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Secret MLM Hacks Radio
10 minutes | Oct 30, 2021
Your 5-Day Sprint to Build Your Perfect Downline
"Wanna Build Your Auto-Recruiting Checklist In Just 5-Days, Live, Daily... With Steve J Larsen?"
34 minutes | Aug 19, 2021
Legal? Blake Nubar makes $1M in 25 Days! (how?)
Blake Nubar's method for turning your social media profile INTO your funnel, is epic. I haven't seen anyone else do this and it led to $1M in 25 days... waaa? In this episode, Blake is gonna show you more of the details to his "evil genius"....
14 minutes | Jul 2, 2021
Modern Downline Live Event
There's really only 3 roles to know in Network Marketing and I'm doing an event Aug 25-27, 2021 in my studio to brain dump on each of them. It's called Modern Downline Live (ModernDownlineLive.com) and we'll be focusing on the major problem EVERY business faces... Leads. Control leads, you control the game. I believe the best way to do that is by using the internet and I've done so while auto-recruiting over 1000 into my own downline. This episode has the details...
14 minutes | Jul 28, 2020
What MLMers Need To Know To Get Paid Online
Hi everyone, welcome back to Secret MLM Hacks! Today we have a BIG announcement coming up, something I’m very excited about! It’s a new project that I think you’ll love if you are looking to take your marketing game to the next level. We’ll go more in-depth in this episode, so please buckle up for the big launch and tune in to hear more!
29 minutes | Jan 1, 2020
125: Why I Closed Secret MLM Hacks - Part 2
In Part 2 of this two-episode series, I talk about what the future of my MLM business looks like and an opportunity for people to join me. Secret MLM Hacks is closing, so I tell you about a backdoor that we're going to leave open for those of you guys who are huge fans of the show. And also about where the remainder of my network marketing-related services and products are actually available. How did I create an exit, a product-closing campaign? Right now, I'm really big on the campaigns. I'm really big into sales pressure. Some of my favorite stories are of these old dead rich marketers who didn't have the Internet in their day. How did they create noise? How did they create sales pressure? How did they create campaigns in order to get sales? And when you think about that and you think about what the standard person does today to cause noise around their product, we're pretty weak at campaigns now. I actually think that campaigns is kind of a dying skill set. And so I'd started walking through the exit campaign a little bit in the last video, but I'm going to cut over to the final exit campaign strategy in this one. This is really valuable stuff - Stay tuned as I walk you through the exit campaign that I put on the back of Secret MLM Hacks. Key Takeaways: Creating a message that includes the “who”: Who I'm selling to and not selling to (5:24) Where they're going, the problem they're solving (5:36) I'm going to create an offer which helps them get where they're trying to go (5:40) Facebook posting is not marketing; it is an aspect of marketing (5:52) Campaigns are the thing that I can go and I can actually influence (6:09) My favorite four types of traffic: Publishing, Dream 100, affiliates, and ads (6:59) They know it's awesome, but its title has raised eyebrows (10:33) I'm not going to stop Secret MLM Hacks; public access to it is closed (13:59) The difference between Funnel Hacks and Funnel Builder Secrets (14:47) Secret MLM Hacks is actually more akin to Funnel Builder Secrets… (16:23) Most likely, I'm going to make a completely separate course (21:44) Natural, normal business problems as products and landscapes evolve (27:04) --- Additional Resources: ModernDownlineCoaching.com
32 minutes | Dec 25, 2019
124: Why I Closed Secret MLM Hacks - Part 1
In Part 1 of this two-episode series, I talk about my decision to close down my Secret MLM Hacks program after running it for the past few years. There was a lot of thought that went into the decision, but strategically, there are some big reasons why I closed it. I also talk about what's ahead. In the last four-five episodes, I've shared with you guys specific things that have been going on in my business. I’ve talked about the way I've built Secret MLM Hacks and the systems that have built this, which have allowed this to be kind of on the back-end of my actual business. This is not my actual full-time business. It's not my actual full-time focus. The reason why my downline continues to grow, the reason why there are so many things that I'm able to pull off with this is that I treat this like any other business. And so, I actually am shutting down Secret MLM Hacks. There are lots of things going on personally. There are certain opportunities that are coming my way. There's a lot of things that are happening, and for me, it just doesn't make sense to keep it open anymore. Stay tuned as I recap as to why it has been such a big deal. Key Takeaways: All business has three needs... (2:14) I sat back about seven years ago and had this idea (2:43) It's gotten past that critical spot where now it grows on its own (3:52) We’re closing public access to Secret MLM Hacks (4:37) Why my team is so unique (5:15) Growing it to a real asset that actually pays for other assets (6:24) I teach traffic methods; I send the traffic to something that’s somewhat cheapish (7:26) I send traffic to this self-liquidating offer - money dumps right back into traffic (8:10) I'm not involved with that at all (8:48) Do you want me to send you free leads? It’s all automated (9:37) Hack MLM walks my downline through their first 30 days inside my MLM (10:03) When I first got hired by Russell Brunson… (10:19) How I structured the show to be so successful (14:18) Getting people to come to you to join your downlines (15:55) How Secret MLM Hacks came about (17:10) SMH was relaunched because of the ClickFunnels-certified partner program (21:46) Go see what’s the content your dream customer is consuming… (24:41) --- Additional Resources: ChatbotsForMLM.com
17 minutes | Dec 18, 2019
123: Modern MLM Pt. 4 - How Top Earners REALLY Recruit
In this episode, I talk about the truth behind how top earners succeed in network marketing. Instead of doing home parties and talking to their family & friends, the people who have grown their business quickly have their own products on the "front end" of their business. They don't talk about their downline until someone buys from them. The way you bring somebody into your downline, the way you sell somebody, often determines what they do afterwards. That’s true for any business, any product, any sale ever. So if one begs somebody into the downline, chances are they would beg them to do something afterwards. This is what I found out - If I begged them to come and buy the product, I would beg them to go and continue to buy the product. If I wanted to stop that, I needed to stop begging people after they buy to continue to do things. I had to stop begging them to join or buy in the first place. And that changed everything for me. And I started sitting down, I started realizing: “Wait a second, how are these guys actually recruiting?” Which ultimately brought me to the question: “Wait a second, what are the top earners actually doing to recruit? What are they doing to actually sell the product?” I started looking around, and I freaked out. Almost none of them were doing home meetings, phone meetings, hotel meetings, going to malls. Almost none of them were doing that. Instead of saying: “Come, join my downline,” they're saying: “Hey, check out this cool little book I wrote.” Not that you need to go write a book, but that's the principle. Stay tuned to know more. Key Takeaways: They have small little products that they send people to (4:09) Want to change your business? Change your bait (5:54) You can use and sell secret MLM hacks, keep the money, and collect leads (6:34) Changing the bait, not just to attract people, but also to repel a certain type (9:14) When someone wants to join my downline, I wait for them to go through my funnels (12:02) Being good at causing value in the marketplace, giving free goodies, something that's cheap… (13:48) --- Additional Resources: https://SecretMLMHacks.com/live --- Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training. And if you haven't already, head over to Apple Podcasts and leave a rating and review on the podcast if you've got any value from it.
17 minutes | Dec 11, 2019
122: Modern MLM Pt. 3 - How To Stand Out In MLM
In this episode, I talk about creating a unique offer to stand out amongst other network marketers and your upline. In MLM, if somebody walked up to you right now and you were hanging out with your upline or downline and said, “You know what, I'd like to buy.” And there indeed are people out there who just are looking for your product and they truly want to purchase it - They'll just be the easy laydown sales. But if you're hanging out with a bunch of other people who are your upline or downline and they're looking at you and they say: “Who should I buy from?” Does it matter to the customer and the outcome they're trying to get as to who they buy from? No, but it definitely matters to you guys - It has a bearing on the money you make. So what you need to sit back and think is: “Well, how can I make myself different? I'm going to make myself stand out amongst the crowd to actually go and be successful with this.” Your product delivers solutions to people, but it also causes problems that they never had before. Every single solution that you deliver to a customer, whether it's the opportunity or it's the product itself, has a bunch of follow-up problems with it, and you need to understand that clearly, and I want you to know that it's actually an opportunity. What are the top three issues that your product causes for people? Once you've got a list of those follow-up issues, you're going to start brainstorming how you could solve them. And then build a bonus around it to be given away when somebody joins you. What I came to realize with time was that in the network marketing space, the MLM space, if somebody wanted to join my team or buy the product from me, I needed to stand out. And in Secret MLM Hacks, I want to teach you how to do that, so stay tuned. Key Takeaways: Your upline and downline are competition for you (5:46) Think about all the problems your product causes for people once they buy it (6:23) Quickly write down on a piece of paper the follow-up problems (7:26) Give away a bonus that solves those problems for somebody when they join you (10:16) Being unique and standing out amongst your upline and your downline (11:04) It's not that people don't want to buy or they hate to be sold. It’s just that you're not good yet at being a marketer, at standing out, and at out-valuing the competition (13:52) --- Additional Resources: https://SecretMLMHacks.com/live --- Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training. And if you haven't already, head over to Apple Podcasts and leave a rating and review on the podcast if you've got any value from it.
