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Hey, remember, name is Russell.
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Brunson I want.
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To welcome you to our funnel nology
course today.
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I'm going to be, talking, about the new
art.
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And science of funnel.
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Building and we'll be.
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Going over a lot of the core, concepts,
about how to.
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Build the funnel how?
To build an offer how to.
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Have value ladders ascension funnels.
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And all the different.
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Types of funnels.
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Throughout the value ladder.
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What are the?
Lead funnels.
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What are the unboxing funnels?
What are the?
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Presentation funnels.
What are the high ticket funnels?
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And it's going to be a lot of fun now my
guess is that during this training.
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There's different people listening to
this and for.
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Some of you guys.
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Some of these.
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Concepts are.
Going to be review some of you guys.
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Everything I say is.
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Going to be brand new and you're.
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Gonna be freaking out.
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The first time around, I want to
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recommend that if you are someone who's
advanced, you're.
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Looking at this.
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Pay attention because a lot of.
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New things going to be introducing.
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There'll be similar frameworks.
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You're familiar with.
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There's new stuff.
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Weaved in through every single
presentation as well and I think
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everything kind of value whether you
been.
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Doing this for a.
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Decade or.
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Decade and a half like me or if you're
brand new beginner who try to figure out
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how in the world can I grow?
My business.
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Online with sales funnels for both of you
guys.
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These this course this.
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What's called phonology?
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Is going to help you.
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I called.
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The new art and.
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Science of funnel.
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Building because.
The first time I ever.
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Taught this I spent.
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The 1st 10.
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Years of my, of my career.
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Online doing funnel building.
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I launched tons of companies we had.
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Weight loss companies.
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We had diabetic neuropathy companies we
had speed.
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Reading companies we had baby sign
language, potato, gun DVD's We had all
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sorts. Of products and services where I was.
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Building funnels and doing this.
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And about.
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Five or six years ago, I decided to start
teaching people about this.
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And I wrote my very first book.
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nevercalled.com secrets.
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Which was?
The first real introduction.
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To sales funnels and how?
People can use funnels.
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To grow companies.
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And about the same.
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Time we launched.
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The book we launched our software
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company. Click funnels.
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And hand in hand, that became the
guidebook.
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To help people actually use funnels
inside their business.
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And for the last, 5, years it's been
really.
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Fun watching.
People grow huge companies.
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Off of that foundation now it's been.
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Fun is right now my third book is coming
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out really soon and I had a really short.
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Window to have a chance to
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actuallyrewritethe.com
secrets book and.
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It's funny the first?
The 1st.
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Edition was 58,000 thousand words I.
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Deleted 30000 thousand words.
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And then the.
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Book ended up being I think.
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94,000 thousand words, so it's a lot
bigger.
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So even though some of the concepts in
the book and some of the concepts.
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You may have heard before.
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There's a lot.
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Of new stuff weaved into it.
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I think you guys are going to love and
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you get obsessed about if you geek out
like me on funnels, you're going to love
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everything we're talking about today, so.
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That's what this new.
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Presentation is really based.
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On a.
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Lot of the core methodologies they're.
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taughtinthenew.com secrets book and it
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should give you a really good foundation
to prepare yourself for whatever.
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Business you're in, OK.
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So what I recommend?
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Is while you're.
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Going through training courses, sit, back
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take out a.
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Pad of paper take.
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Out some notes, and as you're learning
the concepts, only take notes on it, but
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at the.
Same time.
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Start thinking about it.
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In the lens of your business like.
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How would this work in my business?
How would this?
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Piece work.
And start thinking about things.
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You start.
Visualizing and seeing how this would fit
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in your business.
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The more you visualize, the more it
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becomes real to you, and the more likely
you are to.
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Actually, use that as a tool.
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I don't know about you, but I always, my,
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entire career I struggled.
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In school, I think a lot of.
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Times because I was.
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Sitting there. Isn't the?
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Teacher talking and telling.
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Me stories.
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And I'd be trying.
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To pay.
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Attention, take notes.
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I'm like.
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I have no context of how this is valuable
in my life.
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It's because of.
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That we go right.
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In one ear and.
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Right out the other one just.
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As fast, right?
And so for me.
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Education got exciting when I had
something.
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To actually apply it to.
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Since I had a business and I learned
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something, I'm like, oh that's
interesting and I tried it and it worked.
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Also I was like.
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Oh my gosh, I want to learn everything I
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can and I started reading.
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Books and go buying.
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Courses and going to seminars and events
and everything I could do to dump in
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ideas into this side of my brain so I
could test them over here and the ones
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that worked.
And the ones that stuck, we started.
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Using over and over and over again.
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And through that process I was able to.
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Build companies they've done.
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Hundreds of millions of.
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Dollars in sales.
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And so my goal for you is that I don't
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want this.
Stuff just to bounce off you go in.
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One ear and out.
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The other one.
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I want to be.
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Meaningful to you?
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I want.
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To be able to use it so as I'm telling.
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You about think about.
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How can I apply?
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That to the business that I have.
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Or the idea?
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I have or you?
Know maybe I would.
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Consult them for somebody else's
business.
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How would I apply these things to?
Help grow their company.
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And if you do, that, these things will
mean a lot more to you and remember them
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better and hopefully they'll serve you.
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At a much higher level.
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Ok.
So I'm going.
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To jump right in.
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And again, there's a lot of foundational
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stuff today.
I'll be going.
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Over the secret.
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Formula and value ladders today and then
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tomorrow. We can go deeper.
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Into each of the different phases of the.
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Value later, what are the?
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Funnels on the bottom.
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Of the funnel of.
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The value.
What are the?
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Funnels in the.
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Second tier.
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And the third tier and the fourth tier.
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Of the value ladder and we going very
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deep into detail.
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Of what the funnels are what they.
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Look like what is?
Page 1 look like.
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Page 2 and Page 3.
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So we'll get that tomorrow, but today I
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really want to understand the
foundational stuff.
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Because if you.
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Have these foundations.
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It's really hard to build.
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Once you have them.
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Building funnels is the.
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Easiest part of the entire, equation, so
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this first session i, call this the
secret formula, and the secret formula is
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a really simple process.
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thatwheniwrotethe.com, secrets book
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initially. It kind of mapped out this entire.
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This entire funnel building process in
like a.
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Couple of really quick images, OK.
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And so.
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If you look at how it works, the first
part of the secret, formula, is who?
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Who is the person?
You actually.
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Want to serve?
I'm going to.
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Dive deeper into this but who is the
person you want to?
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That's number one.
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Ok. The second question is where?
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Are those people?
Ok, if I know I want to serve this type
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of person, where are they already?
Congregating so here's a lake and there's
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some fish.
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Ok, so.
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That's the second thing is like where.
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Are where are my.
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People, OK.
And the third part of.
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The value ladder is now that i know who
they are and know where they are.
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What is the bait that I'm gonna use?
There's a fishing pole to go and.
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Capture these fish.
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What's the bait I'm gonna use?
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Ok. And then the last.
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Appears after I after.
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I've caught this person I've caught.
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This beta brought.
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Him in then.
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Where am I taking, him, this is the
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little mountain here.
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Where is the.
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Where is.
The summit I'm trying to take them to
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what's the result?
I'm trying to get for my dream customer.
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Ok, and one of the big updates we made to
the.com
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secrets book is you'll see when you.
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Have a chance to read it in.
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The near future.
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Is that this step we kind of.
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Identify like what is.
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Actually baked.
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And if you look.
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At if you look at what?
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Eight is inside.
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Of bait it's.
