Secret MLM Hacks Radio: Recent Episodes
Steve Larsen: Automated Downline Recruiting
So here’s the big mystery... How do 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 downlines and create extra incomes, yet, still have plenty of time for the rest of our lives? That is the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio...
I just finished writing the core chapters of the Dramatic Demonstration Book. Here's the preface...
Capitalism means a lot to us and we wanted to make a TV show about it... we didn't think we'd already be filming for it (but we are, and already got the teaser reel back)...
Don't overcomplicate it. This is still my best leads, sales, and NOISE method online (after 10 years - it's still this)...
In truth, the funnel is the SMALLEST part of auto-recruiting online. The first thing I look for is actually these 3 'Treasure Maps'...
There's a couple different ways to sell your network marketing product through a funnel. Here's my top 2 favorite methods...
If I had to completely start over in network marketing, this is the very first thing I'd do...
This is, without question, the #1 skill you need if you're going to use the internet (at all) in your NM business.
Here's my UNIQUE approach to getting traffic to my network marketing pages online, mostly through organic methods!
AFTER your offer is selling, your journey isn't over. THIS is what to DO once your sales begin to take off! Click here to join us LIVE at https://CashFlowEmpireLive.com/Steve
The one-time-ever Dramatic Demonstrations Workshop will be May 16-18, 2024. We'll be using it to write the book and create your OfferHook, which is a the most cutting edge messaging formula for getting traffic from free and paid channels. More at https://DramaticDemonstrations.com
"Wanna Build Your Auto-Recruiting Checklist In Just 5-Days, Live, Daily... With Steve J Larsen?"
Blake Nubar's method for turning your social media profile INTO your funnel, is epic. I haven't seen anyone else do this and it led to $1M in 25 days... waaa? In this episode, Blake is gonna show you more of the details to his "evil genius"....
There's really only 3 roles to know in Network Marketing and I'm doing an event Aug 25-27, 2021 in my studio to brain dump on each of them. It's called Modern Downline Live (ModernDownlineLive.com) and we'll be focusing on the major problem EVERY business faces... Leads. Control leads, you control the game. I believe the best way to do that is by using the internet and I've done so while auto-recruiting over 1000 into my own downline.
This episode has the details...
Hi everyone, welcome back to Secret MLM Hacks!
Today we have a BIG announcement coming up, something I’m very excited about! It’s a new project that I think you’ll love if you are looking to take your marketing game to the next level. We’ll go more in-depth in this episode, so please buckle up for the big launch and tune in to hear more!
In Part 2 of this two-episode series, I talk about what the future of my MLM business looks like and an opportunity for people to join me.
Secret MLM Hacks is closing, so I tell you about a backdoor that we're going to leave open for those of you guys who are huge fans of the show. And also about where the remainder of my network marketing-related services and products are actually available.
How did I create an exit, a product-closing campaign? Right now, I'm really big on the campaigns. I'm really big into sales pressure. Some of my favorite stories are of these old dead rich marketers who didn't have the Internet in their day.
How did they create noise? How did they create sales pressure? How did they create campaigns in order to get sales?
And when you think about that and you think about what the standard person does today to cause noise around their product, we're pretty weak at campaigns now. I actually think that campaigns is kind of a dying skill set.
And so I'd started walking through the exit campaign a little bit in the last video, but I'm going to cut over to the final exit campaign strategy in this one.
This is really valuable stuff - Stay tuned as I walk you through the exit campaign that I put on the back of Secret MLM Hacks.
Key Takeaways:
- Creating a message that includes the “who”: Who I'm selling to and not selling to (5:24)
- Where they're going, the problem they're solving (5:36)
- I'm going to create an offer which helps them get where they're trying to go (5:40)
- Facebook posting is not marketing; it is an aspect of marketing (5:52)
- Campaigns are the thing that I can go and I can actually influence (6:09)
- My favorite four types of traffic: Publishing, Dream 100, affiliates, and ads (6:59)
- They know it's awesome, but its title has raised eyebrows (10:33)
- I'm not going to stop Secret MLM Hacks; public access to it is closed (13:59)
- The difference between Funnel Hacks and Funnel Builder Secrets (14:47)
- Secret MLM Hacks is actually more akin to Funnel Builder Secrets… (16:23)
- Most likely, I'm going to make a completely separate course (21:44)
- Natural, normal business problems as products and landscapes evolve (27:04)
Additional Resources:
ModernDownlineCoaching.com
In Part 1 of this two-episode series, I talk about my decision to close down my Secret MLM Hacks program after running it for the past few years. There was a lot of thought that went into the decision, but strategically, there are some big reasons why I closed it. I also talk about what's ahead.
In the last four-five episodes, I've shared with you guys specific things that have been going on in my business.
I’ve talked about the way I've built Secret MLM Hacks and the systems that have built this, which have allowed this to be kind of on the back-end of my actual business.
This is not my actual full-time business. It's not my actual full-time focus.
The reason why my downline continues to grow, the reason why there are so many things that I'm able to pull off with this is that I treat this like any other business.
And so, I actually am shutting down Secret MLM Hacks. There are lots of things going on personally. There are certain opportunities that are coming my way.
There's a lot of things that are happening, and for me, it just doesn't make sense to keep it open anymore.
Stay tuned as I recap as to why it has been such a big deal.
Key Takeaways:
- All business has three needs... (2:14)
- I sat back about seven years ago and had this idea (2:43)
- It's gotten past that critical spot where now it grows on its own (3:52)
- We’re closing public access to Secret MLM Hacks (4:37)
- Why my team is so unique (5:15)
- Growing it to a real asset that actually pays for other assets (6:24)
- I teach traffic methods; I send the traffic to something that’s somewhat cheapish (7:26)
- I send traffic to this self-liquidating offer - money dumps right back into traffic (8:10)
- I'm not involved with that at all (8:48)
- Do you want me to send you free leads? It’s all automated (9:37)
- Hack MLM walks my downline through their first 30 days inside my MLM (10:03)
- When I first got hired by Russell Brunson… (10:19)
- How I structured the show to be so successful (14:18)
- Getting people to come to you to join your downlines (15:55)
- How Secret MLM Hacks came about (17:10)
- SMH was relaunched because of the ClickFunnels-certified partner program (21:46)
- Go see what’s the content your dream customer is consuming… (24:41)
Additional Resources:
ChatbotsForMLM.com
In this episode, I talk about the truth behind how top earners succeed in network marketing. Instead of doing home parties and talking to their family & friends, the people who have grown their business quickly have their own products on the "front end" of their business. They don't talk about their downline until someone buys from them.
The way you bring somebody into your downline, the way you sell somebody, often determines what they do afterwards. That’s true for any business, any product, any sale ever. So if one begs somebody into the downline, chances are they would beg them to do something afterwards.
This is what I found out - If I begged them to come and buy the product, I would beg them to go and continue to buy the product. If I wanted to stop that, I needed to stop begging people after they buy to continue to do things. I had to stop begging them to join or buy in the first place. And that changed everything for me.
And I started sitting down, I started realizing: “Wait a second, how are these guys actually recruiting?” Which ultimately brought me to the question: “Wait a second, what are the top earners actually doing to recruit? What are they doing to actually sell the product?”
I started looking around, and I freaked out. Almost none of them were doing home meetings, phone meetings, hotel meetings, going to malls. Almost none of them were doing that.
Instead of saying: “Come, join my downline,” they're saying: “Hey, check out this cool little book I wrote.” Not that you need to go write a book, but that's the principle. Stay tuned to know more.
Key Takeaways:
- They have small little products that they send people to (4:09)
- Want to change your business? Change your bait (5:54)
- You can use and sell secret MLM hacks, keep the money, and collect leads (6:34)
- Changing the bait, not just to attract people, but also to repel a certain type (9:14)
- When someone wants to join my downline, I wait for them to go through my funnels (12:02)
- Being good at causing value in the marketplace, giving free goodies, something that's cheap… (13:48)
Additional Resources:
https://SecretMLMHacks.com/live
Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.
And if you haven't already, head over to Apple Podcasts and leave a rating and review on the podcast if you've got any value from it.
In this episode, I talk about creating a unique offer to stand out amongst other network marketers and your upline.
In MLM, if somebody walked up to you right now and you were hanging out with your upline or downline and said, “You know what, I'd like to buy.” And there indeed are people out there who just are looking for your product and they truly want to purchase it - They'll just be the easy laydown sales.
But if you're hanging out with a bunch of other people who are your upline or downline and they're looking at you and they say: “Who should I buy from?” Does it matter to the customer and the outcome they're trying to get as to who they buy from? No, but it definitely matters to you guys - It has a bearing on the money you make.
So what you need to sit back and think is: “Well, how can I make myself different? I'm going to make myself stand out amongst the crowd to actually go and be successful with this.”
Your product delivers solutions to people, but it also causes problems that they never had before. Every single solution that you deliver to a customer, whether it's the opportunity or it's the product itself, has a bunch of follow-up problems with it, and you need to understand that clearly, and I want you to know that it's actually an opportunity.
What are the top three issues that your product causes for people? Once you've got a list of those follow-up issues, you're going to start brainstorming how you could solve them. And then build a bonus around it to be given away when somebody joins you.
What I came to realize with time was that in the network marketing space, the MLM space, if somebody wanted to join my team or buy the product from me, I needed to stand out. And in Secret MLM Hacks, I want to teach you how to do that, so stay tuned.
Key Takeaways:
- Your upline and downline are competition for you (5:46)
- Think about all the problems your product causes for people once they buy it (6:23)
- Quickly write down on a piece of paper the follow-up problems (7:26)
- Give away a bonus that solves those problems for somebody when they join you (10:16)
- Being unique and standing out amongst your upline and your downline (11:04)
- It's not that people don't want to buy or they hate to be sold. It’s just that you're not good yet at being a marketer, at standing out, and at out-valuing the competition (13:52)
Additional Resources:
https://SecretMLMHacks.com/live
Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.
And if you haven't already, head over to Apple Podcasts and leave a rating and review on the podcast if you've got any value from it.
In this episode, I talk about an often-overlooked "bridge" that the top network marketers use to grow their business online. I first got started selling online back in college when a buddy and I spent a semester doing affiliate marketing. The same principles of affiliate marketing apply to network marketers.
In fact, these are very simple principles that every other industry on the planet is using online. For some reason, in a lot of network marketing or MLM, there's this negative connotation to using the Internet.
I just set these systems up there in the back and my teams are constantly growing and buying and auto-shipping and selling to more customers and they're finding people. And I'm building, I've got some pre-built funnels for them and they just go download them, use them and install them. And you have to understand that's why this game is so powerful.
Understand what you can control, understand what your role is in this business. To me, it's not worth it to be continually saying the sales message over and over again, not knowing if they'll do anything and not knowing if they have a pre-existing desire to buy. I'm going to let them self-select. I'm going to let them click on my page. I'm going to let them watch it. I'm going to let them reach out and ask to join my team. And that's how we do it. And that's what I want to teach you guys how to do as well.
The leverage is strong, so much so that I don't have to pitch thousands of people. A page is going to do it for me. I'm just going to say my sales message once, and I'm going to follow scripts that I know work. It's like a fill-in-the-blanks template, and then, I'm simply going to drive traffic to it. Stay tuned to bypass the years of trial and error I went through to figure things out.
Key Takeaways:
- My first dollar on the Internet came from affiliate marketing, back in college (1:37)
- We set up a landing page; net earning: nada, but 17 people joined our email list (3:20)
- I stopped trying affiliate marketing but kept doing things on the Internet (4:55)
- We did client work and got hired out of college to work for Russell Brunson (5:23)
- Giving away bonuses to those buying a product through Russell's affiliate link (6:36)
- I wanted to go back and I wanted to try network marketing again (8:37)
- Affiliate marketing and network marketing on the Internet are the exact same model (9:46)
- If you want to automate the MLM game on the Internet, learn affiliate marketing (11:03)
- Giving away bonuses around what the MLM’s product user may struggle with (12:56)
- Old-school MLM promotion methods: Automation makes a huge difference (14:21)
- Most of them just don't know how to use the Internet’s leverage power (17:02)
- Understand what you do control and what you don't (21:50)
Additional Resources:
https://SecretMLMHacks.com/live
Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.
And if you haven't already, head over to Apple Podcasts and leave a rating and review on the podcast if you've got any value from it.
In this episode, I talk about how when I first got started with MLM, I was extremely reluctant to even join a company. Money was tight for my wife and me. It really started challenging my manhood and my marriage. This is the story of my struggles and why I decided to give up on MLM for a while.
I was in college, while she had already graduated. I really didn't have time to be in a job. In fact, we were living on student loans.
I started looking for opportunities to make some extra cash. I started trying businesses and launching stuff. I was doing all kinds of stuff and nothing really seemed to be working. I remember I was staying up super late, getting up really early and studying and then doing stuff.
And then, one day, a buddy from college called. He went: “Hey man, I got this guy. He's on the line right now. He's going to help us make a bunch of money. I don't quite know how it works. You've got to talk to him.”
He called, I answered and as soon as he started talking, I was like: “Why do you want me to pay a little bit of money in order to join this thing?” I was like: “Shouldn't I just be able to do it?” And I started fighting with him on it.
And I was like: “No, I'm not doing this. Is this one of those MLM pyramid things?” That's what I asked him.
I was mad that my buddy did that. I hung up and I was like: “Absolutely not. Don't ask me to do that again.” That's what I said to his upline.
I ended up telling my buddy: “You know what dude, I'll do it for you. I’ll join. I'll jump on in.” And I joined his downline. I drove down to meet the guy that I had just kind of chewed out on the phone, which was a little awkward.
So we started writing down this big list of people in my phone directory and he didn't let me leave until we called. I called everybody in my phone. I did. I reached out to so many people and I went hard, and people were like “No, no, no.” And it got really, really awkward.
Probably after a few weeks of running really hard at this, I realized that there might be another way to this.
I got so frustrated that I kind of gave it up. I was like: “I am done with MLM. I am done with that word ‘marketing’. I do not want to be a part of this anymore.”
Stay tuned to find out as to what brought about the turnaround.
Key Takeaways:
- My first big experience in the MLM space didn't go well (3:12)
- Fast forward a couple of years, I was hired by the ClickFunnels CEO (9:23)
- Russell Brunson was playing the game differently than I had been taught (11:24)
- I decided to start putting up some recruiting funnels; I started learning how to attract people already interested in joining MLM (12:04)
- I realized I didn't have a strong enough filter on who I was trying to get into my downline (12:22)
- There are millions of people out there who are begging to find another cool opportunity because they made their last one work (13:20)
- When I started realizing that I needed to be strict about who I was trying to attract, the whole game started changing (13:40)
- Three ways to grow a downline: Get more customers. Increase the amount of spending. Increase the frequency that they buy (15:08)
Additional Resources:
https://SecretMLMHacks.com/live
Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.
And if you haven't already, head over to Apple Podcasts and leave a rating and review on the podcast if you've got any value from it.
When you sell a product to somebody, that's half the battle. It's a completely different thing to get them to use the product.
Well, there’s a danger if your customers don't actually use the product. If they don't use the product, it means you don't get any testimonials because you're not getting any success stories. People think that it doesn't do everything that you thought it would. They even start to wonder why they're paying you.
People don't think it could do everything that you say it does because they're not using it, so they don't get success with it. So it's one thing, like I said, for you to sell the product, and that's completely another thing for them to actually go use it.
And because of that, onboarding systems are the best way. So when you're going out and about and you're actually selling the product, the easiest thing for you to go and do is to learn how to onboard people, not just sell them.
For any product that I sell, there is a written-out onboarding system as well as a written-out usage system.
You’ve got to encourage people to actually use the thing that they're buying. One of the biggest ways a lot of MLMs have grown is by combining the power of their sales and onboarding systems. Stay tuned as I walk you through how onboarding goes on to fuel product sales and recruiting.
Key Takeaways:
- A challenging aspect of any business: Getting people to use the product they buy (1:47)
- Having a unique standalone system around selling any product, not just recruiting (4:09)
- It's common for new people in any MLM to freak out over the sale (4:44)
- How ClickFunnels encourages you to use their software with a challenge (6:14)
- Make sure whatever it is that you sold also comes with an instruction manual (8:27)
- A bite-size, day-by-day challenge or some other sequence for the onboarding (8:48)
- These bite-size things increase the consumption of the product… (9:48)
- As new customers take these tiny steps, it triggers those feel-good hormones (11:04)
Additional Resources:
https://ChatbotsForMLM.com
Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.
And if you haven't already, head over to Apple Podcasts and leave a rating and review on the podcast if you've got any value from it.
The Internet is powerful. Well, I actually believe the Internet is a little bit of a distraction until you understand what marketing actually is. Otherwise, we fall into these fallacies that posting on Facebook is marketing. No, that's posting on Facebook, right? That is not marketing.
I'm a little bit obsessed with going backward in history and finding these really cool stories of marketing. And then we add on the power of the Internet, the automation of the Internet. And the game gets really fun from there.
In this episode, I’ll be sharing with you a couple of stories from old times simply to illustrate the point that MLM today is very simple - You need to get good at causing noise and because of the Internet, it's very easy to do that today.
You’ve got to understand that the whole goal here is for you to create these small little instruments that create noise in your direction.
I'm still auto recruiting every day. People are joining my downline fast because of the systems I'm teaching to build inside this program.
In fact, my podcast “Secret MLM Hacks Radio” is a marketing tool. As I toss episodes out there, I get people coming in and saying: “I would like to learn a little bit more about that.” It's noise in my direction. I'll put little freebies out there and it's noise in my direction. To know more about how the Internet has made the game easy and simple, stay tuned.
Key Takeaways:
- Creating noise before the internet (1:17)
- Freebies have always been a big deal - A story from the time when pennies were made of a material that was actually worth something (4:14)
- We've spent a quarter-million dollars in ads for Secret MLM Hacks (8:14)
- Creating a freebie that attracts the right kind of person coming on in (9:21)
- Turning on Facebook ads can be part of a campaign, but it's not a campaign (10:03)
- Doing a summit around MLM (11:17)
- The biggest ways MLMs go from zero to a billion dollars (11:34)
- Creating small front end, easy information-based things (12:50)
- Pulling out those people who are interested in that thing, and then you pitch them (13:53)
- Don't try to be distribution; try to create and tap into existing distribution channels (14:49)
- I'm not even the one pitching them at all… (16:58)
- They buy because we are good at causing noise around the product, not because of the product (19:50)
- What can I say that will create noise in my direction and will channel the noise in my direction (19:55)
- One small funnel around a little tiny front end, and then just do it again and again (21:16)
Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.
And if you haven't already, head over to Apple Podcasts and leave a rating and review on the podcast if you've got any value from it.
Just because someone has the money and a heartbeat, doesn't mean you should sell to them. Let me tell you why, in this episode.
Well, when I have no criteria on the kind of person I want to bring into my downline or sell my product to, I have to be very good at varying levels of education.
And when I go and I sell somebody who's already been in an MLM, that means I don't have to go and answer questions such as - Is this a pyramid scheme? How does this work? What is a downline? What is a comp plan? What I'm saying here is that when you start figuring out who you actually want to be in your downline, get strict. That way, you're actually making it easier for you to sell and the path to success with you smoother for those people.
At one point in my MLM career, I realized that I had not put enough filters into who I was trying to recruit and because of that, I was getting anybody who had the money. That is no way to sell anyone into anything. Money is not supposed to be the only criterion. What I then started doing was I started putting more criteria in and it made my success rate go up, because I suddenly stopped getting people who had never done anything in their life, ever.
And because of that, I could get more specific in the training and thus, they could go further, faster. Hence, my success rate shot up. Stay tuned to know more.
Key Takeaways
- When I left my job, I started selling to anybody who was in MLM - that was good (2:44)
- Going after people who are already marketers is not harder than any other sale (6:34)
- The way I bring somebody in usually determines what they will do afterwards (7:02)
- Figure out your criteria of who you want and what they already know (8:31)
- Get into a situation where it’s like your golf ball is an inch away from the hole… (11:51)
- What I look for is markets who are educating my market for me (12:19)
Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.
And if you haven't already, head over to Apple Podcasts and leave a rating and review on the podcast if you've got any value from it.
I'm very excited to be here today and introduce a guest and one of my good friends.
We're actually partnering in a product that you might not know about.
I thought it'd be cool to bring the genius behind the product itself on the show and tell you guys about it and why it's been so awesome.
My guest today is one of the most sought after Chatbot builders that I know of.
Even amongst the ClickFunnels inner circle, Nico is one that is consistently mentioned and pointed back to.
Being able to have him on the show is a real treat.
Without further ado, everybody please welcome Mister Nico Moreno.
CHATBOTS FOR MLM WITH NICO MORENO How are you doing, man?
Nico Moreno: Oh, I'm doing great, Steve. Thanks so much for having me.
It's a pleasure to be here. I’m really honored and excited.
Steve Larsen: This is awesome. Thanks for taking the time.
Nico Moreno: Yeah, absolutely.
Steve: I can't remember how it was we got connected…
Nico Moreno: I remember, I think…
Steve: Do you? Okay. You can tell the story. [chuckle]
Nico Moreno: Well, I remember the first time we talked... The first time we spoke in person.
It was at Funnel Hacking Live two years ago in Dallas.
Steve: Yeah.
Nico Moreno: I signed up for the FHAT event and I was asking you about it.
I was like, "I don't know if this is right for me."
And you were like, "Oh well, here's all the things to consider."
That was the first time we spoke in person. Other than that, I'm not sure if we were connected before or after on Facebook…
Steve: Yeah. I started thinking about ways I could use Chatbots for MLM and webinars… Things like that on the internet, and more things in the MLM space.
I can't even remember who it was, but somebody in Russel's inner circle that was like, "Oh my gosh, you have got to see this guy. His name's Nico."
And I started looking through your stuff, and I was like, "This guy is as psycho about Chatbots for MLM as I am about funnels, and I love that."
I was like, "I need to get connected with this 'cause it's so crazy."
I don't remember how it happened…. But I reached out and you said YES!
THE MOST SOUGHT AFTER CHATBOTS FOR MLM For anyone who doesn't know… Nico is one of the MOST sought after Chatbot builders.
He created really cool Chatbot sequences for the MLM space, specifically for our purposes.
If somebody wants a sample of your product or they want to get on the phone with you, it guides them.
It lets them control the conversation rather than you trying to sell them.
How did you get started building chatbots?
Nico Moreno: It's an interesting story…
One-and-a-half - two years ago I saw that it was possible to add a Messenger Chatbot to a Facebook ad and I was like, "Oh, that's new. Okay, I'll just try it out."
So I tried it out and it worked pretty well for an ad. I got some decent results.
Then I started playing around with this software, ManyChat, which is the software that I use to build Chatbots for MLM. From there, I was like, "Hey, you know what? These worked pretty well for my ads, I wonder if there's a way to get people to sign up for my webinar."
I've had a bunch of different Facebook groups throughout the years. But at that point, I had a decent sized Facebook group. I was like, "Hey, what if I invited people to a webinar but I had them register by clicking on my Chatbot link instead of with email?"
TESTING CHATBOTS FOR A WEBINAR So I tested that… And it was partly because I was lazy.
I didn't wanna set up the email sequence and I also wanted to experiment and see if it worked.
So I got my Chatbot link all ready and I was like, "Hey guys, I'm doing a live webinar this Thursday. If you want to attend, click on the Chatbot link and get signed up."
The results were INCREDIBLE.
I can't remember the exact number… But I wanna say I had a 50%-60% show-up rate.
Steve: WOW.
Nico Moreno: For my LIVE webinar, which is...
Steve: That's NOT normal.
Nico Moreno: I didn't set up any emails for the webinar and I was getting 90%+ open rates on the Chatbot messages too.
Steve: 90%?
Nico Moreno: Yeah. Some were even close to 100%. It was crazy
Steve: That's higher than a text message to a friend.
Nico Moreno: That's so true. Sometimes you just don't respond to your friends… But people respond to Chatbots.
That was the first time I really got into them. I was like, "There's something really special here. I know that all my friends in the Funnel Hacker community and ClickFunnels community do webinars too. They need to know about this."
USING CHATBOTS FOR YOUR WEBINAR As you probably know the typical show-up rate for a webinar is in the 20%-30% range.
Steve: Yeah, if it's super good you’ll get 20%-25%.
Nico Moreno: So when I got 40%-50% from using that little Chatbot, I was like, "Holy crap. This is something that all my friends need to know about."
Then I started talking about it and showing people what I had done for that webinar to get so many people showing up.
A big part of your webinar strategy is the actual follow-up sequence after the webinar. Because I had such an incredible open rate on the Chatbot messages, I noticed people were buying more of the offer through the follow-up sequence.
It was pretty cool. That's how I got into building Chatbots and helping other people with Chatbots for MLM.
I just did it for myself and then I realized, "Wow, there is something really special here." And then I started sharing it with other people.
Steve: What you were doing is NOT normal.
Nico Moreno: It's so unintuitive.
But at the same time, once you see it in action and once you see it behind the scenes in your ManyChat account, you're like, "Oh okay, it makes sense."
CHATBOTS FOR MLM ARE BETTER THAN EMAIL It's the same overall strategy and psychology as an email sequence for webinar registrations.
But it's that much BETTER because it's personalized. It lets the prospect or the lead engage with your Bot in a one-on-one way.
And it's in real-time.
It feels like a real-time conversation. It's like webinars on steroids.
Everybody's already on Facebook.
Another cool thing is the ease of transitioning people over from a Facebook ad to Facebook Messenger. It just pops up right into their Messenger inbox.
A Facebook ad shows up in the newsfeed, then they click on the link, and then it pops up in a whole new tab.
THEN you're getting people to enter their email address. This way is sooo much more seamless, and you keep people on the platform that they're already on.
It's really, really powerful.
Steve: Yeah that's powerful. You don’t have to move people to other places. By keeping them in the same place, you're gonna decrease that funnel friction.
Nico Moreno: Totally.
CREATING YOUR FIRST CHATBOTS FOR MLM Steve: You and I were chatting before we turned the recorder on… And you were mentioning how one of the BIGGEST false beliefs people have is that "It's technical, it's scary, it's something brand new. I gotta learn how to code."
While you and I both know, it's NOT super technical.
What should somebody be thinking about when they create a Chatbot for the first time?
Nico Moreno: I'm glad that you brought that up because the #1 question I get in my Facebook group is, "Where do I get started?"
They just feel so overwhelmed. They're like, "It's so technical. I don't know what to do. Please just help me get started."
THE MANYCHAT CHATBOT The number one thing to realize is the software that I use and that I recommend to absolutely everyone, it's called ManyChat. That software does 95% of the heavy lifting.
There's NO coding.
When you use that software, there's ZERO coding. It's
all drag and drop.
It's kind of like ClickFunnels but for Bots.
Of course, there's the strategy and the psychology and the marketing behind it… But as far as the tech stuff, the software does all of the hard work for you.
There's NO coding. NOTHING technical.
The only thing you have to do is add in the copy and edit in the actual words.
You can add some emojis and make it fun.
It's super easy and it's super user-friendly. If you give yourself five minutes… You’ll be able to figure it out.
Steve: A whole five minutes?
Nico Moreno: It's really not hard.
The only hard part is getting yourself to login into ManyChat, I promise.
Steve: Their Pro Plan is $10 or something, isn't it? It's super cheap.
Nico Moreno: Yeah. I always recommend that people get the Pro Plan. It's only $10 per month.
Super affordable and absolutely worth it with some of the cool things that you can do.
It's unbelievable.
USING A CHATBOT FOR ANYTHING Steve: What's some of the easiest ways someone could still use a Chatbot for MLM without having a full-blown webinar?
Nico Moreno: There's a ton of different ways.
If you have an e-commerce store, you can actually sell certain types of products. Facebook is a little bit strict about the types of products so you gotta read the articles and just be aware.
You can sell products through Messenger and accept payments through a Messenger Bot.
If you're in the e-commerce space, definitely check that out.
Probably the most relevant thing right here today is, you can get people on board with your MLM opportunity. Whether it's a product or a business opportunity.
Steve and I were working on something a while back that allows MLMers to get people into their Chatbot and into their world.
It works like a traffic light, guiding people to take the next steps. It really takes care of that whole prospecting process for you.
It'll send them to the right links and the right pages if they want a free sample of something.
Or it can also guide them to take the steps if they wanna book a phone call with you.
So it really can automate the whole front end process of any online business. For example:
- Coaching
- Consulting
- Digital products
It's sooo versatile and sooo powerful.
I'm on a mission to get people to realize what a big opportunity they have right underneath their noses.
CHATBOTS FOR MLM Steve: You’re talking about a product called Chatbots For MLM.
If you guys go to chatbotsformlm.com, you can find out more about that.
In this industry, it's not always fun to go out and cold approach people.
Instead, Nico has it up in such a way that when people come to you on Facebook, you can very softly pitch your people and start steering them to the places that they would choose to go without you having to say anything.
Nico Moreno: Totally.
THREE STEPS TO A SUCCESSFUL CHATBOT Steve: What's the easiest way for someone to get started with this?
Should somebody start by selling a product, or generating the phone call? Are there patterns you've seen that cause success the fastest?
Nico Moreno: Of course, it's gonna depend on what your offer or product is.
I would say if you need to have a phone call in order to sell your product, that's gonna be different than just having a ‘Buy Now’ button.
But the general strategy that works with Chatbots for MLM is to get people into your Chatbot.
STEP 1: Get people opted into your Chatbot with an enticing, free lead magnet. It’s a similar strategy that you would use for any sales funnel.
STEP 2:Once they opt-in, you can deliver that lead magnet through the Chatbot, just like you would with any email provider.
STEP 3: Quickly follow up with another message that will only send after they've received a lead magnet. You can say, "Hey, I've got this other way that I can help you even more. Are you interested to hear about it?"
And you can have a ‘Yes’ or a ‘No’ button. That's really cool because if they say ‘Yes’ they're basically giving you permission to tell them more about your product or offer.
If they say ‘No’, then they don't feel like they're getting spammed.
Steve: Yeah. They're choosing that.
Nico Moreno: Yeah, totally. That's why it's so powerful. With email, they're gonna get it whether they want it or not.
WHY SHOULD YOU USE CHATBOTS FOR MLM? Steve: If you’ve been reading this blog for a while, you know I talk about the three levers you can pull in this space. The things that you actually have control over.
You don't own anything in MLM. You own nothing.
So you have three options:
#1: I can upgrade the person I'm speaking with. The WHO.
#2: I can upgrade HOW I approach them in my script and in my offer to them when they join me.
#3: The third thing I have control over is the actual onboarding process and everything I do to train them.
What's so powerful about what Nico has created is that you get to hit the first two with just a Chatbot.
You're not even doing anything.
You're upgrading the WHO because they want it, instead of begging them.
And you're upgrading HOW you approach that person and setting the stage before you ever try to go recruit somebody or sell them your product.
That's so powerful, and it's automated. It's ridiculous.
Nico Moreno: When you're doing this in person, there's a limit to how many people you can talk to per day without losing your mind.
But the Chatbot can do it for as many leads as you have coming in. The Chatbot can handle it all around the clock.
You never miss an opportunity.
CHATBOT EXPERT NICO MORENO Steve: Where can people learn more about you and hook up with you?
Let's say someone wants to hire you to do this for them. Where should they reach out?
Nico Moreno: The best place to get in touch with me is Facebook.
Another good place to reach out to me is nicomoreno.org.
Also nicomoreno.org/chatbots. I'm gonna have all my Chatbot related stuff there. This is actually a secret page that’s not gonna be available to the public.
It's only gonna be for special opportunities, like this audience.
Steve: nicomoreno.org/chatbots.
Thanks for taking the time and sharing some of your wisdom here. It's been awesome.
Nico Moreno: I appreciate it. I'm always happy to share with your audience and always happy to work with you.
All you gotta do is just commit five minutes and you'll be golden.
LEARN HOW TO USE CHATBOTS FOR MLM Steve: Alright, here's the deal…
Every business thrives on cash flow and leads. And without cash flow and leads the business dies, right?
Hear me clearly, MLM is no different.
You own a position in a business, which means you need a system in place for cash flow and leads to come to you in your down line.
This is why I have Chatbots for MLM on Facebook pitching people who are talking to me on the internet.
You may have heard of Chatbots For MLM before. It lets you:
- Qualify multiple leads at once
- Soft pitch people that you thought weren't interested
- Bring in a massive amount of leads of people that have been sitting right under your nose the whole time
Go to chatbotsformlm.com to get your pre-built chatbot template now.
Inside you'll get a selling template. You're also gonna get a scheduler template, you also get a pre-built lead-gen template.
Every minute that goes by is another minute that your chatbot could be softly auto-pitching your everyday conversations on Facebook.
Just go to chatbotsformlm.com to get your pre-built chatbot templates now.
Today I wanna talk to you about why they didn’t buy your product…
I'm excited about today's episode. I just got off a webinar and I've done this webinar three-ish times now.
Two of those times have been in the last few days… Come to think of it, it’s probably my fourth time doing it.
But what's interesting about it is… When you do a pitch over and over and over again, you start to notice things that make it more or less effective.
So I’ve been able to see what things make this pitch MORE effective.
And I've been changing things like crazy over the last four tries.
When I did the webinar two days ago, we generated $10,000. I wouldn’t be shocked if this next one does $30 or $40 grand.
KNOWING WHY THEY DIDN’T BUY YOUR PRODUCT
One of the keys to understanding why they didn’t buy your product is knowing how frequently you’re pitching.
Some people like, "Well, my pitch is not amazing" Because they've only done their MLM pitch twice… It doesn't quite work like that.
You need to be doing A LOT of these.
VOLUME MATTERS!
… Especially when it comes to pitching. You get better at it the more you do it.
That’s just ONE lesson I wanted to toss your way today.
But I have an even BIGGER one for you ;)
So let me tell you another story (you know I'm obsessed with old school marketing stories)...
Whether you’re:
-
Listening
-
Watching
-
Reading
To this right now… You may have seen the movie The Greatest Showman.
That was a good movie.
The Greatest Showman is about P.T. Barnum's life. The issue is that the movie is that it’s largely made up.
It's a great movie. I still recommend watching it if you've never seen it.
But Hollywood portrays P.T. Barnum as being this young father trying to provide for a young family by buying a circus.
#TotallyMadeUp
The Circus was his retirement project much later on in life.
What P.T. Barnum was really known for (and what his entire career was based around) was his museum.
Tons of people came to his museum. It was a Museum of random and rare artifacts.
So the name of the game for Barnum was… “How can I get people to physically show up to my museum on a consistent basis?”
One of the strategies that Barnum used to get more people to come to his museum is actually shown in the movie.
THE JENNY LIND CAMPAIGN
In the movie, Greatest Showman, P.T. Barnum meets a lady named Jenny Lind.
Jenny Lind is this AMAZING, famous opera singer from Europe. She has a massive following.
Everyone in Europe is like, "Oh my gosh, I love Jenny Lind. Jenny Lind is incredible."
So P.T. Barnum has an idea, "Let's bring her to America… And maybe she'll help me fill my museum."
And so that's exactly what he does.
He reaches out to Jenny Lind and says, "Hey, would you come over to America and sing your amazing opera songs over in there?"
They don’t show this part in the movie.
P.T. Barnum is walking down the street and he starts talking to people about the fact that he's bringing the famous European opera singer, Jenny Lind, to America.
But no one knows who she is…
He finally gets to a doorman who opens the door for him and he goes, "I'm bringing Jenny Lind to America."
And the doorman goes, "Who's Jenny Lind?"
And Barnum freaks out!
He’s gone into DEBT just to bring Lind to America and he realizes that nobody knows who she is.
P.T. BARNUM’S CAMPAIGN
So what does Barnum do? He has to do is create a STORY… A campaign around Lind so that people know who she is when he brings her to America.
Barnum hires 46 reporters. Those 46 reporters start feeding the media stories about Jenny Lind. Stories are about Jenny Lind's:
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Likes
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Dislikes
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What she loves
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Her personal opinions on social matters
… They create an entire character around Jenny Lind in the press and she's not even there yet.
It’s all for the purpose of educating the media on who she is.
Barnum even goes so far as to have Jenny give a farewell speech in Europe so that he can make another story about her in the American press.
Barnum had also created so Jenny Lind swag:
-
Clothing
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Bakery items
… This was a big deal.
By the time Lind showed up… There were 30,000 people waiting for her at the docks.
WHY DOES A CAMPAIGN DIE?
Now… This is where the story gets interesting.
20,000 people follow her to her hotel.
There's so much buzz!
P.T. Barnum keeps selling out all these stages. "Come hear the amazing Jenny Lind sing."
He had all these AMAZING campaigns and they're making so much money. It's awesome.
But Jenny Lind gets a little bit greedy.
She believes that it's her voice that's getting all these people to come see her. So she does one fateful thing.
She talks to P.T. Barnum and says, "Barnum, I'm gonna go out on my own. I'm going to fill stages and stadiums on my own. I don't need you."
And she left.
She thought that her voice was the reason that people followed her. But what happened was, she went off on her own and couldn't fill a single auditorium.
Time, after time, after time, she tried to fill these auditoriums, and NOBODY came.
Some people would come… But not enough to sustain it. Eventually, it all died because there wasn’t any BUZZ anymore.
P.T. Barnum wasn’t saying anything because he's no longer part of the action.
This is very fascinating… Because Lind ended up leaving.
Her business had dropped sooo fast. Not that much earlier, 30,000 people greeted her on the docks as she comes in… But almost nobody noticed when she got back on the ship and ent back to Europe.
DO YOU KNOW WHY THEY DIDN’T BUY YOUR PRODUCT?
QUESTION: Why do I tell you the story?
ANSWER: Not just because this is an amazing, very fascinating and powerful story.
What you have to understand is that MOST people in MLM do the same thing. "My product is the reason that people are showing up."
No, it's not.
Why they didn’t buy your product has NOTHING to do with the product itself.
When you hear your corporate headquarter say something like, "The product is so good, all you have to do is get it in front of people."
That is the BIGGEST pile of steaming crap I have ever heard in my life!
The first time I heard that I wanted to hit somebody.
Products DON’T sell like that.
Jenny Lind was an amazing opera singer. One of the most famous opera singers in all of the world at the time. She was huge.
P.T. Barnum made her huge.
Lind thought she was the product and that people wanted to see her.
But what did she forget to do?
-
She didn't do any campaigns
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There were no sales messages
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She didn't feed the press anything
… She literally stopped marketing.
THAT is why her business died.
This is one of the most powerful lessons I can teach you.
DO YOU WANNA KNOW WHY THEY DIDN’T BUY YOUR PRODUCT?
This is the reason why people can't sell their stuff AND the reason why they didn’t buy your product.
People are like, "Well, I can't use the Internet to sell my product." [chuckle]
Neither could P.T. Barnum! There are A LOT of other ways.
Most of the time, MLM’s say you can’t use the internet as a scare tactic.
ANYONE can use the internet… Just don't say your MLM's name.
You can still generate leads. That's what I do all the time.
Then I sell products on the back end and it works great.
Today, someone automatically joined my downline. Someone I’ve NEVER…
-
Met
-
Seen before
-
Pitched
-
Talked to
And that’s what I help a lot of people do. I automate HUGE portions of their business.
And I automated me automating it!
The internet sooo powerful, it's ridiculous.
I KNOW WHY THEY DIDN’T BUY YOUR PRODUCT
What I want you to understand, and what I want you to take away from this whole episode is knowing why they didn’t buy your product.
I want you to look at your MLM's products, whether it's physical, digital, whatever it might be.
If you're like "I'm selling a service, not a product." That's STILL a product!
Whatever your offer is, look at it, and ask yourself, “Am I relying on the product to sell itself?”
Understand that this game DOES NOT work very well for an individual who has no idea how to:
-
Sell
-
Create campaigns
-
Create products
-
Generate a buzz like P.T. Barnum did for Jenny Lind
Your product is NOT why anybody buys. Why they didn’t buy your product comes down to the sales message. They buy because of the campaign.
The offer is what fulfills the promise that your sales message made.
When you understand the role of the offer and the sales message, MLM gets really easy.
MLM CAMPAIGN LESSONS
There are FOUR lessons I want you to take away from this.
#1 Stop relying on your product to sell itself.
#2 Create a campaign for your product.
#3 Perfect your sales messages and get good at telling them to people.
#4 Create noise around your product. Generate a positive buzz just like Barnum did.
REMEMBER: A campaign is nothing more than orchestrated noise. It’s exactly like what P.T. Barnum was doing with the news reporters.
He's built up all this pressure by using the newspaper to tell everyone when Jenny Lind was coming.
QUESTION: What does that do?
ANSWER: It gets people to show up on that date.
It’s no different because the internet exists today. Most of the time, the people who think it’s different, don't sell anything. THAT’S why they didn’t buy your product.
One of my favorite things to do is look back in history and see some of the ways people were forced to sell before the internet existed.
If you can understand the patterns they used to generate a buzz, and then add the internet… The internet stops being a distraction.
WHAT DO I LOOK FOR IN A CAMPAIGN?
I want you to be able to sit back and say, "The reason I’m not selling the way I want is that I've never planned a sales message or a campaign with intent."
Someone who once interviewed me asked, "Stephen, what should people consider when they start trying to find an MLM to join?"
And I was like, "Man, I don't even think about the product that much. As long as it's good, does what it says, the company is ethical and moral, who cares what it is?"
Yes, I want it to:
-
Be amazing
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Deliver on what they say
-
And I want the company to over-deliver and have a serving culture
But besides that, I'm looking to see if it’s…
-
Campaign-able
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Marketable
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Can I create noise around it
… Who cares how good it is if I can't sell it?
Anyway, if you enjoyed this and you wanna learn how to do those kinds of things, go to secretmlmhacks.com and grab the course. I would love to have you in it.
We’re creating a really cool thing for you soon. It's not done yet… But we have spent over a quarter-million dollars in Facebook ads to generate leads for the MLM that I'm in, profitably.
We put a dollar in and we get three to five back out… Which is crazy. All the stuff that I do has almost made a million bucks and then we spent a quarter-million generating that.
We’ve decided to make a book about all the MLM ads that we've run on Facebook so we can show you why they work, how we’re able to run them, why Facebook didn't shut me down, and why my MLM didn't shut me down.
It's gonna be called MLMadsthatwon.com.
WHY THEY DIDN’T BUY YOUR PRODUCT
I know it's tough to find people to pitch after your warm market dries up, right?
That moment when you finally run out of family and friends to pitch. I don't see many up lines teaching legitimate lead strategies today.
After years of being a lead funnel builder online I got sick of the garbage strategies most MLMs have been teaching their recruits for decades.
Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.
There you're gonna learn the hidden revenue model that only the top MLMers have been using to get paid regardless if you join them.
Learn the 3-step system I use to auto recruit my downline of big producers WITHOUT friends or family even knowing that I'm in MLM.
If you want to do the same for yourself, head over to secretmlmhacks.com.
Again that’s secretmlmhacks.com.
I thought it'd be kind of fun to teach you about turning your product into an offer and how you can make a cool offer out of your MLMs product.
First of all, if you wanna see me riding a bike and doing a podcast episode at the same time, head on over to YouTube and watch this episode ;)
https://youtu.be/dFaFYxx1cVg
I've had a ton of fun in the last two months. For some reason, I've been diving deep on some of these old-school marketers and the ways they used to make money WITHOUT something like the internet.
I think the internet is AMAZING… But I also think it's a distraction.
If you can…
- Remove the internet
- Learn what the old school guys had to do
- See the patterns that they went through to sell
… THEN you can add the internet back into the equation!
Once you’ve done that, the internet is POWERFUL. But before that, it's a distraction.
We will rely too much on the distribution of the internet and use it in weird ways that aren't actually that helpful to us…. Because we don't know what to do without it.
BEFORE WE START TALKING ABOUT TURNING YOUR PRODUCT INTO AN OFFER I grew up in Denver, Colorado, and I love Colorado. Colorado's amazing.
I grew up in Littleton, and I'm the oldest of six kids. My parents are amazing. They were our parents FIRST before becoming our friends, which I appreciate a lot, and I'm trying to do that for my own kids.
When I was like 15-years-old, several of my friends died in a car accident which made me not wanna drive or get a license. I didn't start driving until a lot later on.
And my parents were being parents and they said, "Hey, we want you to go get your Eagle Scout before we'll let you drive."
And I was like, "Oh well, that sucks” and for a little while, I fought it. I ended up getting my Eagle - which is great.
Even though I didn’t drive, I still got around but I would ride my bike all over the place.
I would bike so far! I put a lot of miles on my bike when I was in high school because I rode my bike everywhere before I got my drivers license.
I went on a 10-mile bike ride the other day… And I did 20 miles the day before that. It's not that long I know, but it's not a mountain bike, so it's a lot harder.
TURNING YOUR PRODUCT INTO AN OFFER I wanna talk to you about turning your product into an offer and take you back to the essence of offers.
We’re also gonna look at what these old school marketers had to do to sell their products.
When you realize what these guys had to do, you start to see these patterns all over the place. Then you can see how these mainstream products actually got into the marketplace.
I might have told this story in the past but it’s one of my favorite stories about a man named Albert Lasker.
Albert Lasker has been coined as the father of modern advertising. That’s a pretty, awesome title to have.
Sunkist came to Lasker in the early 1900s and said, "Hey, we're Sunkist. We have oranges but people aren't eating enough oranges.
For some reason this year, there's been an increase in orange production. Our trees are producing sooo many oranges that we're chopping our own trees down."
They were literally cutting down their own trees because of the overproduction of oranges.
So they want to Lasker and said, "Would you help us sell more oranges?"
Lasker and his team sat back and started thinking about HOW they could increase orange consumption significantly.
They came up with an idea... Which at the time, was an extremely thing.
Instead of eating oranges… What if people drink the juice from the orange?
No one was drinking orange juice. That was a foreign concept.
He literally invented the concept!
They found out that it would take two to three oranges to fill up a glass with orange juice.
This is literally how orange juice came to be. It was not a thing until Albert Lasker made it up.
LASKER’S ORANGE OFFER Lasker got his team together and they made this really cool campaign called "Drink an Orange."
While they wanted to sell the oranges… That's NOT what they sold.
Have you ever seen one of those orange press things where you chop the orange in half, take half of it and you squish it down on top of it?
They created that and they called it the ORANGE EXTRACTOR.
The offer that they created was “Buy the orange extractor and get a bundle of oranges for FREE."
Let's think about this for a moment, 'cause this is really clever.
QUESTION: What do people actually want to buy?
ANSWER: The oranges.
They took the sexiest part of the offer and they made it FREE!
“Buy the orange extractor and get a bundle of oranges for FREE."
That was the offer. Very sexy, very clever.
Lasker helped save Sunkist. He's the reason orange juice came about, why Sunkist exists, and why we drink orange juice.
TURNING YOUR MLM PRODUCT INTO AN OFFER QUESTION: Why am I saying at this and what does this have to do with MLM?
THIS concept is what’s going to help you in turning your product into an offer!
I want you to start thinking about what problems your customer has that you could solve with another product.
So one of the easiest ways to sell MORE products is by turning your product into an offer and giving away something else with the sale of your product.
I know what you’re thinking right now, "But my compliance won't like that."
Find a freaking way to make it work! The principal is still the same and that's exactly what I do.
When someone joins my downline, I tell them, "Hey, if you join my downline, I'll give you X, Y and Z that will help you get automated leads coming in to your business”
P.S. It's super sexy. My MLM loves the concept and they're totally behind it. It's super awesome.
I increase the value of joining my downline. That's all you're trying to do.
Ask yourself, “How can I increase the value of the product that I sell?” It all comes back to turning your product into an offer. The easiest way to do that is to solve more problems for them.
Start thinking about the problems that your product creates for your buyers.
What problems are you giving your customers and how can you solve some of those follow-up issues?
That’s all there is to turning your product into an offer. BOOM.
I never tell you guys what MLM I'm in… (I think I might have let it slip once or twice) because I don't want you to think that I'm trying to pitch you.
I'm trying to change the industry as a whole.
HOW TO CREATE AN OFFER WITH YOUR PRODUCT We’re doing something right now that’s along these same lines as turning your product into an offer.
I keep asking a specific question. Every time I ask the question, we create something else to solve problems.
I sell a supplement… That's what my MLM is and that's why I talk about so many examples around that.
But I've seen people use this concept for:
- Insurance MLMs
- Software MLMs
… It doesn't matter what you sell, the product is irrelevant.
QUESTION: What problems does my supplement cause for people once they buy it?
They probably have the problem of…
- How much should I consume?
- When should I consume?
- Is there a time of day that works the best?
- Should I do it before workouts or after workouts?
FOR EXAMPLE: One of the things you can do is create a guide around those things and then give it away for FREE.
BOOM, you just solved more problems. You literally just created more value than the next person selling the exact same thing.
Turning your product into an offer is one of the easiest ways to beat your competition.
I've had some people tell me, "Stephen, there's so much competition."
GOOD! That means the market has voted and likes your thing.
You WANT competition. Over-saturation is a blessing NOT a hindrance.
Just figure out what you can do to solve more problems than the next person.
Your product doesn't sell itself… But it will be easier for people to buy because there's so much value behind it.
That’s all there is to turning your product into an offer.
Think as Albert Lasker did.
He asked, "How can we drastically increase orange production?”
And you need to ask, “How can I drastically increase my MLM product sales?"
TURNING YOUR PRODUCT INTO AN OFFER IS EASY One of the best things I think you can do (and what I'm doing right now) is to write down problems that I know my community is experiencing.
I don't try to solve everything because that'll kill you. But I do list out the problems that would be the most valuable to create a solution for. Then I list out problems and solutions that would be the most lucrative for me to sell.
You get compensated in this life in direct proportion to the types of problems that you solve.
There’s a huge difference between a problem and a valuable problem.
That's why I LOVE free-market capitalism.
If I go provide more value, I am gonna get paid more money.
The exact same thing is true when it comes to turning your product into an offer in MLM. Even though it's not yours, you can still give away things that'll help solve problems and help people have more success with your product.
Go write those problems down. Start listing it through and ask yourself, "What problems does my product create that I can solve at almost no cost to me, but with massive value to them."
That's the combo I'm looking for every time I sell something.
I challenge you to list out the problems that you will solve and go make cool solutions/products that you can give away for FREE when someone buys through you.
That's exactly how I do it and most people who are serious in this business do the exact same thing too.
LEARN HOW TO TURN YOUR PRODUCT INTO AN OFFER I know it's tough to find people to pitch after your warm market dries up, right?
That moment when you finally run out of family and friends to pitch. I don't see many up lines teaching legitimate lead strategies today.
After years of being a lead funnel builder online I got sick of the garbage strategies most MLMs have been teaching their recruits for decades.
Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.
There you're gonna learn the hidden revenue model that only the top MLMers have been using to get paid regardless if you join them.
Learn the 3-step system I use to auto recruit my downline of big producers WITHOUT friends or family even knowing that I'm in MLM.
If you want to do the same for yourself, head over to secretmlmhacks.com.
Again that’s secretmlmhacks.com.
Today I wanna teach you guys HOW to launch an MLM product.
I'm actually really excited to teach you how to launch an MLM product. A lot of research and time has gone into planning and putting this together.
I wanna do a couple of things here...
First of all, I want to bring attention to and help you think about how Hollywood launches a movie.
Now think about this with me for a moment.
There are really cool movies that are coming out soon, and I LOVE going to movie theaters! I love...
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The experience
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When you walk in the light is a little bit dim, which makes the pupils dilate a little bit more (they do that and restaurants also)
-
The ambiance
There's a lot to it!
I'm actually a theme park junky as well. I'm not gonna lie... I love Disney.
I'm that guy that would totally go on rides by myself because I love the experience of it.
I love that before you even get on a ride they start pre-framing you for this big build-up.
HOW DOES HOLLYWOOD LAUNCH A MOVIE?
Right now you’re probably thinking, "What does that to have to do with what you're talking about?"
Just think about this with me for just a moment.
The way Hollywood launches a movie uses very much the same kind of methods.
They both use:
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Anticipation
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Build-up
Hollywood is always putting out small minute-long previews a year before the film comes out.
They probably don't even have the movie done… But they're saying, "Hey here's when it's coming out".
Sometimes it'll just be something as simple as the title.
They did this with one of the most recent Star Wars movies. They did a trailer six months ahead of time and all it did was play the iconic Star Wars music with the title and date overlayed.
And the crowd went ballistic!
I was like, "Oh my gosh, that's awesome."
There was NO story, it didn't say anything!
Now I want you to think about this a moment…
WHY is this such a powerful and impactful thing? What happened six months later?
They release a little bit of a story, usually about the protagonist.
They tell a little bit of background and they add a little bit of conflict in.
None of us like conflict but can you imagine how boring life would be if there wasn't any?
We do want a little bit of drama in our lives, whether or not you're willing to admit it ;)
-
If everything was easy 24/7
-
There were no challenges
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No trials, nothing in our life
The salt of life would be gone.
THE KEY TO LAUNCHING A PRODUCT
Think about this with me for a moment…
Three months later and they release another preview.
Every single preview up until then has been giving you a specific date (or at least season if it's like a year out), "It's coming out on this day at this time".
*This is very very key to understand.*
They build up pressure and they build up pressure and they build up pressure up until the specific day…
THEN they'll start releasing:
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Pre-booked tickets
-
Specific experiences that you can have with the movie
Now when the day of the actual movie comes up there's a HUGE amount of pressure that's built on a specific day in time like, "BOOM".
As a society, even if you're not a huge movie-goer there's a big percentage of people who have been educated on what the movie is and what it's gonna be about.
There's open loops like crazy, so there's a lot of curiosity and everyone's like, "I gotta go on that day" right?
But before that comes up… They're gonna get the actors to go and hang out on night shows. They're gonna go on:
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Jimmy Fallon's Show
-
The Tonight Show
-
Today Show
… They're building up pressure for this thing and at the end of each of those shows, they're like, "Make sure you go see the show coming out this day, back to you guys".
If you look at what's happening, they're orchestrating this incredible event. Not at a certain location, not at one spot, but they're orchestrating an event… They're orchestrating NOISE.
And that's what campaigns are, they're building a campaign.
THE POWER OF A BOX OFFICE LAUNCH
Now, all of this pressure gets built up and it pushes towards this specific day and then "BAM", box office weekend happens.
They make so much money on the initial weekend that the movie's open, that there's usually not that much money left...
I mean there's a lot of money, but nothing like that huge initial burst, "BOOM!"
That huge initial burst pays for…
-
Not just the crews
-
It pays for ALL the stuff
… Then they just live on the cash flow that's gonna come from the remainder of that film's life.
THAT’S BIG.
Obviously, this is NOT a new concept… But think about that. Most brand new products that there's a lot of buzz around, they ALL follow that same pattern!
THESE GUYS KNEW HOW TO LAUNCH
Three of my favorite guys EVER are:
-
Albert Lasker
-
P.T. Barnum
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Claude Hopkins
SIDE NOTE: Have you seen the movie "The Greatest Showman"?
That movie is largely made up… He started the circus as his retirement project NOT to take care of his young family. Hollywood completely made that up.
Here’s some facts about P.T. Barnum:
-
Most of P.T. Barnum's career was done around museums
-
P.T. Barnum was the first guy to bring an elephant to America (so he made a huge deal around that)
Anyway… These guys lived INCREDIBLE lives and they ALL understood the same principle of building a pressure.
Stick with me because this is very, very powerful and will help you understand HOW to launch an MLM product.
I KNOW one of the reasons why a lot of people don't do well in MLM is because they don't know what I'm talking about right here.
When P.T. Barnum first brought an elephant to America, he wanted to make a big deal about it. He wanted to make a huge deal about it.
THE P.T BARNUM STYLE LAUNCH
So how did P.T. Barnum launch this elephant to the world?
He was rich a rich dude. He's the second millionaire in America.
One of his houses on the outskirts of New York was right next to these busy train tracks that led into the center of New York.
When he brought this elephant to America, he decided to plow his fields with an elephant right next to the train tracks.
The funny thing is… They were not plowing ANYTHING. They were fake plowing! NOTHING was planted there!
But he continued to plow his field with an elephant next to that incredibly busy train track until over 60 reporters showed up and they ALL captured the story. These reporters ran the story all over the place.
Only once he felt he had got enough buzz around him and his museum… THEN he finally stopped fake plowing his field with an elephant and sold the elephant.
But that technique created a HUGE boost in revenue for his museum. He kept doing this over and over and over again, every single time he started selling something brand new.
This is a BIG lesson in HOW to launch an MLM product and I'm trying to help you understand it.
This is one of the reasons why people don't buy from MLM-ers even though you have a great product… Because you don't understand the principle of a campaign.
Every time P.T. Barnum had a new product, he would create a campaign around the product.
HOW NOT TO LAUNCH AN MLM PRODUCT
Albert Lasker would do the exact same thing.
PT Barnum is famous for another campaign he did around a fake Mermaid that was "caught off the coast of Fiji". He created this whole ruse.
I'm not here to say whether or not that was good or bad… But the principle behind it is that whenever you have a product, you need to create a campaign.
Imagine if Hollywood spent $100 million dollars putting together a two-hour movie… And the first time you hear about it, is the day it goes to the movie theater.
QUESTION: How successful that would be?
ANSWER: Not very successful.
But most MLM-ers do that with their own MLMs product. What I'm trying to help you understand here is HOW to launch an MLM product. And to do that, you need to behave like a brand new MLM coming onto the market.
You need to build:
-
Anticipation
-
A campaign
-
All this pressure!
… It's orchestrated noise, it's orchestrated pressure.
You need to behave like a brand new MLM.
Right now you’re probably thinking, "But Stephen, my MLM's not brand new."
Yeah… But it might be new to all the people that you talk to about it.
There are TONS of MLMs out there I don't know about. TONS.
And I'm in this space with you!
You need to be building up noise and pressure and anticipation around the fact that there is this AMAZING thing coming out and, for a limited window of time, "box office weekend", you can participate in this great experience.
HOW TO LAUNCH AN MLM PRODUCT
It's not enough to…
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Have a great product
-
Always let something be available
You need to take it off the market or say it's only available at this certain price/discount at this certain time.
When you do that, you're behaving like a brand new company entering the marketplace.
Creating buzz, creating a campaign, on a specific date, specific time, for a certain amount of time, a certain window… And then take it off.
I'm not saying to stop selling the product… But for new people that you're gonna acquire there's nothing wrong with opening up the window and saying, "Hey, the promo is only available for this amount of time. You can still buy it, but the promo's only available here.”
QUESTION: What do most MLMs do to their own distributors?
"Hey, there's a new flavor coming out… But it's only for this time."
This is a skill set that most MLMs know very well.
YOU’RE the distribution channel… They actually call you a distributor. YOU’RE the one that goes and buys it.
