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Steve Larsen: Automated Downli
If you’re like me, you know MLM is an amazing opportunity to grow a real asset… But, you also see the huge issues emerging. Like, why haven’t The Big MLMs LET the tactics change in over 30 years?? Or, why have they been cutting commissions smaller and smaller?? Or even, how dumb is it that old MLM rules say you’ll get in trouble when you use the internet to grow your team?? These are some of the blaring questions we all face today… This podcast will show you how real MLMers like us, are waging war on the old dying methods, and aren’t cheating by ONLY bugging uninterested family and friends… Follow, this podcast while I expose the shocking methods I’m using to build a 10,000 person downline, and get people BEGGING to join my team daily… Here’s to the new tactics, without all those rusty MLM shackles… My name is Steve Larsen and welcome to Secret MLM Hacks Radio
People don't buy products, they buy stories, beliefs, proximity, and identity. No one get offended by this episode… WHAT MAKES PEOPLE BUY FROM YOU? When I tell people what I’m about to tell you, I get a lot of mixed responses: Angry people Stage rush Excited people People who give me hugs Some people who flip me off It's really mixed emotions… The whole purpose of what I’m about to tell you is to help you understand one point… PEOPLE DON’T BUY YOUR PRODUCTS. That's not what they're buying, that's not what makes somebody buy in the first place. I want to teach you what levers you should be turning, and focusing, and pulling on in your business that makes the cash actually come. It comes down to the scripts you tell, and how you talk about your product, and how you talk about the opportunity that you've got. THIS is how you do that. It’s one of the reasons why my stuff does so well, and I know that. I understand WHY someone buys from me. Because of that, I've zeroed in on the levers I need to turn to make my sales happen. MLM IS VERY SIMILAR TO AFFILIATE MARKETING When your selling online, a lot of MLM’s say that “Products may be sold online to your corporate provided website only, not through other e-commerce sites.” This is very similar to affiliate marketing. Affiliate marketing is very similar in some aspects. Think about affiliate marketing and think about what it is. I have to convince somebody to buy through my link on somebody else's page. But everybody has their own link to the exact same page. How do I make myself different and better? That's the exact same question that MLMers will struggle with. I have no control over the cart or the online checkout process. So how do I do that? We would use a stack slide. The offer creation. Let's say they're buying this book. Competitive Strategy by Michael Porter. Oh baby. Is this not the most beautiful, mental goodness you've ever seen in your life? This thing is an encyclopedia. That is weeks of mental ecstasy right there, my friends. Right now I know some of you guys want to throw up. That's fine. That's why this is my thing. I'm so excited to read this. I don't think I've ever read a book this big in my life. 400 pages, pouah! HOW SHOULD YOU BE SELLING ONLINE? Let's say that someone's going to go buy this book. You have an affiliate link and they're like, "Steven, go promote this for me." I have no control over the cart and checkout process. I have no control over the pricing strategy. I'm totally locked on a lot of things. Yet I'm still expected to go make a lot of money. Let's say the top affiliate gets a cruise. Sound familiar? What do I do? I take that book and I place it on the first line of my stack slide. Then I think like a marketer would. What are some of the objections somebody is going to have when I say, "Come buy this book"? You probably already had a few of them going through your head right now. “Competitive Strategy... I have to READ that? Pouah!” That is fuel my friends. You must understand that is a marketer's DREAM to get that kind of feedback. Negative feedback is beautiful. I want that all the time because it is the market telling me what to create. When I think about this book, what could I offer? Maybe I can go to the author and say, "Hey, when they buy this through my link can I offer your audio book too?" Did I not just solve a lot of the problems you’re having right now? Like, "Steven, are you kidding me? Competitive Strategy? I would rather put glass in my eyeball." This looks so terrible. Why would you ever put yourself through the pain of reading this thing? "Oh, and you mean I don't have to read it, I can just listen to it? Oh, okay, good." How many people don't read books anymore? You just listen to audio books, right? It solves that pain for you. WHY PEOPLE BUY FROM YOU You need to think about people's objections. The vehicle based objection is that people just don’t like the vehicle - a book. They want the outcome. But they don't want the vehicle. Let me make the vehicle nicer to be in by giving you the audio book. What if I was to offer a checklist. I could go through the book and make a checklist of each chapter. You could give people the top five bullet points of each chapter. Now when you buy through me, here's what the pitch looks like. Now I come up and I'm like, "Hey, guys. I'm super excited for you guys to have this. This book changed my life." Then I go into my origin story, my backstory, just briefly. "I want you to get this book and I'm excited for you to have it. Honestly, a lot of people are selling his book right now. But to me, this has really changed my life in a special way. The issue for a long time was that I didn't know how to see techniques for analyzing industries and competitors. For a long time I didn’t know how to compete… I just felt like I kept getting taken to the cleaners. I would lose my shirt every single business. I would try all the time. It was terrible. I did not know what to do next. I'm sure everybody knew it also. Everyone could see I have two left feet. I just felt out of place and I didn't know my place in the ecosystem. I didn't know how to compete in a way that I could also have people sell for me. It was terrible you guys. It was awful. THE SCRIPT IS WHAT MAKES PEOPLE BUY I remember one day, I was walking down the street and I looked over and there was this older gentleman. I could tell he was wealthy. He had a nice gold watch on, super nice gold watch. He had one of those fedoras. They look good on some people. It looked good on this guy, you know what I mean? He was sitting there and he had this super nice suit on. It had gold laced inside of it. It was pinstripe. It was amazing. He was sitting there and this extremely nice limousine pulls up. This guy with these white gloves in this tuxedo vest comes and opens the door. You would think that we would be in old Europe somewhere. It was amazing just to watch. I was so touched by what I was seeing. I couldn't believe or understand how this man got so much success like that. What I did took all courage that I could muster. I was embarrassed. I was wearing ratty clothes. It was terribly embarrassing for me but I had to know how this guy got where he was. I ran up to him right as the driver came and closed the door. I put my hand on the door as it closed and it actually hurt really bad. The guy could see I was serious about asking him a question. I said, "I'm sorry sir. I just have to know. I've been trying everything in my life to understand how to be successful. What are you doing? I'm not asking for handouts here. I just need some guidance and some direction. I have to know. I'm losing my shirt here. WHY PEOPLE BUY BASED ON STORIES I don't feel like I'm a man. I'm not providing for the family. And frankly, I think I'm going to get fired from my job soon. I'm going to have no choice here. My feet are giving hell to the fire. I'm freaking out. Could you just tell me what it is I'm supposed to go do?" The man smiled and it was really crazy. He actually got back out of the car and gave me a hug. All he did was he reached in his bag and it was actually the same book that he was reading. He said, "I don't know who you are. Go study the crap out of this book. Do nothing else but what this book tells you to do and you will be successful in one year." Guys, that was a year ago, and look at everything I'm doing. It's crazy. It's ridiculous. And I want you to have the same book. This book changed my life. If you could just go in and study the things that are in here it's crazy what it does. I showed some of my buddies. I've got some friends of mine who are like, "I'm not a good reader," and I have some buddies that are dyslexic and they can't read this stuff. I know a lot of people are selling this for you guys right now. But what I want to do is, I want you to come get this book and buy it through my link. Yes, it's an affiliate commission but it's because I want to be able to come and help you guys do this. OFFERS ARE WHAT MAKES PEOPLE BUY No one else is offering this. Just me. You guys are going to get an audio book also when you buy through my link. You're also going to get a checklist to show you how to implement each one of the strategies. I'm also going to give you guys a bullet list that will give you the an outline of every single one of these chapters. If you need to flip back or remember where some lesson was and go deeper or if you just need to see the top level strategy. Then the final thing I want to give you guys is actually a community. The community is going to be all the people who are wanting to know more about what this book is. I'm going to do live discussions with you guys each week as well. It's not my book. If you click on this link and then screenshot your checkout page and send it over my people, we'll send you the membership area. That will have all of these different assets in there for you. That's my gift to you guys. I really want you to have it. This is only up for the next 48 hours. And frankly I'm only allowed to give away so many books. I'm trying to break that rule. I know you guys already coming in and buying. For those of you guys who already did it, don't worry, you guys have those bonuses as well. OFFERS WILL HELP YOU IN SELLING ONLINE I actually went and asked a few of my other buddies who've been reading this book to come in and teach you guys a little bit more about the strategy that they learned and how it changed their life. I also want to toss your way a free one day workshop. After you read the book and you've had time to digest the stuff, you can come to a live workshop event with me and get this stuff down. This book means a lot to me. You could buy it through a lot other people. As a thank you for buying it through me you get all these other bonuses.” Does that make sense? That was truly from the top of my head. I wasn't planning on doing any of that. If you don't control cart process, that's fine. You find a way around. That's how freaking Russell Brunson made a quarter million dollars in two days with an affiliate contest. You take the thing that you want them to go buy and wrap an offer around it. I built 196 funnels in two weeks because of that offer that Russell Brunson did. Russell Brunson has won tons of stuff that way. It's the exact same principle, exact same concept, and it's how we do our stuff as well. If you can’t control cart, what you do is create a front end offer that you can sell. The stuff does not need to take long to create. The faster, the better. Otherwise, you get bogged down. Go create it, send traffic to that, self liquidate that thing. WHAT MAKES PEOPLE BUY YOUR THING OVER SOMEONE ELSE’S? Tell the backstory. Half the time people MLMers don't sell well because, to the buyer, it just looks like another supplement. It might've been a life changing thing for you. Tell the story. Create an offer around it. Tell them about all the bonuses they'll unlock when they buy from you. How many of you guys want to buy this book? Is that nuts? Great example. That's just an example from the top of my head because I'm married to the script. It’s a script. You can sell whatever you want with it. If you don't have control over cart process or can't sell on the internet, that's fine. Figure out the constraints. Be real about the constraints. There are multiple ways to get around them without looking shady. That's how you do it when you can't sell on other e-commerce sites. Totally fine. Think through the follow up problems that your product creates for people. What's the follow up problem that this book creates for a person when they buy it? They have to read it They have to put these things into action Maybe they don't understand the strategies inside of it Maybe they wish there was a way they could get more hands on experience That's why I toss the event thing in there. Start thinking of it that way. Think about the follow up problems. Go ask people that you’ve already sold to, "What are the things you're struggling with with that product?" Solve that problem and bundle it with the MLM product. When you do that you're more unique than every person in your MLM. No one's competing with you. It's a really blue ocean with the backdrop of something that's proven, which is very secure. It's the reason I like MLM.
It takes a ton of time to create a following. Here's how I leverage the followings already created by Celebrity MLMers... BUILDING A FOLLOWING TAKES TIME I have SO MANY books about MLM books on my bookshelves. It takes a long time to write a book or create a product that attracts people to you. That's why a lot of people will write books. To make them look like more of an authority figure. It takes a long time to build those things though. I don't want to spend tons and tons of time creating products. Sometimes it can be so overwhelming that you end up NOT doing anything. It can stop you using the internet for online leads and automation. That's a BIG mistake. It takes a long time to, not only build a product, but to build a following. A lot of time, money and energy. Your entire business could be around creating that following. There are TWO specific strategies that I'm going to teach you so you can leverage what is currently out there to get a lot of eyeballs on your very, very fast. How many people wish that you had Eric Worre's following? Think about authors for a second. I have so many books. Tom "Big Al" Schreiter, pre-closing for Network Marketing. Your Best Year in Network Marketing by Mark Yarnell - total rock star. I've spent a grand on books so that I know who the influences are. If I know they're publishing, then they're an influencer. Recruiting Up by David Ward Guerrilla Multilevel Marketing by Jay Levinson. WRITING A BOOK IS FREAKING HARD Oh my gosh, it's hard. Let's say I really am big into "Big Al" Schreiter. It's classic. He's a classic. Q: What's an easy way for me to go capture Big Al's people? A: Use his stuff. Go figure out which person, which big influencer out there has people that you can tell you'd love to have inside your downline or buying your products. Let's say that there's an MLMer out there that absolutely freaking loves, supplement stuff. Like Beach Body. Beach Body has a podcast that's the number two podcasts for MLM in iTunes. It's driving me nuts. I want to knock em out so bad. I want to be number two next, then I'm going for Simon Chan, who's number one with MLM Nation. If I want Big Al's audience, one of the easiest things to go do is to call them up. "Hey, can I get a hundred copies of your book at a discount?". Most people will say yes. You pay him the money. You're going to get a discount on it. And you literally used that book as your FREE + shipping book. Now you drive the ads to people who like the Big Al Facebook page. They're very likely to buy. What you've done is you've essentially list hacked Big AL. You have taken products, that are really, really cool and delivered them to the audience that he has spent time, money, energy, and parts of his life to develop. NOW they're coming over to you and you're getting them in the door with something that they're familiar with. Use your stuff as the upsells though. Upsells, downsells, that's your stuff. Their going to start building a relationship with you. That's one really sick way to do it. CELEBRITY MLMERS STRATEGY Here’s another really cool way to do it. Let's say I still want Big Al's people. Contests are incredible. This is an amazing strategy. Russell Brunson did it once. Let's go with Eric Worre. That dude has a butt-load of books and courses. One of the easiest things to go do is go get some of their most expensive products. Let's say you spend a grand or two. You're going to make way more than that during this. Run a contest to that same person's audience. I would go to Eric Worre's audience and every Facebook page that has anything to do with him and I would start a contest. You could use things like King Sumo, kingsumo.com. It's a great place for contests. You get people to opt in, opt in, OPT IN! They become traffic that you own. They opt-in in order to enter the contest and then they share it with their friends in order to get the unadvertised bonus on the second thing. It creates virality, BOOM! Now you've got yourself this sweet little system. There are people who have collected lists of hundreds of thousands of people with this very strategy. How much money did it actually cost them to get that list though? Statistically, if you're gonna run a Webinar, you're usually gonna spend $3 - $5 per registrant. Three to five dollars for someone to join your list. You might spend a dollar to get someone on your list through Google Ads. List like that aren't as hot. If you get several thousand people inside of your list, and they spend $50 - $100 on a product, that's worth a lot. WHAT HAPPENS AFTER THEY OPTIN? What do you do next? You just go dump them into your paid prospecting funnel. On Amazon after you purchase something that show you a list of products. People who bought that also bought this. I love that list. It does half of my shopping for me. Let’s say I buy a TV. Most of the time people get a TV mount. Most people bought this one. Sweet, I don't have to look. DONE. You can have people come in, "Hey, check it out. I got Eric Worre's course, right? I'm bundling all this stuff together. Enter in, and you get a chance to win it all for free.” They enter in, they share it, "Hey, by the way, did you know that I got this sick book over here also. You can get it right now. It's free plus shipping" or "Did you know I got this bundle of other interviews from all these other experts. It's only $27." You get a whole bunch of people on the list. Massive list growing strategy. Works fantastically well. Not only do you get a buttload of people on the list, but you can also dive them straight into your paid prospecting funnels. Get a whole bunch of cash off the top without having to spend hardly anything. Crazy cool strategy. Works really well when you know who you want in your MLM. BUILDING A FOLLOWING Let's say that, and rather than recruiting, you wanted it to sell actual products. Let's say that you're doing ketones. What else are people in ketones interested in? I bet there's a buttload of books that are to do with ketones. Or there's some gurus that have done some courses. Find something that's slightly valuable. Then go stick it out to the people who like ketones. Who's the guru? Take the guru's stuff. Give it to that person's audience that they took time to create for you. Thank you, Facebook. Thank you, following. You get a whole bunch of those people come on over for the contest and right afterwards you push them over like, "Hey, I do you want to try this ketone supplements." And then this is literally the first thing inside of the supplement funnel. What I'm trying to help you see and understand is how all of this stuff ties together and it's liquid. It's very liquid. It's like adult Legos. You're just taking out blocks. Especially if you can use things that have already been built by other people, that's brilliant. That's the best way to do it. It's so powerful to do. I don't like to go film a hundred hours of stuff all the time. I did for the Secret MLM Hacks course. It is really freaking good. What content has already been created? Just be an assembler. MY REALIZATION ABOUT BUILDING A FOLLOWING I was playing dodge ball with tennis balls, and we would do this every Monday. We’re hucking these tennis balls at each other and we would tick over tables in this basketball gym. We would dive from table to table and people would get hurt sometimes, like really hurt. All the tennis balls ... I mean these things are just flying all over the place and smacking people in the face and the throat. Anyway, it was a bunch of fun, and we looked forward to it every week. I show up and I'm excited and I'm eager to play. And everyone just kind of standing around and I’m like, "Man I really want to do this. Like, come on, let's go." I started getting all these people together and I don't know why everyone was really into the conversations they're having and they're all off on their own. I started to get frustrated because no one was starting. I go over and this guy's like, "Hey, what's wrong man? No one is playing let's do this." And I kid you not. It's the weirdest thing you've ever seen. The dude merely lifts his head, he didn't even raise his voice. He goes, "Hey guys, we're gonna start", and we're in a big gym. Everyone turned and walked to him at the exact same time. It was almost like it was planned. I mean, this is like a flash mob kind of a thing. And I was like, "What the heck? How did you do that?", and I was mad about it. I don't know why I remember this so well. I was like, "Huh, rather than me trying to be the guy to pull everyone together on that audience, I just need to learn how to be an aggregator." BE THE MAESTRO I'm just the maestro. I don't need to know how to play every instrument in the orchestra. Someone's a better bass, someone's a better tenor. Someone's the better soprano and alto. That's great. All I have to do is be the person that organizes it and there are millions to be made to those who understand that skill. Stop trying to create everything yourself. Understand it's actually really fun to do it this way. When somebody takes the time to go through a contest or some kind of paid prospecting thing, they are so much more fun inside of your downlines. They are such better buyers. They know you. It's not a convincing game anymore. When you're like, "Look at this feature and buy this one because a feature feature, feature, feature, feature,". You skip all that crap, all that garbage, and you go straight to a relationship based thing. "Hey look, I like it." "Cool. Me too now." WOW. It's because of the preframe. CELEBRITY MLMERS PREFRAME When I joined the army, when I was going to basic training, you guys know that classic, very cliche scene that Hollywood tries to depict. Where the bus is pulling up and it's just a bunch of scared to death wide-eyed kids sitting on a bus. All of sudden the bus stops, doors fly open, almost breaking, drill sergeant walks up and they just start yelling. They call that the shark attack. What they're doing is they're breaking and rebuilding a lot of your beliefs and they want mass confusion for a little while. But the preframe that the army had before we got off and even started training was insane. We were scared to death. The toughest dude, the toughest people, the people that looked like they flossed with nails. Guys that were there for crazy reasons. We're scared to death because of the pre frame. The preframe was insane. The issue with MLM is there is no preframe. It's by fixing the preframe that we fixed this industry. Super important.
This is how I started getting people to ASK if they could join my team... THROWBACK TO MY FIRST MLM PRODUCT I create products on the internet that attract people to me. I like to walk a lot of people through how I do that. The people who are attracted to that product, that's who I'll start approaching. I'll send them auto scripts and a lot of auto recruiting things to try and bring them into my down line. The first product that I ever created was super overcomplicated. It was so over the top. You don't need to go crazy. I want to teach you how you can pull this stuff off for yourself. Automate your leads on the internet and gets people to you. People who are actually worth being in your downline. If you have a funnel that's like "Hey, join my down-line. Apply to join my down-line." That literally results in somebody joining your down-line. That is the endgame. That's why you produce content, that's part of the attraction that gets people to you. People who are interested in getting content like that, they're super interested. They're not normal MLM-er's. A normal MLM-er does not seek education or how to better themselves. Isn't that interesting? Even though it is a self-improvement industry… The ones that are, I want to find them. I want to pull them out from those who aren't. I want to qualify them. For me, I try to qualify them based on their understanding of marketing. If they don't understand, that's fine too. I'll train them. I'm trying to grab those people as well. You have to figure out WHO you really want. Do you want people who are brand-brand-brand-brand-new? Who have never done anything in business ever or ever made a dollar on their own? It’s fine if you do want that. Get clarity and figure out how to talk to that person. ATTRACT PEOPLE WHO ARE SELF-SELECTED You want to get people to say, "You know what? I really like Lisa Anne's content. What is she in?" That's why you publish. When people ask me, “How does a webinar producing content for the funnel equal someone in the down-line?" Because that's how you're actually closing them. The end-goal is to get someone in your down-line, setting up funnels to sell product as well. You could have FREE + SHIPPING funnels and maybe no one’s inquiring about your MLM. That's totally fine and that's exactly what you're doing. You're going to make cash regardless if they join your down-line or buy your products. That's what's so cool about it. You're starting to attract people into your world. Most people don't say yes to something the first time they hear about it. Bit it gets them in your world and they start to consume the content that you're producing. Producing content gives you things to talk about other than your MLM product when you start talking with them. You’re making a bit of cash which means you can spend ad money and get in front of even more people. That’s a paid-prospecting funnel. It allows you to speak louder and faster than anyone else in your up-line or down-lin. You get a lot of eyeballs on you really fast. If you're like "Hey, I didn't want to go check out their MLM” that's fine. You still paid that person money. They still got to introduce themselves to you. And that's the whole point! To get people to self-select. Get people in, and then afterwards you can follow up with them and begin to close them. PRODUCTS ON THE INTERNET How can you make your product on the internet stand out? There might be a lot of people selling your MLM product on the internet. The MLM product and the funnel are NOT different. I'm just taking my MLM product and putting it in funnels. Funnels sell things better than someone face-to-face. When you sell face-to-face you’ll change the script every time you talk. You’re speaking to a different client avatar every single time. We're taking elements of your MLM business and putting some of the products on the internet through sales funnels. They're not two separate businesses. We're just taking your business on the internet. How does content for free funnels, podcasts and free plus shipping equal people coming into my down-line? Four years ago when I started doing this, I wasn't teaching yet, I was just doing it. I created this course and I put it on YouTube just for fun. The weirdest thing started happening. I was in college at the time and I was trying to recruit people for my MLM and I created this course. Exactly what a lot of you guys are doing now. I made it FREE and I put it on YouTube and I put links to join my MLM in the description. The result of it was FLOORING. I could not believe how many people were coming to me and asking to join whatever I was in. THE POWER OF SELF-SELECTED The more I talk about it, the more I share what I'm doing, the more people randomly asked to join me. At the beginning of the year I was getting one to two applications per day. NOW I get anywhere from two to four people per day, I've never met, asking to join my downline. I've never pitched them. They’re complete strangers who have been through my content and self-selected. Who said to themselves, "Self, you know what, that Steve Larson guy's got giant eyeballs but that's okay, let's see what he's about. Whatever he's doing, it must be awesome. Okay, let me ask to join his down-line" IT’S NUTS! When I first started doing this, it was completely by accident. It flipped the whole game. Then I started doing it on purpose and more people started asking to join me. Two to three a week and then four to five a week, and then it was one person EVERY DAY. What was happening was, I was breaking and I was rebuilding their beliefs about what it took to be successful in MLM. It was changing the way they were looking at it. I didn't have to close them. They were closing me on why I should accept them. It changed everything. If you’ve ever heard of Simon Chan, he’s doing the exact same thing. He puts content out, people start to see him as an authority. Start putting things out there or crowd create little pieces of content that attract people to you. Get people to you who are going to be self-selected. THE MLM PRODUCT END GAME Let's say I spend 30 minutes pitching somebody on my MLM. That time is lost forever. That's why I don't like doing it. I'm not saying not to, but I don't. That time is lost to me forever. Instead, I could spend 30 minutes recording an episode, or making a blog post, or putting content out there. That's there for the rest of my life, and my kids lifes. I put little call to action things on the bottom, "Hey go over here and get your free XYZ." BAM. They're on my list. Some people reach out and I'm like "Hey, if you want you can apply to join my down-line and we'll see if you're a good fit. See if I'm a good fit for you, if you're a good fit for me. If so we've got this sweet offer that no other MLM has got." That's how they tie together. When you add in something like a paid prospecting funnel, now you're getting cash to prospect. You don't take profit from it. Go and I dump that right back into ads to increase your speed. Money is the speed. I can talk to more people than everyone in my up-line and down-line, and eventually, everyone in the entire MLM as a whole. They're not going to do things like ads. They're not. I don't drive ads for the MLM, that's not kosher on Facebook. I drive ads for the paid prospecting products. I can do that, it's my own thing. That gets them in the world. Slowly, they start to warm up to me and they're like "Who's this kid?" I'm teaching you guys to do the exact same thing! TARGETED SELLING PRODUCTS ON THE INTERNET For me, my target audience is current people in MLM that are unhappy and looking to switch. You could choose somebody else, though. I don't want people to come in and ask dumb questions like "Is this a pyramid scheme?" I target people who are in MLM's that are unhappy because their up-lines don't know how to teach them. Not everyone has huge, existing lists to say "Join my MLM" and they're this instant success. A lot of big guys in MLM are like that. They had a huge following already, they go into an MLM, they get a massive list, they say "Hey I'm in this thing, first come, first served.” And they have instant success. What do people do who don't have a huge list? What do all the people do who don't have massive leverage over an audience do? That's exactly who I cater to. If your personal end goal is not to join my MLM, that's 100% totally fine. I don't care. Stay in yours. My endgame with Secret MLM Hacks is to change the entire MLM industry. I'm here to rock the boat, and I'm here to disrupt the bellies. The belly-to-belly people who are afraid of technology. The old-school MLM-er's that say "Don't use the internet." They're afraid of it because they don't know how to use it. They don't know how to use it in a way that it's still compliant. You don't have to disrupt Facebook, get banned and stuff like that. THAT’S MY END-GAME. I left Clickfunnels and my amazing, plushy job with Russell Brunson to disrupt MLM. Secret MLM Hacks is about you learning how to do it in your own MLM. MLM PRODUCT FUNNELS Let’s get one thing straight. Funnels aren't businesses. A funnel is not a business. A funnel is a way to sell people. If you've ever captured money from anyone ever, I'm not saying even on the internet, I mean face-to face. That was a funnel. A funnel is merely an offer and a sales message. I'm just taking that, and I'm putting it on the internet. That's it. The massive growth comes, frankly, when someone actually ponies up the ability to just freaking publish.
