SFR 297: Your Offer Might Be Good Enough Already
Although ALL Offers can use a facelift, the main driver of a purchase isn't the offer itself\u2026
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\xa0So your offer may be good enough to sell already.\xa0
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Here are two common things that really keep people from selling\u2026
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Steve Larsen comin\u2019 atcha from the Two Comma Club X Cruise\u2026
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I'm here (with 400 Two Comma Club Xers) on the largest ship I've ever seen in my life.\xa0
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It's so BIG that I can't feel the waves - I wish I could. I like it when mother nature lulls me to sleep on a ship.\xa0
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I\u2019m wearing \u2018the team shirt\u2019 and having a ton of fun\u2026
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I was on the same cruise a year ago\u2026 and let me tell you, A LOT has changed for me since then\u2026
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- \xa0Business is different.\xa0
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- I'm different.\xa0
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So I just wanted to share two common issues that stop people selling\u2026
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- One is an external problem
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- The second is a gamechanger that I would have made fun of and called \u201cFluffy\u201d only a short while ago.
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I also want to sure with you WHY your offer may actually be good enough already\u2026
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And WHAT you should be focusing on instead!
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So without further ado\u2026
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HOW TO INCREASE PRODUCT SALES IN #1 MOVE
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Real quick, let me tell you a powerful story... (I think I've told you guys this before, so I'll be brief).\xa0
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I was a door-to-door sales guy selling pest control in Salt Lake.\xa0
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And basically I had learned how to sell, (I'm just gonna say it, hopefully, it doesn't offend anybody), poor lower-income neighborhoods.
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I'd spent five months doing door-to-door sales, (which if you've ever done that, you know it's completely grueling but an awesome, awesome place to learn and grow).\xa0
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At the end of the summer, I was so excited to go pick up my check from the mailbox\u2026
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\xa0I go to the mailbox to collect the check that is meant to funds the next (however many months) of our life.
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I grab the check, I open it up, and my jaw hit the floor.\xa0
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You know when you're on a roller coaster and it shoots down really fast, that feeling in your stomach?
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\xa0I was like, "Oh my gosh. Oh, Holy crap. I can't... This has to be wrong".\xa0
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On the check from five months of work was ONLY $1200.\xa0
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I called my buddy and I was like\u2026
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\xa0"Dude, what's wrong with this check? Something's wrong. You've clearly made a mistake!"\xa0
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And he goes, "Dude, that's it."
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I was like, "Oh, my gosh. This is it!"\xa0
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I call him back again...\xa0
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I was like, "No, this has to be wrong. There's got to be a mistake in what you're showing me right here."\xa0
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And the REALITY is, he goes\u2026
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\xa0"Dude, you spent the entire summer learning to sell people who have no money.\xa0
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What do you think happens when it's time for the second service of their pest control contract that you sold them?\xa0
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They canceled! \u2026 and can you blame them?"\xa0
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Meanwhile, all these other guys who\u2019d actually sold fewer (but higher value) contracts in more well-off neighborhoods (who didn\u2019t cancel) made waaay more money.
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\xa0Now, hopefully, it doesn't offend anybody, but that's the reality.
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\xa0The main takeaway here is\u2026
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\xa0Good products die in poor markets
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So I want to share the two major traps that might be stuck in\u2026
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TRAP #1
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- You might be doing the equivalent of going into the wrong neighborhood to sell your product.
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And that might be one reason why you're NOT selling!
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\xa0I stand up and I go to my market\u2026
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\xa0A market is NOT a person, a market is a location.
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\xa0I was going to a bad location (without many dream customers)...
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While my buddies had learned to sell in\u2026
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- \xa0Richer\xa0
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- More well-off
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- Dream customer-filled\xa0
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\u2026 locations or neighborhoods.\xa0
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This BIG deal to understand, my friends.\xa0
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This one principle has literally changed my business.\xa0
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So #1, please understand that some of you are just selling the wrong person.
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It's easy to make a mistake and say, "Oh, you know what...\u201d
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- \xa0My product is wrong.\xa0
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- Something's wrong with my funnel.\xa0
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- The ads don't work.\xa0
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The reality is you might actually have\u2026
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- A Great Product
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- A Great Offer
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- Great Ads.\xa0
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But you're going after the wrong \u201cWHO.\u201d\xa0
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In fact, it's such a wrong \u201cwho\u201d - that they have no money!
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So check yourself, sit back and ask...\xa0
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- Am I selling people who actually have cash?\xa0
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- Am I fishing into a pot where my dream customers are?
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- \xa0Am I fishing into a pot that makes \u2018me' feel comfortable 'cause I have a money objection... (which is what I was doing)?
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\xa0Does this make sense?\xa0
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Marketing does not work without insane ridiculous clarity on WHO you want to serve.\xa0
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Good products die in bad markets
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HOW TO INCREASE SALES #INTERNALLY
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The second thing I want you to understand and this happened to me personally this last year...\xa0
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(No one get weird with me!)