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Kind of three-step process.
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We go through today.
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Well, it's hook.
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And then, story, and then?
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offer, and this kind of.
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Encompasses what your what, your, bait is
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your hook.
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Your story and your offer.
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Ok, so that's kind of what the secret
formula is.
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Very simple process.
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But it really encompasses.
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All of business.
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Who do I want to serve where?
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Are those people at what can I?
Use to get.
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Them and then after I get them, how can I
actually serve them?
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Ok, that's.
The secret formula looks like so.
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If you look.
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Here on my.
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Slides this is.
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Kind of a doodle.
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Of that, so who?
Where bait and result, now, we'll go a
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little. Bit deeper into each of these aspects
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because. I'm sure most of you guys heard that, OK.
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Cool, I got it.
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It's like no like eats these things.
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They could and should do an entire, like
college semester.
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On each of these different aspects.
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Because they're so vitally.
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Important to what you're doing.
264
00:06:47,160 --> 00:06:47,340
Ok.
265
00:06:47,350 --> 00:06:49,970
So the first one I go to is who?
Who is your dream customer?
266
00:06:49,980 --> 00:06:52,030
Who is that person that you want to
serve?
267
00:06:52,040 --> 00:06:53,440
Ok, now I always tell.
268
00:06:53,450 --> 00:06:53,840
People this.
269
00:06:53,850 --> 00:06:54,980
If you're not careful.
270
00:06:55,600 --> 00:06:56,570
What most entrepreneurs?
271
00:06:56,580 --> 00:06:56,930
Do is they get.
272
00:06:56,940 --> 00:06:57,730
Excited about a product?
273
00:06:57,740 --> 00:06:58,910
They create a product selling.
274
00:06:58,920 --> 00:06:59,670
It and they never.
275
00:06:59,680 --> 00:07:00,390
Think about who.
276
00:07:00,400 --> 00:07:00,760
It is they.
277
00:07:00,770 --> 00:07:02,730
Actually want to serve?
They're thinking about this idea, they.
278
00:07:02,740 --> 00:07:03,380
Have in this product.
279
00:07:03,390 --> 00:07:04,130
To launch it.
280
00:07:04,140 --> 00:07:05,870
Ok, I got started my entrepreneur journey
that's.
281
00:07:05,880 --> 00:07:06,900
Exactly what I did.
282
00:07:06,910 --> 00:07:07,280
Like I said.
283
00:07:07,290 --> 00:07:08,150
About a product I created.
284
00:07:08,160 --> 00:07:09,740
I built, I started selling it, and I.
285
00:07:09,750 --> 00:07:10,640
Didn't think once about.
286
00:07:10,650 --> 00:07:12,060
Who I wanted to sell it to, I started.
287
00:07:12,070 --> 00:07:12,770
Selling it and.
288
00:07:12,780 --> 00:07:13,710
Some people started buying, I got
289
00:07:13,720 --> 00:07:14,780
excited, more people bought it.
290
00:07:14,790 --> 00:07:16,180
And one day, like three years down.
291
00:07:16,190 --> 00:07:16,780
The road I woke.
292
00:07:16,790 --> 00:07:17,820
Up and I remember.
293
00:07:17,830 --> 00:07:22,060
Laying in bed, sitting there and I was,
so, miserable I was making.
294
00:07:22,070 --> 00:07:22,940
Really good money.
295
00:07:22,950 --> 00:07:24,380
I had all the things you would think.
296
00:07:24,390 --> 00:07:25,860
Were like. What gives?
You a perfect.
297
00:07:25,870 --> 00:07:28,620
Lifestyle and I'm laying there and I was
like, I wish that.
298
00:07:28,630 --> 00:07:30,160
I had a boss so that they.
299
00:07:30,170 --> 00:07:31,050
Could he? Would fire me.
300
00:07:31,060 --> 00:07:32,660
And I would have to go in the office
today.
301
00:07:32,850 --> 00:07:33,810
I started sitting, thinking.
302
00:07:33,820 --> 00:07:34,560
Why do I feel this?
303
00:07:34,570 --> 00:07:35,660
Way and I realized.
304
00:07:35,670 --> 00:07:36,300
The reason why is.
305
00:07:36,310 --> 00:07:39,080
Because I create some really good
products that attracted the wrong who's
306
00:07:39,090 --> 00:07:40,600
the wrong people into my world.
307
00:07:40,610 --> 00:07:41,160
And I wasn't.
308
00:07:41,170 --> 00:07:41,880
Obsessed with my.
309
00:07:41,890 --> 00:07:42,460
Customer I didn't.
310
00:07:42,470 --> 00:07:43,600
Like I.
Didn't want to see him.
311
00:07:43,610 --> 00:07:46,540
I always thought about this is that if I
was to, go, on a cruise to go hang.
312
00:07:46,550 --> 00:07:48,720
Out with somebody, go to an event
surrounded by my dream.
313
00:07:48,730 --> 00:07:49,780
Customers would be like.
314
00:07:49,790 --> 00:07:50,260
Hey guys, let's.
315
00:07:50,270 --> 00:07:51,680
Go hang out where I'd be like.
316
00:07:51,690 --> 00:07:52,880
Man, i gotta go.
317
00:07:52,890 --> 00:07:54,210
Hide, I realized.
318
00:07:54,220 --> 00:07:55,970
Like i wanted to hide, i didn't love the.
319
00:07:55,980 --> 00:07:56,990
People I was serving.
320
00:07:57,070 --> 00:07:58,870
And because of that, I was miserable, and
321
00:07:58,880 --> 00:07:59,830
it wasn't until.
322
00:08:00,790 --> 00:08:01,700
Until I hit rock.
323
00:08:01,710 --> 00:08:02,820
Bottom my business was.
324
00:08:02,830 --> 00:08:04,340
Collapsing and failing I was, miserable,
325
00:08:04,420 --> 00:08:05,220
that i sat.
326
00:08:05,230 --> 00:08:06,240
Back and I remember I had a friend.
327
00:08:06,250 --> 00:08:09,990
Evan Pagan so he has no Evan he had a.
328
00:08:10,000 --> 00:08:10,450
Training out.
329
00:08:10,460 --> 00:08:11,250
There talking about your.
330
00:08:11,260 --> 00:08:12,410
Dream customer avatar.
331
00:08:12,520 --> 00:08:13,940
And I remember hearing.
332
00:08:13,950 --> 00:08:14,330
That and I was.
333
00:08:14,340 --> 00:08:14,910
Like I don't.
334
00:08:14,920 --> 00:08:15,880
I never thought about.
335
00:08:15,890 --> 00:08:17,000
I created a product and I sell.
336
00:08:17,010 --> 00:08:18,110
That's an entrepreneur do and he was.
337
00:08:18,120 --> 00:08:19,000
Like no you.
338
00:08:19,010 --> 00:08:19,360
Got to figure.
339
00:08:19,370 --> 00:08:20,610
Out who is that you actually want to
serve?
340
00:08:20,620 --> 00:08:23,740
Who is your dream customer avatar?
That's where you start.
341
00:08:23,980 --> 00:08:25,650
And he said, and he gave the suggestion,
he said.
342
00:08:25,660 --> 00:08:28,830
Go to Google images and actually find
images of the people who.
343
00:08:28,840 --> 00:08:31,290
Your dream avatar could, be, i thought
first, remember?
344
00:08:31,300 --> 00:08:32,080
Thinking that was like.
345
00:08:32,090 --> 00:08:33,270
The cheesiest thing in the world.