This is how I started getting people to ASK if they could join my team... THROWBACK TO MY FIRST MLM PRODUCT I create products on the internet that attract people to me. I like to walk a lot of people through how I do that. The people who are attracted to that product, that's who I'll start approaching. I'll send them auto scripts and a lot of auto recruiting things to try and bring them into my down line. The first product that I ever created was super overcomplicated. It was so over the top. You don't need to go crazy. I want to teach you how you can pull this stuff off for yourself. Automate your leads on the internet and gets people to you. People who are actually worth being in your downline. If you have a funnel that's like "Hey, join my down-line. Apply to join my down-line." That literally results in somebody joining your down-line. That is the endgame. That's why you produce content, that's part of the attraction that gets people to you. People who are interested in getting content like that, they're super interested. They're not normal MLM-er's. A normal MLM-er does not seek education or how to better themselves. Isn't that interesting? Even though it is a self-improvement industry… The ones that are, I want to find them. I want to pull them out from those who aren't. I want to qualify them. For me, I try to qualify them based on their understanding of marketing. If they don't understand, that's fine too. I'll train them. I'm trying to grab those people as well. You have to figure out WHO you really want. Do you want people who are brand-brand-brand-brand-new? Who have never done anything in business ever or ever made a dollar on their own? It’s fine if you do want that. Get clarity and figure out how to talk to that person. ATTRACT PEOPLE WHO ARE SELF-SELECTED You want to get people to say, "You know what? I really like Lisa Anne's content. What is she in?" That's why you publish. When people ask me, “How does a webinar producing content for the funnel equal someone in the down-line?" Because that's how you're actually closing them. The end-goal is to get someone in your down-line, setting up funnels to sell product as well. You could have FREE + SHIPPING funnels and maybe no one’s inquiring about your MLM. That's totally fine and that's exactly what you're doing. You're going to make cash regardless if they join your down-line or buy your products. That's what's so cool about it. You're starting to attract people into your world. Most people don't say yes to something the first time they hear about it. Bit it gets them in your world and they start to consume the content that you're producing. Producing content gives you things to talk about other than your MLM product when you start talking with them. You’re making a bit of cash which means you can spend ad money and get in front of even more people. That’s a paid-prospecting funnel. It allows you to speak louder and faster than anyone else in your up-line or down-lin. You get a lot of eyeballs on you really fast. If you're like "Hey, I didn't want to go check out their MLM” that's fine. You still paid that person money. They still got to introduce themselves to you. And that's the whole point! To get people to self-select. Get people in, and then afterwards you can follow up with them and begin to close them. PRODUCTS ON THE INTERNET How can you make your product on the internet stand out? There might be a lot of people selling your MLM product on the internet. The MLM product and the funnel are NOT different. I'm just taking my MLM product and putting it in funnels. Funnels sell things better than someone face-to-face. When you sell face-to-face you’ll change the script every time you talk. You’re speaking to a different client avatar every single time. We're taking elements of your MLM business and putting some of the products on the internet through sales funnels. They're not two separate businesses. We're just taking your business on the internet. How does content for free funnels, podcasts and free plus shipping equal people coming into my down-line? Four years ago when I started doing this, I wasn't teaching yet, I was just doing it. I created this course and I put it on YouTube just for fun. The weirdest thing started happening. I was in college at the time and I was trying to recruit people for my MLM and I created this course. Exactly what a lot of you guys are doing now. I made it FREE and I put it on YouTube and I put links to join my MLM in the description. The result of it was FLOORING. I could not believe how many people were coming to me and asking to join whatever I was in. THE POWER OF SELF-SELECTED The more I talk about it, the more I share what I'm doing, the more people randomly asked to join me. At the beginning of the year I was getting one to two applications per day. NOW I get anywhere from two to four people per day, I've never met, asking to join my downline. I've never pitched them. They’re complete strangers who have been through my content and self-selected. Who said to themselves, "Self, you know what, that Steve Larson guy's got giant eyeballs but that's okay, let's see what he's about. Whatever he's doing, it must be awesome. Okay, let me ask to join his down-line" IT’S NUTS! When I first started doing this, it was completely by accident. It flipped the whole game. Then I started doing it on purpose and more people started asking to join me. Two to three a week and then four to five a week, and then it was one person EVERY DAY. What was happening was, I was breaking and I was rebuilding their beliefs about what it took to be successful in MLM. It was changing the way they were looking at it. I didn't have to close them. They were closing me on why I should accept them. It changed everything. If you’ve ever heard of Simon Chan, he’s doing the exact same thing. He puts content out, people start to see him as an authority. Start putting things out there or crowd create little pieces of content that attract people to you. Get people to you who are going to be self-selected. THE MLM PRODUCT END GAME Let's say I spend 30 minutes pitching somebody on my MLM. That time is lost forever. That's why I don't like doing it. I'm not saying not to, but I don't. That time is lost to me forever. Instead, I could spend 30 minutes recording an episode, or making a blog post, or putting content out there. That's there for the rest of my life, and my kids lifes. I put little call to action things on the bottom, "Hey go over here and get your free XYZ." BAM. They're on my list. Some people reach out and I'm like "Hey, if you want you can apply to join my down-line and we'll see if you're a good fit. See if I'm a good fit for you, if you're a good fit for me. If so we've got this sweet offer that no other MLM has got." That's how they tie together. When you add in something like a paid prospecting funnel, now you're getting cash to prospect. You don't take profit from it. Go and I dump that right back into ads to increase your speed. Money is the speed. I can talk to more people than everyone in my up-line and down-line, and eventually, everyone in the entire MLM as a whole. They're not going to do things like ads. They're not. I don't drive ads for the MLM, that's not kosher on Facebook. I drive ads for the paid prospecting products. I can do that, it's my own thing. That gets them in the world. Slowly, they start to warm up to me and they're like "Who's this kid?" I'm teaching you guys to do the exact same thing! TARGETED SELLING PRODUCTS ON THE INTERNET For me, my target audience is current people in MLM that are unhappy and looking to switch. You could choose somebody else, though. I don't want people to come in and ask dumb questions like "Is this a pyramid scheme?" I target people who are in MLM's that are unhappy because their up-lines don't know how to teach them. Not everyone has huge, existing lists to say "Join my MLM" and they're this instant success. A lot of big guys in MLM are like that. They had a huge following already, they go into an MLM, they get a massive list, they say "Hey I'm in this thing, first come, first served.” And they have instant success. What do people do who don't have a huge list? What do all the people do who don't have massive leverage over an audience do? That's exactly who I cater to. If your personal end goal is not to join my MLM, that's 100% totally fine. I don't care. Stay in yours. My endgame with Secret MLM Hacks is to change the entire MLM industry. I'm here to rock the boat, and I'm here to disrupt the bellies. The belly-to-belly people who are afraid of technology. The old-school MLM-er's that say "Don't use the internet." They're afraid of it because they don't know how to use it. They don't know how to use it in a way that it's still compliant. You don't have to disrupt Facebook, get banned and stuff like that. THAT’S MY END-GAME. I left Clickfunnels and my amazing, plushy job with Russell Brunson to disrupt MLM. Secret MLM Hacks is about you learning how to do it in your own MLM. MLM PRODUCT FUNNELS Let’s get one thing straight. Funnels aren't businesses. A funnel is not a business. A funnel is a way to sell people. If you've ever captured money from anyone ever, I'm not saying even on the internet, I mean face-to face. That was a funnel. A funnel is merely an offer and a sales message. I'm just taking that, and I'm putting it on the internet. That's it. The massive growth comes, frankly, when someone actually ponies up the ability to just freaking publish.
What can you do when your MLM does not allow you to sell online or recruit online. They’re practically forbidding you to be on the internet, say their name online or drive ads to your MLM products. WHAT TO DO WHEN YOUR MLM FORBIDS YOU TO BE ONLINE This is probably one of the biggest questions I get about MLM. People are shocked when I tell that my MLM lets me sell online. The truth is, sometimes MLMs WILL let you say their name on the Internet. But what do you do when: Your MLM doesn't like it when you say their name on the Internet They say that you can't directly recruit online You can’t drive ads to your MLM product or sell online I’m about to tell you the answer to that question… This is the way that I've been able to leverage the Internet to increase my speed and the quality of my leads, without fighting against the rules of my MLM. You might have to go over this a few times if it’s the first time you ever heard of some of these concepts - that's okay. THIS is how I've been able to automate the systems in my MLM. We get two or three leads per day. People I’ve never met before, asking to join my downline. THIS is how I do it online without being shady or weird. Without having to find some secret small little loophole that might close some day. This is how I do it. If your MLM is telling you that you can't sell online or recruit online at all, that’s okay. JUST DON’T DO IT. The answer is… CREATE FRONT END OFFERS! That way you're not directly recruiting or selling online. All you have to do is close them in the back. That's one of the things that I do. HOW I RECRUIT ONLINE I've been very, very careful to choose an MLM that lets me sell and recruit online. I can put their name on ads without getting in trouble. Let's say you're a part of an MLM like that but you love it - that’s great. I'm not encouraging you to leave it. You can still create value for people in the MLM space if you can’t sell or recruit online. Have them COME TO YOU through front end offers. Then you close them afterwards. That's totally okay. If you're openly like, "Hey, come join my downline." your MLM is probably going to have a problem with that. "Hey, come buy my MLM products." They probably won’t be okay with that. I'm not saying that’s what you should do. Do I ever mention the name of my MLM? NEVER! The moment I start talking about the MLM I'm in, it taints all of this. People think that I'm just here to recruit them. I'm telling you right now... If you LOVE what you're in, you stay in it! You still use the internet to help you in your MLM without selling or recruiting online. What you do is, you create a paid prospecting product. You don't even have to say the name of your MLM. I don't say the name of my MLM. You can still qualify people as subscribers and buyers by getting them to pay for something related to MLM. Then BAM, you can go in and talk to that person afterwards. You got HOT leads! You’re not saying, "Come join my MLM downline." MLM is not a fan of that. That's why I don't do it. That's not what I teach here. HOW I SELL ONLINE How do you recruit and sell online then? PAID PROSPECTING. It's not challenging. It doesn't need to be crazy at all. There are some really easy products you can create that have a high value. High value, low impact products for you. High value to them, low impact for you. Those are fantastic ways to bring people to you. It helps you sift out the people who are the cheapos. The people that are never going to pay for anything. I don't want those people in my downline. I want only those joining at the very top of the MLM. It shows me their mentality and how much they're going to work. It shows me that they're hungry and they actually want this. If someone joins at the very bottom level, I don't even give them the bonuses that are in my offer. There have been multiple times I've reached out to people who have joined at the very bottom level. I've reached out to them and said, "Hey, out of respect for those who joined at the top, I cannot give you the bonuses unless you turn back around and join at the highest level." You don't even need to create your paid prospecting products. Just assemble them. Go to YouTube, type in "How to succeed in MLM." Anything that pops up on YouTube is public domain. Grab the videos, put them in a members area and charge a few bucks. You just seen to sift people out. That's the principle behind it. You’re pre-qualifying individuals. Because they’re paying you and there's money coming in, you can afford to spend on ads. Which means your speed increases beyond anyone in your upline or downline. Whoever can spend the most to acquire a customer, wins. PAID PROSPECTING ONLINE So you can’t use: A website Any broadcast communication method Mass mailing Telemarketing Anything of that nature That's fine. Stop promoting your MLM. If your MLM is yelling at you for that or they're telling you not to do that, DON’T DO IT. Follow their rules. You still can make a podcast to do with MLM. Just don't say the name of your MLM. Talk about what you're learning and people will start reaching out to you. "I'm learning a lot of stuff here. What MLM are you in?" That’s been happening to me for three years now. This is Secret MLM Hacks, so how do you HACK the industry? You create offers in front so you don't have to talk about your MLM. I had to do this in my old MLM. I was able to recruit online like crazy even through the MLM siad, "Don't talk about our product on the internet." and "Don't talk about recruiting on the internet." If that's their viewpoint, that's okay. Work with what you've got. All you have to do is create one extra little offer. A paid prospecting funnel. Once you’ve pulled somebody in, talk to them afterwards. You're not driving ads to something that says, "Join my MLM." That'll get you shut down. Pull people in with paid prospecting then you can say to them, "Oh, by the way, I don't know if you want any soap or whatever." If they say, "Yeah, sure." Send them to your product funnel. PAID PROSPECTING WILL HELP YOU RECRUIT ONLINE Paid prospecting is an incredibly effective way of bringing people in the door. You get paid whether they join your downline or not. It gives you money for ads so that increases your speed. You’ll outrun so many people in your upline and downline because they don't understand any of these principles. You need to make your front end offer super sexy. Don't think about your limitations. Come up with a sexy offer then find a way to make it. It doesn’t need to take a lot of time. Time is not equivalent to value. It would be really awesome if everyone in this group created ONE THING and shared it with everyone else. That way you’ll all have a cool front end offer but you only had to make one thing. That’s called crowd creating. Crowd creating products is a great way to do it. I crowd create products like an animal. I find a bunch of experts and say, "Hey, would you teach for 10-15 minutes how to use your expertise?" A lot of them grabbed their phones and said, "This is how I do it." I got 15 people to do that, packaged it up. BAM, product. Real easy. If somebody knows that what they're about to say is going to be used inside of a product, that’s a huge status increase for them. They usually do it for free because they’re getting to promote themselves to your audience.
What can you do when your MLM does not allow you to sell online or recruit online. They’re practically forbidding you to be on the internet, say their name online or drive ads to your MLM products. WHAT TO DO WHEN YOUR MLM FORBIDS YOU TO BE ONLINE This is probably one of the biggest questions I get about MLM. People are shocked when I tell that my MLM lets me sell online. The truth is, sometimes MLMs WILL let you say their name on the Internet. But what do you do when: Your MLM doesn't like it when you say their name on the Internet They say that you can't directly recruit online You can’t drive ads to your MLM product or sell online I’m about to tell you the answer to that question… This is the way that I've been able to leverage the Internet to increase my speed and the quality of my leads, without fighting against the rules of my MLM. You might have to go over this a few times if it’s the first time you ever heard of some of these concepts - that's okay. THIS is how I've been able to automate the systems in my MLM. We get two or three leads per day. People I’ve never met before, asking to join my downline. THIS is how I do it online without being shady or weird. Without having to find some secret small little loophole that might close some day. This is how I do it. If your MLM is telling you that you can't sell online or recruit online at all, that’s okay. JUST DON’T DO IT. The answer is… CREATE FRONT END OFFERS! That way you're not directly recruiting or selling online. All you have to do is close them in the back. That's one of the things that I do. HOW I RECRUIT ONLINE I've been very, very careful to choose an MLM that lets me sell and recruit online. I can put their name on ads without getting in trouble. Let's say you're a part of an MLM like that but you love it - that’s great. I'm not encouraging you to leave it. You can still create value for people in the MLM space if you can’t sell or recruit online. Have them COME TO YOU through front end offers. Then you close them afterwards. That's totally okay. If you're openly like, "Hey, come join my downline." your MLM is probably going to have a problem with that. "Hey, come buy my MLM products." They probably won’t be okay with that. I'm not saying that’s what you should do. Do I ever mention the name of my MLM? NEVER! The moment I start talking about the MLM I'm in, it taints all of this. People think that I'm just here to recruit them. I'm telling you right now... If you LOVE what you're in, you stay in it! You still use the internet to help you in your MLM without selling or recruiting online. What you do is, you create a paid prospecting product. You don't even have to say the name of your MLM. I don't say the name of my MLM. You can still qualify people as subscribers and buyers by getting them to pay for something related to MLM. Then BAM, you can go in and talk to that person afterwards. You got HOT leads! You’re not saying, "Come join my MLM downline." MLM is not a fan of that. That's why I don't do it. That's not what I teach here. HOW I SELL ONLINE How do you recruit and sell online then? PAID PROSPECTING. It's not challenging. It doesn't need to be crazy at all. There are some really easy products you can create that have a high value. High value, low impact products for you. High value to them, low impact for you. Those are fantastic ways to bring people to you. It helps you sift out the people who are the cheapos. The people that are never going to pay for anything. I don't want those people in my downline. I want only those joining at the very top of the MLM. It shows me their mentality and how much they're going to work. It shows me that they're hungry and they actually want this. If someone joins at the very bottom level, I don't even give them the bonuses that are in my offer. There have been multiple times I've reached out to people who have joined at the very bottom level. I've reached out to them and said, "Hey, out of respect for those who joined at the top, I cannot give you the bonuses unless you turn back around and join at the highest level." You don't even need to create your paid prospecting products. Just assemble them. Go to YouTube, type in "How to succeed in MLM." Anything that pops up on YouTube is public domain. Grab the videos, put them in a members area and charge a few bucks. You just seen to sift people out. That's the principle behind it. You’re pre-qualifying individuals. Because they’re paying you and there's money coming in, you can afford to spend on ads. Which means your speed increases beyond anyone in your upline or downline. Whoever can spend the most to acquire a customer, wins. PAID PROSPECTING ONLINE So you can’t use: A website Any broadcast communication method Mass mailing Telemarketing Anything of that nature That's fine. Stop promoting your MLM. If your MLM is yelling at you for that or they're telling you not to do that, DON’T DO IT. Follow their rules. You still can make a podcast to do with MLM. Just don't say the name of your MLM. Talk about what you're learning and people will start reaching out to you. "I'm learning a lot of stuff here. What MLM are you in?" That’s been happening to me for three years now. This is Secret MLM Hacks, so how do you HACK the industry? You create offers in front so you don't have to talk about your MLM. I had to do this in my old MLM. I was able to recruit online like crazy even through the MLM siad, "Don't talk about our product on the internet." and "Don't talk about recruiting on the internet." If that's their viewpoint, that's okay. Work with what you've got. All you have to do is create one extra little offer. A paid prospecting funnel. Once you’ve pulled somebody in, talk to them afterwards. You're not driving ads to something that says, "Join my MLM." That'll get you shut down. Pull people in with paid prospecting then you can say to them, "Oh, by the way, I don't know if you want any soap or whatever." If they say, "Yeah, sure." Send them to your product funnel. PAID PROSPECTING WILL HELP YOU RECRUIT ONLINE Paid prospecting is an incredibly effective way of bringing people in the door. You get paid whether they join your downline or not. It gives you money for ads so that increases your speed. You’ll outrun so many people in your upline and downline because they don't understand any of these principles. You need to make your front end offer super sexy. Don't think about your limitations. Come up with a sexy offer then find a way to make it. It doesn’t need to take a lot of time. Time is not equivalent to value. It would be really awesome if everyone in this group created ONE THING and shared it with everyone else. That way you’ll all have a cool front end offer but you only had to make one thing. That’s called crowd creating. Crowd creating products is a great way to do it. I crowd create products like an animal. I find a bunch of experts and say, "Hey, would you teach for 10-15 minutes how to use your expertise?" A lot of them grabbed their phones and said, "This is how I do it." I got 15 people to do that, packaged it up. BAM, product. Real easy. If somebody knows that what they're about to say is going to be used inside of a product, that’s a huge status increase for them. They usually do it for free because they’re getting to promote themselves to your audience.