HOW TO LAUNCH AN MLM PRODUCT SUCCESSFULLY
What I need to understand and the point of this episode is that you can step back and say, "Oh my gosh, I've never behaved like a brand new business.”
You're technically a new company… But you DON’T enter the marketplace like a brand new company.
You gotta build up the pressure around that and then turn around and say, "Hey, only available for this time."
Remember what P.T. Barnum did with his elephant?
-
He found something SHOCKING - an elephant
-
He put it in front of distribution - a train.
You can build your own distribution channels, but it is waaay faster to hook into a distribution that already exists.
Find your train and start putting something out there and keep doing it until you feel like you've generated enough a BUZZ around the thing that you sell. This is big.
It's one of the reasons why most people don’t know how to launch an MLM product and they don't have any success with this stuff.
It's because they've never taken the time to sit back and actually orchestrate a campaign.
They don't behave like Hollywood releasing a movie.
Please, please behave like Hollywood releasing the movie.
You’ll find an insane amount of power will come in your pocket because most people don't know how to launch an MLM product with that one skill set.
A campaign is nothing more than orchestrated noise towards a specific date.
HOW TO LAUNCH AN MLM PRODUCT WITHOUT FACEBOOK
Facebook campaigns… That's NOT a campaign.
Facebook is destroying the term campaign, they're killing it.
A campaign is NOT an ad. It can be part of a campaign, but it's NOT a campaign.
It's like saying a tire is a car.
No, a tire is part of a car, but it's not the car.
It’s the same thing with Facebook ads… Paid advertising is not the only way to get traffic.
In fact, it's one of the weakest forms of it up until a certain point, and only then it becomes very powerful.
Think about the old school guys like P.T. Barnum, Clyde Hopkins, Albert Lasker.
These are the old-school marketers that changed the way we do a lot of stuff now. They didn't have all that tech… So how did they generate noise?
ANSWER: They were pros at creating buzz around a certain date and time with a certain message.
-
You've likely been given a script or message from your MLM
-
You probably have an awesome offer because your product is amazing
The reason why most people don't get paid in MLM for a while is that they don't know how to launch an MLM product and create campaigns.
HOW TO LAUNCH AN MLM PRODUCT STEVE LARSEN STYLE
What I would do is…
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I would interview lots of people
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Tell everybody that all the interviews are gonna be released on a certain date and time
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Sell your product on the back of it
That’s almost guaranteed to generate a spike in sales.
The whole point of this episode is to help you understand why you need to behave like a new company entering the marketplace and how to launch an MLM product.
You can do it every quarter or every month, or however often you choose to do it.
Those spikes and sales is usually what cover my business expenses for quite some time… And then I live off of the cash flow.
This is a general business principle.
That's some gold nuggets right there.
LEARN HOW TO LAUNCH AN MLM PRODUCT
Probably the biggest question I get is: “Steve, how are you using the internet for your personal MLM today?”
To be clear, I am, but it's HOW that matters, and it's HOW that you're probably interested in.
Facebook doesn't easily let you drive ads to MLM, and most MLMs won't even let you say their name on the internet, which is stupid.
Despite those and other forces, I am using the internet to grow my personal downline and sell products.
MLM is changing, and you're probably feeling that, right? It's why I created a little mini-course in a bundle… To show you HOW I'm doing this all today.
It's called The MLM Funnel and you can get it at themlmfunnel.com.
I'm doing this because you might not know WHERE to start in all of this and, secondly, because there's a cool new book by Russell Brunson called Network Marketing Secrets that I want you to go get.
He's a cool guy, so I'm talking about this book a lot lately. I'm also going to give you a little bribe so you go get the book through my link.
How evil of me.
When you go to themlmfunnel.com and get Russell's new book, Network Marketing Secrets, I'm going to give you my Pre-built Recruiting Funnel Template, the Hack MLM Downline Onboarding Course, which is how I auto-train my downline when they join my team.
ALSO, a discount ticket to my next event called OfferMind so that you can learn to outvalue your upline and downline.
If you want all this for FREE, just go to themlmfunnel.com now and get a crash course into prebuilt funnel templates that I'm using with my own downline now.
Again, just go to themlmfunnel.com and buy Russell Brunson's new book there, and I'll send you all those bonuses for free.
Today I want to address a VERY big question that people ask me…
"Is MLM saturated?"
There’s something I've started doing a lot in the evenings…
I just go for a 10 - 20-mile bike ride.
I also like to walk quite a bit so I can just listen to podcasts.
-
I'm studying
-
I'm thinking
-
Sometimes I'm just jamming out to music
… It's become my ME time.
I'm sure it won't always be in the evenings, but it has been for the past little bit… Especially while I've just done my big OfferMind.
So many of you guys came and it was AWESOME! About 650 people had a ticket and about 600 showed up (which is a pretty standard show-up rate for an event).
We did a good chunk in sales, and it's just been so much fun to work with all those new people.
I've really, really enjoyed it.
What's interesting is... Since then, I've needed some DECOMPRESS time.
At the time of recording this episode, I'm speaking at Carnegie Hall.
-
Martha Stewart is speaking
-
Michael Gerber is gonna be there
-
Dan Kennedy is gonna be there so long as his health is okay
... This is nuts!
ANYWAYS: If you guys wanna change your life, listen to what I'm doing on this show. Go publish for ONE YEAR… Come back to me in one year and you tell me if your financial life is not drastically different.
There is something magical about publishing.
That's not the purpose of today's episode.
THE GIFT OF MLM MARKET SATURATION
I wanna address a question that comes up frequently and you have likely have heard it if you've been in this space for more than six months.
I LOVE MLM.
I love it.
It's so, so, so fun.
One of my favorite things to do in MLM is to look at articles that other people have posted about why they think MLM is NOT okay.
And what you’ll find is... Most people who publish these articles are usually those who've been in it but DID NOT figure out how to have success and they feel jaded.
They feel, "Oh, everything's bad. For shame. For shame."
And they go write these terrible reviews…
That makes some people think, "Well, that just means MLM is bad."
No, no, no!
I've had NEGATIVE reviews. I've had TERRIBLE reviews.
There are always naysayers and it doesn't change just because it IS or IS NOT MLM, network marketing, direct sales, whatever you choose to call it.
There will always be Negative Nancies with Poopy Pants syndrome… That’s just how it is.
I believe it's a GIFT that people think MLM is saturated…
And I’m gonna tell you WHY.
It's NOT because it lowers competition…
THE TYPE OF MARKET I DON’T WANT
A little while ago, I had somebody reach out to me and say, "Steven, I would love to buy Secret MLM Hacks. How much money will you guarantee that I will make?"
And I was like, "What are you talking about?"
I don't know if I've told you this in the past but just stick with me for a moment here…
They said, "How much money do you guarantee I will make with your course?"
And I said, "I don't even know who you are. I'm not gonna guarantee a number. This may not be for you."
She said, "Are you telling me that you don't wanna sell it to me?"
And I was like, "Yeah, I don't think you're a good fit for it."
She's was like, "Are you serious?"
So I said, "Yeah."
I don't care if you have the money.
The way I bring somebody into my product is usually what determines what they do after they've bought the product.
MEANING: If I have to beg somebody into my downline, I usually have to beg them to do something while they're in my downline.
I DON’T want that kind of individual (and I'm not judging someone's self-worth).
I want somebody who is going to be a runner, a builder… Someone who's gonna run around and go far with this thing.
I am not trying to convince anybody to get in my downline.
I do stuff like what I'm doing right now.
People who hear my voice and see what I'm doing… They catch the vision and they find a way into my downline.
I'm NOT trying to pitch you, but you need to understand why this is such a powerful principle.
THE SATURATED MLM MARKET GIFT
I don't BEG or ASK anybody to join my downline.
You know that nasty convincing feeling that you get sometimes? We've all been there, it's okay.
You're like, "Man, I feel like I've kinda pushed them in there."
… And then they don't do ANYTHING. That’s exactly what I'm talking about.
When people say, "The market is saturated. The market is so saturated."
THAT’S A GIFT!
That’s why I went into MLM.
The fact that I can say, "MLM," and 90% of any room already has an opinion… Oh my gosh! That's huge.
I love the show Shark Tank.
In one of the episodes of Shark Tank, there is an episode where they loved this guy…
-
They loved his product
-
They loved what he was doing
-
They loved everything about this guy
… But they didn't fund him.
The reason they didn't fund him was one of the most powerful lessons I've ever learned in my life.
They said, "We want your product, BUT it would take us millions of dollars to educate the market enough to want to buy that product."
"We want your product, BUT it would take millions of dollars to EDUCATE the market enough to want to buy that."
That's the ONLY reason they didn't fund him.
I DON’T WANT TO EDUCATE THE MARKET
Education takes time and money.
The fact that I can walk into a room and say, "MLM," and 90% of everyone already knows what the heck I'm talking about is a GIFT.
It is a gift.
When someone says, "Oh, well, the market's really saturated." That just means the market's been validated.
That DOESN’T mean that you shouldn't go into it.
When I'm looking to see what to sell, I look for the MOST:
-
Competitive
-
Cutthroat
-
Bloody red market
… That I can.
I want that.
This is literally one of my strategies. I know it is one of the reasons I’ve done so well.
In the last year and a half leaving my job, we're about to cross $4 Million.
The strategy I'm teaching you right here right now is one of the MAJOR reasons why stuff has blown up so much.
It's blown up so much because I have actively pursued bloody red, highly competitive markets.
YOU DON’T NEED TO EDUCATE THE MLM SPACE
This is a deep concept but if you came to OfferMind, you know what I'm talking about.
The reason I want saturated markets is that the customer has ALREADY been educated.
I don't need to be the one educating them.
There's a HUGE market out there.
So much money is running around the MLM space and that market is constantly finding new customers.
People who were NEVER planning on being a customer.
The MLM market as a whole are educating my dream customer for me.
All I do is wait patiently for that person to get frustrated with what they've been taught.
"Hey, you want to have success in MLM? Go talk to all your friends and family."
I just wait.
I wait for that person to get frustrated enough that when they finally see my message, my Facebook ads, my YouTube videos, the podcast or whatever it might be, they look at it and they go, "You know what? I'm kind of tired. I didn't realize that there's another way to do this."
BOOM!
MLM MARKET POSITIONING
I don't need to tell them that the other way is painful because they're experiencing pain. It's one of the greatest hacks to the game EVER.
This is one of the FIRST things I do with any corporate clients. I don't just serve the MLM space. I've done a lot of stuff with lots of big people and that's one of the first things I help them figure out.
That's called MARKET POSITIONING. You need to figure out how you’re gonna position yourself in relation to the market.
All I do is wait for people to get frustrated in the MLM space and I'm ready and waitin over here on this side, just speaking as loud as I can.
I'm just shouting my message into that space.
-
I'm not convincing
-
I'm not pushing
This is one of the FASTEST ways to grow 'cause I'm NOT the one educating them.
An entire market is saying the exact same thing. There are billions, probably trillions of dollars inside MLM.
And they're the ones who are educating my future dream customer.
When somebody says, "Oh, the MLM space is really, really saturated."
GOOD!
WHY I LOVE SATURATED MARKETS
Do you know why I sell in the ClickFunnels space also?
QUESTION: How much money and manpower is being spent on educating funnel builders inside of ClickFunnels?
ANSWER: They have over 400 employees. They spend millions of dollars in overhead every month.
When someone comes in and says, "I'm gonna compete with that."
It's like, "Good luck, Chuck."
You gotta look at the firepower you're dealing with.
All I do with the ClickFunnel space is complement it. When somebody comes into ClickFunnels, I'm like, "Hey, use ClickFunnels 'cause you should use ClickFunnels and it's dumb not to. By the way, if you want a free trial go to freecftrial.com and it'll give you a free trial of ClickFunnels, freecftrial.com.”
But what I do with ClickFunnels is wait patiently for the person to just say, "You know what, I wish somebody would just build it for me."
With ClickFunnels, I compliment that market. But in MLM, I compete with that market.
I'm throwing rocks into the market. I DON’T do that with ClickFunnels. I'm NOT throwing rocks at ClickFunnels. That's dumb.
I love ClickFunnels.
My market positioning matters. So when I hear somebody say something like, "Hey, but the MLM space is supersaturated."
That is market validation!
That actually represents security.
But you're not taught that in school. I was taught that it’s bad!
I was taught that when there’s competition, I should run the other way.
WRONG!
It takes a lifetime of dedication to build the momentum that's required to build a market.
I can either spend my entire lifetime going and developing a new market OR go see where the noise already is.
What you have to understand is that a marketer DOES NOT create attention. They just align with where attention already is.
THE BENEFIT OF A SATURATED MLM MARKET
Realize the benefit to having such massive saturation. It is a benefit.
Then all I gotta do is figure out, "How am I gonna position myself in relation to that market?"
THIS is one of the reasons why my stuff is blowing up so much. I look for places where there's a lot of noise and lots of pressure.
I don't need to create that because it's already there!
One of the reasons MLM works so well is because I have purposefully targeted the MLM space, knowing that it's saturated.
One of the biggest fears I had was that I couldn’t go talk to someone because they'd already been pitched…
Q: How many books have you ever bought on one topic? My guess is that it's more than one.
It's a false belief to sit back and say, "I can't because they have already purchased."
GOOD! I should not be the first person that my customer ever buys from.
I want to help you realize there are literally decades of previous people who've built ALL this:
-
Pressure
-
Noise
-
Education
… For us!
I don't have to educate people on what MLM is. All I have to do is educate them on why my stuff is cool and why they should buy it. It's a gift.
I don't care what MLM you're in, I just want to go change the industry.
EDUCATE THE SECRET MLM HACKS MARKET
I know it's tough to find people to pitch after your warm market dries up, right?
That moment when you finally run out of family and friends to pitch. I don't see many up lines teaching legitimate lead strategies today.
After years of being a lead funnel builder online I got sick of the garbage strategies most MLMs have been teaching their recruits for decades.
Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.
There you're gonna learn the hidden revenue model that only the top MLMers have been using to get paid regardless if you join them.
Learn the 3-step system I use to auto recruit my downline of big producers WITHOUT friends or family even knowing that I'm in MLM.
If you want to do the same for yourself, head over to secretmlmhacks.com.
Again that’s secretmlmhacks.com.
The last episode I did was standing here as well… I had two big thoughts on my mind so I wanted to do another one here.
About two or three weeks ago I hosted an event called OfferMind.
- I sold 650 tickets
- We sold about $1.9 million on stage
… Which is awesome!
It was a screaming success and it was a lot of fun. We'll continue to sell that program which is exciting.
It was interesting because the ONE skillset you guys can go learn that will massively improve your wallet is MARKETING.
The better marketer you are, the less amazing at sales you have to be.
When I do my events, I like to teach A LOT. We went from 9:00 AM to 9:00 PM, and we only took a lunch and a dinner break.
One of the principles that I like to talk about the most, is this whole concept of sales psychology.
One of the things that made the events so unique is: I don't really want to teach people the newest thing on Facebook.
What I do care about is, what is true marketing?
HINT HINT: We'll probably gonna have an MLM event soon called Hack MLM Live.
WHY DID PEOPLE LIKE OFFERMIND? One of the reasons why people like OfferMind events so much is that I have an obsession with marketing history.
I actually wanted to be a 10th-grade history teacher for a long time. I love studying American history and world history.
I'm 31 now and what it's turned into is an obsession with marketing history.
At the event, I said to everybody, “The purpose of this event is for me to remove the Internet. I wanna remove today's modern distribution channels”.
Let's take those away…. What's that to do with MLM?
Just hold on tight and I'll show you.
https://youtu.be/6Xn5vTcQxD0
Let's go back to 200 years ago… To the time when the printing press was starting to come around in 1750. The printing press came around and suddenly we could have duplicatable messages that they were sending out... That's a BIG deal.
Before that, you had to one-on-one to tell everybody.
I told everybody at the event, “Let's remove everything to do with the Internet, learn what marketers in that time used to go do, study their patterns and then add the Internet.”
That is powerful.
Otherwise, the Internet can be a distraction.
We think that posting on social media is marketing… IT’S NOT… It's posting on social media!
The purpose of the event was to teach what marketing actually is in the context of old school times and then add in powerful Internet principles.
It was very, very successful.
THE PSYCHOLOGY BEHIND THE REFUND One of the things that people like the most, is studying this whole bio-psychology.
I know I've talked about this a little bit in the past, but there's a certain key point to this.
QUESTION: Have you had anybody refund on you?
You do the whole phone or hotel meeting or you three-way him, or you spend time with that individual, and you can tell they're not all about it.
Vice versa. There are other people where you show them the product and they're like, "This is the best thing since sliced bread, I love the product."
Imagine you're talking to somebody and they're not loving it. You walk away, and you got the sale but it's kind of shaky.
And you're walking away and let's say you got them on auto shipper. You walk away from him, and that dreaded text comes to you (cause they're not confident enough to actually call you) and they say, "Stephen, we were talking about this and I know I'm within my three day refund period and we just really want the money back."
And you're like, "Ugh! Oh my gosh."
We have ALL had that experience. Don't act like you haven't. If you haven't, you need to sell harder.
Refunds are normal. There are very famous marketers that believe if they DON’T have a 10% refund rate, they’re not marketing hard enough
Refunds are normal.
DOPAMINE Let's say you have that experience… Why does that happen?
There's a principle that I wanna walk you guys through on why that happens.
There are four hormones in the brain that causes us to feel good. They're naturally produced by the brain.
The first chemical is Dopamine.
Dopamine is the chemical of DISTRACTION. We love to get distracted.
It is statistically proven that you check your phone 72 times a day. WHY? Dopamine.
Mark Zuckerberg said on film to Congress, "Yes, we brought in addiction specialists to make Facebook as addicting as possible."
I'm not here to argue whether or not that's right or wrong. That's the statement. They engineered addiction into it.
Dopamine is the easiest chemical for our brains to produce out of the four hormones.
OXYTOCIN The next chemical is Oxytocin.
Oxytocin is the chemical of connection. Of the four, it's the one that we want the most.
I need a connection. I need to connect with people.
Seth Godin teaches that right now, there's never been a time in history where we have de-tribed so much. We are de-tribing as a society.
But funny enough, it's the chemical we seek the MOST.
We're not relying on each other like we used to, but we desperately need to feel a connection, which is caused by the chemical oxytocin.
We will give up our:
- Religion
- Relationships
- Beliefs
- Morals
… In order to get a connection, even if it's fake connection.
We need connection as a species.
SEROTONIN The next chemical is Serotonin.
Serotonin is a chemical of status. I don't mean like, "I'm better than you." That's not what it is.
Status meaning validation. Meaning, I'm okay in my eyes, and I'm okay in those people's eyes over there too.
It's one of the driving forces we have as entrepreneurs.
I love this stuff man, I really go into this.
ENDORPHINS The next chemical is Endorphins.
Endorphins are the chemical of work reward.
Let's say I'm gonna go jog around a track. The first three or four laps are gonna suck… They always do.
But what happens once you get past that first mile is you get the runner's high. That's a work reward. That's endorphins.
It's not dopamine, it's not oxytocin, it's not serotonin, it's endorphins.
Endorphins come as a response to work reward. It comes in as the response of pain… The pain of growth. I might feel some growing pains as I'm sprinting around the track, but I'll start to feel some endorphins feel goods and it makes me keep going.
WHY DO PEOPLE REFUND There are different ways to cause these chemicals inside of the buying process.
And there's something I've discovered and learned how to do quite well. You consuming this right here… I'm giving you dopamine 'cause I've distracted you from something else today.
Status in terms of it's very much US versus THEM, new MLM versus old MLM.
I try to be as vulnerable as possible with this show, which actually gives a semblance of oxytocin.
Endorphins are gonna be very hard for me to give you while you read this right now because you're not doing much. If I was to have you go do two or three things and check a box, it would start to give the chemical of endorphins and the feel-goods.
I wanna tell you guys why the refund happens.
Let's say you're pitching somebody and they're buying from you… They're getting dopamine because they're getting distracted.
They're getting oxytocin, one of the easiest ways to get oxytocin is through purchases. You get that buyers high.
Let's say there's a brand involved. They know it's an amazing brand. There's a sense of status that comes with it, serotonin.
There's a little bit of work reward. The work they did is they pulled their credit card out and they're buying, they're feeling endorphins, man they're on a high.
You're getting home all four hormones during the purchasing process.
LOGICAL REASONS FOR A REFUND So why do they refund?
What's happening in the brain?
What happens in the brain is the purchase is not over. Buying is emotional. As I start to purchase, the right side of the brain is really where a lot of those emotions happen, and it overrides the left or logical side of my head.
So I stop thinking logically. And when I start saying, "Hey, buy now. It's buy one, get one free right now." Guess what happens?
What happens in the brain is they start to justify the purchase. “You know what, it makes sense for me to buy this right now because it's buy one, get one free”.
They think it's logical… It's actually emotional though.
As they walk away and those hormones start to burn off, the left brain starts to pop back in and go, "Oh crap. Oh my gosh. Why did I just buy this?"
They start to freak out a little bit, like, "Oh my gosh. I wasn't planning on buying this thing today." And the left brain has to start justifying the action.
I know I'm spitting a lot of stuff here, but understand that THIS is where the key is. If you wanna drop your refunds, this is how you do it.
REASONS WHY PEOPLE REFUND The other reason why somebody refunds is because you have not armed the logical side of the brain during the sale.
You heard what I just said?
That's a BIG statement right there. You might wanna go back up and read that sentence again.
One of the BIGGEST reasons why you get refunds is because you did not arm the left side of the brain during the sale.
MEANING: You didn't give logical closes.
Let's say that you go into a grocery store and you're like, "All I'm gonna get is eggs." How many times you actually walk out with just eggs?
ANSWER: Never.
Why? Beause you like to buy. Everyone likes to buy. "You know what, I should get some bread while I'm here", "You know what, I'm gonna go ahead and get the orange juice while I'm here." "Since I'm here... "
What are you doing? Logically justifying.
What happens when the first loved one walks up to you and says, "I thought you were just getting eggs?"
You panic and think, “What do I say? What do I say?”
What I say is the CLOSES.
(I'm going way more tactical, far less story than I should on this podcast episode, but I'm hoping that you guys catch this.)
LOGICAL REASONS AND CLOSES What happens is as the customer walks away and confronts their first loved one, they cite logical closes.
A logical close is nothing more than a reason to ACT NOW.
What are they gonna cite?
- It was buy one, get one free
- It was half off
- If I did it now, I got in my buddy for half off
Do you know what I'm saying?
They start citing logical reasons to act now. Not the stories that you told them.
Go watch the last podcast and what I’m saying will make more sense.
People DON’T cite the stories, they cite the logical reasons to act now to save face in front of loved ones who asked why they bought something.
[PAUSE FOR EFFECT]
People cite logical reasons to act now to save face in front of their loved ones.
WHY PEOPLE REFUND RECAP Let me recap this real fast here and tie it in a nice little bow. I know that was a lot of stuff. Maybe watch this a few times too 'cause I know that's thick. This is a pretty deep topic.
But just think about this…
WHAT THIS MEANS IS: When you're selling somebody, you wanna give them as many logical reasons that they should be doing this as possible.
You wanna be telling them things like:
- "It makes sense."
- "You're smart to get this done now because it's half off."
- "It makes sense what you take action this now. I totally would too because it is buy one, get one free before midnight."
- "I wish that I had this opportunity like you have now 'cause I didn't have this when I started."
QUESTION: What did I just do?
ANSWER: I just armed them with something that they can quote to loved ones when they try to save face later on.
Once those buying hormones die-off on the right side of the brain, the left side is left to fend for itself and unless you arm it, they start getting buyer's remorse.
That was one of the pieces people really liked at OfferMind.
MY REFUND RATE I really don't have that many refunds on Secret MLM Hacks. In fact, with ALL the products I sell, I have an extremely low refund rate.
And it's because I understand that part of my role when selling them is NOT to sell them ONLY on the decision to buy.
I'm actually arming them post-sale on how to save face in front of their loved ones.
That's my role, not theirs.
The sale is NOT OVER until they can justify the purchase to loved ones.
Otherwise, what happens is people step back and they say, "Well crap. I think I got swindled." because they can't cite any of the logical reasons to act now.
Because of that, they start getting buyers remorse. They freak out!
The whole point of this episode is that ONE sentence right there: The purchase is not over until you have armed them to save face and status in front of the loved ones once they challenge the purchase.
THAT’S IT.
And the way you do that is by arming them with lots of logical reasons to act now.
When people are like, "I don't know that I like closing." You're killing your refund rate.
NEWSFLASH: You're not closing hard, you're helping them save face.
You're giving quotables that they're gonna go say to their loved ones.
NO ONE ASKS FOR A REFUND ON OFFERMIND One of the reasons I did $1.9 million in sales at OfferMind is because I stacked closes.
I've NEVER had a table rush. That was the FIRST table rush I've ever had my entire life.
I hadn't even sent the freaking price and people were standing up and slamming the credit card down.
BUT I DIDN’T STOP. I kept speaking.
There were 650 people and half the room was on their feet! Do you know how loud the room was?
I kept going like NO ONE was standing. I talked for another 15 minutes with everybody up, just doing my closers.
Dave Woodward, one of the executives of ClickFunnels, is a funnel freak. He paid for this program before he even knew what was in it.
He was the first one in the program and he was super excited about it.
He’s a funnel freak… Are you? He's in the program and I want you to be as well.
You need to tell people WHAT to cite after they go back home and the emotions have died. Logically, they need to know that they should be in the program.
They're NOT the salesman, and now they have to sell their loved ones on the decision they made.
If you haven't armed them with those logical reasons, they’re gonna feel like you took them. You didn't… But it just feels that way to them.
MASSIVE RANT OVER.
THE PSYCHOLOGY OF THE SALE Hopefully you enjoyed this episode of Secret MLM Hacks Radio.
I love doing this show. If you could please leave me a review, that'd be AWESOME!
This stuff works. I love MLM, I love what I do, I love sales, I love marketing, I love funnels.
The opportunity we have right now is RIDICULOUS. There's never been a time where distribution has been so easy. Where products are made so quickly. Where society discipline is dropping so much… Which means if you just do ANYTHING.**
I know it's tough to find people to pitch after your warm market dries up, right?
That moment when you finally run out of family and friends to pitch. I don't see many up lines teaching legitimate lead strategies today.
After years of being a lead funnel builder online I got sick of the garbage strategies most MLMs have been teaching their recruits for decades.
Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.
There you're gonna learn the hidden revenue model that only the top MLMers have been using to get paid regardless if you join them.
Learn the 3-step system I use to auto recruit my downline of big producers WITHOUT friends or family even knowing that I'm in MLM.
If you want to do the same for yourself, head over to secretmlmhacks.com.
Again that’s secretmlmhacks.com.
RIGHT NOW, as of recording this, I still have people auto-joining my downline.
I'm still having people auto-buy my products!
It’s not a showboating thing… I just want you to know that the things I teach you guys on this channel are REAL.
If you’re in the program, Secret MLM Hacks, it's cool to watch you BLOW IT UP!
It's been awesome.
MLM SALES FUNNEL AUTOMATION
Routinely, we'll get people who have BIG downlines, who are trying to find another program to sell another product… And they'll come join and it gets BIGGER and BIGGER.
IT WORKS
It works because:
-
I’m doing this podcast
-
Of the automation that I put in - Which is the funnels.
This might not be that fast of an episode… Usually, every time I say that it's a bit longer!
But you have to understand…
I've had a few people reach out since I've started doing this stuff here, and they'll be like, "Stephen, my MLM will not let me do MLM funnels."
And I understand what they mean… But I just need to tell you guys something real quick.
If you have sold anything EVER, you used a sales funnel.
WHO INVENTED THE MLM FUNNEL?
What we have to understand is this whole concept of the MLM funnel... ClickFunnels DID NOT invent sales funnels.
The first sales funnel that ever happened was when a caveman traded a rock for a fish with another caveman.
An MLM funnel is nothing more than a sales message and an offer, THAT’S IT!
-
Sales message
-
Offer
So, when you think about what it is that your MLM has allowed you to do…
You have a SCRIPT, which is a sales message.
And you have an OFFER.
= You have an MLM FUNNEL.
The only reason why the things that I do work so well is because most of the time, people don't build their MLM funnel with very much intent.
They don't do it on PURPOSE.
And because they don't do it on purpose… It doesn't work very well.
Any "a-has" on that?
USING A SOCIAL MEDIA FUNNEL FOR EVENTS
I just finished an event here in Boise called OfferMind, it's my event.
You might have even come to it, which is awesome.
-
We had 600 people come
-
We did about 1.9 million in sales from the stage
…. It was awesome!
QUESTION: Guess what I used?
ANSWER: A sales funnel.
"But Stephen, you were on stage."
It was a sales message and an offer, therefore, it was a sales FUNNEL.
I was the sales funnel, you understand?
What I was doing there was super powerful and it was still a sales funnel.
It's sooo much better when you can take what your MLM has given you and find a way to automate the sales message and the offer.
Does that make sense?
FOLLOW THE MLM FUNNEL RULES
The only reason I'm doing this is that I want you to know, if your MLM has said, "You're not allowed to use an MLM funnel," you already are.
When an MLM is like, "Hey, you can't do that."
First of all, follow the rules.
This is NOT a game to try and break the rules with. That's NOT what I'm doing.
I'm not encouraging you to do that. I don't do that.
But you have to understand that going on Facebook Live and telling the story of how you first started using your company's product, THAT’S a sales message.
Funny enough… They're okay with you doing a social media funnel in that way.
BUT the moment you put it on a page that you own, they kinda freak out.
I'm just trying to help you understand that an MLM funnel is broader and BIGGER than most people think it is.
It is not just these ClickFunnels sales funnels.
That's a method.
HOW TO BUILD A SOCIAL MEDIA FUNNEL
I just wanted to walk you through a very simple way to build a social media funnel that helps build belief in people who might be doubting whether or not you should do this in your MLM.
So many guys might be like, "Hey, Stephen, my MLM won't let me do this," and I totally get it.
In fact, several people reached out and they'd be like, "My MLM won't let me use a social media funnel."
And I'm like, "You already are."
I'm like, "How many people do you have in your downline?"
They'll be like, "I have several hundred people in my downline, and we do... I make 10 to 20 grand a month."
And I'm like, "Cool, you already are using a social media funnel."
You're already using one, otherwise, you wouldn't have all that stuff.
If you sold anything EVER to anyone, at any price, whether it was free or paid, it was with a sales funnel.
There's a sales message and an offer, which is all an MLM funnel is.
The fact we put it on pages is a method.
PROVE THAT SOCIAL MEDIA FUNNELS WORK
Look at it that way, and start thinking through, “Okay, well, if that's what a social media funnel is, how can I create a social media funnel?"
One of the easiest ways to prove the fact that you're using an MLM funnel is…
Let's say that you have somebody in your upline or corporate HQ (something like that), and they're like, "You know what? You can't use a social media funnel. You know what? We don't want you to do these things with it."
One of the easiest ways you can prove the concept of internet sales funnels works is by using Facebook.
PLEASE keep to the rules. I'm NOT telling you to ride the line.
All I'm saying is that most MLMs are okay with you going on social media and talking about the product.
That's actually the beginning of any sales funnel.
THE BEGINNING OF AN MLM FUNNEL
There are TWO things you can do on Facebook (or any social media platform) 'cause usually, they're okay with that.
A lot of them DON’T want you to say the name of the MLM and that's okay,
Play by the rules. I do. That's why I've been able to pull it off.
DON’T try to find sneaky ways, don't try to ride the line. All I do is tell the story of when I first started using my MLMs product.
Think back to the day when that started happening for you.
I asked somebody that once, and they're like, "Well, the reason I use the product is that it has the purest ingredients. I needed the best form of ingredients because I wanna be the best human being I can be."
And I was like, "Barf, barf, barf."
That is NOT what I'm talking about. Why did you make the decision to start using the product you're using?
You gotta go back. We call it the epiphany bridge. What gave you the epiphany, "Oh my gosh, I need to be using that product"?
It was NOT ingredients. It's usually something that's going on in your life.
The MLM product that I use… I'm not gonna tell you the name of it, 'cause I keep it very third-party. I don't want you guys to think I'm selling you.
I'm trying to change the industry as a whole.
THE STORY BEHIND YOUR MLM FUNNEL
On my dad's side, pretty much every guy has or is at EXTREME risk of type 2 diabetes and extremely high blood pressure.
And then, pretty much every guy on my mom's side, have had prostate cancer.
So I'm like, "Well, that sucks. What does that mean for me?"
I take that very seriously, 'cause I'm like, "Shoot, son, I don't want any of that crap."
I remember once, watching my dad go through some surgery. He's generally a healthy guy, but that wasn't good enough.
He needed an extra level of intensity on his health 'cause it's still in our DNA.
I remember sitting there, looking at him, and I was thinking. I was like, "How can I avoid this? I don't wanna do that. How do I avoid that?"
In high school, I was 35% body fat. I had a double chin, I was working on a triple, I was a big boy and I was getting picked on like crazy.
And I remember I was walking down the hall… Outwardly, you might have seen that I was a happy kid. I was a super nice boy.
But on the inside, I was kind of this train wreck.
I remember this moment where I was like, "Enough. I'm tired of being big. I wanna lose weight."
And I lifted every day for the next nine months, I lost 45 pounds, I grew six inches. I went from 35% body fat down to 6% body fat.
So low that it's actually 1% away from considered unhealthy.
As I started growing up, and I kinda kept this habit going. I started competing in sprint triathlons and I got third in the 11th Colorado Sprint Triathlon for my age group, which was pretty awesome.
SOCIAL MEDIA FUNNEL STORIES
Do you see what I'm saying? I'm telling a story.
What I would do if I were you is lead that up to whatever product you're selling. You have a story behind why you're using what you're using.
It has NOTHING to do with the ingredients. That's not why anyone buys anything.
They buy the story, not the product.
Half the reason why people buy from you is that you inadvertently have told some stories about the product itself.
QUESTION: You wanna make a social media funnel using Facebook?
Here's how you do it.
- Tell the story of how you came to use the products you're using right now in MLM. What is that story?
There was a story, not a feature. There's something in your past and there was a moment where you're like, "I don't want this," or, "I do want that" .
Whatever that might be, tell that story.
What happens in the customer's mind is, you begin to open up a gap where they sit back, and they go, "You know what? Things are not as I thought they were."
It's really powerful.
What happens is, you open this gap up where there's this window of belief, and they go, "I'm starting to feel open."
They're not gonna say that, but that's what's going on inside their brain, psychology-wise.
"I'm starting to feel like there's a possibility this could actually work for me."
That's the magic of where sale happens. That's the magic of when you finally start talking about your offer, where they go, "I can see myself doing this, why don't I just try it?"
That's the magic.
MLM FUNNEL + SOCIAL MEDIA FUNNEL
If you wanna make a social media funnel using Facebook... It's still an MLM funnel.
You tell the story of how you started using the product, and then you’re like, "Hey if you're interested, please reach out, and I'd love to give you a free sample of X, Y and Z."
DISCLAIMER: I don't know what you sell, so customize that to whatever it is you're doing. But do you see how you just made a sales message and an offer? A sales message is just a story.
-
Tell a story
-
Deliver and showed the offer to them
-
Give a little call-to-action. "Hey, reach on out."
That is one of the easiest ways to leverage any platform with a social media funnel. That is an MLM funnel.
It's more powerful if you can customize the page the video is on and put testimonials on there.
To the degree, you're allowed to… You can add:
-
Some scarcity and urgency
-
A few other stories
-
Maybe you can have the formulator come on in and tell a little bit about it.
... You see what I'm saying?
Follow the rules. I'm NOT telling you to go be sneaky or whatever.
I'm just telling you that an MLM funnel is broader than most people believe that it is.
That's good news, 'cause if you're like, "Oh well, I don't know that I can use this whole social media funnel thing that Stephen talks about."
You already are!
Just do it with a little more intent, automate it and then automate the follow-up.
That's one of the easiest ways to make money.
STAGE SELLING WITH A SALES FUNNEL
We sold a lot of money on stage two weeks ago.
QUESTION: What are we doing these last two weeks?
ANSWER: Following up.
I am over-communicating with my buyers. I'm saying to them, "Hey, how are you doing? What are your goals? What is it do you wanna do? Let's jump on a phone call."
Do you see what I'm saying?
You can automate that (and we certainly will in the future).
Understand that you're already using a sales funnel, and that's one of the easiest ways to make money.
If you're like, "Does this whole social media funnel thing really work?"
I dare you to put it to the test. Go tell the story of how you started using your product on social media.
PLEASE don't do the thing where you're like, "Working from home today." Snapshot selfie, selfie, selfie, on Instagram.
THAT’S DUMB.
Instead, tell the story about how you started using it and say, "If anyone's interested in a free sample, this is not meant to be high pressure, I just wanna share with whoever is interested."
Tell me you don't get some sales from that.
Storytelling is an art and science of and in of itself. That takes practice.
But just go do it. That's how I started this show.
YOU’RE ALREADY USING AN MLM FUNNEL
Just start telling the stories, and get good at telling the stories. When you do it that way, it's super exciting what happens.
You'll actually find that people are excited to buy from you. You know that when you go sell something to somebody, and you walk away feeling like you convinced them? You know what I'm talking about.
If you don't wanna feel that when you're selling to people, the answer is to get good at storytelling. Then it makes your offer feel like a gift.
Otherwise, it feels like you're convincing them… "Better hurry. Buy one, get one free by tonight. Better hurry, it's half off before this time."
And then they're like...
AGHHHH!
They drag their feet in… They know they want it (but they kinda don't) because you kinda pushed them and there's some convincing along the way.
The only reason that happens is that they weren't sold, they were convinced.
People like to be sold… They don't like to be convinced.
The whole point of this is to bring awareness to the fact that you already have an MLM funnel.
Start thinking through, design and purposefully plan your story. Purposefully plan the offer that you're gonna drop to them.
If you're serious about this and you wanna take this to a really cool level, go get the Secret MLM Hacks Program 'cause it's awesome, and that's exactly what we're talking about.
Have fun building your MLM funnel, your social media funnel, even if you can't build an official one yet.
Have fun building the social media funnel and let me know what successes you have from just going and doing that.
SECRET MLM HACKS SOCIAL MEDIA FUNNEL
I know it's tough to find people to pitch after your warm market dries up, right?
That moment when you finally run out of family and friends to pitch. I don't see many up lines teaching legitimate lead strategies today.
After years of being a lead funnel builder online, I got sick of the garbage strategies most MLMs have been teaching their recruits for decades.
Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.
There you're gonna learn the hidden revenue model that only the top MLMers have been using to get paid regardless if you join them.
Learn the 3-step system I use to auto recruit my downline of big producers WITHOUT friends or family even knowing that I'm in MLM.
If you want to do the same for yourself, head over to secretmlmhacks.com.
Again that’s secretmlmhacks.com.
Today I wanna talk about mainstream MLM advice.
This is gonna be a fun episode ;)
I went on Google and I googled…
- How do you win an MLM
- Top MLM strategies today
… Stuff like that.
I grabbed a whole bunch of blogs and I started power reading through them and finding ALL the advice they were giving.
A lot of them were like, "The Top 10 Steps To Be a Top MLMer", and stuff like that.
So I was like looking at the TOP 10 steps or the TOP 3 strategies or whatever.
As I was looking through all of them… Some of them just made me flat out laugh.
So what I’m gonna do is walk through them here…
Just in case somebody's wondering if I'm throwing rocks… I AM.
https://youtu.be/msZgv8szCEg
The purpose of it is because, a lot of people who follow this show and have been consuming my stuff or have been in Secret MLM Hacks and then become a student… What's interesting is a lot of people will be like, "How have I never known this?"
Look at the information that you have available to you. Please don't feel guilty.
Don't feel weird. I'm here to help justify that.
One of the reasons I started doing this is because I started looking to see what kind of information the MLM world has available.
A: Not much.
I was like, "Well I could probably make quite a splash" and we are.
So I'm gonna walk through some of these so-called ‘Top Tips’ that I compiled.
MLM ADVICE #1 One of the first things that people say will cause success is that you need to find a company with a product you LOVE.
I love my iPhone… But I have never in my life had this iPhone put money in my pocket.
How much you love your product has NOTHING to do with your ability to actually make it sell.
Nothing. It has ZERO to do with how well it sells.
Nothing at all.
Have you ever walked out in a room and said, "I love this product, it's just so awesome," and your true passion is what sells it?
You can get sales like that… But it’s not very likely, and usually, they don't stick very long.
Passion does not equal profits.
When I was in college and we were talking about the entrepreneurial space a lot. I took A LOT of entrepreneurship classes and they would say things like, "You need to be passionate about what you do."
Now I understand that in the long term you should feel passion around it because it gets challenging and not much else will pull you through… But passion is not a sales strategy.
Passion is not a marketing strategy.
You're NOT gonna get money just because you love the thing that much.
THAT was the #1 piece of MLM advice.
You have to find a company that you love the product…
Or you could just make an effort to share your business and product every day.
Or just build a funnel and it'll pitch every moment instead of every day.
Set a goal.
In the last month, we had 3,000 people hit one of my new funnels.
That's 100 people a day.
Physically, I wouldn't be able to keep up with that.
You can bend time with funnels.
MLM ADVICE #2 Now, these are some good ones…
Identify your target market.
At first, I was like, "Sweet," but then I kept reading and it was like, for example, "Do you only want friends and family or do you want people outside of friends and family?"
And I was like, "Crap, that started so well."
MLM ADVICE #3 Another good one was to listen and then sell the solution.
I actually wholeheartedly agree with that.
Listen to people and sell the solution.
I wish they had talked more about storytelling though.
MLM ADVICE #4 Learn how to market.
That was a good one, but then when it said to learn how to market, it was like, "Create a big list."
I was like, "NO"
MLM ADVICE #5 Figure out how to stand out from other distributors.
I really agree with that piece of MLM advice.
Figure out how to stand out from other distributors.
You know what's funny is, I actually learned this as a door-to-door sales guy. I was knocking on doors and it was sooo hot.
I was doing door-to-door sales selling pest control six years ago. It was the middle of the summer and it was sooo hot.
So one day I went over to McDonald's just to stand in the AC and funny enough, half the other sales guys were in there also trying to cool off.
We were all sitting there in this McDonald's just sucking up their AC for a little bit when this guy walks up and he goes, "Hey, I need your services. When can you come by?"
Since we were a group of salesmen, we were all looking at each other wondering who's gonna take the sale.
"No, no, you take it. No, no, you take it. You take it," until suddenly our boss pointed at somebody and they got the lucky laydown sale.
That experience didn't leave me.
We walked away and I started thinking about it. It didn't matter who that guy chose. We ALL sell the same thing with the same product, with the same fulfillment.
We had the same trucks, we had the same uniforms, we had the same pitch, we had the same cheesy jokes at the same points in the same pitch.
It did not matter to that guy who he bought from.
Now tell me how that's different from MLM distributors?
We all sell the same product with the same pitch, with the same scripts, with the same stupid jokes, with the same methods.
THIS is what I realized walking away from that McDonald's that day… The other salesmen are actually my competition.
But they were also my friends and family. Funny enough, I grew up with a good percentage of the people who were selling pest control with me that summer.
Your upline and your downline is your competition.
Finding out how to stand out from other distributors was an amazing piece of MLM advice. I wholeheartedly agree with that and that is what Secret MLM Hacks teaches.
MLM ADVICE #6 Another great one was to develop a system for follow-up.
I was like YES, absolutely.
If you heard my last episode, I just talked about that.
You need a system for follow-up. It's typically where you'll make most of your money, both in selling products and recruiting.
MLM ADVICE #7 Here are some other weird bits of MLM advice that I don't agree with at all…
Lead with the product, not the biz.
Some people are looking for the business. I actually started that way.
I don't lead with the product right now. But I know that I'll move that way at some point, but we just passed 1800 people asking to join my downline, who I've never met.
And I'm leading with the business first, then the product.
That's not a set-in-stone thing that that person is talking about.
MLM ADVICE # I think this one actually from entrepreneur.com. I think it was the second piece of advice… Bullet point number two on “How to be successful in MLM”.
Take massive action.
THAT was the strategy. The strategy was MASSIVE action.
What don't you have to do that on?
Are you serious? That's the big secret?
MLM ADVICE #9 This next one I heard when I was at an event.
Everyone there was super excited like, “We can't wait till this guy shows up. He's gonna drop some amazing stuff on you about how he's been able to blow up so big,"
I was actually with Colton and the time comes… The guy stands up, and he goes, "Guys, here's the big secret on how I've grown my downline so big. When I'm at a restaurant,"
And everyone starts writing, "R-E-S-T-A-U-R-A-N-T"
“When I'm at a restaurant and I see somebody eating alone, I sit down at the table."
… And I was waiting…
But that was the strategy.
Like what kind of hot garbage? Are you serious?
MLM ADVICE #10 Here’s another piece of MLM advice that I heard from a huge, famous blogger in MLM space…
One of his favorite strategies is to leave business cards on windshields.
I was like, "That's your strategy?"
No wonder my stuff looks so crazy!
MLM ADVICE #11 Another bit of MLM advice was to become a life coach.
I don't want to become a life coach.
I'm building a business, I'm building an asset, I'm building something that's actually sustainable.
I am NOT recruiting anything that has a heartbeat.
If I start recruiting people who need the opportunity, I am required to become a life coach.
If I start recruiting people who are dying for the opportunity and are begging to be in my downline… They're messaging me, they're the ones that reach back out over Messenger saying, "Hey, let me in."
Guess who I don't have to become a life coach for? That person. It's not that I'm NOT willing to help… But if I have to be a life coach for thousands of people, that is not a duplicatable thing.
I remember one guy in one of the first MLMs I was a part of. He was like, "This is a passive asset."
I was like, "Dude, you're working 80 hours a week. There's nothing passive about it."
He was making a lot of money. He was making a good chunk of change every month.
He's like, "Yeah, but it's passive."
I was like, "There's nothing passive about the way you're doing it, man."
It is because of the types of individuals he's bringing in.
- Not to judge
- Not to compare
- I’m not saying anyone's better than anybody else
… But some people are just in a better spot in life to take action than others.
We all know that's true.
MLM ADVICE #12 Here's some great piece of MLM advice. Somebody was like, "You should get on YouTube. You should have a newsletter."
YES. "You should blog."
… But then they botched it.
- Having a newsletter
- Being a podcaster
- Being a YouTuber
- A blogger
… The reason that's so powerful is that it extends your reach.
It creates more noise.
It helps people say, "Oh my gosh, have you seen this guy?"
I will never, in my entire life ever have to do this episode again.
By the time I die, there will probably be tens of thousands of people who have heard this episode.
That's the whole point.
I'm bending time, baby.
That's why publishing's such a big deal.
Q: You wanna attract people to you?
A: Start something like this.
This is one of the easiest ways to do it. You don't even need to have a great offer or a great business, and you'll recruit more people.
Make more noise and more people will see you.
I publish a lot. I'm very, very, very cutting.
MLM ADVICE #13 The next bit of MLM advice: Evaluate the higher-ups.
And I was like, "Yeah, totally evaluate the higher-ups."
If you wanna see how to have success with what kind of company you're trying to be, definitely evaluate the higher-ups.
And he was like, "Are they as committed to your success as you are?”
I was like, "No. I'm not responsible for anybody's success."
I'm gonna help:
- Answer questions
- Solve problems
… But the best way for me to be successful is to focus on my success.
That's one of the greatest fallacies of the MLM space: You'll get more successful the more people you recruit.
The best way for you to be successful is for you to focus on YOU, and make you better.
Are they as committed to your success as you are?
That's like saying in a marriage that you're gonna focus on changing the other person.
If YOU get better, you start healing the relationship a lot faster.
That's why I'm so focused on who I want and don't.
I require input. I require effort from those I recruit. This isn’t an offer, it is a relationship.
For me to say I'm as committed to your success as I am mine…
I understand the warm fuzzies it brings, but in my very strong opinion, that is a fallacy that has you recruit people that are probably not a good fit.
STEVE LARSEN TOP MLM STRATEGIES Here's what I do believe you should go and evaluate opportunities on.
If you're trying to find…
- A company to go join
- The success strategies
… One of the things that you have to evaluate a company or opportunity on is your ability to market it.
Not sell it, market it.
- How can you rank the product?
- Can you rank your ability to bring it to market?
You can have all the passion in the world but not have a freaking clue how to market, and you're not gonna make any money.
It could be the exact opposite. You could have lots of ability to market and have no passion BUT you'll make a lot of money.
You need to have a strategy before you join ANY opportunity. How will you market that product? And if you don't know what marketing is...
Marketing is how you get people to your face.
Sales is what happens when they're in front of your face.
My definition of marketing: Marketing is changing somebody's beliefs and prepping them so they can buy.
Sales is presenting the offer and overcoming objections.
That's what they are. And if you don't have a plan on how you're gonna get more leads, you're gonna die.
Q: What does every business need more of, always?
A: Cash flow and leads.
You have got to have a strategy put in place for those.
HOW TO BE SUCCESSFUL IN MLM Next thing, I would evaluate companies and opportunities based on their ability to fulfill.
I don't wanna spend all this time putting a marketing strategy together and executing it if the company has a hard time fulfilling.
If they can't box up the thing and ship it, I don't care how good I can market, I'm gonna have a lot of people who are mad.
I wanna evaluate a company and an opportunity based on how well I'm paid.
If I'm not allowed to market a product that has an incredible compensation plan on the internet, I'm still gonna make no money.
If I have not as amazing a comp plan but I am allowed to…
- Put this thing on the internet
- Say the name
- Create my own front ends
- Create funnels
- Make things that attract people to me
… I'm gonna make a ton of money regardless of how amazing or not amazing the comp plan is.
The whole point of this is that cash is the byproduct of marketing and marketing alone.
Cash is the byproduct of marketing.
LEARN HOW TO BE SUCCESSFUL IN MLM DON’T MAKE A…
- Business card
- Logo
- Slogan
- Cute saying
- Facebook group that has some alliteration about you being some kind of successful MLM thing
The only thing you need to focus on is sustainable marketing strategies.
That's why I can walk into any company and help them increase their sales.
I know what causes cash.
When I walk into any business, including MLM, it's the same stuff.
To be an entrepreneur is to be a problem solver.
To be an entrepreneur is to know what the marketing strategy is that sells your thing.
If you don't know what that is, that's likely the reason why you might not be where you wanna be right now.
I largely automated most of my businesses… I'm not taking massive action in certain things anymore.
It's because I have systems.
- Find a company with a product you love. It helps, but it's not required.
- Identify your target market. YES
- Listen and then sell the solution. YES
- Learn how to market. YES 100%
- Figure out how to stand out from other distributors. YES
- Develop a system for follow-up. YES, absolutely.
- Lead with the product, not the biz. That depends, this is not set in stone
- Take massive action. Not necessarily… I don’t.
- Sit next to lonely people in restaurants. NO.
- Leave business cards on windshields. Are you kidding me?!
- Become a life coach. I don’t wanna be a life coach!
- Publish. YES! Publish, publish, publish!
- Evaluate the higher-ups. YES
HOW TO BE SUCCESSFUL IN MLM WITH SECRET MLM HACKS Probably the biggest question I get is: “Steve, how are you using the internet for your personal MLM today?”
To be clear, I am, but it's HOW that matters, and it's HOW that you're probably interested in.
Facebook doesn't easily let you drive ads to MLM, and most MLMs won't even let you say their name on the internet, which is stupid.
Despite those and other forces, I am using the internet to grow my personal downline and sell products.
MLM is changing, and you're probably feeling that, right? It's why I created a little mini-course in a bundle… To show you HOW I'm doing this all today.
It's called The MLM Funnel and you can get it at themlmfunnel.com.
I'm doing this because you might not know WHERE to start in all of this and, secondly, because there's a cool new book by Russell Brunson called Network Marketing Secrets that I want you to go get.
He's a cool guy, so I'm talking about this book a lot lately. I'm also going to give you a little bribe so you go get the book through my link.
How evil of me.
When you go to themlmfunnel.com and get Russell's new book, Network Marketing Secrets, I'm going to give you my Pre-built Recruiting Funnel Template, the Hack MLM Downline Onboarding Course, which is how I auto-train my downline when they join my team.
ALSO, a discount ticket to my next event called OfferMind so that you can learn to outvalue your upline and downline.
If you want all this for FREE, just go to themlmfunnel.com now and get a crash course into prebuilt funnel templates that I'm using with my own downline now.
Today I wanna talk to you guys about HOW you follow up with the leads and the people that are actually interested in either your downline or purchasing your product.
We're gonna talk about FOLLOW-UP.
This is something I've talked about quite a bit in other places that I publish… But the follow-up is EVERYTHING.
Whenever I'm at an event, this is one of the BIGGEST questions I get asked. This is one of those repeat questions that I hear.
About three days ago, I was at an event doing some spot coaching with people who were workshopping when somebody said this question…
"Steven, how many times should I be emailing? Is there a certain amount of follow-up I should be doing? Is there such a thing as too much follow-up?"
My response was, "When I am creating a follow-up sequence, I want them to opt-out of me because I am being too aggressive in their eyes."
Do you know what I mean?
That has hardly ever happened… I have never had anybody reach out to me and say, "Enough already."
We've sent over 2 MILLION emails in the last three or four years…
I made a mistake ONE TIME in sending the same email to someone five times…
Quite rightly he reached out and said, "ENOUGH!"
#mybad
That was only one time out of two million emails.
In a typical month, I send
-
200,000 emails on one email account
-
Another 200,000 on a second email account
… I send a lot of emails, alright?
MY FOLLOW-UP PROCESS
When I was a door-to-door salesman, one of the biggest things I was taught was FOLLOW-UP.
They trained us really, really well on:
-
What you'll find
-
What you'll learn
DID YOU KNOW: Most people don't even follow up once!?
47%-48% of people will follow up ONE time
TYPICALLY, you need to follow-up 5-8 times before somebody says, “Yes”.
Some people have said to me, "You’re following-up five times because you're being aggressive and people finally give in"
No, no, no, it's not that at all.
One of the guys I like to follow online is Frank Kern.
(You've likely heard of his name.)
I saw Frank Kern online recently, and what he did this...
He was sitting at a coffee table with a big bowl of mints.
He took out a small handful of mints and said, "Let's say this represents the people that are ready to buy from you right NOW."
Then he took a BIG amount of mints and he put it in a pile next to the small pile and said, “ This represents the people that will buy from you in the next 60-90 days."
And then he grabbed the rest of them and dumped them in this massive pile.
He said, "These are the ones that are in the far distant future. It's not that you can't sell those that are ready to buy right NOW, but you need to focus on the 60-90 day group.
It's a much LARGER category and you're gonna get a lot more sales for it. If you just focus on the people who want to buy NOW, the issue is that a lot of people are not ready to buy.
It's not that they won't, it's that it takes a few rounds and a few pieces of follow-up."
TWO WAYS TO FOLLOW-UP
There are two ways to follow up:
- An annoying way to follow up
- A very value-based way to follow up
When you follow up with VALUE, it's a lot easier for people to say YES.
You're not annoying and people are actually looking forward to the interaction with you.
First of all, I want to walk you through a few stats - A case study of how we’re doing this and what it’s meant for us.
I read an article recently that said, “You should only STOP following up in a few scenarios…
-
They die
-
They buy
-
They send you a cease and desist letter."
… The whole point and premise of this is, I want you to know that the follow-up is truly where the money comes in.
IN FACT, I know a lot of people that are the exact same way.
We make money from every dollar we collect on the front… But what we’re really waiting for is the backend.
The BACKEND is where we'll pull another $5, $6, $7, $8, $9, $10 per dollar that we bring in in the front.
MY FOLLOW-UP STATS
I want to share with you, the most recent month's stats.
If you're not on YouTube, that's okay, I'm gonna talk through the numbers here.
These are still warm, okay? I screenshotted and printed stats from two MLM funnels that I have.
And I wanna share the stats with you so you can see how we're doing it and why this matters so much when it comes to the follow-up.
I’m going to be talking about stats from The MLM Funnel - If you go look at themlmfunnel.com, that’s where these stats are coming from.
In the last month, the last 30 days, we sold 520 books.
Go to themlmfunnel.com and look at the book that it's promoting… We've sold 520 of those in the last MONTH.
It has generated, including upsells and stuff like that, $2484.
Now, you might look at that and be like, "Oh, that's awesome."
BUT I'm running an actual business with actual business expenses.
That's not that amazing.
If we just stopped there at $2,400, that's gonna be a MAJOR issue.
ONE thing that we now that they're on our list is FOLLOW UP with them.
There are a few ways that we follow up…
-
Facebook ads
-
Email campaigns
When you get my emails, there's a footer at the bottom that says, "Hey, where should you get started?" And it shows you the different places you can go to and the different products that I offer.
There's significant cash that comes from that.
THE EASIEST WAY TO FOLLOW-UP
It's one of the EASIEST ways for you to make money on the follow-up.
Here are the actual stats from The MLM Funnel. Let me walk through them real fast here:
-
3,000 people hit the first page
-
950 actually opted in
-
From the 950 that opted in, we sold 520 books
… It's not bad. A little over half of the people who opt in are buying the book which is not bad at all.
That's actually REALLY good.
Now check this out…
We ALWAYS have a follow-up sequence after someone opts-in.
Quite a lot of people go to the first and second training and it kinda neat to see is how many people are watching each of the FREE trainings that keep pushing them back to the buy.
I know that there's a correlation between how many people are watching the follow-up sequence and those who go purchase the book.
Follow-up is what has saved this funnel.
We only made $2400, which is not tons of cash.
SIDE NOTE: If it feels like a lot of cash, I beg you to re-evaluate your relationship with cash… Because that's not that much money.
If it feels like a lot of money, it's gonna be very hard for you to make that amount of money.
I had somebody tell me once, "If a million dollars feels like a lot of cash, you're gonna have a hard time making a million dollars."
And I was like, "Oh." It wasn't until I started changing some of those beliefs that a million dollars came a lot faster.
FOLLOWING UP WITH YOUR LEADS
Please stick with me because I'm gonna go full circle on this and give you some cool answers on how much we should follow up with people.
The Secret MLM Hacks is a webinar that sells the program Secret MLM Hacks. In the last 30 days, it has made $58,000.
We've sold 51 Secret MLM Hacks, and it's a $997 course.
AND we've sold 133 of these chatbot programs… Which is awesome stuff.
133 of these chatbot programs generated an additional $7500.
In total, it made $58,000.
What's crazy about this is, if you look at The MLM Funnel (go to themlmfunnel.com), once they're on the list, I'm delivering A LOT of value to them for FREE.
Stuff that’s sooo valuable they should be paying for it.
It's under that premise I’m contributing to the relationship where I am allowed to follow-up with them and they don't get mad about it.
