:32,280 --> 00:03:34,800 Speaker 1: you best suited for? Do you like video editing, do 78 00:03:34,880 --> 00:03:37,800 Speaker 1: you like copywriting, do you like whatever? Do you like sales? 79 00:03:37,800 --> 00:03:39,280 Speaker 1: Do you want to do high ticket sales or the phone? 80 00:03:39,520 --> 00:03:43,200 Speaker 1: So read some books and then watch some YouTube videos, 81 00:03:43,200 --> 00:03:45,880 Speaker 1: and then you want to start practicing these skills. Just 82 00:03:45,920 --> 00:03:47,880 Speaker 1: like any skill, you have to go do it practice 83 00:03:47,920 --> 00:03:50,640 Speaker 1: outside of working hours. So probably you're working right now, 84 00:03:50,680 --> 00:03:52,280 Speaker 1: so it's going to be night. Think of this as 85 00:03:52,280 --> 00:03:56,160 Speaker 1: your night school. Write the copy, set up an ads account, 86 00:03:56,440 --> 00:03:59,880 Speaker 1: rehearse the sales techniques. Right, you have to practice your craft. 87 00:04:00,240 --> 00:04:03,480 Speaker 1: The goal here is to learn to increase your ability 88 00:04:03,840 --> 00:04:07,640 Speaker 1: to increase the value in the marketplace. So in the beginning, 89 00:04:07,680 --> 00:04:09,640 Speaker 1: you're going to learn one skill that you can take 90 00:04:09,760 --> 00:04:13,200 Speaker 1: to the marketplace to make some money. Eventually you'll add skills, 91 00:04:13,240 --> 00:04:16,400 Speaker 1: you'll stack those skills and provide more value to the marketplace. 92 00:04:16,600 --> 00:04:19,280 Speaker 1: Right now, that's month number one, Step number one. Month 93 00:04:19,320 --> 00:04:22,080 Speaker 1: number two. Step number two is to build a personal 94 00:04:22,160 --> 00:04:24,960 Speaker 1: brand so you can build o a marketing pipeline. Now, 95 00:04:25,080 --> 00:04:29,200 Speaker 1: the concept behind this isn't to be some Kim Kardashian influencer, 96 00:04:29,360 --> 00:04:32,640 Speaker 1: right and this part is literally non negotiable. If you 97 00:04:32,640 --> 00:04:34,520 Speaker 1: don't like this part, then don't watch the rest of 98 00:04:34,560 --> 00:04:37,200 Speaker 1: these steps because it doesn't matter if you do or 99 00:04:37,240 --> 00:04:39,720 Speaker 1: you don't want to be a social media influencer. Here's 100 00:04:39,720 --> 00:04:42,039 Speaker 1: the bottom line. If you want to build a business, 101 00:04:42,440 --> 00:04:46,080 Speaker 1: you need customers, right, and customers need to hear about you. 102 00:04:46,360 --> 00:04:49,840 Speaker 1: So whether it's you personally or it's your business, you 103 00:04:49,880 --> 00:04:52,240 Speaker 1: have to create content. You have to build a brand. 104 00:04:52,440 --> 00:04:55,599 Speaker 1: But really, why would I say a personal brand over 105 00:04:55,600 --> 00:04:58,640 Speaker 1: a business. Well, that's because people want to do business 106 00:04:58,760 --> 00:05:04,000 Speaker 1: with people, really other businesses. Now, going back to my story, right, 107 00:05:04,040 --> 00:05:06,440 Speaker 1: I started creating leads. That was the first thing I did, 108 00:05:06,440 --> 00:05:08,000 Speaker 1: and I had been He asked me to do that 109 00:05:08,040 --> 00:05:09,719 Speaker 1: because I'd been on the internet for a long time. 110 00:05:10,160 --> 00:05:12,039 Speaker 1: So I'd been on the internet. I had the skills 111 00:05:12,040 --> 00:05:14,400 Speaker 1: to build the landing pages, do the paid ads, and 112 00:05:14,440 --> 00:05:16,640 Speaker 1: so I started doing marketing for him. Now I had 113 00:05:16,680 --> 00:05:18,719 Speaker 1: been on the Internet for a decade at this point, 114 00:05:18,839 --> 00:05:21,839 Speaker 1: but there was a big problem. I never built a list. 115 00:05:22,160 --> 00:05:24,640 Speaker 1: So I was running paid ads that was pretty good, 116 00:05:24,640 --> 00:05:27,680 Speaker 1: but I didn't build a list, and so I eventually 117 00:05:27,720 --> 00:05:29,480 Speaker 1: got forced into it. I've told my story before, I'm 118 00:05:29,480 --> 00:05:31,440 Speaker 1: not going to go into that. And I eventually started 119 00:05:31,480 --> 00:05:34,280 Speaker 1: a YouTube channel, which of course you're watching now. And 120 00:05:34,440 --> 00:05:36,320 Speaker 1: all of a sudden, as I started to build an 121 00:05:36,360 --> 00:05:39,640 Speaker 1: audience and I started to build a list, something shifted 122 00:05:39,640 --> 00:05:42,080 Speaker 1: into my mind, and something just shifted just in the 123 00:05:42,080 --> 00:05:43,839 Speaker 1: way that I viewed the world, and I felt like 124 00:05:43,880 --> 00:05:46,080 Speaker 1: I went from having like all these jobs where I 125 00:05:46,080 --> 00:05:48,360 Speaker 1: set up an ad campaign for this guy, lead campaign 126 00:05:48,400 --> 00:05:50,960 Speaker 1: for this guy, to now having a career, and that 127 00:05:51,040 --> 00:05:54,039 Speaker 1: new career was now Mark Moss, and Mark Moss could 128 00:05:54,040 --> 00:05:57,000 Speaker 1: do whatever he wants. Maybe Mark Moss wants to build 129 00:05:57,000 --> 00:05:58,800 Speaker 1: a real estate development. Maybe Mark Moss wants to start 130 00:05:58,800 --> 00:06:00,800 Speaker 1: a wine company. Maybe Mark Mosas wants to start a 131 00:06:00,839 --> 00:06:04,080 Speaker 1: sneaker line. Whatever. Now the brand is Mark Moss. So 132 00:06:04,080 --> 00:06:06,640 Speaker 1: here's the action to take in this month. Step number two. 133 00:06:07,360 --> 00:06:09,919 Speaker 1: Start digging your well. I say dig your well before 134 00:06:09,960 --> 00:06:13,000 Speaker 1: you're thirsty. It doesn't just come on overnight. It's going 135 00:06:13,080 --> 00:06:15,320 Speaker 1: to be digging and digging and digging before there's water there. 136 00:06:15,360 --> 00:06:19,880 Speaker 1: So start creating content around your expertise and your personal story. 137 00:06:19,960 --> 00:06:23,080 Speaker 1: Right now, you're learning a high value skill. You're practicing it. 138 00:06:23,120 --> 00:06:26,080 Speaker 1: You're learning it, and document that. Create the content around 139 00:06:26,080 --> 00:06:29,280 Speaker 1: what you're learning. You read something about sales or copywriting, 140 00:06:30,040 --> 00:06:33,320 Speaker 1: talk about it. You're focusing on documing what you're learning. 