346
00:08:33,280 --> 00:08:33,679
But I was like.
347
00:08:33,690 --> 00:08:34,570
Alright, I'm gonna do it, I went.
348
00:08:34,580 --> 00:08:36,799
To Google images and I said OK who?
Who's my dream customer?
349
00:08:36,809 --> 00:08:38,740
What do they look like?
I went and I.
350
00:08:38,750 --> 00:08:39,870
First started I wanted.
351
00:08:39,880 --> 00:08:42,360
To find 2 avatars I wanted to find a male
352
00:08:42,370 --> 00:08:43,559
avatar and a female avatar.
353
00:08:43,570 --> 00:08:44,400
So I went there.
354
00:08:44,410 --> 00:08:44,590
I went.
355
00:08:44,600 --> 00:08:45,800
To Google images I typed.
356
00:08:45,810 --> 00:08:46,310
In the name.
357
00:08:46,320 --> 00:08:47,280
So I said, OK, I'm gonna name my.
358
00:08:47,290 --> 00:08:48,060
Avatar and call her.
359
00:08:48,070 --> 00:08:49,830
Julie and I said OK, no what?
360
00:08:49,840 --> 00:08:51,440
Do I know about Julie?
Well, Julie, if.
361
00:08:51,450 --> 00:08:53,140
She's my dream customer she's successful.
362
00:08:53,150 --> 00:08:55,050
She's driven, so, she has a message she
363
00:08:55,060 --> 00:08:56,330
wants to.
Share with the world.
364
00:08:56,990 --> 00:08:58,820
She values.
Her own personal growth over money.
365
00:08:58,830 --> 00:09:01,040
She already has her business to 8 or 9 or
366
-->
00:09:01,050 --> 00:09:01,640
Excuse me to 6.
367
00:09:01,650 --> 00:09:02,070
Figures here.
368
00:09:02,080 --> 00:09:02,840
She just wants to grow.
369
00:09:02,850 --> 00:09:03,850
To the next level.
370
00:09:03,860 --> 00:09:07,310
A type of things in and I'll send all
these faces popped into Google images.
371
00:09:07,320 --> 00:09:10,060
I'm scrolling through and eventually I
found this face right.
372
00:09:10,070 --> 00:09:11,010
Here I don't.
373
00:09:11,020 --> 00:09:13,210
Know who she actually is but this is my
374
00:09:13,220 --> 00:09:14,420
Julie. This is Julie.
375
00:09:14,430 --> 00:09:16,490
Who popped out of Google images?
For me, I was like.
376
00:09:16,500 --> 00:09:18,530
Oh my gosh, she looks like somebody I
want to hang out.
377
00:09:18,540 --> 00:09:18,880
I was going.
378
00:09:18,890 --> 00:09:20,150
To be like, hey Julie, what's up?
379
00:09:20,160 --> 00:09:20,860
Looks like we should.
380
00:09:20,870 --> 00:09:21,950
Hang out and be friends.
381
00:09:21,960 --> 00:09:23,370
So I took a picture of this off.
382
00:09:23,380 --> 00:09:23,990
Google images.
383
00:09:24,000 --> 00:09:24,870
And I put it in a frame.
384
00:09:24,880 --> 00:09:26,730
I had on my wall, I said, this is Julie
385
00:09:26,740 --> 00:09:28,270
this. Is my dream customer that I want to
386
00:09:28,280 --> 00:09:31,450
serve. Ok. And that was my first person and the
387
00:09:31,460 --> 00:09:33,340
next person.
I said is say, well who's.
388
00:09:33,540 --> 00:09:34,830
My mail. The male.
389
00:09:34,840 --> 00:09:36,010
Counterpart who I want to serve.
390
00:09:36,020 --> 00:09:37,370
On the male side and remember.
391
00:09:37,380 --> 00:09:38,200
Type, I said.
392
00:09:38,210 --> 00:09:38,840
I'm gonna call this.
393
00:09:38,850 --> 00:09:40,270
Guy Mike. So I called him Mike.
394
00:09:40,280 --> 00:09:40,870
Type in Google.
395
00:09:40,880 --> 00:09:42,180
I typed in a bunch of things I typed, in,
396
00:09:42,190 --> 00:09:44,960
former, athlete, to change someone's life
in a small way, he wants to.
397
00:09:44,970 --> 00:09:45,610
Share it with more.
398
00:09:45,620 --> 00:09:46,790
He values growth over money.
399
00:09:46,800 --> 00:09:48,830
Already has got his business figure but
wants to grow.
400
00:09:48,840 --> 00:09:49,230
It to 6.
401
00:09:49,240 --> 00:09:51,290
And seven and beyond type of stuff into
402
00:09:51,300 --> 00:09:52,950
Google. Images and boom this.
403
00:09:52,960 --> 00:09:53,960
Picture popped.
Out of Mike.
404
00:09:53,970 --> 00:09:54,640
And I was like.
405
00:09:54,650 --> 00:09:56,000
Mike looks awesome.
406
00:09:56,010 --> 00:09:57,180
I would totally go hang out with this
guy.
407
00:09:57,190 --> 00:09:58,080
We have so much fun.
408
00:09:58,090 --> 00:09:59,030
We're talking about marketing.
409
00:09:59,040 --> 00:10:00,640
And business.
And sports. And I was like, I would love
410
00:10:00,650 --> 00:10:02,190
to hang out with like so I took.
411
00:10:02,200 --> 00:10:02,920
His picture I printed.
412
00:10:02,930 --> 00:10:04,460
Out on my wall and I had my mic.
413
00:10:04,470 --> 00:10:06,210
And my Julie now.
414
00:10:06,630 --> 00:10:07,480
I tell you the story.
415
00:10:07,490 --> 00:10:08,740
Because i was.
416
00:10:08,750 --> 00:10:11,070
Kind of almost doing initially as a joke.
417
00:10:11,080 --> 00:10:12,550
I'm like this is not like something
418
00:10:12,560 --> 00:10:13,960
that's actually.
Going to work, right?
419
00:10:13,970 --> 00:10:14,940
But I did it put them on the.
420
00:10:14,950 --> 00:10:16,160
Wall and I started.
421
00:10:16,170 --> 00:10:17,930
Thinking about it when I was trying to
create different.
422
00:10:17,940 --> 00:10:18,520
Products I look at.
423
00:10:18,530 --> 00:10:19,090
Them I like.
424
00:10:19,100 --> 00:10:21,040
Is something Mike and Julie want is
something.
425
00:10:21,050 --> 00:10:21,770
That my dream customer.
426
00:10:21,780 --> 00:10:22,940
Actually want OK.
427
00:10:22,950 --> 00:10:25,370
If I said this in an ad, would that get
that?
428
00:10:25,380 --> 00:10:28,620
Them to like come towards me or that
repel and make them push away from, me, i
429
00:10:28,630 --> 00:10:29,450
start thinking about these.
430
00:10:29,460 --> 00:10:30,450
Things and it shifted.
431
00:10:30,490 --> 00:10:31,960
My mindset.
On so many things.
432
00:10:31,970 --> 00:10:34,300
How we created products?
To different ads we made and.
433
00:10:34,310 --> 00:10:35,180
All sorts of things like.
434
00:10:35,190 --> 00:10:37,610
That now kind of a funny.
435
00:10:37,620 --> 00:10:39,630
Back story.
Some of you guys.
436
00:10:39,640 --> 00:10:42,050
Know I've ran an inner circle mastermind
program.
437
00:10:42,060 --> 00:10:46,050
For the last six or seven years and this
year I actually.