PAPA LARSON TALKS PERSONAL GROWTH AND BUSINESS GROWTH Today I'm gonna teach you guys about the INTENT TO BECOME. I know it's a little bit of a heavy title there but I really wanna tell you know about this. If you’re are not aware, inside of Secret MLM Hacks Radio there's a way to ask me questions. I go back and listen to a lot of your questions. Thank you, by the way. If you wanna ask a question, just go to SecretMLMHacksRadio.com. It has you opt in which is more to protect me because I do put these on the show. You're about to hear it. At the bottom there's a button for you to record your question straight from your browser. You can ask anything that you want. I'm not gonna say who this is from... But I get this question very frequently. I wanted to address it. I have personally brought at least 4,000 people through this process now. Personally. This is a common question. A lot of the people I bring in are brand new. They’ve never had any success online before. It is common for me to get this kind of question… And I just wanted to share this. I'm not gonna show you the name and I’m not here to badmouth this individual. I understand EXACTLY why I am behind the camera and why you're watching. I understand WHO I AM and WHERE I AM. That’s because of… GOD - He helps fill in the gaps MY willingness and determination THE MOST COMMON QUESTION ABOUT SUCCESS “Hey, Steve. Is this actually guaranteed to work? I'm tired of chasing shiny objects. Thank you.” WHAT? Are you kidding me? "Is this guaranteed to work? I'm tired of chasing shiny objects." FIRST OF ALL, chasing shiny objects is not my issue. That is yours. And secondly, is it guaranteed to work? There was a lady who was yelling at me on a page two weeks ago. WHY? Because I would not guarantee success for her inside the Secret MLM Hacks. Would you guarantee success for someone inside of your MLM when they join it? You won't? WAIT… You will under what contingency? Oh, that they actually do the stuff and do the work? THAT’S EXACTLY THE SAME WITH ME! I just told her, “Absolutely not. I will not guarantee success for you in this.” And she said, "What are you talking about?" She asked me for the guaranteed ROI on joining the program. I said, “We've had multiple people recruit several hundred people in a month with my program.We had one freak of nature recruit almost 1,000 people in a month.” People are recruiting more than they've ever done and making money in MLM for the FIRST FREAKING TIME in their life! WHAT’S THE GUARANTEED ROI? "Stephen, what's the guaranteed ROI?" What's the guaranteed ROI of anything? It has everything to do with how much effort you put into it. Someone else asked me the question, "How do I motivate my team?" YOU HAVE THE WRONG TEAM! If you have to ask that question, you have the wrong team! You have the team who's asking, "What's the guaranteed ROI? Will you guarantee success for me?" FREAKING NO. I don't OWN your success. No one owns mine. No one OWES me a thing. And no one owes you anything. It drives me nuts... Boils my blood, when people say things like, "Oh, I deserve this." NO! YOU DON’T! I don't deserve ANYTHING in my life. And no one OWES me anything. I will work tooth and nail for it and I'm willing to do so. My programs work when the people work. And when they work, they have success with it. Just like anything in life. ANYTHING IN LIFE. I’M THE LEAST LIKELY SUCCESS STORY I did not know how to talk. I'm not just saying that. I had almost a near clinical fear of adults. If I saw someone walking towards me down the hall, I would turn and walk the other direction. I got pulled to the side by a high school teacher and congratulated because she said that she could hear me. I said, "What are you talking about?" She said, "I could barely hear you at all. You actually project your voice now. I'm just congratulating you, I'm really excited about that." I was not even self aware of it. I did not know how to talk. Am I the most eloquent speaker? NO. I say, “Uh, ah, um, er…” all the time still. I'm totally fine with that. I was completely broke. We were living on loans. Not even paycheck to paycheck. Everything that you see right here has been sculpted. NOT GIVEN. I love the quote, "Know thyself," but ironically, I believe the only way to know thyself is to sculpt thyself. People tell me things like, "Well, Stephen, of course you can be successful because you have this show and you've got these other pieces here and you've got automation.” Yeah… BUT I WASN’T THREE YEARS AGO! You feel me? I'm yelling because I care. Okay? Passionate Papa Larsen's coming out. It’s time for real talk with Papa Larsen. DO I GUARANTEE SUCCESS? I work with a lot of brand new people who've never actually finished pushing through something.Go I guarantee results? HECK NO. Nor would I ever dare to. It's not for my benefit, it's for yours. I was broke, I couldn't speak, I got kicked out of college my first semester. Literally. I got mercy graduated from high school. I am the least likely success story. It wasn't until I sat in front of the mirror one day and asked myself, “What do I want with my life?” I had nothing. Getting pretty close to rock bottom. I actually ran from home. These are true stories. This is the upbringing of Steve Larsen, okay? I killed Stephen and birthed Steve. I had to get rid of a lot of my old self and become something new. When somebody comes to me and they say something like, "Stephen, what's the guaranteed ROI?" I know that they're trying to find a logical reason to excuse themselves from personal growth. I don't sit for that. I'm willing to say, "Look. This is a personal growth moment. It's not up to me. It's up to you. I can give you the tools but you've gotta freaking pick it up and still swing the hammer." They'll be like, "I can't pick up the hammer." Go do some form workouts. That's not my fault. I'm not gonna make the hammer any lighter. We don't pray for the weights in the gym to get less heavy. We pray to get more strength. Business growth is no different. For you to sit back and give me the ownership over your success is STUPID. WHAT’S THE GUARANTEED ROI? A lot of this comes down to the way MLM is positioned. MLM is often the gateway drug into entrepreneurship. A lot of entrepreneurs were once in MLM. Or still are. Just like myself. I came in through MLM and I left it for a little bit, learned and then I came back. But I had to go through some personal growth. There's no way that I could have done any of this five years ago. I didn't have the discipline, the drive or the motivation. When people say, "How do I motivated my team?" YOU HAVE THE WRONG TEAM! You should not recruit everything that has a heartbeat. This is the reason I have people go through an application process to join my downline. I am looking to see how much ownership they have taken in their life. I don't care if it means business ownership. What's their level of responsibility? I know that this is a very forward response, but I hear this so often it drives me UP THE FREAKING WALL. Your success is not on my shoulders. My success is on no one else's shoulders. It is completely on me. No one owes me anything. I don't deserve anything. Nothing is due to me. It's the same for everything else on this planet. SUCCESS IS A STATE OF MIND One of my favorite quotes says something to the effect of, "Your level of success in this life is parallel to the number of problems that you've solved." For a problem to be a problem it means it needs to be hard. So many people are like, "Man, you're saying I gotta learn how to do this or I need to think a little bit differently than I have in the past?" I struggle more to do this with adults than I do teenagers. Kids follow train tracks that have been built for them by adults and leaders for a long time. I find that a lot of adults never quite learn how to build their own tracks. They haven’t dealt with ambiguity or challenge. It has nothing to do with the material. That guy's having success, and that lady is, and those people are… But this person isn't. What's the variable? It's not the program. If you're not having success in your MLM, it’s not because of your MLM. GETTING REAL INCREASES YOUR CHANCE OF SUCCESS I had to get real with myself. I talk with myself a lot. I'm not afraid to say it. I was 35% body fat. I had a double chin. I was working on a triple. 35% body fat. I was 210 pounds. I'm six foot now but I was 5'6". I was a tubby bubby. I was a fat kid in high school. There was a moment when I had to sit back and get real with myself. "Stephen… YOU’RE FAT!” It's truth. It's not mean, it's truth. “Stephen… YOU DON’T KNOW HOW TO LEARN. YOU’RE DUMB.” That's not mean, it's truth. "Stephen… YOU’RE BROKE." “Stephen… YOU DON’T KNOW HOW TO TALK." You know how I broke that one? I would take my computer, get in front of a mirror and watch guys on stage and mute the volume. And I would physically mimic their actions and their movements. Dance around in complete silence trying to mimic so I could break out of my shy self. This is not a me, me, me session. I'm just trying to use myself as an example. I believe in sculpting myself. It's not know thyself. It's sculpt thyself. I don't care who I AM, I care who I'm trying to BECOME. Only you can truly know where you are and where you are not. ONLY YOU CAN GUARANTEE SUCCESS FOR YOURSELF Someone who has gone through something challenging and they've learned who they really are… They’re a rock star. David Goggins has this great thing called The Cookie Jar. He said, “Every time I something hard comes up in my life, I go with my cookie jar. I'll close my eyes and think, ‘I'll be alright. What have you done in the past that's awesome?’" Open up your cookie jar and look at all the awesome things you’ve done. The great stuff for your personal growth, or business growth. “Look, Stephen, you almost got straight As coming back into college after you learned how to learn. Man, you a bad mama jama.” Those are things that I look back I'm like, “Man. You a bad mama jama. Woo!” I get myself a little bit of a pump up to remind myself that I can handle the challenge ahead. If you've never done anything challenging, you have no cookie jar. So when someone ways to me, "Oh, guarantee success for me." FREAK, NO. Go do something hard, then come back. Because you need to learn who you really are. Lots of people ask me why I do what I do. Here’s why… My favorite moment is when I'm on stage and I can see it in their eyes… Something has just changed in their essence of a human being. I was speaking at a three day event once. People had paid $15,000 to be there, it was awesome. Russell Brunson turned to me and asked me what was wrong… and I said, "You know, it's weird, man. I can stand up and I can see who's not just getting it, but who's actually going to do it. Is that weird?" He laughed and said, "No. That's funny you're getting that already." IS ANYTHING REALLY GUARANTEED? When someone asks me , "Can you guarantee success for me? What's the guaranteed ROI?" NO. I don't know you as a human being. I don't know what you've been through. I'm not gonna hold your hand all the way. I will guide you to the level that you reach out. You come 50%, so will I. But if you're not coming even 10%, I'm not going 10%. The programs are there. I'm not hiding anything. It's all there. If someone's not even trying a little bit, and they're like, "Oh, it's a scam." NO. YOUR LIFE IS. This is Papa Larsen’s tough love. People who've never actually done much business-wise are attracted into MLM. Which is great. I'm love helping people who are brand new. I have programs for them to learn how to find success in this industry. But I don't recruit people who need motivating. I recruit the people who have innate motivation. There's a great quote by Jim Rohn. He says, "We must all suffer one of two things. The pain of discipline or the pain of regret." Those are some spicy truth words right there. THE INTENT TO BECOME There are three kinds of buyers that I have noticed: The person who has intent to learn. They will by a course or product and actually use it. Someone with NO intent. They buy something and never do anything with it. The person who has the intent to BECOME - It is a special moment. It's the moment when I'm standing on stage and I see in their eyes that something has changed in them. And they've been set up for massive growth. That is my favorite individual to work with. If you have the intent to become, you have the understanding that this is a journey. You love the process as much as they do the prize. What I'm asking you is, take a little look inside yourself and say, who am I? What intent did I join MLM with? Do I have the intent to learn? The intent to become requires far more honesty and self-discovery. You need to get raw and real with where you are and where you are not. Sometimes that can be uncomfortable. Are you trying to become who you wanna be? If you don't know what you wanna be, it's the reason you probably feel so much frustration. It's hard to get somewhere without knowing where you're trying to go. There's a coin that sits on my desk that reminds me of this all the time. It says, "The obstacle is the way." on the front and on the back, "The impediment to action advances action. What stands in the way, becomes the way." I just want you to know that I care about you all. I get really passionate and focused about this stuff because my life has changed because of it. No, I will absolutely not give you a guaranteed ROI or guarantee success for you. I will guarantee you a sweet, awesome way for you to develop and grow and become someone amazing IF you own it.
PAPA LARSON TALKS PERSONAL GROWTH AND BUSINESS GROWTH Today I'm gonna teach you guys about the INTENT TO BECOME. I know it's a little bit of a heavy title there but I really wanna tell you know about this. If you’re are not aware, inside of Secret MLM Hacks Radio there's a way to ask me questions. I go back and listen to a lot of your questions. Thank you, by the way. If you wanna ask a question, just go to SecretMLMHacksRadio.com. It has you opt in which is more to protect me because I do put these on the show. You're about to hear it. At the bottom there's a button for you to record your question straight from your browser. You can ask anything that you want. I'm not gonna say who this is from... But I get this question very frequently. I wanted to address it. I have personally brought at least 4,000 people through this process now. Personally. This is a common question. A lot of the people I bring in are brand new. They’ve never had any success online before. It is common for me to get this kind of question… And I just wanted to share this. I'm not gonna show you the name and I’m not here to badmouth this individual. I understand EXACTLY why I am behind the camera and why you're watching. I understand WHO I AM and WHERE I AM. That’s because of… GOD - He helps fill in the gaps MY willingness and determination THE MOST COMMON QUESTION ABOUT SUCCESS “Hey, Steve. Is this actually guaranteed to work? I'm tired of chasing shiny objects. Thank you.” WHAT? Are you kidding me? "Is this guaranteed to work? I'm tired of chasing shiny objects." FIRST OF ALL, chasing shiny objects is not my issue. That is yours. And secondly, is it guaranteed to work? There was a lady who was yelling at me on a page two weeks ago. WHY? Because I would not guarantee success for her inside the Secret MLM Hacks. Would you guarantee success for someone inside of your MLM when they join it? You won't? WAIT… You will under what contingency? Oh, that they actually do the stuff and do the work? THAT’S EXACTLY THE SAME WITH ME! I just told her, “Absolutely not. I will not guarantee success for you in this.” And she said, "What are you talking about?" She asked me for the guaranteed ROI on joining the program. I said, “We've had multiple people recruit several hundred people in a month with my program.We had one freak of nature recruit almost 1,000 people in a month.” People are recruiting more than they've ever done and making money in MLM for the FIRST FREAKING TIME in their life! WHAT’S THE GUARANTEED ROI? "Stephen, what's the guaranteed ROI?" What's the guaranteed ROI of anything? It has everything to do with how much effort you put into it. Someone else asked me the question, "How do I motivate my team?" YOU HAVE THE WRONG TEAM! If you have to ask that question, you have the wrong team! You have the team who's asking, "What's the guaranteed ROI? Will you guarantee success for me?" FREAKING NO. I don't OWN your success. No one owns mine. No one OWES me a thing. And no one owes you anything. It drives me nuts... Boils my blood, when people say things like, "Oh, I deserve this." NO! YOU DON’T! I don't deserve ANYTHING in my life. And no one OWES me anything. I will work tooth and nail for it and I'm willing to do so. My programs work when the people work. And when they work, they have success with it. Just like anything in life. ANYTHING IN LIFE. I’M THE LEAST LIKELY SUCCESS STORY I did not know how to talk. I'm not just saying that. I had almost a near clinical fear of adults. If I saw someone walking towards me down the hall, I would turn and walk the other direction. I got pulled to the side by a high school teacher and congratulated because she said that she could hear me. I said, "What are you talking about?" She said, "I could barely hear you at all. You actually project your voice now. I'm just congratulating you, I'm really excited about that." I was not even self aware of it. I did not know how to talk. Am I the most eloquent speaker? NO. I say, “Uh, ah, um, er…” all the time still. I'm totally fine with that. I was completely broke. We were living on loans. Not even paycheck to paycheck. Everything that you see right here has been sculpted. NOT GIVEN. I love the quote, "Know thyself," but ironically, I believe the only way to know thyself is to sculpt thyself. People tell me things like, "Well, Stephen, of course you can be successful because you have this show and you've got these other pieces here and you've got automation.” Yeah… BUT I WASN’T THREE YEARS AGO! You feel me? I'm yelling because I care. Okay? Passionate Papa Larsen's coming out. It’s time for real talk with Papa Larsen. DO I GUARANTEE SUCCESS? I work with a lot of brand new people who've never actually finished pushing through something.Go I guarantee results? HECK NO. Nor would I ever dare to. It's not for my benefit, it's for yours. I was broke, I couldn't speak, I got kicked out of college my first semester. Literally. I got mercy graduated from high school. I am the least likely success story. It wasn't until I sat in front of the mirror one day and asked myself, “What do I want with my life?” I had nothing. Getting pretty close to rock bottom. I actually ran from home. These are true stories. This is the upbringing of Steve Larsen, okay? I killed Stephen and birthed Steve. I had to get rid of a lot of my old self and become something new. When somebody comes to me and they say something like, "Stephen, what's the guaranteed ROI?" I know that they're trying to find a logical reason to excuse themselves from personal growth. I don't sit for that. I'm willing to say, "Look. This is a personal growth moment. It's not up to me. It's up to you. I can give you the tools but you've gotta freaking pick it up and still swing the hammer." They'll be like, "I can't pick up the hammer." Go do some form workouts. That's not my fault. I'm not gonna make the hammer any lighter. We don't pray for the weights in the gym to get less heavy. We pray to get more strength. Business growth is no different. For you to sit back and give me the ownership over your success is STUPID. WHAT’S THE GUARANTEED ROI? A lot of this comes down to the way MLM is positioned. MLM is often the gateway drug into entrepreneurship. A lot of entrepreneurs were once in MLM. Or still are. Just like myself. I came in through MLM and I left it for a little bit, learned and then I came back. But I had to go through some personal growth. There's no way that I could have done any of this five years ago. I didn't have the discipline, the drive or the motivation. When people say, "How do I motivated my team?" YOU HAVE THE WRONG TEAM! You should not recruit everything that has a heartbeat. This is the reason I have people go through an application process to join my downline. I am looking to see how much ownership they have taken in their life. I don't care if it means business ownership. What's their level of responsibility? I know that this is a very forward response, but I hear this so often it drives me UP THE FREAKING WALL. Your success is not on my shoulders. My success is on no one else's shoulders. It is completely on me. No one owes me anything. I don't deserve anything. Nothing is due to me. It's the same for everything else on this planet. SUCCESS IS A STATE OF MIND One of my favorite quotes says something to the effect of, "Your level of success in this life is parallel to the number of problems that you've solved." For a problem to be a problem it means it needs to be hard. So many people are like, "Man, you're saying I gotta learn how to do this or I need to think a little bit differently than I have in the past?" I struggle more to do this with adults than I do teenagers. Kids follow train tracks that have been built for them by adults and leaders for a long time. I find that a lot of adults never quite learn how to build their own tracks. They haven’t dealt with ambiguity or challenge. It has nothing to do with the material. That guy's having success, and that lady is, and those people are… But this person isn't. What's the variable? It's not the program. If you're not having success in your MLM, it’s not because of your MLM. GETTING REAL INCREASES YOUR CHANCE OF SUCCESS I had to get real with myself. I talk with myself a lot. I'm not afraid to say it. I was 35% body fat. I had a double chin. I was working on a triple. 35% body fat. I was 210 pounds. I'm six foot now but I was 5'6". I was a tubby bubby. I was a fat kid in high school. There was a moment when I had to sit back and get real with myself. "Stephen… YOU’RE FAT!” It's truth. It's not mean, it's truth. “Stephen… YOU DON’T KNOW HOW TO LEARN. YOU’RE DUMB.” That's not mean, it's truth. "Stephen… YOU’RE BROKE." “Stephen… YOU DON’T KNOW HOW TO TALK." You know how I broke that one? I would take my computer, get in front of a mirror and watch guys on stage and mute the volume. And I would physically mimic their actions and their movements. Dance around in complete silence trying to mimic so I could break out of my shy self. This is not a me, me, me session. I'm just trying to use myself as an example. I believe in sculpting myself. It's not know thyself. It's sculpt thyself. I don't care who I AM, I care who I'm trying to BECOME. Only you can truly know where you are and where you are not. ONLY YOU CAN GUARANTEE SUCCESS FOR YOURSELF Someone who has gone through something challenging and they've learned who they really are… They’re a rock star. David Goggins has this great thing called The Cookie Jar. He said, “Every time I something hard comes up in my life, I go with my cookie jar. I'll close my eyes and think, ‘I'll be alright. What have you done in the past that's awesome?’" Open up your cookie jar and look at all the awesome things you’ve done. The great stuff for your personal growth, or business growth. “Look, Stephen, you almost got straight As coming back into college after you learned how to learn. Man, you a bad mama jama.” Those are things that I look back I'm like, “Man. You a bad mama jama. Woo!” I get myself a little bit of a pump up to remind myself that I can handle the challenge ahead. If you've never done anything challenging, you have no cookie jar. So when someone ways to me, "Oh, guarantee success for me." FREAK, NO. Go do something hard, then come back. Because you need to learn who you really are. Lots of people ask me why I do what I do. Here’s why… My favorite moment is when I'm on stage and I can see it in their eyes… Something has just changed in their essence of a human being. I was speaking at a three day event once. People had paid $15,000 to be there, it was awesome. Russell Brunson turned to me and asked me what was wrong… and I said, "You know, it's weird, man. I can stand up and I can see who's not just getting it, but who's actually going to do it. Is that weird?" He laughed and said, "No. That's funny you're getting that already." IS ANYTHING REALLY GUARANTEED? When someone asks me , "Can you guarantee success for me? What's the guaranteed ROI?" NO. I don't know you as a human being. I don't know what you've been through. I'm not gonna hold your hand all the way. I will guide you to the level that you reach out. You come 50%, so will I. But if you're not coming even 10%, I'm not going 10%. The programs are there. I'm not hiding anything. It's all there. If someone's not even trying a little bit, and they're like, "Oh, it's a scam." NO. YOUR LIFE IS. This is Papa Larsen’s tough love. People who've never actually done much business-wise are attracted into MLM. Which is great. I'm love helping people who are brand new. I have programs for them to learn how to find success in this industry. But I don't recruit people who need motivating. I recruit the people who have innate motivation. There's a great quote by Jim Rohn. He says, "We must all suffer one of two things. The pain of discipline or the pain of regret." Those are some spicy truth words right there. THE INTENT TO BECOME There are three kinds of buyers that I have noticed: The person who has intent to learn. They will by a course or product and actually use it. Someone with NO intent. They buy something and never do anything with it. The person who has the intent to BECOME - It is a special moment. It's the moment when I'm standing on stage and I see in their eyes that something has changed in them. And they've been set up for massive growth. That is my favorite individual to work with. If you have the intent to become, you have the understanding that this is a journey. You love the process as much as they do the prize. What I'm asking you is, take a little look inside yourself and say, who am I? What intent did I join MLM with? Do I have the intent to learn? The intent to become requires far more honesty and self-discovery. You need to get raw and real with where you are and where you are not. Sometimes that can be uncomfortable. Are you trying to become who you wanna be? If you don't know what you wanna be, it's the reason you probably feel so much frustration. It's hard to get somewhere without knowing where you're trying to go. There's a coin that sits on my desk that reminds me of this all the time. It says, "The obstacle is the way." on the front and on the back, "The impediment to action advances action. What stands in the way, becomes the way." I just want you to know that I care about you all. I get really passionate and focused about this stuff because my life has changed because of it. No, I will absolutely not give you a guaranteed ROI or guarantee success for you. I will guarantee you a sweet, awesome way for you to develop and grow and become someone amazing IF you own it.
ONE OF THE BIGGEST PROBLEMS WITH SELLING YOUR MLM PRODUCT Frankly, if all MLMs understood this ONE THING, the world will be a lot easier to sell MLM products to. When I first joined an MLM, I was working my face off. I was doing tons of stuff. I recruited like crazy. I worked super hard, weeks and weeks and weeks. Eventually I get my first paycheck in the mail. I'm so excited. I had told my wife, “This is going to be the thing. This is going to be the one. This will be the thing that gets us financial security.” I was pumped because of everything it could mean for our family. That’s the reason why a lot of people join an MLM. We had just found out we were expecting our first kid. We were really excited. I was like, “Man, maybe this could pay for all of our medical bills. This would be cool.” I go to the mailbox to get the letter. I ran back inside to my wife so I can open it in front of her (which I really regret doing). I opened up the letter and look at the pay stub… $13. I was like, “Oh crap, what did I just get into?” ISMS TO SELLING YOUR MLM PRODUCT I'm not throwing rocks at MLM. You understand what I'm saying? There are some unspoken rules to selling MLM your product. They can be rough. I realized that I needed to learn to play this game a little bit differently. I love MLM because of the ability to go and create a real, lasting asset. That's my favorite thing about it. It's a real and it’s lasting. I can keep recruiting people and it's amazing. Personally, I treat it as a back end business. We have these cool automations and systems running, which is awesome. It’s building and growing this asset. The problem is that the commissions can be razor thin. Especially before you're hitting certain ranks and certain levels. Before your commissions start unlocking and you start getting more commissions on more levels, you're running hard. This is about five years ago, my little girl just turned five. I realized, “Oh my gosh, I need to play the game a little bit differently than most MLMers play” and frankly, I haven't see anyone else play the game like this. EVEN IN A DREAM MLM… Think about this... Let's say this that you have a $100 product that you sell for your MLM. Let's say you're MLM matches your compensation rate dollar for dollar. Meaning you sell $100 worth of product and that $100 is commissionable. Commissionable revenue. That’s really outstanding. Not normal for an MLM. On top of that, they’re giving you 30% commission. It's freaking massive level commission. That's exciting. Let's get real about it for a second. That means you have the potential of making $30 every time you make a sale. $30. You can't drive many ads with that on Facebook. You can't drive many ads with that ANYWHERE. Let's say you're selling a supplement on Facebook. Your MLM lets you do that. You’ve got all the green lights, best case scenario. It takes on average, $100 to $120 in ad spend to acquire a supplement buyer. You can't even afford to break even on that kind of commission level. Those kinds of numbers hold true for a lot of things. That means you have to be willing to go beat street and talk to people. I wanted to find ways to talk to more people profitably. Call me a freaking millennial. I want to have my cake and eat it too. I was obsessed over that question for so many years... And we did it. We figured out how. I’m going to give you the answer to the question, “How can I profitably drive traffic?” Did you hear what I just said? Profitably drive traffic. I can't run ads to my MLM product because it's not profitable so I put things in front of it. I drive ads to that. I create my own stuff. If MLMs understood this ONE CONCEPT, it would change the entire industry. PROFITABLY DRIVE TRAFFIC TO YOUR PRODUCT You can speak to people with several different costs: You could speak to people one on one. That's effective. It's not very efficient though. I can do something like a show or some kind of video or a recording. Every time I speak, lots of people are hearing it. I don't have to talk to each person individually. I just duplicated my time. Or you could speak with ads and increase my speed with ads. If you're not willing to spend ad money, I get it. You can't do it profitably inside an MLM. I'm going to show you guys how we pull this off. I'm not into the business of making break even money. I want to be able to make money. If you’re part of an MLM that doesn’t want you selling your MLM product at a discounted rate or driving ads to it, there are still things you can do. Instead of selling your MLM product on the front end, you sell it on the backend. This is what I always teach people to do is in any business. Regardless of whatever you're in; MLM, retail, info, B2B. When you think about a value ladder, the core business is in the middle or top of the ladder. The front end is what we lead with when it comes to selling your product MLM. You create cool lead-ins that help with conversation. Those are all things that we create on the very front of the value ladder. It’s not there to make money. The only thing they're meant to do is open up the gate and get people coming in. Then they can see step number two in your value ladder. When you go start designing your value ladder, I like to create an SLO product. Self-Liquidating Offer. The most valuable thing someone could ever do is join my down line. That's the top of the ladder. It's the end goal. I can't always lead with that. PROFITABLY DRIVE TRAFFIC WITHOUT SELLING YOUR MLM PRODUCT I created all these cool front end products about 5 years ago when my kid was born. It worked really well. I did not lead with, “Come join my thing.” I led with something that allowed me to create a relationship and add value. I HIGHLY DOUBT your MLM is going to have an issue with you helping other people. My current MLM lets me sell my product on the internet but I can't profitably drive traffic and ads to it. Not with the commission percentages that an MLM makes on a product. Let's get real about the numbers here: Let's say that you're 40% commission on a product. That's really high in MLM, obviously. You're selling a $100 package of supplements. We know that it usually takes $100+ to sell a supplement on the internet. I need to spend $100 to $120 just to acquire a customer. If I can get my average cart value up to about $180, that's when I can start hitting CPA networks and blow up the internet. How do you do that with the margins that MLMs give you? With my really extremely high commission inside MLM, I make $40 on $100 product. I only have $40 to acquire a customer. That means I can’t profitably drive traffic or spend money on ads to acquire somebody. All I do is create a package. If your MLM doesn't allow you to do samples, that's fine. You can make up an info product for $40 to draw people into your value ladder. Then the upsell is, "Hey, come get this product that's amazing, that's $100" You might only sell to five or six people, but you're doing it PROFITABLY. WORKING AROUND YOUR MLM’S COMMISSION If your MLM doesn’t want you to discount the product or drive ads to it, you don’t have to. By having a front end offer, you increase the perceived value of your MLM product. You solve people’s problems. At the same time, it allows you to spend ads profitably. Your front end offer doesn’t need to be crazy. Let’s stick with the weight loss product for $100 that you’re getting 40% commission on. Let me give you some really easy ways to make a cool front end product for that: What are the objections going to be about my weight loss product? I don't know if I should It won’t work for me. What If I'm a good fit? Didn’t the company go through some rough patches? I don’t have the time Pay attention to those objections, Build a product and a story around those objection. That’s your front end offer. The supplement is really easy to sell on the backend. I would start interviewing health professionals and ask them, "Look, health professionals, what are some of the pitfalls that people have right now about losing weight?" It would be super easy to interview 10 of them, bundle it together and sell the interviews. Call it a course, done. Does that make sense? Another objection was not having enough time. I would go to another health professional and be like, "Hey, health professional. Help me understand the routine that somebody needs to be in in order to lose weight effectively?" Now, you have a course AND you've got a checklist. You can sell it for $27. Now you have $27 to acquire a customer to sell that to and pitch them in the back. That's much different than having to spend $180 to acquire a customer. You might be selling powders, potions, lotions. I don't care what you're selling. That's how the game works. THE SECRET TO SELLING YOUR MLM PRODUCT PROFITABLY If you look at the top funnel builders, people who are selling like crazy on the internet, most of them they're doing something like this. It's because you’re just giving them one thing. Then you can pitch them after they buy it. You'll get a higher number of people coming through because they don't feel like you're immediately leading to the sale. You pitch them afterwards. If they don’t want one thing, then you have a bunch of upsells and downsells. “You know what, I totally get it if you don't want it. It's kind of expensive. Hey, here's another option. If you don't want this $100 supplement, we actually have this $60 cool thing. When you pair it with that first thing... Hey, here's some studies that come with it as well. It’s normally $100 but you get it for free.” You create that offer out of that. Are you getting the funnelology behind this? This is the reason why I lead so hard with recruiting. When you think about getting commission, it takes a butt ton of product to make a lot of money. It's EASIER for me to teach you how to get a lot of people inside your down line and give them these systems at the same time. That's what makes you rich. My wife was watching somebody online, and they were saying, "I'm so happy about my MLM. I've been in this MLM for three years now. We were able to pay for all of our diapers because of this MLM." THREE YEARS and all you can afford is freaking diapers? It's because they're ONLY selling the MLM product. You’ve got to have both. It's harder to do the recruiting side because you are affecting the behavior and the outlook of the individual. It’s not just buying a one-off product from me. If I can get you recruiting, OH MY GOSH. The recruiting systems themselves. The product sales side is not that hard to turn on. That's why we lead so hard with recruiting.