141 00:06:33,360 --> 00:06:35,680 Speaker 1: What you're doing, all right, And then what you want 142 00:06:35,720 --> 00:06:39,039 Speaker 1: to do is not tell others what they should be doing, 143 00:06:39,200 --> 00:06:41,960 Speaker 1: but rather you're just documenting what you're doing. It's not 144 00:06:42,120 --> 00:06:43,680 Speaker 1: you should do this to fix your problem. It's like, 145 00:06:43,760 --> 00:06:46,039 Speaker 1: here's what I'm doing to fix the problem. Now. During 146 00:06:46,040 --> 00:06:47,839 Speaker 1: this time, you want to focus on the platforms where 147 00:06:47,880 --> 00:06:50,839 Speaker 1: you can express yourself. Best. For me, I chose YouTube, 148 00:06:50,880 --> 00:06:52,520 Speaker 1: right it just seemed to work for me. But some 149 00:06:52,560 --> 00:06:54,560 Speaker 1: people are afraid of video. Okay, so maybe you want 150 00:06:54,560 --> 00:06:56,039 Speaker 1: to be on a blog. Maybe you want to be 151 00:06:56,040 --> 00:06:58,479 Speaker 1: on social media TikTok. You like the TikTok, you like 152 00:06:58,520 --> 00:07:01,040 Speaker 1: the Instagram, whatever it may be, maybe it's just a podcast. 153 00:07:01,279 --> 00:07:03,880 Speaker 1: Find the medium that seems to express yourself the best, 154 00:07:03,920 --> 00:07:07,839 Speaker 1: and then be consistent. It's the slow, steady, consistent things 155 00:07:07,880 --> 00:07:10,400 Speaker 1: done over a long period of time. So be consistent 156 00:07:10,480 --> 00:07:14,080 Speaker 1: with content production and then repurpose that content across all 157 00:07:14,120 --> 00:07:16,600 Speaker 1: the other channels to maximize your reach. Okay, The goal 158 00:07:16,680 --> 00:07:19,880 Speaker 1: here in this third month is to establish yourself as 159 00:07:19,880 --> 00:07:22,720 Speaker 1: an authority in your niche. All right. So again, whether 160 00:07:22,760 --> 00:07:26,400 Speaker 1: it's copywriter and Facebook ads, start to really dig in 161 00:07:26,480 --> 00:07:29,960 Speaker 1: by putting out content on that specifically, you're gaining awareness 162 00:07:30,040 --> 00:07:33,560 Speaker 1: during this timeframe, showing your authority, and then you want 163 00:07:33,600 --> 00:07:35,800 Speaker 1: to be relating to people on a personal level with 164 00:07:35,880 --> 00:07:38,560 Speaker 1: your audience to continue to grow your business. This is 165 00:07:38,560 --> 00:07:41,760 Speaker 1: why a personal brand over I would say a business brand. 166 00:07:41,760 --> 00:07:44,080 Speaker 1: All right. Now, then let's go into the next month. 167 00:07:44,120 --> 00:07:48,360 Speaker 1: The next skill, and that is mastering this skill through practice. Okay, 168 00:07:48,360 --> 00:07:51,080 Speaker 1: so we've been learning it, we've been testing it on 169 00:07:51,080 --> 00:07:54,240 Speaker 1: our own, but now we want to master it through practice. 170 00:07:54,240 --> 00:07:56,640 Speaker 1: So the concept is simple. We want to focus on 171 00:07:56,800 --> 00:07:59,920 Speaker 1: mastering this skill rather than just making money with it 172 00:08:00,080 --> 00:08:02,320 Speaker 1: right away. Right in the beginning, you're not going to 173 00:08:02,360 --> 00:08:04,840 Speaker 1: be very good, and that's okay, but you can't expect 174 00:08:04,840 --> 00:08:06,600 Speaker 1: someone to give you a lot of money when you're 175 00:08:06,640 --> 00:08:08,680 Speaker 1: just learning this. So here the key is to just 176 00:08:08,760 --> 00:08:12,880 Speaker 1: obsessively practice and then start offering those services. And this 177 00:08:13,000 --> 00:08:15,840 Speaker 1: is a sticking point. This is, in my opinion, one 178 00:08:15,880 --> 00:08:18,600 Speaker 1: of the main reasons why most people never make it 179 00:08:18,640 --> 00:08:21,000 Speaker 1: to be a business owner and never have success is 180 00:08:21,040 --> 00:08:24,160 Speaker 1: because this part is you have to offer your services 181 00:08:24,320 --> 00:08:26,920 Speaker 1: for free. You have to offer services for free to 182 00:08:26,960 --> 00:08:29,840 Speaker 1: gain experience and build that portfolio to prove that you 183 00:08:29,840 --> 00:08:32,520 Speaker 1: can do it, to get that feedback. And most people 184 00:08:32,760 --> 00:08:36,319 Speaker 1: have an employee mindset and they could never imagine working 185 00:08:36,360 --> 00:08:38,080 Speaker 1: for free. But this is what it's going to take 186 00:08:38,280 --> 00:08:40,880 Speaker 1: all right now. For me, I think about this in 187 00:08:40,920 --> 00:08:42,520 Speaker 1: a sense where I've got all kinds of people that 188 00:08:42,600 --> 00:08:44,880 Speaker 1: want me to pay them so they can learn how 189 00:08:44,880 --> 00:08:46,480 Speaker 1: to do a skill. But think about it from like 190 00:08:46,520 --> 00:08:49,520 Speaker 1: a pro athlete standpoint. Imagine someone going to the Lakers 191 00:08:49,520 --> 00:08:52,240 Speaker 1: and saying, hey, sign me on a basketball contract and 192 00:08:52,280 --> 00:08:54,640 Speaker 1: I'll go learn how to play basketball for you. It's like, no, 193 00:08:54,960 --> 00:08:57,480 Speaker 1: you got to play basketball your whole life to get 194 00:08:57,520 --> 00:09:00,000 Speaker 1: good at basketball, and then maybe someone will give you 195 00:09:00,120 --> 00:09:02,520 Speaker 1: view a contract at the point. So that's exactly how 196 00:09:02,520 --> 00:09:04,319 Speaker 1: it is in the business world as well. You need 197 00:09:04,360 --> 00:09:06,160 Speaker 1: to learn these skills, you need to hone these skills, 198 00:09:06,160 --> 00:09:08,000 Speaker 1: and you have to start providing them for free, just 199 00:09:08,000 --> 00:09:10,960 Speaker 1: like playing basketball for free, and then you need to 200 00:09:11,000 --> 00:09:14,440 Speaker 1: get somebody a result. Until you've gotten them so much 201 00:09:14,520 --> 00:09:17,560 Speaker 1: results that well, it takes us to the next step, 202 00:09:17,760 --> 00:09:21,439 Speaker 1: which is getting our first paying client. All right, So 203 00:09:21,760 --> 00:09:25,280 Speaker 1: at some point, hopefully we've gotten good enough with that skill, 204 00:09:25,559 --> 00:09:29,400 Speaker 1: we've delivered enough value that client should now really desire 205 00:09:29,440 --> 00:09:31,400 Speaker 1: our services. And at that point you can say, okay, 206 00:09:31,400 --> 00:09:33,160 Speaker 1: our trial is over and they should be wanting to 207 00:09:33,160 --> 00:09:34,720 Speaker 1: pay you, or if you've done a good enough job, 208 00:09:34,920 --> 00:09:37,040 Speaker 1: they're going to want to just you know, they're going 209 00:09:37,080 --> 00:09:38,480 Speaker 1: to demand to pay you. And so you want to 210 00:09:38,480 --> 00:09:42,079 Speaker 1: transition from this practicing for free to now getting paid 211 00:09:42,160 --> 00:09:45,360 Speaker 1: for your work. Now, when I think of this, I 212 00:09:45,400 --> 00:09:48,480 Speaker 1: think about again back to these coaching businesses that want 213 00:09:48,520 --> 00:09:50,720 Speaker 1: to do this. I want to help people with their 214 00:09:51,080 --> 00:09:54,640 Speaker 1: time management, or with their health, or with their diet. 215 00:09:54,880 --> 00:09:57,679 Speaker 1: But again, they haven't built that up they haven't worked 216 00:09:57,679 --> 00:10:00,240 Speaker 1: for free and so that's what's holding them back. Now. 217 00:10:00,240 --> 00:10:03,199 Speaker 1: The action here is that we want to transition from practicing. 