438
00:10:46,100 --> 00:10:47,140
Put it on pause for a little.
439
00:10:47,150 --> 00:10:48,000
While my kids are.
440
00:10:48,010 --> 00:10:48,350
Going to be.
441
00:10:48,360 --> 00:10:49,530
Starting high school next year and bunch
442
00:10:49,540 --> 00:10:51,560
of other things and I just wanted and not
so much.
443
00:10:51,570 --> 00:10:53,490
Wanted, but i needed and wanted.
444
00:10:53,500 --> 00:10:56,860
I needed both, but I needed to block out
445
00:10:56,870 --> 00:10:57,440
time, so I want to.
446
00:10:57,450 --> 00:10:59,130
Spend more time with, my, kids and so
447
00:10:59,140 --> 00:11:01,210
something. Had to go and had this amazing.
448
00:11:01,240 --> 00:11:02,070
Mash my program that's.
449
00:11:02,080 --> 00:11:03,410
Making tons of money and I went to all my
450
00:11:03,420 --> 00:11:05,560
people and i paused it and I said.
451
00:11:05,570 --> 00:11:06,600
I'm gonna pause it for a couple of.
452
00:11:06,610 --> 00:11:09,160
Years, just so I can get, you know, my
kids through high school and all.
453
00:11:09,170 --> 00:11:10,160
Kind of things and.
454
00:11:10,170 --> 00:11:10,720
It was a sad.
455
00:11:10,730 --> 00:11:13,820
Emotional thing. This is actually my
inner circle members.
456
00:11:13,830 --> 00:11:14,240
A couple of.
457
00:11:14,250 --> 00:11:15,990
Times a year and it was really sad.
458
00:11:16,000 --> 00:11:16,780
And I remember.
459
00:11:17,150 --> 00:11:17,600
As I was.
460
00:11:17,610 --> 00:11:20,440
Sitting out there and I was talking to
him the last day, the last meeting I
461
00:11:20,450 --> 00:11:23,080
looked out and that they're all there and
I told him about.
462
00:11:23,090 --> 00:11:23,590
This story, I said.
463
00:11:23,600 --> 00:11:24,270
You know what's crazy?
464
00:11:24,280 --> 00:11:25,000
I said five or six.
465
00:11:25,010 --> 00:11:25,820
Years ago.
466
00:11:26,490 --> 00:11:27,150
I build out this.
467
00:11:27,160 --> 00:11:28,880
Customer avatar and I started.
468
00:11:28,890 --> 00:11:31,320
I went through and I pulled up Julie.
469
00:11:31,330 --> 00:11:32,290
I started talking.
470
00:11:32,300 --> 00:11:35,610
About like who Julie was and I said who?
Here in this room is a Julie and.
471
00:11:35,620 --> 00:11:36,210
Literally all the.
472
00:11:36,220 --> 00:11:37,080
Women's hands raised up.
473
00:11:37,090 --> 00:11:37,730
They're like.
474
00:11:37,740 --> 00:11:39,650
That's me. And then sitting right there
475
00:11:39,660 --> 00:11:40,630
was Julie Stoian.
476
00:11:40,640 --> 00:11:42,330
And Julie's like I've had so many.
477
00:11:42,340 --> 00:11:45,170
People who readthe.com
secrets book and asked if this Julie was
478
00:11:45,180 --> 00:11:49,490
me because it's like feeds like fits her
to a tee and I was like.
479
00:11:49,500 --> 00:11:50,090
I look, I said.
480
00:11:50,100 --> 00:11:51,210
Because I put that out five.
481
00:11:51,220 --> 00:11:52,660
Years ago all the.
482
00:11:52,670 --> 00:11:53,790
Decisions and choices I.
483
00:11:53,800 --> 00:11:54,910
Made led to a room full of.
484
00:11:54,920 --> 00:11:56,060
Julies and I talked.
485
00:11:56,070 --> 00:11:57,510
About the.
Mic and explained the mic person.
486
00:11:57,520 --> 00:11:58,770
I said who?
Here is the mic.
487
00:11:58,780 --> 00:11:59,670
And all the men raised their.
488
00:11:59,680 --> 00:12:00,480
Hand, I said.
489
00:12:00,490 --> 00:12:03,490
Isn't it fascinating, this little?
Tweak that I made.
490
00:12:03,500 --> 00:12:05,280
Five or six years?
Ago is to define.
491
00:12:05,290 --> 00:12:07,710
Who do? Who do I want to serve?
And then figure out the products and
492
00:12:07,720 --> 00:12:10,100
services they.
Would want as opposed to me being like
493
00:12:10,110 --> 00:12:10,950
this. Would make me money.
494
00:12:10,960 --> 00:12:11,710
This would be a good thing.
495
00:12:11,720 --> 00:12:12,600
I could sell I.
496
00:12:12,610 --> 00:12:13,460
Shifted it to focus.
497
00:12:13,470 --> 00:12:14,610
On them first.
498
00:12:14,750 --> 00:12:15,490
And because of that.
499
00:12:15,500 --> 00:12:16,400
Little choice that little.
500
00:12:16,410 --> 00:12:17,640
Hinge swung this.
501
00:12:17,650 --> 00:12:18,640
Huge door there now.
502
00:12:18,650 --> 00:12:19,330
Five or six years.
503
00:12:19,340 --> 00:12:20,830
Later I had a, mastermind, with over 100
504
00:12:20,840 --> 00:12:21,720
people in it paying.
505
00:12:21,730 --> 00:12:23,140
Fifty thousand dollars a year to.
506
00:12:23,150 --> 00:12:23,900
Be part of it.
507
00:12:23,910 --> 00:12:26,130
Is all filled with my dream customers.
508
00:12:26,410 --> 00:12:27,990
People would want to hang out with
anyway.
509
00:12:28,000 --> 00:12:29,290
And so that's the power that's.
510
00:12:29,300 --> 00:12:29,750
The very first.
511
00:12:29,760 --> 00:12:31,600
Step is who becoming.
512
00:12:31,610 --> 00:12:33,260
Super clear on who it is you want to
513
00:12:33,270 --> 00:12:35,130
serve. Ok, if you're listening right now, you're
514
00:12:35,140 --> 00:12:36,760
like, I hate my customers it's probably.
515
00:12:36,770 --> 00:12:37,400
Because you write.
516
00:12:37,410 --> 00:12:40,920
It OK. It's OK to change, especially now
the beginning of the year.
517
00:12:40,930 --> 00:12:41,620
Now is the best.
518
00:12:41,630 --> 00:12:42,410
Time in the world to change.
519
00:12:42,420 --> 00:12:43,760
In fact, I made this decision.
520
00:12:43,770 --> 00:12:45,700
It was right after New Year's and there's
521
00:12:45,710 --> 00:12:46,120
a video that.
522
00:12:46,130 --> 00:12:47,570
Tony Robinson's wife Sage put out.
523
00:12:47,580 --> 00:12:48,840
There in Fiji and.
524
00:12:48,850 --> 00:12:49,580
I remember that they.
525
00:12:49,590 --> 00:12:53,720
Were sitting there talking and Tony
Robbins said, you know, that you know
526
00:12:53,730 --> 00:12:55,580
said we can change anytime we want, all
year.
527
00:12:55,590 --> 00:12:56,170
Long a lot of people.
528
00:12:56,180 --> 00:12:56,850
During New Year's.
529
00:12:56,860 --> 00:12:57,500
They give themselves.
530
00:12:57,510 --> 00:12:58,800
Permission to actually changing so they
531
00:12:58,810 --> 00:12:59,930
challenge you that if you're.