ONE OF THE BIGGEST PROBLEMS WITH SELLING YOUR MLM PRODUCT Frankly, if all MLMs understood this ONE THING, the world will be a lot easier to sell MLM products to. When I first joined an MLM, I was working my face off. I was doing tons of stuff. I recruited like crazy. I worked super hard, weeks and weeks and weeks. Eventually I get my first paycheck in the mail. I'm so excited. I had told my wife, “This is going to be the thing. This is going to be the one. This will be the thing that gets us financial security.” I was pumped because of everything it could mean for our family. That’s the reason why a lot of people join an MLM. We had just found out we were expecting our first kid. We were really excited. I was like, “Man, maybe this could pay for all of our medical bills. This would be cool.” I go to the mailbox to get the letter. I ran back inside to my wife so I can open it in front of her (which I really regret doing). I opened up the letter and look at the pay stub… $13. I was like, “Oh crap, what did I just get into?” ISMS TO SELLING YOUR MLM PRODUCT I'm not throwing rocks at MLM. You understand what I'm saying? There are some unspoken rules to selling MLM your product. They can be rough. I realized that I needed to learn to play this game a little bit differently. I love MLM because of the ability to go and create a real, lasting asset. That's my favorite thing about it. It's a real and it’s lasting. I can keep recruiting people and it's amazing. Personally, I treat it as a back end business. We have these cool automations and systems running, which is awesome. It’s building and growing this asset. The problem is that the commissions can be razor thin. Especially before you're hitting certain ranks and certain levels. Before your commissions start unlocking and you start getting more commissions on more levels, you're running hard. This is about five years ago, my little girl just turned five. I realized, “Oh my gosh, I need to play the game a little bit differently than most MLMers play” and frankly, I haven't see anyone else play the game like this. EVEN IN A DREAM MLM… Think about this... Let's say this that you have a $100 product that you sell for your MLM. Let's say you're MLM matches your compensation rate dollar for dollar. Meaning you sell $100 worth of product and that $100 is commissionable. Commissionable revenue. That’s really outstanding. Not normal for an MLM. On top of that, they’re giving you 30% commission. It's freaking massive level commission. That's exciting. Let's get real about it for a second. That means you have the potential of making $30 every time you make a sale. $30. You can't drive many ads with that on Facebook. You can't drive many ads with that ANYWHERE. Let's say you're selling a supplement on Facebook. Your MLM lets you do that. You’ve got all the green lights, best case scenario. It takes on average, $100 to $120 in ad spend to acquire a supplement buyer. You can't even afford to break even on that kind of commission level. Those kinds of numbers hold true for a lot of things. That means you have to be willing to go beat street and talk to people. I wanted to find ways to talk to more people profitably. Call me a freaking millennial. I want to have my cake and eat it too. I was obsessed over that question for so many years... And we did it. We figured out how. I’m going to give you the answer to the question, “How can I profitably drive traffic?” Did you hear what I just said? Profitably drive traffic. I can't run ads to my MLM product because it's not profitable so I put things in front of it. I drive ads to that. I create my own stuff. If MLMs understood this ONE CONCEPT, it would change the entire industry. PROFITABLY DRIVE TRAFFIC TO YOUR PRODUCT You can speak to people with several different costs: You could speak to people one on one. That's effective. It's not very efficient though. I can do something like a show or some kind of video or a recording. Every time I speak, lots of people are hearing it. I don't have to talk to each person individually. I just duplicated my time. Or you could speak with ads and increase my speed with ads. If you're not willing to spend ad money, I get it. You can't do it profitably inside an MLM. I'm going to show you guys how we pull this off. I'm not into the business of making break even money. I want to be able to make money. If you’re part of an MLM that doesn’t want you selling your MLM product at a discounted rate or driving ads to it, there are still things you can do. Instead of selling your MLM product on the front end, you sell it on the backend. This is what I always teach people to do is in any business. Regardless of whatever you're in; MLM, retail, info, B2B. When you think about a value ladder, the core business is in the middle or top of the ladder. The front end is what we lead with when it comes to selling your product MLM. You create cool lead-ins that help with conversation. Those are all things that we create on the very front of the value ladder. It’s not there to make money. The only thing they're meant to do is open up the gate and get people coming in. Then they can see step number two in your value ladder. When you go start designing your value ladder, I like to create an SLO product. Self-Liquidating Offer. The most valuable thing someone could ever do is join my down line. That's the top of the ladder. It's the end goal. I can't always lead with that. PROFITABLY DRIVE TRAFFIC WITHOUT SELLING YOUR MLM PRODUCT I created all these cool front end products about 5 years ago when my kid was born. It worked really well. I did not lead with, “Come join my thing.” I led with something that allowed me to create a relationship and add value. I HIGHLY DOUBT your MLM is going to have an issue with you helping other people. My current MLM lets me sell my product on the internet but I can't profitably drive traffic and ads to it. Not with the commission percentages that an MLM makes on a product. Let's get real about the numbers here: Let's say that you're 40% commission on a product. That's really high in MLM, obviously. You're selling a $100 package of supplements. We know that it usually takes $100+ to sell a supplement on the internet. I need to spend $100 to $120 just to acquire a customer. If I can get my average cart value up to about $180, that's when I can start hitting CPA networks and blow up the internet. How do you do that with the margins that MLMs give you? With my really extremely high commission inside MLM, I make $40 on $100 product. I only have $40 to acquire a customer. That means I can’t profitably drive traffic or spend money on ads to acquire somebody. All I do is create a package. If your MLM doesn't allow you to do samples, that's fine. You can make up an info product for $40 to draw people into your value ladder. Then the upsell is, "Hey, come get this product that's amazing, that's $100" You might only sell to five or six people, but you're doing it PROFITABLY. WORKING AROUND YOUR MLM’S COMMISSION If your MLM doesn’t want you to discount the product or drive ads to it, you don’t have to. By having a front end offer, you increase the perceived value of your MLM product. You solve people’s problems. At the same time, it allows you to spend ads profitably. Your front end offer doesn’t need to be crazy. Let’s stick with the weight loss product for $100 that you’re getting 40% commission on. Let me give you some really easy ways to make a cool front end product for that: What are the objections going to be about my weight loss product? I don't know if I should It won’t work for me. What If I'm a good fit? Didn’t the company go through some rough patches? I don’t have the time Pay attention to those objections, Build a product and a story around those objection. That’s your front end offer. The supplement is really easy to sell on the backend. I would start interviewing health professionals and ask them, "Look, health professionals, what are some of the pitfalls that people have right now about losing weight?" It would be super easy to interview 10 of them, bundle it together and sell the interviews. Call it a course, done. Does that make sense? Another objection was not having enough time. I would go to another health professional and be like, "Hey, health professional. Help me understand the routine that somebody needs to be in in order to lose weight effectively?" Now, you have a course AND you've got a checklist. You can sell it for $27. Now you have $27 to acquire a customer to sell that to and pitch them in the back. That's much different than having to spend $180 to acquire a customer. You might be selling powders, potions, lotions. I don't care what you're selling. That's how the game works. THE SECRET TO SELLING YOUR MLM PRODUCT PROFITABLY If you look at the top funnel builders, people who are selling like crazy on the internet, most of them they're doing something like this. It's because you’re just giving them one thing. Then you can pitch them after they buy it. You'll get a higher number of people coming through because they don't feel like you're immediately leading to the sale. You pitch them afterwards. If they don’t want one thing, then you have a bunch of upsells and downsells. “You know what, I totally get it if you don't want it. It's kind of expensive. Hey, here's another option. If you don't want this $100 supplement, we actually have this $60 cool thing. When you pair it with that first thing... Hey, here's some studies that come with it as well. It’s normally $100 but you get it for free.” You create that offer out of that. Are you getting the funnelology behind this? This is the reason why I lead so hard with recruiting. When you think about getting commission, it takes a butt ton of product to make a lot of money. It's EASIER for me to teach you how to get a lot of people inside your down line and give them these systems at the same time. That's what makes you rich. My wife was watching somebody online, and they were saying, "I'm so happy about my MLM. I've been in this MLM for three years now. We were able to pay for all of our diapers because of this MLM." THREE YEARS and all you can afford is freaking diapers? It's because they're ONLY selling the MLM product. You’ve got to have both. It's harder to do the recruiting side because you are affecting the behavior and the outlook of the individual. It’s not just buying a one-off product from me. If I can get you recruiting, OH MY GOSH. The recruiting systems themselves. The product sales side is not that hard to turn on. That's why we lead so hard with recruiting.
This is how to turn ANY product into an offer so you can out-value and serve more than your whole upline or downline… Today, I'm going to teach you guys how to create an offer out of your MLM product. This is one of the biggest mishaps any MLMer makes. To take the product that your MLM gives you and walk around with that ONE thing and try and sell it. That is a product, not an offer. THE REALIZATION ABOUT MY MLM PRODUCT I want to walk you through a case study within Secret MLM Hacks program. There's a lady (she’s awesome) in Secret MLM Hacks program. She said to me, "But Stephen, I sell mascara. How on earth do I create an offer and be unique among all the people who are selling mascara in my MLM? How do I be more unique than all those people?" The answer is about the offer. If you've just been walking around with your MLM product, you're not unique at all. The first time I realized this, I was doing door-to-door sales. It was really hot out. This was probably six years ago. I was knocking doors. It was really hot out. I decided to hide inside of a McDonald's because it had free AC. I walked in, it felt good… But I was shocked to see that my boss and other salesmen were also hiding in this McDonald's because it was so hot. We're talking and chatting for a bit. All of a sudden, this guy walks up. He goes, "Hey, you're selling pest control." We're like, "Yeah." He's like, "Come spray my bugs," and he asked for a sale, which is not normal. A lay down sale right there. We all looked around at each other. We all grew up together, so we knew each other and we were good friends. We all looked around at each other, and we're like, "No, you didn't get a sale today," "No, you haven't had a sale in a day," or whatever, "You take it," "No, you take it," "No, you take it." Back and forth, back and forth. Suddenly, my boss stands up, and he goes, "You," pointing to somebody. That person got a lucky lay down sale. That experience has stuck in my head because this is what I realize. It was like, “Oh my gosh.” It didn't matter who the guy chose. He had the same experience no matter who he chose. It didn't matter who he chose because they had the same fulfillment, they had the same scripts, they had the same product, they had the same stupid jokes in their scripts. We're all wearing the same uniform. Everything was the same. There was no difference based on who he chose. If you are selling your MLM product as it is, the way it comes from your MLM, are doing the exact same thing. That's the danger. There's no difference between choosing you over the other tens of thousands of people also selling your product. That's a big issue. LET’S CREATE A UNIQUE OFFER OUT OF YOUR PRODUCT I want to show you how to create an offer out of your MLM product. I am not telling you to change the product itself. That's why I want to walk through this case study. I want you to see how I create an offer out of somebody's MLM product to make them: More unique More valuable Help them deliver more Solve more problems than anybody else in their downline or upline That's exactly what we did, and that's exactly what's happened. It's really very powerful. It's amazing. I know I'm claiming some big stuff right here. Get a piece of paper out and take this part seriously. It's very powerful. This is how I out-value everybody else in my upline and downline. This is how I out-value everybody else when I'm selling the product itself. I give more solutions than the standard person. It comes down to the way I'm packaging it together. I transform it from a product into an offer. That's the real secret. I want to teach you guys how I'm doing that. VEHICLE VS ANCHOR Let’s clear one thing up before we move on. A lot of people ask me, “Is the anchor of an offer and the vehicle the same thing?” No. An anchor of an offer and the vehicle that's not the same thing. The anchor is part of the vehicle… But the vehicle is not part of the anchor. When we say: Vehicle New opportunity Stack slide Offer Those are all the same thing. Let’s say I’m consuming ClickFunnels. If I'm consuming ClickFunnels, there's a belief that's causing me to consume it. I believe that ClickFunnels is the vehicle that will get me what I want. It's not that I want ClickFunnels. I want what ClickFunnels gives me, right? You sell the hole, not the drill. You're selling the taste, not the food. Too many people get obsessed over their product and they're like, "But this drill is amazing." No one wants the drill, they want the hole. It's the same thing with your product. "But the mascara's amazing." It's not about the mascara, they want what it does. They want it for the benefit it gives them. That's what a vehicle is. Products, offers and new opportunities. It’s called a vehicle because it delivers what the customer really wants. They don't necessarily care about your product. They just want the result that it gives them. The anchor of the product is the part of the products that the customer's most excited about. OBJECTIONS TO YOUR MLM PRODUCT Let's keep with the mascara example. When you go to someone and say, "Here's my mascara," there's going to be some reactions to that. Is everybody going to buy right off the bat? No. Of course not. Even if your product is really good, they don't buy because it's not about the product. It's about what happens when you show them the product. There's something that happens internally. This is where those false beliefs come in. PRODUCT OBJECTION When you show someone, "Here's the product."... "Is it any good?" There's this involuntary reaction. We show them the mascara, "Is it good?" The first objection is about the vehicle itself. The mascara. "IS IT ANY GOOD?" That’s the first objection that people normally have when you show them a product or offer. I have to figure out how to address it. If I can get somebody to believe that there is a possible that vehicle is actually good, "You know what, that actually does look like good mascara." INTERNAL OBJECTION The next objection they have is INTERNAL. They're going to ask themselves, "Am I good enough?" It goes to a lot of places of insecurities. "Well, yeah I believe that could work but there's just no way I could pull that off." They're convinced the vehicle, mascara, is a good thing. But their excuse is, "I just don't think I can pull this off. I'm just not that kind of person." That's an internal insecurity. An internal objection. An internal false belief. “I don't know that I'm good enough to wear this mascara." It might be an insecurity over self worth. It's possible. Very possible. Those are internal objections about their own abilities. EXTERNAL OBJECTION The next objection is going to be EXTERNAL. If I can get them to believe, "Oh my gosh this vehicle is possible. Oh my gosh it's possible internally that I actually can pull it off." Their next objection is based on external factors. People blame their ability to be successful with the vehicle on something else. It's an excuse. "I can't get this mascara because look at the price." They're blaming away from them. It's usually: Time Money Resources “It's going to cost me too much money.” "I don't have the time to do this right now." "I don't have the support. My wife/spouse would never support me” You need to be addressing those objections inside of your offer. That can feel like bad medicine to a customer. How do you make it feel not like medicine? You tell stories. That’s why we don't jump straight to building a funnel. That's usually why funnels SUCK. There's a lot of psychology behind it. This is marketing psychology. THE ANCHOR OF YOUR OFFER NEXT... I have: The vehicle Internal objection External objection Those three things go in my stack slide. Let’s use ClickFunnels as another example. Someone’s saying, "Look at ClickFunnels. This is so cool. I believe the vehicle can get me where I want to go. But I'm not techie." Russell address that by saying, "Don't worry if you're not the person to do it have your eight year old come do it." Seriously, his twins build funnels. He also tosses in, "So you understand also how to put these pieces together and how to understand your customer, we're going to put something in something called Inception Secrets." Did the customer ask for it? They did. Just not explicitly. "Oh man, I would love to have funnel hacks. But I don't know how to put the copy on the page" "Don't worry about it. We're going to put something in there called Funnel Scripts." Those are all things that make up the offer. The anchor of the offer is the thing that the customer is most excited about in the offer. In Funnel Hacks, do you think people are most excited about Funnel Hacks? No! They're most excited about ClickFunnels. When someone buys Funnel Hack they PRE-BUY six months of ClickFunnels. That’s what makes an offer sexy! HOW TO PACKAGE A SEXY OFFER If you understand this one piece, ALL of offer creation and all of funnel building gets real easy. This is the secret sauce and this is the reason this stuff works so well. This is how we're going to build an offer. This is what I go through every time. IF I CAN JUST GET YOU TO UNDERSTAND THIS... it makes it so simple and so fast. You will have success in MLM far faster than any average MLM-er or experienced traditional MLM-ist ever will. I mean that. I'm not laughing. THIS is marketing. We're going to design an offer right here. Follow along for your own product. "But Steven, I sell a suppleme..." "DOESN’T MATTER" But, "Steven, I sell insuran..." "WHO CARES?! It's the same freaking thing!" That's what I get so mad about! Is the product different? Yeah... But that's not how crap sells. It's not about the product. It's about the sales message. CREATE AN OFFER USING HEALTH, WEALTH AND RELATIONSHIPS Back to our mascara and makeup example. If I've got three things here… Health Wealth Relationships If you sell makeup, you most likely use it. You probably had some AHA as to why you’re using the one you are now. You can skip the whole ask campaign thing if you walked the path that you're selling back into. You already know what the false beliefs are. You’ve walked them. You had them. Are you going to promise health, wealth or relationships through your makeup product? You’re selling mascara, but that's not what they actually want. What do they want? RELATIONSHIPS, BABY! It's not about the product. They want a relationship. Could I promise health through mascara? I actually could. Do you understand how this works? I could take this and connect it to any one of them. It doesn't matter. What matters is that I choose ONE. The pitch styles are slightly different based on the one that you do. You can spin the sales message. Are we talking about product or offer here? NO. We're talking about outcome. HEALTH, WEALTH and RELATIONSHIPS are the most “NO DUH” places to go spend money in. You don't see a salesman next to eggs in the grocery store. This is a “NO DUH” buying place. You're not selling mascara. You're selling relationships. FINDING YOUR BLUE OCEAN How many people sell mascara? A LOT. They're promising relationships through mascara. We’ve got to figure out the blue ocean to go sell to. Create a new opportunity and sell it directly back to the other mascara buyers. CURRENT BUYERS, you understand? This is the reason why I recruit so well in my MLM. My personal downline. I don't target people who are not currently in an MLM. I target people who are in an MLM and hate it. WHY? Because I'm selling directly back to MLM. I'm promising wealth through MLM. I'm selling back to the general MLM-ist. People who hate the downline they're in. Hate the company they're in. Can't see a way out. I'm not convincing people that MLM's the new opportunity. I'm teaching an MLM-er who's down the path already. Why? It shortens the education gap. It's easier sale and it's a better customer. This is what happens when you get real clear on who you want. START TO TURN YOUR PRODUCT INTO AN OFFER Two things I got to figure out: What are current makeup buyers buying? What are they already trading cash for? The sales message. What message is generically believed in this sub-market? What's the current offer and the current message that people are consuming? Now we need to start crafting this. We need to come up with two things: Offer Message The message needs to throw rocks at the red ocean. The mainstream way of doing it. Look at my headlines for Secret MLM Hacks. "How do MLMers like us recruit A players and create extra income without annoying family and friends?" I'm throwing rocks at people who only talk to their friends and family. You want to touch a nerve and make people think, “I see why you're saying that. I've felt the same pain.” Please don't throw rocks at people. If you’re pitting against a company, don’t throw rocks at the CEO. OBJECTIONS TO YOUR PRODUCT OR OFFER We need to think through the biggest objection that people have when you show them your product. There are three different types of objections: Vehicle (V) - about the product Internal (I) - about their ability External (E) - about their resources Let’s think of what those objections and false beliefs could be for this makeup and mascara example: V - Will it work? I - I don’t have the knowledge to use it E - The price is too high OKAY. Now we have the false beliefs, whoa buddy. Let's design ourselves an offer. STORIES UPHOLDING FALSE BELIEFS The next thing we need to figure out is story or experience that created those false beliefs. Vehicle. Does this even work? “I've tried so many different products. There's just nothing out there that's going to be right for me. I have a draw full of old products that didn't work." Internal. Knowledge. “You can never recreate makeup that’s done by a professional. I don’t have the skills or knowledge to do what the pros do. I don’t have the experience. External. Price. The story could be "Well, I heard that there was this one company that was charging $200 for this makeup kit. It was crazy because it was terrible, didn't even work. Therefore everything expensive doesn’t work. I can get the exact same thing from Wal-Mart." or “I have a friend who spends $300 a month on makeup” So that’s what they think it costs. NEW STORIES = NEW BELIEFS Now we craft new stories. This is where we use things like the epiphany bridge script from Expert Secrets. You don't necessarily TELL stories, you ASSEMBLE stories. If you need more drama, assemble more drama. If you need more conflict, craft more conflict. They're malleable. For vehicle, internal and external, you need to tell new stories. It could be something like: “I’d tried so many makeup products and none of them worked. I had a draw full of bad products that didn’t do what they said on the can. I was about to give up when I found THIS PRODUCT and it changed my life.” CREATE PROMISED BASED ON THOSE FALSE BELIEFS The next thing I’m going to do is create headlines. Another word for headlines (which I think describes them better) is PROMISES. I'm going to make a vehicle based promise. I'm going to make an internal based promise. An external based promise. “I'm going to show you how to BIG PROMISE without HUGE PAIN” I address their big fear and the false belief. I promise to get around it without them having to go through the pain I know they've been experiencing. Vehicle - “I’m going to show you how to do your makeup without trying a million and one different products” Internal - “I’m going to give you three makeup tips to get the A list look” External - “I’m going to show you how to get the $1,000 makeover look for $50” If you look at SecretMLMHacks.com, look at those bottom three columns. This is exactly what I did. DESIGNING YOUR OFFER The next thing we need to do is start creating the products and the stack slide. Your offer. Based on everything we’ve done so far, let’s come up with some products. These tie directly back to the false beliefs. Vehicle - Self-consultation guide Show them how to choose the the right makeup for them that will work. Internal - Evening looks guide Give them the knowledge to do their makeup in different ways. External - Makeup kit This is where they get a whole load of products for a great price. THIS is how I create the stack. Without knowing it, we have very deceivingly created the stack before your very eyes. SHAZAM! You’ve got three bonuses right there. All we need to do is add an anchor and call it something cool. Stack slides usually have five things in. You’ve got three right there! I always like to add a Fast Action Bonus at the bottom. A FAB. You say “By the way, those of you guys that act right now, I'm going to let you into our little community.” You could get someone else's book that you think is really good and throw that in there for FREE as well. They get it for FREE but you're going to add $20 to the cost off everything else. DID WE JUST CREATE AN OFFER? This is freaking awesome! The MARKET told us to put these things together. Not explicitly. But they told us. This is a safe place for me to launch in. WHY? Because you're reacting to what the market has asked you to do. Here's what you do with the price… You’re probably able to sell the kit at a certain price point because you’re in MLM. Charge the kit price. They just get the rest of the stuff for FREE. NOW YOU’RE COMPETING ON VALUE, NOT PRICE. Most of these are freaking info products. You only have to make those ONCE. You can probably find a lot of these videos on YouTube. YouTube is open source. It's public domain. As long as they’re publicly listed, YOU CAN JUST TAKE THEM. I make members areas with other people's videos all the time and use them for lead gen. It's legal. You can do that. You might only be selling ALL OF THIS for the price of your MLM product… But you're delivering more. You will outsell, outperform and outvalue everyone else in your downline. Your upline, other people in makeup MLM’s. This is the method that I use and this is how I’m killing it. Master this, and you can create an offer out of anything.