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- 2018 -\xa0 I did 800 grand
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- 2019 - was almost 4 million.\xa0
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\xa0\xa0(I haven't actually done my goal video for this next year, I will do that soon.)
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We almost hit 4 million - it's very, very close!\xa0
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However, I feel like it was with less ferocious, obsessive, "I'm gonna kill myself 'cause I'm not taking care of myself" style of work.
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\xa0It wasn't like that at all.\xa0
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Here\u2019s what happened\u2026
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About a year ago, on the previous Two Comma Club X Cruise, this really awkward thing started happening.\xa0
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I\u2019d taught for three hours during one of the days at sea.\xa0
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And after that was over, I had a very challenging time being around people.\xa0
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Some people got offended by it and they were like, "How dare you? I can't believe that. This is crazy. I have a question for you."\xa0
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And internally, what happened was I started freaking out, almost panic attack style freaking out.
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ONLY, I wasn't self-aware about it.\xa0
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So Funnel Hacking Live happens and I started getting more of this internal anxiety popping up.\xa0
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And for the last eight months, I've been very open about that on this show, I've been having a lot of therapy\u2026
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Mondays, (at 10 AM), Baby, is usually when I go do therapy stuff.\xa0
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Everyone should do therapy
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\xa0Oh my gosh, this cruise, for me personally... and on an internal level, I am so much calmer.\xa0
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If I feel a trigger happening, if I feel anything going down, if there's anything...\xa0
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I know how to stop it.\xa0
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I have tools to sit back and grab some mental stability\xa0
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\u2026 I have a foundation - it\u2019s so nice.\xa0
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\xa0I didn't know that I had anxiety.\xa0
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I thought it just was just like, "Oh, you're an introvert..."\xa0
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But that was not the reason, I might be a little bit of an introvert, but that wasn\u2019t the problem.\xa0
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The problem was that there was a bunch of mental junk in my head I\u2019d not ever dealt with.
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I thought it would be appropriate right now to have you sit back and ask two extremely key questions...\xa0
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TRAP #2
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- You might just be a bad driver\u2026
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\xa0You might have some stuff in your head -you might need to do some leveling up inside your brain.
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I always thought that \u2018mind stuff\u2019 was some fluffy crap the first time I heard people say that.\xa0
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I was like, "Stop telling me to do this.\u201d
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\u2026 it was so frustrating for me.\xa0
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I was like, "Just give me the formula."\xa0
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\xa0"Stop telling me, \u2018It's all in my head and it's all a mental game.' Just give me the formula, man. What is it? Tell me it, I'm gonna go get it done. It's gonna be awesome."\xa0
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You may have felt that as well in the past 'cause I was believed that, too.\xa0
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In fact, I used to make fun of meditation.
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I was like, "Stop telling me it's all in my head."
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Well, about a year ago, stuff started hitting the fan personally just a little bit and I started realizing that I needed to go deal with a lot of stuff.\xa0
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So now, I\u2026
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- \xa0Do therapy
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- Learned how to meditate
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- Do a lot more self-care
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- Have somebody who goes and makes my food\xa0
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- Have a personal trainer to help keep my feet to the fire - 'cause you all know me, I work super hard.\xa0
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THE TWO MAJOR DRIVERS
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So the two major drivers of EVERYTHING that\u2019s happened during this past little bit, are\u2026
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#1: Good products die in poor markets.\xa0
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- You may have a great funnel
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- You may have great ads
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- You might have great fulfillment
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...and you might be miscalculating, "Oh my gosh, I don't."\xa0
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Because you're thinking, "Oh, no one's buying it."\xa0
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But\u2026
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You might just be selling in the wrong neighborhoods.
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A market is a location, not a person.\xa0
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You might be selling in a neighborhood that neighborhood doesn't have enough of your dream customers.
Make sense?\xa0
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#2: You might not be a very good driver of the vehicle yet.\xa0
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You may not have gone through a lot of the issues and stuff that you have going on.\xa0
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If you don't have to have issues, don't go searching for them.
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\xa0But if what I'm saying right now is\xa0 clicking in your head, you're like, "I know what he's talking about..."\xa0
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That one billion percent affects business.\xa0
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I wanted to act like it didn't for so long.\xa0
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I\u2019d be like, "Yeah I got these problems, but who cares?\u201d
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And a lot of them are still there\u2026
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But I have learned to calm my mind and bring it down.
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In fact, several people on this cruise have said, "Stephen, you're not all \u201cBOOM! BOOM! BOOM!\u201d."\xa0
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It's like, "I'm NOT like that all the time - it's just for fun sometimes.\u201d
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\xa0Business is fun and I'm gonna have fun while I do it... and sometimes I'm like, "BOOM, Baby! Yeah!"\xa0
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And other times, I'm just calm.
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In fact, when I landed in Miami right before the cruise I went and meditated at night on the beach.\xa0
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Oh my gosh, that was so cool.\xa0
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It was so fun that I did it again off of my suite balcony.