532
00:12:59,940 --> 00:13:01,800
In a relationship you'll like, you should
533
00:13:01,810 --> 00:13:02,600
change it.
534
00:13:02,610 --> 00:13:03,200
So if you're in a.
535
00:13:03,210 --> 00:13:03,780
Business you're like.
536
00:13:03,790 --> 00:13:04,350
You should change.
537
00:13:04,360 --> 00:13:06,490
It if you're in, whatever, you need four
five you know.
538
00:13:06,500 --> 00:13:08,710
If you're in a body you're not happy
with, you should change it.
539
00:13:08,720 --> 00:13:10,400
And we're.
Sitting there and This is why I made this
540
00:13:10,410 --> 00:13:11,060
decision of I'm.
541
00:13:11,070 --> 00:13:12,520
Going to change my customers because
542
00:13:12,530 --> 00:13:13,830
Tony. Gave me permission, so I'm gonna give you
543
00:13:13,840 --> 00:13:15,480
guys permission just because you've gone.
544
00:13:15,490 --> 00:13:16,080
A year, two years.
545
00:13:16,090 --> 00:13:16,440
Five years.
546
00:13:16,450 --> 00:13:17,500
10 years down in business.
547
00:13:17,510 --> 00:13:18,280
Does not mean you.
548
00:13:18,290 --> 00:13:19,400
Can't shift it you.
549
00:13:19,410 --> 00:13:20,300
Can't change it.
550
00:13:20,310 --> 00:13:21,510
I did and on the.
551
00:13:21,520 --> 00:13:22,960
Other side of that, so much more
happiness.
552
00:13:22,970 --> 00:13:24,260
And fulfillment.
It'll be worth.
553
00:13:24,270 --> 00:13:27,640
It to you, OK, someone who is your dream
customer his second question I was.
554
00:13:27,650 --> 00:13:31,710
Like where are these?
People actually congregating, OK.
555
00:13:32,070 --> 00:13:33,310
Becomes really.
Easy when you realize.
556
00:13:33,320 --> 00:13:35,220
Like exactly who this person?
Is you know, OK.
557
00:13:35,230 --> 00:13:36,280
This is what?
The person.
558
00:13:36,290 --> 00:13:36,760
Is what they do.
559
00:13:36,770 --> 00:13:37,490
What they like and.
560
00:13:37,500 --> 00:13:39,700
The better.
You get to know who this person is, the
561
00:13:39,710 --> 00:13:43,540
better you're going to figure out where
are they actually congregating OK like
562
00:13:43,550 --> 00:13:45,050
where do they?
Spend their time.
563
00:13:45,190 --> 00:13:46,600
I made a list last night.
564
00:13:46,610 --> 00:13:48,200
Just some things are thinking.
565
00:13:48,490 --> 00:13:50,440
About where?
Ok, what are the?
566
00:13:50,450 --> 00:13:52,160
Top websites.
Your dream customers already.
567
00:13:52,170 --> 00:13:53,400
Go to every single day.
568
00:13:53,410 --> 00:13:55,050
Ok, what forums or message boards they
569
00:13:55,060 --> 00:13:56,180
participate in what?
Are the Facebook.
570
00:13:56,190 --> 00:13:57,000
Groups, they participate.
571
00:13:57,010 --> 00:13:57,670
In who are the?
572
00:13:57,680 --> 00:13:58,610
Influences, they follow on.
573
00:13:58,620 --> 00:13:59,640
Facebook or Instagram?
574
00:13:59,650 --> 00:14:00,830
What podcasts they listen to.
575
00:14:00,840 --> 00:14:01,990
What are the email newsletters that
576
00:14:02,000 --> 00:14:03,340
subscribe?
To blogs they read.
577
00:14:03,350 --> 00:14:05,220
What channels?
They follow into what keywords they
578
00:14:05,230 --> 00:14:07,870
searching for in Google to find
information.
579
00:14:08,150 --> 00:14:09,650
Ok, this is where your dream.
580
00:14:09,660 --> 00:14:12,470
Customers are congregating where they're
581
00:14:12,480 --> 00:14:14,290
at, OK, so your job as the marketers.
582
00:14:14,300 --> 00:14:15,570
Figure out I gotta find out where these.
583
00:14:15,580 --> 00:14:17,510
People are.
Ok, it's funny, I just.
584
00:14:17,520 --> 00:14:20,550
Wrote this book traffic, secrets, and
whenever I talk.
585
00:14:20,560 --> 00:14:21,550
About traffic, they're like.
586
00:14:21,560 --> 00:14:22,180
They think it's this.
587
00:14:22,190 --> 00:14:25,980
Magic Mystery of like OK well how do I?
How do I do it?
588
00:14:25,990 --> 00:14:27,790
Like what are the keywords?
What are they always like?
589
00:14:27,800 --> 00:14:28,510
Worried about all the.
590
00:14:28,520 --> 00:14:29,650
Algorithms I'm like look.
591
00:14:29,660 --> 00:14:30,490
Traffic is really simple.
592
00:14:30,500 --> 00:14:31,380
When you think about it.
593
00:14:31,390 --> 00:14:33,010
It's just it's just figuring.
594
00:14:33,020 --> 00:14:34,360
Out who your dream customers and figure
595
00:14:34,370 --> 00:14:35,780
out where the congregating OK.
596
00:14:35,790 --> 00:14:36,660
One of my favorite stories.
597
00:14:36,670 --> 00:14:38,330
I'm sure most she has heard me tell the
story.
598
00:14:38,340 --> 00:14:41,040
Four, but when I was in high school.
599
00:14:41,050 --> 00:14:42,870
And college I was wrestler wrestling,
600
00:14:42,880 --> 00:14:44,780
Utah growing.
Up I was a state champ there.
601
00:14:44,790 --> 00:14:47,750
Rest of the year bringing university and
they cut their wrestling programs i came
602
00:14:47,760 --> 00:14:49,680
to Boise State and I had my last.
603
00:14:49,690 --> 00:14:50,220
Four years here.
604
00:14:50,230 --> 00:14:51,170
Boise State.
And I.
605
00:14:51,180 --> 00:14:55,180
Remember, as much as I love my people, my
wrestlers.
606
00:14:55,390 --> 00:14:56,810
We're not always the smartest.
607
00:14:57,230 --> 00:15:00,430
Group in any, in any bunch and.
608
00:15:00,670 --> 00:15:02,080
Because most of us were struggling.
609
00:15:02,090 --> 00:15:03,310
To make grades, they made it.
610
00:15:03,320 --> 00:15:05,060
Mandatory for every single wrestler you
had to.
611
00:15:05,070 --> 00:15:06,740
Go to study hall every single night.
612
00:15:06,770 --> 00:15:07,710
So every single.
613
00:15:07,720 --> 00:15:10,260
Night practice done we'd all go home we'd
eat and we drive.
614
00:15:10,270 --> 00:15:12,850
Over to study Hall and all the wrestlers
being study hall because we were all.
615
00:15:12,860 --> 00:15:13,820
Struggling in school.
616
00:15:13,830 --> 00:15:14,940
And so we're sitting there doing
617
00:15:14,950 --> 00:15:16,670
homework. I remember every single day.
618
00:15:16,680 --> 00:15:17,180
Doing this and I.
619
00:15:17,190 --> 00:15:18,160
Remember, it's probably 2.
620
00:15:18,170 --> 00:15:19,240
Or three months into my.
621
00:15:19,250 --> 00:15:20,110
Sophomore year.