That relationship causes a feeling of reciprocity because I'm giving them FREE stuff and answers that are so good they, should be paying for it.
Then what I go do is follow up through stuff in the email footers and an email sequence.
We're retargeting them with Facebook ads.
Our sales have definitely gone up in the last month. I know A LOT of it is because we're spending more on ads.
But it’s also because we’re following up with people.
THE REALITY OF FOLLOWING UP
I've been looking back at some of the affiliate things that I promote…
I've set up so many systems now that we'll do $30,000 to $40,000 to $50,000 a month in affiliate cash.
That's usually the norm - $30,000 to $40,000 a month in affiliate cash.
If I did not follow up with a lot of these people and if we did not turn back and run ads to those look-alike lists… It would stop there.
$30,000 to $50,000 a month is pretty awesome… But we usually do around $150,000 to $200,000.
I KNOW that a lot of it is because of the follow-up.
Back to Frank Kern… I was watching him say, "Hey guys, here's real-life today. I made $11,000 on the front… But if I had not followed up, I wouldn't have made the other $60,000 that we made today."
That's the reality.
Here's the point I’m trying to make…
Just because somebody buys your MLM product doesn't mean they're NOT ready to buy ANOTHER MLM product faster than the autoship ships.
Go reach back out to them.
If they bought a product and they're saying, "Hey, thanks for buying the product," reach back out and say, "Hey, if you like that, other people also like this. Do you want it?"
They've already said YES once.
The second YES is always easier than the first yes.
MAKING YOUR OWN FOLLOW-UP PROCESS
Make a follow-up process and start testing it. Don't just do it willy-nilly.
Sit back and say, "Okay, when somebody buys my MLM's product from me…
-
I'm gonna reach out to him and ask about this.
-
I'll give them some value.
-
I'll reach back out and hit him with this again and ask him if they wanna buy."
Then go test it.
Even if you do it badly, simply by asking, you're gonna make more money.
Most MLMers don't have any kind of follow-up process for their products or once somebody joins their downline.
There's just not a lot of follow-up process to help you get the next sale.
To answer the question, “How much is too much follow-up”...
Stop when they either:
-
Die
-
Buy
-
Send you a cease and desist
… That's the joke.
But in all reality… You can email or send a Facebook message every day.
You should be doing SOMETHING on Facebook or somewhere on social media EVERY DAY.
You gotta talk and you've gotta make noise.
You gotta be loud about this stuff.
It's not JUST gonna happen. It's very hard.
Quite literally, for every $1 we make on the front, we male $4 - $7 on the backend BECAUSE we follow-up!
And that number's about to go waaay up. I'm very excited about that because we've got more stuff that we're dropping out there.
I want you to start getting your brain turning on how you can follow-up. You may not even have a follow-up sequence!
I have a follow-up sequence for when someone:
-
Buys my product
-
Joins my downline
Make an actual process and start testing it so you can make those adjustments and improvements.
It's significantly easier to get that second YES and for more money as well.
FOLLOWING UP IN MLM
Just because it's an MLM doesn’t make it different from a normal business.
Follow up with buyers and resell them something else.
Depending on the price point, I will immediately follow up with two other things after someone buys.
For anything that’s lower than $200, I'm gonna offer them five separate products in a row:
- The first thing
- Two other things
- A downsell
- A bump
… And you can do it WITHOUT being annoying.
You can do it while adding VALUE.
That's how I run it.
#justfollow-up
If you DON’T have a sequence, go make one.
Don't do it willy-nilly - I just want you to be able to track the results from it.
Then guess what? Hand it off to those people in your downline.
BOOM!
Increased all your team volumes.
If you've not yet, go to secretmlmhacks.com and join the program there.
LEARN HOW TO FOLLOW-UP
I know it's tough to find people to pitch after your warm market dries up, right?
That moment when you finally run out of family and friends to pitch. I don't see many up lines teaching legitimate lead strategies today.
After years of being a lead funnel builder online I got sick of the garbage strategies most MLMs have been teaching their recruits for decades.
Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.
There you're gonna learn the hidden revenue model that only the top MLMers have been using to get paid regardless if you join them.
Learn the 3-step system I use to auto recruit my downline of big producers WITHOUT friends or family even knowing that I'm in MLM.
If you want to do the same for yourself, head over to secretmlmhacks.com.
Again that’s secretmlmhacks.com.
I'm very excited to share with you today's episode all about how to make strategic noise.
I'm gonna share with you a video ad we created recently, AND teach you a little bit more about the script that we used to make it.
I know I've talked about this a little bit in a previous episode (or two) about how we wrote the script for themlmfunnel.com ad.
Go to themlmfunnel.com if you wanna look at it.
But I'm actually gonna put it right here in this episode!
And the ONLY reason is because I want you to watch what I'm doing.
I couldn’t care less if you actually go get the thing that it's promoting.
What I want you to see is how I'm using things that people are already familiar with in their ads.
HOW TO MAKE STRATEGIC NOISE I have been studying more P.T. Barnum…
And if you do not know who he is, P.T. Barnum is famous for his circus that he created. He's The P.T. Barnum Circus.
But he didn't start doing that till later on in his life…
He had a museum that he would promote… And he's kind of a serial entrepreneur.
One of the things that P.T. Barnum was most known for was his bizarre ways of gaining attention.
And to be a marketer is to be an attention-getter.
THAT’S what I'm gonna show you guys in this ad.
https://youtu.be/oC1U_Q2yBXM
One of the things that he did way back in the mid 1800s when he had this museum was, he went and he found this homeless guy…
He walked up to the homeless guy, and he told him to:
- Every hour, on the hour, several times a day, carry these bricks…
- He was supposed to put a brick on the corner of all these streets around the museum…
- And walk around, every so often, throughout the day, take one brick and replace it with the one that's on another street corner…
- Then walk to the next corner, and replace that brick with another one…
- And go to the next corner, without saying anything…
… That was it.
Then he was supposed to go drink and take a nap.
It was only 30 minutes before this bizarre act was causing attention around his museum, and thus he would get more sales.
I think he paid him 15 cents an hour to do this.
He did A LOT of really bizarre, random things. He was the first one to bring an ELEPHANT to America.
He's the first one to do a lot of things.
And what he was great at was using strategic noise.
MAKING A VIDEO AD FOR STRATEGIC NOISE I believe the world is noisy already… I'm not telling you to make strategic noise for noise's sake.
However, to be a marketer…
- Multi-level marketer
- Network marketer
... You are a marketer, but the industry is mis-named.
It is largely mis-named, because they're like, "You can only use these kinds of noise."
And it's not really strategic noise… It's like a whisper.
I want you to see how I am creating noise.
This will make sense when you actually watch it.
I'm doing bizarre things… And you don't need an explanation.
People NEED curiosity in their lives. They WANT excitement.
I challenge you: To watch what I'm doing and how I'm orchestrating it.
HINT: Don't stop when you see me get to the offer ;)
I strongly encourage you to go and watch the YouTube version of this podcast episode because you’ll actually SEE the ad…
- The jump cuts
- How fast we did
I had a professional video ad team follow me around for a day. We shot this ad and we've been going back and forth on different cut styles, when to take this out, and put this in, and what kind of words to put on the screens etc.
I'm using an actual script in my head… And then I'm doing a few weird, bizarre things that make no sense for the sake of gaining attention.
MLM VIDEO AD In the ad, I'm also making fun of a few things that are widely known inside of MLM.
Q: Why would I do that?
A: Because they're widely known inside of MLM.
One of my favorite Shark Tank episodes was where they turned down funding for this guy because… They loved his product, they liked him, they thought it was amazing.
BUT the only reason why none of them funded him is because of this…
This is what he said. "I like it, I like you, it's amazing. The only issue is it would cost millions of dollars to educate the market, in order for them to buy this."
I was like, "Oh man, that's a powerful statement right there."
You don't have to be this prolific genius. The market will tell you what’s already known.
If you're like, “How do I make ads for this or that?”, “How do I gain attention?”, “How do I gain more noise?”
You need to join in the place where they already are, and then take them to a new spot.
Watch the ad and I want you to do something for me…
When you learn something cool or observe something, please pause it and take notes.
One of the ways I learned how to write scripts in my early days was to watched A LOT of videos. I would press play and then press pause and write it down.
Q: Did that take few hours?
A: Yeah, it did. Actually, sometimes it'd take a few days.
But I internalized it on such a deep level. It meant I could replicate it and do the same, which is why we're doing all this.
Take out a piece of paper.
LEARN FROM THIS VIDEO AD What I'm good at is causing buying emotions.
When you start to feel the buying emotions, pause and take note as to why you're feeling the buying emotion.
This is one of the greatest educations I could give you on this podcast.
Make notes when you:
- Start to feel the buying emotions
- Learn something new
- When you see something bizarre
I'm doing this to fight false beliefs and poke fun of certain things.
But there's a spot where I switch gears and start pitching. Watch that.
Try and answer these questions:
- Why am I pitching what I am?
- Who am I pitching it to?
- Who do you think my target buyer is?
… Thinking this way turns you into a marketer.
You DID NOT become a marketer because you joined MLM.
I needed to turn you into a marketer.
Dissect this ad and go slow. Watch what I do to create scarcity and urgency.
What do I do to walk them through buying?
What do I do afterwards for all the knee-jerk reactions I know people are gonna have when they watch it.
Watch it the whole way through… Do it a few times because it's very, very powerful.
It's gonna be powerful for you seeing how us marketers actually orchestrate strategic noise.
THE MLM FUNNEL VIDEO AD Is success in MLM even possible today?
Well, let me ask you this….
Will this TV blow up with four pounds of explosives under it?
BOOM!
Whoa!
I'm Steve, and MLM is stuck in the '90s!
HELLO, the Internet is here!
MLM is loaded with old and outdated methods, like…
- The three-way phone call!
"Hey, you wanna make some money? I don't know how it works, but you gotta talk to this guy. Let me three-way you in."
OR making a huge list of your friends and family that are uninterested and bugging them…
The next question I have to answer is, “What island will I buy?!”
OR have you ever attended one of those home parties that turns out to be fake?
"Thanks all for coming to my party. I can't wait for you all to buy my product and fuel my future and retirement, 'cause I really haven't learned how to sell."
"This party sucks!"
I'm totally kidding… But serious.
VIDEO AD FOR NETWORK MARKETING SECRETS The point is that us Internet marketers are playing the MLM game completely different than you've likely been taught.
So to be clear, YES, I am in an MLM and I'm actively building…
And YES, I'm actually using the Internet to do so.
That whole thing that you can't use the Internet in your MLM…
… It's how I'm using the Internet and Facebook and funnels that might surprise you.
While I personally sell a lot of programs and courses about my own MLM methods, the purpose and point of this video is to show you another new fascinating book that will help walk you into modern MLM.
It's called Network Marketing Secrets and it's by Russel Brunson.
While old-school MLM tactics can work, it's like putting Han Solo against Superman.
Come on, CGI is here.
DIFFERENT WAYS TO MAKE STRATEGIC NOISE We do MLM DIFFERENTLY.
Network Marketing Secrets will teach you how we're really recruiting online, automated, without talking to anybody.
Q: Steve, why are you doing this?
A: Well, the hope is that you go buy this book, make fat stacks of cash with it, and then you can use some of that money to buy my programs.
What I'm gonna do is, I'm actually going to bribe you to buy this book through my affiliate link…
Let's go check out these bonuses I got for you guys so that I can ethically bribe you to come get this.
Shazam!
Here's what you guys are gonna get when you guys get the Network Marketing Secrets book by clicking the link down below.
[BUY NOW]
1. You guys are gonna get the Recruiting Funnel video course.
One of the things that I've become known for is how I recruit, and while I've been filming this video ad in front of you guys right now, I've had people joining my downline automatically.
If you guys wanna see how I do that, I recorded my screen and how I actually set up these recruiting funnels.
The benefit of that is that this took me a couple years to figure out in all the finer points.
You guys are literally gonna watch me, in front of a live audience, go build my recruiting funnel - My auto-recruiting funnel.
Super cool, right?
Total value: $497
I'm pumped for you guys to have it.
OVER-DELIVER IN YOUR VIDEO AD So you guys get the Recruiting Funnel video course.
Then I was like, “What else can we do? How else can we over-deliver on this?”
If you guys choose to go get this book by clicking the link down below…
[BUY NOW]
2. I'm gonna give you guys the Recruiting Funnel video course, but you're also going to get… The pre-built recruiting funnel template.
I don't want you to watch this video course and then say, "Stephen, but you're a professional funnel builder. Of course you can pull that off."
So what we did is, my team and I, we just went through and pre-built one for you that you can just download.
You can get the recruiting funnel video course AND the pre-built recruiting funnel templates.
Total value: $1,000
We're excited to give you that away for FREE.
GET NETWORK MARKETING SECRETS If you choose to get the Network Marketing Secrets book through my link.
What else do you need?
What else can I give you guys?
3. We're gonna give you ON TOP OF THAT… Hack MLM.
It is the downline onboarding template that I personally use.
When somebody joins my downline… What I really do with them is NOT MUCH.
What I did instead is, I filmed a 30-day video course walking them through how our:
- Back office works
- Products work
- What the bonus structure is like
All the stuff that everybody asks anyway!
What I did is, I filmed a course walking them through that…
And then I was like, "Well, what if I was to give everybody in my downline the recruiting funnel and all these things as well?"
What you’Re gonna see is the course that I hand off and is automatically given to my downline so that they're auto-trained.
This has truly become an automated asset for me.
We're gonna give you a ticket so you can check that out as if you were part of my downline and watch how I'm actually recruiting and then training my personal team.
STEVE LARSEN VIDEO AD You’re gonna get the…
- Recruiting funnel video course
- Pre-built recruiting funnel template, so you have the template.
- Also inside Hack MLM, you have access to seeing how I personally am training those that I go and recruit because we're auto recruiting DAILY.
What else can I give you?
- We are going to give you a discount ticket to OfferMind.
What I'm doing right here in front of you… Most people don't know how to do.
I wanna help you guys make sexy offers for whatever MLM network marketing company, direct sales company you’re in.
I'm gonna show you guys how to go and create an offer that's sexy and show you how to sell it.
YES, this works in MLM.
It's what I'm doing NOW.
This works, no matter what you're in…
Whether you sell online or offline…
I want you to come to an event called OfferMind…
And we're gonna give you guys a special discount code so you can come as my guest at a discounted rate than everyone else is gonna pay to be there.
Very stoked about it.
This is my yearly events.
It's gonna be 1000 people who are really pumped about it.
So you guys will get the…
- Recruiting funnel video course
- Pre-built recruiting funnel template
- Hack MLM downline onboarding (the actual one that I gave my very team)
- Discount ticket to come to OfferMind so you can make sexy offers that will make you stand out and unique amongst all of your upline and your downline.
MLM FUNNEL VIDEO AD … What else can I give you?
How can I over deliver?
I wanna give you guys the MLM book funnel breakdown.
When you guys actually click the link down below, what's gonna happen is…
[BUY NOW]
- It's gonna take you over to another page
- It'll say, "Hey, put your email in. Put your email in so we know where to send you these bonuses."
- All you're gonna do is get the book on the next page that shows up.
- I thought, "Self, why don't you go and record yourself doing a breakdown of that funnel?"
- So you guys are gonna walk through a funnel from Russell Brunson. I was his funnel brother for two years. I put almost 500 funnels under my belt while I was working over there.
- What I'm gonna do is, I have a cool video course for you as well walking through how to go and actually build an MLM book funnel.
- Now, I'm gonna break it down, show you what he's doing step by step, and if you're lucky, we'll have a few of the actual nuggets in there that I wanna tell you about here.
I'm actually super psyched for you guys to have this. There's a lot of MLMers who get big by writing their own book…
When you do that, or if you ever choose to, how do you actually sell this on the internet in an effective manner?
That's what I'm gonna teach you here inside the MLM book funnel breakdown.
Very, very excited to do that.
Total value: $197
WHAT YOU’RE GONNA GET IN THE MLM FUNNEL To recep, you’re gonna get the…
- Recruiting funnel video course
- Pre-built recruiting funnel template
- Hack MLM downline onboarding (this is how I do it personally in my team as well, amongst these as well)
- I'm gonna give you a discount code for my OfferMind event so you can come as a guest and be discounted and be there for two days, learn how to create a cool, sexy offer for your MLM upline and downline.
- MLM book funnel breakdown
Total value: $2,138
We're very stoked for you guys to have this.
All you have to do is get THIS.
Literally, all you're gonna do is go click the button below this video.
Put in your email…
It's gonna say, "Hey, where would you like us to send your bonuses when you go get this book?"
Put in your email address and buy the book.
… I think it's seven bucks.
Then all you do is your FREE bonuses, we release weekly.
I just take the list of those who've been buying it through me, and we give you access.
*Watch your email because all those bonuses I was just sharing with you will be kept inside your own members area.*
WHAT YOU’RE GONNA GET FROM THE VIDEO AD Just to recap again… You're gonna get:
- The recruiting funnel video course
- The pre-built recruiting funnel template (the very ones that I use and hand off to my downline, it's very awesome).
- The Hack MLM downline onboarding course.
- A discount ticket to OfferMind, so you can learn how to make sexy offers.
- The MLM book funnel template
Total value: $2,138
Just click the link below and then put in your email address and buy the book.
[BUY NOW]
The bonuses will show up on a weekly basis.
"But Steve, I love the way my MLM has been teaching me to recruit and sell."
Yeah, things that are comfortable can be cute, but what has it ever done for you?
"But Steve, if it's not broke, don't fix it, right?"
"Alright, but no one's buying 100 pound TVs anymore.”
Guys, MLM has changed!
The internet is here.
Regardless of what your friends or family say, your up or downline, corporate HQ, or your dog says… Internet is part of the MLM business.
So, congrats. Throw a party because you're about to learn how big MLMers actually do this.
THE MLM FUNNEL WITH STEVE LARSEN The biggest question I get is: “Steve, how are you using the internet for your personal MLM today?”
To be clear, I am, but it's HOW that matters, and it's HOW that you're probably interested in.
Facebook doesn't easily let you drive ads to MLM, and most MLMs won't let you say their name on the internet, which is stupid.
Despite that, I am using the internet to grow my personal downline and sell products.
MLM is changing, and you're probably feeling that, right? It's why I created a mini-course… To show you HOW I'm doing this all today.
It's called The MLM Funnel and you can get it at themlmfunnel.com.
I'm doing this because you might not know WHERE to start in all of this and, secondly, because there's a cool new book by Russell Brunson called Network Marketing Secrets that I want you to go get.
He's a cool guy, so I'm talking about this book a lot lately. I'm also going to give you a little bribe so you go get the book through my link.
How evil of me.
When you go to themlmfunnel.com and get Russell's new book, Network Marketing Secrets, I'm going to give you my Pre-built Recruiting Funnel Template, the Hack MLM Downline Onboarding Course, which is how I auto-train my downline when they join my team.
ALSO, a discount ticket to my next event called OfferMind so that you can learn to outvalue your upline and downline.
If you want all this for FREE, just go to themlmfunnel.com now and get a crash course into prebuilt funnel templates that I'm using with my own downline now.
Again, just go to themlmfunnel.com and buy Russell Brunson's new book there, and I'll send you all those bonuses for free.
I'm very excited to share with you a little bit more on how I actually get paid to find my leads.
In the past, I have taught this concept several times… But I wanna share with you some more examples.
When I was going around talking to a bunch of friends and family… And I was doing exactly what I was supposed to do… I'm not bad mouthing that, you understand?
There's nothing wrong with talking to friends and family.
Where I have the issue is before you even approach them, when you know, "Hey, they're not gonna be a great fit," but you go forward anyway.
Or you have to convince them in. Have you ever noticed that those are the people that you have to hold a cattle prod to their back to get them to do anything.
I don't want that kind of individual. I want somebody who WANTS to be in, who WANTS to be a runner, who is ready to work.
And who actually WANTS to build a real asset… And not just a little money on the side. I WANT actual runners, people who are looking to build a business.
GENERATING LEADS WITH FRONT-END PRODUCTS Every business needs leads.
So what do you do?
That was the issue I ran into.
I remember when I finally walked through my entire list, and there were multiple times I wrote out 240 people… And I was like, "Look at all these people. Oh, my gosh. And if they got even a fifth of that... "
And you start playing the percentage game. "What island will I buy?"
I joke about that, but that was one of the things that I was like, "Holy cow."
And it was one of the things that I was super concerned about when it suddenly wasn't working 'cause I was like, "Where else do I get my leads from? I have no idea where to get my leads."
And suddenly the business was dead and I couldn't talk to anybody. This is something that, if you've not run into in the past... You're gonna run into it.
If you don't figure out a lead machine, if you don't figure out a lead system, it's going to DIE.
Every business that does not have consistent leads and cash flow dies.
Those are the two numbers you should always watch.
How many leads am I getting?
Actual leads.
Not just like, "I'm kinda interested."
Qualified leads. Track them every month.
We started doing that on a white board. When we started actually tracking the leads, for some reason without me even consciously doing more, we doubled the next month.
Then after that it was like, another 50% higher than that… Just by us tracking it.
I encourage you to start tracking the amount of leads coming in.
ACQUIRING CUSTOMERS WITH FRONT-END PRODUCTS I wanna share with you ONE of my absolute favorite ways to not only get leads, but also get them faster while not having to pay for them. '
You need to understand a principle that all of us Internet marketers understand… Whoever can pay the most to acquire a customer wins.
You can even have a worse product, but be able to spend more to acquire customer profitably, and you will WIN against the people who have better products.
It's ONE of the major reasons why, when big MLMs say things like, "The product's so great, just go get it in front of the people and it sells itself."
That might be true to a very small percentage of people… But the reality is, if I can spend $50 to acquire a customer and you can only spend $5, I am going to dominate you, even with a worse product.
That’s why you have to think about this like, "Okay, so how do I actually make a lead machine?"
All I do is teach people how to make lead machines, and wait for them to qualify themselves and say, "You know what, I am interested, Stephen. I'm interested in whatever you're doing. Let me come over and start chatting with you."
I have some numbers here and what I don't want this to be is like, "Look at Stephen showing all the numbers of all the stuff he's making."
Could you raise your hand right now and be like, "I will not get offended".
FRONT-END PRODUCTS ARE UNAFFILIATED WITH MLM I wanna share with you real life stats of things that I'm actually doing… This is just ONE of my products that is actually generating leads for me.
Qualifying them and teaching the ones are a good fit. I'm not saying that they're not good if they don't join my downline… Some of them already have one, which is great, they should stay in theirs.
I'm not trying to pull from other places. That's not what I'm doing here. What I'm saying is there's a group of people who are already unhappy with what they're in.
There's a certain kind of ‘moon's aligned’ individual.
Q: Is it everybody?
A: No… And it shouldn't be.
What I do is create these front-end products that are unaffiliated with my MLM.
It doesn't even say what I'm in. It's unaffiliated.
- I don't teach their stuff
- I'm not selling their products
- I don't do anything
… I have something literally in the front here.
I don't talk about it, I'm not speaking about it, I'm not saying the name of the product. I'm not even alluding.
I keep my nose so clean. I'm not saying what it is that I'm actually in… And I know it drives some of you guys crazy.
But that's the point!
I create these front-end products that attract the dream person that I would love to have inside my downline.
WHAT FRONT-END PRODUCTS DOES YOUR DREAM CUSTOMER WANT? It's gonna be really hard to attract your dream customer or your dream downline member if you don't even know what that looks like.
Get good at defining what your dream is… And we talk a lot more about that.
If you're liking this stuff, go to secretmlmhacks.com and grab the program.
So I’ve got my dream customer… And what I'm gonna go do is figure out what this person is struggling with.
I'm gonna figure out what things they're having a hard time with.
Maybe they haven't gotten over their fear of talking to somebody.
How can I make a general product (meaning it's not MLM company specific) teaching people how to overcome their fear of speaking to people?
What I do is list a whole bunch of problems…
Problems and problems and problems and problems and problems and problems…
I go through and I look to see the ones that I could solve, like, "Oh, you know what, I actually know what it's like to be afraid of speaking to people, here's how I got over that."
What if I was to film a small little course and sell that for a little bit of money?
SELL IT… Don't give it away for free.
Now I have a product that’s NOT affiliated with my MLM.
It doesn't say the name, it doesn't say the product, no alluding… There's no cross-over. All I'm doing is I am creating actual value.
THE LARSEN DEFINITION OF ‘VALUE’ What IS value?
Value is when you solve a legitimate, expensive problem.
It has to be expensive because you need to get paid; this is capitalism.
It has to be legitimate because it can't be like, "Well, it's a serious issue."
In one of my favorite Shark Tank episodes ever, the reason why they didn't wanna take the time of day to listen to this lady is because they were like, "You didn't solve an actual issue here. You just made an interesting trinket."
Then she was like, "No, it's a real problem."
They're like, "It's not a real problem, it's like a cute thing."
You have to solve an actual issue. Value is solving a legitimate, expensive problem.
How can I cause value in whatever they're doing? I want them to have success in their thing. Then I'm gonna solve these and make my own products and sell them because it's capitalism.
Then I'm gonna make this big old list of people who are buying and not buying...
You have buyers and people who just opted in and didn't actually purchase…
Then I'm gonna keep providing value to the buyers (I'm gonna sell them the next thing), the people who just opted in (I'm gonna get them to try to buy the current thing).
What it allows me to do is spend ad money. I don't take profit from these things, that's not the point.
ADS FOR FRONT-END PRODUCTS The point is the recoup ad cost, because if I can spend money on ads... And I got ads, ads, ads… I can talk to so many more dream people than those who are not spending ads.
Money moves faster than time.
So I'm gonna go spend money on ads… Then they're gonna come pay me money, and I'm just gonna recycle it right back into the ads.
What it's doing is spitting out a list of qualified people who have said, "I'm really actually serious about this."
The mentality of somebody who spends nothing versus $1 is so much different.
FREE versus $1 is the longest road ever.
That's why I can sell something that is super cheap. This is how I do it.
Now I got a list of people who are buyers and I'm gonna ask them to buy the next thing, the next thing, the next thing.
I'm not talking about MLM or about the products. I'm not alluding to the products, I'm not trying to be sneaky, I'm not trying to ride the line as much as I can.
The reason I'm walking through this again because we've noticed this is one of the MAJOR questions people have, and they get stressed out about it.
Just keep it simple. All I'm doing is…
- Making a product
- Solving a legitimate issue in the marketplace that people pay for that is completely unaffiliated with my MLM
WHAT IS A SELF-LIQUIDATING OFFER? We call this process a self-liquidating offer. Meaning, I'm gonna make an offer but it self-liquidates. I'm not selling it to go make a bunch of money and take it, I'm only doing it so that I can spend more on ads that attracts my dream customer.
All I do is I make a cool product that only my dream customer would be interested in.
I wanna talk to ONLY those people who have had a hard time, a scary time with talking to people.
They have a hard time with opening their mouth, they don't know what to say in front of people, they clam up.
If you like this, again, go to secretmlmhacks.com and buy the program.
*This is my blatant pitch*
As we've gotten further down the show, I'm more blatantly pitching it because it's in the program! Just go to the program.
I can't give you EVERYTHING on this podcast.
When you say… What:
- Is my dream customer?
- Issues are they having?
- Are those are legitimate and valuable and expensive problems that I can actually solve?
Then I'm gonna go in and make that, and I'm gonna make it really awesome.
I'm gonna over-deliver.
I want a reputation for delivering more value than they bought…
Which is what I do, and why my offers are so huge, and why I put so much stuff in them to help you and actually accelerate the success with it.
ADDING VALUE TO YOUR FRONT-END PRODUCTS I'm gonna pump tons and tons of stuff in there… Then they're like, "Man, this guy's really helping me."
They come and they purchase. They buy the product, and then I'll have a list of people who bought it, and those who didn't (and that's okay)... But the buyers list might buy the next thing.
All that's doing is feeding the pot of ads.
And those who opted in, maybe they just need to hear more of my stuff.
Let's send them to the podcast.
There's always people who reach out and say, "Stephen, dude, whatever you're in, I just wanna join it because I like the structure that you're giving."
And I'm like, "Cool."
Q: Did I outbound pitch?
A: No.
Q: Did I talk about my MLM in these ads?
A: Heck, no.
Q: Did I talk about my MLM in these products?
A: Absolutely not.
It's a separate island… And that's why it works so well.
MY SELF-LIQUIDATING OFFER STATS I wanted to share with you a few numbers on this… So you can see how powerful the principle really is . It's life changing. It changes the entire MLM model (and there's nothing wrong with that).
It's multi-level marketing. That doesn't mean you can't use actual tactics that are used in other businesses.
One of the products that I sell is the Secret MLM Hacks product. I just wanna share with you some of the numbers on this… So that you can see me doing this in live action.
What I have over here is a dream customer… And I have my MLM downline.
REMEMBER: it's its own island… Not talking about it, not sharing anything about it, keeping it separate, keeping it separate.
As of right now (me recording this) the program is $997. We are increasing the price to $1,500 (if not $2,000) soon.
The ONLY reason why is because we have found that the person who is our dream customer, they're already at a certain level of success.
It's fine if you're new, and we have options for you if you can't afford that kind of thing (and that's totally fine).
The other reason is because I have a lot of people who come in now and are hoping to fulfill on it. I have to pay them too.
I'm gonna show you gross numbers. This is not the actual profit numbers.
I've been selling Secret MLM Hacks for over a year and a half now. I'll just grab the most recent year…
[Right now it's July 26th… So I grab July 26th through the beginning of July 2018. July 2018, July 2018 through 2019.]
HOW MUCH MONEY DO MY FRONT-END PRODUCTS MAKE? I printed my stats sheet right before I got on this… We got $429,000.
The earnings per click, we're getting $54 per click (which is pretty awesome).
And the average cart value is $1,157.
… Meaning for every purchaser of Secret MLM Hacks, even though it's a $997 product, we're actually getting MORE than that.
And I wanna share with you guys WHY, and why this is such a powerful principle.
I want you to look at and be like, "How can I also?"
NOT, "I don't qualify." It's, "How can I?"
Just in the last year, we haven't spent that much on ads. I'm gonna walk through a few numbers on this.
So we have $429,000.
There's a principle here that I want you to understand…
The last few podcast episodes I've done on this show have been a lot more informational and instructional… But there's still from a 30,000 ft view… And it's just so that you understand more of what I'm doing.
A few people will be like, "You can't do that." Well, I am doing it.
And NO, I'm not the only one doing it. I didn't invent this. I observed, and I'm just doing the same, and now I'm LOUD about it.
FRONT-END PRODUCT BUYERS AND NON-BUYERS So we have a list of people who just opted in, and then we have a list of people who are our buyers.
These are pretty good numbers. There's a metric us, in the internet marketing space, follow.
The metric is that for every person… You usually make $1 per person, per month on your list. If you're bad.
In the last year 46,000 people have seen the webinar registration page but 22,000 people actually opted in.
That's a 48% registration rate.
We have 22,000 people who opted in. Because there's always people who opt out (and that's part of the game) we have 20,000 people on that list.
About 2,000 people have opted.
I'm not the only fish in the pond, man. Go follow someone else.
Now, there's one other piece to this…
We have spent about $70,000 in ads and have $429,000 in revenue… Which is pretty awesome.
Think about this...
Q: Would you spend $70,000 to generate $400,000?
A: Absolutely.
Absolutely. Let me think about this here real quick though. Okay, so... Boom. That's in revenue.
This is an SLO.
I'm gonna go create a cool piece of value which teaches something amazing.
There's no pitch but they come and they ask to join my downline. I'm just driving ads to this. We've spent $70,000 in ads, in the last year we've generated $429,000.
I'm kinda kicking myself because I'm like, "That could be way bigger."
CHATBOT SELF-LIQUIDATING OFFER We created a self-liquidating offer… And it's a Chatbots thing.
In the last year we've had 957 people purchase our $57 thing. That's a revenue of $54,500.
$54,000 in SLO revenue.
$70,000 - $54,000 = $16,000
$16,000 on ads to generate around $400,000 in cash.
We've had 371 purchases of Secret MLM Hacks in the last year.
We have a whole product here that is basically paying for our ads.
We're almost completely removing our ad cost by having this self-liquidating offer. It's a Chatbots thing that says, "Hey, this isn't the actual thing that you're going to, but if you wanted it's kinda cool."
957 people have paid $57. That's $54,000.
I wanna run one more number by you… This is what real marketers on the internet actually look at.
What I'm talking about right now is marketing math. Come learn how to do that, Secret MLM Hacks.
We do about $2-$3 per person per month on this list.
The whole point of the episode is for you to see some live examples.
Secret MLM Hacks is $997 right now. We're gonna increase the price.
The chatbots thing is $57... And I'll have a whole episode about that in the future.
What's interesting is, in the last quarter, it's $160,000 (in the last three months).
AVERAGE CART VALUE OF FRONT-END PRODUCTS When somebody buys Secret MLM Hacks, how much money is actually coming through per person?
What's interesting is the average cart value is above $997.
It's actually $1,146.
What does that tell us?
For every four chatbot sales, we're getting ONE Secret MLM Hacks sale.
Isn't that crazy?
In the last week we spent two or three grand on ads, but it generated $13,000.
I'm just giving you guys some real life numbers.
Guess what? I don't know how to drive Facebook ads.
I don't need to know how to drive Facebook ads. Honestly, I don't know how to do most of the things that my business does.
To be an entrepreneur, it's not to be an expert in everything. Just go find the who that knows the how and orchestrate it.
We are actually almost completely liquidating right now.
Those numbers I showed you over the last year, they've improved since a year ago. The numbers now are waaay better than the numbers even a year ago.
For every dollar going in, we get three or four bucks out? Tell me another investment vehicle that can do that.
You know another place that can give you 400%?
I challenge you to go and get Secret MLM Hacks. Go to secretmlmhacks.com.
FIND PEOPLE TO PITCH WITH FRONT-END PRODUCTS I know it's tough to find people to pitch after your warm market dries up, right?
That moment when you finally run out of family and friends to pitch. I don't see many up lines teaching legitimate lead strategies today.
After years of being a lead funnel builder online I got sick of the garbage strategies most MLMs have been teaching their recruits for decades.
Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.
There you're gonna learn the hidden revenue model that only the top MLMers have been using to get paid regardless if you join them.
Learn the 3-step system I use to auto recruit my downline of big producers WITHOUT friends or family even knowing that I'm in MLM.
If you want to do the same for yourself, head over to secretmlmhacks.com.
Again that’s secretmlmhacks.com.
Today, I wanna teach you guys a VERY special technique I use… Which you've likely seen before, called Aging and Ascending, and how I do it to my MLM leads.
AGING AND ASCENDING Recently, I was on a coaching call and there were several hundred people listening…
It's always funny because there's always TWO people in the audience…
The first type of person is the person who's excited to be there.
Maybe they sacrificed a little bit to be there (even if it's on a virtual call) and they're very pumped about it. They're taking notes and they're REALLY engaged.
The second type of person I see showing up to…
- An event
- A coaching call
- Or even just to LIFE
… Is the person who is actively looking for holes and actively looking to discredit what they're being taught.
The mentality of successful people is not knee-jerk skeptic.
https://youtu.be/HIoQe3YLYfA
The reason I'm telling you this is because the thing I'm gonna walk you guys through today about Aging and Ascending leads… It has EVERYTHING to do with how I actually run my business.
I'm begging you, PLEASE don't be the person who's like, "That's not gonna work for me. It's worked for all these other tens of thousands of people, but not me. I'm unique."
*THICK SKIN MOMENT*
CHECK OUT MY VALUE LADDER I've got a cool piece of paper in my hand…
I want to walk you through is how I actually Age and Ascend my leads through the use of what we call a VALUE LADDER.
This is probably not the first time you've heard this term…
I wanna show you guys how I actually run my business.
I did a podcast episode a little while ago called Info Plus MLM, and that episode is one of the cornerstones of how I run stuff.
Some people say, "No, that's not how it actually is happening."
Go watch major MLMers.
A lot of them have their own info products that are unrelated to the products that they actually sell… Unrelated to the MLM they're in!
We've got INFORMATION… And that could come in the form of:
- Writing a book or an ebook
- Some kind of video course
- Audio training
[If you’re not on YouTube right now, this episode might be helpful for you to check out on YouTube]
What's cool is that when you understand this stuff, it’s not helpful for people unless you're solving legitimate problems.
You cannot survive very long in this game without being legitimate.
THE FIRST TIME I LEARNED ABOUT AGING AND ASCENDING I'm NOT telling you to go make crap.
Go make things that are awesome.
What we do is we share information and then we lead those people into the downline that we're in. THAT’S how we play the game.
MANY big people play it that way.
I'm NOT the first person to do this.
I just noticed THIS is what big people are doing and I started going it.
I wanna share with you how we take the leads from all this info space and we age and ascend them.
That term comes from a book called DotCom Secrets.
The first time I read DotCom Secrets, I was in the Army.
It was in a 10-day training… I was laying in the dirt, and I had my M-16 in my right hand and DotCom Secrets in my left hand.
I was reading DotCom Secrets and I'd laid down my weapon, pull a pen from the pen slots in the forearm of my uniform and take notes.
One of the concepts in that book is called Aging and Ascending.
Let's say that you get 100 people who come to you and say, "You know what? I'm interested interested in whatever MLM you're in."
How many of them do you think are gonna join right off the bat?
Let's say 10% of these people actually do something.
If you get 10 people, that leaves 90 people who did not take action.
Go back to the way most of us are taught MLM… And there's nothing wrong with it… So long as you're approaching those who are actually interested.
AGING AND ASCENDING THE 90% Let's say you take your phone out and you get 100 contacts from your phone and 10 of the 100 take action.
That's not bad… But what do you do with the other 90?
You just toss them to the wayside? That's one of the reasons why people might feel used by you.
Don't toss them to the wayside.
What you do is what we call Age and Ascend.
I'm gonna put some time on them. I'm not just gonna drop them. Same thing is true online.
It's no different just because it's on the internet, it's just on the internet.
What do I do with this other 90? I'm going to Age and Ascend them.
That's gonna let me gain more of a relationship, more trust. I wanna teach you how I do that with what we call a VALUE LADDER.
A value ladder traditionally looks like a series of steps.
Basically all you're saying is, “How much money I can charge with how much value I give them”.
The more expensive things are up the TOP and the less expensive or free things are down the BOTTOM.
My MLM isn’t in my value ladder… It's actually in the BACK.
A portion of the people who see my FREE stuff come to me even though I don't say the name of my MLM in this ENTIRE value ladder.
It will kill it.
I DON’T talk about my MLM and I DON’T say what I'm in.
I DO say that I'm in stuff, like right now, making this for Secret MLM Hacks Radio.
THIS is the FREE zone right there at the bottom of the value ladder.
AGING AND ASCENDING YOUR LEADS A portion of you guys come to me and say, "Hey, I'd like to join whatever you're in."
I'm telling you to do the same thing.
A portion of you are like, "Hey, Stephen, I want the next thing to get to know you a little bit more."
I have a book that's coming out. This is how I Age and Ascend leads.
The whole point of this is to show you that a business without a lead machine is DEAD.
It doesn't matter that you're in MLM and someone else makes and fulfils on the product.
You still NEED a source of leads.
In traditional models, you are your upline's lead gen… Which is why they tell you to gather all your phone contacts.
I'm telling you to make your own lead source so you're not dependent on your upline or downline to give you your leads.
You get better fish with better bait.
If you're liking this stuff right now, go to secretmlmhacks.com, watch the web class, and BUY IT.
THIS is the type of stuff that we go through. I DO NOT give everything out on the podcast.
The course is in secretmlmhacks.com.
THE FIRST STEP IN MY VALUE LADDER The FIRST thing I have inside my value ladder is all my FREE stuff.
This is where I have:
- Secret MLM Hacks Radio
- MLM Masters Pack
- The Blog
- Hack MLM
THE SECOND STEP IN MY VALUE LADDER The SECOND thing I have is a book teaching the three things you actually control in MLM… Because you DON’T control a lot.
Go to moderndownline.com and join the waiting list there.
A portion of people who see this are like, "This dude's legit. I don't care that his eyeballs are massive, I'm gonna go try and join his team," and that's great.
I'm trying to teach you to do the same in your MLM.
I don't care what you're in. I'm trying to change the industry.
I'm super excited about that book. It's intense.
THE THIRD STEP IN MY VALUE LADDER The THIRD thing on here is the actual Secret MLM Hacks course. This is the course that walks people through how to actually do it. There's a workbook, a group and tons of FAQs things.
THE FOURTH STEP IN MY VALUE LADDER The FOURTH thing is EVENTS.
- I have an event called OfferMind. When people get the Secret MLM Hacks course, they also get a ticket for OfferMind.
- Hack MLM Live
- OfferLab is meant for those who have an existing business who are really looking to blow stuff up.
It gets more expensive as you move up… But it's also meant to cater to where you are.
If you're like, "Man, I'm brand new," sweet. You might wanna think about coming down into the FREE stuff, the book, Secret MLM Hacks.
If you’re like, "Man, I'm existing. I've already got cash flow. My team's already grown. It's doing super well. I just need to expand and extend my reach. I'm looking at how to duplicate. I'm looking at how to make stronger lead machines."
Then come to the events.
THE FIFTH STEP IN MY VALUE LADDER There's one more thing on the top here… We have OfferLab… There's ONE MORE thing at the top here.
This is what I call Titans of Industry. Titans of Industry is my mastermind where we go to cool destinations and do our masterminds.
I LOVE Masterminds.
I'm in Russell's Inner Circle… By the end of this year, I think I will have paid $150,000 in coaching (not to one person, I have lots of coaches).
It's VERY important that whoever you're getting coached from is also paying to get coached.
So that's my value ladder.
The whole point of it is that I can Age and Ascend ALL of my leads.
Every single value ladder step has its own individual funnel.
It's also got its own marketing sequence that suggests, "Why don't you go to the next level? Why don't you go to the next level? Why don't you go to the next level?"
In the FREE area, there's an email sequence that pushes up. The book has an email sequence that pushes up. And Secret MLM Hacks has an email sequence that pushes up.
What's powerful about this is… Nowhere in this am I mentioning what I'm in.
WHY I HAVE A VALUE LADDER The reason I do that is because I have people come and apply to join my downline. It's a natural occurring thing when I provide more value to the marketplace.
The marketplace says, "Well, hey. Let me follow up with you."
So I have is a whole separate recruiting funnel.
THIS is how I age and ascend my leads. I make sure they're having success with it and then I ascend them to the next thing.
There's a group of people that reach out and say, "Stephen, what are you in? I want to be whatever you are in. I don't care what you're in."
The reason I do that is because I don't want them to go, "Well, look. I hate that company."
I chose it for very specific reasons. I want them to join me as much as they're joining the company.
A lot of people will reach out and say, "Well, Stephen, what are you in? I don't really care, I just wanna do whatever it is that you're doing."
I give them the link, and then we start the process of seeing if they're a good fit for my downline.
I'm not talking about my MLM… They’re not gonna like that. Instead, provide a lot of value to the marketplace.
I've been doing this stuff for a long time now… I've built literally hundreds, and hundreds, and hundreds, and hundreds of sales funnels. That’s what I do.
CREATING THE FIRST STEP IN YOUR VALUE LADDER But you just need ONE. If you have a book, do you have a book funnel?
Are you driving paid advertising?
Are you ascending them somewhere else?
Age and ascend, age and ascend. That's the whole name of the game.
I wanted this episode to be a little bit more eyes wide open, "This is what Stephen's actually doing. Oh, my gosh. That's so crazy cool."
I wanna toss it out to you just to give you ideas and get your wheels spinning.
If you need to listen to this a few times, I strongly encourage you to do so because this is how a marketer approaches MLM.
This is how an internet funnel builder approaches the network marketing space.
We look to see, "I've got a dream customer right here. Got this amazing dream customer." not a could-be customer…
How do I track this person?
They're living over here in this bubble on the side… How do I get them over here to my MLM on this side?
How do I get them excited or interested and come on over to me?
The way I do it is by creating value for that individual. I'm gonna solve legitimate problems.
DON’T BUILD YOUR VALUE LADDER ALL AT ONCE
Don't try and build the whole value out at once.
- The book's not out yet
- HackMLM is not live
- My Mastermind is not something that I'm offering quite yet (go to titansofindustry.com)
Go to moderndownlinecoaching.com to see this.
Moderndownlinecoaching.com will show all this to you, but it doesn't talk about my actual MLM. That's how I keep these two worlds separate and how I keep the two worlds safe.
I can still attract with speed FASTER than if I was to go to a mall. I can go and attract the dream person who's a REAL builder, and actual grower, actual runner.
How do I track them?
Let me solve problems for them.
Whether or not they join, I'm cool with that. I want it to be their choice.
I want them to want to join me.
Then BAM, I got all these things. Let me age and ascend, let me solve more problems for them.
As of right now, we're about to cross 2,000 people asking to join my personal downline (not including all the other ones below) which is really powerful.
But that doesn't mean I let 2,000 join.
It's a vetting process for me… And it's completely automated.
AGING AND ASCENDING THE PEOPLE WHO AREN’T INTERESTED Age and Ascend. What do you do with the people who are not interested right out of the gate?
It doesn't mean you cast them to the wayside. Doing that often makes people offended and they're not likely to join in the future anyway.
What do you do with the other 90% of people who are not interested off the bat? Age and ascend. Keep that in your mind.
Hopefully, this episode has been helpful. Make sure that you're going back and saying, "Hey, what is he doing there? Or how's he doing that over there?".
Be an active participant in learning actual marketing for multi-level marketing.
Very excited that you guys have been a part of this. If you could, I would love a review.
Go to smhreview.com. That's the review place where you can review this podcast. I would love an honest review.
If you freaking hate me or whatever, just let me know.
We love to know what it is that you’re struggling with, where you still are having a hard time, so that I can keep providing valuable answers.
My intent here is to HELP educate the market on WHY we are doing it like we are.
We got the internet!
Just choose ONE thing and provide value with it.
How can you capture the lead and then Age and Ascend them afterwards with the hope that eventually they're like, "You know what, what are you in?"
MODERN DOWNLINE COACHING YOU listening to this right now… You're in one of two scenarios.
The first is that you currently have an automated recruiting process that's bringing quality people to you. Quality leads, people who want to join your downline, people who wanna make a career and a real business out of this.
Maybe you have ads and content bringing new customers to you.
You may even have a product or two which you sell to attract people to you.
Maybe you've even automated it and you make money while doing everyday things.
Or the second option is that you DON’T have any of that set up… And you're trying to make all this work and tie all these pieces together, just so you can survive in modern MLM today.
If you want my help, just go to moderndownlinecoaching.com and see where to get started.
It took me a long time to get the skills to get all this moving forward, creating the sales letter and video, creating the actual sales funnel, writing the follow-up emails.
The promotion campaigns, fulfilment plans, fresh new ads. There's a lot. And the place to start on the path is different for each person.
So I created moderndownlinecoaching.com for you to check out where you should go next.
Whether you're just starting out with no product, no list and no clue what to do next… Or if you're a seasoned MLMer, a network marketer and you just wanna add more revenues and scale your downline, go to moderndownlinecoaching.com.
I don't really believe in shortcuts, but I do know you can speed up your journey on the path.
Figure out the best place to start by going to moderndownlinecoaching.com now.
I have a very special guest for you today!
Frankly, I'm very shocked that we are able to get someone with such incredible stature in this show.
SHE’S AMAZING! She's an incredible individual and we're all very lucky to have her here.
I'm not gonna say the name of her MLM. I wanna keep it very company neutral so this remains a PURE marketing knowledge place.
She…
- Has helped open 40 countries for the network marketing company she's a part of.
- Has a downline of over FOUR AND A HALF MILLION people!
- Is an INCREDIBLE person and she has a podcast called MLM Game Changer.
We're VERY privileged to have her on here today. Teresa, welcome to the show.
THE QUEEN OF OFFLINE RECRUITING Teresa Harding: Thank you!
I am REALLY excited to be here and I honestly feel really honored because you’ve been a mentor for a lot of the things that I've learned.
Thank you for having me!
Steve: That's awesome, thanks so much.
People may not know you yet or have listened to your podcast yet…
How did you get started in this game?
Teresa: Oh, my goodness, I HATED network marketing.
I thought it was almost EVIL.
There were experiences where people tricked you into coming to a meeting at their house…
They invite you to dinner, that whole thing, and I couldn't stand it!
I was not interested AT ALL.
https://youtu.be/aqn-PxmrYGE
My sister invited me to a class, and I love my sister. We're very close.
I knew I was going to go support her but I told my husband, "Look, would you please come with me? I have to go to this thing because I have to support her."
So I went and I was SURPRISED by the product. As you guys all know… Network marketing companies often have pretty amazing products.
Steve: Amazing products!
Teresa: I didn't know that at the time…
Ours is a health product. My niece at the time was two years old…
She started having some pretty serious neurological problems that were pretty scary, and someone told my sister, "Oh, you should try this product"...
And I thought, "Oh, brother, are you kidding me?"
The support and what I saw was actually UNBELIEVABLE…
So I started researching and looking into it and ended up WANTING the product but NOT gonna the business.
I started using the product and helping people with the product and I started getting a little paycheck but I WASN’T trying to build.
BUILDING AN OFFLINE RECRUITING BUSINESS So, I thought, "Fine. I'll do this for three months. I am not talking to my friend and I am not talking to my family."
Steve: Right!
Teresa: In that, I think we're kindred spirits. I have heard SO MANY of your trainings!
That's how I got involved, fell in love with it and now, LOVE…
- Helping people
- Network marketing
Steve: When did it start becoming a REAL thing for you?
You're like, "Man, this is actually something that I wanna go full-time into and get four and a half million people"?
Obviously, it didn't happen all at once… But what did that look like?
Teresa: And of course, it doesn't happen by yourself.
It really takes A LOT of people working hard together and I have a lot of amazing leaders on my team, as you can imagine.
Once I decided I'm gonna do this for three months… I'm kind of a go-getter and I always reach my goals.
My goals are always crazy high where I constantly have naysayers telling me it can't be done, and I just go ahead and do it anyway…
I don't always reach them as soon as I want.
I decided to try it for 3 months and then I went after it…
It was working and it was UNBELIEVABLE!
NETWORK MARKETING IS HELPING PEOPLE I quickly discovered that it really IS about helping people.
I built mine offline at first and it's just been amazing.
And I absolutely that you don't pressure people. It's not about chasing, hunting people down.
We are not the hunter and they are not the target.
Steve: Yeah, absolutely.
One of the biggest questions I get, and I'm sure you get it all the time, is… “How long have you been at it?”
And I feel like the thing that they're asking is, “Is it really worth it for me to go after that?”
And they're trying to find some logical reason to release themselves from the pressure of moving forward.
With that backdrop, and everyone now knowing how I feel about that… How long have you been at it?
Teresa: I've been doing this for 11 years.
At first, I was doing it part-time because I was a stay-at-home mom.
I'd never really been involved in business before.
Of course, I had skills and I had been to college… But I wanted to raise my own kids.
So, I did that and this came about right as my kids were getting a little bit older.
I would only do it part-time while they were at school or at their sports practices and things like that.
NETWORK MARKETING PART TIME For the first several years, it was very part-time… But I'm an overachiever, which is fun for me.
I would get A LOT done in the time that I had but then… As it got to a point where I could spend more time on it and I was able to do it full-time, I remember the day thinking, "Okay. Now, let's see what we can do."
At that point, I was a pretty high rank (third from the highest rank that you could achieve in the company).
I'd achieved A LOT…
Steve: That's so awesome.
Teresa is 100% the queen of offline building.
You have this down to a SCIENCE.
You're so good at it, you're known for it.
You have your own programs on that as well!
Did you learn those things? I'm sure some of it was discovered along the way…
Better tactics and methods on recruiting...
How do you start getting really good at that? Because MOST don't.
Teresa: First of all, you have to know… I am EXTREMELY opinionated about how it should be done.
The way that people pressure and try to approach all their friends and family… I did not agree with that AT ALL!
We DO have people make their list… But the way they approach is absolutely about WHAT they know that person actually NEEDS.
The thing I fell in love with when I found your online stuff was that we had been trying to figure out online for the last four years and we HAD figured it out… But not to the extent that you had.
NETWORK MARKETING ONLINE When I found your stuff I freaked out because I was like, "Oh, my goodness."
We HAD figured it out, but that was the icing on the cake!
We've geeked out over you… Over ClickFunnels… All of that.
The way that you teach online, that's exactly how you should be doing it offline.
All the things that you do…
- Attract the people who are interested
- Don't go after the people who are not interested
- Not trying to get every single person on your team
If you're worrying more about the other person than yourself… You're meeting their needs and solving their problems.
If you can solve their problems, you'll continue that journey together.
But if you CAN’T, you can still be friends. You don't need to bring up that stuff all the time.
The best compliment I ever got was when a neighbor of mine came to me needing something for a health situation.
She didn't use our product, but she knew of our product. She needed to find something for her daughter and asked if we had anything.
I told her “Yes”, I was HELPING her.
She said, "There are a lot of people in our neighborhood who do your business… My husband said, I don't want you talking to anyone else, I want you talking to Teresa because she won't hound us, and she won't bug us."
Steve: WOW!
Teresa: That's probably the most powerful compliment because that is EXACTLY how you build offline…
NETWORK MARKETING ONLINE VS OFFLINE You do the same things that we do ONLINE…
There are just some tricks to figuring out how to do it online, in the same way there are some tricks to figuring out how to do it offline…
It's just it's faster online, which is so exciting as we've gotten into that!
Steve: It's funny because the way I think about the Internet… There are a few very easy plays (like little football plays) that I think about.
"I'm gonna run that play, I'm gonna run that play."
And I just know it just works because it adds value before you go follow up with asking them to actually join.
What's one of your favorite methods for offline growth?
Teresa: We actually have some scripts that we give people for different types of situations…
So many people say too much, or say it wrong…
The nice thing about online is you write it in the funnel, then it's there and you don't mess up.
The hard part about offline is you need to LEARN how to say things… Ultimately it’s about:
- Asking them questions
- Finding out what it is that they need
In the online space, we try to touch those emotions that make them feel like we are talking to them… That's the exact same thing we're doing OFFLINE where we're finding out WHAT their needs are.
That's ONE thing that we do…
OFFLINE RECRUITING TECHNIQUES The second thing we do is, any time I meet someone… I am not trying to bring up my MLM. I am trying to get to know them, making new friends…
It's fun for me! I make new friends!
I travel a lot internationally and I make new friends. When we're talking, two things ALWAYS come up…
- Your business or what you do for work
- Health
If I saw a movie that I wanted to tell you about… I'm not gonna make any money off that movie.
But if it was so awesome, I'm going to want to tell you about it.
"Steve, oh, my God, have you seen that movie? It's awesome, you have to go and see that movie."
I would do it the same way whether or not I'm gonna make money off of that.
If it's really something that I feel that way about and I could help people with, then that's how we approach it.
Steve: That makes total sense, it is very natural with that approach. That's very cool.
One of the reasons why I started doing MLM on the Internet is because I was so afraid to talk face-to-face with people.
In that four and a half million you must have someone who's fearful of talking face-to-face?
So I was like, "Well, I'm kind of a nerd. I'll go create a system, but that's really nerdy and most don't go do that."
For all the people who are like, "Alright, Teresa, how do I go do it? I've got Steven's stuff but I still wanna talk face-to-face."
What do you say to those people who are just super scared of talking face-to-face, how do you get over that fear?
OFFLINE RECRUITING = FACE-TO-FACE Teresa: There's at least ONE person in four million… Probably every single one has been there…
Even when I was super confident and had been presenting in front of tens of thousands of people… I would still get in front of someone on the airplane and all of a sudden something would happen and I would wanna be careful not to make it awkward.
Steve: Yeah, just clam up in the air…
Teresa: That's ALWAYS a thing…
We:
- Teach people
- Do role
- Have a script that is super simple and not awkward, that anybody can use
… You could totally use it for your company.
It says HOW to offer the sample (or whatever you're gonna do) and it's so powerful.
IT WORKS. Our numbers increase significantly when we use this script.
It tells you what to say to them if they had a:
- BAD experience
- GOOD experience
We have spent so many marketing dollars on figuring out HOW soon should you respond to someone.
For example, with your email sequence, you know EXACTLY what days you're sending those out.
Steve: Boom, BOOM, BOOM!
Teresa: It's the EXACT same thing!
You give them the sample, and three days is waaay too long.
If you do it the next day, they feel like you're hounding them.
They're like, "Why won't you leave me alone now?"
FOLLOWING UP WITH PEOPLE IN NETWORK MARKETING TWO DAYS is perfect, and you warn them ahead of time.
For example, I always tell them I’m going to contact them, tell them why, and tell them how.
That sounds like it can be so dramatic, but listen to this, it's super simple…
So if I said, "Hey, Steve, you've got this thing, okay? Try it like this and I'll give you a call in a couple of days to see how it's going."
Steve: So it's seeded… I don't feel pressure.
Teresa: Now when I do call you, you're not going. "Why is she calling me again?"
You're going, "She is taking such awesome care of me. I can't believe she's taking the time to do this with me."
Just little things like that. I've seen your trainings on sales pages and the wording that you do. It's exactly the same thing, it really is.
Steve: That's so cool!
Yeah, many people have asked how do they do offline.
It's the same...
I'm not going to build a funnel, I'm just gonna do it my way. That IS a funnel.
It doesn't matter whether it's online or offline.
Funnels existed when the first caveman traded a rock for a piece of whatever.
Teresa: That's why I was so excited when I found your stuff.
You took the real way to do network marketing that is truly helpful, not pressure… And you put it online.
You didn't change it and mess up the system.
THE BEAUTY OF ONLINE RECRUITING The beauty of online is you can do it faster and reach more people.
If you can spend ad dollars, that's even better.
I have made more stupid mistakes than anybody network marketing… I am quite sure.
So I know my stuff inside and out.
I was learning the online stuff and digging even deeper, and going, “How fun to connect the two, how fun to put it together and go, wow, this is honestly moving into the 21st century!”
Steve: It's taken FOREVER!
We’VE got a lot of up-lines that are AFRAID of it…
When did you start reaching out for assistance and help and growth?
Were you consuming books and CDs and courses?
What kind of training did you consume at the beginning?
Teresa: When we first started, I'd never done this before…
I didn't have any connections in the industry and I had not had any success myself because I was BRAND NEW…
So I went to the owners of our company (who are pretty renowned) they're amazing in the industry.
But they're not used to doing what we do... But they were EXTREMELY helpful.
I learned as much as I could and I basically went to them and said, "Okay, you tell me who's making the most in network marketing and you tell me what they're doing, and then I will try to mimic that."