218 00:10:03,240 --> 00:10:05,600 Speaker 1: So we've already found people who are more than happy 219 00:10:05,600 --> 00:10:09,640 Speaker 1: to take our information for free. Right, we've demonstrated value upfront. 220 00:10:09,920 --> 00:10:11,839 Speaker 1: Then we want to convert them to paid. So how 221 00:10:11,840 --> 00:10:13,800 Speaker 1: do we do that. Well, again, we can say, hey, 222 00:10:13,840 --> 00:10:16,720 Speaker 1: this contract is over, I can't offer anymore. You could 223 00:10:16,760 --> 00:10:19,000 Speaker 1: make them an offer number two. You could continue to 224 00:10:19,040 --> 00:10:21,160 Speaker 1: work for them for free and ask them for a referral. Hey, 225 00:10:21,200 --> 00:10:22,880 Speaker 1: do you have a friend or an associate that might 226 00:10:23,120 --> 00:10:25,160 Speaker 1: like my business? And then the best way that I 227 00:10:25,160 --> 00:10:27,160 Speaker 1: would start to get that first paid client is what 228 00:10:27,200 --> 00:10:30,080 Speaker 1: I call a one one thirty And really this is 229 00:10:30,160 --> 00:10:33,080 Speaker 1: a one person. I'm looking for one person that I 230 00:10:33,080 --> 00:10:36,319 Speaker 1: can help them with one thing over the next seven 231 00:10:36,440 --> 00:10:39,160 Speaker 1: days or thirty days. Right, so I'm looking for one 232 00:10:39,200 --> 00:10:41,640 Speaker 1: person that I can help lose ten pounds in the 233 00:10:41,640 --> 00:10:44,280 Speaker 1: next thirty days. I'm looking for one person that I 234 00:10:44,280 --> 00:10:46,800 Speaker 1: can get one paid account going in thirty day or 235 00:10:46,840 --> 00:10:48,520 Speaker 1: whatever that is. That's the best way to do that. 236 00:10:48,559 --> 00:10:50,760 Speaker 1: And so the goal in this section is to secure 237 00:10:50,800 --> 00:10:55,120 Speaker 1: your first pain client by first showing them results ahead 238 00:10:55,160 --> 00:10:59,160 Speaker 1: of time, and only asking on the back end to 239 00:10:59,320 --> 00:11:01,920 Speaker 1: either be a paid client or refer you to somebody 240 00:11:01,960 --> 00:11:04,200 Speaker 1: else who wants that. Okay, Then that takes us to 241 00:11:04,240 --> 00:11:07,800 Speaker 1: the very next step, which is we should be documenting 242 00:11:07,920 --> 00:11:11,280 Speaker 1: our processes. Okay. So the concept here is that I 243 00:11:11,360 --> 00:11:15,080 Speaker 1: want to move more towards the creative work and away 244 00:11:15,120 --> 00:11:17,200 Speaker 1: from the technical work. And the way that I define 245 00:11:17,200 --> 00:11:19,760 Speaker 1: that is technical would be anything that I do more 246 00:11:19,840 --> 00:11:22,840 Speaker 1: than one time I invoice a client, and every time 247 00:11:22,840 --> 00:11:25,400 Speaker 1: I invoice the client, it's done the same way, right 248 00:11:25,880 --> 00:11:28,800 Speaker 1: versus creative is like I design something for them, right. 249 00:11:29,040 --> 00:11:30,080 Speaker 1: And what we want to do is we want to 250 00:11:30,120 --> 00:11:32,760 Speaker 1: identify all the different things that we do in our 251 00:11:32,800 --> 00:11:36,760 Speaker 1: business to get a customer, acquire the customer, to fulfill 252 00:11:36,800 --> 00:11:39,280 Speaker 1: the customer, and make a list of those and which 253 00:11:39,280 --> 00:11:41,800 Speaker 1: ones are technical and which ones are creative, sort those, 254 00:11:42,280 --> 00:11:43,440 Speaker 1: and then what we want to do is we're going 255 00:11:43,480 --> 00:11:46,480 Speaker 1: to create clearly defined I call them playbooks. You might 256 00:11:46,520 --> 00:11:49,880 Speaker 1: have heard SOP standard operating procedures. And so then all 257 00:11:49,920 --> 00:11:53,360 Speaker 1: these technical tasks I document step one, step two, step 258 00:11:53,440 --> 00:11:56,640 Speaker 1: three so that we can have consistent output. Let me 259 00:11:56,640 --> 00:11:59,280 Speaker 1: give it a story. I used to have a company. 260 00:11:59,559 --> 00:12:01,760 Speaker 1: I had about sixty five people there working for me, 261 00:12:02,040 --> 00:12:05,079 Speaker 1: and we had a really big breakroom and a cafeteria, 262 00:12:05,440 --> 00:12:08,520 Speaker 1: and different days, different times of the day, like the 263 00:12:08,559 --> 00:12:10,920 Speaker 1: coffee could be like really good or the coffee could 264 00:12:10,920 --> 00:12:12,600 Speaker 1: be like really bad, and like you never knew what 265 00:12:12,600 --> 00:12:14,600 Speaker 1: you were gonna get whenever you walked in there, and 266 00:12:14,679 --> 00:12:17,120 Speaker 1: so I didn't like that. I wanted to know what 267 00:12:17,160 --> 00:12:18,839 Speaker 1: the coffee was going to be like whenever I wanted, 268 00:12:18,880 --> 00:12:21,200 Speaker 1: And so we had to create a system of playbook, 269 00:12:21,240 --> 00:12:24,360 Speaker 1: a standard operative procedure for the coffee. So this many 270 00:12:24,840 --> 00:12:28,280 Speaker 1: cups of grinds, this many cups of water, right this heat, 271 00:12:28,640 --> 00:12:30,800 Speaker 1: and then it was written down. So no matter who 272 00:12:30,880 --> 00:12:33,960 Speaker 1: made the coffee, if they followed the exact same playbo 273 00:12:34,000 --> 00:12:36,400 Speaker 1: could he had written, then the coffee was good every 274 00:12:36,400 --> 00:12:38,800 Speaker 1: single time. Okay, So the action to take here is 275 00:12:38,840 --> 00:12:40,640 Speaker 1: to make a list of the most common things that 276 00:12:40,679 --> 00:12:44,000 Speaker 1: you're doing, and I recommend starting with a with a 277 00:12:44,080 --> 00:12:46,000 Speaker 1: time study. So what I would do is I would 278 00:12:46,000 --> 00:12:48,520 Speaker 1: just get like a piece of paper, maybe an Excel spreadsheet, 279 00:12:48,679 --> 00:12:50,960 Speaker 1: and write down like in fifteen minute increments. I set 280 00:12:51,000 --> 00:12:53,360 Speaker 1: a timer on my phone, and every fifteen minutes, when 281 00:12:53,360 --> 00:12:54,920 Speaker 1: the timer goes off, I write down what I'm doing. 