622
00:15:20,120 --> 00:15:21,260
And I'm sitting there.
623
00:15:21,500 --> 00:15:24,090
And I'm doing my homework and then I'm.
624
00:15:24,450 --> 00:15:26,570
Thinking about wrestling?
Thinking about my match coming up and.
625
00:15:26,580 --> 00:15:27,690
Thinking about other things.
626
00:15:27,700 --> 00:15:29,840
And there was a website that.
627
00:15:29,850 --> 00:15:31,940
Me and all of the wrestlers, always.
628
00:15:32,010 --> 00:15:33,430
Congregated at and it was.
629
00:15:33,440 --> 00:15:34,640
The Matt.
Dot com there's.
630
00:15:34,650 --> 00:15:35,700
Matt hasn't has kind of.
631
00:15:35,710 --> 00:15:36,140
Shrunk in the.
632
00:15:36,150 --> 00:15:37,500
Last few years and from my wrestlers.
633
00:15:37,510 --> 00:15:38,540
There's bigger ones out there, the
634
00:15:38,550 --> 00:15:41,140
better, but.
Matcom was the place when I was in.
635
00:15:41,150 --> 00:15:42,080
College and so I.
636
00:15:42,090 --> 00:15:43,120
Remember, I'd go matcom.
637
00:15:43,130 --> 00:15:44,190
And I get sucked.
638
00:15:44,200 --> 00:15:45,090
Into like the message.
639
00:15:45,100 --> 00:15:46,990
Boards and like talking about this
wrestler versus.
640
00:15:47,000 --> 00:15:48,790
Wrestler thing after thing like and like.
641
00:15:48,800 --> 00:15:49,800
That was my place, those.
642
00:15:49,810 --> 00:15:50,700
Were my people.
643
00:15:50,720 --> 00:15:51,550
Right, we hung out.
644
00:15:51,560 --> 00:15:52,310
We had a good time and that's.
645
00:15:52,320 --> 00:15:52,540
Where we?
646
00:15:52,550 --> 00:15:55,290
Spent all of our time is all congregating
here in this one spot.
647
00:15:55,300 --> 00:15:57,420
Ok, and remember, kind of a funny story.
648
00:15:57,430 --> 00:15:59,650
One day, as I was in there.
649
00:15:59,660 --> 00:16:00,600
I had to go to bathroom stop.
650
00:16:00,610 --> 00:16:01,690
I started walking out and I was.
651
00:16:01,700 --> 00:16:03,940
Looking over, I started looking at the
other wrestlers I noticed.
652
00:16:03,950 --> 00:16:06,780
That like.
Our hundred thirty three pounder was.
653
00:16:06,790 --> 00:16:07,290
On the mat dot.
654
00:16:07,300 --> 00:16:08,450
Com Our heavyweight was on the mat.
655
00:16:08,460 --> 00:16:09,850
Dot com 100 7 pounder.
656
00:16:09,860 --> 00:16:11,450
I was looking at like ohh my gosh.
657
00:16:11,460 --> 00:16:14,970
All of the wrestlers in Boise, in study
Hall are literally in this.
658
00:16:14,980 --> 00:16:15,820
One spot right now.
659
00:16:15,830 --> 00:16:16,920
Talking about wrestling.
660
00:16:16,930 --> 00:16:17,640
I'm thinking of like.
661
00:16:17,650 --> 00:16:18,600
I'm sure it's not just Boise.
662
00:16:18,610 --> 00:16:20,080
State I bet you every single college.
663
00:16:20,090 --> 00:16:21,630
Campus in the country.
664
00:16:21,670 --> 00:16:22,420
The wrestlers are in.
665
00:16:22,430 --> 00:16:23,440
Study Hall right now.
666
00:16:23,450 --> 00:16:24,300
And we're all on.
667
00:16:24,310 --> 00:16:26,040
The exact same website and it's not just.
668
00:16:26,050 --> 00:16:27,830
Happening in college is happening in high
school is happening.
669
00:16:27,840 --> 00:16:28,870
For people that have already.
670
00:16:28,880 --> 00:16:29,790
Graduated happening in other.
671
00:16:29,800 --> 00:16:30,640
Countries like the.
672
00:16:30,650 --> 00:16:31,930
Entire world, everyone cares about
673
00:16:31,940 --> 00:16:32,520
wrestling is all.
674
00:16:32,530 --> 00:16:34,050
Congregating this one spot.
675
00:16:34,250 --> 00:16:34,940
So my question.
676
00:16:34,950 --> 00:16:36,220
For you is if you're selling a wrestling
677
00:16:36,230 --> 00:16:37,550
product. Where do you go?
678
00:16:37,690 --> 00:16:39,590
Where do?
You go to throw your bait.
679
00:16:40,390 --> 00:16:41,600
Right, you just find out where are the.
680
00:16:41,610 --> 00:16:42,640
Wrestlers congregated and you.
681
00:16:42,650 --> 00:16:43,280
Throw out your bait.
682
00:16:43,290 --> 00:16:44,790
Right there, I remember.
683
00:16:44,830 --> 00:16:45,890
When I was in.
684
00:16:45,910 --> 00:16:46,220
The mat.
685
00:16:46,230 --> 00:16:48,120
Dot com I would see there be ads on the
side for the.
686
00:16:48,130 --> 00:16:52,320
Granby system wrestling thing and ken,
Cheer towels wrestling, camps, and the
687
00:16:52,330 --> 00:16:53,360
soup. Plays dummies like.
688
00:16:53,370 --> 00:16:55,700
All the ads were all in there all the
time right there.
689
00:16:55,710 --> 00:16:58,040
All people throwing their hooks in trying
to grab.
690
00:16:58,050 --> 00:16:59,270
People out of this pond.
691
00:16:59,450 --> 00:17:00,140
Ok, so same thing.
692
00:17:00,150 --> 00:17:01,060
Is true for you.
693
00:17:01,070 --> 00:17:01,840
As soon as you get.
694
00:17:01,850 --> 00:17:03,660
A clear picture of who this person is and
if.
695
00:17:03,670 --> 00:17:04,849
You're where they congregating.
696
00:17:05,069 --> 00:17:06,050
Ok, if you don't know where.
697
00:17:06,060 --> 00:17:06,900
This is at.
698
00:17:06,910 --> 00:17:07,240
It means.
699
00:17:07,250 --> 00:17:09,410
You got to start getting deeper into your
dream customer.
700
00:17:09,490 --> 00:17:10,470
Ok. Yes, I feel.
701
00:17:10,480 --> 00:17:12,099
What podcasts they listen to.
702
00:17:12,109 --> 00:17:13,670
Ok, if you're not listening to some
podcast, they are.
703
00:17:13,680 --> 00:17:15,470
You're gonna struggle, to, speak to them.
704
00:17:15,480 --> 00:17:16,240
That know the language.
705
00:17:16,250 --> 00:17:18,420
Are you listening?
To you're going to hear other people are
706
00:17:18,430 --> 00:17:19,910
saying to them OK,
So you got to find.
707
00:17:19,920 --> 00:17:22,569
Out where the podcast My dream customers
listen to and you should be listening
708
00:17:22,579 --> 00:17:23,520
what?
Are the Facebook.
709
00:17:23,530 --> 00:17:24,190
Groups that are on.
710
00:17:24,200 --> 00:17:25,480
You need to get inside those groups.
711
00:17:25,490 --> 00:17:25,869
And be part.
712
00:17:25,880 --> 00:17:26,700
Of and participate.