NETWORK MARKETING BOOKS Then started reading tons of business books, tons of network marketing books…
I can't even share my gratitude enough for the people who come before who spent their lifetime learning all these things so that I can learn in a book what it took them years and years to learn.
There's always great information… But I'm pretty opinionated about that whole pushy network marketing attitude.
And there are some books out there that are very much that way.
You will NEVER hear me advocating that. I absolutely don't think it's necessary.
Obviously, it's not.
I believe that that's ONE of the reasons our team is so massive… Because it doesn't feel that way.
I devour books and I read like crazy.
I was on Goodreads, and they had this reading challenge last year where they said, "How many books do you wanna read?"
We were living in China and I thought, “This is a busy year, so I probably better just say one book a month, even though I know I read a lot.”
By the end of the year, I had read 40 books.
Steve: What happened to your team growth when you started consuming all that training?
Teresa: Oh, my goodness!
What happens is, your team grows exponentially!
OFFLINE RECRUITING TO ONLINE RECRUITING Not just in relation to how much you're learning, because you know what it's like…
The more you grow your business, the more you have to face things about yourself that you didn't necessarily wanna face.
Steve: And it sucks.
Teresa: It's weird… It's like you hit these lids that you don't realize you're hitting until you up-level your skill in that area…
You become a better leader, you learn something more that allows you to lead better, grow bigger, and progress more.
Steve: I think of it like those rock tumblers that we used to have growing up…
Did you ever have those?
You put all those rocks in and it’s super loud, really annoying…
Then you pull it out and you're like, “Oh, that was awesome.”
The nastier the rock, the more beautiful at the end.
Teresa: Smooth and gorgeous and a color that you didn't even know.
Steve: So you started building and building and building offline (obviously) and then… And then did you start taking that offline-to-online growth?
Teresa: It's never perfect… You always have things to learn but we knew how to do that offline building, no problem.
I started trying to do live seminars about six or seven years ago because I thought, “We know how to do this, we are good at this.”
If we can get MORE people in the room, we go BIGGER, we can go FASTER.
It worked and we were starting to figure it out… I actually partnered with some people who had run massive events for people like Zig Ziglar…
But it takes A LOT of capital and you're flying the whole team out to the area, going to Colorado and all of a sudden, it hit me…
FIGURING OUT ONLINE NETWORK MARKETING You think I'd have figured this out sooner, but I was like, “Duh, if we're gonna do this, why do it live? Why not do it online?"**
That's when I started going, "Dude, we figured this out online and then, of course, we can go do live events and people will come,"
It has been so fun and so expensive until I found you guys.
We had gotten the cost per acquisition down pretty low… Lower than anyone I know aside from the people that you train.
AND THEN, I found your stuff and it was so exciting.
And in fact, we brought a little gift for you.
Steve: Oh, yeah?
Teresa: Can I share this little surprise?
Steve: Absolutely.
Teresa: We made this for you.
Steve: Oh, yeah?
Teresa: I just have to tell you that my office team, my employees have been really excited about this and they've been sharing this all over the office over and over again.
We have a segment… I won't share the whole thing here because it's too long.
The one that we're going to give you is four minutes long, but this one is just 15 seconds…
Steve: I'm so excited!
NETWORK MARKETING MAGNET Teresa: That's part of what draws people to you and to what makes you a magnet.
We have a four-minute segment that is just super-fun and I'll just tell you… We didn't have time.
We're gonna give you this and you can use it for however you see fit. It might just be fun to have as a sound on your phone.
I'm gonna turn that into my ringtone for you.
Steve: Oh, it sounds good. That's awesome!
I was speaking at an event once and there's a Q&A section at the end…
This lady stood up and she said, "I know you're thinking about apps. Will you ever make an app for all the sound effects you make?"
And I was like, "I think I'm flattered."
Teresa: That was awesome!
Steve: It's so funny 'cause I never realized I was doing it!
Teresa: It's what makes it engaging because you're so fun.
You're so YOU and you just draw people in!
Steve: That means a lot. I'm very excited about it.
Teresa: It's really fun. I hope you like and I hope you take it as a compliment.
Steve: It's a huge compliment, totally.
I will take that and blast it EVERYWHERE!
Thank you SO MUCH for being on the show and thanks for walking through this.
OFFLINE RECRUITING ADVICE Could you just give ONE MORE piece of advice for somebody who is just starting out and they're seeing this road and they're like, "Oh, man, she's been doing this for 11 years."
Teresa: I would absolutely look to the masters WHO knows what they're doing and do what they do.
Steve's trainings are phenomenal, that MLM Hacks… Oh my goodness!
The thing I love about your training is people can do this very low level.
You DON’T have to be techy and you DON’T have to be a coder.
You have trainings that allow you to go slow, but then, you take people up the ladder to go into something that is bigger.
The people who wanna go deeper, like me… It allows us to geek out over that stuff and you guide us through the process to make sure that we do it right.
NETWORK MARKETING FRONT LINE I've done this for 11 years, and I have people who wanna be on my front line…
I say, "Okay. So, if you're serious about this, I gotta know," and we go through the requirements.
The requirements are basically...
- You do it the way that I teach until you hit THIS rank
- Once you're that rank, you do whatever you want because I've seen it, I've done it, I know what works
I love the Secret MLM Hacks because you take people through the process without them having to go figure it all out for 10 years by themselves.
You've been doing this for a long time, you truly are the guru.
You deserve kudos for that, because you are helping people all across the industry and I know that this is starting a wave that is changing the MLM industry.
In answer to your question, I would say If you only wanna build online, build online.
If you only wanna build offline, build offline.
But if you wanna do both, I would recommend that you build the way you want, but make sure you incorporate the best pieces of BOTH of those sides so that you can reach ANYBODY.
NETWORK MARKETING GAME CHANGER You're gonna come across people who simply say, "I wanna be on your team."
Steve: Yeah, a lot.
Teresa: You don't build offline because you build online… But you end up having to handle it offline and you're just good at it.
This might sound weird but… One of my tricks is to belittle the goal so that it's not so massive in my mind that I'm like, "There's no way I can go pull that off."
If I try to consume and understand and plan for all of it at the same time, there's no way! You get stressed out.
At the beginning, when I first started this, there were no podcasts.
No one was talking about this angle of it and it's cool to see how 180 degrees that is now.
I have bought your packages, I know your stuff and I'll just tell you… It changes the game.
Steve: That's awesome, thank you so much.
Thanks for being on here!
Where can people find you? Besides MLM Game Changers ←- Everyone go look at the podcast.
Teresa: The podcast, MLM Game Changers and we also have teresahardingmasterclass.com.
We have pre-registration there for a FREE Master Class that we do, teaching people how to combine the online with the offline.
I give shout-outs to Steve all the time.
There are certain people online that are THE BEST OF THE BEST.
Steve is one of them.
Steve: Thanks so much!
Teresa: Thank you for having me on.
Steve: Thanks for being on the show!
Everyone go check out and follow Teresa Harding. She's amazing!
She's the Queen of the offline bill.
TO RECRUIT ONLINE OR TO RECRUIT OFFLINE… To recruit online or to recruit offline… That is the question.
By now if you listen to the show at all, you know I focus heavily on methods to recruit online in largely automated ways.
But what if you don't know what to do with speaking to somebody face-to-face who's actually interested?
- What do you do?
- What do you say?
- How do you keep the conversation moving?
- When should you follow-up and how often?
- Who should you pursue and who should you move on from?
Frankly, and totally honest, I'm good at all that online stuff.
But if you're like me, you might be a little bit of an introvert in the real world.
Whilst sales and marketing online is still sales and marketing offline, the mechanics are a little bit different.
I'll be an expert in what I am loudly, but I can't pretend to know all of these offline methods because I don't.
Who better to introduce you to, than the Queen of offline recruiting herself, Teresa Harding.
Teresa literally has MILLIONS of people in her downline as you listened to this. She's an offline recruiting EXPERT.
However, several months ago, she ran into my programs online and said exactly what you heard in my interview with her. "Steve, you did what we've been trying to do for 10 years."
If you wanna check out the same programs Teresa Harding has, go to listentoteresa.com and watch the free web class now.
Kind of like salt and pepper, Teresa and I are excited to finally collaborate a little to show you your individual strengths.
She'll teach you OFFLINE recruiting, I'll teach you ONLINE recruiting.
If you're ready to learn more of what Teresa did from my programs just type in, listentoteresa.com.
I wanna teach you a little bit more about HOW to create ads or write video scripts for products you’re promoting in the MLM space….
About a week ago, towards the end of the day, I knew that we were gonna go do a bunch of filming the next day for some funnels that you guys will see us launching soon…
In fact, I'll tell you about one of them today.
I thought, “What could we do to make a video that's off the top crazy?”
Whether you're brand new in MLM, network marketing, or direct sales, whatever you choose to call it… We're all basically commission-based salesmen.
Whatever it is that you are going to choose to sell… Understand that as a marketer you are a NOISEMAKER.
Some people have gotten mad when I've said in the past…
They're like, "Hey, look, there's enough noise out there all ready in this planet, Steve, and I don't need to be making more of it."
I'm not saying make noise for noise's sake…
CREATING SUCCESS IN MLM
I have a bunch of quotes on the ceiling in my office…
I ran out of wall space because I’ve got whiteboards everywhere… So I started putting my quotes on the ceiling.
There is a quote up there that says, "When you open your mouth, you are either contributing and adding value or you're just making distraction and noise and nonsense"
What I'm saying is, by making noise, do things of value.
That's what we ask ourselves frequently here in this office.
There's several others that work here now… And we will all sit down and start thinking, “What could we do that would cause positive good noise that brings attention over to what we're doing?”
It's been great and it's been a ton of fun doing that. We come up with some pretty aggressive things sometimes.
I live in Boise, Idaho, right next to ClickFunnels. We had this idea to go 30 minutes away to this place where we could SHOOT.
I shot a lot of guns growing up and I was in the Army for about four and a half years… I just love guns. Guns are fun when you're safe with them.
I was like, "Let's do something with guns. Let's do something that's big and aggressive,"
We decided to go to these places and start shooting some guns and we brought our videographer with us so we could start shooting.
Shooting with a camera but also shooting with a gun…
I wrote this script… The purpose of the script is to go in and ruffle some feathers around a lot of false beliefs in the MLM space.
I wanna read the script to you real quick so you can see how I wrote this…
ADS FOR SUCCESS IN MLM
With any script that I write EVER… Whether it's for the Secret MLM Hacks Webinar (if you guys wanna see that, go to secretmlmhacks.com) or anything really... I always step back and think about my target audience.
Whether you're:
- Selling product
- Trying to recruit
- Building or selling the products
… Think about the mainstream things.
What are the mainstream things that my dream customer believes right now and I KNOW are WRONG?
Then what I do is become the OPPOSITE of that in the ad or in the script.
It's one of the EASIEST ways to get a lot of attention.
Let's say that you were gonna go speak to a bunch of bodybuilders and you're selling them a CrossFit program…
What are all the beliefs that a bodybuilder has that you know are WRONG that could be hurting them?
I'm gonna bring that out in the ad and become the exact OPPOSITE of it.
I am the ANTI of that thing… Openly, loud and proud!
You'll see what I mean as we go here…
So what we did was…
- Bought a shotgun
- And we bought Tannerite
… If you don't know what this stuff is, it's an explosive (it's legal). We got it from Dick's Sporting Goods.
I went to a party store and I got tons of stuff…
- A full-board cutout of Superman
- Hans Solo
- A hundred-pound, old-school TV that we've just had sitting on the side of our house forever… this thing's sooo heavy
- A really old Mac computer
- Lots of spray paint
We drove out to this place (it was a super nice day) and we went out to this clearing…
THIS is the script that I wrote…
NETWORK MARKETING ADS SCRIPT
It starts out with me standing in a field…
"Is success in MLM even possible today?"
What's cool about starting anything with a question is that questions hijack brains.
If I was to ask you a question like, "Are you really actually gonna be successful in your MLM right now?"
By default, you can't NOT think about that. That's WHY questions are such a powerful opener.
"Is success in MLM even possible today?"
And then it backs out and I'm standing in this field with a TV…
"Well, let me ask you this..."
It's kind of like those Geico commercials… "Could Geico really save you 15% on car insurance?”
"Could a woodchuck chuck wood?"
And then it goes to a woodchuck throwing wood…
There's A LOT of fast cuts in this…
"Is success in MLM even possible today?
Well, let me ask you this…
Will this old-school, hundred-pound TV explode with only four pounds of Tannerite under it?"
Then it zooms away to us shooting the Tannerite and the TV flips through the air and explodes… It's really awesome!
The shockwave was huge!
"I'm Steve. MLM is stuck in the '90s. Hello, the internet is here!"
And it's all these cool little cuts back and forth.
"MLM is loaded with old-school methods like the three-way phone calls... "
If this offends you.. Don't get offended. Watch what I'm doing.
IS SUCCESS IN MLM EVEN POSSIBLE?
We zoom to me standing in a Walmart parking lot and I take a step up to Colton (the other owner of Secret MLM Hacks) and go…
"Hey, this guy's gonna make us a bunch of money. I don't know how, but we gotta three-way call now.”
He picks up a book and slaps me and I have a delayed reaction. I'm going hyperbole, slapstick, kind of over the top because I know that this is gonna be a touchy…
I don't do three-way phone calls. I'm not saying that you CAN’T… I'm just saying I didn't wanna do that so I built my own system that recruits for me.
In the last four days we've had NINE people join… Who I haven't spoken to but they're getting trained at this insane level because I automated the training.
I'm going through three things, three methods, that I KNOW MLM believes will cause success that I don't really agree with…
I said, "It's filled with old-school methods like the three-way phone call, making a huge list of uninterested family and friends and bugging them."
Then it goes to me on a whiteboard writing down:
Total Facebook friends = 2,047
Total MLM leads = 2,047
Then I look up to the side and go, "What island should I buy?"
We've all been there and that's why this is really aggressive.
MARKETING FOR SUCCESS IN MLM
Then I said, "And finally, fake home parties."
And we set up a home party and people are wearing party hats. They're sitting there and I stand up at the front…
Guys, this is REALLY controversial. If it's pissing you off, you need to watch what I'm doing and model in your MLM.
I'm not trying to be offensive for offensive's sake…
If someone gets offended by it, that's not the goal. I'm not trying to do that…
I'm taking the mainstream beliefs, the methods that people believe are required in MLM and becoming the OPPOSITE of those because I don't agree with them.
So if you're thinking about your…
- MLM
- Product
- Opportunity
If you don't know who your target dream customer is… That's why you're having a hard time selling in the first place.
Whatever your dream target customer believes will give them success, and you're like, "No, no, no, no, no.”
"You’re taking that supplement."
"You have that insurance plan.”
"You having that retirement thing."
Have you told them that that's not true at all in a very memorable way?
This is what I'm doing with this…
I said, "Finally, the fake home party."
We set up a home party and I'm going waaaay over the top in the video. It's hyperbole but it's to cause a point.
"Hey, everyone, thanks so much for coming to my home party. I can't wait for you to buy my stuff and fuel my retirement and future because truly I never learned how to sell."
Then my buddy, Colton, stands up and he goes, "This party sucks!"
He slams something on the ground and then reaches out with the book again and slaps my face, with a delayed reaction.
THE MLM FUNNEL AND NETWORK MARKETING SECRETS
This is spicy, and it's meant to be edgy… That's partly my personality.
If you don't want to be that way, you don't HAVE to. This is just something that I did.
"This party sucks!"... Then it zooms to me in a studio. It's all nice, and I'm standing in front of a camera.
I go, "Hey, look, I'm serious but joking. The point is us full time internet marketers are playing the MLM game completely different than what you've been taught by your upline,"
I said, "To be clear, YES, I am building actively in an MLM.”
I HATE it when I find out someone that I'm learning from is NOT actually doing the thing that they're teaching. There are tons of MLM gurus that are out there like that.
Now it zooms back to me with a shotgun and I'm walking… “Yes, to be clear," and I load it "I am building an MLM actively right now. I'm a participant in this place,"
"YES, I'm using the internet to grow my MLM."
I look over and point at this old-school Mac. We sprayed “MLM + WEB?” with question marks all over it.
"You can do that in MLM? YEAH YOU CAN! I'm doing it right now."
Then I blow a shotgun round through the center of the computer. It was really fun.
And then it was zooms out to me looking at it… A little bit further away Colton's loading a big rifle.
MYTHS ABOUT SUCCESS IN MLM
I turned around to the camera and I say, "So the whole myth that you can't use the internet to grow what you're doing..."
Then as we both look over and Colton lines up, and goes, BOOM!
We shot five pounds of explosives under this TV, and it went flipping through the air and I said, "Myth busted, that's crap."
I'm taking ALL the things that I've seen people believe about MLM constraints…
I don't talk about my MLM on here… I don't name it. That’s one of the reasons I can do it.
A lot of you come join my downline because of how many tools we have for you afterwards. You learn waaaay more about that in Secret MLM Hacks.
I tell them, "Guys, how I'm using Facebook funnels and the internet that might surprise you… Now I personally sell programs, and books, teaching my own MLM methods. I honestly just wanna make a cool video to tell you about another fascinating book that'll help you make the transition into modern MLM."
What I'm doing in the video is I'm promoting Russell's new book called "Network Marketing Secrets".
I tell them, "Go to The MLM Funnel, themlmfunnel.com and get your copy from me".
"Get your copy of 'Network Marketing Secrets' and there's a bunch of cool bonuses there. It's called 'Network Marketing Secrets' by Russell Brunson."
"While old-school MLM tactics CAN work..."
Now we're zooming back to a rock face and I have a huge cardboard cutout of Superman and Hans Solo…
I said, "It's like putting Hans Solo against Superman. Hans Solo was cool 30 years ago… CGI is here!"
HOW TO HAVE SUCCESS IN MLM
"We do MLM differently. ‘Network Marketing Secrets' and the programs that I share with you will teach you HOW we're really doing MLM online, automated, without talking to anybody."
“I'm not removing the person from this business. I have other MLM automated programs teaching HOW to do this and I'm hoping you buy this book and make fat stacks of cash and use some of it to come buy my programs in the future."
How evil of a plan is that?
And maybe you join my team… "Here's what you're gonna get…”
Then I go through and I give them a really cool offer. I'm giving them one of my recruiting funnels if they buy the book through my link.
Same offer's for you, by the way. If you guys go to themlmfunnel.com it will take you over there and you'll see what the offer is.
I recorded myself building a recruiting funnel in front of a live audience. They get that video course so they can see how I built all the pages… Then they get the actual funnel itself.
If you don't have a ClickFunnels account, it will give you a two-week FREE trial when you click on the link.
I give them the program that I train my downline with once they join me. That way they can see HOW I do it so they can go do it in their own MLM.
SUCCESS IN MLM IS NOT CUTE
I don't wanna marry my downline… The point for me is to build an ASSET… Not a job.
Therefore I should automate certain things that I do all the time. If I'm doing them all the time, it's the same thing over and over again. Why on Earth would I not put a system in place to automate that?
I give them a discount ticket to OfferMind, which I'll invite you guys to come to. It's September 2nd and 3rd. Russell Brunson will be keynoting at that. I teach you how to make a sexy offer so that you actually can outvalue your upline and downline.
I said, "Sure, you may love the cute way your MLM has taught you to recruit and sell…”
Then I pick up this panda (it's a pinata) and I say, "You're right. Things that are comfortable can be really cute. But what has cute and comfy actually done for you?"
And then it's me slamming the thing on the ground and ripping the head off of it.
It's a really aggressive ad. Go to themlmfunnel.com, because that’s where this video is going to live. You can go watch the whole thing.
"But, Steve, if it's not broke, don't fix it."
"No one's buying hundred-pound TVs anymore. MLM has changed."
There's an analogy that I gave… You probably saw it in this past four-part series that we just did.
It's not that the way MLM teaches you traditionally CAN’T work… It's like putting a Prius against a race car down a drag strip. It's so much faster.
I can auto-pitch people like crazy… Far more than I ever had time to do.
HOW THE BIG GUYS HAVE SUCCESS IN MLM
We're well over 1,500 people asking to join my downline. I didn't recruit them all because I chop a lot of of them out because it's a REAL application. But 1,500 people have asked to join my downline in the last year and a half.
Learn this stuff. That's why I do this show. I know it's controversial and I know it pisses people off… Usually it's because they don't know HOW to do it and then I freak them out.
Whatever, it works. We're doing it. Tons of people are. I've had multiple people recruit several hundred in a month. Just in the Secret MLM Hacks program, not my downline alone.
Internet is part of the MLM future.
It's the way the huge guys have already been playing it. They're just not teaching you that.
Then we shoot back over to me… Colton and Austin are standing on a rock with confetti rockets.
I say, "So, congrats." BOOM, and we all shoot the confetti out. "Throw a party because you're about to learn how the big MLMers are actually playing the game."
Then I say, "Click the link below "o get all those cool bonuses and get the book and we'll ship it on out to you."
I just wanted to break that down so you guys can see HOW we do that. If you wanna see the actually final video go to themlmfunnel.com. It is meant to be shaking.
MARKETING AND CHANGING BELIEFS IN MLM
A marketer does not nothing more than change beliefs in order to cause a sale. That's what marketing is.
It's not…
- Logos
- Slogans
- Ads
… That's all part of it, it's an appendage. But marketing itself is changing beliefs with the intent of a sale to happen.
The first two MLMs I was in were like, "Okay, let's do some three-way phone calls. Make a huge list of your friends and family. And, by the way, you might wanna think about throwing a home party."
I did those things! The three-way phone calls, the fake home parties, I made a huge list of uninterested friends and family, and it was extremely embarrassing.
I still have soured relationships to this day because of that, and I hate it. I will fight it. It's the reason WHY I created such an intense ad.
Go and check out themlmfunnel.com.
For those of you who are like, "I don't know if I should be in Secret MLM Hacks yet." Probably going to themlmfunnel.com is the place to start with if you're not ready yet.
If you are wanting to go full swing, like, "Stephen, I'm ready to do this. Let's make this an actual asset." Go to Secret MLM Hacks and buy the program.
We're about the raise the price on it because it's freakin' incredible.
Go to themlmfunnel.com. If you're limited… That's fine, the book's $7 and it omes with all those bonuses.
When you go to themlmfunnel.com, I beg you to buy SLOWLY, so you can watch through all the things that I'm doing inside there.
CHECK OUT THE MLM FUNNEL
Probably the biggest question I get is: “Steve, how are you using the internet for your personal MLM today?”
To be clear, I am, but it's HOW that matters, and it's HOW that you're probably interested in.
Facebook doesn't easily let you drive ads to MLM, and most MLMs won't even let you say their name on the internet, which is stupid.
Despite those and other forces, I am using the internet to grow my personal downline and sell products.
MLM is changing, and you're probably feeling that, right? It's why I created a little mini-course in a bundle… To show you HOW I'm doing this all today.
It's called The MLM Funnel and you can get it at themlmfunnel.com.
I'm doing this because you might not know WHERE to start in all of this and, secondly, because there's a cool new book by Russell Brunson called Network Marketing Secrets that I want you to go get.
He's a cool guy, so I'm talking about this book a lot lately. I'm also going to give you a little bribe so you go get the book through my link.
How evil of me.
When you go to themlmfunnel.com and get Russell's new book, Network Marketing Secrets, I'm going to give you my Pre-built Recruiting Funnel Template, the Hack MLM Downline Onboarding Course, which is how I auto-train my downline when they join my team.
ALSO, a discount ticket to my next event called OfferMind so that you can learn to outvalue your upline and downline.
If you want all this for FREE, just go to themlmfunnel.com now and get a crash course into prebuilt funnel templates that I'm using with my own downline now.
Again, just go to themlmfunnel.com and buy Russell Brunson's new book there, and I'll send you all those bonuses for free.
I want to share with you a project that I've been doing here… I bought themlmfunnel.com and I want to share with you the Funnel.
If you're reading the blog, that's great… But I would come and WATCH this one.
I have my whiteboard here and I spent quite a bit of time drawing this funnel.
Back in the day, I used to build my own funnels… But now I have a team.
I draw the funnel for the team, and I record myself going through it, and then I say, “Okay, go build it!”
What's cool about that is… Stuff that gets done WITHOUT me!
It's one of the ways they created leverage.
THE MLM FUNNEL
I create TWO different kinds of MLM funnels…
- A funnel to sell product
- Another funnel to sell the opportunity (to recruit)
If you've never taken the Secret MLM Hacks Program, go to secretmlmhacks.com, and you can actually see the companion to this show.
It's actually a program, and this show is to help facilitate that program as well.
When I need to promote something that I don't own the checkout for… That's all MLM is!
I remember the first time I realized that I’d get in trouble both with my MLM, Facebook, and all these other ad platforms, if I take my MLM product and I drive ads to it on Facebook.
Can't do that.
For the most part, you're not allowed to do that. Facebook hates the use of MLM online, and I totally get it.
It's because no one knows how to do it RIGHT… And they go take selfies in the gym…
Caption: Working from home today!
That sucks. I hate that. It's the dumbest type of marketing ever in my opinion!
I want to teach HOW to sell things on the internet with the funnel that's very easy to use.
It's literally ONE page.
This one-page funnel made me $110,000 in the last six months!
I've made $110,000 as an affiliate for somebody else.
What you have to understand is: The affiliate model on the internet is the exact same as the MLM model.
I have tons of people who are affiliates for Secret MLM Hacks because it's the same model.
You are not allowed to do affiliate products in a lot of places… Just like MLM…
So, what do you do?
AUTOMATE SELLING YOUR MLM PRODUCTS
I wanna teach you how this model is very easy to use to sell your MLM's product.
THIS is a powerful episode and I want you to buckle up...
You may want to come to YouTube so that you can see what I'm gonna draw here on my whiteboard.
As I bring it in… I'm nervous that someone's gonna have a heart attack.
It might look crazy, IT’S NOT. It's actually super simple.
It's more that I'm a messy drawer… It's not a messy model at all.
If you don't know what a funnel is… A funnel is just a sales process which you can automate.
- I can automate ways to get leads
- I can automate ways to get sales
This is how I automate when I DON’T control the cart.
You have NO control over the checkout process when you send people to your link.
THIS is how you can still have a massive impact on your sales AND... If you have never taken a Hack MLM Program, go to hackmlm.com and it walks through this in depth.
If you're actually serious about it and want to get these systems for yourself, go to secretmlmhacks.com and get this program.
This is why it's been such a big deal… It's because I flip a lot of these models on its head.
- I don't use the way upliners teach MLM
- I've never done a home meeting
- I've never done a hotel meeting
- I don't do phone meetings
… I auto-recruit pretty much DAILY!
FREAKING OUT OVER THE MLM FUNNEL
I don't want anyone to freak out or anything but I want you to take note of the process I go through to create a funnel.
- This works if you are trying to recruit
- It also works if you're trying to do products
I would use this funnel that I'm about to share with you to SELL products.
I can use this to promote something that I don't own the cart for… This is the MLM FUNNEL.
If you go to themlmfunnel.com, this is what you're about to see when you go there.
*No one have a heart attack or anything*
THIS is why it works for MLM… When I don't own somebody else's product, what are all the things somebody's going to struggle with?
What are all the things somebody's going to struggle with when they buy the other person's product through my link?
And I come up with my own OFFER.
Think about this for a moment…
There's a really cool book that Russell Brunson just put out called Network Marketing Secrets, and I created this funnel to promote that book.
It’s the exact same model to go sell MLM products with… There's no difference!
I keep telling everybody it's the same thing as affiliate marketing online!
- You don't control the cart in both scenarios
- Both times, you get paid off of commission
In MLM, you are a commission-based salesman. There's freedom when you accept that.
What does that model look like on the internet? Let's take that model and go pull it into MLM. This is what Secret MLM Hacks teaches.
NEW NETWORK MARKETING SECRETS BOOK
Some people think they need to be techy… I'm not techy. I use ClickFunnels.
Drag and drop. Click. Save. DONE.
THIS is what I drew for my team.
I am selling Russell's new Network Marketing Secrets book and I don't control the cart… I don't control the checkout at all. This is Russell Brunson's page.
How do I promote that when I don't own the cart?
This is the same problem in MLM.
There’s a really easy solution… You create what's called a BRIDGE PAGE.
THIS is a bridge page…
I'm gonna send traffic to this page first, and THEN incentivize them to go buy through my link… It's really easy.
All I do is… I think to myself, “If people go buy a book like Network Marketing Secrets from a guy like Russell Brunson… What are some of the questions that they are gonna have? What are some of the issues that they're gonna experience when they buy it?”
- They might have the problem of wondering how on earth to create a recruiting funnel
- They might wonder how to go create a product funnel similar to the one
If they're like, “Stephen, I'm not a funnel builder”... That's fine. I'm a funnel builder NERD.
I'm a geek so that YOU don't have to be… Which is my positioning in this marketplace.
If I'm gonna go do this, I wanna know HOW should I train my downline on this stuff…
WHAT YOU LEARN IN SECRET MLM HACKS
Let's think about this then… I call this my 30-day downline trainer.
Here's what you need to do in the first 30-days of my downline to be successful.
I'm not JUST teaching about the MLM… I'm teaching them how to go set up recruiting funnels (which is really awesome and where a lot of the power of my downline has come).
I just teach them the same thing that I've done.
People might want to know MORE about how to publish and create content that makes them an attractive character on the internet… THIS is my publishing keystone.
I'm starting to think through WHAT ELSE I could add to the thing that I'm promoting.
THIS is why I outvalue my upline and downline so well. I look at the products that my MLM sells and I'm like, “What else other value can I add and go create?”
And if I don't know how to do something, somebody else does.
This game is not about YOU being prolific and amazing and brilliant in every instrument in the orchestra. This is about you being the maestro. Just be the orchestrator.
You're the conductor, baby!
That's all entrepreneurship is… Knowing HOW to guide everything.
I don't know how to do most of the things that my business does…
Some people get mad about that…
That's what the Secret MLM Hacks Program teaches you.
I might wanna go in and help people know, “You can actually get a discount ticket to my next event if you buy this through my link.”
If you go to themlmfunnel.com, you're gonna see this.
AUTOMATE AND MAKE A LOT OF MONEY
I think through this offer ahead of time… What am I gonna send them to when they buy through my link?
I've made A LOT of money doing this. This strategy is really freaking easy.
Most people are like, “It's different for MLM”. NO IT’S NOT! Suck it up!
I get so sick of that. IT’S not different. WE’RE different…
BUT 99% of it is the same thing.
- Same flesh and blood
- Same ideas as everybody else
That last 1% is what makes you YOU.
I always ask myself, “How I can add value to whatever it is I'm promoting”... And then this is the funnel I go build to support it.
That's not ALL of the offer… But that's A LOT of the offer.
If you go to themlmfunnel.com, you'll see what I'm talking about.
Just a side note…
Hopefully you enjoyed the journey with me. I hope this whole thing has helped awaken your mind to WHAT actual MLMers do to sell a lot. I
t's not home meetings. That's sooo 20 years ago. I'm not saying you can't be successful with it, but it's just a lot harder and you have to go through a lot more failure and rejection to do it.
I don't experience very much rejection.
The next step is… If I want to get them over to the page where they can BUY Russell Brunsons Network Marketing Secrets… I want to incentivize them to buy through my link.
It’s the same freaking scenario as if I'm going to promote my MLM's product… SAME THING!
I teach you how to create a unique recruiting offer in Secret MLM Hacks amongst a ton of other stuff.
THE NETWORK MARKETING SECRETS GOAL
The goal is not to be better than your upline or downline… The goal is to be DIFFERENT and NEW.
That's subtle but extremely important, and you’ll make a lot more money.
Go to themlmfunnel.com, open up a new tab and follow along with me and you'll see exactly what I'm talking about.
The first thing you'll see is I have a video walking people through WHAT they're about to see.
“What's up, my name's Steve Larsen. I'm a huge fan of network marketing, MLM, whatever you choose to call it. I'm a huge fan of Russell Brunson. I'm a huge fan of funnels and automation and building real assets. I want to incentivize you to go get the book that is on the very next page. You could use anyone's other affiliate link to go get the book… But I want to really incentivize you because I want to thank you for getting it through me. What I'm gonna give you is this…”
The section below describe what you get from me when you choose to get it from my link.
This is the same thing I do in MLM.
THIS works and my MLM is begging me to come in and build this for the entire MLM now.
I was taught to go talk to friends and family… And if they're really interested in it, there's nothing wrong with that. I don't have a problem if you go talk to your friends and family…
But only if they are the kinds of people who WANT it, not NEED it.
Go to secretmlmhacks.com and watch the web class to see what I'm talking about with that.
CHECK OUT THE MLM FUNNEL
If you go to themlmfunnel.com, you'll see the first thing in there is a video that says exactly WHAT I'm saying right now…
I walk them through what they’re going to get when you buy through…
- My MLM
- This other person
- The cart that I have no control over
You're gonna get X, Y and Z.
No one buys because of the PRODUCT… They buy because of the sales message.
This is what Secret MLM Hacks teaches you to do.
I tell you what you're gonna get from Russell… But I wanna sweeten the deal even more…
I'm gonna give you this and I'm gonna give you this. I'm gonna give you this… I go through my unique product offer. It's all the stuff that I was just walking you through.
I actually give you this funnel… It's on ClickFunnels. I give you this funnel when you buy through my link. I give you a ton of stuff. It’s such a sexy offer.
Then I walk through and I talk about some cool testimonials about that book (you all have testimonials about your MLM product) and then some testimonials about me… I'm not some crazy psycho… I actually have some stuff to say.
Then I make cool product images… And any single thing they click on here opens up a little popup that they register on.
It says, “Hey, put your email here so I know where to send your bonuses when you buy through my link.”
As soon as you put your email in right here, it forwards you to my link.
MY NETWORK MARKETING SECRETS OFFER
It's just one step in-between. But there's a very special little secret sauce on the inside of this that makes it work that well…
I add anybody who puts their name and email on here onto an email list… And I email them REALLY valuable content that you otherwise would have paid for.
If you guys go to secretmlmhacksradio.com, there's five FREE videos that you get to help you understand WHY this is so different?
They're old school videos. I did them four years ago… I'm not as good on camera as I am now, but it's still good content.
At the bottom of each of these pages is my affiliate link or is my MLM link… And I'm pushing them back to, “Hey, do you like that video? You're gonna get way more if you just use my link below to go get hooked up and go get your stuff. Anyway, you want all those bonuses still? Oh, awesome, all you've got to go do, click the link down below and go push over.”
The titles of these videos are the kinds of things that I know everybody's been wanting to learn from me. It's the stuff that I teach in Secret MLM Hacks.
Not all of it… I'm not giving away the farm. That would be dumb… But I do give a lot of it away.
Three things you actually control in MLM. These are the three things you actually control in MLM because you don't…
- Own the product
- Control in your own position
… At any moment, they could snap their fingers and your position is gone. Not to freak anyone out, but that's the reality.
ADDING VALUE TO NETWORK MARKETING SECRETS
Let's be real and understand what you do control. That's freaking valuable.Then I just remind them, “By the way, go get the book through my affiliate link down below, and here's a reminder of the things you'll get from me if you go do that.”
I'm leading with value… Not hounding, hounding, hounding, hounding, hounding.
That's how Eminem got his bad rap.
I'm not gonna try and fake it. Lead with value!
The next day, I I tell them WHY my team is so unique and I teach them the model that my team runs under. I don't think I've actually walked through much of that on this show…
The next page is the same thing… I teach them how to generate sales even if no one buys from them.
That’s one of the ways that my door stayed open when I was still brand new for so many years. It's a really powerful concept.
The next day, I teach them how to combine two different industries in MLM, which is what I've done and why it works so well.
I don't know why no one really does it….
People do NOW because I've been harping like crazy.
I've tried to be the biggest wrecking ball in the MLM industry.
Let's use the freaking internet. If I can't do what I want to in Facebook, that's okay. That doesn't mean NO, it just means NOT LIKE THAT.
Sometimes my MLM doesn't want me to say their name on social media because they wanna control it… I get it, but that doesn't mean NO. It means NOT LIKE THAT.
AUTOMATE AND OUTVALUE
So, how can I do it? That's what I've been solving over the last five years. I teach them that model. That's one of the videos that they learn.
“By the way, click down below and it's gonna come over here, and when you buy the book through my link, you're gonna get this.”
That's what we do for MLM products. “Go buy it through my link and you're gonna get all this insane, awesome stuff that you would not get from anybody else.”
I'm literally outvaluing my upline and downline.
They can go do it on their own, but it means capitalism is back in play, baby.
May the best man win.
Let's add more value to the customer instead of trying to hunt him down and hound him.
Not everyone's like that.
In the next one that goes out… I talk about the wealth formula and one of the easiest reasons why I believe everyone should be in networking marketing.
Everyone should be in MLM.
In each and every single one of the emails that are going out to them, it's saying, “Go watch the next FREE video in our little mini-course”.
Every single one of them is reminding them to go get it. Now I get to leave with value, and I get to leave with real testimonials about this.
I know that my MLM might have a hard time if I do testimonials about them, so don't do it. Do it about you.
Are you psycho? No?
If you’ve got testimonials of other people saying that about you, they're really powerful.
There's really easy ways to build viral aspects into this funnel. There's really easy ways to build tons of social proof, to auto-collect and auto-repost reviews all over social media profiles.
NETWORK MARKETING SECRETS MAILING LIST
There's fascinating stuff that you can do with this… The problem is that people will discount it and be like, “It doesn't work, my MLM won't let me.”
MLMs don't let anybody just promote their actual thing… So don't. You add something in-between.
You build a list… Then you market to the list.
And it might be that you keep doing emails, and it might be on like day seven that you actually break even on your ad traffic… But then it's pure profit.
Anything they buy AFTER that is pure profit. It's one of the easiest models… It's one of the most old school affiliate models I use in MLM and it's been working really, really well.
If you want to see this in live action and see the actual bonuses, go get a book called Network Marketing Secrets from Russell Brunson himself (who was number one in two MLMs at the exact same time).
Go get the book… But I'm asking you to go get it through my link.
YEAH, I'm pitching you… But you're gonna get all this cool stuff. I actually recorded myself building, live, in front of a live audience, I recorded my screen building an auto-recruiting funnel.
You also get “How I go and build systems to auto-train those that I'm bringing in”.
I HATE it that no one was really helping me out when I first started.
I also teach you guys more about HOW I publish.
- Go to iTunes
- Type in MLM for podcasts
- Notice how many new podcasts are showing up
… Those are my students, baby!
NETWORK MARKETING SECRETS SEXY OFFER
You guys are gonna get a taste test of that and WHY it's been working for FREE when you guys get the book through my link.
You're also gonna get a discount ticket to my next even. There's two events that we have coming up… One of them is called Hack MLM Live.
It's the https://themlmfunnel.com/waitlist event that I will definitely invite you to… But that's not ready yet. It's almost like a workshop, so I'm not just gonna lecture. You have a chance to actually build a lot of the stuff at the event.
The other one I do is called OfferMind. OfferMind teaches you HOW to create sexy offers (very important for the strategy I just taught you).
It teaches you to create sexy offers, and Russell is going to keynote.
Russell Brunson will be keynoting at that event.
It's in September. You’re gonna get a discount ticket to that when you go and get this as well.
Go to themlmfunnel.com, and you will get product funnel AND recruiting funnel.
It's not the same thing as in Secret MLM Hacks, don't worry. I'm not giving away the farm.
Go to The MLM Funnel, go check this out. I'm incentivizing you to go get the book through my link.
And get freaking ClickFunnels! It's the power of a dev team in your hand for $97 a month.
When you download this funnel, it'll give you a FREE trial. I get to do all this stuff and automate so many things in my teams because of this.
THE MLM FUNNEL IS HERE!
If you didn't watch this on YouTube, I still strongly suggest that you do.
Go to secretmlmhacksradio.tv and it will forward you to the YouTube channel. I would watch this one because what I'm drawing here is very powerful.
Hopefully you guys enjoyed the episode. Go to themlmfunnel.com (which is super cool that I own that).
You’ll get a lot of training on how you can use this in your own MLM. I don't care which MLM you're in as long as you're able to go in and actually treat it like a real business.
I would love, love, love, love to be able to have you guys go grab this book and be able to help build your actual business, a real asset.
I believe MLM is so cool because when you get it to a certain point, it grows on its own. The ball grows and grows then it suddenly starts rolling down the hill… And then it just kinda takes off on its own and it explodes.
Then you have a real asset that's very powerful.
Probably the biggest question I get is: “Steve, how are you using the internet for your personal MLM today?”
To be clear, I am, but it's HOW that matters, and it's HOW that you're probably interested in.
Facebook doesn't easily let you drive ads to MLM, and most MLMs won't even let you say their name on the internet, which is stupid.
Despite those and other forces, I am using the internet to grow my personal downline and sell products.
GET NETWORK MARKETING SECRETS
MLM is changing, and you're probably feeling that, right? It's why I created a little mini-course in a bundle… To show you HOW I'm doing this all today.
It's called The MLM Funnel and you can get it at themlmfunnel.com.
I'm doing this because you might not know WHERE to start in all of this and, secondly, because there's a cool new book by Russell Brunson called Network Marketing Secrets that I want you to go get.
He's a cool guy, so I'm talking about this book a lot lately. I'm also going to give you a little bribe so you go get the book through my link.
How evil of me.
When you go to themlmfunnel.com and get Russell's new book, Network Marketing Secrets, I'm going to give you my Pre-built Recruiting Funnel Template, the Hack MLM Downline Onboarding Course, which is how I auto-train my downline when they join my team.
ALSO, a discount ticket to my next event called OfferMind so that you can learn to outvalue your upline and downline.
If you want all this for FREE, just go to themlmfunnel.com now and get a crash course into prebuilt funnel templates that I'm using with my own downline now.
Again, just go to themlmfunnel.com and buy Russell Brunson's new book there, and I'll send you all those bonuses for free.
MANY people find the reason they aren't making it has nothing to do with the opportunity they're in. The real issue they've never been able to pop out their own plan and have confidence in themselves enough to follow through (ouch - truth moment)...
I wanna teach you guys a little bit more about how I chose the next step that I needed to be focusing on…
I'm actually in Temple, Florida right now but I live in Boise, Idaho. I grew up in Denver, from the age of 5 till I left the house.
And grew up in Denver (Little Sand Colorado) and had a ton of fun growing up there. I love golf courses! I actually don't golf that much so it's kinda funny for me to say that...
But we grew up on the back nine of a public golf course and coming back to this place in Florida always reminds me of growing up.
I'm actually in this building where we’re doing a speaker training. I'm attending one… I'm not giving it.
I'm at a really interesting spot now where I just focus on trying to learn from specific experts… from their specific talent.
I don't wanna go learn from somebody who is not the absolute best at what they do.
It's not the purpose of this episode but I've ranted on here about it before…
If someone isn't rich, stop listening to them about money advice.
CUT IT OUT!
If someone isn't ripped, don't listen to them about trying to get healthy.
It's the same thing with MLM. If somebody is saying, "Hey do the X, Y and Z", and they're broke… Then don't listen to them!
It sounds like common sense but it's hard to do at first, especially if you've not been careful on who you listen to in your circle.
I'm here for that exact reason.
FOCUS ON WHAT YOU LOVE
I love speaking on stage. Those of you guys who have been to one of my events know that I LOVE speaking on stage.
And I'm not bad at it… But I wanna get better.
So I'm here learning from one of the absolute best! He's absolutely incredible. His name's Myron Golden.
I'm VERY careful on those that I chose to listen to.
Hopefully you guys enjoy the four part series we did.
The four part series was going through and creating a product funnel for your MLM - It is really powerful stuff.
That’s really is how a lot of big guys do it and that is exactly what we teach.
Hopefully you’ll take some of it seriously or just choose one method to focus on…
I don't often share the trainings on a podcast, but I thought it'd be powerful for you to see it. If you are interested, just go join Secret MLM Hacks, go to secretmlmhacks.com.
I thought I'd break it up and share with you how we sell using the internet.
The future of MLM involves the internet. I've got some really aggressive things that I wanna share with you coming up soon.
If you haven't checked out the mlmfunnel.com, just go check it out. FAIR WARNING: The video might be a little bit aggressive.
Watch what I'm doing in it though.
One of the biggest questions I get after teaching something is, "Stephen, what do I do next?" and I understand what they're asking and I get it.
When you start learning any new topic… It involves a series immersion in that topic. So while you get immersed in the topic (which is great and you should) there comes a point where you know enough of the framework to just move forward.
STEPHEN, WHAT’S THE NEXT STEP?
You don't need to be immersed anymore and success is no longer based on getting another book. Or another:
- Course
-
CD
-
Whatever
If you don't know a lot of these things, then just immerse. Deep dive on whatever topic is you're learning.
Eventually, the highest leverage activities you can do have nothing to do with getting another book.
Slowly, what starts to happen is the next highest leverage activity. That's the way to look at it!
It's not how to become a master in X topic or whatever it might be. Ask yourself this question, “How can I have the fastest leverage? How can I gain the most leverage in my life?”
Pretty soon, you'll start to realize that getting another book, another course, another CD, whatever that is. It has nothing to do with it…
It's actually might be hindering your progress.
Once you have the baseline understand, start asking the question, “How do I get more leverage for what I'm moving towards?”
That’s gonna be a different answer than you going and getting another book.
What it starts to turn into is... It's not a fun answer... But it's freaking action!
Just do it!
I wanna give you guys a very simple thing that I use to do that personally.
HOW I FIGURE OUT WHAT TO DO NEXT
I left my job about a year and a half ago and did this stuff full time. It's been awesome!
Real quick, you start to realize that, “Oh crap, I'm the one that comes up with my own checklist everyday.”
Nobody's giving me a To-Do-List. Nobody saying, "Hey, Stephen, this is what you gotta get done today".
Nobody's looking at me and saying, “Hey, did you noticed this, this and that?”
You gotta go and look at those things yourself.
Not only do you need to go and fix this or that, or maybe have more clarity on the product… You also gotta do the normal fulfillment of the product.
No one is giving me a To-Do-List. This is where most new entrepreneurs start to struggle quite a bit.
Here’s what I do:
- I ask myself, “Stephen, what would you do next?”
- Then I answer it…
- And that's what I do!
Now you might think that's so simple.... That's the freaking point!
Too many people make it too complicated!
Q: What would you do next?
A: Do that!
It might sound like I'm being insulting but I promise I'm not.
This comes from me having now coached over 20,000 people in this stuff.
THE PROBLEM WITH TAKING THE NEXT STEP
What I find ends up happening is, after I teach the major frameworks, and after somebody learns the major basic pieces to take a move… Instead of them taking a move they start distracting themselves with more education.
Then when I say, “Go do it?!” They're like, "How?" I'm like, "Well I just told you how!"
“But Stephen, how do I do a Facebook Live?”
I'm like, "Okay, I get it, you're gonna go and download this app called Facebook, you're gonna flip your camera sideways and your gonna press Live, and then just click Go Live Now".
And they're like, "Oh, really?"
I'm not trying to be condescending… I'm saying, stop over complicating it!
No ones gonna know all the answers.
Let me be really stereotypically for a second. As if this podcast isn't controversial enough.
I hate millennial bashing. It drives me nuts. Not just because I am one, (barely)... Baby boomers who make fun of millennials yeah, your parents said the same kind of crap about you!
What I found most of the time is, millennials have a hard time with what I teach, because they start to feel a little bit of pain or discomfort, and they're like, "I don't like this", and they slowed down.
Okay, that's very stereotypical. Not saying it's always true, not everyone's like that.
The baby boomers, they typically will look at the things that I'm doing and they'll say, "Yeah, but you have to be a techy".
No, you freaking don't! I have no idea how to code! That's the stereotypical thing that I hear from baby boomers.
THE HANG UPS PEOPLE HAVE WITH WHAT TO DO NEXT
Is it okay if I'm a little bit open and raw with you?
I've done this a lot now. I've done this for years and years and years. It's been four years now. I guess it's not years and years and years… But it's still a really long time and a lot longer than most of you guys have done this on the internet.
The crowd in between the millennials and the baby boomers... The issues that I noticed they most frequently have is, they have a hard time believing that it's possible for them.
They're very freaked out by scams and they have a very hard time taking on new risk.
Now I'm speaking in some pretty major, maybe possibly offensive but truthful stereotypes…
Here's the purpose, here's why I'm saying this... And I'll never be the guy that makes fun of school. They do the best they can with what they've got.
While we're being raised, we follow a set of tracks. And these tracks are built for us, and they should be. We can’t make these huge decisions on our own.
I got a little girl who just turned four, and then we have a one year old. I'm not letting my five year old go around and make my tax decisions.
There are things that you have to learn through basic development, through these tracks. But there comes a point where the tracks end…
You suddenly realized, “I'm on my own!” This is a very crucial moment.
TAKING THE NEXT STEP ON YOUR OWN
Baby boomers, millennials, and those in between... What I've found is that those who have experience building their own tracks and having the confidence to take a step down that track.
Very few people have done that. If I can catch teenagers, right as that is starting to happen, I found that they can usually take on the models that I’m teaching more easily.
It's not to say no one else can do it… They just fight it less.
If you've never had any experience building your own tracks, the confidence of having your own idea, how can you step back and say, “What should I do next?”
Having a thought is one thing… And then having the confidence to say, “That's not a dumb thought, because it came from me!”
Then having the confidence to lay that track down and take a step on it without anyone putting a cattle prod to your back… Many adults cannot do that.
That is what I found stops people from doing any of this stuff. Has nothing to do with, “Does it work for me?” Yeah it does.
It's not the models. It is the people's behavior once they start executing the models. That's where they have a huge issue!
It's not like, “Stephen I don't know if these four wheels that are attached to the steering wheel actually drive this car.”
Where people get messed up is not on the wheel… It's their execution of being the driver. That has been the biggest issue I've had on any kind of program, any kind of coaching I've ever done with people.
It's never, “Do these models really worked?” They worked.
JUST TAKE THE NEXT STEP
Whatever it is that you feel is the next thing to do… Just do that thing!
That is why I have gotten where I have in such a short amount of time.
Most people don't have practice making decisions and just doing it them.
There's very little REAL competition in this world because most people can't do what I'm talking about…
Now you, reading the blog, you're different.
#1 Don't expect other people to be like you… They're just not, and that's all right.
Some people just wanna go work at nine to five and then die slowly, that's okay. I'm not making fun of that. I'm just saying, that's what they really wanna do. Don't try to change them! Your role is not to baptize them in your beliefs.
That's why I try to tell everybody that rule number one is that they come to you.
- MLM recruiting
- Product sales
- In any company ever
… They come to you! And the better marketer you are, the more of them will come to you.
#2 If I don't know what to do, the easiest thing to do is to make sure I understand the framework that I'm following.
Then I just ask myself, “What's the next step that I could take that will get me to cash the fastest?”
I may have ruffles some feathers with this episode but I'm just telling you from my experience having coached 20,000 people.
It's not “Does the model work?”
It's that the drive can't get over, "I've never built my own train tracks before!"
SKEPTICAL ABOUT WHAT TO DO NEXT
If you're a natural skeptic, it's really hard to behave as an entrepreneur. You already have enough ‘no ways’ going on in your head.
If you don't know what to do next, the first thing you do is you make sure that who you're following has actually DONE what you're trying to learn.
Don't just learn from people who are theorizing or did it a long time ago. Stuff changes quickly.
I only wanna learn from the horses' mouth… The person whose doing it right now.
Make sure you actually understand the framework that you're learning from that person, or that guru, or that coach, or trainer.
If you don't, STOP THERE. Just keep learning.
If you DO understand it, the next question you ask yourself is, “What should I be doing next?”
And just do it!
There was a time when I was on stage and people ask me, "Stephen, what would you do next? Okay Stephen, this is the scenario I'm in, this is the exact scenario that I'm in, what would you do?"
Someone asked me that six week ago in an event I was speaking at. There were about 400 people and they’d all paid $25,000 to be in the room.
WHAT SHOULD I DO NEXT, STEPHEN?
This lady stood up and she asks me, "Here's my scenario and I'm in a different situation here."
And I'm like, "I know, you're not". (I didn't say that but in my mind it was like, okay not really.)
Q: Do you need leads or sales?
She's like, "But I sell something a little bit different than everybody else here".
That really doesn't have much to do with it. Still a sale.
She goes, "What would you do next?"
And I flipped it on her and I said, "What would you do?"
She goes, "Well, I should go X, Y and Z".
And I was like, "Do that".
- Are you following someone who's rich or is very successful in what you're trying to do?
- Do you know the framework?
- Are you executing the framework?
One little question at a time. What should I do next?
Put your head down and stop looking at the clock. Then when you look back up a few months later, and be like, “Snap, look how far down the road I am, that's crazy”.
That's honestly how most people play the game.
I would love to have you come to OfferMind. If you don't know what it is, go to offermind.com.
It's an event where help people learn how to craft and offer. We have a lot of MLMers that have become marketers. Direct sellers come to it because it allows them to learn how to outvalue their uplines and downlines.
Which makes you the obvious choice to join and people are trying to find who to join inside your company.
If you've never seen secretmlmhacks.com go check out the free web class as well.
HACK MLM IS YOUR NEXT STEP
Hopefully you liked the blog - Remember to leave me your comments.
Like you, I love MLM. It’s a long term asset that can pay anyone for life… As long as they build it right.
If you’ve recruited anyone EVER, you know that the recruits first 30 days are their most crucial. It sets their pace. To create the right tone for my new recruits career, I created a 30 day onboarding training that walks my new recruits through things like, how to:
- Set up their back office
- Get bonuses
- Set up my teams recruiting funnels
- Get internet traffic
- How to close leads
Here’s why I’m telling you this. If you want to be a fly on the wall and see how I train my new people, you’re more than welcome. My team’s program is called HACK MLM and you can check out most of it for FREE by going to hackmlm.com.
FAIR WARNING: This course if meant for my own team so if you come in and check it out, you are going to get pitched to join my team. We are marketers! This is one of the only times I’m going to get forward about my MLM.
SIDE NOTE: This is mostly because my Facebook Messenger is littered with people asking what MLM I’m in… So I’m going to bite a little bit. Just to be clear, this is NOT a pitch-fest. If you don’t want to be pitched, that’s fine! Just don’t check it out. Just keep enjoying the blog.
But if you want to see how I’m:
- Onboarding new people
- Training my recruits
- Walking them through their first 30 days
- Setting the pace and tone
Just go to hackmlm.com.
Welcome to the final part in this four-part series all about creating MLM product funnels.
This is a question that I get asked frequently and it is something that is completely... "Is this even possible?!"
Yes, yes it is.
Now this is the most advanced of the three strategies.
The first one was teaching you the assets that you need to create in order to do the other three.
This is PART FOUR - The third strategy. It's not all-encompassing. It's not like these are the only selling strategies out there.
But I look to see what the HIGHEST leverage activities are that I can dive into.
- What are the things that I can do and create?
- Or what are the systems I can build?
… That I only have to build ONCE and they just keep working.
I'm excited for you guys to see this episode. This one is called the Self-Liquidating Offer and I've talked about that in the past.
THIS is different than the previous episodes.
Take out a piece of paper. This is the MOST advanced strategy.
SELF LIQUIDATING OFFER STRATEGY
If someone's like, "I'm not techie"...
I AN NOT A CODER EITHER.
You can pull this stuff off in ClickFunnels.
Please take out a piece of paper, take notes on this stuff and see how us internet marketers are treating MLM.
I love MLM. It's awesome. It's something am actively doing.
But I don't play it the way that most of you been taught to do it.
Most of us internet marketers don't and we're like, “Nope, I will stay behind my computer” and that's totally cool. So how do we auto build?
Let's talk about how to auto sell.
You can go to makeaffiliatesgreatagain.com and see all that live action - makeaffiliatesgreatagain.com.
If you wait two or three weeks you can go to the MLMfunnel.com and see all that live action again. Right now it's only a bridge page, not a bridge funnel.
If you guys go ofasignup.com that's the one I built in three hours in a hotel room and it's done $115,000 in four months. And I haven't touched it since building it in a hotel room!
They’re powerful things and I want you to know why it's such a big deal.
These little tiny asset funnels, where you gonna go add more VALUE to the marketplace. You can do that WITHOUT having an ad with your MLM products in it which your MLM and Facebook doesn't like.
You can do this without any of that!
And that's why I do it! It's still an automated way to bring people in and talk to them and close them.
I am very hands-off, my role is not to be the convincer. My role is to be a system builder.
ADVANCED SELF LIQUIDATING OFFER STRATEGY
This is definitely a little bit more advanced. But I think you should know it because this is how most big MLMers made money before they were big.
You hear what I just said? This is how most big MLMs made money before they were big.
There's a concept called the VALUE LADDER.
Whoever can spend the most money to acquire customer wins.
That's a huge statement. And it's true for every industry and every business... But what are the costs?
MLM teaches you the first cost you have is your TIME and that's what they want you to go spend one-off time.
You’re gonna tell the pitch to people personally... And NEVER get the time back whether or not they say YES or NO.
I HATE that kind of cost. That drives me nuts.
There's duplicatable time, which is the one that I really wanna get into.
And then there's MONEY. Understand you're going to spend ONE of these three.
There's your money and then there's other people's money… I guess that's the fourth cost.
I want my customers to fuel my recruiting and selling activities.
The first cost is not an option for me. I am NOT gonna spend my one-off time to recruit. I'd rather tweak the system.
I will spend duplicatable time.
On the other side, I don't really wanna spend my money on ads. I'm totally cool with spending other people's money on ads.
At the beginning, I may not have money and I may not have the ability to. I am not telling you to go take out a loan. I am also against that.
GET DUPLICATABLE TIME BY PUBLISHING
That's why I tell you to publish so much.
Because I do it ONE time and it spreads ALL over the internet. And with time, all of my content continues to rise.
Even if you're bad your content still gets more and more eyeballs. That's very duplicatable time.
Then what do I do at the end of my podcast episodes or in my Facebook group where I have a lot of relationships with them?
Whatever it is, it's a following and you have a relationship with them. You have a list and the relationship you have with the list determines the value of the list.
I want there to be a relationship because eventually, I'm gonna tell them to go buy something.
Some of them might get pissed off if the first thing I tell them to go buy is an MLM thing. Just straight up being honest.
You all know that, you've all seen it, we've all experienced it before in our life.
I don't wanna just go cash out on a following and send them over to MLM. Then we're done. I want there to be one thing in between that.
THE CONCEPT OF AN SLO
This is the concept of what we call the SLO. The Self-Liquidating Offer.
Self-Liquidating Offer. This is how you spend other people's money, meaning your customers.
I am not gonna get a loan, I am going to spend customers money.
CC = Customers Cash.
In order to do that, I need to collect some customer cash.