24 minutes | Dec 4, 2019
121: Modern MLM Pt. 2 - One Of The Biggest MLM Hacks Today
In this episode, I talk about an often-overlooked "bridge" that the top network marketers use to grow their business online. I first got started selling online back in college when a buddy and I spent a semester doing affiliate marketing. The same principles of affiliate marketing apply to network marketers. In fact, these are very simple principles that every other industry on the planet is using online. For some reason, in a lot of network marketing or MLM, there's this negative connotation to using the Internet. I just set these systems up there in the back and my teams are constantly growing and buying and auto-shipping and selling to more customers and they're finding people. And I'm building, I've got some pre-built funnels for them and they just go download them, use them and install them. And you have to understand that's why this game is so powerful. Understand what you can control, understand what your role is in this business. To me, it's not worth it to be continually saying the sales message over and over again, not knowing if they'll do anything and not knowing if they have a pre-existing desire to buy. I'm going to let them self-select. I'm going to let them click on my page. I'm going to let them watch it. I'm going to let them reach out and ask to join my team. And that's how we do it. And that's what I want to teach you guys how to do as well. The leverage is strong, so much so that I don't have to pitch thousands of people. A page is going to do it for me. I'm just going to say my sales message once, and I'm going to follow scripts that I know work. It's like a fill-in-the-blanks template, and then, I'm simply going to drive traffic to it. Stay tuned to bypass the years of trial and error I went through to figure things out. Key Takeaways: My first dollar on the Internet came from affiliate marketing, back in college (1:37) We set up a landing page; net earning: nada, but 17 people joined our email list (3:20) I stopped trying affiliate marketing but kept doing things on the Internet (4:55) We did client work and got hired out of college to work for Russell Brunson (5:23) Giving away bonuses to those buying a product through Russell's affiliate link (6:36) I wanted to go back and I wanted to try network marketing again (8:37) Affiliate marketing and network marketing on the Internet are the exact same model (9:46) If you want to automate the MLM game on the Internet, learn affiliate marketing (11:03) Giving away bonuses around what the MLM’s product user may struggle with (12:56) Old-school MLM promotion methods: Automation makes a huge difference (14:21) Most of them just don't know how to use the Internet’s leverage power (17:02) Understand what you do control and what you don't (21:50) --- Additional Resources: https://SecretMLMHacks.com/live --- Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training. And if you haven't already, head over to Apple Podcasts and leave a rating and review on the podcast if you've got any value from it.
22 minutes | Nov 27, 2019
120: Modern MLM Pt. 1 - When I Gave Up On MLM
In this episode, I talk about how when I first got started with MLM, I was extremely reluctant to even join a company. Money was tight for my wife and me. It really started challenging my manhood and my marriage. This is the story of my struggles and why I decided to give up on MLM for a while. I was in college, while she had already graduated. I really didn't have time to be in a job. In fact, we were living on student loans. I started looking for opportunities to make some extra cash. I started trying businesses and launching stuff. I was doing all kinds of stuff and nothing really seemed to be working. I remember I was staying up super late, getting up really early and studying and then doing stuff. And then, one day, a buddy from college called. He went: “Hey man, I got this guy. He's on the line right now. He's going to help us make a bunch of money. I don't quite know how it works. You've got to talk to him.” He called, I answered and as soon as he started talking, I was like: “Why do you want me to pay a little bit of money in order to join this thing?” I was like: “Shouldn't I just be able to do it?” And I started fighting with him on it. And I was like: “No, I'm not doing this. Is this one of those MLM pyramid things?” That's what I asked him. I was mad that my buddy did that. I hung up and I was like: “Absolutely not. Don't ask me to do that again.” That's what I said to his upline. I ended up telling my buddy: “You know what dude, I'll do it for you. I’ll join. I'll jump on in.” And I joined his downline. I drove down to meet the guy that I had just kind of chewed out on the phone, which was a little awkward. So we started writing down this big list of people in my phone directory and he didn't let me leave until we called. I called everybody in my phone. I did. I reached out to so many people and I went hard, and people were like “No, no, no.” And it got really, really awkward. Probably after a few weeks of running really hard at this, I realized that there might be another way to this. I got so frustrated that I kind of gave it up. I was like: “I am done with MLM. I am done with that word ‘marketing’. I do not want to be a part of this anymore.” Stay tuned to find out as to what brought about the turnaround. Key Takeaways: My first big experience in the MLM space didn't go well (3:12) Fast forward a couple of years, I was hired by the ClickFunnels CEO (9:23) Russell Brunson was playing the game differently than I had been taught (11:24) I decided to start putting up some recruiting funnels; I started learning how to attract people already interested in joining MLM (12:04) I realized I didn't have a strong enough filter on who I was trying to get into my downline (12:22) There are millions of people out there who are begging to find another cool opportunity because they made their last one work (13:20) When I started realizing that I needed to be strict about who I was trying to attract, the whole game started changing (13:40) Three ways to grow a downline: Get more customers. Increase the amount of spending. Increase the frequency that they buy (15:08) --- Additional Resources: https://SecretMLMHacks.com/live --- Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training. And if you haven't already, head over to Apple Podcasts and leave a rating and review on the podcast if you've got any value from it.
13 minutes | Nov 20, 2019
119: Onboarding Fuels More Recruiting
When you sell a product to somebody, that's half the battle. It's a completely different thing to get them to use the product. Well, there’s a danger if your customers don't actually use the product. If they don't use the product, it means you don't get any testimonials because you're not getting any success stories. People think that it doesn't do everything that you thought it would. They even start to wonder why they're paying you. People don't think it could do everything that you say it does because they're not using it, so they don't get success with it. So it's one thing, like I said, for you to sell the product, and that's completely another thing for them to actually go use it. And because of that, onboarding systems are the best way. So when you're going out and about and you're actually selling the product, the easiest thing for you to go and do is to learn how to onboard people, not just sell them. For any product that I sell, there is a written-out onboarding system as well as a written-out usage system. You’ve got to encourage people to actually use the thing that they're buying. One of the biggest ways a lot of MLMs have grown is by combining the power of their sales and onboarding systems. Stay tuned as I walk you through how onboarding goes on to fuel product sales and recruiting. Key Takeaways: A challenging aspect of any business: Getting people to use the product they buy (1:47) Having a unique standalone system around selling any product, not just recruiting (4:09) It's common for new people in any MLM to freak out over the sale (4:44) How ClickFunnels encourages you to use their software with a challenge (6:14) Make sure whatever it is that you sold also comes with an instruction manual (8:27) A bite-size, day-by-day challenge or some other sequence for the onboarding (8:48) These bite-size things increase the consumption of the product… (9:48) As new customers take these tiny steps, it triggers those feel-good hormones (11:04) --- Additional Resources: https://ChatbotsForMLM.com --- Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training. And if you haven't already, head over to Apple Podcasts and leave a rating and review on the podcast if you've got any value from it.
23 minutes | Nov 13, 2019
118: What Makes MLM Simple Today
The Internet is powerful. Well, I actually believe the Internet is a little bit of a distraction until you understand what marketing actually is. Otherwise, we fall into these fallacies that posting on Facebook is marketing. No, that's posting on Facebook, right? That is not marketing. I'm a little bit obsessed with going backward in history and finding these really cool stories of marketing. And then we add on the power of the Internet, the automation of the Internet. And the game gets really fun from there. In this episode, I’ll be sharing with you a couple of stories from old times simply to illustrate the point that MLM today is very simple - You need to get good at causing noise and because of the Internet, it's very easy to do that today. You’ve got to understand that the whole goal here is for you to create these small little instruments that create noise in your direction. I'm still auto recruiting every day. People are joining my downline fast because of the systems I'm teaching to build inside this program. In fact, my podcast “Secret MLM Hacks Radio” is a marketing tool. As I toss episodes out there, I get people coming in and saying: “I would like to learn a little bit more about that.” It's noise in my direction. I'll put little freebies out there and it's noise in my direction. To know more about how the Internet has made the game easy and simple, stay tuned. Key Takeaways: Creating noise before the internet (1:17) Freebies have always been a big deal - A story from the time when pennies were made of a material that was actually worth something (4:14) We've spent a quarter-million dollars in ads for Secret MLM Hacks (8:14) Creating a freebie that attracts the right kind of person coming on in (9:21) Turning on Facebook ads can be part of a campaign, but it's not a campaign (10:03) Doing a summit around MLM (11:17) The biggest ways MLMs go from zero to a billion dollars (11:34) Creating small front end, easy information-based things (12:50) Pulling out those people who are interested in that thing, and then you pitch them (13:53) Don't try to be distribution; try to create and tap into existing distribution channels (14:49) I'm not even the one pitching them at all… (16:58) They buy because we are good at causing noise around the product, not because of the product (19:50) What can I say that will create noise in my direction and will channel the noise in my direction (19:55) One small funnel around a little tiny front end, and then just do it again and again (21:16) --- Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training. And if you haven't already, head over to Apple Podcasts and leave a rating and review on the podcast if you've got any value from it.