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Anyways, I hope you're doing well and that you enjoyed this little heart-to-heart moment here.\xa0
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YOUR FUNNEL MAY BE GOOD ENOUGH
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Honestly, most of the time when I look offers, there are changes that need to be made... but that's usually NOT the issue.
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Instead, there\u2019s usually\xa0 \u2026
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- \xa0A \u2018Who mismatch.\u2019
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- No idea of the market being sold to
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- No idea the official positioning within that market
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- No idea of what the sales message really is and what the hooks are.
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The offer is usually the smallest part...\xa0
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So while I lead with being \u2018the offer guy\u2019 ...that's the smallest session in my events 'cause it's ALL this other stuff that\u2019s REALLY in the way!
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\xa0Offers are easy, man - it's all these other things that are a bit more difficult.\xa0
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And finally, understand this, I don't care how nice that cruise ship we\u2019re on is, I don't qualify to drive it.\xa0
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And the funnels that we help you guys build are like that ship, 'cause sometimes\u2026
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- \xa0You need some educating to drive them.
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- You might have anxiety when a big wave pops up.\xa0
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But\u2026
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You can't let that steer the course of the ship!
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\xa0You steer the ship, not the wave.\xa0
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Make sense?\xa0
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Alright, guys, I hope you enjoyed this. Thanks so much.\xa0
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#GetRichGiveBack
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If you guys want me and my team to create your offer and build the funnel that sells it, go to myofferlab.com.\xa0
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Thank you so much and thanks for being part of the show. We'll see you guys later. Bye.
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Alright!
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\xa0I've been asked, "Steve, you were the lead funnel builder at ClickFunnels, why aren't you offering a funnel building service for people in businesses?"
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\xa0Okay, that's a fair question.\xa0
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Check this out\u2026
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\xa0Back in early 2016 when I joined ClickFunnels as an employee, there were only about 12,000 users of ClickFunnels compared to the 100,000 now.\xa0
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And there were only like 40 employees compared to the 400 that there are now.\xa0
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Okay? What does that mean?
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\xa0It meant Russell and I were literally the only funnel builders\xa0
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\xa0*PERIOD*\xa0
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- All the sales copy
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- The design
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- The video
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- Building the pages
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- Email sequences
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- Integrating software with ClickFunnels\xa0
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...it was literally just he and I.\xa0
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About a year into my employment at ClickFunnels though, other funnel building team members started getting hired, we finally had a copywriter, a designer, etcetera.
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It changed my whole world as we now had a funnel team.\xa0
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So before I offered funnel building services, I wanted to make sure I could not only find my team but that it was also air-tight.\xa0
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What I did not tell you, and what I've NOT been public about was that my team has already been building funnels for other people for over a year now...
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- Testing
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- Tweaking
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- Building
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- Making our process better
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... and so finally, I will tell you that we are ready.\xa0
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We've been building other sales funnels for a while, I just have not announced it until now.\xa0
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If you want me and my team to build your company a professional sales funnel, come get more info at myofferlab.com.
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Make sure you use the \u201cMY\u201d \u2026\xa0 myofferlab.com.\xa0
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- You can talk to us
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- Learn about the process
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- See what we ask of you in the process as well.
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It comes with a live three-day event just with me, so I can teach you\xa0
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- How to use the funnel after it's done\xa0
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- Get traffic
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\u2026.as well as a year of coaching from myself and my staff.
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- \xa0If you want us to be the nerds while you continue to run your business\u2026
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- \xa0If you're still looking for the core offer and funnel that supports your business revenue needs...
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- \xa0If you\u2019d like to hand the critical funnel building task over to professionals who do this full-time\u2026
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- \xa0If you want to learn how to design and launch your lucrative offer while my team of techies takes care of your funnel building and logistics for you...\xa0
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Get more information and apply at myofferlab.com.
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When you think about it, all businesses need to be able to do three things\u2026
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- \xa0Get leads
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- Sell a percentage of those lead
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- Fulfill on what they sold
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And your professional business needs a professional core offer and funnel to deliver it.\xa0
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We've already been doing this for a year with students who have businesses that are\u2026
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- \xa0Online\xa0
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- Offline
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- Physical\xa0
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- Digital
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- Software\xa0
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- Supplement
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- Experience with revenue\xa0
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- \xa0Just starting out
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...you get the point?
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Not only will we build the funnel, but I\u2019m also actually going to hook you up with the very people that I use to send various types of traffic to my own funnels.\xa0
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I want you to be taking care of post-funnel build.\xa0
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If you're tight on money, it's totally fine - \xa0we have various payment and funding plans which are also available.
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Come learn more and apply at myofferlab.com.
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Just be aware that we're actually building you a professional sales funnel, and my team and I actually have very limited capacity in what we can handle monthly.\xa0
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So skip the line of people shouting the most popular question I'm asked which is, "Steve will build my funnel?"\xa0
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The answer finally is, "Yes," just go start at myofferlab.com now.