282 00:12:55,200 --> 00:12:57,160 Speaker 1: Fifteen minutes later, write down what I'm doing, and then 283 00:12:57,360 --> 00:12:59,280 Speaker 1: I'll typically do it for two weeks and I'll look 284 00:12:59,280 --> 00:13:01,199 Speaker 1: back of all the things I was doing and I 285 00:13:01,240 --> 00:13:04,600 Speaker 1: could divide that out. Okay, Then once I've defined what 286 00:13:04,640 --> 00:13:06,360 Speaker 1: are the things that are the technical ones that I 287 00:13:06,360 --> 00:13:10,240 Speaker 1: could probably create these systems around, then i'd record myself 288 00:13:10,280 --> 00:13:11,920 Speaker 1: doing these. I could do that by setting up a 289 00:13:11,920 --> 00:13:14,320 Speaker 1: camera on a tripod. I could use something to record 290 00:13:14,400 --> 00:13:17,199 Speaker 1: my screen. Loom video works really well for this. I 291 00:13:17,200 --> 00:13:19,200 Speaker 1: could record myself on a Loom and then once I 292 00:13:19,280 --> 00:13:22,760 Speaker 1: have those videos, I can create processes from them. Loom 293 00:13:22,800 --> 00:13:25,080 Speaker 1: actually has an AI insert that helps you with this 294 00:13:25,160 --> 00:13:27,640 Speaker 1: process is pretty cool. And then I want to create 295 00:13:27,640 --> 00:13:30,240 Speaker 1: a folder to store all of these, so it's a 296 00:13:30,320 --> 00:13:34,040 Speaker 1: database that has all the processes, and I use Notion 297 00:13:34,240 --> 00:13:37,319 Speaker 1: for this, so everything's in Notion, and anybody that I 298 00:13:37,360 --> 00:13:39,160 Speaker 1: ever hire in the future or on my team can 299 00:13:39,160 --> 00:13:41,200 Speaker 1: go into a Notion and find these. So the goal 300 00:13:41,280 --> 00:13:43,400 Speaker 1: that we're trying to achieve here is to be able 301 00:13:43,440 --> 00:13:47,480 Speaker 1: to have consistent output, consistent results, but more importantly, someone 302 00:13:47,559 --> 00:13:50,679 Speaker 1: else that could do the technical work, and even more importantly, 303 00:13:50,679 --> 00:13:52,920 Speaker 1: when I bring on new people. I never have to 304 00:13:53,000 --> 00:13:56,200 Speaker 1: train them because they have the playbooks to follow. I 305 00:13:56,240 --> 00:13:59,080 Speaker 1: only have to coach them. And that brings me to 306 00:13:59,120 --> 00:14:01,600 Speaker 1: the very next point, which is number six. What we 307 00:14:01,640 --> 00:14:03,679 Speaker 1: want to do now at this point with getting on 308 00:14:03,720 --> 00:14:06,560 Speaker 1: our road from zero to one million in less than 309 00:14:06,559 --> 00:14:08,200 Speaker 1: twelve months, is we need to double down. We have 310 00:14:08,240 --> 00:14:10,720 Speaker 1: to start speeding things up now at this point, okay, 311 00:14:11,000 --> 00:14:12,400 Speaker 1: And what we want to do in order to double 312 00:14:12,400 --> 00:14:14,319 Speaker 1: down is we need to bring on some help, maybe 313 00:14:14,360 --> 00:14:16,680 Speaker 1: just an assistant, like a virtual assistant at this point. 314 00:14:17,080 --> 00:14:18,640 Speaker 1: And the concept here is that we want to be 315 00:14:18,640 --> 00:14:21,960 Speaker 1: able to do again more creative work because you are 316 00:14:22,080 --> 00:14:24,640 Speaker 1: the genius. You're the genius in the business, which means 317 00:14:24,640 --> 00:14:27,440 Speaker 1: we need to offload the technical tasks. That's what we're 318 00:14:27,480 --> 00:14:29,920 Speaker 1: hiring an assistant for now. One way we can do 319 00:14:29,960 --> 00:14:34,160 Speaker 1: this is think about offloading tasks that are you could 320 00:14:34,160 --> 00:14:36,560 Speaker 1: pay someone ten dollars an hour to do, or fifteen 321 00:14:36,600 --> 00:14:38,920 Speaker 1: dollars an hour, twenty five or fifty or one hundred 322 00:14:38,960 --> 00:14:41,680 Speaker 1: dollars hour tasks. You start passing those often. Of course 323 00:14:41,720 --> 00:14:44,640 Speaker 1: you're working your way up now. Everybody gets this wrong 324 00:14:44,680 --> 00:14:46,280 Speaker 1: at first, So let me tell you how to do 325 00:14:46,360 --> 00:14:49,120 Speaker 1: this and here's what everybody gets wrong. What they do 326 00:14:49,200 --> 00:14:51,560 Speaker 1: is they say, hey, I started a graphic design business, 327 00:14:51,800 --> 00:14:55,080 Speaker 1: and I spend so much time doing graphic design, so 328 00:14:55,200 --> 00:14:58,240 Speaker 1: I want to go hire a graphic designer to take 329 00:14:58,240 --> 00:15:00,440 Speaker 1: off some of this workload for me. That's the wrong 330 00:15:00,480 --> 00:15:02,200 Speaker 1: way to do it. What you want to do instead 331 00:15:02,320 --> 00:15:06,560 Speaker 1: is hire someone to do everything else that's not graphic design. Again, 332 00:15:06,600 --> 00:15:09,800 Speaker 1: that's your zone of genius. So for me, I need 333 00:15:09,800 --> 00:15:11,600 Speaker 1: to be on camera. I can't really hire someone to 334 00:15:11,600 --> 00:15:14,240 Speaker 1: be on camera for me, but I can hire other 335 00:15:14,280 --> 00:15:16,280 Speaker 1: people to support all the other things that I do 336 00:15:16,480 --> 00:15:19,600 Speaker 1: that are not being on camera. So here's the action. Okay, 337 00:15:19,600 --> 00:15:22,040 Speaker 1: one perform that time audit like we just talked about 338 00:15:22,280 --> 00:15:25,760 Speaker 1: number two. Again, identify the creative versus technical tasks and 339 00:15:25,840 --> 00:15:31,240 Speaker 1: identify which ones are my zone of genius, copywriting, whatever 340 00:15:31,280 --> 00:15:33,840 Speaker 1: that may be, that's yours zone of genius, and then 341 00:15:33,920 --> 00:15:36,760 Speaker 1: hire an assistant to do everything else. Now I hire 342 00:15:36,760 --> 00:15:40,360 Speaker 1: assistants internationally. You can find great assistants in other parts 343 00:15:40,400 --> 00:15:42,800 Speaker 1: of the world. If you're in the United States, the 344 00:15:42,840 --> 00:15:46,840 Speaker 1: Philippines in South America are great for this. They're pretty 345 00:15:46,880 --> 00:15:49,160 Speaker 1: much on the same time zone, they speak English, and 346 00:15:49,200 --> 00:15:51,520 Speaker 1: you can pick them up for four or five, six 347 00:15:51,600 --> 00:15:54,960 Speaker 1: seven bucks an hour, so really easy way to scale that. 348 00:15:55,400 --> 00:15:57,480 Speaker 1: And the goal here in this module or in this 349 00:15:58,080 --> 00:16:01,400 Speaker 1: month is to really focus on your high value tasks 350 00:16:01,560 --> 00:16:04,200 Speaker 1: so that you can scale faster. A small business owner, 351 00:16:04,280 --> 00:16:07,080 Speaker 1: are you buried in all types of work keeping you 352 00:16:07,120 --> 00:16:09,720 Speaker 1: from the real thing that makes you money? Well, that's 353 00:16:09,720 --> 00:16:11,720 Speaker 1: where just Works comes in. They're the all in one 354 00:16:11,720 --> 00:16:15,080 Speaker 1: platform that supports small business growth. You can get all 355 00:16:15,160 --> 00:16:18,360 Speaker 1: their tools that help with benefits like payroll and HR 356 00:16:18,480 --> 00:16:22,520 Speaker 1: and compliance with transparent pricing. Now they help you hire 357 00:16:22,560 --> 00:16:27,240 Speaker 1: top talent internationally, internew markets, quickly scale international operations without 358 00:16:27,240 --> 00:16:30,320 Speaker 1: the workload, and for every how do I do it? Question? 