What I gotta do is EXACTLY the process I was just talking about!
The SECOND thing we spoke about was the bridge page funnel. That lets me nurture the leads.
Let's say I’m selling glue and I have an audience that loves glue. THEN I might send them straight over there to that…
But if they're not… They might need some warming up.
They might want the FREE TRIAL/SAMPLE.
What I do then is, I go create a PRODUCT.
My DREAM CUSTOMER already has a bunch of problems going on in their lives.
I don't need to create a problem.
I wanna ask my WHO, “Hey, what are the problems you're experiencing?”
I'm going to create a follow-up problem offer.
This is such a keystone to so much in the MLM space…
Which is why it's in the Secret MLM Hacks workbook. It's one of the major focuses of that.
Your dream customer is gonna say, "Hey, I have this problem, this problem, this problem."
And I'm like, “Cool, I have this solution, this solution, this solution, this solution.”
WHO is it that I wish was buying my MLM product?
I am gonna sell something else, not the product. I’m gonna sell something of my own…
CREATE AN SLO TO BREAK EVEN ON ADS
Right in between them coming to this bridge page funnel!
This is what we call the SLO - Self-Liquidating Offer.
There is no other purpose except to break even on ad costs.
Whoever can spend the most money to acquire customer wins.
I wanna be able to spend more money than my competition to acquire a customer.
If I can spend $50 to acquire a customer and still be breaking even... And you can only spend $1, I'm going to rock your world…
Even if I have a worse product.
Even if you have a better product, and I can just spend more to make more noise, I will beat you.
ESPECIALLY ONLINE.
I pay Zuckerberg for access to his distribution - Facebook.
Or I pay access to Google's distribution.
What that's letting me do is get in front of more people than you could ever do walking around face to face or in a mall or hotel or phone meeting.
That's why I don't do those activities.
I look at it and am like, “What a waste of time. I could just go create a Self-Liquidating Offer.”
I can go solve some problems for my dream customer. Let's say it's a book. (I am not saying to go write a book.) It could be somebody else's book and you just have some up sales in the funnel.
Upsell, upsell, upsell, upsell.
Afterward, I’m gonna go send them over to this bridge page.
Q: What’s the difference between your MLM and celebrity MLMers?
IT’S EXACTLY WHAT THEY DO!
That's what I got pissed about and that’s WHAT I was talking about in the Secret MLM Hacks webinar.
There are very few major MLMers who did not learn is the power of distribution, not MLM distribution.
FIND YOUR DREAM CUSTOMER WITH A SELF LIQUIDATING OFFER
What list is your dream who already part of?
Major MLMers create a live event, a course or a book...
WATCH what I’m doing and copy it.
DON’T copy my stuff but do what I’m doing.
Then what they do is drive traffic to THEIR THING. Then Facebook and the MLM is cool with you driving traffic to it.
It has nothing to do with your MLM. It doesn't pitch your MLM.
I've got a podcast on here and all this stuff in here and people are buying it.
When they buy it, what do I do with the cash?
I don't take it as profit, I dump it back into ads.
Because everyone who's buying the book, the course, the live event… After a while, I’m gonna start pitching them into my actual MLM.
All I do when I recruit somebody is give them the same system.
Super, super powerful when you learn it that way.
This is what we call the Self-Liquidating Offer.
It self-liquidates. It's not for profit. I put $1,000 in on ads in a week and I get $1,100.
I don't take a hundred bucks as profit and that's a winner.
Breaking even is a million dollar scenario.
Q: What did that let me do?
A: That now lets me take all this cash and dump it back into ads again.
Fuels the machine, get new eyeballs and blood and I now have systems auto pitching my MLM products.
I don't have systems auto recruiting them into my downline.
Now I don't care if you join my downline.
THE REASON I USE SELF LIQUIDATING OFFERS…
The reason I auto recruit so much is because I have a podcast talking about MLM. There's a lot of authority that comes with publishing.
I dare you to iTunes, go to podcasts and type in the term MLM. About half of the top 50 podcasts are students from this program.
We are changing what people are consuming in this industry.
It's changing the industry.
I could not infect this industry from the top down. They didn't understand this stuff. So I was like, “Why don't I got to work with those from the bottom up.”
And it's worked.
I've been auto for two years now. The first version of this product was four years ago.
That's why this stuff's so good. You're not the first to go through it. It's been here for a long time getting the word out.
That's really what you need to focus on.
We put $1 in our ads for Secret MLM Hacks. And we'll get, anywhere from $4 to $6 back out.
And if you’re like, “Stephen, I’m not ready to go create this big massive product and all that stuff.” That's fine.
HOW TO SPEND OTHER PEOPLES MONEY
Do number one of the three. All we're doing is we're creating a Value Ladder.
There's a book coming soon for what we're talking about here for the same reason.
- I've got a book
- Then there's a course
- A live event
I am literally drawing the Value Ladder.
It doesn't talk at all about the MLM I'm in at all. It has no pitch.
I wanna just change the industry.
If you wanna go do that in your MLM, GREAT. Stay there because I'm not in the business of getting people who need it.
I wanna them to WANT it.
That's what I’m trying to help you build here as well.
Let's say you're publishing and you still have a podcast or whatever.
You publish and you publish and you publish and you publish.
You got all these episodes coming out. And you're like, “Hey audience, I got a cool book.” What do you think happens when people read a book?
They're gonna be like, "Oh man this is so cool. I've been looking for this type of teaching for years. Thanks this is the best MLM Marketing Training on the market.”
No one else is teaching this because no one else knows it.
FOCUS ON DUPLICATABLE TIME
LET’S GET REAL: MLM is a commission based sales job.
The faster I can get leads in and qualify them and treat them like real people and solve real problems for them…
They buy from me. It's great. And there are people who are like, "Steven convince me why I need to buy this from you."
I get people on Facebook who will reach out to me saying, "convince me why I need to buy from you."
I'm like, “No, you're not my dream customer if I have to convince you, post-purchase I'm gonna have to also convince you to use it, convince you to go talk to people, convince you to start building a system.”
The way I bring somebody into my MLM vastly determines what they do afterward.
I don't recruit people who are needy. I don't sell a product to people who are like, "Convince me, convince me, convince me." Absolutely not.
I AM NOT the funnel.
The funnel is the funnel.
If the funnel didn't get you and you have to reach out and ask me, "Well, what about X, Y and Z?"
I just change the funnel.
I'm not there to pull people in. You see what I'm saying?
That's the power of the stuff I'm talking about here.
I also get to spend ad dollars to get my stuff in front of more eyeballs.
Right now, we are spending more money on ads than most MLM as a whole.
Watch me. Watch closely what we're doing.
On the back, we’re saying, “Hey, if you want to, you can join my thing.”
That's the pitch and that's it.
If they don't see it, I’m not begging them.
WHAT IS A SELF LIQUIDATING OFFER FOR?
Now I can spend cash. I can talk faster and to more people.
Secret MLM Hacks Radio gets 1,000 downloads a day. Do you know how long some of those episodes are?
I don’t have enough time in the day to talk to that many people. But I'm coaching and educating and giving away a tone of free information.
On the back of those, the right people who are looking for it… People who are ready for this new opportunity… They reach out and I’m like, “Hey, there you go.”
I know some of you guys put your phone number in for me to call you… I’m not gonna call you.
What you can do is reach out to our Facebook and we will give you a link. You can go through the process and I encourage you to go through slowly... Applying to join my downline.
It's the same thing I hand those who come in.
The biggest issue in MLM is LEADS.
People don't know how to get leads and it's the easiest thing to solve with the smallest amount of marketing knowledge. So I solved it.
I was the lead funnel builder over at ClickFunnels for two freaking years. I’m pretty good at building funnels.
I build the funnels hand off those same pro built funnels to our downline, and that's what am teaching you to do.
A lot of people give this program to their downline. I am fine with that.
I’m infecting MLM.
I love MLM but am sick of the way it's been done and you all know what am talking about.
SELF LIQUIDATING OFFERS AND MLM
When I talk about supplement funnels… They are crazy similar to recruiting funnels. Because all I'm doing is creating a recruiting offer and then a mini course.
The only difference is there's an application process.
I would love a few more reviews on Secret MLM Hacks Radio. If you go to SMHreview.com that's Secret MLM Hacks review SMHreview.com. I would love it… Even if it's bad, just give me an honest review.
What we're doing here is a huge deal. It flips the entire MLM model.
Don't take the person out of this game… I am not doing this so that I never have to talk to anybody.
Of course, I still talk. I publish like crazy with tonnes of content all over the place.
Don't take the human out of the machine.
What it's doing is using actual marketing principles that every other company on the internet uses…
And I just put it in front of MLM.
Get rich, do good.
LEARN HOW TO BUILD AN SLO
I know it's tough to find people to pitch after your warm market dries up, right?
That moment when you finally run out of family and friends to pitch. I don't see many up lines teaching legitimate lead strategies today.
After years of being a lead funnel builder online I got sick of the garbage strategies most MLMs have been teaching their recruits for decades.
Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.
There you're gonna learn the hidden revenue model that only the top MLMers have been using to get paid regardless if you join them.
Learn the 3-step system I use to auto recruit my downline of big producers WITHOUT friends or family even knowing that I'm in MLM.
If you want to do the same for yourself, head over to secretmlmhacks.com.
Again that’s secretmlmhacks.com.
Very, very excited that you are here!
Today we're gonna talk a little bit more about how to actually sell MLM products (network marketing products, direct sales products, whatever you choose to call it).
We're all commission-based salesmen…
How do we sell our products on the internet using the rules that we've been given?
If you're coming in and this is the first one you've seen in this four-part series, THIS IS VIDEO THREE.
Go back and start with video ONE because these do build on themselves.
These tactics grow and grow and grow and they get bigger and bigger, more advanced, more advanced.
The most advancement will be the next episode.
This is number THREE.
This video, this strategy is not all-encompassing... These are just SOME of the simple ways to auto-sell a lot of product.
It's the same model I've used in other industries as well.
I love it for the MLM space and its profitable stuff.
So what you're gonna learn today is what's called THE BRIDGE FUNNEL.
We looked at the BRIDGE PAGE in the last episode…
And just so you know, I'm the one naming these!
If someone's like, "Well, they're all funnels," they ARE all funnels but THIS is what I call them.
BRIDGE PAGE VS BRIDGE FUNNEL
There are a few other things involved with this. You can see this in action if you check out makeaffiliatesgreatagain.com… You'll see the bridge funnel in full swing.
I recommend that you draw this with me and think through HOW you would do this.
The first episode in this four-part series goes through and teaches you how to CREATE the sales message and the offer that's unique to you around whatever it is that you're selling.
NOW we're actually using that in these different areas.
Make sure you go back to episode one if you have not yet…
I wanna teach you guys TWO other methods on how to pull this off.
What's crazy is, these concepts have actually gotten the attention of several MLMs and they're asking about a lot of stuff that we do.
It's changing the industry. This stuff works.
We got the:
- MLM order page
- Here's where checkout is
- Actually, get the cash there
Here's the second one… It's very similar but you actually turn this into quite the funnel.
It's simple so no one freak out when you see it for the first time. It's really two pages but one of them you clone five times.
Q: What is the real asset of the internet or business in general?
A: OPT-IN!
The real asset of all businesses.
THE BUYERS LIST
When Googles acquire some start-up company, are they buying them because of the tech? No! they could probably code that person's code in an afternoon.
They're freaking Google.
The reason they're buying them is because of DISTRIBUTION.
THE BUYERS LIST.
DISTRIBUTION: That’s one of the three ways businesses are evaluated. It's one of the most common ways that show huge growth.
THE BUYER’S LIST
What we wanna do is build a list. Instead of this button taking us over straight to our distributor link (you can do that and you can still make a lot of cash).
The problem is that I can't follow up very well with those individuals…
Instead what I'm gonna do is, when they click this, it's gonna open up a little pop-up on this page.
It says, "Where would you like us to send your bonuses once you purchase?"
That’s a logical reason why they should hand me their email. So then they put their email in and click the button…
Q: What does that let me do?
A: Build a list.
There's an interesting setting in ClickFunnels, it's really easy, it says, "On submit, redirect?" and you just put in the link.
It's actually in the settings. While you're in the editor, you just click a button and then I put my distributor link in the redirect.
I’m able to capture their email and create a list right there. But then it also redirects the page (which I've told them is going to happen in the video).
NOW I HAVE AN EMAIL LIST
Q: How likely is it that every person who puts their email in and goes to this page, purchases?
A: It's not that likely…
In the affiliate marketing space or when I don't control the cart in other scenarios, about half will go and finish the actual purchase. HALF.
I looked at the stats for one of the promotions that we're doing right now…
- 3,000 people have hit the page
- About 1,500 have actually opted in
- And then about 800 actually went through and purchased
… Which is pretty good.
And I don't control the checkout page. This is the scenario where I'm limited on the way I can do ads…
So now I own a list.
We call it a BRIDGE FUNNEL because it's taking them from where they are over HERE… To where we're trying to get them.
It's a very common page type in the internet marketing space.
I have these people that have opted in… What should I do to them?
I’M GONNA EMAIL THEM
I'll tell them, "Plus you get my five-day miniseries."
Now they know it's automatically going to come to them but what really am I doing?
You can watch this in play, this miniseries if you go to secretmlmhacksradio.com and opt-in.
OR it's also at mlmmasterspack.com.
Once you go through the quiz, it takes you through a five-day mini-course but REALLY what's going on is…
Now I have five days where I'm going to email you:
- Day one
- Two
- Three
- Four
- Five
What's each of the emails gonna be?
It's what we call a ‘soap opera series’.
That's the content on the actual email and if you don't know what that is. It's just a script and I fill in the blanks on the script. It's in Dotcom Secrets.
Do you trigger the bonuses before they buy? No.
I do on the five-day miniseries…
I will take my phone out (or if you have camera equipment, great). I don't want you to feel like you can't do it if you don't have camera equipment.
Just take your phone out.
You can film for five days…
What's the pitch at the end of each of those videos?
MARKETING THE SAME OFFER
I just put it right down here at the bottom [offer, offer, offer, offer]
I do the same thing when people apply to join my personal downline.
They go through a five-day miniseries. It's teaching them cool stuff but then after that, I added three more days where it's just tons of testimonials.
It's another page with testimonials… Another one with a different one… Another one with a different one…
But at the bottom of each one of them, what I'm saying is, "Click right here to go get this offer."
Then I have a button
Down at the bottom, it's the same footer on all of them.
It’s a BIG section that does the same thing… "Here's the button to go buy."
- In the emails
- On the video
I'm giving them great content. I'm not just blasting them with a pitch but they're hearing it…
- They're reading it on the actual emaiL
- They see it again at the bottom of the footer
There's a button right there, and I'm telling them, "Look, this is good stuff, here's the offer,"
Where do all these buttons go?
They're on my list now so where do they go?
My distributor link.
SIMPLE BRIDGE FUNNEL
Super, super, super simple but now it's given me a logical reason to be emailing them and sending them more content, content, content, content, content.
What happens when someone actually goes through a five-day course from you guys?
It doesn't need to be crazy long but I'll tell you, the original five videos that I did this with back in college, blew my mind.
I was not pitching anybody on joining my downline but what would happen is...
I put this five-day miniseries up and then at the end of it...
A HUGE percentage of those who watched it reached out asking to join whatever MLM I was in…
WHATEVER MLM… They didn't even know.
They said, "Whatever you do, I just want to be in with you. You have a different strategy on how to do this game."
The first page:
- Opens a pop-up
- Collects their email
- Submits it
This is really simple to set up.
If you're like, "This seems like a ton," just stick with it. It's new, not hard, just new.
The redirect on that one page sends him straight over there (which you told them was gonna happen).
If they DIDN’T buy, I got to bring them through a five-day miniseries.
If they DID buy, it just validates and pushes in and cements what they actually purchased.
THE SECOND PART TO THE BRIDGE FUNNEL
There’s a SECOND part to this…
Let's say that it's time for me to send out the bonuses…
You might do it daily, weekly. I've done it monthly.
Monthly seemed a little long so we're moving to at least twice a month if not weekly.
I have one more sequence set up inside of ClickFunnels…
If this seems advanced, just watch what I'm doing here…
What I didn't wanna do is get ALL the emails from those who've been buying through my link and then personally email every one of them.
That would suck.
Instead what I did was, I created a list:
- "Product Opt-ins"
- "Product Buyers"
I take this list and upload it to this list on ClickFunnels…
I have two emails that are queued up to automatically send a day apart.
SEND EMAIL TO YOUR LIST
As soon as any new emails hit that list, the first email that goes out to those people is, "Hey, here's your product access. Thank you so much. We saw that you purchased. Click right here and it will take you to..." wherever you choose to give them your digital stuff.
Then a day later, I send the same thing with a different twist on it. "Hey, just making sure you got those things because we wanna make sure you guys get those bonuses we were talking about. By the way, if you have any questions about them, go ahead and call us."
IT IS PROVEN. You make so much more money when they call you.
If people start calling you, you can sell them on Autoship. You can sell them on the next thing.
You can sell them on actually joining your downline.
I know it looks more aggressive… But this is the SAME page cloned five times with a video switch.
THE OFFER: Is the same.
THE VIDEO: I'm just taking my phone out and telling my origin story about the first time I ever used the product and my story behind it. Why it was cool. Just follow the scripts that are already there.
Then I would walk them through the offer. And I'd tell them, "Here's how to buy. Step one, click the button. Step two, it's gonna redirect over to this page. Step three, buy. Step four, watch out because every Friday, every month, every day, whatever, we're gonna start sending out those bonuses to the email you put in. Make sure it's a real one so we know where to send you the bonuses once you purchase.”
List-building at it's best.
MY ROLE IN THE BRIDGE FUNNEL
My role, in everything that I do, is... I'm not here to be the technician.
My role is to be the system creator in my company and that’s why it's been such a different take for a lot of people in MLM.
That's not what you're taught by your upline.
[I'm not throwing rocks at them…] But your upline teaches you to go around and be the DOER.
I would rather do systems.
I tell all you guys to publish because if you're publishing, what do you think you're going to drop every once in a while?
The mlmproduct.com and some of your call to actions.
Let's say you have your:
- Application funnel
- Recruiting funnel
- Another one that spins off your recruiting funnel
- Another one that spins off to that funnel
The game gets really easy once you start publishing and decide to start sending traffic in different ways...
Guess what I also do in all the footers of these?
Let's say this five-day series is over and they did or didn't buy…
THEY OPTED IN: So I'm gonna tell them about the recruiting funnel that I built…
OR, “Are you on the podcast?”
OR, “Hey, we’ve got a cool free live event you can come to.”
It's a hook to other funnels.
They're in my world now.
LEARN HOW TO BUILD A BRIDGE FUNNEL
I know it's tough to find people to pitch after your warm market dries up, right?
That moment when you finally run out of family and friends to pitch. I don't see many up lines teaching legitimate lead strategies today.
After years of being a lead funnel builder online I got sick of the garbage strategies most MLMs have been teaching their recruits for decades.
Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.
There you're gonna learn the hidden revenue model that only the top MLMers have been using to get paid regardless if you join them.
Learn the 3-step system I use to auto recruit my downline of big producers WITHOUT friends or family even knowing that I'm in MLM.
If you want to do the same for yourself, head over to secretmlmhacks.com.
Again that’s secretmlmhacks.com.
I'm very, very stoked that you're here by the way.
If you have not seen part ONE of this four-part series, this is number TWO. Go back and watch it!
These four parts build on each other. I would watch it in the order that I've presented them.
Welcome to PART TWO, today we're going to talk about what's called a BRIDGE PAGE.
The bridge page is one of the secret weapons of MLM'ers and internet marketers… This is how we really play the game online.
I'm not going to say much more because I want you to go straight into the lesson.
DISCLAIMER: I am not your MLM. I don't know all your full scenarios.
I was hunting for an MLM that would allow me to do this. It's not hard to find them.
THIS is is not crazy.
I don't know if you have ever heard the term white hat, gray hat, black hat.
Black hat is like illegal, terrible if you get caught there's consequences.
White hat is following the rules to a T.
This is not like even gray, okay? I don't want to go in the gray hat or the black.
I only do the white, okay?
Personally, I don't know how you will use this information. If you want help pulling this kind of stuff off, that's what the program Secret MLM Hacks is about.
Go get the program at secretmlmhacks.com.
THIS is how the big MLM'ers actually play the game.
I don't want to say big MLM'ers... I should say this is how WE from the internet marketing world...
When we see MLM we're like, "I'm just gonna make this really easy thing that just auto sells my stuff".
I'm very stoked for you guys to see how we're pulling this off.
Again this is PART TWO of four.
WELCOME TO BRIDGE PAGE TRAINING There are some realities here that we have to deal with:
In MLM, I have no control over the checkout cart.
I can't go in and add in testimonials to my own checkout cart. Even if your MLM has given you a duplicated website, you still can't change the order page. It's duplicated and controlled by them.
I can't change the checkout page. I'm gonna put it in RED because you can't really touch it. It's your MLM's order page.
On this side we've got Facebook.
Facebook hates MLM.
They don't hate it... They just don't want it to become an MLM platform, so you can't put ads for MLM.
I don't, but we still have people auto-joining us every single day... So how do we do it?
I'm gonna do this from the product sales standpoint. There's three different methods behind this.
There are three different ways to create a product funnel...
Think about those skill levels. This is one of the easiest ways for you to sell a product with very little skill. But it also is duplicatable time. There's more LEVERAGE.
That's why I love it so much.
Let's think about it from this standpoint first of all...
Q: What is a funnel?
A: A funnel is not PAGES... That's a method of delivery.
ClickFunnels HELPS you build a funnel but funnels existed before ClickFunnels did!
Funnels existed before the internet did.
If you've sold anything EVER, you had a funnel.
A FUNNEL is just the process that leads to the sale...
And there are two parts to it.
- Sales message
- Offer
... That's it!
It's the reason why funnels existed before the internet.
The first person who ever traded and bartered a sheep for a plot of land... That was a funnel.
All you've got to do is build a little sales message and this is the freaking easiest script on planet earth to use to do that.
And then an offer which is wicked easy for you guys to do.
Hopefully, this is very eye opening on how to do it for your products and it's really easy to outperform everybody else.
There are three kinds of time, only spend one of those kinds.
We don't just want to be a Prius... We want to be the drag car.
Time = Wealth
The speed of the money coming in is what rich really is.
Rich is how much money you have.
Wealth is how long you can live without working.
I don't control:
- The checkout page
- Anything on Facebook
What I am going to go do is... I'm gonna create my own offer and my own funnel.
So what that means is, first of all, I'm gonna build a page and this is TYPE ONE.
It's a single page.
I have done this before when promoting things that I don't own the cart for. And I really couldn't do much on Facebook or other ads platforms.
We've done OVER six figures in four or five months on ONE page.
When people are like "I can't sell this on the internet", yeah you can.
Do what I'm showing you right here.
I need a sales message and I need an offer.
First, let's talk about the sales message.
The way I do this when I can't control the cart is... I'm still gonna talk about the product.
I'm just gonna take a little video... The last time I did this it took me three hours in a hotel room while I was traveling.
I took my phone out, I was like "What's going on everyone. Hey it's Steve Larsen. I've got something really cool for you if you guys are on this page right now. There is a product that has really changed my life back when [origin story, origin story, origin story]. So you can see that I'm really syked about this product here so what it is..."
Let's say it's super glue...
"So what I have here is this super cool super glue. And it's something that I do get a little commission for and I'd love for you to go buy it. But I also know that some of you guys you're going to have questions about this when you buy it. The company is an amazing company but some of the questions... They may not have the answers for you on those things.
So what I've done is I've created a few things. After you buy it, there are these follow-up problems/questions that you guys have had about how to use the super glue. Some of you even wondered what's the best surfaces to put it on? Is there a temperature that it works best at? How long do I need to wait for it to cure before I can use the item?
What I decided to go to was... We brought in the guy that actually creates this stuff. The formulator of the super glue. I interviewed him for an hour. Who knew you could do that for an hour about super glue? We have that crazy cool interview for you and it's gonna teach you the best ways to go do this. It's gonna teach you the best temperatures and surfaces it will work on.
If you guys go get it through my link, which I'll tell you how to do, just click the button below. First of all you're gonna go get this really cool interview with the formulator..."
HINT HINT: You guys getting ideas?
Then I go to the next major follow up problem that's very valuable if I was to solve it.
"I know some of you guys are also wanting to have like two of these, so we're actually gonna give you guys a free one as well."
Let's say my MLM sends you out two of these. What I would do is I would say "When you buy one I will send you out a second for free" so there's no change in fulfillment.
We used to do that with some of our E-com funnels where they would have a bundle of three.
They came to Russell and I to be like "Hey we've got a bundle of three things". And we're like, "No you don't. You have one and you're giving away two for free now".
They'd buy one for $25 bucks and we'd give them two away so it was buy one get two free.
That's way sexier than get 3 for $25.
That one simple tweak in the headline actually made an offer out of it.
Or let's say that your MLM sells its product for $150 but if you go buy through your affiliate link then it's $120. I can give you guys a little bit of a discount here.
I'll give you guys $30 off. You're just creating an offer around the assets that MLM is allowing you.
I'm trying to think about what else you can do around super glue... I've never done an offer around super glue...
We created this really cool PDF of safety instructions. We're actually gonna send you guys a pair of gloves that the super glue can't actually fit with.
It's a PDF of safety instructions and how to use it. BUT we're gonna send you this pair of gloves as well
I make sure that the things I'm giving away in my bonus are pretty much pure digital and just different formats of it.
Q: Why would I do that?
A: How much money does it cost for me to fulfill on a video interview? Nothing!
It's a freaking email with access to it.
How much does it cost for me to fulfill on the $30 off that my MLM was already gonna give away anyway?
A: NOTHING!
But it makes it, it turns it into an offer.
The PDF with the instructions? Nothing!
I could make an audiobook by ripping the audio from the video and now I have an audiobook.
I could take this and transcribe it and now it's its own PDF.
So now I have:
- An Ebook
- A pdf with instructions on how to use it
- An audio book
- The video version of it
- Also, I have the $30 off (which is always gonna be there.)
All I do is think about my MLM's product, list out tons of the problems or follow up questions people have about using the thing they bought from me and how to have greater success with it.
It gets really easy when you think about it like this.
What I do in the video, the sales message, the video script is really easy.
All I do is tell my origin story...
How did I originally start using this product myself? There's a story behind it.
You're not buying it because there was a discount... Why are you really buying it?
Follow the script on page 114 or 117 in Expert Secrets. It will walk you through the epiphany bridge script.
It's literally eight questions. Just answer the questions!
Then you say "So if it's all right, I just want to share with you guys something cool because I believe in this product. Just click the link below. But I want to tell you what you'll get from me..."
I just list out the things in the offer. That's it.
And the button is just my distributor link. It's my personal store link that's gonna take them over there.
That's like one of the easiest methods to doing this whole thing EVER.
I've done A LOT of cash just on this one thing.
Hopefully, you guys have seen how simple this really is.
But no one thinks about it this way! They're like "How do I say the next phrase to trick somebody into my downline or buy my product?"
Man that's garbage, that's hot steamy garbage and it's terrible.
That's like trickery. That's like that nasty feeling that you get when you've sold somebody and you realize "I think they just did it because they wanted me to go away".
What you can do instead is just add more value to the marketplace.
Keep it simple.
I don't know a lot about the MLM product that I sell. It's a supplement. I'm not a scientist at it.
What I can do, is I can go interview those people in my MLM who are and turn it into an interview series.
Maybe I interview three of them... Then I rip the audio with the free software all over the internet. Now I have an audiobook.
Then I can transcribe it for a dollar a minute at Rev or at temi.com is 10 cents a minute. Then I have an ebook!
I just added value to the marketplace on how to get accelerated success with the product.
I'll put testimonials... Where do you think I get the testimonials from?
From the corporate website the ones that they've deemed worthy. I just screenshot them. I'm just, put them on this page.
I go get a custom URL so it's like the MLMproduct.com so when they go to that, it's my page. But when they click the button it just takes them over to my distributor link. Then all I do to fulfill on it is I just tell them in this video.
There are two other parts to this you have to do to really pull this off.
The first thing I do is tell them how to go buy.
There's some really cool case studies out there about people who just got tired. The conversions on their order pages were not good enough.
What they did is, they just recorded themselves buying their own product with a fake credit card. And then they did nothing else...
Then put that video on the order page and their conversions would double.
Walk people through how to buy from you.
We all think it's obvious... Its not.
Most MLM corporate websites are hot garbage and are terrible and they are not built for conversion.
Walk people through how to buy from you.
I'd have a section in here that's like "Hey in order to buy the super glue and get all the bonuses below all you're gonna do is step one, click the button. Step two, buy the thing. Step there, I will send the bonuses out to you we send out. We grab the list of those who purchased through my link and we send out those bonuses every Friday. If you have any questions just reach out to us right here."
Just walk some really seamlessly through how to do this.
The second part is the way you fulfill this. It's really easy to see who's buying from you. And most MLM's that I've ever seen or heard of they give you some of the contact info form those that are buying from you.
I just take the list, we do this in affiliate marketing, I just take the list of those who bought and then you can just send them your bonuses.
Let's say you put it in a members area in ClickFunnls...
"Hey here's the login to the member's area with all that cool stuff I saw that you purchased, thank you so much. Here's all the stuff that we promised. By the way, consider getting on SmartShip."
Anyways, I'm just brain dumping on you so you guys.
The reason why I wanted to go through that real quick is that this concept of creating a sales message, which is just your story on how you started using it and the successes you've had because of it...
That concept right there, and then the offer creating... That follow up problem offer... It's used in the next two.
So that's number one: A bridge page.
I know it's tough to find people to pitch after your warm market dries up, right?
That moment when you finally run out of family and friends to pitch. I don't see many up lines teaching legitimate lead strategies today.
After years of being a lead funnel builder online I got sick of the garbage strategies most MLMs have been teaching their recruits for decades.
Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.
There you're gonna learn the hidden revenue model that only the top MLMers have been using to get paid regardless if you join them.
Learn the 3-step system I use to auto recruit my downline of big producers WITHOUT friends or family even knowing that I'm in MLM.
If you want to do the same for yourself, head over to secretmlmhacks.com.
Again that’s secretmlmhacks.com.
We have a very special four-part series that we're doing here...
And this is gonna be part ONE. It's gonna be dripped out over the episodes here.
VERY stoked for you guys to be here.
We're gonna dive into MLM product funnels.
One of the biggest questions I get asked is, "Stephen, you focus quite a bit on the recruiting side. Why don't you talk more about the product sales side?"
And the reason is that I've found is that if somebody is able to recruit, the same principles apply and they are transferable over to selling the product itself.
If I can get someone to be auto recruiting, selling the product, it's the same principle. It's very, very easy to go do it.
If they can only sell the product, though, a lot of times it's harder for them. I don't know why it seems that way. Maybe it's not true, but it seems that way.
If I can get them to recruit, the product side's pretty easy.
I wanted to do a four-part series teaching you guys how I do my MLM product funnels and how I would design that for yours.
How to design these MLM product funnels so that you can auto sell.
It's the same model I've used in other industries, as well, and it's the reason it's so powerful.
MLM PRODUCT FUNNELS
If you’re in Secret MLM Hacks, you saw me go into this a little bit. And it's one of the benefits of being in the Secret MLM Hacks program.
When I start seeing that there's a spot-check training needed, I wanna dive into that.
I'll create the program. Then, I step back to see what are they not understanding.
Okay, cool, let's go make training specifically on that. I decided to take this one piece out of it and say BOOM, here it is, because it makes me really, really sad... MAD that this is not mainstream.
And a lot of times people are super afraid of doing this.
I know why, and I'm gonna talk about it right during this very first session.
It's because they're afraid of Facebook and saying things like MLM or their product name or they can't say the name of their product online. That's fine.
I'm not saying to break that rule.
Or they're like, "Hey, I'm not allowed to drive traffic to my distributor checkout page." Then don't.
What I'm about to share with you and teach you is such a big deal.
Take the environment as it is. Accept it, and then, do something about it.
But most of the time, people were like, "I won't do it because I can't do x, y, z, online."
Then find another way!
That's what this series is about. It's four parts and this is part ONE of the series.
We're gonna go dive into a little bit about the environment scenario.
The reality that MLM's in, in regards to the Internet, and does it work, can it work, will it work, why will it work if it does?
I want you to see a lot of the realities that are in there.
MLM PRODUCT FUNNELS DISCLAIMER!
Full disclaimer, full disclosure with this, I'm NOT a lawyer. I'm not a legal person. I'm not your MLM.
Hopefully, everyone feels disclaimed.
This is a 15-minute lesson that will really help you understand some of the scenarios and environments that we're really in and how I don't try to break the rules or be sneaky.
I just accept it and do something about it.
I think it's gonna be powerful for you to take notes on this.
There was a guy on the show a while ago. What was cool was that he's like, "Yeah, I took those "principles you were talking about," and he's like, "I took my team volume from $8,000 dollars a month "to $130,000 a month," or something like that.
I was like holy crap, I thought you doubled. You went from $8,000 to like $130,000 in team volume and it was only three or four months using these types of principles.
It's really powerful.
If you guys wanna learn how to do this stuff for real, full time, all out, go get the program at secretmlmhacks.com.
This should give you a taste, as well. So you can see what it will be about.
I'm gonna share with you guys the secrets on how, honestly, us Internet marketers play the MLM game.
I love MLM, obviously; otherwise, I would not have created this.
But we don't play it, probably, the way you've been taught.
TRADITIONAL MLM PRODUCT FUNNELS
How is it that traditional MLM teaches you to sell supplements?
If you're like, "Hey, Stephen, I still wanna talk to friends and family." That's fine, what I'm teaching you how to do here is not talk to them if you don't want to.
Once you run out of your warm market, what do you do?
Auto recruit.
Personally, I've had five, six people join us in the last two days.
I do what we're teaching you. I have a huge issue with people on the Internet when they're like, "I'm gonna teach you how to do x, y, and z," and then, you find out they're not actually building a downline.
I don't wanna learn from them; I wanna learn from the person who's doing it. Who's in the weeds with me and just further down the road.
That's why I'm going and doing this stuff, and that's why it's been so fun.
So how do you sell supplements in the traditional method?
The traditional method of doing that is friends and family…
If it works, I'm not saying it's bad, but…
SELLING IS LIKE A DRAG RACE
Have you ever been to one of those car races, like a drag race?
I grew up in Denver, Colorado in Littleton, and there's this really cool drag race, a famous course. It's probably about 15 minutes from where I grew up. It was right on the side of this mountain.
It's super cool. What was crazy is you could see in the evening times, as these drag cars would take off, the fireball coming out of the back of these cars.
You could see the glow of it just on the highway. I mean, you could see when stuff was going down on this drag race course; it was really cool.
So let me ask you a question real quick...
Let's say I have a drag race car verse a Prius.
Who's gonna win?
It's actually a matter of time, isn't it? To answer this question, technically, they're both gonna hit the finish line.
Who's going to win is a matter of TIME.
What I'm trying to tell you here is there's nothing wrong with selling the way that MLM traditionally teaches you to sell a product.
The issue comes in with TIME.
THE ISSUE WITH SELLING IS TIME
There are three kinds of time and there are three kinds of costs.
#1 Actual money cost
#2 Time cost
#3 Repeatable time
I only focus on repeatable time activities. I only wanna spend that kind of cost.
What I go do is I build a funnel, and now, I don't have to do all the traditional ways that MLM teaches you to sell a product.
Can you sell a product like that? Yeah, and huge multimillion dollar people have gone in and they've made a lot of money that way.
How many, though? This is the other thing that I wanna share with you guys on this.
So there's speed. How fast does it take me to go and do it?
Will I actually get to the finish line? Yes, in a Prius, totally. I'm gonna get to it. But I'm gonna get dominated by the drag car.
There's one other major aspect to this…
Think about this… Let's take artists, for example (just keep with me here in just a moment while I do this).
Let's say that I take an artist… It's one of my favorite examples ever on why I do it the way I do…
HOW DO TRADITIONAL MLMS MAKE SALES?
I have NEVER gotten on the phone to sell somebody, I have never.
I did two MLMs back in my old life before I ever really got good at the Internet part of it, and I did a few of these strategies.
But I haven't done these strategies or what traditional MLM teaches in five years.
I don't do:
- Home meetings
- Hotel meetings
- Phone meetings
I don't do any of that stuff.
I'm not throwing rocks at it if you choose to do it. I'm just saying, weigh the costs on this.
I only want the highest leverage activities.
Those will be the things that I get good at: High leverage activities.
Stuff that is low on my time, high on duplicatable time, and stuff that I can at least break even on my ad costs.
That's what I want, that equals the very scenario that I'm going for.
Low time on my side to create. Duplicatable time, so it's really high leverage. But then I can at least recoup on ad costs, so then I can spend more money than most MLMs do on their ads.
I'm gonna teach you guys three very simple product funnels. I use this same thing in several other industries.
This is a super easy way to create funnels, product funnels specifically, and it might shock you.
The Secret MLM Hacks course goes in and teaches a lot about recruiting and it talks about products, as well.
A lot of things we talk about for recruiting actually apply to product funnels and product sales.
Which is why I focus so heavily on recruiting first.
HOW DO ARTISTS MAKE SALES?
Let's say we have an artist...
How talented to do you have to be get paid really any kinda money as an artist? What skill level do you have to have in order to get paid as an artist?
A LOT. You gotta be a four or a five in order to really start making money. And even then, it may not be that much money.
Now, let's do nothing else, but change the vehicle.
This is why this is such a big, big deal. Let's change the VEHICLE.
I'm not gonna add any more skill levels.
I know a lot of you guys like, "Man, this seems like a lot." It's not that hard, it's just new. So you just keep sticking with it.
Let's say I'm going to learn how to teach people about how to be an artist on the Internet. I'm gonna sell some information about HOW online.
What skill level do I need to have at this vehicle in order to make a good amount of money? It's the exact opposite! That's why it's such a big deal.
What skill level do I have to have in order to start making money teaching people how to be an artist? Not that high.
But what kind of revenue do I have the potential to earn? It's through the freaking roof!
It's gonna take like half a lifetime for me to get good at the artist thing, and then, get paid hardly anything.
CHANGE THE SELLING VEHICLE
Or what I could do is just change my vehicle and learn how to sell.
Let's take the traditional methods that MLM teaches about how to sell a product.
We have the family and friends thing, parties, there's a lot of methods.
Let's say I'm a new MLMer. What skill level do I have to have to start making a little bit of cash in this game? I gotta:
- Overcome a ton of mental barriers
- Learn the script
- Learn about the product
- Learn about how they can buy
- Here's what the form looks like
- If they do SmartShip or like a monthly auto-ship program versus a one-off
- Learn about the promotions going on
- Learn about some of the events that my MLM has going on
THAT’S A LOT. You gotta have a pretty good amount of skill level. And how much money do you honestly make for a while?
Let's just be completely honest about this. How much money do you actually make for a while?
There was a lady who reached out to us; she was so excited. My wife and I were in college and she was like, "Stephen, my gosh, guys, you have to come."
She was excited, she was on social media, and she goes, "Hey," so imagining that she's typing with her thumbs, "Guys, I'm so blessed to be in my MLM. We've been here for three years now, and now, we're making $50 a month. We paid for diapers through our opportunity."
I was like, $50 after three freaking years? That is a sucky vehicle. But if I change the vehicle, suddenly I flip the whole model.
This is why this is such a big deal.
THE SALES VEHICLE MATTERS
Some people don't even make anything, but they've spent all this time. They've learned how to sell, but they're in a sucky vehicle.
What I'm trying to share with you guys here is there are way better ways.
I'm gonna teach you guys, specifically, three ways to build a very, very simple product sales funnel for your MLM.
I wanna teach you guys this, 'cause it's a model that I've used in lots of other industries, as well.
AND IT WORKS!
This first one here... I can go and I can execute it and not be amazing at it.
The amount of leverage between these two strategies is ridiculous.
Remember the drag car versus the Prius? We're talking about speed.
A million dollars is a million dollars. But a million dollars you gather in a day is very different than a million dollars you gather over 50 years.
Time is what measures wealth.
I don't wanna be hooked into this vehicle. This thing that everyone teaches in MLM. It's network marketing, therefore, I have to network face-to-face.
NO YOU DON’T!
There are three different kinds of costs.
I'm not gonna spend my personal, one-off time to go sell somebody. I just refuse to do it.
I don't know how to code. What I'm teaching you here, anyone can pull it off.
This just is a very different way to think about MLM over all.
LEVERAGE MLM PRODUCT FUNNELS
Hopefully, that's making sense to you so far. What we're doing here is so different. Not just from a recruiting standpoint, but from a product sales standpoint.
There are three different methods.
Leverage, leverage, leverage. The magic word: LEVERAGE.
I don't know that much about the MLM product that I sell. What I know is:
- It's awesome
- It helps a lot of people
- I get paid every time I sell it
I have not focused on the skill of understanding the science behind the product.
I don't care about what it is as long as it's ethical. As long as it's moral, as long as it truly helps people, as long as the company's awesome, I don't really care.
What I care about and what my focus and my obsessive focus is on is this piece...
HOW DOES IT SELL?
Your job is not to become a mad scientist genius over the product. That is not what sells stuff, your job is to obsess over the HOW it sells.
You don't sell things by barfing technobabble about your product over people.
That's not how this game works. That's not how sales in general works, not just MLM.
MLM SALES REALIZATION
I had a very stark, slap in the face realization with this. I was doing door-to-door sales and it was my second summer. I was selling pest control, and I loved it.
About halfway through the summer, I was the number two salesman who was a first-year.
I was doing really well, I was doing two to three sales a day. We were making more money than I've ever seen in my entire life.
About halfway through the summer, I started going and knocking in these neighborhoods. I started getting questions I had never had.
It was pest control, so they would ask questions like, "What's the chemical compound behind this?"
I don't know if I knocked on a neighborhood that was like just a group of mad scientists or whatever, but they wanted to know those kinds of things, and none of them bought.
What happened was I got distracted. Instead of studying my craft as a salesman, (you are in sales in MLM), you don't own the product, you don't own your position even, you own NOTHING.
You have no say, no rights, nothing legally, at all, in your MLM.
In one snap, they can take you out of it. I'm not saying that to freak you out, it's just a stark reality of network marketing, MLM, direct sales, whatever you call it.
What I shouldn't do is try to understand the product so deeply that I'm trying to affect it.
What I'm really trying to do is study the HOW on how it sells.
SECRET MLM HACKS MLM PRODUCT FUNNELS
That's what Secret MLM Hacks is about. Why do people buy from you? Meeting the opportunity and the product, that's what Secret MLM Hacks is about.
It's not about like, let's go be a genius. It's about what makes things sell.
How do they sell and how does the sale actually happen, and how can you automate that with that third type of time?
That's really what this is about and why I wanted to do this stuff with you.
I don't want anyone to get uncomfortable. So I'm not gonna tell you the name of my MLM still, but you can reach out to me personally.
So what happened, though, in pest control, I went and I started learning about the pest control.
I started learning the chemical compounds that killed ants. I started learning the most random stats ever.
I remember thinking, “I can't wait for the next person on the door to tell me, "But does it do this?" Because now, I know enough to barf all over 'em, all these cool science facts. Then they'll buy from me.”
And you know what's funny? We almost went bankrupt. My sales went from two to three sales a day to two to three sales a week.
I wasn't selling anymore. I was just capturing the easy lay down sales.
I started going around and knocking these poor neighborhoods, just being honest. I hope no one gets offended by when I say that. They were poorer neighborhoods and lower income housing neighborhoods.
They would pay for the first or second service, and then after that, just cancel the contract on us.
I lost over half my accounts before four months had even gone by and it was one of those powerful, but painful lessons.
WHO ARE YOU SELLING?
I wanna clearly understand the WHO. A dream who. I wanna understand the dream customer.
I don't want somebody who I have to hold their hand 24/7 inside my downline. You shouldn't either.
I'm not trying to sell somebody who needs the opportunity, "Oh, Mr. Jones across the street, he's having a rough time right now, he needs this opportunity,"
NO! I'm building a business, not a life coaching business.
The WHO that I'm trying to recruit, the WHO that I'm trying to sell my product to matters a ton. And so my funnels, both for the product and recruiting.
They don't just sell, they also filter. They are there to keep the wrong person out.
Once I know the WHO, I start studying HOW to sell them.
The MLM is gonna be the one delivering the product. My entire focus is the HOW.
How do I sell them?
I don't sell my stuff cheap, and I do that on purpose.
Can I be real with you guys for a moment here? I have your permission to be forward?
If someone can't even afford a $100 product in their life, it is a signal of the problems they have not solved in their lives.
Is that some spiciness there?
LEARN MLM PRODUCT FUNNELS
Please remember to rate and subscribe.
Hey, I know it's tough to find people to pitch after your warm market dries up, right?
That moment when you finally run out of family and friends to pitch.
I don't see many uplines teaching legitimate lead strategies today, though.
You see, after years of being a lead funnel builder online, I got sick of the garbage strategies most MLMs have been teaching their recruits for decades.
So whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com to join the next free training.
There, you're gonna learn the hidden revenue model that only the top MLMers have been using to get paid regardless if you join them.
You're also gonna learn the three-step system I use to auto recruit my downline of big producers without friends or family even knowing that I'm in MLM.
If you wanna do the same for yourself, head over to secretmlmhacks.com now.
Again, that's secretmlmhacks.com.
Six years ago when I joined my first MLM... I was so mad!
I went in and I was like, “I want to be successful.”
And the guy is like, “Hey, you really want to be successful?”
I said, “Absolutely.”
He said, "Well this is what successful people do. Give me a list of your friends and family. Let's take the ones who will be a good fit and three-way them in.”
So I was like, “I want to be successful, let's three-way them in”.
I started doing it, and once we ran out of those kinds of leads... Frankly, it got really awkward.
That's when I started walking down Main Street to try and recruit people.
The challenging part about it was that I was not equipping the people I was recruiting with the kind of education they needed.
I was just literally a pawn.
And when I realized that, I got mad.
I started looking to see what these other MLMers were doing.
None of them were doing home meetings, phone meetings, hotel meetings.
A lot of them had their own little product. They had:
- Webinars
- Websites
- A funnel
- Little tiny info products
They wouldn’t attract people to their MLM.
They'd attract people to these items and these products and these things IN FRONT of their MLM.
Then when somebody would buy, they would go and sell them, and upsell, and say "Hey, would you like to come and join this thing?"
THE PRINCIPLE OF A SELF-LIQUIDATING OFFER
What was cool about that is it let them spend that money on ads.
This is like the marriage between marketing and the MLM world and how it actually works on the internet.
Whoever can spend the most money to acquire customer always wins, even if their product is worse.
I got mad about this because I realized that I was not being taught the way that big guys play the game.
I left MLM for a while until I said, "You know what, I'll do it again, but I will only do it in the way that I saw these other guys doing it."
I'm going to walk you through some training that I give people in my downline. It brainstorms some of those front-end products.
It's not actually that challenging to go create a lot of these things.
I’m going to show you the principle of a self-liquidating offer in MLM and how you can create that.
This is taken straight from Hack MLM. You can get it for FREE.
If you want to, go to hackmlm.com and you can check it out.
Don't go there if you're like, "I don't want to be pitched." Because if you go there, you're going to get pitched, alright?
FRONT-END PRODUCTS TO HIDE MLM
This helps my downline think, "What thing could I create in order to make one of those front-end products that is not related to my MLM, that is not there to recruit anybody, it's not there to even talk about the fact that I'm in one?"
It's just there to serve.
When it serves them, what happens is after a while they're like "Well man, that was really cool Steven, what else do you do?"
Funny you should ask! Here's my MLM, here's my downline.
Then they come and buy. It's one of the easiest ways to make sure that you have a consistent source of leads in your business.
You only have so many family members!
After you've run out of family members and close friends, how do you get more leads?
About five years ago I decided I would get back into MLM, but ONLY do it the way that I saw the people making a lot of money.
Most of my friends and family don't even know I'm in MLM.
The only reason they know that I'm in MLM is that they'll ask me what I do professionally. I'll be like "Oh, I do this, I do that."
I'll bring it up, and that's it. I don't pitch them.
We have three, four, five people a day asking to join my personal downline (not including all the ones who are in my downline).
SELF-LIQUIDATING OFFERS CREATE LEADS
How do you get a source of leads? Creating a self-liquidating offer in front of your actual business is the way to do that.
Get out a piece of paper and think, "What could I create that would attract my dream recruit, my dream product buyer? What could I create that would be a good fit, that only that kind of person would come and buy?"
I CHALLENGE YOU to go and make it and start just sending some traffic to it.
If you want the actual program that doesn't pitch you, go to secretmlmhacks.com and you can learn how to create these kinds of machines inside of your business (and treat it like a real one).
I know I'm very forward on this show, but I'm sick of so much crap around this industry.
Get out a piece of paper so you can brainstorm very simple ways to create a self-liquidating offer that will bring your dream customer to you.
I’m going to teach you some of the strategies I like to use to create these SLOs - Self-liquidating offers.
The reason we're going through this is that it is usually one of the topics that people get stuck on.
I'm going to walk you through a few different ways to create very easy self-liquidating offers.
We are different because we follow the info product direct sales model, AND we also do MLM.
That is what is fueling our downlines and fueling our MLMs. Most MLMers have no idea about these marketing tactics or techniques.
SIMPLE WAYS TO CREATE AN SLO
These are some very simple ways to create SLOs (self-liquidating offers).
The biggest reason why someone freaks out, which is understandable, is because they're like, "You're telling me, Steven, that I have to go in, and I have to go create an entire offer? Do I have to be in the product creation business? I don't want to do that! That's the reason I got in MLM! It's because I don't have to create the product!"
I hear you, okay, I hear you. It's one of the reasons why this is the info product business.
Information is one of the highest margin things to sell.
It doesn't cost a lot of money to fulfill. When someone buys a CD, you just print the CD and send it out to them.
Or a book. Just print the book and send it out to them.
Or if it's completely digital it doesn't cost any money to fulfill on it. I just send an email with the access links.
The info product model has a lot of unique capabilities that physical products cannot have an advantage with.
First of all, what you need to understand is we, especially in the direct response world, are obsessed with repurposing content.
You're probably thinking to yourself, "Steven, this seems really cool, but I'm not an expert in anything. And you're telling me I need to go create something? I need to create something I can sell to people and liquidate my ad costs?"
Yes and no. You don't have to be the expert doing the talking.
FRONT-END PRODUCT PUBLISHING
When I started publishing a lot, I don't know what to say.
Instead, I started asking people who seemed like they knew more than I did, to come on my shows, and they did all the talking.
Everyone answers your phone calls when you have a show because they want to be on it.
One of the easiest ways to get an SLO created is to just talk with experts and record it.
Some of my buddies are doing this with keto reboot and stuff like that.
They're going out and talking to a whole bunch of doctors who are big fanatics about ketosis.
"Hey, what's up doctor? I’m going to be interviewing ten doctors, would you like to be the tenth? I'd love to interview you for twenty minutes about ketosis. Can I feature you on that, is that cool?"
That's a very secret phrase: "Can I feature you on that?"
That scratches somebody's status. When you get interviewed on something, what's the first thing you do? "I was interviewed. Check me out."
Which is fine, it's human nature. That's why a lot of people contribute their best stuff for free when you tell them: "Hey, look, I got this thing coming out, I'll sell it for a little bit in the future, but I'd love to feature you on it, do you want to contribute?"
I have crowd-created so many products like this.
It's the reason why these SLOs are really easy to create, but also really valuable AND take no cost to fulfill, because they're info.
HOW TO CROWD-CREATE AN SLO
#1 I'm going to do a video recording.
You’re going to want to interview 10+ experts.
#2 From that video interview, you can rip the audio. Now you have chapters. You have ten chapters for your own audiobook.
I have several friends that are doing this right now in the ketosis space because I showed them this.
Put it on FreeKetoTrial.com or something like that and now you have a crowd-created product that you can drive traffic to. It's just a front-end product for Pruvit.
If this seems really all over the place, just let it sink in. You might be brand new to the game and that's totally fine.
#3 I would take the audio from the video and get it transcribed. You can go to Temi.com, and it's like ten cents a minute for a computer to transcribe audio.
It's one of those things we'll use sometimes on my podcast when I'm making my blog posts.
I'm not going to rewrite that, are you kidding me?
I'm just going to pay ten cents a minute for some computer to go do it. Or Rev.com, that's a dollar a minute for a human to do it.
Now we’re making a PDF.
- Video interview
- Audiobook
- Text chapters
We have created a very sexy, amazing offer, already.
You could sell this for $27, $37, $57… Somewhere in that price range.
CROWD-CREATE ONE FUNNEL AWAY CHALLENGE
Russell did this for a project called the One Funnel Away Challenge, which I coach for.
We had a book that we crowd-created with thirty people.
We said "Hey, if you were to lose everything, how would you get it in thirty days? Do you mind doing a video interview talking about your chapter, and then another video interview going more deeply into it? And then do you also mind writing a chapter for this?"
There were thirty people so there are thirty chapters. He literally wrote one sentence of the entire book.
That thing made a million bucks in three weeks. It was insane and not very expensive either.
He didn't write it and he didn't pay any of these experts. Just knowing that my name was going to be in it was enough incentive for me to say YES.
What I'm telling you is: Don't underestimate the power of crowd-creating products.
People want that kind of exposure, and they're ready to give a lot of their best stuff out for a little bit more exposure.
If you're like "Steven, this seems like a ton of work!" That's fine.
Then just use the MLM masters pack I already provided for you and just run with that.
When you are ready for more traffic and you're ready to get more eyeballs, then you can do this.
You have:
- Video interviews
- Audiobook
- Digital PDF
You can actually print it and have a physical book that you could ship out to them, and do a FREE+ shipping offer.
SLO FOR PRUVIT
Get these experts to dialogue about how to stay in ketosis longer, how to get in ketosis faster, how to use Pruvit.
You can talk to keto experts and sell this to the general ketosis market, that may not be in Pruvit yet.
This is a great lead-in!
You could interview other experts who are specifically Pruvit product experts.
There are people inside Pruvit right now that they're dang near scientists.
Give them a place to dialogue, everyone wants to do that. Crowd-create this super sexy offer.
Now for $57 I'm going to give you:
- The video interview series
- You're going to get the audiobook so you can listen to it
- The PDF
- And the physical book which we're going to ship out to you
You don't need to go that far, I'm just trying to show you.
Maybe you're only doing two of these. You're going to only do three. Maybe one of them.
I'm just trying to show you guys that crowd-creating, especially for low-end SLO offers, is the easiest answer.
For a low-end front-end product stuff like this, I don't recommend that you write an actual book.
Leverage other people.
Maybe you can interview other MLMers on recruiting tactics. Do you know how attractive that would be?
To drop that in front of other MLMers who are failing in their MLM, and you say "Hey, here are other MLM experts that are out there AND you get all this stuff with it, $57! By the way, do you want to join Pruvit?"
ANOTHER WAY TO CREATE A SELF-LIQUIDATING OFFER
One of my other favorite ways to do this is a SUMMIT. It also leverages other people. We already have the stuff for the summit!
Do you know how easy it is to do a virtual summit? I've been a part of them and it's just pre-recorded interviews, repurposed in this exact manner.
You buy the recording for $100, and it's pre-recorded. Someone's just sitting there playing the video in front of those who paid.
It's good information and it's awesome! It gives places for these people to dialogue and teach what they know. Stuff that would take us lifetimes to go learn.
I'm just trying to teach you guys my favorite method, which is: Leverage other people who are smarter than you.
SLO SAMPLES
Another way to pull off SLOs is with SAMPLES.
My strong encouragement to you is to NOT give it away for free. If you do, make them pay for shipping.
There's something to be said about someone who PAYS for a sample, versus somebody who just gives away samples. The intent is way different.
If they buy off of a funnel, and it's not face-to-face, make them pay.
If you are talking face-to-face with a friend, like Brian Underwood, that's a little different. There's already a relationship.
We've gotten past the question of "Are you psycho?" There's a relationship there, and they are, anyway.
Samples can be paid AND free, depending on who you're selling it to.
I am leveraging what already exists.
We have a bank of SLO ideas because there are so many of them. You can liquidate your ad costs, bring people to you, bring in better leads, qualify them along the way.
YOUTUBE SELF-LIQUIDATING OFFERS
YouTube is public domain.
Meaning, if someone selected ‘Public’ when they published their video on YouTube, you can grab that URL and put it behind a member area.
I wouldn't sell it. But if I go on YouTube and I type in the word 'ketones', how many YouTube videos do you think are going to pop up? A ton.
And what order are they going to pop up in? The top-ranked ones.
I can take the top ten, fifteen, twenty public videos on YouTube and put them in a members area and tell people "Hey, opt-in right here, and I'll give you access to the member's area with the free training on ketosis."
I didn't have to create that, but I got a list out of it.
It’s such a good strategy because you don't have to create the content.
That's the point I'm trying to tell you guys. Leverage what is already out there.
I didn't create Pruvit samples. Pruvit did.
I don't know what all these experts do. They know it.
I didn't make all these YouTube videos that YouTube has ranked and said are the number one videos. YouTube did, all these other experts who posted them did.
If I'm publishing somewhere, just tell people "Hey, why don't you come in and grab my members area, right? It's free, just create a login, all you have to do is make a password. And then inside there, there are videos in there that will walk you through some of the top ketone training that's on the web today."
There are a lot of cool ways to just pull people in and teach them how to be successful.
FREE FRONT-END PRODUCTS
SLOs (self-liquidating offers) you could technically do this for FREE.
But a lot of these are paid things. The point is to recoup on ad costs and make it so you can speed up your ability to speak.
Think about how to leverage what already exists.
To be an entrepreneur is to orchestrate what is already there.
You don't have to be the best trombonist, flutist, violinist, you don't have to know all the instruments. Entrepreneurs create things and this is entrepreneurship PLUS MLM.
This is direct response marketing PLUS MLM.
Think about what already exists, think about how to orchestrate it together.
Just choose one. Keep it very simple.
JOIN MY DOWNLINE FRONT-END PRODUCT
I've done my best to keep this podcast strictly educational and I don't pitch anybody or even tell you what MLM I'm in.
However, the number of emails, Facebook messages, text messages, people hunt my phone number down or even find my address... It's kind of insane and it's kind of become unmanageable.
If I'm going to take the show where I want to, that noise is only going to grow. So, here it is. Here's my extremely soft pitch. I'm not even going to tell you what MLM I'm in either, but if you want to join my downline or simply find out more, literally go to joinmydownline.com.