713
00:17:26,900 --> 00:17:29,100
You got to become part of these
communities and that's to help you
714
00:17:29,110 --> 00:17:30,730
understand. How to come in?
715
00:17:30,740 --> 00:17:32,160
Here and throw your bait in.
716
00:17:32,280 --> 00:17:32,880
Ok.
717
00:17:33,100 --> 00:17:35,230
All right. So that takes us now to.
718
00:17:35,240 --> 00:17:35,820
Number three so.
719
00:17:35,830 --> 00:17:38,080
Who's your dream customer?
Where are they congregating?
720
00:17:38,540 --> 00:17:40,620
Now what is the bait?
The bait we're going.
721
00:17:40,630 --> 00:17:40,990
To throw in.
722
00:17:41,000 --> 00:17:42,230
Now we found this congregation.
723
00:17:42,420 --> 00:17:43,710
We gotta throw something in here.
724
00:17:43,720 --> 00:17:46,030
To try to capture him, try to grab them
725
00:17:46,040 --> 00:17:49,490
right and so in the past, I always.
726
00:17:49,500 --> 00:17:51,230
Said just throw out, bait, but in the new
727
00:17:51,240 --> 00:17:52,430
version of the.com
secret book?
728
00:17:52,440 --> 00:17:52,660
I talked.
729
00:17:52,670 --> 00:17:54,780
About how bait is actually this concept,
730
00:17:54,790 --> 00:17:56,890
called, hook story offer right?
We have this.
731
00:17:56,900 --> 00:17:57,630
Thing we throw our.
732
00:17:57,640 --> 00:17:58,290
Bait in and we have a.
733
00:17:58,300 --> 00:17:59,530
Hook OK if.
734
00:17:59,540 --> 00:18:00,450
You think about that?
735
00:18:00,460 --> 00:18:01,330
They're in this form.
736
00:18:01,340 --> 00:18:03,800
They're in this community, and, visualize
737
00:18:03,810 --> 00:18:04,530
this right.
738
00:18:04,540 --> 00:18:05,620
Here's this. Here's this person.
739
00:18:05,630 --> 00:18:06,020
This is your.
740
00:18:06,030 --> 00:18:07,360
Dream customer. They're hanging out in
741
00:18:07,370 --> 00:18:09,170
this community and they're on there.
742
00:18:10,110 --> 00:18:10,700
This is the phone.
743
00:18:10,710 --> 00:18:11,580
They're on their phone.
744
00:18:11,590 --> 00:18:13,160
And they're seeing all these, you know.
745
00:18:13,170 --> 00:18:15,290
They're scrolling, there's reading
things, they're commenting.
746
00:18:15,300 --> 00:18:17,460
Stuff, and you're coming here and you're
throwing.
747
00:18:17,470 --> 00:18:18,080
This hook in.
748
00:18:18,090 --> 00:18:19,660
To try to grab their attention just for a
749
00:18:19,670 --> 00:18:21,080
second case, the first part.
750
00:18:21,090 --> 00:18:22,300
Of the process, you grab the hook to grab
751
00:18:22,310 --> 00:18:22,770
them. We go.
752
00:18:22,780 --> 00:18:24,150
Deeper and you grab the hook.
753
00:18:24,190 --> 00:18:24,940
Ok, and if.
754
00:18:24,950 --> 00:18:25,410
You do it right.
755
00:18:25,420 --> 00:18:26,300
You get attention just for a.
756
00:18:26,310 --> 00:18:27,840
Second, then you have this.
757
00:18:27,850 --> 00:18:28,930
Little window of opportunity.
758
00:18:28,940 --> 00:18:30,370
Now they've got their, attention, you
have this.
759
00:18:30,380 --> 00:18:31,070
Window you.
Have a chance?
760
00:18:31,080 --> 00:18:33,100
To tell them a story, and the goal of the
story is to.
761
00:18:33,110 --> 00:18:36,280
Build the relationship and connection
with you OK and then to.
762
00:18:36,290 --> 00:18:38,080
Increase the.
Perceived value of.
763
00:18:38,090 --> 00:18:38,810
Whatever it is, you're.
764
00:18:38,820 --> 00:18:39,970
About to sell them.
765
00:18:40,380 --> 00:18:41,270
Ok, let me say it again so.
766
00:18:41,280 --> 00:18:43,600
The goal? The hook grabs their attention.
767
00:18:44,380 --> 00:18:46,110
Just long enough you can tell them a
story.
768
00:18:46,120 --> 00:18:46,760
The story builds.
769
00:18:46,770 --> 00:18:47,650
The connection with.
770
00:18:47,660 --> 00:18:49,160
You and the and the person.
771
00:18:49,520 --> 00:18:50,340
Ok and then.
772
00:18:50,350 --> 00:18:50,950
Gives you the ability.
773
00:18:50,960 --> 00:18:52,710
To increase the perceived value.
774
00:18:52,720 --> 00:18:53,160
Of the thing.
775
00:18:53,170 --> 00:18:53,850
You're going to offer.
776
00:18:53,860 --> 00:18:55,980
Them, and then you make them an offer.
777
00:18:56,000 --> 00:18:57,180
Ok, so it's hook.
778
00:18:57,740 --> 00:19:00,590
Yeah, hook.
Story offer this is the framework I'm
779
00:19:00,600 --> 00:19:02,290
gonna. Go deeper into this here in a second we
780
00:19:02,300 --> 00:19:04,650
hook them.
Tell them a story and make him an offer.
781
00:19:04,940 --> 00:19:06,560
Ok.
And that's how you get.
782
00:19:06,570 --> 00:19:09,230
Somebody from this community to be.
783
00:19:09,240 --> 00:19:10,290
Able to get their attention so you can.
784
00:19:10,300 --> 00:19:12,120
Actually, start serving them OK.
785
00:19:12,130 --> 00:19:15,160
Now it's interesting you guys this right
786
00:19:15,170 --> 00:19:21,780
here, so, this was the first bait, the
first thing that.
787
00:19:21,790 --> 00:19:22,670
We put out there.
788
00:19:22,680 --> 00:19:23,620
That was specifically.
789
00:19:24,220 --> 00:19:25,390
To grab my dream.
790
00:19:25,400 --> 00:19:26,620
Customer OK, this was my.
791
00:19:26,630 --> 00:19:30,300
Hook to grab Mike and really the prior?
To this is she has no.
792
00:19:30,310 --> 00:19:31,980
In before I had this hundred split.
793
00:19:31,990 --> 00:19:33,460
Test book most of the things I was
794
00:19:33,470 --> 00:19:34,890
selling. Like how to get as quick on the Internet,
795
00:19:34,900 --> 00:19:36,660
how to make money on eBay, how to make
money doing that.
796
00:19:36,670 --> 00:19:39,190
Like there are all, these, things that
were like.
797
00:19:39,370 --> 00:19:41,240
There were attracting the wrong kind of
person.
798
00:19:41,250 --> 00:19:43,480
Wasn't tracking entrepreneurs attracting
wanted to get rich?
799
00:19:43,490 --> 00:19:45,930
Quick, right which?
Those are the customers.
800
00:19:45,940 --> 00:19:46,360
I didn't like.
801
00:19:46,370 --> 00:19:47,040
That I didn't want to spend.
802
00:19:47,050 --> 00:19:48,050
Time with OK.
803
00:19:48,060 --> 00:19:48,720
So I wrote this.
804
00:19:48,730 --> 00:19:50,350
Book 100.
Split. Test winners.
805
00:19:50,550 --> 00:19:51,560
And it was interesting.