17 minutes | Nov 6, 2019
117: The Easiest Sales
Just because someone has the money and a heartbeat, doesn't mean you should sell to them. Let me tell you why, in this episode. Well, when I have no criteria on the kind of person I want to bring into my downline or sell my product to, I have to be very good at varying levels of education. And when I go and I sell somebody who's already been in an MLM, that means I don't have to go and answer questions such as - Is this a pyramid scheme? How does this work? What is a downline? What is a comp plan? What I'm saying here is that when you start figuring out who you actually want to be in your downline, get strict. That way, you're actually making it easier for you to sell and the path to success with you smoother for those people. At one point in my MLM career, I realized that I had not put enough filters into who I was trying to recruit and because of that, I was getting anybody who had the money. That is no way to sell anyone into anything. Money is not supposed to be the only criterion. What I then started doing was I started putting more criteria in and it made my success rate go up, because I suddenly stopped getting people who had never done anything in their life, ever. And because of that, I could get more specific in the training and thus, they could go further, faster. Hence, my success rate shot up. Stay tuned to know more. Key Takeaways When I left my job, I started selling to anybody who was in MLM - that was good (2:44) Going after people who are already marketers is not harder than any other sale (6:34) The way I bring somebody in usually determines what they will do afterwards (7:02) Figure out your criteria of who you want and what they already know (8:31) Get into a situation where it’s like your golf ball is an inch away from the hole… (11:51) What I look for is markets who are educating my market for me (12:19) --- Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training. And if you haven't already, head over to Apple Podcasts and leave a rating and review on the podcast if you've got any value from it.
19 minutes | Oct 30, 2019
SMHR 116: Chatbots For MLM
I'm very excited to be here today and introduce a guest and one of my good friends. We're actually partnering in a product that you might not know about. I thought it'd be cool to bring the genius behind the product itself on the show and tell you guys about it and why it's been so awesome. My guest today is one of the most sought after Chatbot builders that I know of. Even amongst the ClickFunnels inner circle, Nico is one that is consistently mentioned and pointed back to. Being able to have him on the show is a real treat. Without further ado, everybody please welcome Mister Nico Moreno. CHATBOTS FOR MLM WITH NICO MORENO How are you doing, man? Nico Moreno: Oh, I'm doing great, Steve. Thanks so much for having me. It's a pleasure to be here. I’m really honored and excited. Steve Larsen: This is awesome. Thanks for taking the time. Nico Moreno: Yeah, absolutely. Steve: I can't remember how it was we got connected… Nico Moreno: I remember, I think… Steve: Do you? Okay. You can tell the story. [chuckle] Nico Moreno: Well, I remember the first time we talked... The first time we spoke in person. It was at Funnel Hacking Live two years ago in Dallas. Steve: Yeah. Nico Moreno: I signed up for the FHAT event and I was asking you about it. I was like, "I don't know if this is right for me." And you were like, "Oh well, here's all the things to consider." That was the first time we spoke in person. Other than that, I'm not sure if we were connected before or after on Facebook… Steve: Yeah. I started thinking about ways I could use Chatbots for MLM and webinars… Things like that on the internet, and more things in the MLM space. I can't even remember who it was, but somebody in Russel's inner circle that was like, "Oh my gosh, you have got to see this guy. His name's Nico." And I started looking through your stuff, and I was like, "This guy is as psycho about Chatbots for MLM as I am about funnels, and I love that." I was like, "I need to get connected with this 'cause it's so crazy." I don't remember how it happened…. But I reached out and you said YES! THE MOST SOUGHT AFTER CHATBOTS FOR MLM For anyone who doesn't know… Nico is one of the MOST sought after Chatbot builders. He created really cool Chatbot sequences for the MLM space, specifically for our purposes. If somebody wants a sample of your product or they want to get on the phone with you, it guides them. It lets them control the conversation rather than you trying to sell them. How did you get started building chatbots? Nico Moreno: It's an interesting story… One-and-a-half - two years ago I saw that it was possible to add a Messenger Chatbot to a Facebook ad and I was like, "Oh, that's new. Okay, I'll just try it out." So I tried it out and it worked pretty well for an ad. I got some decent results. Then I started playing around with this software, ManyChat, which is the software that I use to build Chatbots for MLM. From there, I was like, "Hey, you know what? These worked pretty well for my ads, I wonder if there's a way to get people to sign up for my webinar." I've had a bunch of different Facebook groups throughout the years. But at that point, I had a decent sized Facebook group. I was like, "Hey, what if I invited people to a webinar but I had them register by clicking on my Chatbot link instead of with email?" TESTING CHATBOTS FOR A WEBINAR So I tested that… And it was partly because I was lazy. I didn't wanna set up the email sequence and I also wanted to experiment and see if it worked. So I got my Chatbot link all ready and I was like, "Hey guys, I'm doing a live webinar this Thursday. If you want to attend, click on the Chatbot link and get signed up." The results were INCREDIBLE. I can't remember the exact number… But I wanna say I had a 50%-60% show-up rate. Steve: WOW. Nico Moreno: For my LIVE webinar, which is... Steve: That's NOT normal. Nico Moreno: I didn't set up any emails for the webinar and I was getting 90%+ open rates on the Chatbot messages too. Steve: 90%? Nico Moreno: Yeah. Some were even close to 100%. It was crazy Steve: That's higher than a text message to a friend. Nico Moreno: That's so true. Sometimes you just don't respond to your friends… But people respond to Chatbots. That was the first time I really got into them. I was like, "There's something really special here. I know that all my friends in the Funnel Hacker community and ClickFunnels community do webinars too. They need to know about this." USING CHATBOTS FOR YOUR WEBINAR As you probably know the typical show-up rate for a webinar is in the 20%-30% range. Steve: Yeah, if it's super good you’ll get 20%-25%. Nico Moreno: So when I got 40%-50% from using that little Chatbot, I was like, "Holy crap. This is something that all my friends need to know about." Then I started talking about it and showing people what I had done for that webinar to get so many people showing up. A big part of your webinar strategy is the actual follow-up sequence after the webinar. Because I had such an incredible open rate on the Chatbot messages, I noticed people were buying more of the offer through the follow-up sequence. It was pretty cool. That's how I got into building Chatbots and helping other people with Chatbots for MLM. I just did it for myself and then I realized, "Wow, there is something really special here." And then I started sharing it with other people. Steve: What you were doing is NOT normal. Nico Moreno: It's so unintuitive. But at the same time, once you see it in action and once you see it behind the scenes in your ManyChat account, you're like, "Oh okay, it makes sense." CHATBOTS FOR MLM ARE BETTER THAN EMAIL It's the same overall strategy and psychology as an email sequence for webinar registrations. But it's that much BETTER because it's personalized. It lets the prospect or the lead engage with your Bot in a one-on-one way. And it's in real-time. It feels like a real-time conversation. It's like webinars on steroids. Everybody's already on Facebook. Another cool thing is the ease of transitioning people over from a Facebook ad to Facebook Messenger. It just pops up right into their Messenger inbox. A Facebook ad shows up in the newsfeed, then they click on the link, and then it pops up in a whole new tab. THEN you're getting people to enter their email address. This way is sooo much more seamless, and you keep people on the platform that they're already on. It's really, really powerful. Steve: Yeah that's powerful. You don’t have to move people to other places. By keeping them in the same place, you're gonna decrease that funnel friction. Nico Moreno: Totally. CREATING YOUR FIRST CHATBOTS FOR MLM Steve: You and I were chatting before we turned the recorder on… And you were mentioning how one of the BIGGEST false beliefs people have is that "It's technical, it's scary, it's something brand new. I gotta learn how to code." While you and I both know, it's NOT super technical. What should somebody be thinking about when they create a Chatbot for the first time? Nico Moreno: I'm glad that you brought that up because the #1 question I get in my Facebook group is, "Where do I get started?" They just feel so overwhelmed. They're like, "It's so technical. I don't know what to do. Please just help me get started." THE MANYCHAT CHATBOT The number one thing to realize is the software that I use and that I recommend to absolutely everyone, it's called ManyChat. That software does 95% of the heavy lifting. There's NO coding. When you use that software, there's ZERO coding. It's all drag and drop. It's kind of like ClickFunnels but for Bots. Of course, there's the strategy and the psychology and the marketing behind it… But as far as the tech stuff, the software does all of the hard work for you. There's NO coding. NOTHING technical. The only thing you have to do is add in the copy and edit in the actual words. You can add some emojis and make it fun. It's super easy and it's super user-friendly. If you give yourself five minutes… You’ll be able to figure it out. Steve: A whole five minutes? Nico Moreno: It's really not hard. The only hard part is getting yourself to login into ManyChat, I promise. Steve: Their Pro Plan is $10 or something, isn't it? It's super cheap. Nico Moreno: Yeah. I always recommend that people get the Pro Plan. It's only $10 per month. Super affordable and absolutely worth it with some of the cool things that you can do. It's unbelievable. USING A CHATBOT FOR ANYTHING Steve: What's some of the easiest ways someone could still use a Chatbot for MLM without having a full-blown webinar? Nico Moreno: There's a ton of different ways. If you have an e-commerce store, you can actually sell certain types of products. Facebook is a little bit strict about the types of products so you gotta read the articles and just be aware. You can sell products through Messenger and accept payments through a Messenger Bot. If you're in the e-commerce space, definitely check that out. Probably the most relevant thing right here today is, you can get people on board with your MLM opportunity. Whether it's a product or a business opportunity. Steve and I were working on something a while back that allows MLMers to get people into their Chatbot and into their world. It works like a traffic light, guiding people to take the next steps. It really takes care of that whole prospecting process for you. It'll send them to the right links and the right pages if they want a free sample of something. Or it can also guide them to take the steps if they wanna book a phone call with you. So it really can automate the whole fron