Simply for transparency, when someone joins my downline, this is what they get:
- Auto-lead and recruiting funnels
- Proven product sales funnels
- A thirty day step-by-step setup system
- Easy traffic methods
- Unique upline support that's been assigned to us from our MLM headquarters, which is pretty awesome.
All of what I do is not only proved by my MLM, but they consistently ask me to build funnels for the MLM itself. So again, if you wanna jump on the phone and see if it's a good fit, literally go to joinmydownline.com.
This is just to direct some of the noise I personally experience as I talk about and reveal a lot of these tools that my team has access to, which I know is unconventional, it's kind of shaking the industry, which is really fun.
If you're interested in actually making MLM an asset, joinmydownline.com is where you need to go now.
I'm very pumped for PART 2 of ‘How to Rate Your MLM Business’.
Like I said in the last episode, this is not about rating the MLM that you work for. We are talking about rating your current position inside of that.
Are you treating it like an actual business or is it like a hobby?
This will help you know, not only where you are, but what to do next. This episode we'll teach you the latter.
What do you do next? Now that you are able to go in and treat this as a company? Like an actual business, like an asset.
If you did not see the last episode, DO NOT start with this one.
Go to the episode just before this one. Go watch PART 1 because this is part two, and it builds off of what you saw during the last one.
AND… If you guys want more help on building real systems in your MLM business, go get the program secretmlmhacks.com.
WHAT DO YOU DO NEXT?
Having an SLO means that I gained control back over the:
- Lead
- Convert
- Deliver
- Upsell
I gained control back on this side of the ranking.
I lose control over at least half of the stuff on the MLM position side.
I can't…
- Convert people in certain ways
- Say certain phrases
- Income claims
- Health claims
...All of the stuff.
I wouldn't say it anyways... BUT there's so much red tape because the government's sooo involved.
I've got to be way more careful and far more watered down.
What I CAN do is control the pre-frame that they see my MLM with by the stuff that comes through on the SLO side.
My challenge to you is to go in and rank YOU. How well do you...
- Attract leads?
- Convert the leads once you have them?
- Deliver on what you sold? (Just improving that alone will increase your sales because your testimonials increase once you deliver better.)
- Upsell them?
Second money's always easier than the first money.
How well do you do those things?
#1 Figure that out.
#2 Circle the one that SUCKS the most
#3 Use Secret MLM Hacks to figure out what it is that you're doing.
If you're new here and you’ve never seen what a funnel is, do it in the order that the modules that are presented. That's going to help you understand WHAT a funnel is.
It will help you get that first thing off the ground.
YOU HAVE AN SLO… WHAT DO YOU DO NEXT?
After you've gone through it and after you have an SLO (self-liquidating offer) up… After you've started creating systems around these things, start ranking them.
I already have a business built. So much focus is on the building… But what about post build?
Q: What do you do next?
A: THIS
How well are my systems inside the business?
I rank according to those things (lead, convert, deliver, upsell). That is what guides my decision making.
Which is ultimately why I start thinking about how could I go and create an upsell.
I'm going to list out a bunch of ways I could make an upsell… Things that are possibilities.
I'll choose some of them. That literally becomes my TO-DO list for the next month. That's what guides me in this. That way it's a market-driven business.
I'm listening. I have my ear to the ground.
You make money on your strengths. But I'm talking about ranking your systems and fixing the weaknesses.
If you don't have systems, it's extremely weak. That's what makes people feel like, “Oh I'm so lost. I don't know what to go do.”
If you’re liking this, I appreciate it like crazy. You can go to SMHReview.com (Secret MLM Hacks Review) and leave an honest review.
If you're like, “That sucked”, tell me! But if you think this is awesome, tell me that also!
If you’re having a hard time thinking that you can be duplicatable… It’s because you aren't.
Your systems are.
The reason I'm so duplicatable is that I give a lot of these guys the same things that I brought them in with.
A SYSTEM is duplicatable.
I am very unduplicatable.
THERE’S ONLY ONE ME!
I'm not trying to duplicate people. I am trying to duplicate business systems.
YOUR MLM BUSINESS EXPERTISE
People ask me, “Do I teach my downline how to do funnels if they're used to belly to belly?”
- My SLOs have to do with funnels because it's my expertise.
If you are an expert on protein shakes, build a self-liquidating offer around what you're good at.
It's the reason why you can create a unique recruiting offer. It's unique.
What are you amazing at?
I am not a scientist on the supplement that my MLM sells. I'm not. I don't understand much about it. What I know is I...
- Take it and it's good for me
- Make money when I promote it
… That's pretty much the only science I understand about what I actually sell.
Selling has NOTHING to do with how well I know the product.
There are people in my downline and their expertise lies heavily in what we’re selling.
They're like scientists. They're so smart. It's ridiculous.
They're like, “Should I go create something around funnels?”
I'm like, "No, because that's my thing. I was the lead funnel builder at ClickFunnels."
I'm not saying it's competing. They can do to it if they want… But you can be unique.
What are you good at? Build an offer around that.
Build your SLO around what YOU’RE good at and similar people will be attracted to you.
THE SAME MLM BUSINESS…
One of the biggest things people ask is, "Stephen that means that eventually, everyone in my downline will be selling the same thing I am."
No, they won't, because they go through the same process that I'm teaching them.
If someone's like, "I'm super good at copywriting."
I'm like, "Sweet, I'm not." Go get copyformlms.com and make that your $57 thing.
That's what brings people in, liquidates ad costs, build systems around it, then pitch them in your MLM.
There's room for all. You don't have to be a funnel freak in order to be good at this.
It's just understanding the general concepts and principles of offer creation. Making it unique to you, and understanding that what you control and don't inside of an MLM.
You can do this on your own. This is the map and one of the ways that I look from a 30,000-foot view to figure out where the weaknesses are in what I've built.
I sell with my strengths. But in order to remove me from the business, I need to fix systems that are weak.
If you’re getting leads but not converting them… Then that's the question you lead with.
Questions invite revelation.
So now the question that you ask yourself is, “How do I convert my leads better?”
That takes getting to know the leads better. How are they coming in? What pre-frame are they becoming a lead under? What is it that other successful sellers are doing?
RATE YOUR BUSINESS
Start asking those questions and digging and finding, “Oh, that's what they're all doing”. And you just build something that's automated around that.
The onboarding training that I give my team walks them through their first 30 days in my downline.
Most of my leads for my downline come from my podcast, which is another reason I tell you to FREAKIN’ PUBLISH!
It's so funny how much authority comes from publishing. They'll just be listening to you.
Let’s say you’re struggling to come up with SLOs for your MLMs children's books...
What if you created a product around how to teach kids to read? Something that's associated and complimentary, NOT competitive to what you're going to sell.
You might have a great team but what if there’s a major problem is lead generation? What kind of SLO could you create?
I'm going to go drop an episode and training on SLO ideas. What you're looking for is a problem.
What are the problems people struggle with, in your MLM, after they buy the product or join the opportunity?
Solve those problems.
It's super easy to have a lot of people come to you because most people in MLM don't think about it that way.
You're just adding more value.
Q: How would you promote your funnels if you're just starting out with no proof of personal success yet?
A: Success is not based on testimonials, but testimonials help.
You can launch something without testimonials. But I would build a system to capture testimonials as you go.
Every funnel I launch, I build in a sense of vira-bility (how easily will it go viral on its own?)
MLM BUSINESS RESOURCES
If you guys go to bestmarketingresources.com, you can see some of the resources that I use.
Go look at the video about UpViral. That's one of the ways that I increase my spreadability.
I believe I have a video on there about proof. That's one of the ways I increase my conversion rates by 10 - 20% every single time and it works super well.
I am NOT the business. I am NOT the funnel.
What I am good at is systems. I build systems.
You just have to know which ones to build. And this is one of the ways that I go do that.
Someone said to me, “Steve, my MLM offers only subscription purchases, which makes the lead generation more difficult.”
No, it doesn't. That is in your head. Just going to call that out right there.
“New buyers can only subscribe for at least six months. They cannot buy only one product as samples.”
Yes, but they can buy your own product in front and then get six months of your thing for FREE.
Russell just launched a book about network marketing and different funnel types.
I'm going to go create is what's called a Bridge Page. Because I'm going to make my own offer around it when you buy through my link.
MLM BUSINESS AND AFFILIATE MARKETING
The affiliate marketing model is the EXACT SAME model as the MLM model.
There's no difference. I don't how many times I can say that in this.
Look at how affiliate marketers sell their stuff. They don't own the cart. How are they getting so many sales?
They have to tell somebody to buy on someone else's page. How do they get so many sales?
I built a bridge page funnel. That’s what I did.
I don't own the cart, I have no power over it, I can't change anything on it. It's something that ClickFunnels is promoting.
For the One Funnel Away Challenge, all I did is create a page in front with a video that said, "Hey, on the next page you're going to be pitched by Russell to do this challenge. It's a 30-day challenge to help you get a funnel out the door. What it's going to help you with is X, Y, and Z.”
“But in order to add more value, here are some things that you might need to get your success, faster and help with what you do after you've done these 30 days. I've come up with some of my own products, my own ideas and I decided not to sell it, but I could have."
"You're going to get all this stuff PLUS all the things that Russell's giving you if you buy through my link. I usually sell each of these for a couple of hundred bucks, and what he's going to sell you is only a hundred dollars.”
“Here's how you get it. Click below and it's going to take you to my affiliate link, buy it through my link and once a month I release all of those bonuses to the those who bought through my link."
BRIDGE PAGE - WHAT DO YOU DO NEXT?
It asks for their email, because I'm a marketer, and it puts them on a list.
Now I can create an email sequence. Each email will highlight one of those products or bonuses that I'm giving away on top of the thing that I don't control.
That's why you CAN sell a subscription based thing and not own any of the carts.
I'm going to figure out all those followup problems and solve something for it ahead of time. Then I can say, “Here is one of the issues I found people need help with afterwards” and it makes it really easy.
This is one of the easiest ways to sell a product.
Create a bridge page. It's a single page. The one I did for ClickFunnels has already made $110,000 in the last six months.
I actually made it in three hours in a hotel room while I was on a trip. Just keep this simple. Keep it real simple.
All you're doing is you're creating a lead system, you're converting them, you're figuring out ways to deliver it better, and you're upselling them throughout.
This works if you’re selling...
- A product
- Your own product
- The opportunity
One of the easiest ones to do for a subscription based thing is say, "Hey, when you buy this, you're going to get six months of the product for free."
You give that in addition to that main thing and you out value everybody else.
THE EASIEST WAY TO FIGURE OUT WHAT TO DO NEXT
Q: Is it easier for me to go convert somebody who says, "Stephen, I'm interested in your MLM, but what about X, Y, Z? This, this and that. Help me, help me, help me"
I'm not trying to be rude… But I'm not building a life coaching business.
I'm building a business around the product that I sell. If you don't like those you're recruiting, that's why.
You're not being picky enough. Don't recruit them just because they have a heartbeat.
It’s easier for me to widen the pot and find people with a smaller amount of education needed.
The belief bridge they have to cross is much smaller.
Go to bestmarketingresources.com. I put a lot of resources that I use on there because a lot of people ask me, “What are you using?”
You don't have to use ALL those. They just accelerate you. Some people are like, "You need more than ClickFunnels?"
Maybe you don't NEED it, but I want to accelerate.
I WANT YOU TO RATE YOUR BUSINESS
So…. To recap…
#1 I'm going to rank my business both in terms of my position, and how I'm treating it and the MLM opportunity. How well do I...
- Get leads from my MLM opportunity?
- Convert leads to my MLM opportunity?
- Deliver for my MLM opportunity?
- Upsell?
How well do I...
- Get leads for the product?
- Convert the product?
- Deliver the product?
- Upselling them?
Those are the MAJOR functions every business has. Rank yourself on that.
Do the same for your self liquidating offer. You could get really specific on this and put the actual name of the product that you're selling.
Then do it for the next product and then do for the next product and rank it and rank it and rank it and rank it.
That gives you a very clear map of what it is that you should be doing.
You're NOT the business, you're NOT the funnel.
You build something that actually is automatable and duplicatable.
What do you hand off to people when they join you? You're systems, not you.
I'm not willing to babysit my downline, I made that declaration a long time ago.
I will be there and I will create really valuable stuff but I'm not there to make them successful.
That's their decision. I am not the builder of their business. I'll give them tools so they can do it on their own.
JOIN SECRET MLM HACKS
I know it's tough to find people to pitch after your warm market dries up, right?
That moment when you finally run out of family and friends to pitch. I don't see many up lines teaching legitimate lead strategies today.
After years of being a lead funnel builder online, I got sick of the garbage strategies most MLMs have been teaching their recruits for decades.
Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.
There you're gonna learn the hidden revenue model that only the top MLMers have been using to get paid regardless if you join them.
Learn the 3-step system I use to auto recruit my downline of big producers WITHOUT friends or family even knowing that I'm in MLM.
If you want to do the same for yourself, head over to secretmlmhacks.com.
Again that’s secretmlmhacks.com.
Let’s talk about HOW to judge if you're own MLM position is performing how it should...
First of all, I'm not talking about rating the company that you've chosen to be a distributor for.
What I'm saying is...
How do you rate your MLM position?
I want to teach you a really cool model that you can use to see how you're doing in business.
One of the biggest questions I get is, “Stephen, I've built this thing and I don't know what to focus on next”.
In order to know what you need to do, you need to know where you currently are. This is a rating system that is used in real businesses.
- Major businesses
- Multi-million dollar companies
I'm gonna teach you how to do it for your specific MLM position inside of your company.
RATE YOUR CURRENT MLM POSITION
This will help you go in and say, “Okay, here's my current place and where I am” and it'll be very obvious to you where you're weak.
I'm gonna teach you how to go through and rate your current MLM position.
This will help you create a roadmap.
I recommend that you take out a piece of paper.
This is literally how I go through and do this with my own business on a routine basis. And I know it's one of the reasons why we have such focused action inside of my company.
Because I take a moment to figure out where we are and where we're trying to go in relation to those two things.
It's very easy for me to see where we're weak. I sell my strengths, but I still need to go in and fix the weak spots, as far as the systems go and I'm gonna explain that to you moving forward.
One of the biggest things I run into inside of MLM is that people don't treat it like a business, and I know I've said that on this show.
“But Stephen, how do I treat it like a business?”
You need to know why it hasn't felt like a business and why you have not been treating it like one.
This episode will teach you the systems needed so you can treat it like a business, so that you're not the business. So that you're not treating like a hobby and so that you have something that's measurable.
You need to know if your business is actually growing and THIS will teach you that framework.
WHAT IS A BUSINESS?
When I was in college they would ask questions like, “What is a business?”.
We had to write a paper about what a business is…
At the beginning of my entrepreneurship classes there were some specific books that I was told to read.
I'd read the book and the first half of the book was great but the second half of the book was really awkward.
The reason it was so awkward is because they would say things like...
- “The business has a soul”
- “The business wants to expand”
- “It's ready to grow and it's ready to breathe”
… and it got fluffy.
And I gotta tell you guys… I'm not into that type of business belief AT ALL.
I don't believe in business WOO WOO.
What I practice is measurable activities that will guide me to success.
I don't care about ART.
I'm not saying ART ART…
I love art but art by definition is sometimes hard to define…
And because it's not to define-able, it's hard to design ahead of times. There's things in this life that you have to design. There's things you have to discover.
I want to know, in business, what I can design ahead of time.
I want to know that when I do A + B I get C
This is how I KNOW what to do next in my business. It is a way to rate how you're doing in whatever business you're in.
I'm not trying to say how to rate your MLM business as a whole. What I'm saying is how to rate your performance in your MLM position in your business.
How do I rate it and how do I know what to do next?
WHAT TO DO NEXT IN YOUR BUSINESS
THIS IS POWERFUL STUFF.
This is this is one of the coolest ways to know what to do next.
I had to do redesign what a business was in my head.
You might know this story... But one of the first funnels that I ever built was for a company that wasn't an MLM but they had a two tiered affiliate system. Sometimes they were mistaken for an MLM.
It was the first major success I ever had on my own while I was still in college. And it was for this water company. They're selling water machines and wateriners, water ionizers, Kangen Water, stuff like that.
I did all this marketing research and I did a bunch of Ask campaigns. And I found a whole bunch of people who had a lot of questions. They wanted MORE from the company.
Since they already had an existing customer base, I dropped a question out to their people. “What are you still struggling with?” and I got 157 responses.
What happened next was shocking. I spent the next week reading those. It took me three different tries to get through them because they were so intense.
The topic was intense as I asked people, “What are you guys struggling with your health? We're trying how to figure out how we can serve you guys better”.
People were saying things like, “Hey, I'm sitting here next to my spouse who's supposed to die any day. We're in the hospital and I'm responding to this. I really wish that I knew about your stuff sooner”.
I was like, “Oh, I thought we were marketing hard enough”, and I it got so heavy because some of these people were telling their life story... Which is kind of what you want in an Ask campaign.
MLM BUSINESS MARKETING
But the topic was so heavy for me and I remember sitting back and just thinking, “Oh my gosh this is intense”.
And I come back the next day and someone would be like, “Hey, I'm sitting here and I just was diagnosed with cancer. Why did you not tell us about this sooner?”
Again, I was like, “We're not marketing hard enough!”
So I went back and we started looking at the products that we're being sold in this company. I launched a funnel and designed it all out and it was a big success.
They made great money from it and it was the first big huge win that I had for a client and something interesting happened though...
This has happened THREE times now…
DAY 1: The launch happens and everyone's like, “Oh my gosh, this is so freaking cool. This is so awesome. Steven this is so much money. I can't believe how much money this is. This is amazing!”
I'd be like, “Yeah what's up?”, I'm on the phone with the CEO, “What's up? Oh, I told you it would work” and it was really validating for me at the time.
DAY 2: They called me and said, “Wow, this is a lot of sales… Oh my gosh” and I'd be like, “Yeah, what's up? I told you it's gonna be super cool! It's gonna elevate everything.”
DAY 3: They called and they'd be like, “Turn it off! Turn it off! Turn the funnel off!” and I'd be like, “Who wants less sales?” and I'd hang up.
THE DIFFERENCE BETWEEN A FUNNEL AND A BUSINESS
And I remember the first time that happened with that first water company. I was like, “You psycho, who wants less sales? You're crazy, you're insane. Who wants less sales?”
About two weeks later I just stopped answering my phone altogether. He would call in a desperate frenzy and he goes, “Stephen, turn it off!” and I was fed up.
I go, “Dude, why would you want less sales? I don't know anyone else on this planet who wants less sales.”
He goes, “Stephen, you are going to bankrupt us.”
I said, “That doesn't even make any sense. I don't get it. That doesn't make any sense. You're making more money”
And he goes, “No dude, you don't get it. You're selling so fast that you're sucking all the cash out of the business just to fulfill in the product. I can't pay my people. We have a serious cashflow issue going on. You're selling too quickly. TURN IT OFF!”
I was like, “OH MY GOSH!”
Iit was the first time in my entire life that I ever realized that there is a massive difference between a FUNNEL and a BUSINESS.
HUGE DIFFERENCE!
“Stephen, how does this relate to MLM?”
That’s a MASSIVE reason why most people don't have success in MLM. They go out and they don't realize that there's two different parts of this.
YOU DON’T OWN ANYTHING IN YOUR MLM POSITION
You're gonna go ahead and design the business that you own... And we've gone over this in the past.
You don't own anything in MLM.
- The products
- The position you're in
- Those that you're getting inside your downline
I'm not saying this to freak you out... It's the truth.
At any moment, stuff can change... So what do you have control over?
You have control over a few things:
- The WAY that you approach people
- The audience that you approach
- The training you give your downline
This is a lot of what Secret MLM Hacks is about. It's about how to create a message that you can go and approach the market with your dream person.
Inside of the message that you approach them with is that unique offer. That unique recruiting offer, that you developed… A self-liquidating offer.
The third thing you can control inside of your downline is the TRAINING you give them after they join you.
I didn't get a lot of training in the first time MLM I joined. You have probably been in one like that and it's frustrating.
They're like, “Just go talk to your friends and family”, I'm like, “Alright, if that's what you're supposed to do…”
The reason I'm going over this is because, first of all, you control these three things. But on top of that, I want to give you a way to rate where you are.
UNDERSTANDING YOUR CURRENT MLM POSITION
It's very hard for Google Maps to tell you where to go when they don't know where you're starting.
This is to help you understand where you currently are and the MLM position that you're in
The first time I ever saw this, someone was teaching me how to rate my own business.
This doesn't come from me. It comes from some specific people mixed with a lot of different books... A lot of time and experience for sure.
A great book that'll walk through some of these concepts is it book called Clockwork.
Anyway, here's how to rate the business.
The reason I told that story as well is because a lot of people get obsessed with the funnel. The purpose of the funnel is very finite and a funnel is not the same thing as a business.
A funnel is not the same thing as a business.
A FUNNEL generates the revenue.
The BUSINESS fulfills on the revenue.
Let's define what a business is.
A BUSINESS is a series of systems that generate a lead, then convert that lead, then deliver what the lead was sold.
There's a lot of consensus that THIS is what a business systems are.
After this, there's a lot of varying opinions. For me I look to see how well I UPSELL them after this.
Second money is ALWAYS easier than first money... Which is one of the reasons why you create a self-liquidating offer in your MLM.
Once you've created that, it's very easy for them to go and buy from you and your downline, whatever you're selling. Your product, your opportunity. Because you've already warmed the mind with a first sale.
MAJOR FUNCTIONS OF A BUSINESS
What is a funnel responsible for? Technically you can have a funnel that generates a lead, converts that lead, delivers what they bought and upsells them. That's why a funnel is so powerful.
If you design it the right way, a funnel can perform some of the major functions of a business.
I like to look at these as independent systems because technically a funnel can fit inside all those.
I'm gonna design the funnel into ONE specific function of business.
HOW TO RATE YOUR MLM POSITION
How well do you generate a lead?
If you're scoring yourself on your ability to generate a lead as a 3, you have more leads coming in than you can handle. If you score yourself as a 1, you're not getting enough leads to fuel the other functions.
These all feed into each other.
Lead → Convert → Deliver → Upsell
This is not stuff that an upline teaches you. What you're taught inside of an MLM is to be the lead gen for your upline.
Which means go get my friends and family. I am their system for leadgen. That's why that's taught.
I am my upline's system around lead creation
They convert them. The company delivers and upsells all for me. It's literally out of my control after the lead.
There's two things I can do with this…
#1: Create a self-liquidating offer then I gain control back on ALL of these functions. I create my own offer in front, which Secret MLM Hacks really is for me.
I don't pitch you guys on my MLM or my down line. Most of you don't even know what I'm in.
It allows me to gain control back on gaining leads, converting leads, getting cash in hand that gets me more leads. All this money dumps back into ads and then I deliver what I said I would deliver. Then I upsell later on.
That's exactly what I've created here, and what I'm teaching you to create. You don't have to make something to the magnitude of Secret MLM Hacks.
YOUR MLM POSITION AND SECRET MLM HACKS
A major purpose of this course is to teach the market, that we're using very old systems. This puts POWER back in the hands of the MLMer.
When you learn to create something in the front, it lets you gain control over it.
You're not usually given that much control over converting. Definitely not on product because it's not your product.
YOU DON’T OWN ANY OF IT.
To get power back into your hands, what you do is create an SLO, which is what Secret MLM Hacks teaches you how to do.
There's multiple ways to pull that off.
I want you to RANK where you currently are. What this becomes is a MAP.
You have to decide whether to rank yourself in terms of your ability, in terms of your MLM position. How well do you generate a lead?
We’re talking about BUSINESS. Business systems, business structure that frees YOU from being THE business.
If you handle every...
- Support ticket differently
- Lead different and there is no system
- Conversation when someone is interested in your downline
… YOU’RE THE BUSINESS
I'm recruiting a lot of people DAILY and I'm not talking to any of them.
The knee-jerk reaction people have had when I say that is. “Well Steven, you just took the human element out of this game”.
No I didn't. I have a system that…
- Generates leads
- Converts them
- Delivers what they bought from me (including MLM training which is what hackMLM.com is for my team).
- Upsells people to gain back cash and cash flow hard
...All I did was create systems around it.
RANK YOUR MLM POSITION
I didn’t take the human element out of it... I just treat it like an actual company instead of a freaking hobby.
In terms of my MLM position, let's also rank it on the SLO that you've created. This is why we're doing what we are here, this is why it's so powerful.
There's only so many things you control in your MLM position. What I do have control over is getting more leads than I can handle.
That's good, that's awesome, that's a sign of massive strength.
I don't really have control over the MLM position delivery itself. I don't control the fulfillment that my MLM has.
I want you to rank where you currently are in terms of the self-liquidating offer that fuels this but then also where you are in terms of the position your MLM has handed you.
On a scale of 1 - 3 (3 being AMAZING!) rate the following:
MLM POSITION
LEAD:
CONVERT:DELIVER:
UPSELL:
For me personally I'm gonna rank LEAD a three because we got a butt ton of leads.
We're about to pass 1,400 people asking to join my personal down line, not including all the people who joined my MLM and get the same systems and all the people asking to join theirs.
IT’S INSANE!
WHAT TO DO NEXT WITH A LEAD
As far as converting them, I'm gonna rank myself a two. We give them personal phone calls. I have people in my downline who I've deemed as being good phone closers and people who can answer questions about the MLM.
They give personal phone calls to those who asks to be in our downline. I think it could be better. We're still trying to figure out a few gravy train changes that we could switch and I think we know what it is.
Delivery... I don't really have control over that because my MLM does that. They’re the ones packaging up our product and shipping it out to them and giving them more training. I'm gonna put an X here.
What's interesting is, I created an entire program to train them on how to be successful. There is a training on our back-office for just our team. Here's a training on some cool lead strategies for just our team.
No one else gets it. That adds value for when they join me. Do the same thing in yours. I'm NOT pitching you, I'm telling you to do the same thing in yours.
As far as upselling goes, there's not a ton that I have in place for upselling. Although some of it is in Hack MLM.
I don’t have control over the THING itself… Delivery, fulfillment, I don't have control over that.
What I do have is this program that will teach them about it and in doing so, they have more success with it.
Hack MLM is both delivery and upsell.
RANK YOUR MLM POSITION - WHAT TO DO NEXT?
In terms of how I'm doing in my MLM position, I've rated myself pretty high. THIS is how I RANK it but then what do I do with it after I rank it?
That's where I'm really taking us ;)
Now let's think in terms of your self-liquidating offer. Let's say you're, gonna go create a product.
Say you’re selling a protein supplement...
You're like, “Stephen, I really want my downline to be filled with people who are very scientific in terms of their understanding about the supplement. They understand protein synthesis, they know what's going on a molecular level.”
“Stephen, I'm a nerd. I love our supplement to a huge scientific molecular level. I want my downline to be full of those people.”
Great! So then what kind of product would attract a whole bunch of people, who are scientific about your thing? A product that's scientific about the thing!
You just create the same SLO as the type of person you're attracting.
The reason I created Secret MLM Hacks with a lot of awesome funnels in there is because I targeted it at the funnel community. They see that as extremely valuable.
I'll charge $50,000 to $100,000 to build one funnel for somebody and you get eight. It's pretty awesome.
RANK YOUR BUSINESS SLO
That's who I'm targeting therefore that's how I designed this self liquidating offer.
I'm gonna rank mine.
YOUR SLO:
LEAD:
CONVERT:DELIVER:
UPSELL:
Our self-liquidating offer gets a lot of leads but I'm not gonna give it a three. I do think there's a few things we could do to make it even better. There's a book that we're writing.
I own bigMLMsummit.com. That's a cool way I know I want to create more leads.
As far as converting them, we actually have a pretty good conversion rate but there's a lot that I want to go update in the webinar. More things that I want to give to HELP you guys. Emphasis on help. I don't want to give more for the sake of giving more.
I think the last thing anyone needs is another video course.
There's a few ideas I have that could improve Secret MLM Hacks. I'm gonna give that a two because we still convert.
We still deliver really well.
Upsell? There's no upsell. I'm gonna say one because there's not really an upsell to Secret MLM Hacks.
The only upsell from here in the value ladder is if you want to join my downline.
People reach out and they ask and we tell them where to go, we give them a phone call.
RANK YOUR SLO - WHAT TO DO NEXT?
What I do then is THIS:
I look to see what I'm ranking the lowest on, and that becomes the focus for my next month or two.
The next logical thing for me to do would be to create something specifically to upsell my existing buyers, because there really isn't one.
Then after that I would choose the next lowest one. This becomes my to-do list. The number ones literally become the first thing I do. Number twos are the next thing I do. Number three is the next thing you do.
Then I just go back and re-rank it. I'm making sure to develop a system that gets leads. That’s why I tell you to publish so much. It's the easiest thing to do, to get a bunch of really warm and hot leads AND it converts them for you.
You can suck at sales messages and just be podcasting your journey in MLM and what you're learning and you will attract true believers into your life.
They'll just buy from you, because they've been listening to you. Because they love you and they love your stories.
Delivering. If you're doing info products, it's as simple as a freaking email with login access.
We ship you out cool boxes and packages and stuff like that but anyway…
Upsell. I don't really have an upsell. I SHOULD have an upsell and this tells me I should probably go make one.
WHAT DO YOU CONTROL IN YOUR MLM POSITION?
That's just the stuff that I control in my MLM position. I don't control that much. There's tons of rules, there's lots of red tape in MLM which is understandable.
You know where you're trying to go. You're trying to get to a spot where you have a well-oiled machine like we've built.
- I have leads and they convert pretty much on their own because of the systems I've built
- They get delivered on by the MLM
- They’re up sold by the MLM
I can facilitate that better by creating a program that trains them on the MLM, which is what I did with hackMLM.com.
Focus on the next major to do list in terms of your MLM position. In order to fuel THIS, you need to start looking at THIS side.
What can I go create? What is the status of where things are currently?
I'll do this periodically for anything that I sell.
I ask myself, am I building a business?
I challenge you to:
-
NOT launch funnels
-
Launch businesses
A funnel is just an arm for these things. What are the system that you have created? Do you have a system?
If there's no established way, I become the system.
I'm NOT the system, I am NOT the funnel, I am NOT the business.
I OWN the business, I BUILT the funnel, I CREATED the system.
You gotta treat it this way or it's a hobby.
WHAT TO DO NEXT - JOIN SECRET MLM HACKS
I know it's tough to find people to pitch after your warm market dries up, right?
That moment when you finally run out of family and friends to pitch. I don't see many up lines teaching legitimate lead strategies today.
After years of being a lead funnel builder online I got sick of the garbage strategies most MLMs have been teaching their recruits for decades.
Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.
There you're gonna learn the hidden revenue model that only the top MLMers have been using to get paid regardless if you join them.
Learn the 3-step system I use to auto recruit my downline of big producers WITHOUT friends or family even knowing that I'm in MLM.
If you want to do the same for yourself, head over to secretmlmhacks.com.
Again that’s secretmlmhacks.com.
I'm very excited today and I have a very special guest.
This is somebody who had been an extremely active participant in the community and, honestly, I get excited every time I see you comment.
I'm very, very pumped to have you on today. Please welcome to the show, Tricia Robino. Very excited to have you.
GUEST FROM THE SECRET MLM HACKS COMMUNITY
Tricia: Very excited to be here Steve. Thank you so much for having me.
Steve: This is going to be awesome.
A few weeks ago we were looking through and thinking “Now who would be really fun with a cool story to just bring on the show?” And immediately, Coulton was like, “Oh my gosh, you got to get Tricia on”.
That's exactly when I reached out and I’m so glad you that you could make it. Thanks for jumping on.
Tricia: Yeah, no problem.
Steve: Just so everyone gets to know you a little bit. How did you get started in MLM?
Tricia: Well that's a great story, because I'm in the wellness space just like you.
Steve: Nice.
Tricia: Just after my son was born, which was 40 years ago, I got out of shape. So I was trying to get back into shape.
I got really super hooked on the wellness industry. I was an aerobic instructor and then owned a health club.
What it came down to was, I really wanted to make money doing what I loved and so I thought it was going to be the health club.
I really wanted success and I really wanted to feel good and have people think I was doing something really, really cool. Because all my brothers and sisters, they're like CFOs, they're lawyers, they're dentists.
Steve: You have an unofficial bar, right?
Tricia: Exactly. I had this bar and so believe it or not, owning a health club was cool. And I actually was able to make money. At one point I made $10,000 a month.
Steve: Cool.
HOW DO YOU KNOW YOU’RE MAKING IT AS AN ENTREPRENEUR?
Tricia: That's kind of how I was making it. But what happened was ... Have you ever heard of this big company called 24 Hour Fitness?
Steve: No.
Tricia: Yeah, right. They opened in San Leandro. I'm in Oakland, CA.
They opened 20 minutes away from me. It exploded and this space was very difficult to make money in. I mean it was super, super hard.
And so, I went bankrupt.
Steve: Sure.
Tricia: So like all good entrepreneurs, I filed my bankruptcy.
I had to do it, but it was pretty devastating.
It was embarrassing to be quite honest with you.
My son looked up to me, I was embarrassed. It pretty much devastated my life at that point. I got a divorce. I mean it was just like that whole story of everything just fell apart.
I had $267 in the bank. My dad had to bail me out. I had to write that letter to my sisters to see who could help me.
I mean it was just really, really, rally hard.
Steve: Oh man.
Tricia: But I didn't want to get a job. I quickly realized I loved working for myself and I did not want to get a job.
I would've rather lived underneath the bridge than have to work for somebody else.
But I needed to make money... And what did I know how to do? I knew how to grow a business. I had been growing business for 13 years.
So I worked as a business consultant. Which is another way of saying, “You know I don't have a job, I don't have anything, so I'm just going to help other people make money.”
I remember the day when I picked up this book called “Rich Dad, Poor Dad.”
DO YOU LOVE WORKING FOR YOURSELF?
Steve: It's the gateway drug for every entrepreneur.
Tricia: So I read this book called "Rich Dad, Poor Dad" in about three trips to the bathroom. It was like I was glued to this.
I realized that I wasn't a gym owner. I wasn't an aerobic instructor, I was this thing called an entrepreneur.
And that's when it really sunk in that I was an entrepreneur and he talked about network marketing.
I'm one of those guys that literally started looking for a network marketing company. I've been in network marketing of 16 years.
I was looking for a network marketing company. I literally recruited my upline to get me into the business, and I was 53.
So side note, I did not quit my job, which is what I always recommend to everybody. Get excited, but don't quit your job yet.
So I didn't quit my job, I kept working, but I was just in love with the whole industry. I jumped in, hook line and sinker, worked part-time with a full-time attitude.
Back then we had this incredible system, which was about lead generation, and I really loved that system because we called it scrubbing the leads.
We would have a lead come in, but we had a system where they would get more and more interest. They had to jump through hoops to get to the next level, so I knew that they weren't just sort of kind of interested.
Steve: This person's actually serious versus kind of dabbling.
Tricia: Because of the system, I was able to move up our marketing plan really fast. Everybody has different levels in their marketing plan. In 4 years, I got to the 1%.
BUILDING A SUCCESSFUL COMMUNITY
Steve: Oh wow.
Tricia: Yeah, through a system.
Steve: Wow.
Tricia: Which was great. It was fast, but really slow at the beginning.
Steve: Sure, it felt slow I'm sure.
Tricia: It felt like I couldn't get to making even $3,000 a month.
I couldn't get to that point where I really felt like I could quit my job and literally I didn't quit my job at the very beginning because I knew that I wanted to advertise.
I've always believed in advertising, I've been an entrepreneur for a very long time. So I wanted to make sure I had some wiggle room right there.
I was finally able to quit my job. We do a lot of personal development. I hear you, I was at Funnel Hacking Live 2 times, I've been to Offer Mind, I've been to Boise to see you, so I know that you're in to that too.
Jim Rome worked with our company for years and years. So I had a chance to meet him, get to know him, spend some weekends with him.
Personal development was another reason that I moved up the marketing plan. Then things changed, right?
I've been in this industry for 16 years. Here's the thing, if you don't expect it to change, you're not going to do very well.
I change all the time, right? And to be honest, that's what makes it fun for me.
Steve: Yeah, me too.
AN ENTREPRENEUR LOVES CHANGE
Tricia: If you're an entrepreneur and you like change, then just keep your eyes open. So that's what I've always done.
Our model kind of changed to the point where it was more face to face. People were starting to do lots of fit camps and opening up nutrition clubs and things like that. You know I did it, but I didn't love it.
Steve: Yeah, it bothered you a little.
Tricia: I do networking marketing because I like the time freedom, I want to work from home. I travel, that's one of my passions.
You know, I really want to be able to travel and do the things that I love. It's a great model, it really works, I love face to face.
I was hearing people from the stage, all these different network marketing companies and doing so much with social media and I'm like “This really sounds like fun.”
About a year and a half ago, I got my first ClickFunnels account and that's where I heard about you. When we had the round tables and I was trying to squeeze my way into your table.
Steve: That's right as I was standing on the chair screaming?
START WORKING ON YOUR BUSINESS!
Tricia: Yeah. But I still liked you anyway. I was like "He's my kind of guy."
I started to become acquainted with you and then as soon as I got home, I think pretty much after I got home is when you launched Secret MLM Hacks. And I was like, "Well, of course I've got to sign up for that”.
We completed the whole thing. I mean we were just like "Okay, let's do this, and we've got to do this, and he's closing it down." I can't remember what it was but-
I just have notes, upon notes, upon notes. I did it ALL.
Steve: So what's happened in your business as a result of it?
Tricia: As a result of it, I have been able to really focus on completely working online.
Steve: That's awesome.
Tricia: And I've been able to duplicate it too. I published a book and right now, I'm just finishing up. I hacked your funnel.
Steve: Good.
Tricia: So I'm just finishing up. The FREE plus shipping.
Steve: Nice.
Tricia: It's actually done. I have to just do the final touches.
Steve: Sure.
Tricia: I hooked up with Anchor and started a podcast.
Steve: Nice.
Tricia: I've done a 5 day workshop with a quiz and there’s a funnel for that.
Steve: Wow.
Tricia: I have almost finished a membership funnel. I'm working on my application funnel. I haven't completed that yet, but I have started on it. I'm doing monthly events.
WORKING ON YOUR SALES FUNNELS
Steve: For your team and such or is it for bringing in new people?
Tricia: It's to bring in new people.
Steve: That's awesome.
Tricia: I'm doing 5 day wellness workshops.
Steve: Oh cool.
Tricia: In fact this one workshop, this one group, I have over 1,100 people in it right now.
Steve: Wow! Holy cow.
Tricia: Yeah, so that's good. I've been creating a community of brand new people. I have a community of product users. I've got a community of people who are moving up the marketing plan. I have a community of my builders. I’ve really focused and really heard you when you say it's not the WHAT, it's the WHO.
Steve: Yeah.
Tricia: So I've really been working on my WHO.
Steve: That's so cool. You've got more audiences that this has let you bring in. You can train them more. Has it helped you sell more product so far?
Tricia: Yeah, absolutely. But within the framework of how we can sell the product I have, that's going to be part of my free plus shipping for my book.
Steve: Nice. Yeah, okay. I love that. Put something in the front, you sell it all on the back anyway. Totally love that.
Tricia: Exactly. Yeah, so that's worked out really, really good.
ARE YOU NERVOUS ABOUT BECOMING AN ENTREPRENEUR?
Steve: What would you say to somebody then who's getting nervous about trying this?
This whole concept of the internet plus MLM is so foreign to so many people. What would you say to somebody who's nervous about that?
Tricia: About the internet?
Steve: Yeah, just about using it. All the tools we have, so many people are so scared of it.
Tricia: Here's my note. It works for me, and I've been able to validate those numbers and that is one of the things that I'm keeping close track of.
How much money do I spend, how many leads do I get, how many people go through my funnel, what's the end result, how much money am I making? We have people moving like they've never moved before, using social media tools.
Steve: Right, they're on fire.
Tricia: They're on fire and it's the next... I'm not even going to say it's the next new thing, it IS the new thing.
I would do it because you get everybody prepped for it. It's like you have to create the attractive character. People don't know that they're cool, you know? I didn't know I was cool until I put on my green glasses, was just myself, no apologies for anything, just have fun.
Steve: What does your upline think about all of this?
Tricia: I've got real supportive people in my organization. In fact, the person that first mentioned ClickFunnels to me, was my upline.
Steve: Oh that's awesome.
Tricia: That's never been an issue at all.
THERE ARE DIFFERENT KINDS OF ENTREPRENEUR
Steve: That's so awesome.
One of the big things that I hear from people when I'm talking to them about this or they're starting to see what it is that I'm proposing and they're like “What, this is so foreign.”
One of the biggest things that I hear from people, and you just kind of touched on it a little bit but they say things like “Steven, I'm nothing like you. I don't want to have to be like you in order to have success in this.”
I'm like “Whoa, that's not at all how this works, you know. You get to be you, LOUDLY"
Tricia: Not only do my clients need different personality types, and they are going to be different personality types, we all enhance each other.
In network marketing we work together and so therefore, if you have members of your team in there with new people, then the new people have everybody's story.
THE MOST VALUABLE PART OF THE SECRET MLM HACKS COMMUNITY
Steve: What would you say has been the most valuable thing so far that you've gotten from the program?
That you've actually been able to use and apply, and you're like, "Wow, that was good."
Tricia: I hear you in my head all the time. But this is something that you said at Funnel Hackers, because I was just in Nashville.
You said at Funnel Hackers and that is, “Just do the next thing.”
Just take the next step, and that is how you have set up the whole training. Especially after I have completed the program, it's like “Okay, just build one funnel. Make it good.”
Right? Then the next step is whatever that is. And when I think about “Oh Steve just says just take the next step,” I don't have to get this whole thing figured out. I just have to go to the next step, I have to get this funnel finished and launched.
I have to do the marketing for it. That's the next step and I think for me, especially as an entrepreneur, I just want to gobble up the whole horse, I think that's the thing that I hear you saying in my head the most.
Steve: Absolutely, well thank you so much and we really appreciate it. Any parting words?
Tricia: I do have one parting word, because we can make up stories about being too old or we can make up stories about not understanding technology and I just want people to understand that's just a story.
It's just a learning curve and there's so many people that are out there to help you, just dive in. Just dive in and have fun. That's the big thing, you know? Make it a fun experience.
JOIN THE SECRET MLM HACKS COMMUNITY
I know it's tough to find people to pitch after your warm market dries up, right?
That moment when you finally run out of family and friends to pitch. I don't see many up lines teaching legitimate lead strategies today.
After years of being a lead funnel builder online I got sick of the garbage strategies most MLMs have been teaching their recruits for decades.
Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.
There you're gonna learn the hidden revenue model that only the top MLMers have been using to get paid regardless if you join them.
Learn the 3-step system I use to auto recruit my downline of big producers WITHOUT friends or family even knowing that I'm in MLM.
If you want to do the same for yourself, head over to secretmlmhacks.com.
Again that’s secretmlmhacks.com.
Here's how to get leverage over the handful of things you truly have control over in MLM…
WORKING MORE HOURS DOES NOT EQUAL MORE LEVERAGE
I remember... (this very clear lesson for me)...
When I worked at ClickFunnels, I was sitting two feet from Russell’s desk.
He was coaching a whole bunch of people in his inner circle and his programs.
I did EVERYTHING I could to take notes, sitting next to a genius like THAT.
I'd be working super hard to get all my stuff done, but I also was listening on his calls because he was RIGHT THERE.
I would just type notes on my computer when he would say stuff. Kind of like a listening ear while I was still doing my work.
There was a thing that he taught me once and it was very prolific. Some of you guys might be like, "Well duh Stephen", but I don't think most people ACTUALLY understand this.
Last night, my wife and I were talking about the interesting scenario of this.
We're in a place right now where, personally, I'm working a lot but the revenue has been the exact same for eight months.
What does that tell you?
I was speaking at an event last week and I said, "Everyone here knows you have to work hard. Right? And everyone knows that in order to make a lot of money you have to work hard. Right?"
And I said, "Is that true?"
I said, "Who here, in this room, is working hard?"
Everyone raised their hand up and I said, "Now keep your hand up if you are a multimillionaire, filthy rich beyond your dreams".
All the hands went down.
I said, "That's interesting. It's not about working harder".
IT’S ALL ABOUT GAINING LEVERAGE
Last night, my wife and I were talking about that and I was like, "How fascinating is it that it's no longer about me working harder or more hours? It is not about that anymore. It is actually more about gaining leverage, Right?"
That's the same thing that I had learned sitting next to Russell. What he said was...
Going from six to seven figures is not about working more hours in the day. It is about gaining leverage.
I'm not going to lie to you, at the beginning of last year, I was working 12 to 15 hours a day, EVERY DAY.
There wasn't a break and it's so I could get my THING out the door. I killed myself over it for three or four months.
After that, I was able to back off. I don't do that at all anymore. The thing that has changed the most is leverage.
Think about this…
What do you own in MLM?
NOTHING!
You don't own the product, you have no control over commissions and even your position.
I'm not trying to scare anybody, but it's the reality of it.
We call it the Thanos snap. One snap and your position could be gone.
Again, not trying to freak anybody out, but that's the reality of MLM.
You are a commission based salesman who's trying to gain commissions on other salesmen that you brought in. That's basically it.
THE EASIEST WAY TO GAIN LEVERAGE
One of the easiest ways for me to gain leverage is by owning something...
How do you do that in an area where you don't own anything?
Can I move a mountain? No, no, no, no, no, no, I really can't.
But if I have a rock and a MASSIVE stick, I actually could move a mountain with the correct amount of leverage.
Leverage is what it's all about.
Leverage means that while I'm sleeping, there are people on my team, on the other side of the world, that are getting stuff done.
It means that I can create these podcast episodes that NEVER leave the Internet and we repurposed these to about 22 different platforms all across the Internet.
Why do I do that? Leverage.
I did an episode a little while ago called The Three Costs. There are three types of costs in MLM, and that's the reason why I do these episodes and I walked through that.
You need to know the three different kinds of costs and be careful of the one you're willing to spend. The three different kinds of resources.
But understand, I'm trying to gain leverage and leverage as much as possible.
Now, how do I do that when I don't own something. I'm still trying to move a mountain. I don't even own the stick that I got to push to move the mountain in MLM.
I'm going to go back to what I believe are the three things that you do control in MLM, if you choose to.
If you don't want this to just be a hobby, you've got to learn how to be a marketer and a businessman or woman.
I beg you to not treat this like a hobby. You're not gonna make any money.
WHAT CAN YOU CONTROL IN MLM?
There are things that I can control in any business. There's a few things I can't in MLM...That's okay because I can control the rest of them.
The three core things that I have a lot of control over are:
- WHO I’m approaching - Your DREAM customer
-
HOW you approach them - your pitch and scripts
-
ONBOARDING
LEVERAGE YOUR DREAM CUSTOMER
I most likely am NOT going to find my dream who in a MALL. There, I said it. I am most likely NOT going to find my dream recruit in a hotel lobby.
I want people who are busy doing things in their lives.
SCRIPTS THAT GIVE YOU LEVERAGE
The second thing that I can control is HOW I approached people with my pitch and my script. Now that might seem small but what I do is I create a recruiting offer.
It’s not only HOW I approached them, it's HOW I allow them into my downline. I allowed them into my downline.
I don't make it so anyone can just join me willy nilly. In the last two weeks, I had 50 people join my downline.
I sell a supplement in our MLM but I don't understand how it works. I know that it works and I know that it is good for me, so I take it.
Me understanding the product, is not going to cause cash. What's going to cause cash is me creating leads.
I'm going to go and create leads with the dream WHO. There's a lot of methods to finding my dream WHO.
I need a lot of leads. A business without leads dies. Any business.
This is a business and if you don't treat it like that, you're going to approach your friends and family, who are not interested. Then when they're gone, you won't have leads and your business will die.
LEVERAGE ONBOARDING TRAINING
Number three is how I onboard and train people. It is the relationship that I have with my people and those that I've recruited.
Now what's interesting about that is, it means I can control the information that they get. I can set precedence on how they behave in my downline, the systems and the tools that they use.
There are ways I can gain more leverage to get more leads.
There are ways I can gain more leverage to make my recruiting offer sexier than everybody else's so people join me instead of everyone else.
You gotta ask yourself, “How do I create leverage?”.
Understand that the purchase is not over when someone swipes their card. The purchase is over once somebody can justify their purchase in front of their relationships. That's when a purchase is over.
People are gonna walk out and they're going to say things like, "Hey, why did you do that thing?" And they're going to have to save face.
“Well, it was buy one off or buy one get one free”, or “It was on sale”, or “I don't know, I just kind of like it”.
They need to be able to save face and save status in front of their loved ones.
What I need to do is, I need to arm those I recruit with the tools they need in order to succeed and be able to go in and have that conversation and justify their decision in front of their loved ones.
You guys go to HackMLM.com. HackMLM.com is a program I developed, it's the training I give my downline.
GIVE YOUR MLM DOWNLINE LEVERAGE
It's actually the fulfillment of my recruiting offer. Remember I had that recruiting offer, "Why should you join me over somebody else?"
Well, because I'm gonna give you X, Y and Z. They're like, "Wow", that causes desire, then they come and they join me.
The Hack MLM program is how I automated the training and onboarding of those I recruit.
I'm getting a little bit deep into this, but I hope you understand. There's a very specific principle that I want to teach you… It's leverage.
I want to teach you how we did it and it's already been a cool, positive thing.
Hack MLM has been out for a bit (quite awhile by the time this episode goes out). What we did is, we had a whole bunch of training…
We said, "Hey, week #1 we're going to teach you how to set up your back office so that you can get paid". It's all the normal stuff that anyone would teach but it's broken into seven days and it's just dripped out to them with very simple tasks.
#2 We talk a lot about the bonuses that they probably didn't know are available to them.
#3 We start teaching and talking to them about how to auto recruit and we give them prebuilt funnels. The same one that I use to recruit my people with.
#4 We talk about traffic and evergreen styles of traffics to fuel that. Now they have an automated system for leads, which is exactly what I've been doing for the last year and a half now.
We just crossed 1100 applications for my personal downline. That's huge!
This is a FREE program. You go to HackMLM.com, right now, that's what it is.
DOWNLINE TRAINING IS HUGE LEVERAGE
What we wanted to do though is to gain more leverage for those who join our downline and get their team trained through this also.
I want to do the heavy lifting on it and that's why I created it.
Some you guys might know, I'm a funnel builder. I'm a marketer.
We have additional training on publishing. Frankly, just to be honest with you guys, if you just publish and send people to a recruiting funnel, you're gonna recruit more people than 99% of those who are above you.
I have a lot of leverage in the MLM space right now because not many people publish.
We have the guy who blew up Taylor Swift. Taylor Swift's first agent. He came in and he filmed a course specifically for my team.
“Hey, here's what I did on social media. Here's how it works, here's how you can pull it off as well. Do One, two and three, it's a checklist. Here it is, do this, do that, do this, do that" and that's how he exploded Taylor Swift as her first agent. His name's Rick Barker. He's a beast.
That’s the kind of leverage I offer for people to join my team. “Hey, we get this specific training and there's a bunch of this right in here also.”
One of the best Instagram people on the planet, he's come in. One of the best Chatbot people on the planet, he's coming and he's taught a portion of it. I brought in a lot of the who's who.
That's not being taught in MLM.
TRADITIONAL MLM’S DON’T TEACH YOU HOW TO GAIN LEVERAGE
Anyone can go in for FREE and check that out, but it's a recruiting tool for me. I turned it into a recruiting tool by locking it for only those who are in my downline get it.
Because it's really sexy and frankly, I should be charging for it. I would charge $1,000 just for that.
We did is we locked it, then those in my downline are the only ones who can give away.
All the things about:
- How to make publishing easy and automated
- The really simple things with the Rick Barker and the Taylor Swift training
All that's locked. It's only for my downline.
When I first started, I was like, "There's no secrets. Everyone's just teaching and sharing and it's awesome".
NO, that's not true at all. There are definitely secrets.
This is how I created leverage for them. They're going in and setting this stuff up. Now they have a recruiting funnel and all these cool things.
I gave them this cool code that's only known by those who are in our downline. They send their people through this training so that they learn about the bonuses and the back office and the recruiting funnel. I'm teaching them how to create a recruiting offer and all that kind of stuff.
Then we say, "Hey, when you're ready for it, here's the code and it will unlock". It's very hush hush.
That's the other way we created leverage.
Now what did that just do? It raised the desirable-ness of my downline.
HOW I CREATE LEVERAGE IN MLM
What's cool about it is now my down line is even more tight-knit. It's very inner-circle feeling and hush hush.
That's what we just did and I'm excited about it.
I don't care what MLM you're in. I'm trying to change the industry as a whole and teach everyone that there's way better ways to do this.
You don’t have to walk around talking to aimless people. That's dumb in my opinion.
Figure out how to create leverage.
Am I creating leverage in my business by:
- Automating my leads
- Having additional bonuses people get when they join my downline
- Making people APPLY to join my downline
- Having the Hack MLM onboarding program
Treat this like a business, not like a hobby. You're not gonna make any money if you treat this like a hobby.
If you want to check it out, you can. Just go to hackmlm.com and check it out. A lot of this is built in ClickFunnels, which is totally cool.
If you're like "I don't wanna pay for ClickFunnels!" then be prepared to hire a tech team.
ClickFunnels is super cheap and for what it does. It's pretty amazing. You can get a free trial by going to freecftrial.com.
GO TO HACKMLM.COM!
Hopefully you liked the blog - Remember to leave me your comments.
Like you, I love MLM. It’s a long term asset that can pay anyone for life… As long as they build it right.
If you’ve recruited anyone EVER, you know that the recruits first 30 days are their most crucial. It sets their pace. To create the right tone for my new recruits career, I created a 30 day onboarding training that walks my new recruits through things like, how to:
- Set up their back office
- Get bonuses
- Set up my teams recruiting funnels
- Get internet traffic
- How to close leads
Here’s why I’m telling you this. If you want to be a fly on the wall and see how I train my new people, you’re more than welcome. My team’s program is called HACK MLM and you can check out most of it for FREE by going to hackmlm.com.
FAIR WARNING: This course if meant for my own team so if you come in and check it out, you are going to get pitched to join my team. We are marketers! This is one of the only times I’m going to get forward about my MLM.
SIDE NOTE: This is mostly because my Facebook Messenger is littered with people asking what MLM I’m in… So I’m going to bite a little bit. Just to be clear, this is NOT a pitch-fest. If you don’t want to be pitched, that’s fine! Just don’t check it out. Just keep enjoying the blog.
Jon Drew shows us how he's been using the internet to grow his downline...
I'm very excited and privileged to have a complete rock star!
Honestly, you’re in for a treat.
I recommend you get a piece of paper out and take notes.
I've really enjoyed watching the story and the journey of our guest today and it’s an honor to have him on.
Welcome to the show Jon. Thanks for being on man.
WELCOME SECRET MLM HACKS STUDENT, JON
Jon: Hey, thanks for having me. Pumped, excited for this all week.
Steve: It's pretty awesome.
Jon: Let's do it.
Steve: You came into the the Secret MLM Hacks group and started using the stuff. Then all of a sudden I started seeing you in pictures on stages and you're a celebrity now man.
Jon: Living the dream.
Steve: It's crazy. What were you doing in that picture?
Jon: I got recognized by my company as a top 50 income runner. it was in my second year and I was up there and I made it in.
I was number 50 working my way up, but it was a huge honor. So that was cool. That was probably the best moment of my professional life. It was awesome.
Steve: Dude, that's so awesome. That's so cool. How long have you been in MLM?
Jon: Almost three years now.
Steve: Three years now. That's cool.
I guess backstory, how'd you get into it? What made you get into it at all?
FROM CORPORATE AMERICA TO SECRET MLM HACKS
Jon: I was a certified public accountant. I had done that for a few years out of college. So I started off the normal path. I didn't think I'd end up here.
But I did that and I learned a lot in the corporate world... But I also learned that it wasn't for me long term.
Got a lot of promotions. I worked hard.
Every time I got that carrot on the stick and the money didn't always come with the promotion.
I'd be doing the job but wouldn't be getting paid for it. And after a few years of that, I kind of crushed myself.
I got so obsessed with trying to force it to happen, that I worked myself almost into the grave. It was crazy.
I was the guy that was crazy enough to jump into an MLM that was not available in my own state.
So, no family and friends. That thing you're supposed to do. Those weren't available and I was crazy enough, and I don't recommend this necessarily, but I went full time in it a few months in.
I went feet to fire and I think that's part of why it went well. It forced me to go learn what you're talking about on Secret MLM Hacks.
Steve: What happened when you did that? I'm sure everyone condones your behavior.
USING THE INTERNET TO GROW YOUR DOWNLINE
Jon: You get the haters on one side. And there was curiosity. I can say there was some curiosity on their side, but there was no path.
My upline didn't really get what I was trying to do.
It was hard to be the one person to be like, "I'm going to make this happen. I want to make this happen."
Being part of the community, being into Secret MLM Hacks, following what you were doing, what other people out there building online, that's what kept me going.
I needed that tribe to cling onto because I didn't have it in my own company.
I had a lot of great friends, but not to keep me motivated on this path of what I wanted to do and the way I wanted to do it.
Steve: It's not like we're throwing rocks at the man or we’re anti upline. Neither of us are that way at all.
But the internet's here and there's not that much training out there when it comes to how to use MLM online.
What's been most helpful to you so far about it?
Jon: PUBLISHING - 100%.
Steve: Right! I'm not gonna lie, man. I'm sorry. I just totally cut you off, but I'm just EXCITED about this.
I got on iTunes and looked at the MLM category. And I saw my show and I saw other people's shows... And all of a sudden I see yours right there. And I was like, "Oh my gosh."
I’m sorry. I just interrupted you.
HOW PUBLISHING HELPED MY BUSINESS EXPLODE
Jon: It's been huge for my business. If you listen to the very first episode I did, I modeled it off of how you did yours.
The very beginning where you say, "I'm going to swear," and I did something similar.
I said, "I have a confession to make."
And my buddy who listens to your show, he goes, "Oh, you totally just ripped that off."
I was like, "It's just one line. Come on."
I needed that icebreaker to get it going, but that podcast has directly and indirectly done more for me than anything else.
People reach out. Someone reached out to me this morning. "I really want to connect because of the podcast."
People want that immediate gratification. Like, "Oh, I started my podcast. It's been a month and no one joined my team yet." It's like, "That's not how it works."
It's those connections that leads to something else. Someone might ask you to do an interview.
Interviewing on this show is such an honor for me. And that wouldn't have happened if I hadn't gone and put things into action.
Publishing - 100% - and the confidence you get from doing it.
I started with the podcast I then went into Facebook Live. Those have been the two big things I did that have really grown everything.
I'll tell you right now, when I got to that unit in Secret MLM Hacks where you said that, "We're going to have to publish," that was the closest I ever was to quitting.