806
00:19:51,570 --> 00:19:52,460
I took my existing.
807
00:19:52,470 --> 00:19:53,370
Customers and I promoted.
808
00:19:53,380 --> 00:19:53,950
I'm like, hey, I wrote.
809
00:19:53,960 --> 00:19:54,580
This new book hundred.
810
00:19:54,590 --> 00:19:55,440
Split test winners.
811
00:19:55,450 --> 00:19:56,400
And of my.
812
00:19:56,550 --> 00:19:58,350
100 Fifty 200,000 thousand subscribers.
813
00:19:58,370 --> 00:19:59,210
At the time.
814
00:19:59,220 --> 00:19:59,530
The amount.
815
00:19:59,540 --> 00:20:00,070
Of people thought.
816
00:20:00,080 --> 00:20:01,260
This was maybe a dozen.
817
00:20:02,070 --> 00:20:04,420
Ok.
So this bait I put out there what?
818
00:20:04,430 --> 00:20:06,740
Did it do I put this beta here?
And the wrong customers.
819
00:20:06,750 --> 00:20:07,370
Came and looked at it.
820
00:20:07,380 --> 00:20:08,320
Said hundred eight split test.
821
00:20:08,330 --> 00:20:10,800
What does that even mean?
Ok, and it repelled.
822
00:20:10,810 --> 00:20:11,460
Them like I don't.
823
00:20:11,470 --> 00:20:12,100
Like that sounds like.
824
00:20:12,110 --> 00:20:13,410
A lot of work so that it repelled.
825
00:20:13,420 --> 00:20:15,490
Them and it went away, OK.
826
00:20:15,570 --> 00:20:19,060
But the right people, my dream customer
said one hundred eight.
827
00:20:19,070 --> 00:20:20,120
Split tests like.
828
00:20:20,130 --> 00:20:21,500
Oh my gosh, they're entrepreneur.
829
00:20:21,510 --> 00:20:22,300
Like these are Russell.
830
00:20:22,310 --> 00:20:23,330
Split tests simple.
831
00:20:23,340 --> 00:20:25,020
Tweaks you make your funnel like that.
832
00:20:25,030 --> 00:20:27,210
Bait attracted my dream customer.
833
00:20:27,310 --> 00:20:28,670
The mics and the julies.
834
00:20:29,470 --> 00:20:30,820
Of the of the.
835
00:20:30,830 --> 00:20:33,900
Of the communities that we were, we were
putting this offer out.
836
00:20:33,910 --> 00:20:34,740
They heard it and they're.
837
00:20:34,750 --> 00:20:35,100
Like Oh my.
838
00:20:35,110 --> 00:20:36,140
Gosh, like that's the.
839
00:20:36,150 --> 00:20:36,530
Thing I need.
840
00:20:36,540 --> 00:20:38,090
That's what I need to do and they raise
their hand.
841
00:20:38,100 --> 00:20:39,700
They came.
And they bought it OK,
842
00:20:39,710 --> 00:20:40,300
What happened was.
843
00:20:40,310 --> 00:20:41,130
Interesting is that.
844
00:20:41,140 --> 00:20:42,600
A huge list of all.
845
00:20:42,620 --> 00:20:43,610
These business opportunity.
846
00:20:43,620 --> 00:20:44,210
Seekers who want to.
847
00:20:44,220 --> 00:20:44,490
Get rich.
848
00:20:44,500 --> 00:20:46,770
Quick on the, internet, they stopped
responding to.
849
00:20:46,780 --> 00:20:48,200
My offers OK, eventually.
850
00:20:48,210 --> 00:20:49,180
They all kind of faded away, and they.
851
00:20:49,190 --> 00:20:50,790
Disappeared and all sudden this new
breed.
852
00:20:50,800 --> 00:20:52,050
Of entrepreneurs, the people that.
853
00:20:52,060 --> 00:20:53,050
Wanted to work hard.
854
00:20:53,060 --> 00:20:54,590
That believed in growth that.
855
00:20:54,600 --> 00:20:55,220
Wanted to figure out.
856
00:20:55,230 --> 00:20:55,950
The next level.
857
00:20:55,960 --> 00:20:57,700
Those people saw this hook.
858
00:20:57,840 --> 00:21:00,050
And it attracted them that's amazing.
859
00:21:00,060 --> 00:21:01,530
They came, they came, they bought the
860
00:21:01,540 --> 00:21:03,130
hook, OK?
They saw me.
861
00:21:03,140 --> 00:21:03,730
Make an offer.
862
00:21:03,740 --> 00:21:04,330
Tell the story.
863
00:21:04,340 --> 00:21:05,440
Let me tell you a story about this book
I.
864
00:21:05,450 --> 00:21:05,890
Told the story.
865
00:21:05,900 --> 00:21:07,080
Of the book like Oh my gosh, this is
866
00:21:07,090 --> 00:21:08,050
amazing i must buy it.
867
00:21:08,060 --> 00:21:10,120
I need this, thing, made an offer go by
868
00:21:10,130 --> 00:21:12,260
the. Book and boom it happened story offer I
869
00:21:12,270 --> 00:21:13,780
started. Getting my I started grabbing my dream
870
00:21:13,790 --> 00:21:14,430
customers out of.
871
00:21:14,440 --> 00:21:15,070
This place, right?
872
00:21:15,080 --> 00:21:16,010
Here and started coming.
873
00:21:16,020 --> 00:21:16,720
Into my world.
874
00:21:16,730 --> 00:21:19,460
And that, literally, is what shifted my
whole future.
875
00:21:19,470 --> 00:21:22,090
My whole everything since then shifted
because of that, because I knew.
876
00:21:22,100 --> 00:21:23,420
Exactly who my customers were, I know.
877
00:21:23,430 --> 00:21:24,050
Where they're at?
878
00:21:24,060 --> 00:21:24,960
And I created the bait that.
879
00:21:24,970 --> 00:21:26,460
Would attract the dream customers and.
880
00:21:26,470 --> 00:21:27,540
Repel the people.
881
00:21:27,550 --> 00:21:28,740
I didn't want to work with.
882
00:21:28,750 --> 00:21:31,880
Does that make sense?
Ok. So Bates, next thing here.
883
00:21:32,070 --> 00:21:33,060
Ok. So the question.
884
00:21:33,070 --> 00:21:33,600
If you start asking.
885
00:21:33,610 --> 00:21:36,840
Stuff like what's the?
Bait you can create to attract your dream
886
00:21:36,850 --> 00:21:44,240
customer. Ok, and, the sexier the bait.
887
00:21:44,250 --> 00:21:45,850
The more likely someone's gonna come,
come.
888
00:21:45,860 --> 00:21:46,440
To you, OK.
889
00:21:46,450 --> 00:21:47,720
If I go back when it says change, your
890
00:21:47,730 --> 00:21:48,820
brain change.
Your customer.
891
00:21:48,830 --> 00:21:50,840
If you don't like customers coming in,
change your bait.
892
00:21:50,850 --> 00:21:51,900
Change your keep changing.
893
00:21:51,910 --> 00:21:53,490
Until it's like, oh, these are my people.
894
00:21:53,500 --> 00:21:57,280
This is the dream, these people I want to
actually spend time with, them, change
895
00:21:57,290 --> 00:21:57,820
about, change your.
896
00:21:57,830 --> 00:21:59,440
Customer, so start thinking.
897
00:21:59,450 --> 00:22:02,100
Through what's the bait?
You create, you could create.
898
00:22:02,110 --> 00:22:03,300
Ok, you can go grab your dream, People.
61655
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