16 minutes | Oct 23, 2019
SMHR 115: Why They Didn't Buy Your Product
Today I wanna talk to you about why they didn’t buy your product… I'm excited about today's episode. I just got off a webinar and I've done this webinar three-ish times now. Two of those times have been in the last few days… Come to think of it, it’s probably my fourth time doing it. But what's interesting about it is… When you do a pitch over and over and over again, you start to notice things that make it more or less effective. So I’ve been able to see what things make this pitch MORE effective. And I've been changing things like crazy over the last four tries. When I did the webinar two days ago, we generated $10,000. I wouldn’t be shocked if this next one does $30 or $40 grand. KNOWING WHY THEY DIDN’T BUY YOUR PRODUCT One of the keys to understanding why they didn’t buy your product is knowing how frequently you’re pitching. Some people like, "Well, my pitch is not amazing" Because they've only done their MLM pitch twice… It doesn't quite work like that. You need to be doing A LOT of these. VOLUME MATTERS! … Especially when it comes to pitching. You get better at it the more you do it. That’s just ONE lesson I wanted to toss your way today. But I have an even BIGGER one for you ;) So let me tell you another story (you know I'm obsessed with old school marketing stories)... Whether you’re: Listening Watching Reading To this right now… You may have seen the movie The Greatest Showman. That was a good movie. The Greatest Showman is about P.T. Barnum's life. The issue is that the movie is that it’s largely made up. It's a great movie. I still recommend watching it if you've never seen it. But Hollywood portrays P.T. Barnum as being this young father trying to provide for a young family by buying a circus. #TotallyMadeUp The Circus was his retirement project much later on in life. What P.T. Barnum was really known for (and what his entire career was based around) was his museum. Tons of people came to his museum. It was a Museum of random and rare artifacts. So the name of the game for Barnum was… “How can I get people to physically show up to my museum on a consistent basis?” One of the strategies that Barnum used to get more people to come to his museum is actually shown in the movie. THE JENNY LIND CAMPAIGN In the movie, Greatest Showman, P.T. Barnum meets a lady named Jenny Lind. Jenny Lind is this AMAZING, famous opera singer from Europe. She has a massive following. Everyone in Europe is like, "Oh my gosh, I love Jenny Lind. Jenny Lind is incredible." So P.T. Barnum has an idea, "Let's bring her to America… And maybe she'll help me fill my museum." And so that's exactly what he does. He reaches out to Jenny Lind and says, "Hey, would you come over to America and sing your amazing opera songs over in there?" They don’t show this part in the movie. P.T. Barnum is walking down the street and he starts talking to people about the fact that he's bringing the famous European opera singer, Jenny Lind, to America. But no one knows who she is… He finally gets to a doorman who opens the door for him and he goes, "I'm bringing Jenny Lind to America." And the doorman goes, "Who's Jenny Lind?" And Barnum freaks out! He’s gone into DEBT just to bring Lind to America and he realizes that nobody knows who she is. P.T. BARNUM’S CAMPAIGN So what does Barnum do? He has to do is create a STORY… A campaign around Lind so that people know who she is when he brings her to America. Barnum hires 46 reporters. Those 46 reporters start feeding the media stories about Jenny Lind. Stories are about Jenny Lind's: Likes Dislikes What she loves Her personal opinions on social matters … They create an entire character around Jenny Lind in the press and she's not even there yet. It’s all for the purpose of educating the media on who she is. Barnum even goes so far as to have Jenny give a farewell speech in Europe so that he can make another story about her in the American press. Barnum had also created so Jenny Lind swag: Clothing Bakery items … This was a big deal. By the time Lind showed up… There were 30,000 people waiting for her at the docks. WHY DOES A CAMPAIGN DIE? Now… This is where the story gets interesting. 20,000 people follow her to her hotel. There's so much buzz! P.T. Barnum keeps selling out all these stages. "Come hear the amazing Jenny Lind sing." He had all these AMAZING campaigns and they're making so much money. It's awesome. But Jenny Lind gets a little bit greedy. She believes that it's her voice that's getting all these people to come see her. So she does one fateful thing. She talks to P.T. Barnum and says, "Barnum, I'm gonna go out on my own. I'm going to fill stages and stadiums on my own. I don't need you." And she left. She thought that her voice was the reason that people followed her. But what happened was, she went off on her own and couldn't fill a single auditorium. Time, after time, after time, she tried to fill these auditoriums, and NOBODY came. Some people would come… But not enough to sustain it. Eventually, it all died because there wasn’t any BUZZ anymore. P.T. Barnum wasn’t saying anything because he's no longer part of the action. This is very fascinating… Because Lind ended up leaving. Her business had dropped sooo fast. Not that much earlier, 30,000 people greeted her on the docks as she comes in… But almost nobody noticed when she got back on the ship and ent back to Europe. DO YOU KNOW WHY THEY DIDN’T BUY YOUR PRODUCT? QUESTION: Why do I tell you the story? ANSWER: Not just because this is an amazing, very fascinating and powerful story. What you have to understand is that MOST people in MLM do the same thing. "My product is the reason that people are showing up." No, it's not. Why they didn’t buy your product has NOTHING to do with the product itself. When you hear your corporate headquarter say something like, "The product is so good, all you have to do is get it in front of people." That is the BIGGEST pile of steaming crap I have ever heard in my life! The first time I heard that I wanted to hit somebody. Products DON’T sell like that. Jenny Lind was an amazing opera singer. One of the most famous opera singers in all of the world at the time. She was huge. P.T. Barnum made her huge. Lind thought she was the product and that people wanted to see her. But what did she forget to do? She didn't do any campaigns There were no sales messages She didn't feed the press anything … She literally stopped marketing. *THAT* is why her business died. This is one of the most powerful lessons I can teach you. DO YOU WANNA KNOW WHY THEY DIDN’T BUY YOUR PRODUCT? This is the reason why people can't sell their stuff AND the reason why they didn’t buy your product. People are like, "Well, I can't use the Internet to sell my product." [chuckle] Neither could P.T. Barnum! There are A LOT of other ways. Most of the time, MLM’s say you can’t use the internet as a scare tactic. ANYONE can use the internet… Just don't say your MLM's name. You can still generate leads. That's what I do all the time. Then I sell products on the back end and it works great. Today, someone automatically joined my downline. Someone I’ve NEVER… 1. Met 2. Seen before 3. Pitched 4. Talked to And that’s what I help a lot of people do. I automate HUGE portions of their business. And I automated me automating it! The internet sooo powerful, it's ridiculous. I KNOW WHY THEY DIDN’T BUY YOUR PRODUCT What I want you to understand, and what I want you to take away from this whole episode is knowing why they didn’t buy your product. I want you to look at your MLM's products, whether it's physical, digital, whatever it might be. If you're like "I'm selling a service, not a product." That's STILL a product! Whatever your offer is, look at it, and ask yourself, “Am I relying on the product to sell itself?” Understand that this game DOES NOT work very well for an individual who has no idea how to: Sell Create campaigns Create products Generate a buzz like P.T. Barnum did for Jenny Lind Your product is NOT why anybody buys. Why they didn’t buy your product comes down to the sales message. They buy because of the campaign. The offer is what fulfills the promise that your sales message made. When you understand the role of the offer and the sales message, MLM gets really easy. MLM CAMPAIGN LESSONS There are FOUR lessons I want you to take away from this. #1 Stop relying on your product to sell itself. #2 Create a campaign for your product. #3 Perfect your sales messages and get good at telling them to people. #4 Create noise around your product. Generate a positive buzz just like Barnum did. REMEMBER: A campaign is nothing more than orchestrated noise. It’s exactly like what P.T. Barnum was doing with the news reporters. He's built up all this pressure by using the newspaper to tell everyone when Jenny Lind was coming. QUESTION: What does that do? ANSWER: It gets people to show up on that date. It’s no different because the internet exists today. Most of the time, the people who think it’s different, don't sell anything. THAT’S why they didn’t buy your product. One of my favorite things to do is look back in history and see some of the ways people were forced to sell before the internet existed. If you can understand the
18 minutes | Oct 16, 2019
SMHR 114: Turning Your Product Into An Offer
I thought it'd be kind of fun to teach you about turning your product into an offer and how you can make a cool offer out of your MLMs product. First of all, if you wanna see me riding a bike and doing a podcast episode at the same time, head on over to YouTube and watch this episode ;) https://youtu.be/dFaFYxx1cVg I've had a ton of fun in the last two months. For some reason, I've been diving deep on some of these old-school marketers and the ways they used to make money WITHOUT something like the internet. I think the internet is AMAZING… But I also think it's a distraction. If you can… Remove the internet Learn what the old school guys had to do See the patterns that they went through to sell … THEN you can add the internet back into the equation! Once you’ve done that, the internet is POWERFUL. But before that, it's a distraction. We will rely too much on the distribution of the internet and use it in weird ways that aren't actually that helpful to us…. Because we don't know what to do without it. BEFORE WE START TALKING ABOUT TURNING YOUR PRODUCT INTO AN OFFER I grew up in Denver, Colorado, and I love Colorado. Colorado's amazing. I grew up in Littleton, and I'm the oldest of six kids. My parents are amazing. They were our parents FIRST before becoming our friends, which I appreciate a lot, and I'm trying to do that for my own kids. When I was like 15-years-old, several of my friends died in a car accident which made me not wanna drive or get a license. I didn't start driving until a lot later on. And my parents were being parents and they said, "Hey, we want you to go get your Eagle Scout before we'll let you drive." And I was like, "Oh well, that sucks” and for a little while, I fought it. I ended up getting my Eagle - which is great. Even though I didn’t drive, I still got around but I would ride my bike all over the place. I would bike so far! I put a lot of miles on my bike when I was in high school