This is how to turn ANY product into an offer so you can out-value and serve more than your whole upline or downline… Today, I'm going to teach you guys how to create an offer out of your MLM product. This is one of the biggest mishaps any MLMer makes. To take the product that your MLM gives you and walk around with that ONE thing and try and sell it. That is a product, not an offer. THE REALIZATION ABOUT MY MLM PRODUCT I want to walk you through a case study within Secret MLM Hacks program. There's a lady (she’s awesome) in Secret MLM Hacks program. She said to me, "But Stephen, I sell mascara. How on earth do I create an offer and be unique among all the people who are selling mascara in my MLM? How do I be more unique than all those people?" The answer is about the offer. If you've just been walking around with your MLM product, you're not unique at all. The first time I realized this, I was doing door-to-door sales. It was really hot out. This was probably six years ago. I was knocking doors. It was really hot out. I decided to hide inside of a McDonald's because it had free AC. I walked in, it felt good… But I was shocked to see that my boss and other salesmen were also hiding in this McDonald's because it was so hot. We're talking and chatting for a bit. All of a sudden, this guy walks up. He goes, "Hey, you're selling pest control." We're like, "Yeah." He's like, "Come spray my bugs," and he asked for a sale, which is not normal. A lay down sale right there. We all looked around at each other. We all grew up together, so we knew each other and we were good friends. We all looked around at each other, and we're like, "No, you didn't get a sale today," "No, you haven't had a sale in a day," or whatever, "You take it," "No, you take it," "No, you take it." Back and forth, back and forth. Suddenly, my boss stands up, and he goes, "You," pointing to somebody. That person got a lucky lay down sale. That experience has stuck in my head because this is what I realize. It was like, “Oh my gosh.” It didn't matter who the guy chose. He had the same experience no matter who he chose. It didn't matter who he chose because they had the same fulfillment, they had the same scripts, they had the same product, they had the same stupid jokes in their scripts. We're all wearing the same uniform. Everything was the same. There was no difference based on who he chose. If you are selling your MLM product as it is, the way it comes from your MLM, are doing the exact same thing. That's the danger. There's no difference between choosing you over the other tens of thousands of people also selling your product. That's a big issue. LET’S CREATE A UNIQUE OFFER OUT OF YOUR PRODUCT I want to show you how to create an offer out of your MLM product. I am not telling you to change the product itself. That's why I want to walk through this case study. I want you to see how I create an offer out of somebody's MLM product to make them: More unique More valuable Help them deliver more Solve more problems than anybody else in their downline or upline That's exactly what we did, and that's exactly what's happened. It's really very powerful. It's amazing. I know I'm claiming some big stuff right here. Get a piece of paper out and take this part seriously. It's very powerful. This is how I out-value everybody else in my upline and downline. This is how I out-value everybody else when I'm selling the product itself. I give more solutions than the standard person. It comes down to the way I'm packaging it together. I transform it from a product into an offer. That's the real secret. I want to teach you guys how I'm doing that. VEHICLE VS ANCHOR Let’s clear one thing up before we move on. A lot of people ask me, “Is the anchor of an offer and the vehicle the same thing?” No. An anchor of an offer and the vehicle that's not the same thing. The anchor is part of the vehicle… But the vehicle is not part of the anchor. When we say: Vehicle New opportunity Stack slide Offer Those are all the same thing. Let’s say I’m consuming ClickFunnels. If I'm consuming ClickFunnels, there's a belief that's causing me to consume it. I believe that ClickFunnels is the vehicle that will get me what I want. It's not that I want ClickFunnels. I want what ClickFunnels gives me, right? You sell the hole, not the drill. You're selling the taste, not the food. Too many people get obsessed over their product and they're like, "But this drill is amazing." No one wants the drill, they want the hole. It's the same thing with your product. "But the mascara's amazing." It's not about the mascara, they want what it does. They want it for the benefit it gives them. That's what a vehicle is. Products, offers and new opportunities. It’s called a vehicle because it delivers what the customer really wants. They don't necessarily care about your product. They just want the result that it gives them. The anchor of the product is the part of the products that the customer's most excited about. OBJECTIONS TO YOUR MLM PRODUCT Let's keep with the mascara example. When you go to someone and say, "Here's my mascara," there's going to be some reactions to that. Is everybody going to buy right off the bat? No. Of course not. Even if your product is really good, they don't buy because it's not about the product. It's about what happens when you show them the product. There's something that happens internally. This is where those false beliefs come in. PRODUCT OBJECTION When you show someone, "Here's the product."... "Is it any good?" There's this involuntary reaction. We show them the mascara, "Is it good?" The first objection is about the vehicle itself. The mascara. "IS IT ANY GOOD?" That’s the first objection that people normally have when you show them a product or offer. I have to figure out how to address it. If I can get somebody to believe that there is a possible that vehicle is actually good, "You know what, that actually does look like good mascara." INTERNAL OBJECTION The next objection they have is INTERNAL. They're going to ask themselves, "Am I good enough?" It goes to a lot of places of insecurities. "Well, yeah I believe that could work but there's just no way I could pull that off." They're convinced the vehicle, mascara, is a good thing. But their excuse is, "I just don't think I can pull this off. I'm just not that kind of person." That's an internal insecurity. An internal objection. An internal false belief. “I don't know that I'm good enough to wear this mascara." It might be an insecurity over self worth. It's possible. Very possible. Those are internal objections about their own abilities. EXTERNAL OBJECTION The next objection is going to be EXTERNAL. If I can get them to believe, "Oh my gosh this vehicle is possible. Oh my gosh it's possible internally that I actually can pull it off." Their next objection is based on external factors. People blame their ability to be successful with the vehicle on something else. It's an excuse. "I can't get this mascara because look at the price." They're blaming away from them. It's usually: Time Money Resources “It's going to cost me too much money.” "I don't have the time to do this right now." "I don't have the support. My wife/spouse would never support me” You need to be addressing those objections inside of your offer. That can feel like bad medicine to a customer. How do you make it feel not like medicine? You tell stories. That’s why we don't jump straight to building a funnel. That's usually why funnels SUCK. There's a lot of psychology behind it. This is marketing psychology. THE ANCHOR OF YOUR OFFER NEXT... I have: The vehicle Internal objection External objection Those three things go in my stack slide. Let’s use ClickFunnels as another example. Someone’s saying, "Look at ClickFunnels. This is so cool. I believe the vehicle can get me where I want to go. But I'm not techie." Russell address that by saying, "Don't worry if you're not the person to do it have your eight year old come do it." Seriously, his twins build funnels. He also tosses in, "So you understand also how to put these pieces together and how to understand your customer, we're going to put something in something called Inception Secrets." Did the customer ask for it? They did. Just not explicitly. "Oh man, I would love to have funnel hacks. But I don't know how to put the copy on the page" "Don't worry about it. We're going to put something in there called Funnel Scripts." Those are all things that make up the offer. The anchor of the offer is the thing that the customer is most excited about in the offer. In Funnel Hacks, do you think people are most excited about Funnel Hacks? No! They're most excited about ClickFunnels. When someone buys Funnel Hack they PRE-BUY six months of ClickFunnels. That’s what makes an offer sexy! HOW TO PACKAGE A SEXY OFFER If you understand this one piece, ALL of offer creation and all of funnel building gets real easy. This is the secret sauce and this is the reason this stuff works so well. This is how we're going to build an offer. This is what I go through every time. IF I CAN JUST GET YOU TO UNDERSTAND THIS... it makes it so simple and so fast. You will have success in MLM far faster than any average MLM-er or experienced traditional MLM-ist ever will. I mean that. I'm not laughing. THIS is marketing. We're going to design an offer right here. Follow along for your own product. "But Steven, I sell a suppleme..." "DOESN’T MATTER" But, "Steven, I sell insuran..." "WHO CARES?! It's the same freaking thing!" That's what I get so mad about! Is the product different? Yeah... But that's not how crap sells. It's not about the product. It's about the sales message. CREATE AN OFFER USING HEALTH, WEALTH AND RELATIONSHIPS Back to our mascara and makeup example. If I've got three things here… Health Wealth Relationships If you sell makeup, you most likely use it. You probably had some AHA as to why you’re using the one you are now. You can skip the whole ask campaign thing if you walked the path that you're selling back into. You already know what the false beliefs are. You’ve walked them. You had them. Are you going to promise health, wealth or relationships through your makeup product? You’re selling mascara, but that's not what they actually want. What do they want? RELATIONSHIPS, BABY! It's not about the product. They want a relationship. Could I promise health through mascara? I actually could. Do you understand how this works? I could take this and connect it to any one of them. It doesn't matter. What matters is that I choose ONE. The pitch styles are slightly different based on the one that you do. You can spin the sales message. Are we talking about product or offer here? NO. We're talking about outcome. HEALTH, WEALTH and RELATIONSHIPS are the most “NO DUH” places to go spend money in. You don't see a salesman next to eggs in the grocery store. This is a “NO DUH” buying place. You're not selling mascara. You're selling relationships. FINDING YOUR BLUE OCEAN How many people sell mascara? A LOT. They're promising relationships through mascara. We’ve got to figure out the blue ocean to go sell to. Create a new opportunity and sell it directly back to the other mascara buyers. CURRENT BUYERS, you understand? This is the reason why I recruit so well in my MLM. My personal downline. I don't target people who are not currently in an MLM. I target people who are in an MLM and hate it. WHY? Because I'm selling directly back to MLM. I'm promising wealth through MLM. I'm selling back to the general MLM-ist. People who hate the downline they're in. Hate the company they're in. Can't see a way out. I'm not convincing people that MLM's the new opportunity. I'm teaching an MLM-er who's down the path already. Why? It shortens the education gap. It's easier sale and it's a better customer. This is what happens when you get real clear on who you want. START TO TURN YOUR PRODUCT INTO AN OFFER Two things I got to figure out: What are current makeup buyers buying? What are they already trading cash for? The sales message. What message is generically believed in this sub-market? What's the current offer and the current message that people are consuming? Now we need to start crafting this. We need to come up with two things: Offer Message The message needs to throw rocks at the red ocean. The mainstream way of doing it. Look at my headlines for Secret MLM Hacks. "How do MLMers like us recruit A players and create extra income without annoying family and friends?" I'm throwing rocks at people who only talk to their friends and family. You want to touch a nerve and make people think, “I see why you're saying that. I've felt the same pain.” Please don't throw rocks at people. If you’re pitting against a company, don’t throw rocks at the CEO. OBJECTIONS TO YOUR PRODUCT OR OFFER We need to think through the biggest objection that people have when you show them your product. There are three different types of objections: Vehicle (V) - about the product Internal (I) - about their ability External (E) - about their resources Let’s think of what those objections and false beliefs could be for this makeup and mascara example: V - Will it work? I - I don’t have the knowledge to use it E - The price is too high OKAY. Now we have the false beliefs, whoa buddy. Let's design ourselves an offer. STORIES UPHOLDING FALSE BELIEFS The next thing we need to figure out is story or experience that created those false beliefs. Vehicle. Does this even work? “I've tried so many different products. There's just nothing out there that's going to be right for me. I have a draw full of old products that didn't work." Internal. Knowledge. “You can never recreate makeup that’s done by a professional. I don’t have the skills or knowledge to do what the pros do. I don’t have the experience. External. Price. The story could be "Well, I heard that there was this one company that was charging $200 for this makeup kit. It was crazy because it was terrible, didn't even work. Therefore everything expensive doesn’t work. I can get the exact same thing from Wal-Mart." or “I have a friend who spends $300 a month on makeup” So that’s what they think it costs. NEW STORIES = NEW BELIEFS Now we craft new stories. This is where we use things like the epiphany bridge script from Expert Secrets. You don't necessarily TELL stories, you ASSEMBLE stories. If you need more drama, assemble more drama. If you need more conflict, craft more conflict. They're malleable. For vehicle, internal and external, you need to tell new stories. It could be something like: “I’d tried so many makeup products and none of them worked. I had a draw full of bad products that didn’t do what they said on the can. I was about to give up when I found THIS PRODUCT and it changed my life.” CREATE PROMISED BASED ON THOSE FALSE BELIEFS The next thing I’m going to do is create headlines. Another word for headlines (which I think describes them better) is PROMISES. I'm going to make a vehicle based promise. I'm going to make an internal based promise. An external based promise. “I'm going to show you how to BIG PROMISE without HUGE PAIN” I address their big fear and the false belief. I promise to get around it without them having to go through the pain I know they've been experiencing. Vehicle - “I’m going to show you how to do your makeup without trying a million and one different products” Internal - “I’m going to give you three makeup tips to get the A list look” External - “I’m going to show you how to get the $1,000 makeover look for $50” If you look at SecretMLMHacks.com, look at those bottom three columns. This is exactly what I did. DESIGNING YOUR OFFER The next thing we need to do is start creating the products and the stack slide. Your offer. Based on everything we’ve done so far, let’s come up with some products. These tie directly back to the false beliefs. Vehicle - Self-consultation guide Show them how to choose the the right makeup for them that will work. Internal - Evening looks guide Give them the knowledge to do their makeup in different ways. External - Makeup kit This is where they get a whole load of products for a great price. THIS is how I create the stack. Without knowing it, we have very deceivingly created the stack before your very eyes. SHAZAM! You’ve got three bonuses right there. All we need to do is add an anchor and call it something cool. Stack slides usually have five things in. You’ve got three right there! I always like to add a Fast Action Bonus at the bottom. A FAB. You say “By the way, those of you guys that act right now, I'm going to let you into our little community.” You could get someone else's book that you think is really good and throw that in there for FREE as well. They get it for FREE but you're going to add $20 to the cost off everything else. DID WE JUST CREATE AN OFFER? This is freaking awesome! The MARKET told us to put these things together. Not explicitly. But they told us. This is a safe place for me to launch in. WHY? Because you're reacting to what the market has asked you to do. Here's what you do with the price… You’re probably able to sell the kit at a certain price point because you’re in MLM. Charge the kit price. They just get the rest of the stuff for FREE. NOW YOU’RE COMPETING ON VALUE, NOT PRICE. Most of these are freaking info products. You only have to make those ONCE. You can probably find a lot of these videos on YouTube. YouTube is open source. It's public domain. As long as they’re publicly listed, YOU CAN JUST TAKE THEM. I make members areas with other people's videos all the time and use them for lead gen. It's legal. You can do that. You might only be selling ALL OF THIS for the price of your MLM product… But you're delivering more. You will outsell, outperform and outvalue everyone else in your downline. Your upline, other people in makeup MLM’s. This is the method that I use and this is how I’m killing it. Master this, and you can create an offer out of anything.
Be picky about who you recruit. They're the foundation of your business... Today, I'm gonna teach you why you should not recruit everybody. This one concept has been very challenging for me to get across to a lot of new MLM-ers. They have the inclination to recruit anything that has a heartbeat. I totally get it because we start thinking, "If I just got three people, and then they each got three people, and then they all got three people, the next big question I have to answer is, what island will I buy?" There's two things I wanna show in this episode: Why you should not recruit anybody The things I make people go through when they're trying to join my downline Yes, trying to join my downline. WHO GETS TO JOIN MY DOWNLINE? Imagine MLM as a whole. The average person is recruiting two people. You better be recruiting some freaking rock stars! There's no way that you're gonna go grow an asset if you’re only using the methods that MLM is teaching you to go do. There's just not. Do you know what’s going to make your life easier? Get very focused on who you actually want. There are multiple kinds of people inside of any MLM. I want people who are already in MLM to join my downline. I'm not leaving MLM. I'm telling people who are already in it, easier and better ways to recruit. I'm NOT telling people who are NOT already in MLM to join my downline. People still doing 9 to 5 that haven't left it People who have never tried anything else Someone who’s a complainer The person who’s started a small business People who are freelancers I’m not trying to convince people. I’m not telling them to abandon what they’re doing. I’m not telling people to come and join my downline. I want you to understand what I'm doing, and why my team kills it. WHY I DON’T NEED TO RECRUIT ANYBODY There are 18.2 million people actively in MLM in the USA alone. Do you think all of them are happy? No. Do you think all of them are being successful? No. As with anything in life, some people make it and some people don’t. Do you want to know the reason I recruit so much? I am not reaching out to those who are not already in MLM. I'm reaching to those are already in MLM. I'm talking to people inside downlines. THERE ARE 18.2 MILLION OF THEM! EXAMPLE: This guy right here. He freaking hates what he’s doing. He knows that MLM is a good opportunity. He hates his MLM’s tactics. He hates that he can't get more people inside of his opportunity. He's seeing it sail without him in it. The ship is move, and he's not on board. He's trying so hard to get on board but no one is helping him. That's who I sell. I sell the people inside of existing MLMs. I don't have to deal with stupid questions like, "Is it a pyramid scheme?" I don't just recruit anybody that has a heartbeat. I don't let anybody in just because they want to. I actually people through an application process. A real application. Right off the bat, I kill at least half the applications. This year I’ve had 700 people asking to join my downline. This is a business. I am not running it as a hobby. It is a business. They're going through an interview. If they want the assets that I have for them: Prebuilt systems My connections My Rolodex I'm gonna make it hard. DON’T JUST RECRUIT ANYBODY Just because they have the money… Just because they are able… Doesn't mean they're willing. Just because they have the money doesn't mean that they are willing to go do what it takes. The way that you bring people into your downline is so important. It determines how successful they'll be after they join you. Imagine if anybody could join and get inside any country they want willy-nilly. Passport or not. That would cause massive issue. Treat yourself like a country. I’M AN ISLAND, BABY! You can't get on my island unless you have the right credentials. I take a lot of people who are brand new. What I'm looking for is beliefs and mentalities. Their willingness to run forward. I’ve got a quote on my wall that says, "Is this friend a growth friend or a maintenance friend?" Is this person a growth friend or a maintenance friend? MLM is a business, NOT A HOBBY! I do not take on a maintenance recruit. I only take on growth recruits. Not everyone inside an MLM is created equal. Not everyone has the same goals. Not everyone has the same time. Not everyone has the same backgrounds or skill sets. IF MY MLM TOLD ME TO RECRUIT ANYBODY… I flip the table on the script. I do exactly the opposite of what my MLM tells me to do. "Go talk to everybody!" No. "Go do phone meetings!" Absolutely not. The last time I did any of that was in my first MLM. I HATED it and thought to myself, "I'm never doing this again. I'm gonna find another way to do this." And I did. Not everyone has the same ambition or audacity. If I let people join my downline really easily, they leave really easily. If I let people in, and there's no expectation, they’re not going to do anything. I set precedents with the way I let people join my downline. Their attitudes have everything to do with the way I let them in my downline. I don't make it easy to join my downline. I've had people complain about it, "Dude, I'm just trying to freaking join you." I'm like, "Yeah, I know. But I'm trying to see if you're a good fit for me." And they'd be like, "What are you talking about?" I've had people get mad about it. I have a recruiting funnel that automates the whole process. They even sign an NDA. No joke. I'm about to give them a whole bunch of industry secrets. All the stuff that makes my processed work. They sign an NDA on the way in. You can actually check it out if you want to at joinmydownline.com. Joinmydownline.com. The largest oversight in all of the MLM industry. Why on earth was that domain available? I have no idea. joinmydownline.com was available. What? We only recently added in an NDA. We were looking for ways to make it even more intense. We want serious applicants. I'm not pitching you, okay. I just want you to take the same thing and put it in your downline. This is some of the stuff I teach inside of Secret MLM Hacks. I've got this recruiting funnel. People go through a series of steps when they want to apply: They're gonna fill out and sign the NDA They're gonna fill out the actual application on this step They're gonna watch a presentation from our team right here They're gonna download all the assets they need to start blowing it up I don't take the human out of the machine. The question I get most about this is, "Stephen, that's really cool that you built that. How do you get traffic to that?" I only target people who are already in MLM. They love it. MLM's cool and I don’t need to convince them of that fact. People ask me, "How do you get those people to see this page?" HOW DO I GET PEOPLE TO JOIN MY DOWNLINE? I want you to ask yourself these question: Who do I want to join my downline? Who would be my dream recruit? What are they like? What are they not like? That's the biggest mistake people make in the MLM game is to ask, who COULD I get. You should be asking yourself, who SHOULD I get. Who would be a key player? It might take a little bit longer to recruit them. You might have slower growth at the beginning. That's okay. You are building a ramp to launch off of. And it will explode. Part of my rule is that people come to me. I do not force anybody to join my downline. When I look at my downline now, the quality of individuals is huge. I have 223 people in my downline from using that strategy. I'm trying to teach you to do the same, not pressure you to join my downline. I don’t just recruit anybody. I make the act of joining my down line an offer. I let people come to me. I do subtle drops in my podcast. I do subtle drops in other areas as well. When people want to, they can find me and follow me. What I'm delivering is so valuable that people are drawn to me without over the top pitching. It creates this desire, “I have got to get in freakin' Steve Larsen's down line." I'm trying to teach you the same in your downline. I'm not pulling you into mine, okay? Go do it in yours. Make the act of joining your downline attractive and sexy. Solved peoples problems that people will have after you recruit them. That will remove all their fears and the major issues that they have. They don't have stresses anymore when they're in your down line anymore. Give them everything they need, "I got a system for my leads. Sweet. That's amazing. I have this whole other revenue stream coming in. I get paid to prospect. Holy smokes, look at this. I'm becoming an industry leader and people are coming up. What the heck?" THE DOWNLINE LIGHT BULB MOMENT I had this whole idea five years ago. I was sat on our couch in Rexburg, Idaho. I realized, “Good grief, no one's doing this.” There's people that have come close, but nobody really teaches marketing. I don't mean Facebook ads. That's a way to market, but that's not marketing. No one's teaching funnels No one's teaching become an attractive character No one's teaching go publish a lot I launched the first version of Secret MLM Hacks a year and a half ago. I’ve had time to refine and improve my offer based on what the market told me. Figure out where your offer fits in the market. Who do you want to recruit? Don’t just recruit anybody. You could recruit MLMer's who also like workout. You could appeal to MLMer's who also like investing. Don't just try and recruit the general MLMist. I don't want them in here. I want to attract extraordinary individuals and get them to join my downline. Remember when you were normal? You weren't an entrepreneur. Remember how boring that was? Everything was in black and white? There's elevator music constantly playing in the background? Everything's sad. Then you realize... Entrepreneurship! Oh Mylanta! BE PICKY ABOUT WHO JOINS YOUR DOWNLINE You guys are not normal people. You're not normal individuals, you understand? You get it. You see the vision. Figure out who you want to join your downline. Get picky about it. Real picky! You're going to be spending time with these people. Lots of it. Get picky. Don't recruit anybody just because you could. That was my first mistake in my first MLM. It sucked so bad. Figure out what bait gets that kind of person. They should be slightly hard to get a hold of They should be slightly hard to convince to come in to your group They should be people already in motion You don’t want somebody who never had success before. That is a rough customer. Customers are not all created equal. That's the big secret. It took me a couple years to nail down. I found a way to deliver it uniquely and bring them to me. That's what I'm trying to help you guys understand and teach and learn. I sucked so bad at first. That’s what’s helped me to learn and grow as an MLMer. I changed the story that was going on in my head. It changed my belief and what I did physically. It's one of the reasons I went into the army. It's one of the reasons I did MLM the first time. I did door-to-door sales because it freaked me out! That's WHY I did it. I wanted to learn sales in the hardest environments. It was an active decision of mine. Telemarketing. Freakin' hated it. I did it because of that. You can all do it as well. I'm trying to develop you into attractive characters and leaders. I'm trying to develop you into individuals that people want to follow. If you Google MLM funnels, my stuff's there. If you Google ClickFunnels, I'm ranking for that. I had to be willing to develop. I had to be willing to suck. I had to be willing to publish while I sucked. And that's okay. That's what I'm trying to say. You are more followable if you start now.