359 00:16:30,480 --> 00:16:32,840 Speaker 1: You can reach out to their expert staff from sole 360 00:16:32,920 --> 00:16:36,760 Speaker 1: proprietor or a team of twenty. Just Works empowers all 361 00:16:36,880 --> 00:16:40,640 Speaker 1: kinds of small businesses with real human support. So visit 362 00:16:40,800 --> 00:16:44,360 Speaker 1: justworks dot com slash podcast to join the thousands of 363 00:16:44,400 --> 00:16:48,320 Speaker 1: small businesses that trust Just Works to take care of payroll, benefits, 364 00:16:48,480 --> 00:16:53,240 Speaker 1: compliance and more. Again that's Justworks dot com slash podcast. 365 00:16:53,800 --> 00:16:56,320 Speaker 1: All right, and now, in light of scaling faster, that 366 00:16:56,360 --> 00:16:58,560 Speaker 1: takes us to the next month, number seven, the next 367 00:16:58,560 --> 00:17:01,400 Speaker 1: step number seven, And now we need to really start 368 00:17:01,400 --> 00:17:05,160 Speaker 1: to increase our marketing pipeline. So now we have our product, 369 00:17:05,400 --> 00:17:08,760 Speaker 1: we have our systems are documented, we have other people 370 00:17:08,840 --> 00:17:11,320 Speaker 1: helping us, and so now we're ready to start putting 371 00:17:11,320 --> 00:17:13,399 Speaker 1: some gas on that fire. And putting gas on the 372 00:17:13,440 --> 00:17:18,280 Speaker 1: fire is basically using marketing to increase that pipeline. So 373 00:17:18,440 --> 00:17:20,520 Speaker 1: the concept here is like again, like who's going to 374 00:17:20,560 --> 00:17:22,840 Speaker 1: buy your products? They don't hear about it. Now. I 375 00:17:23,320 --> 00:17:26,239 Speaker 1: built businesses doing lead generation off of paid ads, but 376 00:17:26,280 --> 00:17:28,280 Speaker 1: paid ads don't really work as good as they used 377 00:17:28,320 --> 00:17:31,800 Speaker 1: to anymore. So I believe that organic marketing and organic 378 00:17:31,840 --> 00:17:33,600 Speaker 1: content is the way to go, sort of like this 379 00:17:33,680 --> 00:17:37,280 Speaker 1: YouTube video that you're watching, but paid ads can complement it, 380 00:17:37,359 --> 00:17:40,879 Speaker 1: sort of like putting gas on an already lit fire. Okay, 381 00:17:41,680 --> 00:17:43,600 Speaker 1: So the action here is that this is going to 382 00:17:43,600 --> 00:17:45,520 Speaker 1: be a brand new skill set for you. So remember 383 00:17:45,560 --> 00:17:48,240 Speaker 1: we have to start stacking skills. So it's a new 384 00:17:48,280 --> 00:17:50,520 Speaker 1: skill set for you. And what I'd recommend is just 385 00:17:50,520 --> 00:17:54,359 Speaker 1: go binge, watch a bunch of YouTube videos, right, set 386 00:17:54,400 --> 00:17:56,159 Speaker 1: up a free account, whether it's on Google, pay per 387 00:17:56,200 --> 00:17:58,600 Speaker 1: click ads or on Facebook. Turns out they have a 388 00:17:58,640 --> 00:18:00,560 Speaker 1: ton of tutorials to help you because they want you 389 00:18:00,640 --> 00:18:03,920 Speaker 1: to use their business. Then set up for your account, 390 00:18:03,960 --> 00:18:06,400 Speaker 1: spend a few dollars there. I mean you can put fifteen, 391 00:18:06,480 --> 00:18:08,840 Speaker 1: twenty bucks, one hundred bucks on there. Think of this 392 00:18:08,880 --> 00:18:11,760 Speaker 1: as your tuition. You want to learn this just to 393 00:18:11,840 --> 00:18:13,360 Speaker 1: so you can start to figure it out. You don't 394 00:18:13,359 --> 00:18:15,000 Speaker 1: have to be the expert, but you want to know 395 00:18:15,119 --> 00:18:18,280 Speaker 1: enough about it. Then once you've done that, you want 396 00:18:18,320 --> 00:18:21,879 Speaker 1: to create the playbooks, the SOPs. Here's how you do it, 397 00:18:21,920 --> 00:18:24,960 Speaker 1: the standard operative procedure, so you can hire someone else 398 00:18:25,000 --> 00:18:26,920 Speaker 1: to do it. Now, you can also hire an agency 399 00:18:26,920 --> 00:18:29,679 Speaker 1: in this step, but I wouldn't skip the step of 400 00:18:29,760 --> 00:18:32,360 Speaker 1: learning it because even if you hire someone, you want 401 00:18:32,400 --> 00:18:35,080 Speaker 1: to know enough to be able to manage them properly. Okay, Now, 402 00:18:35,119 --> 00:18:39,040 Speaker 1: the goal in this section number seven is that again 403 00:18:39,160 --> 00:18:43,480 Speaker 1: it's gas on already lit fire. This is not skipping 404 00:18:43,560 --> 00:18:46,359 Speaker 1: over the need to build the organic content. I certainly 405 00:18:46,400 --> 00:18:50,080 Speaker 1: would never recommend that you start with paid ads without 406 00:18:50,160 --> 00:18:54,160 Speaker 1: doing the organic content first. You're basically making organic content 407 00:18:54,240 --> 00:18:57,679 Speaker 1: and then putting ad dollars behind it. And then if 408 00:18:57,720 --> 00:18:59,480 Speaker 1: we want to take it to the very next level, 409 00:18:59,520 --> 00:19:00,879 Speaker 1: because we need to get to a million dollars and 410 00:19:00,920 --> 00:19:03,000 Speaker 1: twelve months and we're almost there, we go to step 411 00:19:03,080 --> 00:19:05,280 Speaker 1: number eight, maybe month number eight, depending on how fast 412 00:19:05,280 --> 00:19:09,080 Speaker 1: you're moving, and that is to build a product. Okay, 413 00:19:09,320 --> 00:19:12,480 Speaker 1: now we talked about before getting a skill and offering 414 00:19:12,520 --> 00:19:15,120 Speaker 1: it as a service, but now we want to build 415 00:19:15,119 --> 00:19:18,160 Speaker 1: a product. And here's the concept. I think of business 416 00:19:18,160 --> 00:19:21,359 Speaker 1: in three different levels, all right. Level number one is 417 00:19:21,400 --> 00:19:25,280 Speaker 1: I provide a service. I am a massage therapist. I'm 418 00:19:25,280 --> 00:19:28,320 Speaker 1: a gardener. I paint curves. I have a pressure washer business. 