because I rode my bike everywhere before I got my drivers license. I went on a 10-mile bike ride the other day… And I did 20 miles the day before that. It's not that long I know, but it's not a mountain bike, so it's a lot harder. TURNING YOUR PRODUCT INTO AN OFFER I wanna talk to you about turning your product into an offer and take you back to the essence of offers. We’re also gonna look at what these old school marketers had to do to sell their products. When you realize what these guys had to do, you start to see these patterns all over the place. Then you can see how these mainstream products actually got into the marketplace. I might have told this story in the past but it’s one of my favorite stories about a man named Albert Lasker. Albert Lasker has been coined as the father of modern advertising. That’s a pretty, awesome title to have. Sunkist came to Lasker in the early 1900s and said, "Hey, we're Sunkist. We have oranges but people aren't eating enough oranges. For some reason this year, there's been an increase in orange production. Our trees are producing sooo many oranges that we're chopping our own trees down." They were literally cutting down their own trees because of the overproduction of oranges. So they want to Lasker and said, "Would you help us sell more oranges?" Lasker and his team sat back and started thinking about HOW they could increase orange consumption significantly. They came up with an idea... Which at the time, was an extremely thing. Instead of eating oranges… What if people drink the juice from the orange? No one was drinking orange juice. That was a foreign concept. He literally invented the concept! They found out that it would take two to three oranges to fill up a glass with orange juice. This is literally how orange juice came to be. It was not a thing until Albert Lasker made it up. LASKER’S ORANGE OFFER Lasker got his team together and they made this really cool campaign called "Drink an Orange." While they wanted to sell the oranges… That's NOT what they sold. Have you ever seen one of those orange press things where you chop the orange in half, take half of it and you squish it down on top of it? They created that and they called it the ORANGE EXTRACTOR. The offer that they created was “Buy the orange extractor and get a bundle of oranges for FREE." Let's think about this for a moment, 'cause this is really clever. QUESTION: What do people actually want to buy? ANSWER: The oranges. They took the sexiest part of the offer and they made it FREE! “Buy the orange extractor and get a bundle of oranges for FREE." That was the offer. Very sexy, very clever. Lasker helped save Sunkist. He's the reason orange juice came about, why Sunkist exists, and why we drink orange juice. TURNING YOUR MLM PRODUCT INTO AN OFFER QUESTION: Why am I saying at this and what does this have to do with MLM? THIS concept is what’s going to help you in turning your product into an offer! I want you to start thinking about what problems your customer has that you could solve with another product. So one of the easiest ways to sell MORE products is by turning your product into an offer and giving away something else with the sale of your product. I know what you’re thinking right now, "But my compliance won't like that." Find a freaking way to make it work! The principal is still the same and that's exactly what I do. When someone joins my downline, I tell them, "Hey, if you join my downline, I'll give you X, Y and Z that will help you get automated leads coming in to your business” P.S. It's super sexy. My MLM loves the concept and they're totally behind it. It's super awesome. I increase the value of joining my downline. That's all you're trying to do. Ask yourself, “How can I increase the value of the product that I sell?” It all comes back to turning your product into an offer. The easiest way to do that is to solve more problems for them. Start thinking about the problems that your product creates for your buyers. What problems are you giving your customers and how can you solve some of those follow-up issues? That’s all there is to turning your product into an offer. BOOM. I never tell you guys what MLM I'm in… (I think I might have let it slip once or twice) because I don't want you to think that I'm trying to pitch you. I'm trying to change the industry as a whole. HOW TO CREATE AN OFFER WITH YOUR PRODUCT We’re doing something right now that’s along these same lines as turning your product into an offer. I keep asking a specific question. Every time I ask the question, we create something else to solve problems. I sell a supplement… That's what my MLM is and that's why I talk about so many examples around that. But I've seen people use this concept for: Insurance MLMs Software MLMs … It doesn't matter what you sell, the product is irrelevant. QUESTION: What problems does my supplement cause for people once they buy it? They probably have the problem of… How much should I consume? When should I consume? Is there a time of day that works the best? Should I do it before workouts or after workouts? FOR EXAMPLE: One of the things you can do is create a guide around those things and then give it away for FREE. BOOM, you just solved more problems. You literally just created more value than the next person selling the exact same thing. Turning your product into an offer is one of the easiest ways to beat your competition. I've had some people tell me, "Stephen, there's so much competition." GOOD! That means the market has voted and likes your thing. You WANT competition. Over-saturation is a blessing NOT a hindrance. Just figure out what you can do to solve more problems than the next person. Your product doesn't sell itself… But it will be easier for people to buy because there's so much value behind it. That’s all there is to turning your product into an offer. Think as Albert Lasker did. He asked, "How can we drastically increase orange production?” And you need to ask, “How can I drastically increase my MLM product sales?" TURNING YOUR PRODUCT INTO AN OFFER IS EASY One of the best things I think you can do (and what I'm doing right now) is to write down problems that I know my community is experiencing. I don't try to solve everything because that'll kill you. But I do list out the problems that would be the most valuable to create a solution for. Then I list out problems and solutions that would be the most lucrative for me to sell. You get compensated in this life in direct proportion to the types of problems that you solve. There’s a huge difference between a problem and a valuable problem. That's why I LOVE free-market capitalism. If I go provide more value, I am gonna get paid more money. The exact same thing is true when it comes to turning your product into an offer in MLM. Even though it's not yours, you can still give away things that'll help solve problems and help people have more success with your product. Go write those problems down. Start listing it through and ask yourself, "What problems does my product create that I can solve at almost no cost to me, but with massive value to them." That's the combo I'm looking for every time I sell something. I challenge you to list out the problems that you will solve and go make cool solutions/products that you can give away for FREE when someone buys through you. That's exactly how I do it and most people who are serious in this business do the exact same thing too. LEARN HOW TO TURN YOUR PRODUCT INTO AN OFFER I know it's tough to find people to pitch after your warm market dries up, right? That moment when you finally run out of family and friends to pitch. I don't see many up lines teaching legitimate lead strategies today. After years of being a lead funnel builder online I got sick of the garbage strategies most MLMs have been teaching their recruits for decades. Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhac
19 minutes | Oct 9, 2019
SMHR 113: How To Launch Any MLM Product
Today I wanna teach you guys HOW to launch an MLM product. I'm actually really excited to teach you how to launch an MLM product. A lot of research and time has gone into planning and putting this together. I wanna do a couple of things here... First of all, I want to bring attention to and help you think about how Hollywood launches a movie. Now think about this with me for a moment. There are really cool movies that are coming out soon, and I LOVE going to movie theaters! I love... The experience When you walk in the light is a little bit dim, which makes the pupils dilate a little bit more (they do that and restaurants also) The ambiance There's a lot to it! I'm actually a theme park junky as well. I'm not gonna lie... I love Disney. I'm that guy that would totally go on rides by myself because I love the experience of it. I love that before you even get on a ride they start pre-framing you for this big build-up. HOW DOES HOLLYWOOD LAUNCH A MOVIE? Right now you’re probably thinking, "What does that to have to do with what you're talking about?" Just think about this with me for just a moment. The way Hollywood launches a movie uses very much the same kind of methods. They both use: Anticipation Build-up Hollywood is always putting out small minute-long previews a year before the film comes out. They probably don't even have the movie done… But they're saying, "Hey here's when it's coming out". Sometimes it'll just be something as simple as the title. They did this with one of the most recent Star Wars movies. They did a trailer six months ahead of time and all it did was play the iconic Star Wars music with the title and date overlayed. And the crowd went ballistic! I was like, "Oh my gosh, that's awesome." There was NO story, it didn't say anything! Now I want you to think about this a moment… WHY is this such a powerful and impactful thing? What happened six months later? They release a little bit of a story, usually about the protagonist. They tell a little bit of background and they add a little bit of conflict in. None of us like conflict but can you imagine how boring life would be if there wasn't any? We do want a little bit of drama in our lives, whether or not you're willing to admit it ;) If everything was easy 24/7 There were no challenges No trials, nothing in our life The salt of life would be gone. THE KEY TO LAUNCHING A PRODUCT Think about this with me for a moment… Three months later and they release another preview. Every single preview up until then has been giving you a specific date (or at least season if it's like a year out), "It's coming out on this day at this time". **This is very very key to understand.