I was like, "Nope. I'm not doing it."
OVERCOMING MY FEAR OF PUBLISHING
I remember, I was up in bed that night, heart racing, and I go, "I can't do that." I go, "I'll do everything else he's saying. I'll make these funnels. They'll look awesome. People will come to my page and they'll buy from me. Wait a minute, I got to go on camera? I got to get on a mic? No way. Not this guy. Not this introvert."
It's funny how that happens. We all end up in a totally different place.
Publishing, all day, every day. That's what got me there for sure.
Steve: That's so funny. That's the thing that I also said I would never do. "I'm never going to publish. No way. Not going to be a talking head."
What got you over that hurdle? That's a big deal for most people. It's the scariest thing that I tell them to go do.
Jon: I had to. Honestly, I sat down and I said, "What would you rather do Jon?"
"Do you want to go back to a world you know you didn't like? Where you can't go out there and use your energy to get that unlimited return because you like doing this? Or do you want to let your fears get the better of you?"
I picked the option of get over my fears and just go and try.
And I found that I really liked doing audio and then I warmed up to video.
The confidence that audio gave me then gave me the confidence to do video.
Then I found that I loved doing video, which is so weird. I even train my team on video.
That's what really got me going. It was that stepping stone, that gradual process.
MARKETING IS THE CORE OF SECRET MLM HACKS
Steve: That's so awesome. So it's just piece by piece, not taken all at once. I have to agree.
I would not have done video from the get go because then you need to entertain the camera as well as get across what you're saying. It's a lot.
Just doing audio at first was the way I had to do it.
What's happened to your own teams and down lines as a result of you, not only publishing, but everything else you've learned inside Secret MLM Hacks?
Jon: It was the marketing, the core of the training.
And if I can just give you applaud while I'm on here. Honestly, it's underrated. People want the funnels and they want the specific instructions. But it's the overall marketing education.
That was worth the whole class alone because that's what I teach my team. I've taken different things and I put my own spin on them. I started with what you taught.
I found what worked well for my team. Every company is different. We just have one product. It's a little bit different.
I twisted a few things and then I tweaked them to use them on Facebook. The core of the marketing training is what duplicated in my team.
It gave them confidence to see several of us having success. That made them want to go out there and duplicate it.
Nothing's a magic pill.
When I joined Secret MLM Hacks, I had some success, but I was stuck. I was stuck in a box and I had a few hundred people in my down line.
Right now I have over 2,700 just a year later.
MLM AND THE INTERNET IS MAGICAL
Steve: That's awesome.
Jon: Almost 7,000 customers. And we're trying to scale now, finally.
Now I'm finally like, "I get it. I see the picture."
It can change lives and people just have to be willing to give it time.
It's not 30 days, not 60 days. What I found is, after about 90 days, I finally got that gratification of having some results.
I gave it another 90 days and the thing took off like a rocket.
Steve: That's so funny. Somebody reached out to me once and they said, "Steve, what ROI can you guarantee that I will get from this course?"
And I was like, "I don't know you and I would never do the displeasure and the dishonor."
He's like, "You can't give me an ROI guarantee."
I said, "Absolutely not. Nor would I ever dare. I don't know how hard you work."
It's not a magic pill, but it's way better than the old school ways.
So you went from a couple of hundred to 2,700 people and that's amazing. I mean, 7,000 customers… GEEZ!
It's safe to say, this is your full time thing now?
MLM AND THE INTERNET AS A FULL TIME BUSINESS
Jon: Yeah. This has been full time now for a couple of years. And it's just going up and up and up.
I've been able to retire my wife this year. She's worked retail for a decade. She's going to be done.
Residual income covers everything in our life. It's truly amazing and we still have a long way we want to go.
I have a lot of goals I want to achieve but now I want to help more people get there.
My team has over 20 people now full time and a lot of that is from this stuff because it gives them a platform.
What's funny is, people are trying to figure out what's going on. Because a lot of us were making those producers trips and everything. I'm going to Costa Rica in a week.
It's gonna be amazing. And people are like, "How is this happening?"
They're looking at where we live and my whole team is in dead areas. No one can sell to family and friends and we're crushing it.
People are like, "How are you doing it?"
I'm like, "This thing, the cell phone, the Internet. That's what we're doing."
We're connecting with people online and we're following the system.
Steve: That's so cool. You're recruiting like crazy and then afterwards you teach them how to do the same things you are, which is awesome.
Walking them through how to go sell and make more customers after that.
Jon: Yup. Customers are king. I teach them how to get a lot of customers and I say, "You'll be attractive to work with if you can help people."
Customers are to what's going to get you paid, right?
HOW TO USE THE INTERNET TO GROW YOUR DOWNLINE
Steve: Yeah.
Jon: And I’m like, "If you can learn how to do that, and I'll teach you everything I know on that, then we'll go out there and duplicate and build a team."
That's what I found has been really effective.
Like many things, you have to go through a lot and you'll eventually get those few. And those are going to be your good friends too.
You bond with people in this industry so well because we all fight through the, "It's a pyramid scheme." And, "It's a scam."
SCAM in all capitals everyone's favorite thing nowadays.
And we all fight through those waters together to become successful. You make really good relationships with people in this too.
That's one of the things I really like about it. I feel like I got some friends for life that I met through the internet doing my MLM.
Now we know each other, each other's families. There's power to that for sure.
Steve: Oh definitely. One of the things that people will say to me when they're hesitant of using the internet is, "Steve. I'm not a coder. I'm not a programmer. I'm not techie."
What would you say to that?
EXCUSES ABOUT MLM AND THE INTERNET
Jon: I would say, "You don't need any of that."
Have they not seen ClickFunnels. You don't have to know how to code.
You need to learn how to market. That's what you gotta do.
If they come to me and they're like, "Jon, I want to be successful like you, but I'm not willing to publish. I'm not willing to learn marketing."
Then, "Okay, you're probably not going to be successful in the way that I have."
But if they come to me and say, "Jon, I need to be a coder. I need to be able to program. I need to be able to build stuff."
I don't know a line of code. I wouldn't know where to start other than knowing that it's a thing that exists.
Steve: Me either.
Jon: I use the services provided and it's so easy. Anybody can do that.
Steve: It's drag and drop.
Jon: Point and click. Microphone. To get my podcast started, I don't even think I spent more than $150 total.
Steve: Which was on the mic.
Jon: Exactly. It's a microphone.
That's it. And you're good to go. That's what I tell people. They see me reinvesting in my business. They go, "I don't have that kind of money."
I was like, "Do you think I did?" You probably didn't either when you first started.
That's why you bootstrapped it. Like you're Funnel Hacking Live story. I share those kinds of stories with people because that's what they need to hear.
That's what I find is the biggest false belief.
In reality, it was not a pretty process. I was scared and it took a lot to do that. I'm like, "You'll get there too, but you gotta jump. You gotta jump."
THE COMMUNITY WITHIN SECRET MLM HACKS
Steve: No, absolutely. Absolutely.
How is it that you've been able to go and train other people on how to do this?
Jon: Community groups. Similar to how you created a community for all of us to interact.
I found that creating a community, I'm really partial to Facebook groups just because I think that's the place most people congregate.
You can pull the stragglers in and I just get them all in there. Then you create a system like the way units are created or some sort of system to train. Keep them plugged in and keep them around all the success going on.
You've got to make them want to duplicate. I repurposed a lot of the training that you gave us. I did it back in my own videos, let them connect with me.
But you know what happened? None of them use it at first. I'm like, "This was the big brain moment."
Like, "This is the thing that changed everything for me. What do you mean you guys aren't interested in this?"
That made me feel nuts. Like, "Am I the only one that gets how big of a deal this stuff is that we're doing, how big of a breakthrough?"
I found later, if I couldn't connect them to what the outcome could be or why they'd want to do it, it didn't matter how good the training was.
Once I figured out how to surround them with, "This person promoted, this person promoted. Congratulations. Look at these things these people are doing."
Then they were like, "How are they doing it?”
“Okay, well go get the marketing training. Now go watch the stuff we made."
That was the wall I faced in between learning this and having the results for six months.
WHERE WILL MLM AND THE INTERNET TAKE YOU?
Steve: What does the next little while look like for you then?
What are you working on now?
Jon: Right now what I'm trying to do is get some of my team leaders to do their publishing.
I'm trying to get some of my top level people to get out there and do a podcast or do a weekly Facebook Live series.
There's so many great ways to do social and get out there and build their audience.
It's not just myself. I have myself and one other person that do a lot. Everyone else is still on the fence. They're a little nervous.
They're having success, butI can see they're going to get stuck or maybe they're starting to.
And I'm like, "This is how you get unstuck."
We're ready to scale it big.
Steve: Any parting advice you have for anybody who's like, "Does the internet plus MLM actually work?"
DON’T MISS OUT ON UTILIZING MLM AND THE INTERNET
Jon: My parting advice is just get in with it.
Some people are always going to be skeptical to MLM, direct selling, whatever you want to call it.
With the way things are decentralizing, more people are doing what I did. Leaving a career to go do this. To go build this magical internet business that people don't quite understand at first.
Social marketing is also on the rise like crazy and we're riding both at the same time.
The people who are riding the network marketing and social marketing over the next 10 years, I believe, and I know I'm not the only one, that is going to explode and it already is.
With the way things are heading, it's only going to put us at a bigger advantage because people don't want to do things the traditional way as much anymore.
I'm not saying it doesn't work. I'm not saying I have a problem with it. I'm just saying that top producers are very active, they're publishing, they're on social, they're using the internet.
If you choose not to, then you're already behind right now. In three years, your chance at making producers trips and being onstage is going to be really slim because people are blowing up right now.
You can reach anybody, anywhere, truly.
USE THE INTERNET TO GROW YOUR DOWNLINE
Steve: So true. It's totally possible to blow it up the old way. It's just not very probable, which means it's crazy risky.
You can't measure it. It's not a likely success.
Jon: It's harder to duplicate.
Steve: It really is. And you can't go back and train everybody. I'm trying to not be offensive to anybody reading this.
Jon: You're safe here.
Steve: You go from being a business coach to a life coach because the quality of individual that you go and grab, not to judge their self worth, but their readiness to actually perform.
You start grabbing people who are just not ready or in a place where they can take action.
Totally agree with that. Dude, thanks for being on. I really appreciate you taking the time to do this.
Jon: Thanks for having me.
Steve: You're kind of a celebrity now man. You're all over the place.
There's many of you guys from Secret MLM Hacks that are out wrecking the stage and I love it.
Thanks for taking the time to catch up and share it.
Jon: Any time. Happy to be here, Steve.
Steve: What's your podcast?
Jon: My podcast is called MLM Automation Radio.
START PUBLISHING IN THE MLM SPACE
I talk about a lot of the same stuff and I get a lot of listeners that reference you. They don't know that I was a student in your class.
They go, "Have you listened to Secret MLM Hacks?" Like, "You guys seem to have a lot of the same ideas."
I'm like, "Well, that's where I learned a lot of ideas from."
You guys could check that out, MLM Automation Radio. I have a lot of new content coming out this year. I'm doing a big revamp right now, going to give away some new stuff. Definitely check it out.
I know it's tough to find people to pitch after your warm market dries up, right?
That moment when you finally run out of family and friends to pitch. I don't see many up lines teaching legitimate lead strategies today.
After years of being a lead funnel builder online I got sick of the garbage strategies most MLMs have been teaching their recruits for decades.
Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.
There you're gonna learn the hidden revenue model that only the top MLMers have been using to get paid regardless if you join them.
Learn the 3-step system I use to auto recruit my downline of big producers WITHOUT friends or family even knowing that I'm in MLM.
If you want to do the same for yourself, head over to secretmlmhacks.com.
Again that’s secretmlmhacks.com.
It’s no secret that a lot of strategies in MLM are broken and outdated...
The MLM model has undoubtedly changed over time…
In fact, I just spoke about this in an interview I did with Lynn Thomas from Create Your Dream Life…
The Internet became publicly available in 1991…
Over 10 years ago!
A lot of the tactics in MLM were developed BEFORE the Internet…
And a lot of MLM companies are moving forward as if that's not a reality...
Which I frankly think is STUPID.
I chat with Lynn about my approach to MLM and WHY it's so different and so unique...
And why this has been such a BIG BUZZ…
It's been such a disruptive thing!
Jump in a discussion I had with Lynn Thomas about how MLM has changed and what to do about it to stay on top…
*how MLM has changed, how to stay on top, Secret MLM Hacks, MLM is broken*
Jump in a discussion I had with Lynn Thomas about how MLM has changed and what to do about it to stay on top…
HOW MLM HAS CHANGED
The MLM model has undoubtedly changed over time.
I talked about this in an interview I did with Lynn Thomas from Create Your Dream Life.
Lynn Thomas is awesome.
If you don't know, interviewsteve.com is how you can jump on my calendar. It's pretty full. I'll try and figure out a way to open it up a little bit.
Lynn asked me some cool questions that I haven't really been asked that frequently.
In the episode, we were able to dive a little more deeply into how MLM has changed and shifted in the last 10 years.
The Internet became publicly available in 1991.
A lot of what is being done now in the MLM space are tactics that were developed before the Internet was around or publicly available.
A lot of MLM companies tend to move forward as if that's not a reality... Which I frankly think is STUPID.
I chat with Lynn about my approach to MLM and why it's so different and so unique... And why this has been such a big buzz.
Whole MLMs have been reaching out, asking us to build funnels for them!
I've been able to take the MLM model and flip it on its head. Rather than me going out and talking to all these people to deliver a message, I can automate the message!
I can track it because it's the same message every time.
That means I can make tweaks and adjustments and target people who are likely to want to:
- Be in my downline
- Buy whatever my team is selling
That's a big, big deal, and that's why it's been such a disruptive thing.
HOW TO STAY ON TOP IN MLM
We have a book that we're writing about this. There are three levers you can go turn in your MLM business.
You don't own anything in MLM.
You don't own anything. What is it that you can create that you do own? So you can out leverage the game?
This is super blue ocean stuff right now, which is exciting.
Lynn: Steve, how did you get started? Where did you start in this journey? And why did you start Secret MLM Hacks?
Steve: Why did I start Secret MLM Hacks? Well the first time I tried to get in MLM, I was bright eyed and bushy tailed, I was in college. We had hardly any money and had just found out that we were expecting our first kid, which is very exciting.
I wanted to make a little bit of extra cash in college to pay some of those expenses. One of my buddies called me and said, "Hey, I don't know what this guy's talking about but he's going to help us make a lot of money. Can I three way him in?"
I was totally new and I had no idea what that meant or that I was on a classic MLM pitch.
So I said, "Sure, dude. Sounds good." He calls and I literally said, “Is this one of those pyramid schemes?”
I was the worst buyer ever.
He goes, "No, no, no, it's not, No, no, no."
And I was like, "Why do I need to pay money to get started selling things for you? That doesn't make any sense."
I was the worst. When I got off the phone my buddy called me right back and he goes, "Come on, you would be great at this. Come on, man."
And I was like, "No."
REALIZING HOW MLM HAS CHANGED
After some resistance I said, “Sure. Well, if I'm going to do this, I'm going to go both feet in and I'm going to run as hard as I can.”
So I went and I met with a guy in my upline. I don't even know what it was called… I was so green to the MLM network marketing, direct sales space. I didn't know anything about that.
And I went and drove to go meet him. When I pulled up it was this like, super old, warehouse looking thing. It was kind of sketchy.
I walked in and there was this table in the center, and nothing else was in this big massive room. It's like the out of a scene from Hollywood.
It was dark with a single light hanging over the table. I sat down, and he goes, "Well, hey, you want to be successful? Right?"
I said, "Well, yeah."
And he goes, "Well, you gotta do what everyone else does when they're successful. Let's take out your phone. Are you willing to do that?"
I said, "Sure".
“Take your phone out. Let's walk through your contacts and see who would be good.”
And I was like, that makes sense. We made a huge list of people. Right there, we started calling people. I was not prepared for that.
If that's your thing, good on you. But for me that was weird.
I still have relationships that have been soured to this day because of that.
MLM IS BROKEN BUT I KEPT GOING
But I was not willing to give up. I went and started walking down Main Street, literally recruiting people right off the street. People in businesses, and I was just hustling.
I’d worked super hard for the first four or five weeks and I recruited 13 people.
And I was like, "This is awesome." I started doing the thing that they all do…
… “If those 13 get 13 and if they get 13 each, the next problem I have to solve as what island will I buy!”
Then none of them did anything.
I'd counting the chips before I have them and none of them did anything… So I stopped doing anything in MLM.
About a year later I realized that the problem wasn't, does MLM work?
The problem was that I was approaching it with very outdated tactics.
There are people out there who legitimately wanted to find a good opportunity.
I started learning how to attract the good people.
In the past I was looking across the street and being like, "Oh, it's Mr. Johnson. He really could use this opportunity right now, he needs this opportunity."
I realized anytime I have to say that about somebody, they are the wrong person to recruit. They're not learners or business builders.
I started getting better and better at that whole system and automating it on the internet, using ClickFunnels.
To this day, still, we get about two, three, sometimes four people a day asking to draw my down-line who I've never met.
We cut half of them out easily right off the get go and find those who are truly excited to build it.
That's what we've been doing and Secret of MLM Hacks is just the program that teaches that.
HOW MLM HAS CHANGED THE OFFER
Lynn: Yeah, it's an awesome thing that you've built. The thing that I'm struggling with and that the people that I've interviewed are struggling with is THE OFFER.
Can you explain a little bit about offer creation?
Steve: The way I realized this was kind of backwards and weird.
I was knocking doors as a door to door salesman. We were driving out to one of our areas, and I was in a bad mood. I was having the grumpies, sorry.
I remember looking up at these billboards, and I had this phrase come to my head.
And I was like, man, I'm getting up every day trying to sell things to people who are not planning on spending money.
But everybody calling these billboards are calling asking to be sold.
It was the first time in my life I've ever considered that.
There was already this momentum going around sales, and I needed to learn how to capture it.
I was selling pest control at the time and I put up these ads on classified sites for pest control.
I didn't realize that was totally illegal because you’re supposed to put all these credentials and stuff up.
My phone started blowing up! People are like, “I've got ants in my pants” or whatever. There's people begging for the service rather than me selling them on the service.
I couldn't knock any more doors because there's a better way. So I started approaching MLM differently.
HOW TO STAY ON TOP WITH YOUR OFFER
When it comes to offers, people want what you've got.
You have to realize that anytime we sell a product, it is solving a problem. It's easier to sell it if they really do have a problem. You don't have to create the problem then sell them the solution.
Let's say I'm selling Trident gum. Anytime we sell a product, we solve a problem but we also create problems that were not there before we bought.
This is where the offer, in any business not just MLM, comes around.
I call these follow up problems.
If the opportunity presents itself to be an Olympic skier... Someone offered it to me and I'm like, "Oh my gosh, I could be in the Olympics!"
I’ve got to solve a lot of problems that were never there before.
- What skis will I wear?
- Who's my coach going to be now?
- What's my eating like?
- Who am I going to hang out with?
- What's my sleep schedule?
- What mountains am I going to train on?
All the things that were never there until that opportunity presented itself.
That is the exact same thing and where the opportunity lies in MLM when you realize that.
As soon as I sell my gum to somebody, or whatever your product is, what are the follow up problems and issues that are there now that they bought from you?
These are called follow up problems.
- Maybe I don't like the flavor.
- Maybe there's certain things that you eat or drink with or after it.
Lynn: Or maybe there's an aftertaste...
Steve: Yeah, maybe there's an aftertaste. Maybe your mouth might get a little dry.
MLM IS BROKEN BECAUSE IT DOESN’T DEAL WITH FOLLOW UP PROBLEMS
If you don't know what the follow up problems are, go to anybody who's ever bought your product ever and say, "Hey, what do you wish was a little bit different with this product?"
Shut up and take out a piece of paper.
This is when the market starts guiding the offer that they want from you.
This is very key and it's one of the major reasons why I love MLM so much.
You don't have to make this initial product to get those questions out, it's already made for you.
I go out and I share it with people and I say, "Hey, here's this thing. What are the issues you have?"
And I start writing and writing and writing and writing. Then I look for the top two or three most commonly said things.
The magic is here.
I create a product to solve that follow up problem that the majority seem to be having…
And I give it away for FREE with this product when they buy it through me.
Now I've out valued everybody my upline... Everyone in my downline and I am the most attractive person to come buy through.
My upline is my competition. My down-line is my competition.
WHAT IS SECRET MLM HACKS FOR?
Lynn: So is Secret MLM Hacks a thing that is attracting people to you? And then eventually, they ask to join you?
Steve: Sometimes...
Lynn: Not all the time?
Steve: Well, I don't ever tell anyone what I'm in. I kept it very third party.
Secret MLM Hacks is meant to educate the MLM space because no one has really been approaching MLM this way.
If I can become the category king in this space with MLM funnels, it can't be a pitch fest.
Lynn: You're breaking the old paradigm.
Steve: Some MLM’s really don't like it.
Lynn: I imagine, because you were saying that MLM is broken.
Steve: Yeah, I believe that.
Lynn: And it's been broken for a long time. We have the internet and new ways of reaching out to people yet they're still saying, “Let's call 100 more contacts from your phone.”
Steve: Why don’t we talk to those who are actually wanting to buy. People who want the solution.
Let's just give a lot of value and then they'll come buy from us instead of everyone else.
Lynn: So there are a lot of people out there that are looking for and wanting an opportunity, and you're just opening the door so that they can find you?
Steve: Yeah.
If you compare brand new people who sell on the internet in general and brand new people who sell in the MLM space, there's far more education that is much better suited to the general internet marketer.
EDUCATION IN MLM IS BROKEN
I started looking at what education is available in the MLM space and the quality of it.
So I went in and I started buying all of the top books, courses and CD’s in the MLM industry.
I started consuming them, and almost all of them have the same ideas...
“Simple things to say to people to get them to jump into your down-line”.
Why don’t we just skip all of that and talk to those who actually want the product and automate the interaction with them.
Then let's elevate the quality of education so people can have a lot of stature in the MLM space.
Go buy all the top books, go see what they're talking about. It's kind of garbage.
It's really, really old when you compare it to what is actually already working in other industries.
All I've been doing is taking this education and telling it to a new industry that's never heard it before.
Lynn: Can you explain to me why you killed yourself?
Steve: So what Lynn's referring to is, I say Steve killed Stephen.
In high school, I…
- Was 35% body fat (I was a big boy)
- Had a huge amount of shyness
- Had a very rough time speaking with anybody
I'd see an adult and literally walk the other way.
It was a near clinical fear of adults for a while there.
HOW MLM HAS CHANGED SINCE I WAS IN COLLEGE
I'm just going to say it... I was dumb.
I got kicked out of college my first semester because I got pretty much straight F's and they told me to leave.
I had to wait four years to go back and reapply. I'm the least likely success story.
Stephen is a great guy. His natural state is ‘nice guy’.
It was no longer, "Hey, I'm not making any money because the opportunity I'm in is bad."
What I realized is, "Hey, I'm not making any money because I'm a terrible delivery system of it.”
I don't qualify for what the market is requiring for me to go out and be the person that sells and is aggressive to the right degree.
So I created Steve.
I just did this at Funnel Hacking Live. Something freaked me out and I started getting nervous in the negative sense (not the positive nervous).
I went to the speaker room, shut off all the lights and put on some pretty aggressive motivational videos.
There was 30 minutes till I had to get on stage.
I just did planks, sit ups and push ups because I was trying to bring Steve out.
That sounds schizophrenic... I promise it isn't.
Steve's a killer. Steve gets on stage and he cracks mics and break stages. He is the attractive character that his market needs him to be.
SECRET MLM HACKS STEVE VS STEPHEN
Lynn: You’re not dead all the time?
Steve: I'm not, no. It is a learned trait.
I was so scared for launching my podcast for the first time. I think I recorded 17 episodes before ever releasing it, because I was nervous.
Every single step of the way has been a self doctoring move.
Everyone asks, "How do you keep so much energy?" I don't.
No one's that way all the time. Everyone gets nervous.
Steve killed Stephen and it doesn't feel fake… It's very genuine. It's just a new side of me that I started learning.
Lynn: You talk about getting uncomfortable every day.
Be uncomfortable every day, step out of your zone. Learn something new, do something you haven't done before.
Steve: Yeah. Not all stress is negative.
There's de-stress, which is destructive. That's not good stress.
Then there's eu-stress, as in euphoria. Eustress is really good for you. It's like going to the gym and it’s good for your brain.
Doing something hard as early in the day as you possibly can is so good for you.
Lynn: Are you doing triathlons? I seem to recall that you're doing something like that?
Steve: I'm about to get back into it. It's been a solid year since I've really done anything like that.
I started signing up for some stuff so that I could hold my feet to the fire and get into it again.
Lynn: Is it kind of a balance thing?
Steve: Yeah, a little bit.
I think life balance is kind a facade.
It's hard to define it so you don't really know if you've reached it.
I feel like it's a weird thing to compare ourselves to something that's kind of unattainable.
HOW MLM HAS CHANGED WITH THE INTERNET
Lynn: Do you any parting words of wisdom for my listeners?
Steve: The MLM space is most easily sold when you couple it with the info product industry.
What I do is I create these products that teach ANY MLMer. I'm not pitching them at all. But they're not free.
And that's for a reason. It filters and brings people to me who have a different mentality.
If somebody can't even spend a little bit of money for some MLM education, they're not a good fit for my down-line.
I'm not trying to recruit everyone and their mom.
That's totally the opposite of what most MLMs teach. I'm actually very picky on who I let in my down lines.
If you are having a hard time recruiting, one of the easiest things you can do is create something in the front and stop recruiting everybody.
I don't get on the phone, I don't go to hotels or malls, I don't do any of this traditional MLM stuff.
Lynn: You don't do meetings?
Steve: I don't do any of that. None of it.
The only thing that I do is keep selling this front end program. It's not really meant to make money.
Any money we make, we just dump it back in ads. The people who are buying it are basically funding the ads.
Most MLM don't know how to drive ads. That program is louder than most MLM companies, which is crazy.
If they can spend $15 on ads, and I can spend $50, I'm going to crush them.
That front end thing is just meant to liquidate my ad cost and bring good people to me, who would be a great fit for my team.
RECRUITING IN MLM IS BROKEN
I NEVER approach someone. I make people apply. They go through an application process and we filter out another half of them easily.
Lynn: All the people that you're recruiting are people that are ready to run, and they're all using the internet to grow.
Steve: Yes. That's what's crazy.
I just hand off the same systems when they join my team. That's what's so mind blowing, because a funnel builder is what my profession is. I make good ones. When they come in, they get these professional funnels.
Lynn: BOOM!
Steve: Yeah, BOOM!
When you flip the whole model on its head and stop doing, frankly, really old tactics, MLM becomes fun again.
The people on my down-line are my closers. They're the ones who call the people who apply. I don't even do that.
Then we automated our onboarding process, which is actually about launch in a week or two.
We automated all the onboarding which walks them through how to:
- Set up their back office
- Get ads
- Set up the funnels
- Take advantage of our teams bonuses
It takes them through their first 30 days in my downline. It's super turnkey.
ONBOARDING IN MLM IS BROKEN
Lynn: Wow, that's awesome. Steve also has an affiliate program for ClickFunnels.
Steve: If you're watching or listening to this and you want to learn how to do this stuff on the internet, one of the easiest places to learn these principles is in affiliate marketing.
The model for affiliate marketing is the exact same model for MLM on the internet. If you go to affiliateoutrage.com, that's the program.
Affiliateoutrage.com walks you through how to market.
Lynn: He's got unbelievable training in there… UNBELIEVABLE.
Part of today's challenge in MLM is knowing how to teach your downline all of the ‘stuff’, right?
Would you like me to help you teach your own downline five simple recruiting tips for free?
If so, go download the FREE MLM Masters Package by subscribing to my podcast at SecretMLMHacksRadio.com
The course is FREE and it'll help explain to your team what I'm doing on, what you're learning. It also gets sent straight to your inbox.
Just go download it at SecretMLMHacksRadio.com
*increase team volume, secret mlm hacks, teach your downlines, the power of the internet
Listen to a recent Secret MLM Hacks course member, Nick Bradshaw, as he tells us how is team volume nearly 20X'd after using these modern MLM recruiting principles...
INSIDE SECRET MLM HACKS
This is an interview that I've done with one of my good, Nick Bradshaw. He's got his own show but he wouldn't tell me what it is. You should track him down and ask him.
We have about 500 people in the Secret MLM Hacks program. For the next few episodes, I'm actually going to share with you guys some of the interviews I've been doing with people who are in the program and share what's been happening.
Nick has almost 20X-ed his team volume since using the Secret MLM Hacks methods, which is crazy. I didn't know it was that much! I thought it was just doubling, not 20X!
He's going to walk through and talk about how he's been using this stuff and teaching the same strategies to his downline, which is ultimately what's been my goal in creating this stuff.
It's not so that everybody has to join Steve Larsen. It's so that you can learn how to do this stuff on your own and then teach your downlines and explode stuff.
A lot of MLMs are refusing to be influenced from the top down on the strategies that I'm teaching. I'm just telling you… This is the landscape of the atmosphere that we're in around here.
A lot of big MLMs are not wanting to take on some of the strategies like the internet, which is ridiculous. It's because they don't know it themselves. They don't know how to train or teach on it.
The strategy I've been teaching is actually to go from the bottom up. It's for the little guy.
HOW TO TEACH YOUR DOWNLINES
Secret MLM Hacks has been focused on training from the ground up. I don't care what MLM in you're in. That's why I'm not here pitching you guys all the time. I'll drop every once in a while what I'm in if you guys are interested, but that's not the purpose of it.
The purpose of it is for me to go and influence MLM from the bottom up. To hand tools to people inside of MLMs from the bottom up who can go reteach it to their people and explode past their uplines.
That's been the point and it's been working. We've had a lot more MLMs reaching out, asking things like, "Would you come build funnels for us?" I'm like, "Where were you when I was talking about it earlier?" It's flipped the whole table on its head.
I have a very special guest today. Somebody I have been watching and seeing everything that has been going on... And I've been impressed.
There’s not many people in MLM who use the power of the internet. I've got a very special guest for you today. It's very easy to see who is in MLM online because there aren't that many. When I first saw other people doing it I was like, “Oh my gosh I'm not alone!” I was so excited about it.
I want to introduce you to and welcome Nick Bradshaw.
SECRET MLM HACKS INTERVIEW WITH NICK BRADSHAW
Steve: Hey man. Thank you so much for being on here.
Nick: Dude it's been absolutely my pleasure. It really really is.
Steve: It's gonna be awesome I'm pumped for it. Just so people understand more about what you do, tell me when you first got into MLM?
Nick: I've been in the MLM game myself about two and a half years. Funny enough, my wife is actually the one who started all of this and I jumped in halfway through. It's really skyrocketed and taken off from there.
My wife's been doing this for about five years. And during that time I was actually a car salesman. I was working 60 - 80 hour workweeks, every single week.
When I started in car sales I had one kid and then next thing I know, I had two kids. I blinked three times and next thing you know I'm sitting next to a six and four year old kid. I'm like, “Where did all the time go?”
I was burnt out on it. I had set all these goals and I had reached the goals. I had worked my way up the corporate ladder so I could provide for my family and let my wife be a stay at home wife.
I got to that roadblock that said, “Where do I draw the line of how much time I'm spending at work versus how much time I'm spending at home?”
From there it was like, “Alright, well what do I do? How do I remedy this, how do I fix it?”
Steve: Something's gotta change, right? We've gotta shake it up a bit.
WHAT IS INSIDE SECRET MLM HACKS?
Nick: How do I be a better father to my kids? How do I be the father that I want to be rather than just the provider and someone that my kids don't even know? I was literally leaving for work before they woke up and I was coming home two hours after they'd already been in bed.
That's where my journey started with MLM. My answer to all of that was, “I'm gonna jump on board and help my wife build this business”.
And so that's what I started doing. I've got all these sales skills. I've been doing this hardcore sales stuff for five years now. My wife was relatively well. She was a silver rank in her company which equated to $2,500 a month.
So I said, “Okay, if I'm gonna quit my job and I'm gonna do all of this, I’m gonna quit cold turkey”.
Steve: You just up and left?
Nick: Yeah, just up and left. I said, “I'm done”.
Here's the crazy part… We moved from Indianapolis to Austin, Texas two months afterwards. We completely restarted. Hit the reset button.
I've got all these sales skills and one of the things that I see really lacking inside of the MLM world was people knowing how to sell. So that was the problem that I said I can fix.
I jumped into our team trainings and I started doing all of these things. I started teaching them menu selling (which is a car world term) but it's just narrowing down the options.
Instead of giving them this huge, 16 page spreadsheet of all of these things that they can buy, you're gonna narrow it down and say, “Okay you have this option, this option or this option.”
HOW TO INCREASE TEAM VOLUME WITH SECRET MLM HACKS
I started doing that and in four months, our team volume jumped from $30,000 a month to $80,000 a month.
Steve: Wow, big jump.
Nick: Yeah big jump. Just within a couple of months of just getting people to understand how the sales process actually works and implementing those skills.
But then we really came to a plateau. You can only do so much to the customer base that you already have.
Steve: Right. You need some more people eventually.
Nick: Eventually you need more people. That was the brick wall that I ran into at that point. I was like “Okay, so how do I do this?”
Marketing, duh.
If sales pushes and marketing pulls, I need to pull more people into this business.
But I had no idea how to do it because I'm not a marketer. I've been doing sales my entire life. And honestly, that's when I found Steve Larsen. I started listening to Secret MLM Hacks and I signed up to ClickFunnels.
From there… I failed. Miserably. On my face.
Steve: Sure. We pretty much all do the first few rounds.
Nick: I jumped in and I'm like, “Oh this is gonna be awesome! I'm listening to you but I'm not really hearing you”, you know what I mean?
Steve: I always laugh when people are like, “I've heard this training before”, and I'm like, “No it takes a few rounds, go again.”
Nick: I jumped in and started building these funnels and I'm like, “This is going to be awesome” and then I hit launch...
And I launch that first funnel and nothing. It was just crickets and I'm like, “Alright, back to the drawing board”.
INCREASE TEAM VOLUME WITH CLICKFUNNELS
I paused my ClickFunnels account because I realized that I didn’t have the skills that I need to be successful doing what I'm doing.
Steve: Right.
Nick: That's when I really jumped into it and I remember the time specifically. I was at a leadership retreat which is an invite only retreat for a company. I had just gotten Expert Secrets and Dot Com Secrets. I bought the black book with the funnel hacker's cookbook and all of that. And I brought it with me.
I'm sitting in our hotel room and I started reading Expert Secrets and I didn't put it down. I went all through the night and the next morning. When it was time to get up and go to the retreat I was still sitting there with my book on page 240 or something like that.
All of these things just started hitting me and it was like the fire was lit. I started really consuming and I even started hacking Secret MLM Hacks.
Steve: I noticed that's what you were doing. I watch a lot of people do that which is great and I think they should model it.
Nick: When I was hacking Secret MLM Hacks somehow, someway I ended up in the membership site and I hadn't paid for it. I messaged you and I'm like, “Dude, I have no idea how this happened but I'm here.”
Steve: We were in the middle of tweaking some stuff. Yeah, I remember that. It's not that way anymore.
Nick: It's not that way anymore. A whole new revamped course and everything. I got there and I started watching your videos, consuming and I implemented.
For my relaunch basically modeled exactly what you were doing. This was probably seven months ago, eight months ago?
HOW LONG DOES IT TAKE TO INCREASE TEAM VOLUME?
Steve: A while ago now, yeah.
Nick: Since then we went from$80,000 a month in volume to averaging about $150,000 a month in volume.
Steve: WHAT? I didn't know it was that big dude… Are you serious?
Nick: Yeah. In the past 12 months, we've done a little over $1.5 Million.
Steve: So you're saying it works?
Nick: I'm saying it works dude. That's probably about the time that you really started noticing me singing your praises. I'm sitting here inside of my own business and I'm watching these things grow and accumulate exponentially.
And I'm trying to teach this stuff to my team and get it through their heads… There's no other way!
Steve: I don't know another way either. I'm not making fun of you who are like, “I love talking to friends and family. I love going to home and hotel meetings”. Good on you. But you can only do that for so long.
It's so much better to have something automated.
Nick: Yeah, absolutely. I start learning more about marketing and it's a constant learning curve obviously.
But you know that? It’s so true that MLM is a personal growth opportunity with an income opportunity attached to it.
Steve: Right.
Nick: That's what it is. It's a great way to start for the traditional person who doesn't know anything about marketing or sales. You can start talking to family members and friends and doing all of that.
But the reason that 99% of us out there are failing is because we don't ever move past that portion of it.
The growth never happens and where we get into real marketing or real sales.
PERSONAL GROWTH WITH SECRET MLM HACKS
Steve: Reaching out to your network only gets you so far. After a while you have to learn how to attract more people, market to them, change beliefs, sell and close.
It's funny when people are like, “I'm just gonna treat this like a hobby.” You're not going anywhere then, sorry.
It's a business not a hobby.
Nick: That’s the way that I see this. We talked about this the other day. The way that I see MLM moving, the way that I see this momentum going... It's having a rebirth, almost.
If you've lived in our world, it's changing the way that it's happening. We're slowly moving out of those 1960's origins and moving to 2020.
You're seeing a lot more sales and marketing professionals get into the game. I'm trying to teach everybody that, I'm trying to show everybody that.
If you're not moving in the direction that things are going, you're going to become extinct.
You're going to have real professionals in this game, doing things, exploding and leaving everybody else in the dust.
Steve: There are social media platforms that were never around until 10 years ago. The distribution channels that exist now are massive and you can tap into them for near nothing.
Most MLMs are mad when you go do that kind of stuff. What is wrong with you? You could be selling so much more if you just use them! It doesn't mean you have to be on Facebook saying “MLM”.
What are you guys are doing right now that's working best for you? I'm just interested in that, because the course is big. Secret MLM Hacks is not a small course.
What is it in there that has been most helpful so far?
TEACH YOUR DOWNLINES WITH SECRET MLM HACKS STRATEGIES
Nick: The thing that I think that's been most helpful… It's just gotta be the confidence to go out and PUBLISH.
Steve: Oh yes.
Nick: The confidence to go out and publish and talk about what you're doing. It's one thing to sit there and learn it for yourself. It's another to go out and actually teach people what you're doing.
Steve: Sure.
Nick: Not only because, in my personal opinion, I think that you learn it better and but you learn how to communicate it better. The more that we've been publishing, the more that we've been putting it out there, the more that it attracts people.
Steve: Sure.
What's being published right now? Is it a podcast right now?
Nick: I've started a small little podcast at the moment.
Steve: What is it called? Feel free to shout it out.
Nick: I don't know if I want to at this point...
Steve: That's okay then, never mind.
Nick: I'm still trying to find my voice. My wife's Instagram account has been blowing up. She's got 42,000 followers right now.
Steve: That's big.
Nick: We do a lot of not direct marketing there. More like back page marketing.
Steve: Sure, that's one of my favorite kinds. Especially in MLM.
Nick: I modeled you and I set up my own little course. I started targeting people who want to make money online. The people who actually want to own a business. Not people who want to do a hobby.
Sending people through that mini-course has yielded great results.
THE POWER OF THE INTERNET AND MLM
Steve: That's awesome.
What does your funnel look like right now? I talk so much about funnels, and most of the MLM world is still very new to the funnel term and concept. But what is it that you guys are doing right now?
Nick: The big thing we're doing right now is the little mini course which basically teaches marketing for MLM.
Steve: Sure, that's awesome.
Nick: The big idea behind that is, if you want to recruit more people into MLM and you don't want to talk to your friends and family, then:
You have to target people who actually want to own a business but people who aren't necessarily getting the results that they want out of the current business that they're in.
Setting up this little mini course that teaches people how to market. People who actually want to learn how to market their MLM. Then we invite them to join the downline.
At the end of this course I affiliate for you and I say, “Hey, there's two ways that you can learn this…”
Steve: Which I see by the way, thank you.
Nick: “... You can either go join Steve's Secret MLM Hacks and learn it from the master. Or you can join my downline and I'm gonna teach you exactly what I'm doing to grow my downline to do $1.5 Million per year.”
You can say in your current business and learn from Steve or you can join me and learn from me.
Catching that low hanging fruit, I suppose. Taking advantage of the way that the current MLM system is.
You have so many people that are unsatisfied with the business that they have because they're not learning the things they need to run their business.
TAKE THE OPPORTUNITY TO INCREASE TEAM VOLUME
Steve: Which reeks of opportunity for the rest of us who actually know what the heck's up.
Nick: Exactly. That's exactly what it is. It's kind of like a smorgasbord of low hanging fruit.
Steve: It is, yeah.
Nick: As far as extra recruiting goes and getting new people, it's great when people actually want to use the product, they believe in the product, they love the product and all of those things.
That's an amplifier but it's not a requirement.
Steve: So you guys have a course, you're selling, you're driving traffic to the course and then on the back you’re saying, “Hey, if you want to come join, this is what we've got”.
Nick: Exactly.
Steve: That's awesome. I was filming some training for my own team three weeks ago now. And I just wrote RECRUITING.
That is what most MLMs teach you and the method for it is just walk around. Think about the power of what we're doing with this stuff.
We're taking the recruiting model and replacing something in front of it so that we're not actually promoting the MLM.
How long did it take you to create your course?
Nick: I created the course in about seven days.
Steve: RIGHT? It's not crazy, man. You create this course so then you're no longer promoting an MLM. So Facebook is okay with you suddenly.
You drive traffic to that and take the money to dump it right back into ads. It's amazing and it changes the whole model.
It's literally INFO PRODUCT + MLM. Mashing together two different industries.
Are you doing phones sales as well? Closing them on the phone?
TEACH YOUR DOWNLINES THE POWER OF THE INTERNET
Nick: To a degree yes. I will offer that to people and I have an application process (modeled after you).
Nine times out of 10 when someone goes through the application process, I set up my auto-responder. My email service will kickback a set of emails that walk them through the process of setting up their account.
Then I've done an automated overview. A business overview that teaches them about the company.
During this entire time, I never even mention my company's name.
Steve: This is the craziest part! Same thing!
Nick: I've literally modeled what you've done.
Steve: I LOVE IT!
Nick: For months my entire office was covered with print out after print out of exactly what you did.
Once I finally mapped it out in my head, it was more about the concepts at hand.
Another thing that I think a lot of people struggle with inside of the funnel world is that they think it's about pages.
Steve: Right yeah, it's not.
Nick: It about the framework. What is the state of mind that he's putting every single person in?
Once I finally understood the framework behind it, I knew that's why I failed the very first time that I tried ClickFunnels.
Because I thought that it was just all about pages.
But once I understood the core framework and moving somebody through the funnel and how that's done, then all of a sudden it made sense.
Steve: Right.
INCREASE TEAM VOLUME WITH SELF-LIQUIDATING OFFERS
Nick: One of the coolest things that happened out of all of this and how I feed this recruiting machine is by putting self-liquidating offers throughout the course.
The course is dripped out over five days and on each day there's a small self-liquidating offer.
Whatever I talk about that day, I then give them an offer to say, “Hey, if you want to learn this more in depth right now, click this”. Then it goes to a new page with a little sales video for an offer for $7.
Right now it's $1.50 per opt in on the front end and on the back end it's churning out $38.
Steve: You're speaking louder than whole MLMs even know how to!
Nick: Exactly and it pays for itself 17 times over. I'm paying myself to recruit people.
Steve: Last week on Secret MLM Hacks we put $1400 in and we got $20,000 back out (not including how many people got recruited and then they get handed the same recruiting systems). I don't know how it fails.
The biggest issue is the education. Most MLMs don't know how to do this which is understandable. It's a newish thing.
What would you tell to somebody who is on the fence about trying this?
ON THE FENCE ABOUT SECRET MLM HACKS?
Nick: The biggest thing that I would tell people is fail and fail fast. Just do it.
When we over think it, nothing ever gets done. I'm a perfectionist myself which is why I listened to Secret MLM Hacks 18 months ago and I just started doing this six to eight months ago. It wasn't really until the last three months that it really took off.
I’m still constantly tweaking and doing things to it but the fact is that I just did it.
I finally put down the pen, I finally put down the book and I went out there and I did it. Then I hit publish and I wasn't scared to feed the machine up front and put a little bit of money into it.
Nothing is ever gonna get done if I just sit here and read books. The knowledge is great...
Steve: But nothing happens.
Nick: You just gotta do it. Be active in your pursuit of what you want.
Steve: Be clear about the fact that this is not a hobby.
We've treated this like an actual business. We've got phone closers, we're talking to people and training.
I hate when someone joins because they're trying to do you a favor. Then they're wondering why they don't go build.
You recruited the wrong who! We gotta change your who altogether!
Nick: Every bum on the side of the street needs an opportunity.
Steve: Right!
Nick: I live in Austin and if you walk down downtown Austin you're guaranteed to see about 10 every 100 yards.
They might NEED an opportunity, but they don't' want it. You gotta find those people that actually WANT to succeed in whatever it is that you're doing.
DO YOU WANT THE SECRET MLM HACKS OPPORTUNITY?
Steve: Dude I am so thankful that you got on here. Thank you so much for sharing. I did want to ask one last question.
How many people have you been recruiting since you turned it on six months ago?
Nick: I would say we're probably getting five to seven a month.
Steve: That's awesome! On autopilot?
Nick: Yeah, on autopilot.
Steve: And the quality of person is really high which is awesome.
Nick: Five to seven a month is what we're recruiting into our organization and we get paid for a lot of people that say no to us as well.
Steve: Yeah, they bought the thing up front which is the beauty of it.
Nick: And I say five to seven, that's five to seven that we ACCEPT.
Steve: We get three to four applicants a day but I immediately cut out at least half off them because I can just tell…
Nick: Once you get to a certain point, you have to be able to say no. You have to self-select and be able to weed out people because otherwise it just becomes too overwhelming.
Steve: Then you turn into a life coach rather than a “Here’s what we're doing in our company this week” coach.
Nick: Exactly.
Steve: With love, I'll say that as tenderly as I can.
Nick, thank you so much for being on here, I really appreciate it. This was awesome, man. Really means a lot that you jumped on.
HEAD OVER TO SECRET MLM HACKS NOW
I know it's tough to find people to pitch after your warm market dries up, right? That moment when you finally run out of family and friends to pitch. I don't see many up lines teaching legitimate lead strategies today.
After years of being a lead funnel builder online I got sick of the garbage strategies most MLMs have been teaching their recruits for decades. Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next free training.
There you're gonna learn the hidden revenue model that only the top MLMers have been using to get paid regardless if you join them. Learn the 3-step system I use to auto recruit my downline of big producers without friends or family even knowing that I'm in MLM.
If you want to do the same for yourself, head over to secretmlmhacks.com. Again that’s secretmlmhacks.com.
There are 3 easy levers every MLMer can pull to cause more success in their business…
DO YOU WANT TO BE SUCCESSFUL IN MLM?
Back in the day when I was first joining MLM, I was brought to the side and a guy asked me, "Stephen do you want to be successful in MLM?"
And I said, "Well of course."
And he said "Well, what successful people do is they take their phones out and they chat with people in their contact lists and then they three way me in with them and I do the selling for you."
And I was like "Really? What if they're not interested. Alright, well sounds good if that is how it happens then let's do it."
This should be ruffling a few feathers right about now.
That's usually what happens, right? And there's nothing wrong with that if you KNOW the person has a pre-existing desire for MLM.
But if they DON’T, that can be really, really awkward.
I'm not saying huge down lines have not been created that way. Of course they have.
It's possible, it's just not very probable.
If I look across the street and I'm like, "Oh my gosh I need to go grab Mr. Jones. Mr. Jones needs this opportunity, he's got to come in and join me."
The problem is that if they need the opportunity, they’re usually not a good fit in the first place.
If they need it, rather than want it, that sets precedents for how they will behave inside of your down line.
MY FIRST DOWNLINE PROBLEMS
I started recruiting a bunch of people and it was awesome, it was cool, and I had a bunch of fun doing it. I recruited 13 people my first month. I think it was about 5 weeks actually.
NONE OF THEM DID ANYTHING.
They came to me and started asking me the dreaded question, "Stephen, what do I do next?"
And I said, "Well, do you want to be successful in MLM?"
And they're like, "Yeah."
And I'm like "Well this is what successful people do. They take their phones out, they reach out to the contacts, and then they three way me in and I'll do the selling for you."
I felt myself do the same script I was taught, and many of us do… Because we've just never been taught that there actually is another way.
My program, Secret MLM Hacks, shows you how to create auto recruiting systems. For any MLM that you're in. You don't get pitched in the program. I'm just trying to change the industry.
You've got to solve a lot of the downline problems that people experience after they join you.
There's followup problems, problems they did not have until they joined my downline. How can I solve followup problems the most for all of the people who are joining me?
HOW I SOLVE DOWNLINE PROBLEMS
I've trained my people and many methods. I've trained my people in many ways. There's a training program that we're coming out with for my team and I thought it would be kind of cool to show you how I treat the onboarding process.
It's a program called Hack MLM. Don't go there unless you want me to pitch you. What's cool about it is, it walks through all the setup. It walks through here's how to make sure you get all the bonuses you didn't know about. It walks through how to setup our teams recruiting funnels and systems and content and process and pitching.
One of the things that was frustrating for me with the first MLM I joined was that I felt like I wasn't getting enough training from my up line.
Beyond talking to my warm market, my friends and family… Once those people dried up, I didn't know how to get more leads.
I had to become a marketer in order to turn back around and try to solve this problem.
For the last five years I've been obsessively learning how to do that and I'm stoked because with all the ways I've been helping solve the followup downline problems for the people I recruit.
I finally have a full course that I send my people when they join me. It walks them through, day by day, for 30 days. Your first 30 days in my downline, this is what you should be doing.
Oh and by the way, here's a whole bunch of prebuilt stuff just for being in my team.
I wanted to teach you how to create your own onboarding system. I'm not pitching you guys into my downline, I'm telling you guys what I do though to help automate it.
MLM ONBOARDING PROCESS
When I think about onboarding, I think about it in several different fashions:
- There's the act of actually recruiting the individual
- There's everything that you do though before you recruit them to get them in your world
Most people are like, "Well I'm gonna focus on recruiting. I'm gonna focus on what I say. I'm gonna focus on the scripts that I do. I'm gonna focus on making sure they know about this bonus. I'm gonna make sure that they know it's buy-one-get-one free, or there's this onboarding bonus if they join now."
Those are all cool... But if you just change who you're speaking to before, you don't have to do a lot of those tricks.
Most of the MLM books that are available in today's market are very much like, "Here's the top three things you can say to get anybody to join your down line."
I don't really believe in mind control. Instead if you just change the who, and you stop going for Mr. Jones across the street, "who needs the opportunity."
I start going for people who want it. It completely changes the game.
There's three levers you can turn in the MLM space that you likely don't know about.
- WHO
- HOW
- ONBOARDING
WHO ARE YOU ONBOARDING?
The first thing is you can just switch up the who. Switch up who you're speaking with.
Secondly, you can switch how they're pitched. You know I have auto recruiting funnels and we still get three to four people a day asking to join my down line. We are about to cross 1,100 in the last year and a bit. Which is crazy.
Who I'm speaking to and how they're pitched - Those are two things I can have control over in the MLM space.
You don't own anything in MLM. You have no assets.
Out of the box, you just have what the MLM has given you. You get your starter pack, you got your bonus opportunities. But you don't own the product, you don't own the scripts. You don't own any of the stuff.
I'm not trying to freak anybody out, but I want you to be very clear about this. You don't own anything when you join an MLM.
Instead what I do is I change up who I'm speaking with. I get people who actually want to join me and buy from me.
HOW ARE YOU ONBOARDING?
HOW I speak to all of these people is not the traditional method. They have to go through an application. That's one of the levers I can turn.
My friends and family, they're not actually interested so I’m not going to waste my time and trying to pitch them.
HOW I bring someone into my MLM is very key. How I bring somebody into my MLM sets the precedent for what I'll need to be doing with them after they join.
If I recruit somebody by begging them, I probably just became a life coach for that individual.
If someone has to apply to join me or they have to prove that they really are a good fit for my down line. Now, what's the precedents I've set for after I've recruited them? Now I've become a business coach, not a life coach.
Now I go and I say, "Now do this now do that now do this now do that." And they do it. Rather than me saying, "Well I know someone said something mean to you are you okay, are you fragile?"
If you've noticed it's hard for you to reach out and contact those in your downline, you probably recruited people who were doing you a favor. They don't actually want to be in it.
I know I'm flicking some nerve chords here in this episode.
There's a few levers you can turn to drastically increase the amount of people that you recruit AND the quality of the recruit.
I'm not saying the value of the person. I'm saying the quality of the recruit in terms of what they're willing to do. If they're already business savvy. If they're already ready to run.
WHAT IS YOUR ONBOARDING PROCESS?
When someone joins your downline, there's not a lot of things you can change. That's controlled by the MLM. But after they join, this is a completely different game.
The thing that I have control over is my onboarding. The way I onboard somebody. That's a huge deal.
WHO, HOW and ONBOARDING are the three levers I can turn and have a lot of control over in the MLM space.
I can upgrade:
- The WHO
- HOW I pitch people and HOW I approach them
- The training that they receive afterwards
After I joined that first MLM I was like, "Who do I speak to? I don't even know what to do next." I remember explicitly having that thought.
I didn't know who to go talk to anymore. Which means all I have is do the method I've been taught. Then when people join my downline, I don't know what else to tell them. I can't onboard them.
A lot of Secret MLM Hacks walks through this kind of thing. How to upgrade your process for reaching out to people and the onboarding piece. The onboarding piece is tons of fun.
We have several methods in the program but the one we're launching right now is called Hack MLM. It's free for those who are in my down line. What is does is walk you through the first 30 days in my team.
I want to show you guys some of the easiest ways to come up with the downline problems your people need help with. A lot of times, people want to have success and they're willing to do what they need to. Sometimes they just don't know what to do.
DO YOU WANT TO BE SUCCESSFUL IN MLM?
The first thing I ask people to do in the onboarding sequence is to define what success is. When someone joins my down line, if they are actively publishing, and if they have their recruiting funnel up at a bare minimum. That is a very successful person.
Just the fact that they're publishing, they will recruit people. There's so much authority that comes with creating a video. People reach out, they want to join me. Regardless of what I have for them if they do.
Listen to tons of those podcasts that are out there in the MLM space on iTunes. A lot of those people recruit simply because they're publishing. That's why I tell everyone to freaking publish. It will change your life.
I need to find out what success even looks like and what it is that I want everyone of my recruits to be doing. I want them to recruit the world! Okay, that's not accurate, you have to think somewhat realistic. It's possible, not probable.
Other things your downline needs to know is:
- Product education
- Back office education
- When the next event is
- Teach them to setup their e-wallet so that they can actually get paid
- Educate them on the bonuses
- Scripts
- Give them the confidence to approach people or use a computer
There's a lot of stuff someone has to understand in order to have success.
I need to figure out what order somebody should consume those topics in. This is not easy. It took me about three or four months of actively thinking about it to come up with the order of topics somebody should consume this process in.
ONBOARDING FOR SUCCESS
One of the first things you can do is go talk to the people. Talk with your up line. Ask them "Hey, what are all the things you have found people need in order to be successful." Then you list all those down.
Then you ask them things like, "What are all of the concerns that you hear from the people that you guys are recruiting as well, people inside of the rest of our team." That's gold.
If you can figure out what it is that everyone else is struggling with, that's a massive way to figure out how to actually go and build an onboarding system.
Talk with people that you've recruited. Ask them things like, "What do you wish I would've provided for you at the beginning." Or, "What are you guys struggling with right now?"
What's great about what I'm telling you right now is, it means you don't need to be a marketing genius to pull this off. All you're gonna do is ask, "What is it that you guys are struggling with. What is it that you wish that I had provided for you. What is it that would really help you."
And they're like, "I need more leaders. I wish I knew how to talk to people. When somebody tells me no, I don't know how to overcome objections."
So then you're like "Okay, I need training on objections. I need training on certain kinds of scripts.”
How do I help my team:
- Get more leads
- Upsell
- Go back to people and tell them about other products that are out there so we all can increase our revenues
YOUR DOWNLINES ONBOARDING NEEDS
I'm gonna go in andlist a whole bunch of needs of my team. I'm gonna get them from my up line, from my downline, from people who are successful already. Maybe I can find several lists on blogs.
Don't try to organize it yet. Just brain dump it.
Then what I do is I go through and create 30 topics.
I organized them, I condensed them.
This topic, this topic and this topic are super similar - I could teach those at the same time.
And then this topic and then this topic - Those are really similar as well. I could teach those at the same time.
I condense them and realized, "I want to make this a 30 day thing”
It could be 21, it could be 14. You don't even need to do the day thing. Just the fact that you have on boarding training massively increases your likelihood of having a successful downline.
- We made a big list of team needs.
- Then, what I did is I went I spoke with my up line, and other successful people and my MLM and I said, "Hey, how can my team make the most money from the get go."
Now this is what was really powerful. This is why I'm trying to teach you this.
“How can I make my team rich”, is what I asked them.
We went in and what we asked was, "Can you help us understand all of the bonuses that we don't know exist. What are the bonuses that we don't know our team could have advantage of. Whether when they're brand new, or existing."
SUCCESSFUL MLM TRAINING
We realized by day 14 there is a bonus thing that starts that I don't know if everyone knows about. Then if they do some other things within 30 days there's some huge bonuses as well.
We listed out all these other bonuses and now we had these milestones. So guess what day 14 was about inside of our onboarding training. THAT BONUS.
It's been 14 days since you joined our team. Thank you so much. But by the way, this bonus, you're now eligible for, it's really easy to get. This is how you go do it.
On the next day we said, “Hey by the way, if you take advantage of X, Y and Z you also get this bonus if you do this and this within 30 days.”
Here's a bunch of pre-made assets and pre-made lessons for you that make it easy for you to go get that extra cash bonus.
Now they got money coming back in.
ONBOARDING WEEK ONE
We made week one all about setting up the back office.
- Setting up the back office
- Product education
- History of the MLM itself
- Different products
- An overview of where you get the most commissions
It's very much a familiarization of what is going on in the MLM itself.
ONBOARDING WEEK TWO
The second week was about how to take advantage of additional bonuses.
- Here's how to meet and greet those inside of our community
Let's:
- Get you set up and integrated in the first two weeks
- Make sure that your wallet's set up
- Make sure you don't do anything where you're not qualified for cash
That's one of the most frustrating things. I've totally had that happen to me before in the past. There's two things I didn't have set up in my back office and because of that I wasn't getting paid.