419 00:19:28,320 --> 00:19:31,040 Speaker 1: I write your copy, I run your ads. I'm providing 420 00:19:31,080 --> 00:19:33,680 Speaker 1: a service. I'm a doctor. But at that point, I'm 421 00:19:33,680 --> 00:19:35,600 Speaker 1: trading my time for money, and no matter how much 422 00:19:35,600 --> 00:19:38,440 Speaker 1: a charge, I'm going to run out of time. Step 423 00:19:38,520 --> 00:19:41,120 Speaker 1: number two, or the next level up, would be having 424 00:19:41,119 --> 00:19:43,760 Speaker 1: a product. So I might sell a supplement, I might 425 00:19:43,800 --> 00:19:47,160 Speaker 1: sell clothes, right, and that's better, right because those products 426 00:19:47,200 --> 00:19:49,920 Speaker 1: can be sold while I'm sleeping. However, there's still inventory 427 00:19:49,920 --> 00:19:52,080 Speaker 1: to manage and stuff to reorder and pack and ship 428 00:19:52,119 --> 00:19:55,480 Speaker 1: and sell. And then the third level, my favorite, is 429 00:19:55,520 --> 00:19:59,840 Speaker 1: selling knowledge, selling information, and there's an infinite return because 430 00:20:00,040 --> 00:20:02,560 Speaker 1: I'm literally giving my information. I don't have to buy 431 00:20:02,560 --> 00:20:06,480 Speaker 1: a product to sell it. It's infinitely scalable. Now, the 432 00:20:06,560 --> 00:20:09,879 Speaker 1: concept behind This is that there's only two ways to 433 00:20:09,920 --> 00:20:12,159 Speaker 1: grow your business. Right, we're trying to rapidly scale this 434 00:20:12,200 --> 00:20:15,520 Speaker 1: business twelve in twelve months to one million dollars. There's 435 00:20:15,560 --> 00:20:17,879 Speaker 1: only two ways to do it. Number one is to 436 00:20:17,880 --> 00:20:20,879 Speaker 1: get more customers, and that's where everybody focuses. But that's 437 00:20:20,920 --> 00:20:23,639 Speaker 1: the hardest part. The second way we can grow our 438 00:20:23,640 --> 00:20:26,919 Speaker 1: business is to make those customers more valuable. How do 439 00:20:26,960 --> 00:20:29,200 Speaker 1: we do that, Well, we get them to buy more 440 00:20:29,200 --> 00:20:32,680 Speaker 1: things from us, or increase the frequency in which they buy. 441 00:20:32,960 --> 00:20:34,919 Speaker 1: So when you sell them more products and put them 442 00:20:34,920 --> 00:20:38,280 Speaker 1: on a subscription. So the action here is you need 443 00:20:38,320 --> 00:20:40,359 Speaker 1: to launch a product. Now you've been offering a service, 444 00:20:40,720 --> 00:20:43,879 Speaker 1: launch a product. Now, I think of it as either 445 00:20:43,960 --> 00:20:47,679 Speaker 1: a lower end product or a higher end product. So 446 00:20:47,720 --> 00:20:50,960 Speaker 1: if I'm offering you bookkeeping, that's the service I'm providing, 447 00:20:51,200 --> 00:20:55,280 Speaker 1: Or massage therapy or copywriting or video editing that's the service. 448 00:20:55,720 --> 00:20:58,200 Speaker 1: Then I want either a higher end or a lower 449 00:20:58,280 --> 00:21:00,199 Speaker 1: end product. So I think about it like a do 450 00:21:00,280 --> 00:21:03,960 Speaker 1: it yourself So here's like, here's a cheat sheet, a guide, 451 00:21:04,080 --> 00:21:06,800 Speaker 1: a course to do it yourself. Here's how you can 452 00:21:06,800 --> 00:21:09,600 Speaker 1: start your own massage business or your own copyright and 453 00:21:09,640 --> 00:21:13,159 Speaker 1: business there's a done done with you, and this is 454 00:21:13,200 --> 00:21:15,760 Speaker 1: maybe like through a group coaching program, and then there's 455 00:21:15,800 --> 00:21:18,480 Speaker 1: a done for you, and so i'd break them down 456 00:21:18,520 --> 00:21:21,480 Speaker 1: into these areas. Now, if you are able to do this, 457 00:21:21,760 --> 00:21:24,000 Speaker 1: which you should be able to, then the goal should 458 00:21:24,040 --> 00:21:27,200 Speaker 1: be able to easily increase yourselves by thirty to fifty 459 00:21:27,280 --> 00:21:30,400 Speaker 1: percent just like that, because you already have the customers, 460 00:21:30,560 --> 00:21:32,639 Speaker 1: you're just trying to get them to buy more things. 461 00:21:32,800 --> 00:21:35,000 Speaker 1: When you go through my funnels and you buy my products, 462 00:21:35,920 --> 00:21:38,199 Speaker 1: typically we'll offer you another product on the back end. 463 00:21:38,200 --> 00:21:40,480 Speaker 1: We call it a one time offer, and typically we 464 00:21:40,480 --> 00:21:43,160 Speaker 1: have about a thirty to forty percent take rate on those. 465 00:21:43,480 --> 00:21:46,119 Speaker 1: So that means you're increasing your cells by thirty to 466 00:21:46,160 --> 00:21:50,080 Speaker 1: forty percent just by adding that on and in order 467 00:21:50,119 --> 00:21:51,720 Speaker 1: to use that in your funnels. That takes us to 468 00:21:51,760 --> 00:21:54,080 Speaker 1: the very next step, which is number nine, and you 469 00:21:54,200 --> 00:21:57,439 Speaker 1: need to master sales funnels. Now. Funnels are basically like 470 00:21:57,440 --> 00:22:00,560 Speaker 1: a website. The difference is a website is a brick 471 00:22:00,640 --> 00:22:04,480 Speaker 1: wall home about us, contact page, our services, and there's 472 00:22:04,520 --> 00:22:07,439 Speaker 1: just way too much information. A funnel is basically like 473 00:22:07,480 --> 00:22:10,359 Speaker 1: a sales rep where there's only one action. The only 474 00:22:10,400 --> 00:22:12,000 Speaker 1: thing they can do is put their email. The only 475 00:22:12,000 --> 00:22:14,240 Speaker 1: thing they can do is click buyer whatever it is. Now, 476 00:22:14,240 --> 00:22:17,440 Speaker 1: we want the funnel in order to improve client acquisition. 477 00:22:17,560 --> 00:22:20,159 Speaker 1: Like I said, it moves somebody down a sequence. And 478 00:22:20,200 --> 00:22:21,840 Speaker 1: what we can do with these funnels is we can 479 00:22:21,920 --> 00:22:24,120 Speaker 1: increase our upsells and down cells, just like I gave 480 00:22:24,119 --> 00:22:26,840 Speaker 1: you a story about now. My first website when I 481 00:22:26,880 --> 00:22:29,680 Speaker 1: started building websites was in two thousand and one, and 482 00:22:29,800 --> 00:22:32,960 Speaker 1: there was no funnel builders. There was no shopify back then. 483 00:22:33,040 --> 00:22:35,040 Speaker 1: I had to spend I think about twenty five thousand 484 00:22:35,040 --> 00:22:37,479 Speaker 1: dollars to hire a coder to build me this e 485 00:22:37,520 --> 00:22:39,680 Speaker 1: commerce store on a platform called Meva Merchant. I don't 486 00:22:39,680 --> 00:22:42,720 Speaker 1: even know if it's out there anymore. Then, as things progressed, 487 00:22:42,760 --> 00:22:45,880 Speaker 1: I started building more websites, more websites to generate leads 488 00:22:45,880 --> 00:22:49,399 Speaker 1: and stuff like that. I started. Then I would do 489 00:22:49,440 --> 00:22:52,120 Speaker 1: it on Photoshop, so I'd show, like on photosop, here's 490 00:22:52,119 --> 00:22:53,240 Speaker 1: what I wanted to look like. I'd give it to 491 00:22:53,280 --> 00:22:55,159 Speaker 1: a designer and they would build it for me. But 492 00:22:55,240 --> 00:22:58,280 Speaker 1: then was it around somewhere. I think twenty seventeen, I 493 00:22:58,320 --> 00:23:01,119 Speaker 1: started using click funnels. Click funel allows me just to 494 00:23:01,200 --> 00:23:03,920 Speaker 1: easily just like drag and drop and create my own funnels. 