** They build up pressure and they build up pressure and they build up pressure up until the specific day… THEN they'll start releasing: Pre-booked tickets Specific experiences that you can have with the movie Now when the day of the actual movie comes up there's a HUGE amount of pressure that's built on a specific day in time like, "BOOM". As a society, even if you're not a huge movie-goer there's a big percentage of people who have been educated on what the movie is and what it's gonna be about. There's open loops like crazy, so there's a lot of curiosity and everyone's like, "I gotta go on that day" right? But before that comes up… They're gonna get the actors to go and hang out on night shows. They're gonna go on: Jimmy Fallon's Show The Tonight Show Today Show … They're building up pressure for this thing and at the end of each of those shows, they're like, "Make sure you go see the show coming out this day, back to you guys". If you look at what's happening, they're orchestrating this incredible event. Not at a certain location, not at one spot, but they're orchestrating an event… They're orchestrating NOISE. And that's what campaigns are, they're building a campaign. THE POWER OF A BOX OFFICE LAUNCH Now, all of this pressure gets built up and it pushes towards this specific day and then "BAM", box office weekend happens. They make so much money on the initial weekend that the movie's open, that there's usually not that much money left... I mean there's a lot of money, but nothing like that huge initial burst, "BOOM!" That huge initial burst pays for… Not just the crews It pays for ALL the stuff … Then they just live on the cash flow that's gonna come from the remainder of that film's life. THAT’S BIG. Obviously, this is NOT a new concept… But think about that. Most brand new products that there's a lot of buzz around, they ALL follow that same pattern! THESE GUYS KNEW HOW TO LAUNCH Three of my favorite guys EVER are: Albert Lasker P.T. Barnum Claude Hopkins SIDE NOTE: Have you seen the movie "The Greatest Showman"? That movie is largely made up… He started the circus as his retirement project NOT to take care of his young family. Hollywood completely made that up. Here’s some facts about P.T. Barnum: Most of P.T. Barnum's career was done around museums P.T. Barnum was the first guy to bring an elephant to America (so he made a huge deal around that) Anyway… These guys lived INCREDIBLE lives and they ALL understood the same principle of building a pressure. Stick with me because this is very, very powerful and will help you understand HOW to launch an MLM product. I KNOW one of the reasons why a lot of people don't do well in MLM is because they don't know what I'm talking about right here. When P.T. Barnum first brought an elephant to America, he wanted to make a big deal about it. He wanted to make a huge deal about it. THE P.T BARNUM STYLE LAUNCH So how did P.T. Barnum launch this elephant to the world? He was rich a rich dude. He's the second millionaire in America. One of his houses on the outskirts of New York was right next to these busy train tracks that led into the center of New York. When he brought this elephant to America, he decided to plow his fields with an elephant right next to the train tracks. The funny thing is… They were not plowing ANYTHING. They were fake plowing! NOTHING was planted there! But he continued to plow his field with an elephant next to that incredibly busy train track until over 60 reporters showed up and they ALL captured the story. These reporters ran the story all over the place. Only once he felt he had got enough buzz around him and his museum… THEN he finally stopped fake plowing his field with an elephant and sold the elephant. But that technique created a HUGE boost in revenue for his museum. He kept doing this over and over and over again, every single time he started selling something brand new. This is a BIG lesson in HOW to launch an MLM product and I'm trying to help you understand it. This is one of the reasons why people don't buy from MLM-ers even though you have a great product… Because you don't understand the principle of a campaign. Every time P.T. Barnum had a new product, he would create a campaign around the product. HOW NOT TO LAUNCH AN MLM PRODUCT Albert Lasker would do the exact same thing. PT Barnum is famous for another campaign he did around a fake Mermaid that was "caught off the coast of Fiji". He created this whole ruse. I'm not here to say whether or not that was good or bad… But the principle behind it is that whenever you have a product, you need to create a campaign. Imagine if Hollywood spent $100 million dollars putting together a two-hour movie… And the first time you hear about it, is the day it goes to the movie theater. QUESTION: How successful that would be? ANSWER: Not very successful. But most MLM-ers do that with their own MLMs product. What I'm trying to help you understand here is HOW to launch an MLM product. And to do that, you need to behave like a brand new MLM coming onto the market. You need to build: Anticipation A campaign All this pressure! … It's orchestrated noise, it's orchestrated pressure. You need to behave like a brand new MLM. Right now you’re probably thinking, "But Stephen, my MLM's not brand new." Yeah… But it might be new to all the people that you talk to about it. There are TONS of MLMs out there I don't know about. TONS. And I'm in this space with you! You need to be building up noise and pressure and anticipation around the fact that there is this AMAZING thing coming out and, for a limited window of time, "box office weekend", you can participate in this great experience. HOW TO LAUNCH AN MLM PRODUCT It's not enough to… Have a great product Always let something be available You need to take it off the market or say it's only available at this certain price/discount at this certain time. When you do that, you're behaving like a brand new company entering the marketplace. Creating buzz, creating a campaign, on a specific date, specific time, for a certain amount of time, a certain window… And then take it off. I'm not saying to stop selling the product… But for new people that you're gonna acquire there's nothing wrong with opening up the window and saying, "Hey, the promo is only available for this amount of time. You can still buy it, but the promo's only available here.” QUESTION: What do most MLMs do to their own distributors? "Hey, there's a new flavor coming out… But it's only for this time." This is a skill set that most MLMs know very well. YOU’RE the distribution channel… They actually call you a distributor. YOU’RE the one that goes and buys it. HOW TO LAUNCH AN
20 minutes | Oct 2, 2019
SMHR 112: Is MLM Oversaturated?
Today I want to address a VERY big question that people ask me… "Is MLM saturated?" There’s something I've started doing a lot in the evenings… I just go for a 10 - 20-mile bike ride. I also like to walk quite a bit so I can just listen to podcasts. I'm studying I'm thinking Sometimes I'm just jamming out to music … It's become my ME time. I'm sure it won't always be in the evenings, but it has been for the past little bit… Especially while I've just done my big OfferMind. So many of you guys came and it was AWESOME! About 650 people had a ticket and about 600 showed up (which is a pretty standard show-up rate for an event). We did a good chunk in sales, and it's just been so much fun to work with all those new people. I've really, really enjoyed it. What's interesting is... Since then, I've needed some DECOMPRESS time. At the time of recording this episode, I'm speaking at Carnegie Hall. Martha Stewart is speaking Michael Gerber is gonna be there Dan Kennedy is gonna be there so long as his health is okay ... This is nuts! ANYWAYS: If you guys wanna change your life, listen to what I'm doing on this show. Go publish for ONE YEAR… Come back to me in one year and you tell me if your financial life is not drastically different. There is something magical about publishing. **That's not the purpose of today's episode.** THE GIFT OF MLM MARKET SATURATION I wanna address a question that comes up frequently and you have likely have heard it if you've been in this space for more than six months. I LOVE MLM. I love it. It's so, so, so fun. One of my favorite things to do in MLM is to look at articles that other people have posted about why they think MLM is NOT okay. And what you’ll find is... Most people who publish these articles are usually those who've been in it but DID NOT figure out how to have success and they feel jaded. They feel, "Oh, everything's bad. For shame. For shame." And they go write these terrible reviews… That makes some people think, "Well, that just means MLM is bad." No, no, no! I've had NEGATIVE reviews. I've had TERRIBLE reviews. There are always naysayers and it doesn't change just because it IS or IS NOT MLM, network marketing, direct sales, whatever you choose to call it. There will always be Negative Nancies with Poopy Pants syndrome… That’s just how it is. I believe it's a GIFT that people think MLM is saturated… And I’m gonna tell you WHY. It's NOT because it lowers competition… THE TYPE OF MARKET I DON’T WANT A little while ago, I had somebody reach out to me and say, "Steven, I would love to buy Secret MLM Hacks. How much money will you guarantee that I will make?" And I was like, "What are you talking about?" I don't know if I've told you this in the past but just stick with me for a moment here… They said, "How much money do you guarantee I will make with your course?" And I said, "I don't even know who you are. I'm not gonna guarantee a number. This may not be for you." She said, "Are you telling me that you don't wanna sell it to me?" And I was like, "Yeah, I don't think you're a good fit for it." She's was like, "Are you serious?" So I said, "Yeah." I don't care if you have the money. The way I bring somebody into my product is usually what determines what they do after they've bought the product. MEANING: If I have to beg somebody into my downline, I usually have to beg them to do something while they're in my downline. I DON’T want that kind of individual (and I'm not judging someone's self-worth). I want somebody who is going to be a runner, a builder… Someone who's gonna run around and go far with this thing. I am not trying to convince anybody to get in my downline. I do stuff like what I'm doing right now. People who hear my voice and see what I'm doing… They catch the vision and they find a way into my downline. I'm NOT trying to pitch you, but you need to understand why this is such a powerful principle. THE SATURATED MLM MARKET GIFT I don't BEG or ASK anybody to join my downline. You know that nasty convincing feeling that you get sometimes? We've all been there, it's okay. You're like, "Man, I feel like I've kinda pushed them in there." … And then they don't do ANYTHING. That’s exactly what I'm talking about. When people say, "The market is saturated. The market is so saturated." THAT’S A GIFT! That’s why I went into MLM. The fact that I can say, "MLM," and 90% of any room already has an opinion… Oh my gosh! That's huge. I love the show Shark Tank. In one of the episodes of Shark Tank, there is an episode where they loved this guy… They loved his product They loved what he was doing They loved everything about this guy … But they didn't fund him. The reason they didn't fund him was one of the most powerful lessons I've ever learned in my life. They said, "We want your product, BUT it would take us millions of dollars to educate the market enough to want to buy that product." "We want your product, BUT it would take millions of dollars to EDUCATE the market enough to want to buy that." That's the ONLY reason they didn't fund him. I DON’T WANT TO EDUCATE THE MARKET Education takes time and money. The fact that I can walk into a room and say, "MLM," and 90% of everyone already knows what the heck I'm talking about is a GIFT. It is a gift. When someone says, "Oh, well, the market's really saturated." That just means the market's been validated. That DOESN’T mean that you shouldn't go into it. When I'm looking to see what to sell, I look for the MOST: Competitive Cutthroat Bloody red market … That I can. I want that. This is literally one of my strategies. I know it is one of the reasons I’ve done so well. In the last year and a