Be picky about who you recruit. They're the foundation of your business... Today, I'm gonna teach you why you should not recruit everybody. This one concept has been very challenging for me to get across to a lot of new MLM-ers. They have the inclination to recruit anything that has a heartbeat. I totally get it because we start thinking, "If I just got three people, and then they each got three people, and then they all got three people, the next big question I have to answer is, what island will I buy?" There's two things I wanna show in this episode: Why you should not recruit anybody The things I make people go through when they're trying to join my downline Yes, trying to join my downline. WHO GETS TO JOIN MY DOWNLINE? Imagine MLM as a whole. The average person is recruiting two people. You better be recruiting some freaking rock stars! There's no way that you're gonna go grow an asset if you’re only using the methods that MLM is teaching you to go do. There's just not. Do you know what’s going to make your life easier? Get very focused on who you actually want. There are multiple kinds of people inside of any MLM. I want people who are already in MLM to join my downline. I'm not leaving MLM. I'm telling people who are already in it, easier and better ways to recruit. I'm NOT telling people who are NOT already in MLM to join my downline. People still doing 9 to 5 that haven't left it People who have never tried anything else Someone who’s a complainer The person who’s started a small business People who are freelancers I’m not trying to convince people. I’m not telling them to abandon what they’re doing. I’m not telling people to come and join my downline. I want you to understand what I'm doing, and why my team kills it. WHY I DON’T NEED TO RECRUIT ANYBODY There are 18.2 million people actively in MLM in the USA alone. Do you think all of them are happy? No. Do you think all of them are being successful? No. As with anything in life, some people make it and some people don’t. Do you want to know the reason I recruit so much? I am not reaching out to those who are not already in MLM. I'm reaching to those are already in MLM. I'm talking to people inside downlines. THERE ARE 18.2 MILLION OF THEM! EXAMPLE: This guy right here. He freaking hates what he’s doing. He knows that MLM is a good opportunity. He hates his MLM’s tactics. He hates that he can't get more people inside of his opportunity. He's seeing it sail without him in it. The ship is move, and he's not on board. He's trying so hard to get on board but no one is helping him. That's who I sell. I sell the people inside of existing MLMs. I don't have to deal with stupid questions like, "Is it a pyramid scheme?" I don't just recruit anybody that has a heartbeat. I don't let anybody in just because they want to. I actually people through an application process. A real application. Right off the bat, I kill at least half the applications. This year I’ve had 700 people asking to join my downline. This is a business. I am not running it as a hobby. It is a business. They're going through an interview. If they want the assets that I have for them: Prebuilt systems My connections My Rolodex I'm gonna make it hard. DON’T JUST RECRUIT ANYBODY Just because they have the money… Just because they are able… Doesn't mean they're willing. Just because they have the money doesn't mean that they are willing to go do what it takes. The way that you bring people into your downline is so important. It determines how successful they'll be after they join you. Imagine if anybody could join and get inside any country they want willy-nilly. Passport or not. That would cause massive issue. Treat yourself like a country. I’M AN ISLAND, BABY! You can't get on my island unless you have the right credentials. I take a lot of people who are brand new. What I'm looking for is beliefs and mentalities. Their willingness to run forward. I’ve got a quote on my wall that says, "Is this friend a growth friend or a maintenance friend?" Is this person a growth friend or a maintenance friend? MLM is a business, NOT A HOBBY! I do not take on a maintenance recruit. I only take on growth recruits. Not everyone inside an MLM is created equal. Not everyone has the same goals. Not everyone has the same time. Not everyone has the same backgrounds or skill sets. IF MY MLM TOLD ME TO RECRUIT ANYBODY… I flip the table on the script. I do exactly the opposite of what my MLM tells me to do. "Go talk to everybody!" No. "Go do phone meetings!" Absolutely not. The last time I did any of that was in my first MLM. I HATED it and thought to myself, "I'm never doing this again. I'm gonna find another way to do this." And I did. Not everyone has the same ambition or audacity. If I let people join my downline really easily, they leave really easily. If I let people in, and there's no expectation, they’re not going to do anything. I set precedents with the way I let people join my downline. Their attitudes have everything to do with the way I let them in my downline. I don't make it easy to join my downline. I've had people complain about it, "Dude, I'm just trying to freaking join you." I'm like, "Yeah, I know. But I'm trying to see if you're a good fit for me." And they'd be like, "What are you talking about?" I've had people get mad about it. I have a recruiting funnel that automates the whole process. They even sign an NDA. No joke. I'm about to give them a whole bunch of industry secrets. All the stuff that makes my processed work. They sign an NDA on the way in. You can actually check it out if you want to at joinmydownline.com. Joinmydownline.com. The largest oversight in all of the MLM industry. Why on earth was that domain available? I have no idea. joinmydownline.com was available. What? We only recently added in an NDA. We were looking for ways to make it even more intense. We want serious applicants. I'm not pitching you, okay. I just want you to take the same thing and put it in your downline. This is some of the stuff I teach inside of Secret MLM Hacks. I've got this recruiting funnel. People go through a series of steps when they want to apply: They're gonna fill out and sign the NDA They're gonna fill out the actual application on this step They're gonna watch a presentation from our team right here They're gonna download all the assets they need to start blowing it up I don't take the human out of the machine. The question I get most about this is, "Stephen, that's really cool that you built that. How do you get traffic to that?" I only target people who are already in MLM. They love it. MLM's cool and I don’t need to convince them of that fact. People ask me, "How do you get those people to see this page?" HOW DO I GET PEOPLE TO JOIN MY DOWNLINE? I want you to ask yourself these question: Who do I want to join my downline? Who would be my dream recruit? What are they like? What are they not like? That's the biggest mistake people make in the MLM game is to ask, who COULD I get. You should be asking yourself, who SHOULD I get. Who would be a key player? It might take a little bit longer to recruit them. You might have slower growth at the beginning. That's okay. You are building a ramp to launch off of. And it will explode. Part of my rule is that people come to me. I do not force anybody to join my downline. When I look at my downline now, the quality of individuals is huge. I have 223 people in my downline from using that strategy. I'm trying to teach you to do the same, not pressure you to join my downline. I don’t just recruit anybody. I make the act of joining my down line an offer. I let people come to me. I do subtle drops in my podcast. I do subtle drops in other areas as well. When people want to, they can find me and follow me. What I'm delivering is so valuable that people are drawn to me without over the top pitching. It creates this desire, “I have got to get in freakin' Steve Larsen's down line." I'm trying to teach you the same in your downline. I'm not pulling you into mine, okay? Go do it in yours. Make the act of joining your downline attractive and sexy. Solved peoples problems that people will have after you recruit them. That will remove all their fears and the major issues that they have. They don't have stresses anymore when they're in your down line anymore. Give them everything they need, "I got a system for my leads. Sweet. That's amazing. I have this whole other revenue stream coming in. I get paid to prospect. Holy smokes, look at this. I'm becoming an industry leader and people are coming up. What the heck?" THE DOWNLINE LIGHT BULB MOMENT I had this whole idea five years ago. I was sat on our couch in Rexburg, Idaho. I realized, “Good grief, no one's doing this.” There's people that have come close, but nobody really teaches marketing. I don't mean Facebook ads. That's a way to market, but that's not marketing. No one's teaching funnels No one's teaching become an attractive character No one's teaching go publish a lot I launched the first version of Secret MLM Hacks a year and a half ago. I’ve had time to refine and improve my offer based on what the market told me. Figure out where your offer fits in the market. Who do you want to recruit? Don’t just recruit anybody. You could recruit MLMer's who also like workout. You could appeal to MLMer's who also like investing. Don't just try and recruit the general MLMist. I don't want them in here. I want to attract extraordinary individuals and get them to join my downline. Remember when you were normal? You weren't an entrepreneur. Remember how boring that was? Everything was in black and white? There's elevator music constantly playing in the background? Everything's sad. Then you realize... Entrepreneurship! Oh Mylanta! BE PICKY ABOUT WHO JOINS YOUR DOWNLINE You guys are not normal people. You're not normal individuals, you understand? You get it. You see the vision. Figure out who you want to join your downline. Get picky about it. Real picky! You're going to be spending time with these people. Lots of it. Get picky. Don't recruit anybody just because you could. That was my first mistake in my first MLM. It sucked so bad. Figure out what bait gets that kind of person. They should be slightly hard to get a hold of They should be slightly hard to convince to come in to your group They should be people already in motion You don’t want somebody who never had success before. That is a rough customer. Customers are not all created equal. That's the big secret. It took me a couple years to nail down. I found a way to deliver it uniquely and bring them to me. That's what I'm trying to help you guys understand and teach and learn. I sucked so bad at first. That’s what’s helped me to learn and grow as an MLMer. I changed the story that was going on in my head. It changed my belief and what I did physically. It's one of the reasons I went into the army. It's one of the reasons I did MLM the first time. I did door-to-door sales because it freaked me out! That's WHY I did it. I wanted to learn sales in the hardest environments. It was an active decision of mine. Telemarketing. Freakin' hated it. I did it because of that. You can all do it as well. I'm trying to develop you into attractive characters and leaders. I'm trying to develop you into individuals that people want to follow. If you Google MLM funnels, my stuff's there. If you Google ClickFunnels, I'm ranking for that. I had to be willing to develop. I had to be willing to suck. I had to be willing to publish while I sucked. And that's okay. That's what I'm trying to say. You are more followable if you start now.
This is the coolest way to get more people coming to YOU, than you can handle... BOOM! What's going on everyone? Today I'm going to teach you how to get paid to prospect. I joined my first MLM about four years ago. I was recruiting people straight off Main Street. It worked. I got people to join my downline. But it was challenging because I had NO IDEA what to tell them to do afterwards! To my DISGUST I told them, "Just make a list of your friends and family. Get out there and start talking to people." I realized I was part of the same BROKEN system. VISUALIZE YOUR GOALS When I first joined MLM, I had my pride on the line. I told my now wife, "Babe, this will be the thing. This is what's going to pay for our kid." We had just found out our first kid was on the way. I was super excited. "This could pay all the bills for the medical costs." It’s important to visualize your goals. You should see yourself as a winner. The person whose conquered the world! My first month in MLM, I recruited 13 people - which isn't bad, right? The average person recruits two to three people in their entire life - EVER! It was enough to get attention of several people in my upline, "Holy crap who's this guy? That's amazing." My downline didn't do much because I didn't know how to train them. It was 100% my fault. This whole recruiting process was embarrassing. It was hard work. People started thinking I was using our relationship to get money. I was becoming that guy for family reunions. I had done well to recruit all these people, but at the expense of my family and friends. I wasn’t willing to keep doing that. THE IDEA TO ATTRACT PEOPLE A few months later I had an idea, "What if I could create something that would attract people?" Something that’s so attractive and enticing that they paid for it. THEN I could take that money and I could dump it into ads. I wouldn't make any money on it AT ALL. SAY WHAT!? This strategy would let people vote with their wallets - not their mouths. It took a lot of time to come up with the perfect product that would attract people. People who were going to be interested in my opportunity. IT WORKED! People started buying the product. This put a little cash in my pocket which I could dump into ads. Once people had their hands on the product and saw what I was doing they were like, "Dang. This is the kind of stuff that you do Stephen? Let me join your downline." WHAT IS PAID PROSPECTING? Over the course of a year, 350 people bought the product that I created to attract people. It wasn't an MLMs product, I made it. It was an info product. It was one of my first times really creating something. These 350 people that had a taste of my product were reaching out to me saying, "Dude, whatever you're in, I want in." I hadn’t even told them about the opportunity yet! People where queueing up and fighting for the change to join my downline. The concept of creating something that my MLM doesn't own was life changing. My MLM doesn't own it so I have control over driving traffic to it. Anyone who buys the products is a serious MLM-er. How do I know that? Because they’ve had to take out their credit card to get their hands on it. I don't have to have stupid conversations with people who don’t get MLM. "Is this a pyramid scheme?" and garbage like that. I don't do any of those conversations. I know it sounds too good to be true. That's why I'm doing this freaking blog post! This is the kind of stuff that Secret MLM Hacks will teach you to do. Create something so you get paid to prospect. Get people who are already in MLM to vote with their wallets. Package it so it’s sexy and attractive to those who are already in MLM. They vote with their wallets and put their money where their mouth is. This is how we've had people recruit several hundreds into their downlines. This stuff works. This is what Secret MLM Hacks teaches you. The secret is Paid Prospecting. People want to be in your downline. People want to build a real asset. You just need to figure out how to attract people who are predisposed to joining your downline. Paid Prospecting will change your life and I want to show you how I do it. What we're doing is very cutting edge. HOW TO PULL OFF PAID PROSPECTING What if you’re part of an MLM that never wants you to say their name? There's still a way to attract people and recruit them into your downline. One of the easiest ways to be successful in this game is to build your own business on top of theirs. Technically, you’re selling somebody else's business and product. You're licensing their products. It's like a glorified affiliate. You don't have any assets. You’re using: Their product Their script Their duplicated websites. How are you supposed to be different? It doesn't work that way in other industries. Why do I expect it to work in the MLM industry? You don't have any assets. AT ALL. I develop assets in front of the MLM product that are self liquidating. I don't care if I make any money on them. They exist purely to attract people to me. What this does is, it lets me pitch WARM LEADS that should be in my downline. People that should be buying my products. If your MLM doesn't want you to sell your products online, don't. You might have an awesome weight loss product but you can’t put it online. Not in a funnel or on Facebook ads. I bet you could create something in the front (completely unaffiliated with your MLM) attracts people to you. Marketing pulls, prospecting pushes. GET PAID TO PROSPECT I know some very successful individuals who love getting on the phone with prospects and talking to people face-to-face. That’s great for them. I don’t want to do that. It’s my worst nightmare! I had to develop and market my own thing that would attract people to me. I have left MLM’s because they wouldn’t let me do what I do best - MARKETING I don't care what MLM you're in. If you love it, awesome. If you want to use these marketing strategies, adapt them to suit your MLM. DISCLAIMER! Every MLM is different. I don't know all the contingencies. I don't know all the compliance statements. I'm not going to act like I ever will. It's up to you to find that out. Make sure that you know what your MLM is okay with and not okay with. The MLM Master's Pack was created to attract people to me. That's why I give it away for free. It brought the right people to me who wanted to be successful. They were looking for ways to market their MLM. They didn’t need any convincing. After awhile I started to think, "I wonder if I can increase the speed of this?" I found an MLM that'll let me do whatever I want on the internet. The gloves came off. Taking advantage of this crazy thing called the INTERNET. Make these strategies work for your MLM so that you get paid to prospect. One MLM wouldn’t let us initiate the conversation about our product. If people asked, then we could talk about it. We got really good at asking the right questions that got people to ask about the product. Eventually, people are going to start asking, "What do you do?" Now you can talk about it. If you have constraints, you have a huge advantage. Questions invite revelation. Story Time: I was at an event with some friends. They wanted to go buy this program. It WAS NOT cheap. They started trying to figure out, "How do I get a discount on this?”, “Maybe we could split the cost?" When you ask the question, you get an answer. Questions invite revelation. Why not change the freaking question!? Why don't you ask the question, "How to I afford the most expensive things in life?" Funny enough, solutions start to show themselves. That mentality is life changing. That’s the reason there's no payment plan on Secret MLM Hacks. When you pay $1,000, I know that you’re a problem solving kind of person. A person I want in the course. PAID PROSPECTING STEP BY STEP Make sure you know what you CAN and CANNOT do in your MLM Know the kind of people you want in your downline What do those people like, want or need? What is going to attract people to you? Create an offer or product to attract those people Drive traffic to it Get people to vote with their wallets Reinvest the money you make into ads to drive more traffic Keep the cycle going and get paid to prospect That’s really all there is to it. Whatever MLM you’re in, adapt this strategy to fit. You’ll save so much time and absolutely crush it!
psychology of sales, learn how to sell, sales message story telling, false beliefs, mlm strategy People don't buy a product because of the product. Learn to sell! Here's how... MLM’S DON’T KNOW HOW TO SELL Not long ago I was able to teach some high executives in an MLM. It was a lot of fun but it was also intimidating. I would ask them questions like, How does it sell? Why does it sell? Who does it sell to? Their answer was "Well Stephen, the reason why people buy our product is because so good." That is garbage. Nobody buys your product because it's that amazing. Products do not sell themselves. There is so much more to selling than the product itself. When you get into an MLM, you own zero assets. You don't own the downline you're building You don't own the product You don't own any of the sales messages Nothing. You're a commission based salesman. Until you learn how to sell and the psychology of sales, you will suck at selling. One of the first MLM’s I was a part of told me, "This product is so good. All you need to do is get it in front of people and it will sell itself". GARBAGE THE SALES DANCE There's a waltz that's happening every time a sales message is going down. Any sale is dependent on a sales message. Not the product. There are four specific chemicals that the brain experiences during a sale. I want to show you what happens inside the brain every time you try and sell to someone. This is the REAL psychology of sales. People like to buy. The reason why they're not buying from you is because you're not giving them the opportunity. You're asking them to marry you before even going on a date. Uplines aren’t teaching this because they don't know it. If you’re still getting that weird feeling when you try and sell to someone, you need to learn how to sell. Without sales, the world stops turning. Selling is the most prestigious profession on this planet. THREE OPTIONS FOR MLM SUCCESS If you want to be successful in MLM, you need to either one of three things: A gigantic following ahead of time A huge budget to spend a lot of money in ads A knowledge of the psychology of sales Not everyone has a ton of cash or a huge following sitting in their back pocket. The BEST option is to learn how to sell, get good at sales and duplicating your sales message. I want to walk you through the psychology of sales (the sales waltz). The more you understand why people make decisions and behavioral tendencies, the better you’ll be at selling. IMPROVE YOUR SALES MESSAGE WITH DOPAMINE How many times you check Facebook a day? Social media has been engineered to give you a dopamine hit. Anytime you get a text message or notification, you feel good, right? That’s a dopamine hit right there. It’s the same kind of dopamine that comes from any kind of drug. It’s very addictive and it comes naturally in the brain. This is the chemical of distraction. What does this have to do with the psychology of sales? I don't want to build up a funnel. What I'm seeking instead, is a feelgood chemical - distraction. People get addicted to the dopamine, because it is a distraction chemical. When you sneak off to play video games instead of doing homework in high school. You’re I'm seeking distraction, rather than the pain of the homework. That can’t have just been me?! OXYTOCIN IN THE PSYCHOLOGY OF SALES Oxytocin is the connection chemical of the brain. This is the one that we seek the most. It's also the hardest to get. This is the chemical that’s released when we feel connection with somebody. This is what makes us fall in love. It’s the chemical that makes us want to procreate. People want to feel connected. They want community. They want to feel like they're a part of something. It's the hardest of the four to get, but one of the most important. Can you guys imagine what Secret MLM Hacks would be like if this community did not exist? You guys get an oxytocin hit when I go live on Facebook. I know that. You plan your whole days around this, even though you could watch the replay. Why? I got oxytocin running straight through your noggin. Do you see how important this is in the psychology of sales? This is going to help you learn how to sell. When you understand what's going on in the person’s head, you’ll be able to hit those feel good chemicals during your sales message. LEARN HOW TO SELL WITH SEROTONIN Serotonin is the chemical of status. What' status do you gain when you join me? You get a social status status increase. You become a maverick, baby! I'm a maverick. I do things different. I do things smarter. It's harder to switch somebody who's had a status boost AWAY from the current product. It means that they have to have an identity shift. You do this by giving them a new identity. I'm a maverick, son. I'm a maverick. Do you understand how this is going to help you learn how to sell? ENDORPHINS IN THE PSYCHOLOGY OF SALES Endorphins are one of the easiest hormones to trigger but you still have to work for them. You don't really have to work for dopamine. That’s why it's so addictive. Working out gives you an endorphin release, but you have to work for it. Dopamine and endorphins are the easiest two hormones to get. Status (serotonin) and connection (oxytocin) are the harder ones to hit. THE PSYCHOLOGY OF SELLING WITH STORIES You're trying to hit each of those four hormones in the buying experience. THAT is the psychology of selling. But HOW do you hit those sweet spots? ANSWER: STORIES! If I tell these awesome stories, like, "Hey, man, I was really overweight until I took this supplement. Then I lost all this weight.", but in a more emotional way, I have a high likelihood of creating a connection with you. BOOM! If I tell it in a way where you’re the protagonist, I give you a status increase. You can hit ALL these chemicals by telling you stories. I can distract you I could make you laugh I could give you feelings of rapport I could make you like me I could be funny I could be powerful I could be a victim I could be in jeopardy Buying is an emotional experience, which we justify logically, later. We are not in a logical state when we purchase. We're so hopped up on freaking goofballs here! If you want to learn how to sell…. LEARN THE PSYCHOLOGY OF SALES It is not about your product. Sales don't happen because you have the best ingredients from the most obscure places on the planet. That's not why anyone buys. We have the best products We have all the crazy ingredients We have the best comp plan. That's not the reason why anyone runs out the door saying, "Take my credit card." THE SALES MESSAGE DANCE There is a dance that happens in EVERY sales processes. People are buying more thing at an increasing rate. If you're not selling at an increasing rate, you probably need to learn how to sell. This is the dance: I'm going to tell you a story, and then ask you to buy You're going to come back and give me a wall Then I'm going to challenge that wall You just acknowledge the wall, then put up another one Then I challenge your second wall with a story, and try and close again You come up with another wall I tell you one more story to challenge your wall You buy These walls (objections) follow a pattern. That naturally occur in the order of: A product based objection - you don’t think the actual product will be any good An internal objection based on your insecurities - you don’t believe in you capacity as a human being to pull off what the product is An external objection based on resources - Not having enough time or money This is the order of objections that the brain goes through during any buying or decision making process. The psychology of sales is fascinating! Stop selling based on FEATURES. Fish slap the crap out of that. You will always hear the same five or six objections to buying your product: I have to talk to my spouse Not enough money Not enough time I don't know if I'm allergic It's the exact same freaking objections. Your task is to understand the major objections that people have to buying your product. Know the objections and know how to combat them. Write your sales message to tackle peoples false beliefs. Isn't this fascinating? I love the psychology of sales. My challenge to you is to write down all the objections you get when you sell your product or your opportunity. List all the objections and false beliefs. Then write stories that change those false beliefs and challenge their objections. People want to buy from you. You just need to give them the chance. If you want to learn how to sell, understand the psychology of sales and weave it into your sales message.
document your journey, attractive character, publishing content regularly publishing, brands, challenging ideas, story telling This is how to be "followable" as you document your journey in MLM... I get a lot of questions about publishing content. Most of them sound something like this. Should I be publishing content about the MLM product or the business of building an MLM team/down line? You should be publishing content about ALL OF IT. MY CONTENT PUBLISHING LIGHTBULB MOMENT I was mowing the lawn last summer. When I mow the lawn I usually listen to a podcast so it’s not completely wasted time. I love doing yard work, I find it so therapeutic. The podcast I was listening to was fascinating. They were describing a product that they hadn’t even created yet. The podcast was about how they were creating their product. At the end of the podcast they dropped the release date. The next episode of the podcast was building on the last one. They were talking about more new features that they had added to the product. It STILL wasn’t even finished yet! These guys were talking about stuff that was not even out yet! As I listened to more episodes of the podcast, I started getting this massive urge. I wanted to have this products so badly but it wasn’t even built yet! They were documenting their journey. That's it. The light bulbs in my head exploded. DO YOU KNOW WHAT THIS MEANS? You don't have to be miles ahead of the game to start publishing content. You only need to be two or three steps ahead of someone else. START DOCUMENTING YOUR JOURNEY Do you know the show Seinfeld? If you listen to the interviews of the producers, they laugh about how they successfully pulled off a show about nothing. People like stories and they will tune in to them for no reason at all. All a story needs is: A plot A character A conflict That's it. That's what makes a story YOUR ATTRACTIVE CHARACTER If you want to do a podcast, do it. You’re not competing with me by publishing content on the same platform. I just want you to document your journey, okay? Your attractive character will attract different types of people to you, than me. I completely understand that I attract people and repel people at the same time. I do it on purpose! Some people say "Oh man, I hate listening to guys that wear collared shirts and have oversized, gigantic eyeballs the size of the globes." I know that. I say certain thing to repelled certain people. I get it. I'm not trying to push people away. I am trying to draw lines in the sand. I encourage you to start a podcast, anything, and document your journey. Just don't do a play off of my name, Secret MLM Hacks Radio! That always drives me nuts! Be your own brand. You don’t want to look like a mini me. BECOME A PILLAR IN YOUR OWN THING Look at Mac versus PC. Do you see commercials for those products anymore? Not many, right? Why? It’s because Mac, on a consumer level, has passed PC. Russell and I stopped talking about Leadpages. Why? Because we passed them. What I'm saying is, if you choose me as the brand that you're trying to pass, that’s fine. What’s weird is, as you pass me, you’ll ended up taking me with you. You need to stop focusing on the brand as you pass them. If you keep talking about them, you take them up with you. This is the reason that ClickFunnels stopped talking about Leadpages. Now they throws rocks and fight against Infusionsoft. Once they passed Infusionsoft, they're going to stop talking about them. PUBLISHING CONTENT & CHALLENGING IDEALS I took my content and pit myself directly against an ideal. The ideal that I pitched against, that I throw rocks at, is that you must talk to your friends and family in order to be successful in MLM. I didn't pit against a person. I pit against what is widely accepted as the only strategy in the MLM game. Choose an ideal that you can challenge as you document your journey. Just don't do it against another person. That's when it gets dirty. Don't pit against the person, pit against an ideal. Something that is commonly accepted. Something people are convinced they should be doing to get the result that they want. We didn't cheat like the people who only talk to their family members and friends. That causes contention, but I do it on purpose. REGULARLY PUBLISHING CONTENT You don’t need to have a finished product or reach a certain milestone before you start publishing content and documenting your journey. I released 50 episodes of my podcast before my product was finished! HOW!? I documented the entire journey I told people what I was doing to make the product I spoke about my MLM origin story There's no pitch. Your helping and giving value. You're playing off of one of the nine mental triggers. Reciprocity (which you go through inside the course). Whatever platform you want to publish content on, marry your thing. Post content regularly. Once per week for the rest of your life and you will see a change. You could screw up 90% of the strategies that I teach you, as long as you're publishing content. Publish regularly and you'll come out the other side with more success than most people. It makes you an authority figure. DOCUMENT YOUR JOURNEY, INCLUDING THE FLAWS People want to follow an attractive character. You will develop as a storyteller and attractive character if you document your journey. Superman's only interesting because kryptonite exists. Don't act like superman and not have any kryptonite. Flaws are what makes an attractive character more attractive. Here's some flaws - get ready for this. I was on stage last week. I've been speaking like crazy. I was onstage, I was getting excited and jumping around. As I was jumping, the pants I was wearing rode a little bit low on my waist. As I came down from the jump, I squatted... And I ripped my pants! I didn't tell anybody. I didn't say anything. I didn't know how bad it was. The cameras are recording and there's all these people watching. I don't know what's going on back there. I published that story. It was an actual podcast. Why? Because one of the ways that you develop an attractive character is by having rapport with people. How do you build rapport? Be likable Be funny Be a victim Be in jeopardy Have you seen Star Wars? I'm watched the new Star Wars and there are so many characters! I haven’t seen the old ones so I don't know their backstory. I have no rapport with them. Therefore I don't care about them. Publishing content is the most crucial things that I teach you in this entire course. I know I've got awesome systems, funnels, strategies and other AWESOME things. Oh my gosh, if you publish content, learn how to tell stories and become attractive character, your world will explode.