495 00:23:04,160 --> 00:23:06,240 Speaker 1: And that was a game change re form me because 496 00:23:06,240 --> 00:23:07,320 Speaker 1: now all of a sudden, I could spin up a 497 00:23:07,320 --> 00:23:09,240 Speaker 1: funnel in like an hour or two, and I could 498 00:23:09,240 --> 00:23:11,520 Speaker 1: reiterate and optimize it over and over and over, and 499 00:23:11,560 --> 00:23:14,879 Speaker 1: it allowed me to rapidly scale my growth. Okay, so 500 00:23:14,920 --> 00:23:17,080 Speaker 1: the action here is you can get a free click 501 00:23:17,080 --> 00:23:18,840 Speaker 1: Funnels account. And I don't have an affiliate link. I 502 00:23:18,840 --> 00:23:20,560 Speaker 1: should probably put one here, but you can get it 503 00:23:20,560 --> 00:23:22,840 Speaker 1: for thirty days. Okay. You can play around with it 504 00:23:22,840 --> 00:23:24,439 Speaker 1: for free, you can watch all the videos, and you 505 00:23:24,440 --> 00:23:27,679 Speaker 1: can literally start building these funnels in order to master this. 506 00:23:27,720 --> 00:23:30,280 Speaker 1: And the goal in this period is to launch a 507 00:23:30,359 --> 00:23:34,680 Speaker 1: new lead capture page and launch a new product funnel. 508 00:23:34,960 --> 00:23:37,080 Speaker 1: If you do those things, I mean we're talking a 509 00:23:37,080 --> 00:23:39,280 Speaker 1: thirty to fifty percent increase in sales right off the bat, 510 00:23:39,440 --> 00:23:42,639 Speaker 1: and we're almost two that million dollars within twelve months. 511 00:23:42,680 --> 00:23:44,800 Speaker 1: But we still got two more steps. So step number 512 00:23:44,840 --> 00:23:48,359 Speaker 1: ten this is to build a promotion. Okay. Now, the 513 00:23:48,400 --> 00:23:51,920 Speaker 1: concept behind this is simple. Products are cool, but what 514 00:23:51,960 --> 00:23:55,399 Speaker 1: people really like is they love events. They love coming 515 00:23:55,400 --> 00:23:58,679 Speaker 1: together around a theme, they love the energy around it, 516 00:23:58,680 --> 00:24:00,639 Speaker 1: they love the amount of time they can spend with you, 517 00:24:00,960 --> 00:24:04,480 Speaker 1: and they love the message, the deep, prolonged message that 518 00:24:04,520 --> 00:24:08,679 Speaker 1: they can get from you. Now, my first promo was 519 00:24:08,960 --> 00:24:12,879 Speaker 1: back in like twenty seventeen, and I went to Boise, 520 00:24:13,000 --> 00:24:15,359 Speaker 1: Idaho to go study with Russell Brunson up at click 521 00:24:15,359 --> 00:24:17,760 Speaker 1: Funnels and learned how to do what he calls the 522 00:24:17,760 --> 00:24:20,359 Speaker 1: perfect webinar. Now, I had this idea to launch a 523 00:24:20,359 --> 00:24:22,040 Speaker 1: program some of you might have heard of it. It's 524 00:24:22,040 --> 00:24:25,840 Speaker 1: called the four Pillar Blueprint Masterclass. And I said, well, 525 00:24:25,880 --> 00:24:28,040 Speaker 1: I guess I'll do a webinar to sell this product. 526 00:24:29,920 --> 00:24:31,760 Speaker 1: I haven't built it yet, but let's just throw it 527 00:24:31,800 --> 00:24:34,240 Speaker 1: on a webinar and see what happens. Well, I ran 528 00:24:34,280 --> 00:24:37,000 Speaker 1: the webinar and I did about thirty or thirty five 529 00:24:37,080 --> 00:24:40,800 Speaker 1: thousand dollars in sales in one single hour, which told me, well, 530 00:24:40,800 --> 00:24:43,159 Speaker 1: I guess the market wants this. I should probably build it. 531 00:24:43,440 --> 00:24:45,439 Speaker 1: But I wasn't really sure, and so I decided that 532 00:24:45,520 --> 00:24:48,119 Speaker 1: maybe I should try one more of these webinars, and 533 00:24:48,160 --> 00:24:50,520 Speaker 1: I did about another thirty grand on the second webinar, 534 00:24:50,880 --> 00:24:52,600 Speaker 1: proved it wasn't a fluke, and I said, shoot, I 535 00:24:52,600 --> 00:24:55,040 Speaker 1: guess I should build this product and deliver it. So 536 00:24:55,160 --> 00:24:58,320 Speaker 1: the action here is pick which format of a promo 537 00:24:58,520 --> 00:25:00,960 Speaker 1: you want to do. Is it a web binar like 538 00:25:01,000 --> 00:25:04,240 Speaker 1: an hour long presentation, Is it like a launch where 539 00:25:04,240 --> 00:25:06,840 Speaker 1: we do over a couple of days we launch a product. 540 00:25:07,240 --> 00:25:10,119 Speaker 1: Is it a live event, either in person at a 541 00:25:10,119 --> 00:25:14,600 Speaker 1: hotel room nearby or virtual live event or something like that. 542 00:25:14,720 --> 00:25:16,520 Speaker 1: And how are you going to learn about those one? 543 00:25:16,560 --> 00:25:20,840 Speaker 1: I recommend reading the book Expert Secrets or Google Perfect webinar, 544 00:25:21,160 --> 00:25:23,240 Speaker 1: or you could also look at the book Jeff Walker's 545 00:25:23,320 --> 00:25:27,080 Speaker 1: Product Launch Formula and just use them like a workbook 546 00:25:27,119 --> 00:25:29,280 Speaker 1: and go from there. But the goal in this month 547 00:25:29,640 --> 00:25:32,560 Speaker 1: is to choose one of those promos webinar, launch your 548 00:25:32,600 --> 00:25:35,600 Speaker 1: live event, and launch it in thirty days and you 549 00:25:35,600 --> 00:25:38,440 Speaker 1: should be able to make one years of income within 550 00:25:38,480 --> 00:25:42,560 Speaker 1: thirty days. Okay, and we are almost two the million dollars, 551 00:25:42,560 --> 00:25:44,199 Speaker 1: but we still have a couple more things to do. 552 00:25:44,240 --> 00:25:47,000 Speaker 1: At this point. Business should be cranking. We have our 553 00:25:47,000 --> 00:25:49,080 Speaker 1: content going, we got the paid ads going, we have 554 00:25:49,119 --> 00:25:51,600 Speaker 1: our SOPs, we have assistants helping us do the work. 555 00:25:51,840 --> 00:25:55,280 Speaker 1: Now we want to hire a fulfillment team. The acquisition, 556 00:25:55,359 --> 00:25:57,080 Speaker 1: which is sales and marketing. We're still going to be 557 00:25:57,080 --> 00:25:59,760 Speaker 1: managing most of that, but the fulfillment team. Is someone's 558 00:25:59,800 --> 00:26:01,960 Speaker 1: going to help us deliver the service, right, that's going 559 00:26:02,000 --> 00:26:06,280 Speaker 1: to help us scale our operations. Now, for me, it's 560 00:26:06,280 --> 00:26:08,560 Speaker 1: always sort of been my productivity problem that I have 561 00:26:08,720 --> 00:26:11,919 Speaker 1: trying to figure out how to manage that process. And 562 00:26:12,000 --> 00:26:14,239 Speaker 1: so the key is so sort of wait until we've 563 00:26:14,240 --> 00:26:15,640 Speaker 1: been doing it for a long a period of time 564 00:26:15,840 --> 00:26:19,359 