half leaving my job, we're about to cross $4 Million. The strategy I'm teaching you right here right now is one of the MAJOR reasons why stuff has blown up so much. It's blown up so much because I have actively pursued bloody red, highly competitive markets. YOU DON’T NEED TO EDUCATE THE MLM SPACE This is a deep concept but if you came to OfferMind, you know what I'm talking about. The reason I want saturated markets is that the customer has ALREADY been educated. I don't need to be the one educating them. There's a HUGE market out there. So much money is running around the MLM space and that market is constantly finding new customers. People who were NEVER planning on being a customer. The MLM market as a whole are educating my dream customer for me. All I do is wait patiently for that person to get frustrated with what they've been taught. "Hey, you want to have success in MLM? Go talk to all your friends and family." I just wait. I wait for that person to get frustrated enough that when they finally see my message, my Facebook ads, my YouTube videos, the podcast or whatever it might be, they look at it and they go, "You know what? I'm kind of tired. I didn't realize that there's another way to do this." BOOM! MLM MARKET POSITIONING I don't need to tell them that the other way is painful because they're experiencing pain. It's one of the greatest hacks to the game EVER. This is one of the FIRST things I do with any corporate clients. I don't just serve the MLM space. I've done a lot of stuff with lots of big people and that's one of the first things I help them figure out. That's called MARKET POSITIONING. You need to figure out how you’re gonna position yourself in relation to the market. All I do is wait for people to get frustrated in the MLM space and I'm ready and waitin over here on this side, just speaking as loud as I can. I'm just shouting my message into that space. I'm not convincing I'm not pushing This is one of the FASTEST ways to grow 'cause I'm NOT the one educating them. An entire market is saying the exact same thing. There are billions, probably trillions of dollars inside MLM. And they're the ones who are educating my future dream customer. When somebody says, "Oh, the MLM space is really, really saturated." GOOD! WHY I LOVE SATURATED MARKETS Do you know why I sell in the ClickFunnels space also? QUESTION: How much money and manpower is being spent on educating funnel builders inside of ClickFunnels? ANSWER: They have over 400 employees. They spend millions of dollars in overhead every month. When someone comes in and says, "I'm gonna compete with that." It's like, "Good luck, Chuck." You gotta look at the firepower you're dealing with. All I do with the ClickFunnel space is complement it. When somebody comes into ClickFunnels, I'm like, "Hey, use ClickFunnels 'cause you should use ClickFunnels and it's dumb not to. By the way, if you want a free trial go to freecftrial.com and it'll give you a free trial of ClickFunnels, freecftrial.com.” But what I do with ClickFunnels is wait patiently for the person to just say, "You know what, I wish somebody would just build it for me." With ClickFunnels, I compliment that market. But in MLM, I compete with that market. I'm throwing rocks into the market. I DON’T do that with ClickFunnels. I'm NOT throwing rocks at ClickFunnels. That's dumb. I love ClickFunnels. My market positioning matters. So when I hear somebody say something like, "Hey, but the MLM space is supersaturated." That is market validation! That actually represents security. But you're not taught that in school. I was taught that it’
23 minutes | Sep 25, 2019
111: When Does The Sale Really End?
The last episode I did was standing here as well… I had two big thoughts on my mind so I wanted to do another one here. About two or three weeks ago I hosted an event called OfferMind. I sold 650 tickets We sold about $1.9 million on stage … Which is awesome! It was a screaming success and it was a lot of fun. We'll continue to sell that program which is exciting. It was interesting because the ONE skillset you guys can go learn that will massively improve your wallet is MARKETING. The better marketer you are, the less amazing at sales you have to be. When I do my events, I like to teach A LOT. We went from 9:00 AM to 9:00 PM, and we only took a lunch and a dinner break. One of the principles that I like to talk about the most, is this whole concept of sales psychology. One of the things that made the events so unique is: I don't really want to teach people the newest thing on Facebook. What I do care about is, what is true marketing? HINT HINT: We'll probably gonna have an MLM event soon called Hack MLM Live. WHY DID PEOPLE LIKE OFFERMIND? One of the reasons why people like OfferMind events so much is that I have an obsession with marketing history. I actually wanted to be a 10th-grade history teacher for a long time. I love studying American history and world history. I'm 31 now and what it's turned into is an obsession with marketing history. At the event, I said to everybody, “The purpose of this event is for me to remove the Internet. I wanna remove today's modern distribution channels”. Let's take those away…. What's that to do with MLM? Just hold on tight and I'll show you. https://youtu.be/6Xn5vTcQxD0 Let's go back to 200 years ago… To the time when the printing press was starting to come around in 1750. The printing press came around and suddenly we could have duplicatable messages that they were sending out... That's a BIG deal. Before that, you had to one-on-one to tell everybody. I told everybody at the event, “Let's remove everything to do with the Internet, learn what marketers in that time used to go do, study their patterns and then add the Internet.” That is powerful. Otherwise, the Internet can be a distraction. We think that posting on social media is marketing… IT’S NOT… It's posting on social media! The purpose of the event was to teach what marketing actually is in the context of old school times and then add in powerful Internet principles. It was very, very successful. THE PSYCHOLOGY BEHIND THE REFUND One of the things that people like the most, is studying this whole bio-psychology. I know I've talked about this a little bit in the past, but there's a certain key point to this. QUESTION: Have you had anybody refund on you? You do the whole phone or hotel meeting or you three-way him, or you spend time with that individual, and you can tell they're not all about it. Vice versa. There are other people where you show them the product and they're like, "This is the best thing since sliced bread, I love the product." Imagine you're talking to somebody and they're not loving it. You walk away, and you got the sale but it's kind of shaky. And you're walking away and let's say you got them on auto shipper. You walk away from him, and that dreaded text comes to you (cause they're not confident enough to actually call you) and they say, "Stephen, we were talking about this and I know I'm within my three day refund period and we just really want the money back." And you're like, "Ugh! Oh my gosh." We have ALL had that experience. Don't act like you haven't. If you haven't, you need to sell harder. Refunds are normal. There are very famous marketers that believe if they DON’T have a 10% refund rate, they’re not marketing hard enough Refunds are normal. DOPAMINE Let's say you have that experience… Why does that happen? There's a principle that I wanna walk you guys through on why that happens. There are four hormones in the brain that causes us to feel good. They're naturally produced by the brain. The first chemical is Dopamine. Dopamine is the chemical of DISTRACTION. We love to get distracted. It is statistically proven that you check your phone 72 times a day. WHY? Dopamine. Mark Zuckerberg said on film to Congress, "Yes, we brought in addiction specialists to make Facebook as addicting as possible." I'm not here to argue whether or not that's right or wrong. That's the statement. They engineered addiction into it. Dopamine is the easiest chemical for our brains to produce out of the four hormones. OXYTOCIN The next chemical is Oxytocin. Oxytocin is the chemical of connection. Of the four, it's the one that we want the most. I need a connection. I need to connect with people. Seth Godin teaches that right now, there's never been a time in history where we have de-tribed so much. We are de-tribing as a society. But funny enough, it's the chemical we seek the MOST. We're not relying on each other like we used to, but we desperately need to feel a connection, which is caused by the chemical oxytocin. We will give up our: Religion Relationships Beliefs Morals … In order to get a connection, even if it's fake connection. We need connection as a species. SEROTONIN The next chemical is Serotonin. Serotonin is a chemical of status. I don't mean like, "I'm better than you." That's not what it is. Status meaning validation. Meaning, I'm okay in my eyes, and I'm okay in those people's eyes over there too. It's one of the driving forces we have as entrepreneurs. I love this stuff man, I really go into this. ENDORPHINS The next chemical is Endorphins. Endorphins are the chemical of work reward. Let's say I'm gonna go jog around a track. The first three or four laps are gonna suck… They always do. But what happens once you get past that first mile is you get the runner's high. That's a work reward. That's endorphins. It's not dopamine, it's not oxytocin, it's not serotonin, it's endorphins. Endorphins come as a response to work reward. It comes in as the response of pain… The pain of growth. I might feel some growing pains as I'm sprinting around the track, but I'll start to feel some endorphins feel goods and it makes me keep going. WHY DO PEOPLE REFUND There are different ways to cause these chemicals inside of the buying process. And there's something I've discovered and learned how to do quite well. You consuming this right here… I'm giving you dopamine 'cause I've distracted you from something else today. Status in terms of it's very much US versus THEM, new MLM versus old MLM. I try to be as vulnerable as possible with this show, which actually gives a semblance of oxytocin. Endorphins are gonna be very hard for me to give you while you read this right now because you're not doing much. If I was to have you go do two or three things and check a box, it would start to give the chemical of endorphins and the feel-goods. I wanna tell you guys why the refund happens. Let's say you're pitching somebody and they're buying from you… They're getting dopamine because they're getting distracted. They're getting oxytocin, one of the easiest ways to get oxytocin is through purchases. You get that buyers high. Let's say there's a brand involved. They know it's an amazing brand. There's a sense of status that comes with it, serotonin. There's a little bit of work reward. The work they did is they pulled their credit card out and they're buying, they're feeling endorphins, man they're on a high. You're getting home all four hormones during the purchasing process. LOGICAL REASONS FOR A REFUND So why do they refund? What's happening in the brain? What happens in the brain is the purchase is not over. Buying is emotional. As I start to purchase, the right side of the brain is really where a lot of those emotions happen, and it overrides the left or logical side of my head. So I stop thinking logically. And when I start saying, "Hey, buy