publishing content, content machine, mlm industry, content strategy Here's how I'm making all of my MLM content without personally spending all the time to be on all the platforms we publish to... WELCOME TO MY NEW CONTENT MACHINE I know it's been a while since I've posted. I’ve had to take a step back so I could take two steps forward. I'm super pumped to show you why! I am obsessed with a guy named Ryan Holiday. I love his books. He's got this great book called Trust Me, I'm Lying. The biggest thing I learned from Ryan Holiday is summed up in this one quote. He said…. The future belongs to those who understand content. If you want to change an industry, all you have to do is change content. If you want to change someone’s beliefs, all you need to do is change the content they’re consuming. I started listening to more of what Ryan Holiday was teaching. Where could I take a stand that would be the easiest, the best and the fastest to rise with my content strategy? I looked at the MLM industry which I already was selling into. I realized, "Oh, my gosh. Few people are publishing content inside of MLM.” There's not that many active podcasters. Go to iTunes and type in MLM or network marketing. I'm not saying there aren't any, there are. Few people are actively publishing content inside of MLM compared to other industries. I took a step back so that I could figure out my the content strategy. I try to be completely transparent with you guys. This is a video podcast. I'm actually on YouTube right now. The video podcast gets syndicated out to about 20 platforms by the time we're done. I want to teach you guys what I've been doing and what you can expect from Secret MLM Hacks Radio. This what I do in my other show, Sales Funnel Radio. It worked so well that I'm putting it over here on this side of the show. It's a huge content machine. That's what I call it. I am aggressively passionate about the MLM industry. I am aware of that. I do it to rattle the chains a little bit. I am SICK AND TIRED of the way MLM is done today by the mainstream MLM-er. I am SICK AND TIRED of the big MLM corporations not letting MLM strategy change. I am SICK AND TIRED of people sitting back and getting taken by big companies because MLM strategy is not being allowed to change with the times. I am throwing rocks hard and unapologetically. I am not throwing them at people. I'm not throwing them at the general MLM-er. I'm not throwing rocks at somebody because they're brand new and don't know the things I’m going to teach. The purpose of this blog is to teach the MLM strategies that I'm using. I'm teaching all the MLM and content strategies I'm using to grow my downline. I love what I'm doing right now. We've been putting the systems and processes back in place. We are still getting three to four people who I've never met, asking to join my downline every day! It’s so much fun. I am compelled to teach you the strategies that I’ve been using in the MLM industry. You're not going learn it from your uplines! That’s the reason I took a stand in this space. I'm unapologetic about it. I'm calling my shot, right here, right now. This is going to be some of the top content in MLM. It's gonna be very hard for MLMs to ignore what I'm doing right here. I am SO TIRED that MLM has not changed, and won't let it change. It's been 30 years. What is the deal? The purpose of the content I publish is to rock the boat. And I'm going to rock it hard. Every single belief that you have, or have ever had, or ever will have, is upheld by a story. Even if it’s a false belief! Even if it's a false story! It could be a story that's been handed down from generation to generation. Even though it's not true, it’s what is upholding your false belief. If I change the story that somebody is hearing, they are in a better position to change their beliefs. Do you understand how powerful this is? I'm teaching you is the closest thing to X-Men mind control right now. This is true marketing. Marketing at its core. Marketing is not: Freaking Facebook ads Marketing is not logos It’s not slogans It most certainly is not a freaking business card! There's a great book called Rework. It talks about some great concepts like the core of a business. Can you have a hot dog stand without relish? Yeah you can. Can you have a hot dog stand without a bun? It'd be a little weird, but yeah, you can. Can you have a hot dog stand without a hot dog? No. WHAT IS MARKETING IN THE MLM INDUSTRY? MLM might stand for multi-level marketing, but it is completely misnamed. No one teaches marketing in MLM. Marketing is not face-to-face interaction, that's advertising or selling, NOT marketing. I want you to understand what the core of marketing is. I want to show you my content machine and why it's built the way it is. It's going to help you guys understand what the heck I’m doing. Feel free to hack it, as people say, and do the same in your own biz, I don't care. The whole point of this blog episode, my show and the company Secret MLM Hacks, is to rock the MLM industry, and it's working. Marketing is the act of changing beliefs with the intent of a sale. That is it. Let me repeat that to really bring it home. Marketing is the act of changing beliefs with the intent to sell something. How do you change beliefs? You tell stories. Few people in the MLM industry know how to publish content. WHAT ISN’T MARKETING IN THE MLM INDUSTRY? I listened to a guy talk about the top three ways to market in the MLM industry to recruit people into your downline. Now I don't care what MLM you're in. I'm trying to change MLM as a whole. The best bit of advice this guy had, his golden nugget of wisdom, was to go leave business cards on people's car windshields. WHAT!? Those are the MLM strategies that are still being taught now. No wonder people think MLM is a freaking scam. I'm sick of it. Drives me nuts. I've got a sword in my backpack right now, and I'm going to town on the MLM industry. Another guys brilliant strategy was to go and sit next to people he saw sitting alone in restaurants. That’s how he built his MLM empire. Not only am I astounded at how insane that is, but I would never do that. I don't do that kind of crap. You will never see me in front of a hotel lobby, inside of a mall or on freaking three-way calls. I'm not trying to offend anybody, but I am trying to jar you. The internet became publicly available in 1991. It was being used by the military before then. It's been here for a while, but the MLM strategies have not changed for decades. If the secret sauce is business cards and sitting next to people while they eat, WOW. The ocean is so blue. No wonder we've been doing well. I come armed with my flamethrower on this blog because what is happening inside the MLM industry is driving me nuts! My MLM backs me in what I'm doing - they're very excited for what’s to come. I'm using three things that no one teaches in MLM: Funnels Automation Content I'm using all the top strategies in every other area of the internet! I’m applying those strategies to MLM! MY CONTENT MACHINE IN ACTION We run the whole content machine system using a tool called Trello. We've been adding in and streamlining a whole bunch of new systems and processes to make this content machine run like clockwork. I'm going to teach you what I'm doing with my content machine. Step 1: I record a video, I upload the video. Step 2: I upload the MP3 as well. We rip the MP3 out of the video. Step 3: The MP3 gets turned into text. That’s just the basics. A lot of stuff happens to it from that point on. Our video expert goes in and chops out all these cool 15 second clips that we can use on Instagram. We take one minute long clips to use on Facebook. Just ONE piece of content gets repurposed for five platforms. If you like to read, great. If you like to go into iTunes, great. If you like to watch on YouTube, great. Pinterest, great. Whatever platform you like to consume content on, I do my best to make sure you don't have to leave that platform. You’re never going to miss out. We take thumbnails from the video to put on Pinterest and other visual platforms such as Instagram. The MP3 file gets transcribed into a text so we can put it on a blog for you to read. blog.secretMLMhacksradio.com is now launched! There’s a huge team behind this, which frankly costs a lot of money. I want to be transparent with you. I spend anywhere from $10 to $20 thousand a month making the content for this show alone. We're republishing to many platforms. iTunes, iHeartRadio, SoundCloud, Spotify. Name a platform and we’re more than likely repurposing and publishing content to it. We use keywords that are specific that work well for each individual platform. This blog, YouTube, iTunes. Each one is different and we’re making it awesome regardless of the platform. NO MORE CONTENT INJUSTICE I feel so strongly about what I'm doing here. An injustice has been happening inside of the MLM industry. I'm tired of it. We are going to get loud and I'm very unapologetic about it. I'm plugging in to about nine agencies. This is huge. These nine agencies on the front end all have their own people in the back as well. It's a big team that's involved. Our Facebook agency team looks at each one of the episodes to see what the market enjoyed the most. Then they running ads over to Secret MLM Hacks. If you want to be a part of Secret MLM Hacks, you are more than welcome to. It is a program that teaches you how to automate your lead gen, and sales of your products on the internet. It teaches you how to recruit like crazy. Put in the hard work and you're going to make a lot of money with it. MLM is fun when you do it, in my opinion, the right way. Follow my journey, because I'm about to get real loud. No one publishes content that well. No one knows how to do marketing. The stuff I'm doing is cutting edge. I’ve taken successful strategies that work for other businesses outside of MLM and applied it to the MLM industry. It's killing it. Welcome to the future of Secret MLM Hacks Radio. I'm very excited. I love being in the MLM industry again because of the strategies I'm going to share with you guys.
Steve Larsen: What's going on everyone, this is Steve Larsen, and you're listening to Secret MLM Hacks radio and I've got a very special interview and a very special guest to bring on today for the show. So go ahead and stay tuned. We'll cue the intro, grab a pen and paper and sit tight. So here's the real mystery. How do real MLMers like us read and cheat and only bug family members and friends. If you wanna grow a profitable home business, how do we recruit A players into our down lines and create extra incomes, yet still have plenty of time for the rest of our lives. That's the blaring question, and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks radio. Hi, what's going on everyone. Hey, I'm really excited for today. You guys have a very special treat. I have just been so incredibly impressed with this person. I have actually been watching closely, from am distance. Seeing everything that's been going on. You guys know my take, in the MLM space. I truly believe that MLM nowadays is broken for the way we get it. We get it, and it's not set up correctly. Or there's so many things we got to do in order to actually still be successful with it. And it's not an aspect that's really taught by uplines. And that's not something that ... I'm not anti up line, I'm not anti the man. I'm not anti those things. But it's just the reality. And from a distance, I started watching who the who was. Of all the other people who believe the same thing. And there's more ways to do it. And hey, the Internet's here, and why do we use that. Various things. And we ran across this amazing woman. Gloria MacDonald. MacDonald. Gloria MacDonald, and I'm so excited to have her on today. She is an expert, a pro in the MLM space, using LinkedIn, using various tools and things across the internet. Very honored to have her here today. And thank you so much for being here. GloriaMacDonald: Oh Steven, absolutely my pleasure. I'm thrilled and delighted to be here. Steve Larsen: This is awesome. Very, very excited. Could you ... You have a lot of success now, right. And you're doing all these great things. And I know you've done things with huge players. Was it always that way? GloriaMacDonald: Yeah, yeah. I came out of my mother's womb at the age of two. I was three level diamond in Amway. No. Steve Larsen: You saying you've always been successful, wow. GloriaMacDonald: Yeah, always. And I've never had any struggles at all, you know. Yeah, right. Let me tell you another story. Let me tell you the true story. Steve Larsen: Sounds good. GloriaMacDonald: Yeah. So I started in Amway, in 1979. So right off the top, Steve, and I hate to do this to you, but I have to correct you on something that I've heard you say. With great respect for what you've done. But I heard you say that [inaudible 00:02:43] hasn't changed since the 1990s. And I'm sorry, but it hasn't changed since the 1970s. Steve Larsen: I will take your correction. GloriaMacDonald: I don't fault you for not knowing that, because you wouldn't have been around in the 1970s. I was. Steve Larsen: That's funny. GloriaMacDonald: So it's mind boggling to me. Because people are still doing today, and network marketing companies today are still teaching and training exactly what I was taught in 1979 before the internet existed. Before personal computers existed. You know, there was no such thing as a personal computer. Cell phones didn't exist. I hate to think about what a dinosaur I am. But none of this stuff existed that exist today, that is so powerful that enables us to build our networking businesses in a much more effective and efficient way. And still, network marketing companies are still teaching, and uplines are still teaching, make your list of a hundred people. [inaudible 00:03:57] market. It's like, good god really? You know? Really. So, I went through all the struggles. I've done everything everyone else has done. Done my list of a hundred people too many times. I was an overachiever. So I did, you know, a hundred and fifty people, or two hundred people. Steve Larsen: Sure, yeah. GloriaMacDonald: You know, I- Steve Larsen: What happened from that? Was there a moment where you're like, wait a second. GloriaMacDonald: Well, yeah. What happened from that, was just like everybody else. I got so much rejection. And I burned through my one market. And then, especially back when I started, then what on earth what do you do? You couldn't hop on Facebook or LinkedIn, or whatever. Because those things didn't exist. So you had to be out and about, strike up conversations with total strangers in the grocery store. You know. Steve Larsen: Yeah. GloriaMacDonald: And really networking meetings like we know them today didn't exist in 1979 either. So it was tough. It was grueling. Anyway, and the interesting thing, what I know now that I didn't know then, was all of that old school technique ... And don't get me wrong. Obviously there have been people who have built huge businesses using all those old school techniques. And that's great, and that's wonderful. But why would we still be using that today? Steve Larsen: Right. GloriaMacDonald: When there are far more efficient and effective ways. And the biggest thing about those old school ways, is that they work completely against the way our brains work. They go completely against our human physiology, biology, chemistry, psychology, and you know, our brains job is to keep us safe and protect us. So every time we start to feel any kind of rejection, our brain is literally saying, "Don't go there, don't do that. It's not safe. Rejection's not good. No, no, no, no, no." So why would you put yourself in a position where you're working against your biology, when there are all kinds of ways today where you can work with your biology, and you don't have to ... I mean, literally, you can do rejection-free recruiting. You know that, you're doing it. Steve Larsen: Yeah. Yeah, yeah. Now, the first time I heard you say that, I was like, dancing up and down, screaming. Because I was like, yes, yes, someone else! Okay, absolutely. You talk about, it's literally against a lot of the way our chemical make up is put together. GloriaMacDonald: Yeah. Steve Larsen: Which is true. Could you talk a little bit more about that, and what you mean about that? Because that's fascinating. I'm pretty confident most people have no idea about this. GloriaMacDonald: Yeah, I mean seriously, the way our brain works, the job our brain is to keep us safe, and conserve energy. That's the primary job of our brain. And it goes back to millions and millions of years of evolutionary psychology, where literally we had to conserve energy in case a tiger or lion jumped out of the jungle at us, and attacked us. We had to be ready to just fight, or flee. Steve Larsen: Right. GloriaMacDonald: And so we had to conserve energy, and we had to be very very very aware of what was going on around us to protect us. Steve Larsen: Yeah. GloriaMacDonald: And so, even though we're not facing lions and tigers today, in that same way, our brain's job is still to protect us and to conserve energy to keep us safe. And so literally anything that feels uncomfortable to us, the brain recognizes that and says, "No, danger zone, danger zone." It literally tries to shut us down. So rejection's not comfortable for anybody, unless you work really, really, really hard against your brain. But the problem is, the vast, vast, vast majority of people just can't do it. They physically can not do it. They physically cannot re-wire their brain to go against human biology. And they can't re-wire their brain to say, "Nope, doesn't matter. I don't care about being safe." Because we need to be safe. So yeah, it goes against- Steve Larsen: I mean, you're literally saying that MLM is going against the way our bodies are built. What do you doing different? When did you realize that, and the new thing you learn. Like, oh my gosh, there's this whole other way. I don't need to be doing it this way. How do I become more in harmony with my body, and the way my body is made up to be successful in MLM? GloriaMacDonald: Great question. It was just within the last four or five years, that I had this huge uh huh, as I studied the brain more and more. And I studied the brain a lot, because it's fascinating, I believe. It's really important to understand how the human brain and the human body work to be successful, and to understand what's going on in your prospects brain. Because it's not just you, it's your prospect, right. Steve Larsen: Right. GloriaMacDonald: Your prospect brain is going through the same thing, and it's saying, "No, no, no, no. This doesn't sound like I'm going to be good at this. This doesn't sound like I'm going to succeed at this." So their brain is taking that too, because their brain's job is to make sure they don't fail. So yeah, it's just over the past four or five years I've really started understanding a whole lot more about how the brain worked. It's like, oh my gosh. Wow, all this prospecting and recruiting stuff the way I've been taught over the last 35 years really doesn't work with the brain. I mean, I knew it was tough. I knew it was tough for the vast majority of people. And I knew that somehow or other, I just trudged forward and did it. But I knew most people couldn't. But I didn't understand exactly why. I thought, well people just don't have enough stick to it ness. They just don't, all the stuff we heard. Their Why isn't big enough. Oh, you know. They just don't have enough guts, whatever it is. But it's much, much, much more scientific than that. Steve Larsen: It's not just that. GloriaMacDonald: Pardon? Steve Larsen: It's usually not just, hey I'm lazy. I don't really want success. GloriaMacDonald: Yeah. Steve Larsen: [inaudible 00:10:41]. GloriaMacDonald: Exactly, exactly. And then it was really just in the last two years, that I figured out the technology piece of okay. So, you know, it was two years ago I heard about this attraction marketing thing. But okay, what's that. That sounds kind of interesting. And realized, my gosh, traction marketing, the beauty of traction marketing is that it's not working perfectly with the brand. That's why it works. Because it takes out the whole rejection thing. And then you know, I started mucking around on Facebook, and had some initial success. But then Facebook algorithms changed and started going crazy and stuff like that. So my ads weren't working, and all that kind of stuff. Steve Larsen: Thank you, Zuckerberg. GloriaMacDonald: Pardon? Steve Larsen: Thank you, Zuckerberg. GloriaMacDonald: Yes, exactly, yeah. And again, not to say that there aren't people out there that aren't having success with Facebook ads. But I think it's extremely. So Steven, if any of your listeners are listening today, and who are listening today are actually just trying to start off with Facebook ads, I think the message people need to hear, are look. If you're just starting off today, it's going to cost you a wack load of money if you don't already have a huge following. Steve Larsen: Yeah. GloriaMacDonald: So the people who are making Facebook ads work, are the people that started four, five years ago, and already had followings of 50 thousand, 60 thousand, whatever. Before all the algorithms started changing like crazy. And even they are experiencing an increase in advertising cost. But it still is worth it to them. But I think it's really tough for the person that's starting out today. So I just thought, this is not a recipe for success. So I started fooling around on LinkedIn. And it was like, oh my gosh. Steve Larsen: Now, what made you choose LinkedIn? If I could just interrupt you. Sorry about that. I mean, LinkedIn is usually not the place people think of, you know. What made you go there? GloriaMacDonald: Well, I'd had a presence on LinkedIn from a previous business. Not much. I had, oh I don't know, a thousand, 12 hundred connections on LinkedIn. I fooled around with Linkedin a little bit, but not in the same way at all. And I don't know, Twitter, I thought, really? How much can you do with a hundred and twenty four characters, or whatever it was at that point. Because it was [inaudible 00:13:16] than it is now. Steve Larsen: I think we're grounded at 180 now. GloriaMacDonald: Yeah. And Twitter's just not my thing. And again, there are people making money on Twitter. They are. Not me. And I fooled around a little bit with Instagram, but I couldn't figure out how Instagram was going to work for me. And again, people are making money on Instagram, but that's not the platform I cracked. So I just, I don't know. LinkedIn just made sense to me, it felt comfortable to me. And when I thought about it, I thought, wait a second. LinkedIn is where a whole bunch of professionals are. And in fact, the average LinkedIn user has twice the buying power that the average online user. So it's a more professional ... I say LinkedIn really isn't a social media platform. It's really a business platform. So the beauty of LinkedIn is that you can get right down to business. Steve Larsen: You don't expect that. GloriaMacDonald: Yeah, you don't have to be what I call fake social. You know. Steve Larsen: That's awesome. GloriaMacDonald: So yeah. Steve Larsen: That's awesome. So you went, oh man, something's messed up there. Eventually, you left the tactics. And just so everyone's clear, we're not bashing on any MLM, just the actual tactics. They're so weird. And you go, you're like, what about this LinkedIn thing. What made LinkedIn work so well? I tell you what, if I see someone else posting on social media of them, a selfie in a gym. You know, saying, "I'm working from home today." And you're like, you just started this. You know, it can get a little frustrating. How is your approach so different so that we're not offending those parts of the brain. We're actually attracting people the right way. GloriaMacDonald: Yeah, great question. So first of all, it starts with really targeting people you know who are already open and interested in what you have to offer. It's not just the old three foot rule, anybody who comes within three feet. Or anybody who calls, or anybody who breathes. You know ... Steve Larsen: [inaudible 00:15:34]. GloriaMacDonald: Yeah, yeah. It's not that. It's really understanding who your target market is, and figuring out how to exactly find them. This is true for any platform. It doesn't matter whether it's LinkedIn, or Facebook, whatever. The whole basis of being able to work with the brain, is knowing who's already open to and interested in what you have to offer. And then being able to have highly targeted messages to those people. So that when you actually end up on the phone with them, or in a zoom call with them or whatever, you're not going to get any rejection. So I say to people, look, my day is filled with conversations like you and I have right now. When I'm talking to people who are already totally sold on network marketing, they already believe in that. They struggled. The vast majority of them struggled. And they feel like, oh they can just figure out the secret. If I could just get the one thing to work, then I'd be a millionaire. As you and I both know, it's not that easy. Nothing is that easy, it's a business, and you have to treat it like a business. It doesn't mean 100 percent of people are going to buy from you, or join your team. But there's no rejection. There's no beating your head against the wall trying to talk someone into the idea that network marketing isn't a scam or a pyramid scheme or whatever. So it works with the brain. And you know, there are millions and millions and millions, and millions and millions and millions of network marketers on LinkedIn, but they're not using it. Steve Larsen: So they're sold on the concept of network marketing, they just don't know how to apply it anymore. Especially in today's internet saturated world. Everyone's far more shut off a little bit, and ... So how do you ... When do you know that you're ... Because here's how I imagine it, right. Someone comes in, and you kind of start sizing them up. Not to say you skip the relationship, which you don't obviously. But you're sizing them up, and trying to see, hey, is this person someone I can attract to me, in starting up a conversation. What are the signs that you know you're taking to somebody who's already in an MLM, who's already ... Without being, feeling like you're being pushy? GloriaMacDonald: Well for me, it's really simple. They have it on their LinkedIn profile. Steve Larsen: Got you. GloriaMacDonald: So I target them because they said on their LinkedIn profile, that they're with ABC company. Or they've got the words Network Marketing in the profile, whatever. So it is very easy to find network marketers on LinkedIn. It's a piece of cake to find network marketers on LinkedIn. And the beauty of what I teach, Steven, is it's free. Now, people say, oh you can't scale when it's free. And there is a certain amount of truth to that. But only a certain amount. And you know, my whole goal is to help people make money. Because as you and I know, there's so many people that, they've got a dream. They want to be able to send their kids to college. They want to be able to take vacations. They want to be able to pay off their debt. They want to be able to take care of their aging parents, whatever their dream is. And they can see that it's worked for other people in network marketing. But it hasn't worked for them yet. So I want to help people make money. So I am all about ... Sure, you can go spend a hundred thousand dollars a month on Facebook ads, if you've got the deep pockets. But how many people do, you know. So I'm all about starting right where the person's at, and helping them right where they're at. So if you don't have deep pockets, if you're struggling to make ends meet, and you really want to build your network marketing business, then you can start off absolutely for free on LinkedIn. You don't even have to pay for a LinkedIn subscription. And you know, I'm into this now ... Well, it'll be 11 months that I launched my first LinkedIn thing. So I started one thing that I launched in August last year. So right now, I'm going to do it right around, say the 20th or so, of August. So I'm 11 months into this, and I have not paid a dime for LinkedIn advertising. Not a dime. And I've made multiple six figures in the last 11 months. Steve Larsen: That's amazing. GloriaMacDonald: All on Linkedin. Steve Larsen: That's fascinating. Now, is there things that you got to be aware of? I know on Facebook you got to be aware of a few things with [inaudible 00:20:28] marketing, and MLM on Facebook. Is LinkedIn the same? GloriaMacDonald: No, LinkedIn is open to you just using the words network marketing, MLM. They're absolutely open to it, it's a business platform, and people are there to talk about business. And network marketing is a business. So, you know. Steve Larsen: That's awesome. GloriaMacDonald: Yeah. And, I will say, Steven, that one of the things I see all the time, and it drives me bonkers, is ... And I even see this with people who are trainers. Network marketing trainers. And they've got training programs on LinkedIn. And what they're doing, is they're teaching people how to do Facebook on Linkedin. It's like, no, no, no, no, no, no, no. Steve Larsen: Different platform. GloriaMacDonald: Yeah, it's a different platform. It's a business platform. In fact, just yesterday, I was having a conversation with somebody, and she was sending messages to connections on LinkedIn. She said, "But nobody's messaging me back." And I said, "They don't." They don't. This is not Facebook, it's not about being fake social. It's not about being, oh how's your day going today? Oh, you know, here's the color of my new toenail polish. Oh, this is what I had for lunch. No, this is business. This is not about having, you know, just mindless dribble conversations on messenger. Steve Larsen: Oh, thank you. GloriaMacDonald: Yeah. Stop it, guys. Stop it. And it drives me bananas when I see