Speaker 1: that we can document those processes so somebody has something 565 00:26:19,400 --> 00:26:22,040 Speaker 1: to follow. Right, we're making money. Now, what we want 566 00:26:22,080 --> 00:26:24,080 Speaker 1: to do is figure out how much are we now 567 00:26:24,119 --> 00:26:26,600 Speaker 1: making per hour? So now we're ten eleven months into this, 568 00:26:26,640 --> 00:26:28,280 Speaker 1: how much have we made, divided by the hours that 569 00:26:28,280 --> 00:26:31,080 Speaker 1: we've worked making one hundred dollars an hour five hundred 570 00:26:31,119 --> 00:26:34,000 Speaker 1: dollars an hour. You can perform another time study here 571 00:26:34,040 --> 00:26:36,159 Speaker 1: if you want, and then again move out of the 572 00:26:36,160 --> 00:26:39,840 Speaker 1: technical tasks that are anything less than the amount of 573 00:26:39,920 --> 00:26:42,439 Speaker 1: money that you're making. The goal here really is to 574 00:26:42,520 --> 00:26:44,880 Speaker 1: buy back your time. Right in the beginning, you don't 575 00:26:44,960 --> 00:26:46,919 Speaker 1: have any money, so you just have your time. But 576 00:26:47,000 --> 00:26:49,040 Speaker 1: now you're making money, and you want to start buying 577 00:26:49,080 --> 00:26:53,040 Speaker 1: back your time by outsourcing anything that's making less than 578 00:26:53,080 --> 00:26:55,919 Speaker 1: you're making at this point. And then it takes to 579 00:26:55,960 --> 00:26:59,320 Speaker 1: our final step here, step number twelve, Month number twelve 580 00:26:59,320 --> 00:27:01,080 Speaker 1: maybe for some of you, and that is to join 581 00:27:01,160 --> 00:27:04,159 Speaker 1: a coaching program. Now, the concept here is that you know, 582 00:27:04,560 --> 00:27:08,520 Speaker 1: smart people pay to save times what we pay for speed, 583 00:27:08,920 --> 00:27:11,680 Speaker 1: and we pay for certainty. That's what people pay you 584 00:27:11,760 --> 00:27:14,480 Speaker 1: for to solve their problem fast and with certainty, and 585 00:27:14,480 --> 00:27:17,200 Speaker 1: we should also be paying other people to solve our problems. 586 00:27:17,200 --> 00:27:19,879 Speaker 1: I believe it's the greatest hack there is to accelerate 587 00:27:20,119 --> 00:27:22,119 Speaker 1: learning and growth. And let me give you a story. 588 00:27:22,560 --> 00:27:24,080 Speaker 1: The first time I went to maybe I don't know, 589 00:27:24,080 --> 00:27:25,879 Speaker 1: maybe second time I went to funnel Hacking Live as 590 00:27:25,920 --> 00:27:28,359 Speaker 1: their big marketing conference, I met one of my good friends, 591 00:27:28,480 --> 00:27:31,600 Speaker 1: Keana Danielle in vest Diva. You might have seen her online. 592 00:27:31,680 --> 00:27:34,200 Speaker 1: She's pretty well known and we got started right around 593 00:27:34,200 --> 00:27:36,800 Speaker 1: the same time, and I was much more advanced than 594 00:27:36,800 --> 00:27:38,920 Speaker 1: her at the time. And over the course of the 595 00:27:38,960 --> 00:27:40,760 Speaker 1: next year or two, you know, we stayed in contact 596 00:27:40,840 --> 00:27:43,760 Speaker 1: and then I remember she just couldn't get things figured out. 597 00:27:43,800 --> 00:27:46,680 Speaker 1: She was falling behind, you couldn't figure out. I was helping, helping, helping, 598 00:27:47,000 --> 00:27:49,720 Speaker 1: and eventually she signed up with click Funnels coaching program, 599 00:27:49,800 --> 00:27:52,280 Speaker 1: which was like thirty thousand dollars and I was like, 600 00:27:52,320 --> 00:27:54,680 Speaker 1: why would you spend that money. It's so much money, 601 00:27:54,680 --> 00:27:56,840 Speaker 1: it's a waste. You don't need that all the informations 602 00:27:56,840 --> 00:27:58,440 Speaker 1: for free. And I've tried to like kind of pooh 603 00:27:58,440 --> 00:28:01,200 Speaker 1: pooh on her spend that much. Mone Well, a year 604 00:28:01,240 --> 00:28:04,760 Speaker 1: goes by and she completely overtakes me. Another year goes 605 00:28:04,800 --> 00:28:07,320 Speaker 1: by and she completely overtakes me, and she is just 606 00:28:07,400 --> 00:28:10,600 Speaker 1: blowing up. And it's because of the information the coaching 607 00:28:10,640 --> 00:28:12,400 Speaker 1: programs that she signed up for, but not just that one. 608 00:28:12,440 --> 00:28:14,480 Speaker 1: She signed up for more and found value and signed 609 00:28:14,520 --> 00:28:16,840 Speaker 1: up for more. And here I was with no coaching programs. 610 00:28:16,920 --> 00:28:19,560 Speaker 1: Of course I caught on very quickly, and now I'm 611 00:28:19,600 --> 00:28:23,000 Speaker 1: in multiple coaching programs at the same time. So action 612 00:28:23,080 --> 00:28:27,000 Speaker 1: to take here is find your top niche competitors, buy 613 00:28:27,040 --> 00:28:31,639 Speaker 1: their products, go to their events, make good relationships with 614 00:28:31,680 --> 00:28:33,919 Speaker 1: them and the other people in their circle. And the 615 00:28:33,920 --> 00:28:36,320 Speaker 1: goal here really you should be joining at least one 616 00:28:36,480 --> 00:28:41,000 Speaker 1: high level mastermind or coaching program per year. So in closing, 617 00:28:41,400 --> 00:28:43,720 Speaker 1: that's exactly what I did. All right, this is exactly 618 00:28:43,760 --> 00:28:45,920 Speaker 1: what I did, and it's one hundred percent what you 619 00:28:46,000 --> 00:28:47,560 Speaker 1: can do as well. It's one hundercent what I would 620 00:28:47,600 --> 00:28:50,080 Speaker 1: do if I wanted to go from broke to millionaire 621 00:28:50,360 --> 00:28:52,400 Speaker 1: business owner in twelve months or less. And I say 622 00:28:52,520 --> 00:28:55,920 Speaker 1: less because if you work hard, then this shouldn't take 623 00:28:55,960 --> 00:28:57,840 Speaker 1: you a year. You probably get all this done in 624 00:28:57,880 --> 00:29:01,719 Speaker 1: a quarter. And the reason why success and money it 625 00:29:01,760 --> 00:29:04,400 Speaker 1: loves speed. But I'd love to hear which one of 626 00:29:04,400 --> 00:29:07,400 Speaker 1: these steps you would be uh want to be working on, 627 00:29:07,440 --> 00:29:09,680 Speaker 1: maybe which one you're stuck on. And if you really 628 00:29:09,680 --> 00:29:12,160 Speaker 1: want to accelerate your life fast, you might also want 629 00:29:12,200 --> 00:29:14,400 Speaker 1: to learn my twenty cheat codes I've learned over the 630 00:29:14,480 --> 00:29:17,240 Speaker 1: last twenty years. It's a roadmap to compress a decade 631 00:29:17,240 --> 00:29:19,520 Speaker 1: into a year or two. So go watch that video 632 00:29:19,640 --> 00:29:21,680 Speaker 1: right here by clicking here, and I'm going to see 633 00:29:21,680 --> 00:29:22,080 Speaker 1: you over there.