now. It's buy one, get one free right now." Guess what happens? What happens in the brain is they start to justify the purchase. “You know what, it makes sense for me to buy this right now because it's buy one, get one free”. They think it's logical… It's actually emotional though. As they walk away and those hormones start to burn off, the left brain starts to pop back in and go, "Oh crap. Oh my gosh. Why did I just buy this?" They start to freak out a little bit, like, "Oh my gosh. I wasn't planning on buying this thing today." And the left brain has to start justifying the action. I know I'm spitting a lot of stuff here, but understand that *THIS* is where the key is. If you wanna drop your refunds, this is how you do it. REASONS WHY PEOPLE REFUND The other reason why somebody refunds is because you have not armed the logical side of the brain during the sale. You heard what I just said? That's a BIG statement right there. You might wanna go back up and read that sentence again. One of the BIGGEST reasons why you get refunds is because you did not arm the left side of the brain during the sale. MEANING: You didn't give logical closes. Let's say that you go into a grocery store and you're like, "All I'm gonna get is eggs." How many times you actually walk out with just eggs? ANSWER: Never. Why? Beause you like to buy. Everyone likes to buy. "You know what, I should get some bread while I'm here", "You know what, I'm gonna go ahead and get the orange juice while I'm here." "Since I'm here... " What are you doing? Logically justifying. What happens when the first loved one walks up to you and says, "I thought you were just getting eggs?" You panic and think, “What do I say? What do I say?” What I say is the CLOSES. (I'm going way more tactical, far less story than I should on this podcast episode, but I'm hoping that you guys catch this.) LOGICAL REASONS AND CLOSES What happens is as the customer walks away and confronts their first loved one, they cite logical closes. A logical close is nothing more than a reason to ACT NOW. What are
19 minutes | Sep 18, 2019
110: Make An MLM Social Media Funnel
RIGHT NOW, as of recording this, I still have people auto-joining my downline. I'm still having people auto-buy my products! It’s not a showboating thing… I just want you to know that the things I teach you guys on this channel are REAL. If you’re in the program, Secret MLM Hacks, it's cool to watch you BLOW IT UP! It's been awesome. MLM SALES FUNNEL AUTOMATION Routinely, we'll get people who have BIG downlines, who are trying to find another program to sell another product… And they'll come join and it gets BIGGER and BIGGER. **IT WORKS** It works because: I’m doing this podcast Of the automation that I put in - Which is the funnels. This might not be that fast of an episode… Usually, every time I say that it's a bit longer! But you have to understand… I've had a few people reach out since I've started doing this stuff here, and they'll be like, "Stephen, my MLM will not let me do MLM funnels." And I understand what they mean… But I just need to tell you guys something real quick. If you have sold anything EVER, you used a sales funnel. WHO INVENTED THE MLM FUNNEL? What we have to understand is this whole concept of the MLM funnel... ClickFunnels DID NOT invent sales funnels. The first sales funnel that ever happened was when a caveman traded a rock for a fish with another caveman. An MLM funnel is nothing more than a sales message and an offer, THAT’S IT! Sales message Offer So, when you think about what it is that your MLM has allowed you to do… You have a SCRIPT, which is a sales message. And you have an OFFER. = You have an MLM FUNNEL. The only reason why the things that I do work so well is because most of the time, people don't build their MLM funnel with very much intent. They don't do it on PURPOSE. And because they don't do it on purpose… It doesn't work very well. Any "a-has" on that? USING A SOCIAL MEDIA FUNNEL FOR EVENTS I just finished an event here in Boise called OfferMind, it's my event. You might have even come to it, which is awesome. We had 600 people come We did about 1.9 million in sales from the stage …. It was awesome! QUESTION: Guess what I used? ANSWER: A sales funnel. "But Stephen, you were on stage." It was a sales message and an offer, therefore, it was a sales FUNNEL. I was the sales funnel, you understand? What I was doing there was super powerful and it was still a sales funnel. It's sooo much better when you can take what your MLM has given you and find a way to automate the sales message and the offer. Does that make sense? FOLLOW THE MLM FUNNEL RULES The only reason I'm doing this is that I want you to know, if your MLM has said, "You're not allowed to use an MLM funnel," you already are. When an MLM is like, "Hey, you can't do that." First of all, follow the rules. This is NOT a game to try and break the rules with. That's NOT what I'm doing. I'm not encouraging you to do that. I don't do that. But you have to understand that going on Facebook Live and telling the story of how you first started using your company's product, THAT’S a sales message. Funny enough… They're okay with you doing a social media funnel in that way. BUT the moment you put it on a page that you own, they kinda freak out. I'm just trying to help you understand that an MLM funnel is broader and BIGGER than most people think it is. It is not just these ClickFunnels sales funnels. That's a method. HOW TO BUILD A SOCIAL MEDIA FUNNEL I just wanted to walk you through a very simple way to build a social media funnel that helps build belief in people who might be doubting whether or not you should do this in your MLM. So many guys might be like, "Hey, Stephen, my MLM won't let me do this," and I totally get it. In fact, several people reached out and they'd be like, "My MLM won't let me use a social media funnel." And I'm like, "You already are." I'm like, "How many people do you have in your downline?" They'll be like, "I have several hundred people in my downline, and we do... I make 10 to 20 grand a month." And I'm like, "Cool, you already are using a social media funnel." You're already using one, otherwise, you wouldn't have all that stuff. If you sold anything EVER to anyone, at any price, whether it was free or paid, it was with a sales funnel. There's a sales message and an offer, which is all an MLM funnel is. The fact we put it on pages is a method. PROVE THAT SOCIAL MEDIA FUNNELS WORK Look at it that way, and start thinking through, “Okay, well, if that's what a social media funnel is, how can I create a social media funnel?" One of the easiest ways to prove the fact that you're using an MLM funnel is… Let's say that you have somebody in your upline or corporate HQ (something like that), and they're like, "You know what? You can't use a social media funnel. You know what? We don't want you to do these things with it." One of the easiest ways you can prove the concept of internet sales funnels works is by using Facebook. PLEASE keep to the rules. I'm NOT telling you to ride the line. All I'm saying is that most MLMs are okay with you going on social media and talking about the product. That's actually the beginning of any sales funnel. THE BEGINNING OF AN MLM FUNNEL There are TWO things you can do on Facebook (or any social media platform) 'cause usually, they're okay with that. A lot of them DON’T want you to say the name of the MLM and that's okay, Play by the rules. I do. That's why I've been able to pull it off. DON’T try to find sneaky ways, don't try to ride the line. All I do is tell the story of when I first started using my MLMs product. Think back to the day when that started happening for you. I asked somebody that once, and they're like, "Well, the reason I use the product is that it has the purest ingredients. I needed the best form of ingredients because I wanna be the best human being I can be." And I was like, "Barf, barf, barf." That is NOT what I'm talking about. Why did you make the decision to start using the product you're using? You gotta go back. We call it the epiphany bridge. What gave you the epiphany, "Oh my gosh, I need to be using that product"? It was NOT ingredients. It's usually something that's going on in your life. The MLM product that I use… I'm not gonna tell you the name of it, 'cause I keep it very third-party. I don't want you guys to think I'm selling you. I'm trying to change the industry as a whole. THE STORY BEHIND YOUR MLM FUNNEL On my dad's side, pretty much every guy has or is at EXTREME risk of type 2 diabetes and extremely high blood pressure. And then, pretty much every guy on my mom's side, have had prostate cancer. So I'm like, "Well, that sucks. What does that mean for me?" I take that very seriously, 'cause I'm like, "Shoot, son, I don't want any of that crap." I remember once, watching my dad go through some surgery. He's generally a healthy guy, but that wasn't good enough. He needed an extra level of intensity on his health 'cause it's still in our DNA. I remember sitting there, looking at him, and I was thinking. I was like, "How can I avoid this? I don't wanna do that. How do I avoid that?" In high school, I was 35% body fat. I had a double chin, I was working on a triple, I was a big boy and I was getting picked on like crazy. And I remember I was walking down the hall… Outwardly, you might have seen that I was a happy kid. I was a super nice boy. But on the inside, I was kind of this train wreck. I remember this moment where I was like, "Enough. I'm tired of being big. I wanna lose weight." And I lifted every day for the next nine months, I lost 45 pounds, I grew six inches. I went from 35% body fat down to 6% body fat. So low that it's actually 1% away from considered unhealthy. As I started growing up, and I kinda kept this habit going. I started competing in sprint triathlons and I got third in the 11th Colorado Sprint Triathlon for my age group, which was pretty awesome. SOCIAL MEDIA FUNNEL STORIES Do you see what I'm saying? I'm telling a story. What I would do if I were you is lead that up to whatever product you're selling. You have a story behind why you're using what you're using. It has NOTHING to do with the ingredients. That's not why anyone buys anything. They buy the story, not the product. Half the reason why people buy from you is that you inadvertently have told some stories about the product itself. QUESTION: You wanna make a social media funnel using Facebook? Here's how you do it. Tell the story of how you came to use the products you're using right now in MLM. What is that story? There was a story, not a feature. There's something in your past and there was a moment where you're like, "I don't want this," or, "I do want that" . Whatever that might be, tell that story. What happens in the customer's mind is, you begin to open up a gap where they sit back, and they go, "You know what? Things are not as I thought they were." It's really powerful. What happens is, you open this gap up where there's this window of belief, and they go, "I'm starting to feel open." They're not gonna say that, but that's what's going on inside their brain, psychology-wise. "I'm starting to feel like there's a possibility this could actually work for me." That's the magic of where sale happens. That's the magic of when you finally start talking about your offer, where they go, "I can see myself doing this, why don't I just try it?"
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