people putting all the motivational inspirational quotes up on LinkedIn. Now, I am all about motivation and inspiration. I'm all about it. So here's the analogy I use. If you were an accountant, and you're going in to meet a prospective client, would you go in with a binder full of motivational, inspirational quotes to show your new perspective client? No! Steve Larsen: If they were a poster store, maybe. GloriaMacDonald: Yeah, but no, you're an accountant. Steve Larsen: Yeah, no. GloriaMacDonald: You're going to go in with a photo album of your family and what they did last weekend, or the picnic you had. It's like, no, guys. This is business. This is not Facebook. And I see network marketers doing it all the time. It's like, stop it. Steve Larsen: Yeah, it comes off kind of weird. I heard somebody say, you got to match the content with the context of the platform. So it's like- GloriaMacDonald: Yeah. Steve Larsen: Totally, totally different feel on LinkedIn. That's not what that's for. GloriaMacDonald: Yeah, absolutely. Steve Larsen: So let's say you identify somebody. How do you approach that person on LinkedIn, without coming across like that? You said, they're not going to message you back. But how do you get their attention? GloriaMacDonald: Well, I always lead with value. It's all about leading with value, it's literally about attracting people to you, because they're really interested in what you have to offer. So I send people an invitation to connect. Very simply, you don't have many characters anyway, you're limited to 300, and you can't put links in the initial message. So I send invitations saying, "Hey, I see you're with ABC company, I'd love to connect with you. Looking forward to it, thanks, Gloria." Super simple, right. Steve Larsen: Yeah. GloriaMacDonald: Right. And then when they connect with me, I send them a message saying, "Hey, thanks for connecting," I don't remember the exact wording, but it's something like, "I've found LinkedIn to be a super powerful place to build network marketing business. And here's a link to my free guide for four steps to power prospecting on LinkedIn." Steve Larsen: Cool. So you give them some value, and you know you're talking to an MLMer, a network- GloriaMacDonald: Exactly. Steve Larsen: Wow. GloriaMacDonald: Yep. So it's all about [inaudible 00:24:26], just like you're doing, Steven. Steve Larsen: Yeah. Now so, you go, you leave them with value. And what are two steps you tell anybody. The first two things you need to go do in order to get started? GloriaMacDonald: Yeah, the first thing is to set up your LinkedIn profile very, very differently than what you ever thought. So most people think of LinkedIn as really an online listing. Get rid of all that crap. Use LinkedIn ... Use your profile page as a sales and marketing machine. So I literally have sales coming in, seven days a week, while I'm sleeping. While I'm doing other things, you know. Because it's all automated. Now at the end of the day, you have to talk to people. Sure, you can do things to get people really, really qualified, which is what I highly recommend, that you keep qualifying, qualifying, qualifying. So that you're only speaking to people who have raised their hand multiple times, saying, "Yes, I'm interested, yes I'm interested, Yes I'm interested." And then, at that point, you get on the phone or zoom with them, or whatever, and talk to them about your opportunity. But it's all about using automation to pre-qualify people, so you're not wasting time talking to people who aren't open to, and interested in what you have to offer. So you really are only doing rejection-free prospecting and recruiting. So take everything off your profile page that has anything to do with where you worked, what year you worked there, blah, blah, blah, blah, blah. And just because the LinkedIn field might say company name, you don't have to put company name in there. I put the title of one of my [inaudible 00:26:24] in there. Steve Larsen: Oh, I love it. GloriaMacDonald: Yeah, I put four steps to power prospecting. Free gift. You know, that's the company name. Location, we don't care about location. We're- Steve Larsen: Internet. GloriaMacDonald: Yeah, internet. It's the internet. Steve Larsen: Everywhere. GloriaMacDonald: Yeah. You know? So, just because it says location, doesn't mean you have to put location in there. Put a link, put a link to where they can get the [inaudible 00:26:51] or put a link to your online calendar, or whatever it is. But give people a way to connect with you. Now, links on your profile page on Linkedin, are not live. You have to copy and paste them. You know, LinkedIn, like everything else, is trying to keep people on the platform. But that's okay. I still put, "Copy and paste this link." And yeah, so use your profile page as a sales and marketing tool. And I would also say, don't put anything on your profile page about your network marketing company. Steve Larsen: Amen, oh my gosh, amen. GloriaMacDonald: Yup, take all that stuff off there, and lead with value. So, what is it that you have to offer your target audience, free information that will help your target audience with whatever their paying points are. Steve Larsen: Wow. Okay, okay. So step one, drastically treat that profile page completely different from most likely pretty much all of us are. Not totally different though. GloriaMacDonald: [inaudible 00:28:05]. Steve Larsen: And two, what would be the second thing you'd have people go do? GloriaMacDonald: Then, be very targeted in terms of who you are inviting to connect with you. And who's invitations, when people send you an invitation to connect with them. I only accept invitations from people who are in my specific target market. I do not accept invitations from people who are not in my target market. Steve Larsen: I accept everybody. Uh-oh. GloriaMacDonald: Yeah, I wouldn't do that. Steve Larsen: I don't even get on it that much. I'm totally going to get on this thing now. GloriaMacDonald: Yeah, well you better, Steven. Steve Larsen: Yeah, that's awesome. GloriaMacDonald: I mean, seriously. Linkedin is an absolutely untapped gold mine for network marketers. It's an untapped gold mine. Steve Larsen: Wow. Okay, okay, profile. Step two, get real targeted on who you allow, and don't allow. And who you're going for, and don't go for. GloriaMacDonald: Yeah. Steve Larsen: And then step three, is probably go buy your course, yeah? GloriaMacDonald: Yeah, yeah. Yeah, you could do that. Steve Larsen: I appreciate you being on here and sharing everything. Everyone, you said it's GloriaMacDonald.com? Go to? GloriaMacDonald: Yes. Yeah, so M-A-C for MacDonald. Gloria MacDonald dot com. Or you can find me on LinkedIn. Gloria MacDonald. And I'm in Toronto, Canada. But Gloria MacDonald. Or on Facebook, Gloria MacDonald. Steve Larsen: Oh my gosh. Well, we appreciate you taking the time. This has been absolutely amazing. And frankly, this is the kind of stuff I just feel like, no one really ... You know, this is disruptive information, everybody. I hope that you take time to sit down and actually re-listen to this, and write down the steps she just said. Because that's very powerful, and come back. You owe Gloria a huge testimonial when you made your millions, as well. GloriaMacDonald: Thanks, Steven. It was great to be here with you today. Steve Larsen: Absolutely. Thank you so much. Oh, isn't Gloria awesome? You can't learn that stuff anywhere else. Hey, kick a thank you over to Gloria, and check out Secret MLM hacks, by going to Gloria is awesome dot com. Again, that's Gloria is awesome dot com.
What's going on everyone? It's Steve Larsen and you listening to secret MLM Hacks radio. So here's the real mystery. How to real MLMers like us, who didn't cheat and only bug family members and friends, who want to grow a profitable home business how do we recruit A players into our down lines and create extra incomes. Yet still have plenty of time for the rest of our lives. That's the blaring question. And this podcast will give you the answer. My name is Steve Larsen and welcome to secret MLM Hacks radio. What's up guys hope everyone is doing fantastic and I hope that you're recruiting, and all of your selling efforts are going well. I've actually got a really cool thing to share with you guys today. Now when I first was in my very first MLM. Right? Things didn't go as I wanted to. I'm sure we've all been there before. You know, I was new I didn't know what the heck I was doing. And I didn't know oh gosh, what was that? That was like five years ago. I didn't know really ... how should I say this? I knew how to talk to people. And I actually know how to get a lot of people interested. One of the things that was really good at and I was gifted at, was getting people interested in the thing that I was talking about. And I would do it to a lot of relationships. I would do it to people who are around me all the time. And I knew how to future sell. I knew how to get people excited. And a lot of you guys listen to this episode and this podcast, you guys are probably the same. You know how to right, get people pumped. You know how to get people excited. The issue is that for me at the time, I just ... I mean, it was like every three months there was a new idea I was getting everyone excited about. And so after a while I was like this pattern, and everyone was like, "Hey, what's the thing? What's the idea the flavor of the month? What's the flavor of the quarter this time Stephen," And I'd be like, "Shut up. This is amazing. It's absolutely incredible," and it was get a little defensive about it. Well, I wanted to go through and actually show you guys ... I got to be sensitive here. Okay? Please understand, I'm being sensitive. But there's been one ... there's been a person that reached out in the past little bit here and this person was ... I don't even know how to describe this. Blaming their ... they're placing all of the responsibility of success on my shoulders, right? They came in, they got the secret MLM Hacks program. They came in and they said, "Hey look I don't want any homework." I was like, "Okay that's kind of weird." First of all, I'm not giving you homework I'm giving you stuff to build your business. Like second of all please you're going to need to drag me along the way here, and my brain ... guys my brain about exploded. I think I had a little mini conniption inside my noggin, and I went nuts. And I was like, "I will not drag you. I will not drag you." And you know I proceeded to let this individual know why. I have brought 1500 people through the process that I sell inside of secret MLM Hacks okay? A lot of people. And and what's funny is, it's not the same process as what I do in other companies and things like that. But it's very similar. There's some similar concept, similar core things. And what's funny is right of those 1600 a lot of people became millionaires. A lot of people became hundred thousandaires and tons of people made money for the first time out on the internet ever in their life. And it was exciting, and it's really cool to see that. I know this works as that's the reason why I get so passionate and frankly defensive over the thing that I sell. And I just got to say first off, like if you don't feel really defensive over what your MLM sells, when someone gets like mad about it, you're probably selling the wrong thing. Right? I stand so firmly behind ... my name is so attached to what I do. I love it. I love what I do and I know it works because I'm a product of my product. Does that make sense? And it's cool to buy from people when they're a product of their own product. Because there's passion behind it. So I'm trying to hold my tongue here for the sake of the fact that this episode's going to be on iTunes until I die. But I was mad guys. I was livid with this individual because they started accusing me of ... I don't even know. It was kind of all over the place and I felt defensive. And I immediately thought in my mind, "Well, it's okay that I'm feeling defensive because I know it works." Like right? If you don't get really ... I'm not saying defensive in like a really negative way. You know, it's not like I just went nuts on this individual, I didn't. But, I really wanted to and I felt that way, and I had to hold my tongue. I frankly had to go ... I mean like stand up and get away. I had to do other things for a while. I literally could not be even near my desk for a little bit because I was so mad about it. So happened last night and it drove me nuts. So number one anyways, if you are not passionate about your product, it's going to be really hard for you to move forward on this thing. I'm not even talking all about what I want you right now. But I just want you to know that like ... all right? If you have a hard time being passionate about your thing, the cool thing about passion is this when someone can tell that you're passionate about your product, when you're passionate about the MLM that you're in. It actually makes up for and fills up gaps for your knowledge when it comes to script writing, and how to close people and stuff like that. That stuff matters. That stuff matters to go study. But if you don't know that stuff, raw pure passion is a fantastic side step of knowing those things. Raw pure passion, just straight excitement. Remember, there's a product once one of my buddies wanted to buy, and I was like, "Dude this so cool, how does it work? He's like, "I don't know but it's cool." I was like, "Okay and I bought it," it was really expensive. Why? Not because there was a great close, but because it's of the raw pure passion. If you have that for your thing, it makes it so much better. So anyways, don't be nervous though when somebody gets mad at you or comes out and says like, "Hey, you're a fraud," or whatever. It's going to happen whatever. Anyway so when I first started the MLM game, I don't know why I got sidetracked on that. When I first got started in the game I started out ... oh, this is why. I started having a lot of conversations like that, right? Where I was like, "Hey, here's my product. Here's my MLM thing. Here's what here's the thing I'm going for." And people would get ... you know they'd start throwing the attacks. Here come the arrows. Like, "No, it's awesome because of this. Well because of this. And instead of me getting really good at dodging arrows, I decided that I would just start changing the person that I was pitching. And you guys know that's one of the major things that you learn how to do inside of secret MLM Hacks, the actual program. You learn how to change the person hearing your pitch. You also learn how to automate hearing your pitch, right? You learn how to ... and the reason why we go through this is because of this right? This right here. I want to tell you something. I think I was ... this is I don't know maybe four years ago. I was studying, I was studying, I was studying, I was trying to figure ways to grow companies and I ran across this really neat thing. I think it's by Dan Kennedy, I think so. I think, I'm not sure either Gary Halbert, I can't remember anyway. But there were only three ways to grow a company. There's only three ways to grow a company. Number one, you can get more customers, right? Number two, you can get your customers to pay more, right? Or number three, you can get your customers to pay more often, right? That's really it. Get more customers, you can get your customers to pay more cash, or you can get customers to pay more frequently, right? Maybe through some continuity thing. And that's really the holy grail of MLM. They're on auto ship, right? That means you're paying frequently anyway. So, those are really the three ways. So number one, let's say this. Okay, let's I want to get more customers, right? Well, number one, one of the things you can do is stop pitching everybody, which is completely different than what your upline will tell you to do. But by pitching everybody that is nothing more than a bloodbath for your psyche and for everything that you're going to be going through and experiencing. Right? So you're getting more customers. We call those acquisition funnels, right. I'm going to acquire customers, how can I get more people in the door? And funny enough, the majority of businesses focused just on that. I mean, business in general, right? It's just focused on just that one metric. How can I get more people in the door? Well, there's actually more ways to get cash. There's actually more ways to grow a company than just more people. Let's look at the other two. Right? Number two, right? I could get customers to pay more, right? We call this monetization funnels or how do I monetize my existing customer base? It is infinitely easier to get somebody who's already paying you to start paying you more, right? It's easier to get somebody start paying you more money than it is to go find a new person, that's all I'm trying to say. Right? It's so much more expensive, right? And an actual number proven basis and it's a fact. It costs you, far more cash to acquire customer than it does to get a customer to pay more money. So what's interesting is if you want, like sit back and start looking to the people who purchasing in your down line right? Either people who are inside your opportunity or people who are purchasing from you. If they've said yes to you one time, the second yes is so much easier. Go back to them and see what products they're not consuming from you and go offer them those products. That mere act right there of getting existing customers to pay more cash, right? Is how big companies blow up so often right? If you look at like a GORA publishing, what's fascinating is, a lot of their very first products that a new customer ever sees, it's a low ticket, it's just meant to get somebody in the door, it's just meant to get the first small yes. Then every single product, every single interaction, every single publication that, that person once they are a customer, every single thing that are consuming turns into ascending them, right? How can I ascend? How can I ascend? How can I ascend? How can I get you to pay me more cash, right? How can I get you to the next level? How can I get you to consume another product? And so when you start thinking through that I mean, look at your down lines, look at the people who are inside, what could they be also purchasing that would be a benefit to them that they're not purchasing. And make that a campaign right? Rather than just the campaign of, "Let's get more customers," there's a campaign around, "Let's just get our customers to pay more." Anyway, hopefully this is helpful so far, okay. There's a lot of companies ... not many companies focus really, really heavily on that and have an actual process in place to do that. Imagine if you were to do that inside your MLM. All right, the second thing oh sorry, the third thing, right? Get customers to pay more frequently right? In an MLM, and in your down lines, getting somebody to get on auto ship. Getting somebody to pay you month in and month out, right? That's a pretty powerful concept. That's a really ... it's extremely powerful thing to go do. And so there was obviously a huge focus on that. So if you look at the three of them, right. Getting someone to pay continuity, acquiring more people or the actual monetization ... just get ... of those three, the second one, right? So let me read it again. So you can number one acquire more customers, which the standard pitch to distributors is talk to everything as a harpy. Talk to everyone all time which is a huge way of pain right? So number one you could acquire more people. Number two you can monetize the existing people or number three you could get the existing people to pay you frequently. Get on auto ship, maybe get on a support program for other things. Some kind of ... even a little mastermind things like that, that's a super popular way to do that. But anyways of those three it's number two that people really don't do that much in the MLM space, right? So I would encourage every one of you guys to build somewhat of a campaign. A process, an event if you will, that's on purpose, that's timed to get somebody to start paying you more money, right? And say yes to that next product. Say yes to that next thing. So you can actually increase the cart value of each customer coming in, anyway. So this is kind of a tactical episode. Hopefully this is okay though. If you look at the customers, right? So more customers, get them to pay more, get them to pay more often. I like to look at those in two different areas. Number one, what's the funnel? Meaning what's the sales arm? What's the actual process to get somebody in place for that and most people don't build a specific funnel with intention just to acquire people. That's what you learn inside Secret MLM Hacks. So that's one area I like to look at things. The second area is on the business side, right? How does my business ... can my business actually handle more people? And what's funny about that is, I don't think many people ask that question for a long time either. Where they can acquire a lot of people, but the business can't handle more people, right? If you are the major linchpin in your entire down line meaning, seven layers down, all the leaders are still pointing up back to you, you're doing it wrong. Because what that's going to do, is it's actually going to make you ... that's how MLM doesn't duplicate right? It doesn't duplicate that way. If seven layers down everyone's like pointing back up to Stephen, "Look there's Stephen, Stephen, Stephen, Stephen." And then it's finally me, right? It doesn't work that way, all right? I have in essence not created leaders underneath me. So number one, can I acquire people? Number two, can my business handle it? So I like to put a process to both acquire and then a process to handle the actual people coming in. Does that make sense? So for example, I might have some funnels and some processes in place to acquire people but then once they're actually in, I'll have some funnels and some processes in place to train them automatically, which I do, right? And then when somebody joins my down line, I actually have a system that is in place, it is the same for every single person that way when I see my entire down line doesn't get something, I can go back and just change the process right? Upgrade the process. See where the process doesn't work, the automated process that way it removes me. I don't marry my down line, all right? They're still getting incredible support. They're getting far more from me than any other person in my entire MLM. I know that, they know that. But I am not the one doing the training personally each time. Why would I not just put it on a video? You know what I mean? Is this making sense? So acquiring, all right. I'll put a process in place to acquire and a process in place to train so that my business can handle them. Let's think about ... that's from a recruiting standpoint. But think about how that might work also for actual product sales sign. Now think about ... so that's category number one, let's get customers, let's get more customers. Category number two is, let's get customers to pay more frequently. I'm sorry pay more. Let's get customers to pay more cash. Let's increase the average cart value of our current customers. Let's get them to buy something else. So let's think of that like, is there a funnel that pitches? Is there a process that pitches existing customers, all right? To join the next level? Maybe your MLM ... and let's say that's from a product sales side. What if it's a business opportunity side, though? What if people have the opportunity to purchase the next rank above them or something like that? And you get a cut of that? Well, do you have a process that's the same every single time to pitch somebody from one level to the next? Or a process in place to pitch somebody once they buy their first product of yours? Pitch them on to the next product, does that make sense? So you got a funnel, that process to ascend people. Then you also have a funnel, a process for your business to handle those people. Does that make sense? It's a double sided coin. That's the reason why I am going through this real quick. Not enough just to sell, not enough just to have a great funnel, you have to have the systems in place. Okay? Then the third category right is continuity basically right? It's monthly auto ship. So the frequency. How can I increase the frequency someone's paying me? All right. Do you have a funnel that pitches somebody on paying you more frequently? Do you have a business operation in place? Do you have a process in place to handle people paying you more frequently? That make sense? Anyways, I know that, that was kind of a tactile episode, but I just wanted to go through that, right. Because one of the things as I was talking to this lady that was realizing, I was like, "This lady made it through my process, meaning my funnel sells people but it also filters people." You know, somebody who's not a good fit, I don't want the embarrassment for them to come in and then say like, "Oh, man, like that was really rough." Does that make sense? "Oh man like ugh," right, and then that makes an awkward conversation. Just like when you recruited that person who probably shouldn't be in your down line, that's in your down line, you all know who I'm talking about? Okay, we've all been there, it's totally fine, right? It's an awkward conversation eventually when you bring somebody ... and I did that my first MLM I brought in this person and I realized, "Oh my gosh, this person ... where did my funnel break?" Because this person made it through and they should have been cut out. Not that I'm trying to be mean. We're on different scenarios in life. Anyway, I hope this is helpful to you. I hope it's making sense what I'm saying here also, right? The funnel, the processes, they sell people but they also are your protector. They're the protector for you. So as you think through, start thinking through, "Hey, should I get more customers? Is that the model I'm trying to go for now? Or am I trying to take my existing customers and get them to pay more? Or am I trying to take my existing customers to get to pay more frequently." Just choose one at a time, don't go for all three at once. That's murder. But, that's what I would do though. And as you start thinking through the process that you want to go handle, think it there. Right? Number one, two or three. Get more customers, get them to pay more, get them to pay more frequently. One of those three. Start thinking through, "Okay, what's my process to acquire more and number two, how does my business handle that growth? Do I have things in place for it?" And when you start treating it that way, what's cool is that means you're actually treating your MLM business like an actual business owner would. And it puts you in places, and puts you in scenarios that other people in your up lines and down lines have not been before. Because, you're actually operating like a company, right? Not just like a solopreneur. I've never seen a rich solopreneur. I haven't. It takes a team. It takes some processes around, it takes some systems around them. Right? And that's how it works. And so if you're having a hard time scaling, and you guys are like, "I'm not selling like I want to be," Is it a funnel problem? Or is it a business operations problem? Okay, okay, cool. Well, are you trying to ... just one at a time, not all three or not two, just one. One at a time, are you trying to get more customers, are you trying to get customers to pay more, are you trying to get them to pay more frequently? And start thinking through that and only choose one at a time, look at it from the funnel side and the business side. Anyway, I feel like I said the same thing over and over again. But because I'm trying to pound it in. This is the reason why my stuff is crushing it, just so you guys know. That's the reason why my students in Secret MLM Hacks crush it, all right? That's the reason why my down line crushes it. It's because we don't just take it from the traditional MLM side, we are putting inside and we're coupling it with other practices for how things work best and sell best on the internet. And still leave the entrepreneur time to breathe and enjoy the cash they're making with the processes they put in place. Anyway guys, hopefully that's helpful would love to hear more of your questions. I think I've got a lot more questions you guys have asked. go to secretMLMHacksradio.com and you guys can ask any question you'd like. There's a green button on the bottom right, click the button and it will record your question straight off your browser and email the audio file to me. Also feel free to check out SecretMLMHacks.com and actually watch the next free web class we've got going on there. It's fantastic. It's rocking the boat a little bit. I know that, very aware of that. And if you are kind of tired of kind of the traditional ways to grow MLM and you want to use things like the internet, and automation and it's been around for a little while now, and people are telling you not to use it, go ahead and jump on over and you can see how it works best for your MLM, and your scenario. There's no pitch I'm not even telling you the name of the MLM that I'm in. I never will, because I don't want anyone to feel like there's any pitch happening. So anyway, I hope that that has been helpful to you. Excited to have you guys over there and please feel free again to rate and subscribe in my opinion this is the greatest MLM podcast that is available on iTunes and I want iTunes to know that. And so your reviews help me tremendously especially in this new age as we apply good tactics, to a great business model called MLM. Guys, thank you so much and I'll talk to you later. Bye. Hey thanks for listening. Please remember to rate and subscribe whether you just want more leads or automated MLM funnels, or if you just want to learn to get paid more for your product. Head over SecretMLMHacks.com to join the next free training today.