I don't want my downline to be doing that.
ONBOARDING WEEK THREE
On week 3, the training was all about solving some of these big needs.
I wanted them to get leads, baby. Lots and lots of leads.
How can I pre-build lead systems for them and train them on them? So that's what I did.
The last bit on day 22 (it actually stops at day 29, not 30) is where I teach them how to make NOISE.
How to:
- Make noise
- Get traffic
- Get eyeballs
- Have a consistent source of leads
- Get the lead machines set up in week three
- Fill it with just tons of people
After that, the next thing we're doing is help them understand how to go and sell even more of the product itself.
I just want you guys to understand just because you recruit them, that DOES NOT mean you are done.
One of the easiest ways for you to get real big in this space is to just solve more problems than other team leaders. Just give it to your people. Train them.
DO YOU WANT MY MLM TRAINING?
All of this MLM training cost me $15,000. I have a very professional team. We built an amazing members area and a massive drip sequence.
It's really impressive but it was expensive for me to create.
The way you bring somebody into your downline sets the pace for how they'll behave in your downline. How you recruit someone usually determines if you'll get to be their business coach or forced to be their life coach.
Because of that, I make it kind of hard to join my own downline. There's an application process and a phone interview that is required for someone to join my team. There's a mini course that walks them through the set up of their own recruiting funnels and their own lead sources. Much of which is pre-built for them.
Here's why I'm telling you this. In the past I've trained my downline in many ways with many methods. But I finally decided to put all the training in a single spot in a course that walks my new recruits through their first 30 days in my down line.
Back office set up PLUS recruiting funnels.
I'm about to launch it to em. This is a new thing that we've got for them which should and solve a lot of problems.
If you wanna be kind of an ant on the wall and jump into see how I train my teams, you're more than welcome.
BUT, FAIR WARNING…
The course is meant specifically for my team. You will find out what MLM I'm in.
If you come in to check out what's going on, I will pitch you.
There is stuff all over the place telling you to just join my team.
Fair warning. Don't go there if you don't want that.
You might be trying to build similar things that I've built. That's great. Then come in and check it on out and see how we've structured everything.
If you wanna check it out go to hackmlm.com. Funny enough hackmlm.com was available and we built the whole thing on top of it.
Hackmlm.com is the actual thing if you wanna see how we've done it.
If not then, take the training that I just showed you. It's all free. No pressure. All free. Have not charged a dime for it. Not going to.
This training is for my down line specifically. If you wanna come in and check it out though, you're more than welcome to. See how I actually train and coach my people on how to pitch, set up auto recruiting funnels and a lot of cool stuff that's in there for them.
Please don't feel any pressure at all. I just wanna teach you that those who solve the most follow up problems tend to win in the MLM space. There's not many people solving follow up problems.
WHY I’M SO PASSIONATE ABOUT MLM TRAINING
This whole thing started because of my desire to get more answers... And I couldn't find them.
I've been obsessed for four years… How do I solve more downline problems for my teams?
I tried something and it wouldn't work.
Then I'd try something else and it wouldn't work.
I'd try something and it would kind of work, but it was only something a super psycho marketing nerd like myself could do it.
I was like, crap. That's not good enough.
Simplify, simplify, simplify, simplify.
Then I got down to space where finally, pretty much anyone can do it if they just decide.
Do you know how to create pressure on the internet around your MLM?
This is super valuable stuff. I'm excited to share it with you.
HOW TO GENERATE TRAFFIC FOR YOUR MLM
If you guys have been following me at all, you know that one of the reasons why this stuff does so well is because I follow the info product model on the Internet. I piggyback my MLM on the back of it.
That's the reason why it works so well. And that's a lot of what I teach here. This is what I teach in the Secret MLM Hacks program itself.
A lot of people are like, "Okay, Stephen, you told me I can go set up these little machines all over the Internet, right? Put all these things all over the Internet, how do I actually orchestrate pressure, right? How do I get eyeballs?"
Think about Hollywood. Do you think movies in Hollywood would be as effective if no one heard about the movie until the day it launched? No.
Hollywood has nailed the model. They know they're going to drop out a preview, eight months before and then a new one, six months and then four and then two. There are several kinds of previews.
They take the most exciting parts of the story and they're showing them.
They're showing the most exciting parts of the story. That becomes the preview. If you want to fill in the gaps, you go to the movie. Everyone knows when it comes out.
They keep telling you. Pressure, pressure, pressure. Here’s the date you can go see it. Are you going to dress up? You're going to go at midnight showing?
They build pressure to this date and then release the pressure and tens and hundreds of millions of dollars go through a single day.
FOUR TRAFFIC METHODS IN MLM
The mistake is to build all these cool things in MLM, but then not tell anybody about it until the thing launches.
I treat a lot of what I do in this space, much like I would any other product launch. Even though it's not mine, it's how I'm doing it.
There are four different ways that I like to generate traffic.
#1 My favorite way to generate traffic is to create content (what I’m doing now). I create content and I push traffic to certain things based on what I'm putting out. I have two shows, almost three.
#2 I like to get influencers to namedrop me and that's something else that we do a pretty frequently
#3 Get affiliates so people can go sell my programs and take a huge commission. It brings me the kinds of people that I would be interested in having in my down line in the first place.
#4 Ads.
Isn't that funny? In that order. Ads is the last one.
I'm not saying not to do it or it's the least important. That's the last one that I go do, and I'm not driving traffic to my MLM.
Facebook has a hard time with that and that's okay. So I don't. Follow the rules. I don't get around it. There's not some secret loophole. What I do is, I don't even promote my MLM. I'm promoting something in front of it. On the back, I'm bringing people into my MLM.
HOW TO GENERATE TRAFFIC WITH FACEBOOK ADS
So if you’re wondering, "Stephen, how do I get traffic for my stuff? How do I get eyeballs and people on my stuff that I'm putting out?"
I hate trying to learn to do Facebook ads. I have no idea how to do Facebook ads. Why would I learn that?
There is a who, who already knows how.
I go find people who are as obsessed in their thing as I am in mine.
I don't need to know how they do all their thing. I just need to know that they're obsessed. I need to know that they're good.
So I went out and I found a Facebook ads person. Honestly, it wasn't that expensive. I thought it'd be more expensive. They're incredible. They're so good and they drive all the traffic for me.
I don't even know how to start a Facebook ad.
I don't want you to do is sit back and go, "Well, it's easy for you to do it Stephen because of blah, blah, blah, blah, blah, blah." Garbage. Hot garbage.
I don't know how to do a lot of things in my business, which is how it should be. The CEO of Coca Cola doesn’t khow to do every single role in Coca Cola.
Steve Jobs didn't know how to do everything. That's why he went and he got all these coders to do it all. He was just the sales guy. He was the aggregator, the entrepreneur. He was not a coder.
Don't look at these traffic methods and go, "Well, I don't know how to do that so it doesn't apply to me”.
I would just use one traffic method, not all four. Just choose ONE that you're going to master and have a bunch of fun with it.
HOW TO GENERATE TRAFFIC FOR YOUR SALES FUNNELS
You know what's funny? When you get a sales message right, and you get the offer right, and you get the funnel right, you get to this really cool zone where you get to just have fun getting traffic in different methods.
One of the ways you can generate traffic is obviously ads. That’s one of the reasons why I have a paid prospecting funnel.
Yes, it’s to get some cash in your pocket. But it allows us to profitably spend ad dollars. You're not just sinking money into getting leads that won't pay you anything.
Instead, they're generating the money. And you're able to invest it straight back in, and literally self-liquidate. It’s super cool because I get a whole bunch of people coming on in for free.
In some form or fashion, you will always purchase the customer. Whether it's…
- Through money
- A cost to acquire through ad spend
- Through your time
My last podcast episode on Secret MLM Hacks Radio was talking about the different cost models of MLM. There's three right off the bat that are really easy to talk about.
#1 Spend money.
#2 Spend time.
#3 Spend time once.
If I'm going to spend my time and not money, I'm going to spend my time once. I'm going to go create create content. Stuff that lives on beyond just the one time I took to go and make that thing.
Traditional MLM goes around and says "Hey, pitch everyone, all the time."
It's not a scalable model because you only have so much time. If we're not using an application funnel or some kind of recruiting funnel, you don't know if the people who are coming in also have the same kind of desires and drive that you do.
MLM AND CONTENT CREATION
You're the only real driver. The one pushing your sales message, and you're using that same amount of time.
Let's say it takes you 15 minutes to do your little speil or whatever. You're going to do that same 15 minutes all the time.
The cost model that I really like is ads coupled with only spending time once.
Then I can scale. Then I can take that system and hand it to my down line.
How do I get traffic? I like paid advertising and organic.
Let's say you sell supplements. I would go and find a ton of other publishers who also talk about supplements. Regardless if they're in MLM. I would try and get on their shows. At first, it would probably mean that I would get them on mine. Create those feelings of reciprocity and I'd get on theirs.
Get on influencers podcasts and blogs. Get other big influencers to come on yours. That actually cross pollinates their followings. That brings some of their following over to you.
That's how I grew my stuff so fast about two years ago.
I also really like the Dream 100 stuff. Where you get a big influencer to just name drop you, and you give them a commission for it.
The other way is affiliates. I treat affiliates differently than the strategy I use to approach and talk with Dream 100. They're two different groups of people. You're still going to give a commission to each, but there's different mentalities of each group.
An affiliate typically doesn't have a following. I'm going to treat a Dream 100 person a little bit different because they do have a following. That’s one of the key differentiators between those two groups.
CAMPAIGNS ARE NOT FACEBOOK ADS
An art that's becoming lost is campaigns. Campaigns are not Facebook ads.
That's not a campaign. Yet Facebook, and YouTube, and Google are destroying the term "campaign."
Is an ad part of a campaign? Yes. But ad's themselves aren't just campaigns.
A campaign is a series of events that lead people to some kind of action.
A campaign is almost like another funnel that pushes into your existing one.
One of the reasons why my stuff is selling so well, is because I have been a part of, or seen, or watched these different campaigns.
Yes, there's ads involved in them, but an ad itself is not a campaign.
I have a program coming out soon called Affiliate Outrage. It teaches people how to be an affiliate online. Sell a product that you don't own, and that you did not create. How to sell it and gain a list in the process.
Some of the strategies are similar to what we teach here, but not really. It's different.
The reason I'm doing that is so I teach people how to sell Secret MLM Hacks. I'm teaching people how to make money selling my thing. I'm not just saying "Here's an affiliate link." I'm teaching them how to take that affiliate link and go crush it.
That's a campaign. That's an event. That is a living, breathing thing that a lot of people have already signed up for and they're coming on in. This is a FREE program I'm doing just for fun. They're going in and learning how to be an affiliate marketer. That’s how I made my first dollars on the internet.
HOW TO MAKE MONEY AS AN AFFILIATE
You could run an affiliate contest. I’d have the top winners of that affiliate contest come to an event. I'd have a whole bunch of them listed out. Then I’d have an MLM summit coming up.
There's a whole campaign. It's all strategy behind what I'm doing.
When you get the funnel up and ready to rock, and you get the offer ready, and you get the sales message, and you know what everything is... Oh my gosh, that is mental playground time.
What ends up happening is, you actually can go and spend all of your time just being a marketer, and an attractive character for your business.
IS YOUR SALES MESSAGE GENERATING TRAFFIC?
How do I get traffic? Multiple ways.
I can't just say ONE, but it does it in phases. If you're just getting stuff out the door, I focus very heavily on publishing, and very heavily on organic methods to generate traffic, until I get cash coming in.
I've never put a dollar of my own into my business because those are the methods I focused on first.
I created a campaign with my publishing funnel, with my podcasting, for this program. I started publishing several months before this program was ready. And I started name dropping it, and telling people where to get on the waiting list. I built pressure.
And THEN I opened the gates. We did $37,000 in the first day. It was like, BOOM.
That was a campaign. You guys all create events.
I'm not necessarily talking about a hotel event or a home event. You create these experiences that people are looking forward to.
These moments in time where it's like "Oh, all this pressure is building," similar to the way Hollywood does six months before a movie comes out.
Do you think that sales would go very well if no one heard about the actual movie until it got released the day of? NO.
The reason is because they provide pressure ahead of time. That's what a campaign is, and what it allows you to do.
WAYS TO GENERATE TRAFFIC
Ads will help you generate traffic. 100%, totally. But you need to continue to publish as well. You get loyal followers through the publishing vehicle. I will never NOT publish. I absolutely love publishing.
I love the organic stuff. Getting on other people's interviews and publications. Dream 100 and affiliate stuff too. That's also a form of a campaign.
This is literally the same kind of thing that you teach your down lines to do.
When you get to a certain spot where you don't need to focus as much on the funnel, you don't need to focus as much on the actual offer or message...
THAT’S when I start doing full scale campaigns, because they do take some time.
I know it's tough to find people to pitch after your warm market dries up, right? That moment when you finally run out of family and friends to pitch. I don't see many up lines teaching legitimate lead strategies today.
After years of being a lead funnel builder online I got sick of the garbage strategies most MLMs have been teaching their recruits for decades. Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next free training.
There you're gonna learn the hidden revenue model that only the top MLMers have been using to get paid regardless if you join them. Learn the 3-step system I use to auto recruit my downline of big producers without friends or family even knowing that I'm in MLM.
If you want to do the same for yourself, head over to secretmlmhacks.com. Again that’s secretmlmhacks.com.
MY MLM TOP LEVEL STRATEGY
I have a program that I make available to everybody in my downline (not just those who are directly underneath me).
It's a program where that helps with auto recruiting in MLM. It takes care of 90% of the heavy lifting involved in onboarding somebody.
The program helps you set up all these funnels and the downline automation that we use.
What's cool about the MLM I'm in is, they're super-psyched about all the stuff that I do.
They're like, "Hey go for it. You got major greenlights."
So we go and build funnels and we send traffic. We do all these internet marketing things that most MLMs don’t let people do. So it's super cool.
I want to walk through what we're actually doing. The TOP level strategy.
Yes, it took awhile to work all this out. When you see it, don't freak out and be like, "Oh, I have to go do all this."
No, no, no. I'm just teaching you why we're so unique. Why we're so different, and what's made it so different.
THE FIRST PART OF MY TOP LEVEL STRATEGY
Most of the time what an MLM teaches about is the MLM itself. That makes sense. That's what they're selling. You can't blame them.
But there's a whole bunch of other problems that you need to solve if you're actually going to turn this into a business.
How am I going to...
- Get leads?
- Train and teach other people once they get underneath me?
- Get people on the continuity plans where they're paying every single month and autoships?
There's a lot of other problems you need to solve.
Not just for yourself. Everybody else coming in likely has those same exact questions. The exact same.
Whoever can spend the most money to acquire customer wins.
Whoever can spend the most money to acquire customer wins. If you can spend only $10 in ads for MLM, and I can spend $15, I'm going to destroy you.
Because I can put my message in front of more people.
That's an internet marketing principle that I’ve been using in the MLM space. It's the reason why my stuff's done so well.
Because no one else is doing it.
HOW TO USE ADS FOR MLM MARKETING
Here's the big principle...
What I do is, I create my own product. My own. Let's say that I'm selling it for $27.
STEP 1: I create a product for $27.
STEP 2: I'm driving Facebook ads for MLM straight to the product.
STEP 3: After they buy the product, it's very simple. I just say, "Hey, do you want to join my MLM?"
STEP 4: I'll do it in a whole bunch of email automation sequences. Or I'll do it on a thank you page. I'm not actually the one doing it.
It's how we're getting so many leads. I just automated all of this.
Someone buys the product then afterwards I'm very softly asking them, "Do you want to join this MLM?"
When somebody buys this $27 product, I don't take profit.
I take ALL that $27 and roll it right back into my ads for MLM.
I roll it directly back into my ads for MLM.
That let's me create a machine in front of my MLM that is going out and fishing people. It's putting hooks all over the place and it's paying for my ads. I've never put a dollar of my own in my ads ever.
BECAUSE OF THIS.
STEP 1: Create a product.
STEP 2: I sell it.
STEP 3: All that money goes back into ads.
It's just a machine.
On the back I'm spinning out leads and shooting them over to my MLM.
PART TWO OF MY TOP LEVEL STRATEGY
When I shoot them over to my MLM, but I'm shooting them over to this application. An auto recruiting funnel. It automates the recruiting process.
So I say, "Hey, do you want to come join the MLM?" If you do, come over here and apply to join my downline.
If you apply to join my downline, and you make it, we'll give you the very same systems you just walked through so that you can generate leads and start auto recruiting as well.
This is how you recruit people besides friends and family. I'm not telling you to not go to them if they're gonna be a good fit. I'm saying once you're done and those leads are dried up, here's how you go get more leads.
Once someone applies, I get them on the phone.
I DO NOT let anybody join my downline if I can't even get on the phone with them.
I don't like getting on the phone. It's not really my thing. But guess who's getting on the phone?
Cool phone closers. Using a very simple script.
And guess who those phone closers are? People in my downline.
The closers answer the last few questions that they have. Then there's a program that we send them if they get accepted.
The program handles ALL the onboarding. It handles all the major questions. This program tells them what to do step-by-step for 30 days and tells them more about the MLM. How to set stuff up, how to set up autoship, how to go talk to people.
I give them the auto recruiting funnels. They get all these answers.
DOWNLINE AUTOMATION
I don't know I've ever drawn the top level strategy. That's why I wanted to do this.
All I'm doing is I'm generating money through other small products, up to even more expensive products.
But it's not for profit.
It's so that I can go and continually speak louder and louder on the internet.
Money is faster than time.
I can go and I can speak to tons of people. All automated. With ads for MLM.
OPTION 1: Drop some money out there in ads.
OPTION 2: I could go hang out at a freaking mall and talk to people who are likely not interested, and don't have opportunities on their mind. They're just trying to shop.
The more I've done this, it make ZERO sense for me to influence my team to go do that. If they want to, sweet. I'm just not going to teach that as part of my strategy.
I would rather teach them how to put ads for MLM in front of people who are likely going to join.
Let's have them buy this little cool little product. Afterwards, let's go and automate our pitching to them and get them to go apply. That's basically it, okay?
THAT’S IT.
That's what makes our team so unique. That's exactly what we've been doing.
You can model that with your own team. It took a long time to build. But it's been cool.
AUTO RECRUITING
I'm going to take traffic. Traffic is something that I can control on the internet. I can hand a couple bucks to Zuckerberg and he's going to send me some eyeballs.
I'm going to send some traffic to a product. We often call these products SLOs (self-liquidating offer).
We're not trying to make money on it. It's self-liquidates our ad costs. It could be anything from $7 - $2,000.
The name of the game for us right now is to make different kinds of front-end products. Not for money.
To back into traffic. Then we soft pitch people into our MLM by telling them, "Hey, go apply to join our downline here."
When we get them on the phone, they actually apply and they're like, “Yeah this is a good fit for me. I really actually really do want to do this.”
We've automated a lot of the training after they actually join. Both from what our MLM is wanting us to go do, and also from my standpoint.
You get a lot of these systems so that you can get off the ground and running.
That was actually the hardest part. It took me forever to build.
I'm a geek. 100% internet geek. I don't want to have to require my people to be a geek in order to pull off what I've done.
I keep it super, super simple. Just do this. Then do this. Then do this. BOOM.
SETTING UP DOWNLINE AUTOMATION
Once someone joins, we send them to a super cool onboarding sequence. It's dripped out to them over 30 days. It tells them what to do step-by-step to get set up.
Then it walks them through our MLM's sign up bonuses. Those fast-action bonuses. A lot of times, MLMs will offer as soon as you join. What we're doing is we're walking them through that.
How to…
- Set it up
- Take advantage of it
- Set up all these other funnels
I wanted to share with you guys what makes us so different. I'm getting more and more questions about it. Frankly, I wanted an episode to point back to.
THIS IS HOW WE DO IT.
Most of the time when you join an MLM they will say, "Hey, here's a whole bunch of education on just the MLM."
Some of them do pretty well with the whole three-way thing or phone closers.
Hardly anybody has dedicated onboarding process.
The thing that has made us super, super unique is this part...
I'm going to teach our peeps how to get traffic.
I teach them how to create these little front-end products. I give them a whole bunch of them that are pre-made.
We know that when someone buys them, they're going to be a good fit for our MLM.
If you like this kind of stuff, I challenge you to start drafting it out. Treat it like an actual business rather than just like a hobby.
It’s an internet marketing company + MLM.
Info-products + MLM.
That's how I've killed it so much and that's how we're doing so well. It's exciting stuff.
I am showing you EVERYTHING.
This is what the big guys ACTUALLY do and I wanted to share with you guys as I've been building it.
HOW DO I FIND MORE PROSPECTS?
One of the topics I get asked about the most is, "Steven, how do I find more prospects?"
Obviously, this is one of the biggest questions that ALL MLMers have. It makes sense.
I remember the first MLM I ever joined. I went and I talked to friends and family… This was years ago. I literally walked down Main Street.
When I was done, the biggest question that I had was, “How on earth do I find more people to go and pitch? How do I find more people who are interested in this?”
Traditionally MLM says, “Go get your friends and family and get them on the phone call with me. When they come in, go get their friends and family.” We are all each others lead generation.
Here’s the problem.
You end up getting a lot of people who are not actually that interested.
I remember sitting on a couch in a cold apartment when I was in college. It was freezing. It was the middle of wintertime at 2AM.
I had this thought, "What if I was to combine a lot of what the info product model is on the internet with MLM? What if I was to use some of those to go and sift and pull people who are more likely interested in what I'm doing?"
And that's exactly what I did.
HOW DO I FIND MORE PEOPLE FOR MY MLM?
That's EXACTLY what Secret MLM Hacks is. It teaches those methods. I get this kind of question all the time from people in the course. They're asking, "Steven, how do I get more and more people?"
That's covered in depth in the course itself, but I took the time to go a little bit more in depth.
I want to walk you through a few specific strategies. If these sound like, "Whoa. Why would you do that?", understand the reason that my stuff's been doing so well is because I follow the info product model.
I attached MLM to the info product model.
A lot of what I encourage people to do is create. "I would create this, and I'd put this together, and I'd do this." They're not orthodox.
It's very unorthodox ways of pulling out leads and getting people to you.
I'm still getting three to four people asking to join my downline PER DAY that I've never met.
This has been WORKING, and we're about to hit nine hundred people. That's a lot of people, man!
I get to choose the people that I think will be good for the team, rather than me going to them and saying, "Please join my downline. Please, join my downline. I need the commission."
I don't have to do that crap any more, and I haven't had to for a long time now.
LEAD GENERATION IN MLM
For those of you who don’t know, Secret MLM Hacks is a program for those of you guys who want to do more things on the internet and actually bring people to you. A lot of it involves building what we call a sales funnel. It shows you how to do that, how to put all the stuff together, how to position yourself in the market, how to actually do marketing in general. How to make yourself an authority figure in the MLM space.
There's a soft pitch for it. I'm just telling you in case you're interested. Go to secretmlmhacks.com.
The way I generate leads for my MLM is by creating products that are a little bit more pricey. Not really high, but somewhere in the middle. People pay for it.
After that, I introduce them, "Hey, you want to join my downline?"
BOOM! That is what feeds the application funnel… mostly. The only other place that they learn about where to apply to join my downline is my podcast.
Some people are just like, "Man, I love this guy. I would listen to all 80 episodes of this dude. He's in my ears. This is incredible. Everything he says is awesome. I want more of his stuff. How do I join his team."
They'll just go right in and join. That's awesome.
I'm trying to do is two things:
- Get paid to prospect, okay.
- Pay more to acquire a customer then entire MLMs can…
Because MLMs don't know how to do this stuff!
MLM INFO PRODUCT MODEL
They have no idea how to do any of this. I treat my MLM like a product. It’s a REAL business.
Not just like, "Yeah, come do a little hobby." NO. If I can tell it's a hobby for you, you're not in my downline.
I'm here to grow. I'm here to explode. I'm here for dominators. I want to take over. That's my mentality.
I'm vetting people out through the application itself. I'm reading their applications like, "Man, this guy seems lazy." Gone.
- I'm getting paid for my time by doing a paid prospecting product. That vets out customers. That gets rid of the time wasters and leaves the people that I want in my downline. The people who are going to kill it and treat this like a business, not a hobby.
- I want to be able to spend more to acquire customer than ENTIRE MLMs are able to. I'm already doing that and I'm only one guy. I'm spending more than whole MLMs to be in front of people. From a content and time perspective and an actual money cost to acquire ads perspective.
I have those people apply to join my downline. "Hey, go to the recruiting funnel." Awesome.
That's the strategy. I want to soak up hot market first. That's the easy money on the table.
Don't trip over dollars to pick up pennies.
There are people who love you, who want to be a part of your world already. Let them..
- IN
- Buy from you
- Join your stuff
- Understand who you are
- Get close to you
That's awesome. Most of the time you're building your front line leadership.
HOW DO I FIND MORE PROSPECTS IN MLM?
But pretty soon… even the best marketers run out of people.
I have to figure out how to widen the pot a little bit and explore the warm market. That's when I start creating small front end offers.
PS - You’re going to start seeing me do that here in the next three months. I’m making a whole bunch of small front end products. They're not to make me money. It's to attract more people to me.
Some people are like, "This guy's awesome. Let me listen to his podcast, see if he really knows what is up." Some people are going to love you instantly.
Other people might be like, "Let's see what else he's got." And they might buy your other thing.
I'm providing multiple options for people to purchase and give cash as a way to raise their hand and say, "I'm serious about this."
When someone starts out at the bottom, that’s typically very detrimental. They can't spend any money, there's no leeway.
Don't start at the bottom. But also, please don't think that it's always set in stone. Some people are like, "Man, I'm going to make something mid-tier and then I'm going to go down straight to the bottom." That's fine, if that's what you really want to go do.
But honestly, what I like to do is think through and be like, "What would get people so freaking excited?”
What is sexy that I can hand people to and they're like, "Man, I want to be a part of that. I want more of this guy. This guy's awesome."
They go in and they buy that and THEN I'll introduce them. Typically in that order.
HOW DO I FIND MORE PROSPECTS FOR MY DOWNLINE?
I want people to know what I'm about and what I'm NOT about.
I'm not going to be standing here teaching them, "When you're face-to-face with your friends and family, here's three phrases you can say to mind control somebody into your downline."
I HATE those books.
I have a bookshelf and one of the shelves is half-full of GARBAGE like that from ‘experts’ in this industry.
[I'm throwing a rock right now]
I THINK IT’S DUMB.
I don't believe in mind control BUT I do believe in persuasion. The way I bring somebody in determines what they're going to do afterwards.
If I make it easy for them to come in, I make it easy for them to fail.
If I make it harder for them to join my downline and there's all these little tiny obstacles that I'm like, "Hey, are you really a good fit? And if you're not, are you willing to be moldable quickly into a good fit?"
Remember, I'm building my business.
HOW DO I FIND MORE PEOPLE FOR MY DOWNLINE?
All these things that happen before you join my downline are there to set up a ramp.
I was in the army and I went to basic training. When I went to basic training I was 25. Okay?
I was already 25 years old, I was in college, I was married, I had a kid.
99% of everyone else who was there was 17 years old and a high school dropout.
The mentalities are 100% different. The way we came in mattered greatly on the outcome.
A lot of these guys would try and fight me as soon as the Drill Sergeants turned around. For real.
Papa Larsen's a big boy. I can take care of myself.
Because of the way I came in, the Drill Sergeants put me in charge of stuff for freaking ever because they trusted me. It's the exact same principle.
I do not want just anyone to come in my downline. I'm building rock stars.
There’s a reason I'm being stickler with the way people enter. It determines how successful they’re going to be.
I don't want to cattle prod people to get them to take action.
If you're like me you know MLM is an amazing opportunity to grow a REAL asset for yourself.
But you also see that there is HUGE issues starting to emerge.
WHY haven't big MLMs let tactics change in over 30 years? Or why have they been cutting commissions smaller and smaller?
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.
I want to show you how REAL MLMers like us are waging war on the old dying methods. And we aren't cheating by only bugging uninterested family and friends.
Follow me while I expose the shocking methods I'm using to build my 10,000 person downline, and get people begging to join my team daily.
HOW I LAUNCHED SALES FUNNEL RADIO
I wish I hadn’t launched Sales Funnel Radio the way I did.
When I launched Sales Funnel Radio, I didn't want to talk. So I did a lot of interviews instead. I'd do two of my own episodes, then I'd do an interview because I wanted them to do the talking. Then I'd do two more episodes then another interview.
- Interview
- Me
- Me
- Interview
- Me
- Me
I did that for the first 20 episodes almost. The way I launched Secret MLM Hacks Radio was... I thought people are gonna want to know why the heck I got into MLM in the first place.
Regardless of what I sell, that's a big question. How did you justify getting into MLM? Regardless of whatever you do in life, people want to know that.
MY ORIGIN STORY
The first episode I did was what I called The Origin Story. I've told them this origin story, and at the end of the episode I tell them, “I'm here because I want to help people know there's a better way to recruit.”
When I say, “There's a better way to sell product on the internet. There's a better way to recruit” there's gonna be some objections.
“WHOA, I don't know about that!” That’s a vehicle-based objection.
So what I do is, I tell a story. The next three episodes of Secret MLM Hacks Radio were lots of stories. It ’s literally a sideways webinar script.
If you go and listen to the first five episodes of Secret MLM Hacks Radio again, you'll hear what I'm doing.
I'm telling the stories of each one of the secrets that's meant to break and rebuild their beliefs.
It will help people listen to me and it also future paced them for buying Secret MLM Hacks later on down the road.
I knew it was gonna launch but I didn't know what it was gonna be. I just wanted to start building the buzz and the audience.
Then I told the story related to secret number two and three and four...
- An origin story
- A story that breaks their beliefs about the way MLM works. That’s a vehicle-related belief
- Then it's a story that breaks their internal insecurities. Usually, there is an identity shift that is required
OBJECTIONS TO MLM
Think about vehicle, internal and external. It's in that order because typically that's the way the brain handles it.
It's also in the order because:
Vehicle - they're in MLM. I gotta break the way they see MLM.
Then I need to help them realize that the way you're doing MLM is not real... Not true, IT’S OLD. BROKEN!
Cast it to the side. Those strategies, those methods for the old way, that's not good. So I told a story that has to do with that.
Internally - There's a story that I tell that helps them address the fears and insecurities they have individually.
If I do this correctly they actually go through an identity shift. They start to think, “You know what, I don't actually want to be doing that old way. You're right. Let me come over here,” and they take a step off to the side and they start to feel a new identity come across them.
Psychologically that's what happened, that's what's going on inside their head.
The external related belief that I need to try and break is the belief that they needed to begin with a huge downline.
OR
Success is all about the MLM you join and making sure you join at the top and early on.
That's garbage. It's not true.
It's a facade and it is a belief that is passed around in the industry. I wanted to break and destroy that.
SECRET MLM HACKS RADIO SCRIPT
In the script for the Secret MLM Hacks, the actual webinar, all I did is tell stories and then drop some kind of offer/call to action.
The call to action here was go to secretmlmhacksradio.com and download your FREE Master Pack.
Now that I've broken and rebuilt the way they see the:
- MLM industry
- Way they see themselves
- Relationship with that industry
- Possibilities to do different things
… Then it opens up a gap and I can step in with some kind of call to action.
Even though it is free, I still have to sell it.
People always ask me, “How come nobody's downloading my free thing?”
I’m like, “Well, are you selling it?”
They're like, “I don't need to, it's free.”
No, no, no, no, no! t
The price they pay has nothing to do with selling!
That’s the reason why people still don't take your samples when you're walking around with your MLMs product. You still gotta sell it.
MLM don't teach that. They'll teach a few closing tactics but they don't teach selling and they definitely don't teach marketing.
That's what I'm trying to help you understand. What's going on inside their head is very psychological.
I don't know how you can get great at this without learning a little bit about how the noggin works and the way human psyche goes now.
You're gonna have to break and rebuild people's beliefs with what you're gonna be putting out there.
WANNA JOIN MY MLM DOWNLINE?
I am over 80 episodes into the Secret MLM Hacks Radio show, and I've done my best to keep this strictly educational and I don't pitch anybody or even tell you what MLM I'm in. However, the number of emails, Facebook messages, text messages, people hunt my phone number down, or even find my address, it's kind of insane, and it's kinda become unmanageable. If I'm gonna take this show where I want to, that noise is only gonna grow.
So, here it is, here's my extremely soft pitch right here. Okay, I'm not gonna even tell you what MLM I'm in here either, but if you wanna join my downline, or simply find out more, literally go to joinmydownline.com.
Simply for transparency, when someone joins my downline, this is what they get:
- Auto lead and recruiting funnels
- Proven product sales funnels
- A 30 day step-by-step set up system
- Easy traffic methods
- Unique upline support that's been assigned to us from our MLM headquarters
That’s pretty awesome.
All of what I do is not only proved by my MLM, but they consistently ask me to build funnels for the MLM itself. So again, if you wanna jump on the phone, and see if this is a good fit, literally go to joinmydownline.com.
This is just to direct some of the noise I personally experience as I talk about and reveal a lot of these tools that my team has access to, which I know is unconventional, and it's kind of shaking the industry, which is really fun. If you're interested in actually making MLM an asset, joinmydownline.com is where you need to go now.
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.
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.
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.
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.
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People still doing 9 to 5 that haven't left it
-
People who have never tried anything else
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Someone who’s a complainer
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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?
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What are they like?
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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
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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?
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Create an offer or product to attract those people
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Drive traffic to it
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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!
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.
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We have the best products
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We have all the crazy ingredients
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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
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I tell you one more story to challenge your wall
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You buy
These walls (objections) follow a pattern. That naturally occur in the order of:
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A product based objection - you don’t think the actual product will be any good
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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
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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.
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.
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.
Steve Larsen: What's going on everyone? It's Steve Larsen, and you're listening to Secret MLM Hacks Radio. Oh yeah. So, here's the real mystery. How do 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 downlines 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? Hey, I'm very excited for today. First off, I want to apologize. I know it's been quite a while, like a month, I think since I've actually published an episode on this podcast here. And it's simply because there's just been so much going on. I've been speaking a lot. We have our third kid due literally any day now, she could go into labor. Anyway, she'll wince in pain just a little bit. I'm like, "Is this it? Okay, not yet. Is this it? Not yet." Weirdly, I look forward to the mad dash to the hospital, like a chase scene from Chips. Hey guys, I'm excited for the day though. I wanted to talk with you about something that's actually pretty important and pretty powerful.
I have a slight obsession with the show Shark Tank. What's funny is I'm actually really against VC funding for 99% of businesses that are out there. I just don't think that you need it. I don't. And I know that I ruffle a lot of feathers when I say that. Anyway, I like Shark Tank because I like to see what businesses people are in, and I like to see what they're asking for and what they think that their business is actually worth. Now if you have watched that show at all, you know that after about six or seven episodes, you're gonna start to see a pretty strong pattern. It could even honestly be in three episodes. This is always the way it always works. Funny enough, we were in Orlando. I'm sorry, we were in California on vacation a little while ago, and we were in the hotel room, just relaxing before we all went to sleep, and we're watching Shark Tank.
I can't remember what the person's business was, but this question gets asked so frequently. Regardless of someone's business, okay. Now pay attention to that. Regardless of someone's business, the person will always come in and they always do the 30 second little elevator pitch, or whatever. They always say, "Well tell us about your numbers." What's funny is that's the question. We want to know what your numbers are. They always ask them, "How much does it cost for you to acquire a customer? How much does it cost for you to acquire a customer?" Like nine times out of 10, the person has no idea. Are you kidding? Would you invest in something like that if it's not proven to be selling? No. It always blows me away. Oh my gosh. Anyway. People think they get deals based on how cool the product is. There's a very small aspect to that. 90% of it is just proving to the investor that it actually does sell. That they actually could get their money back. Anyway, it's funny to see how it always plays out.
In college, we actually had the opportunity to go and pitch several VC firms as part of some of my classes. I took a lot of entrepreneurship classes. Funny enough in college, that's what we think entrepreneurship is. It's putting together proposals in order to get VC funding. That's terrible. That's stupid in my opinion, my very humble and firm opinion. That's dumb. It's dumb. Are you kidding? Entrepreneurs create value. If you don't create enough value, no one's gonna pay for it anyway. Anyway, I'm not gonna keep going on on that.
Hey, I was recently listening to Russell Brunson's podcast. Funny enough, every time that we always launched a funnel, we always watched our numbers. We always watched our numbers. Okay. I'm going somewhere very specific with this, guys, and I want you to know that. And why I've been able to do what I have been in that MLM space, because it's a completely different shift of thinking, and I know that. I get a lot of pushback from that. There's a lot of old timers in the MLM community who don't like me, and I know that, and I expected that prior to me getting in. And you can't blame them. Some guy comes along and says, "Hey, you don't need to do it the old way that everyone used to do it." And the old timers are like, "Well I don't know how to do what you're doing, Steven. Therefore, I'm gonna tell my team to not do it." Right? That's pretty much what happens.
It's threatening to the empire. They don't know how to duplicate what I'm doing because they don't know how to build funnels. They don't know anything about what I do, so it's threatening. I get it, and I expected that. No harm, no foul. It's all good. So, I do get rocks thrown back at me and that's totally fine. This is the cutting edge stuff and it works. I have lots of students auto recruiting people and I have lots of students selling their products on the internet without them having to actually be the one there doing it. It ruffles feathers and I totally get it.
Anyway, I was listening to one of Russell's shows lately and he was talking about a quote. I can't remember where this is from. I think it might be Dan Kennedy. But Dan Kennedy said that you must know. If you know numbers, you know business. As in K-N-O-W. If you know numbers, know business. You'll know business. But then there's a flip side, if you have no numbers, as in N-O. If you have no numbers, then you have no business. Isn't that funny? Know your numbers, and you'll know business. If you have no numbers, you have no business. That's fascinating isn't it? You think about that with that whole Shark Tank example that I was just dropping out there. That's so true. It's so powerful. It's incredibly, that's spot on. That's exactly why so many of the people that are just like, they'll go ask for these ... They don't know their numbers. Therefore, to the investor, they have no business. We're gonna flip this.
Right now, I know that I spend anywhere from $5 to $8 per person to get on my web class and watch Secret MLM Hacks, the actual web class. Okay. I know roughly, we're scaling ads all over the place, so I'm just waiting for things to settle a little bit, but I have a very ... It's getting more and more clear how much it actually costs for me to acquire a customer. How much money it costs for me to get a lead. What the lifetime value of that customer actually becomes. Those kinds of numbers ... The only numbers that marketers really care about, and this is MLM multi level marketing. As a marketer, you, a marketer, there's only two numbers that you really need to care about. One is what's your average cost to acquire a customer. That's it. Average cost. CPA, cost per acquisition, which are costs to acquire a customer.
Next, what is the average cart value? How much does the average person actually spend with you? I know if I need to spend $3 to acquire a customer, and my average cart value is $4, I'm making money. And I can scale the ads a little. Frankly, I wouldn't want it to be that tight, but right? That's how it works. Well you have to understand, and the reason why I've been able to make a dent so quickly in the MLM space and why my team is doing amazing things that no one has ever done before in the MLM space. Frankly, there's a lot of people like, "Steven, you can't duplicate what you're doing." Well, I am, and we are.
What's cool, and here's the reason why, is one of the reasons why. Okay. If you think about cost to acquire, most of the time we all think of that as money, but there's actually a time cost. That's traditionally the cost that old school MLM wants you to spend. Meaning, we want you to go use your time and talk to your relationships, and that's the only form of cost MLM is traditionally okay with. That's it. That's the only form of cost that they actually are okay with. But what's fascinating though is there's actually a second kind of cost. We just went through it. It's actually money. And if you instead stop spending your time and instead be willing on spending just a little cash on testing some ads, testing some acquisition models to get leads in.
If you're cool ... and you don't have to spend money to acquire leads either. I get a ton of leads from this podcast. A lot of you guys reach out to me and say, "Steven, what MLM are you in? Steven, I want to join your downline. Steven, let me get secret MLM hacks. Steven, I want to know how to do this with my team. I don't want to join yours. Let me do it to mine." I'm like, "Cool, that's fine." It doesn't matter. I'm spending the time one time to make this episode, and the episode's gonna keep doing the work for me in the future, right?
The problem is that the model for MLM historically has been continually spend your time over and over and over again. It's a linear scale. The more time I spent theoretically, the more leads that I get. But I really like the other two models, where I just spend my time one time on something like an episode. Spend my time one time on going in and building out a lead funnel that brings people to me and qualifies them for me before I ever speak with them. That's another kind of cost model. Or the third kind of cost model, meaning I'm gonna go spend some money on ads. I don't start that way, but now that there's cashflow. There's a lot of cashflow, all right. Then I go drop some money in ads. That increases my speed, and I don't have to spend my time. Instead I spend a little bit of cash and I pull people towards me. Does that make sense?
The only cost model that MLM is so freakin in love with for some reason is this model of let me spend my time, the same amount of time over and over and over and over and over, and do the exact same freakin pitch every single time I spend that time. Are you kidding? I don't want to do that, and that's why I don't do it that way. I literally developed all these systems to solve my own pain. Are you kidding? I've got a little ADD going on. I don't want to do the same thing over and over again. I don't want to come into the office every day and do the same thing. That's not my cup of tea. I know some people do. That's great. Great for them. I'm not gonna do that. And that's the reason why I developed all these systems and put this stuff in place.
Is this making sense? I didn't want to spend that kind of cost. I am all for spending cost where I spend the time one time and it keeps working for me on the internet. Things like a funnel, a piece of content. Stuff like that. Or after I've got revenue coming in to do, I can drop in and actually start, the other cost side is acquiring people and acquiring leads through ads, and spend more money that way. My goal is to spend more money than entire MLMs are able to spend on ads profitably. And I know how, and we're starting to get there. I'm gonna scream so freakin loudly, it's gonna be very hard to ignore me. I almost have this chip off the shoulder attitude about it, and I know it. I know you can all sense it and hear it and feel it. It's because I just feel like it's so ridiculous to me that we've ...
The internet became publicly available in 1991. The internet became publicly available in 1991. The military was using it heavily before that. But in 1991, suddenly the entire ecosystem changed. All of it. We're gonna act like we shouldn't be using it? If that's the case, stop using your smart phone. Stop using your computer. It's ridiculous that the marketers that just crush it are the marketers that are adapting. It's the same concepts, just plugged into different vehicles. All right. What I will not do is replace the human element. I'm never gonna do that. I don't, but I will use systems and I will use cost models that qualify people before I ever talk with them, so that the time that I do spend will be used with the right people. Will be used with great people who should be in my downline.
Get thinking that way. Get thinking in that model. The ultimate, the reason, oh my gosh it's so sexy, guys. The reason that it's so freakin cool is because when somebody comes in and they join my downline ... and I'm not telling you. I'm not saying, "Hey come join my downline." If you like yours, stay in it. That's great. There's no pressure. Do not feel any pressure from me at all. I hate that aspect of it. I'm fighting that. If you don't want to be in it, don't ask. Don't join. Stay in your own thing. That's great. What I do love about it though is that when someone does join, and go do this again for your own downlines. Figure out how to do this. And if you have no idea how, Secret MLM Hacks will teach you how. There's a lot of people who are not in my downline who are not even in my MLM who are doing great. They're doing very, very well. They're auto recruiting.
When somebody joins their downline, or someone joins my downline, the thing I like so much about it is that I don't have to re-spend that time to train those people because I spent one time creating amazing training step-by-step for all of my people in my downline, so that when they come in, all I'm doing is I'm sending them through all the exact same training. If there's this question they all seem to be having, or if there's this misunderstanding that all of them seem to be going, then something's wrong with my training and I just go make that change and that tweak. It literally is the duplication of me. I give them the exact same systems, both to sell products and to recruit on the internet. I give them the exact ... Is this making sense? I hope that it makes sense what I'm saying here because I am very passionate about this thing.
I just don't think people take the time to sit back and think about it. What cost model am I actually comfortable with? Right. I'm only comfortable with the model where I don't have to routinely ... It's not that I won't spend time to get great at something. That's not what I'm saying. There's a lot of time that goes on behind the scenes. Lots of it to perfect my craft, to be better and better and better at it. But the actual act, being in the act of recruiting, of lead gen, of qualifying the leads, of getting the sale, both on the recruiting side and the product sales side. Like man, we've got the freakin internet, use it. And if your MLM has serious issues with you doing that, find a way. Find a way or question what you're doing. I'm that strong about it.
Anyway. All right, guys. I hope that this podcast is helpful to you. Go ahead. If you wouldn't mind, I would love it if you wouldn't mind reviewing. If you could review the podcast and rate it, that would be fantastic. It helps me dramatically. It's so funny to hear people's feedback. I really appreciate all the honest feedback. Then some people I can tell are just trolls and they'll go through. I got my first one star review the other day, and it's probably from one of the old timers. That's the way it happens. It's not a surprise at all. It's just the way it goes. Whatever. That's what happens when you rock the boat. I expect it to keep happening.
All right, guys. I will talk to you later. If you've not checked out secretmlmhacks.com yet, go ahead and do it. What it'll do is it will help you figure out how to actually become truly duplicatable and create systems that duplicate you. These aren't band new untested things. I've been doing this stuff for years, and not just on my own either. I have a ton of people, a ton of people who've been doing it with me. People who are not in my downline. People who are in my downline. It's just been a lot of fun. Anyways. All right, guys. Talk to you later, and I'll see you in the next episode. 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 to secretmlmhacks.com to join the next free training today.
Steve Larsen: Hey, what's going on everyone? It's Steve Larsen and you're listening to the completely epic, totally conceited and amazing episode of Secret MLM Hacks Radio.
Here's the real mystery. How do real MLM-ers like us [inaudible 00:00:13] cheat and only bug family members and friends? 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? Please know that I'm joking, but honestly, this is amazing stuff. What I want to do today is I want to you guys through. A few days ago, I was thinking through where I am in my own business, my down line, and I just thought to myself, "I wonder what's the biggest people have been able to go do because of this podcast or what I'm teaching or the course? What is that?" Anyway, I decided that I would reach out to all these people and I would ask them, "What's the thing?" I got back some crazy responses. I had no idea. What's the biggest you guys have taken away? What's the biggest thing you've learned? Tell me what's the result from which you've learned. The learning part, I love being able to see people understand stuff and get epiphanies and things like that, but it's learning for a purpose, which is to make more cash, to get more people in the down line. I know that and I'm aware of that, I'm cognizant of that, and that's honestly, one of the biggest bars of success that I care about.
When we're off and we're selling, I want you to think about it this way. I build a lot of sales funnels for a lot of people, for myself. Anyways, large individuals, school, you'd all know the names if I said. Anyway, I don't know if I'm allowed to. It's been fun going through and doing this. There's this really interesting thing that happens. I want you to think about your MLM's product. Can you sell your MLM's product? Yeah. Can you sell your MLM's opportunity? Right, I'm sure. Yeah, absolutely. What happens, though ... Let's say you're standing with a friend, someone that you would love, or someone that you just met, but somebody that you would like to be inside the opportunity. What happens when another person walks up and just talks up like crazy to MLM, like, "This is amazing. Oh, my gosh. This is incredible. It completely changed my life." They do that in front of someone who's not in the MLM. You'd be like, "Duh. Steven, of course, the guy is going to freak out and be amazed and be like, 'This is amazing. There really is something to this.'"
There's this third party validation that's going on that matters like crazy. I remember there was a ... It's going to make me sound really conceited. There was this time, there was this event going on at Click Funnels HQ, and I had been publishing a lot. We were able to go and help a whole bunch of people. It was a lot of fun. I walked in the door, there was a bunch of people that turned around, like, "Oh, my gosh. It's Steve Larsen." They'd come up and they start taking pictures and things like that. This guy walks up and he goes, "What are you, some kind of celebrity or something?" I was like, "No, I wouldn't say that. I'm not trying to be. I really like what I do and I talk about it." Some guy next to him was like, "This is Steve Larsen. Oh, my gosh. Really incredible." Crazy. To an awkward amount. I was like, "Okay. Thank you." [inaudible 00:03:37]
What happened to that guy? I feel really awkward that I just said that story. Think about it with you. Is somebody going to walk up and be like, "Oh, my gosh," whatever your name is, "You're amazing. You're incredible." I'm just trying to be real here and open and honest with you. Are there other people who will, right now, walk up when they see you and be like, "It's you in the flesh. Oh, my gosh"? I don't care what you think about him, but if the president of the United States was to walk in your house, you would go (gasps), "Wow." That awe feeling. "Wow." Have that feeling of (gasps). That feeling, that internal reaction to what is going on. Will somebody else have that reaction when you walk in the room?
Guys, it is my strong, firm belief that if you want recognition in this planet, do not seek it. It is a gift that comes to those who have been actively trying to bless human societies, to bless the human race, to bless people or prospective customers, buyers. Does that make sense? People who are actually delivering real value. Don't go out and ... Guys. If anyone goes and rents cars that are fancy and takes pictures in front of them for the social media profile, I'm going to slap you. I am so against that. Be real, be ethical, be honest. When people think about your MLM, when people this about your opportunity, do they have the reaction of (gasps), "Wow. Oh, my gosh. That's amazing. Whoa"? That honor feeling. Do they have that? If they don't, it's okay. Just be honest about it. Is that there? If it's not, that's okay. If it is there, that's great. Identify why. Turn that up. That's part of what makes you talkable.
You cannot talk somebody into joining your MLM. If you can, they may not be the right person to get in. Very hard to get those kinds of ... The best kinds of people I like to go recruit are the people that are hard to recruit because they're busy individuals. They have so much going on already. That is the best person on planet Earth for me to go get because they're active individuals. I don't have to hold a cattle prod to their back to get them to do anything. In order to create that feeling about what you do, who you are, your reputation, and again, I'm trying to let you know use this for good. Don't be a schmuck about it. I know that everyone listening ... By the way, we're getting 150 downloads a day on this podcast. I did not know that until I just looked at it. Really cool. Thank you so much for listening. I appreciate that. I am actively trying to change the MLM industry and thanks for joining me on this journey.
Anyway, I just wanted to let you know I don't care what MLM you're in, when people either hear about it or they learn your opportunity, or they are for the first time, seeing your product, how do you create the feeling of (gasps), "Wow"? It will not be by you talking about you. That's the fastest way to feel and look and be and be perceived as conceited and a self-righteous snob. An element of credibility is still needed. How do you do that? Here's one of the easiest ways to do it.
I remember I was building a funnel for this lady. She was from Australia, but she used to live in Africa. They escaped Africa. Really interesting story. I don't know if I should tell all of it because there's actually some really scary elements to it. They literally ran. There was actual gunshots. It was actually a pretty scary story. She ran. They got out of Africa where they were living and they moved over to Australia. When they were in Australia, she had to go through the incredible, ridiculous mound of paperwork that it took in order to get a visa to be in Australia. I don't know if they ran straight to Australia, but eventually, they went to do their paperwork, they got over there. She became an expert at this process. She was able to drastically and severely lower the pain needed for someone to get into Australia. We were making this funnel where in three steps, you could get a visa to Australia. She was very, very good at it. She was an expert at it.
She helped a whole lot of people get in. She had all of these case studies and testimonials of people that she had helped, people who were saying, "I needed to get a visa quickly," or "I needed this," or "I needed that." The process is years for some people. What we did not do is make a video with her saying how amazing she is. That doesn't sell anybody. It just lets the world know what you think about yourself. When I have people apply to join my down line, I do not have a video of me saying how awesome I am. I have tons of video of other people saying how much I've been able to help them. Lots of cool success stories. Tons of other people who are like, "My gosh, this guy changed my life."
If I say it, it feels a little weird. You might be feeling right now, "Man, Steve had never talked this way." That's the reason why. If I come out and I say that, people are like, "Oh, my gosh. This guy is kind of full of himself." Even though it's important to be confident, it's important to know you're good, it's important to know when to talk about yourself, but come on, no one wants to hear that from everybody all the time. In fact, really, hardly ever. How do you do this? One of the easiest ways to do this is just go gather cool testimonials and stories about what you've been able to do for other people in their life and use that as your sales message. If at all, just include it with the sales message that you have to sell your opportunity, to sell the product.
If your MLM has loaded you up with testimonials, it works if they're generic ones that came from the MLM. If you can get them about you, if you can get them about how cool it is to be on your team, oh, my gosh, that is so powerful because now you're not the only one selling. The burden is spread. It's no longer just on your back to say, "Look how cool I am. Yeah. I do know what I'm doing. This team is really cool." Now you have a whole bunch of people that are like, "Oh, my gosh. This is incredible. This has been life changing. It has changed everything for me. Thank you so much. This is incredible." Does that make sense?
There's good testimonials and there's bad testimonials. Not all testimonials are created equal. Bad testimonials are when someone's standing there and they're like, "Hey. I didn't know if I should come to this even or join this down line. I'm so glad I did. If you think that you want to do this, you should." That's a stupid testimonial, okay? Those are dumb. The way to make good testimonials is, we have to understand the backstory of the individual who is talking. Otherwise, we do not relate to what they they are saying. I like to use something called an epiphany bridge script. I literally will hand that script to the person who's giving the testimonial and I'll say, "Answer the questions for this script. What's your backstory? What kind of desires did you have internally about you? What were the desire you had externally? What did you want to go accomplish or get or see have happen? What kind of objections did you have? What were the unexpected walls? When you got over those walls, what was the new plan? Now that you got over the wall, what's the brand new plan?"
Then next after that it's like, "What conflict did you hit again, the unexpected thing that happened?" When we know what those stories ... Then what did you accomplish at the end? When you know what that backstory is to the individual, that is the testimonial. That is so much powerful. Go find a Hollywood movie that does not have that script in it. What's fascinating is when you get people to do that, they will connect on an emotional level. What's happening inside the prospect's head, what's happening inside their head is they are saying, "Oh, my gosh. I relate to this person. Now Steve is not just trying to sell me on why I should join his down line. This lady, this person, this guy, they are ... Huh. I totally thought the same thing. I totally had the same kind of conflict, the same unexpected thing. I was similar to that."
Now what happens, they reach out to that person. I don't care if that testimonial of that person, I don't care if that person brings them into the down line. It still helps me. Why would I care about that? It makes me sellable without me selling myself. If you don't have testimonials and you've been walking around, talking to people, and lets say did you have the ones from your MLM, that's fine, that's great, but they are nowhere near the amount of power as to when you get someone else to say them. "Oh, man, I joined Steve's team. I got the product of the MLM Steven's in. Incredible. It was amazing. So cool. I had serious pain here or I really wanted this to happen," and they go into the internal and the external desires. They go through the different walls and they go through the different conflicts that happened.
Then they're like, "Dang." I have a whole string of those kinds of videos and I have it next to the application that I make people fill out when they want to join my down line. It's part of the process I have them go through. They're real testimonials. Those are my friends now and they're people that I get to work and hang out with. That's all I'm trying to say. If you want to turn up the sexy on what you're doing, if you want to turn up the sexy, go get testimonials. One of the things, just because I am a script writer, when I say that to you, you're probably now convinced that ... I'm trying to back track. We're going to exit Steven doing a podcast right now and enter my mind of where I'm going right now.
I just showed you a new opportunity. I showed you a new way to get sales in. What I know happens now is there a knee jerk objection. Something that inherently pops into your head as to why that's not true, or why that won't work for you. The first one, I imagine, you're saying to yourself when I say, "Go get testimonials," is you're like, "I don't have anyone to give testimonials for me." I guarantee someone who's listening right now said that to themselves. "I don't have anyone to ask. I must need a team in order for this to work for me." That's the objection most likely going through your head for a lot of people. To that, my counter, is to say, if you don't have someone who you can go get testimonials from, the next thing that you go do is you go get people who at least know who you are and you ask the question, "What's it like to work with me?" You get those people to answer, preferably on a video. If it's just with them holding their iPhone, preferably on a video, though, and they answer the question, "What's it like to work Steve? What's it like to work with you?"
The next question that I know that most likely is going to be a knee jerk reaction to that is, "I'm not good enough anyway. I'm not actually good enough ... I haven't done anything for anybody yet. Crap. I'm realizing that I don't know that anyone could give me a testimonial." That's another ... We're exiting the podcast episode, going into Steve's mind as he's starting to look around and say ... As I say this to you, most likely the large majority of you are going to say X, Y, and Z. In that scenario, if you're like, "I don't know if anyone could actually give me a testimonial," my gosh, guys, then go find somebody that you can do some for. I don't care if you do it for free. That's actually how I started in a lot of this game. I found somebody, I looked at their business, I looked at their stuff, I looked at the scenario and I was like, "You know what? With this kind of scenario, I could blow that person up" and I did, and I recorded the story. It's the story that launched me.
You got to find a way to get the story. Exit the podcast episode right now, go back to Steven in his own internal conversation which can be a scary place. He's saying to himself, I know that when I go get testimonials, other people are going to say, "I don't have camera equipment. What kind of time is this going to take? I don't know that I have the resources to go get something like a testimonial. I don't know how to do video. I don't know how to put this stuff together." Go back into the episode, and now I've got something to say to that. I'm trying to help you guys see it doesn't matter what you're saying. Any new idea that you seed inside somebody's head, whether you're selling them on your MLM, you're selling them on your product, you have to be prepared and look forward and have foresight for the objections they will most likely have, and have a counter to it.
I guarantee you listening to this right now, most of you are probably listening to it on your phone. It actually is more authentic a lot of times, and it actually sells a little better, and actually a lot of times it'll make you more believable when the people are using their own iPhones and sending you the video. That's it. I'm sure there's free software where you can drop a series of your videos, or just put your videos ... Anyway. Put them on YouTube. When someone's like, "I'm thinking about it," be like, "Oh, yeah, cool. Let me send you a few videos real quick so you know what this team is about." It's just the video testimonials of people who are basically selling you without selling you. Selling your opportunity without selling your opportunity. Selling your product without selling the product.
It's one of the most powerful ways where it's not such a rigid script. It does help if you follow the format I was just saying. It's not such a rigid script, though. Having them says, "Look, other people have basically proven that I'm not a schmuck." That's basically it. If you can get that to happen, if you're not the one saying it, of course ... If I go ask a car salesman, "I don't know if I should get another car," what are they going to say? "Oh, yeah, you should totally get another car." That's why you're not believable when you say those kinds of things about yourself. "I've done this and I've spoken here and I'm on Forbes and [inaudible 00:17:40]." It comes across very conceited and it's not believable. The way to get around it and the way to sell people without selling, one of the easiest ways is to gather tons of testimonials.
Those of you guys who have existing down lines, go ask your down lines for testimonials about you. Ultimately, that's what people are buying. We all know that from the classic cliché and phrases, ultimately people are purchasing you, not the MLM. Get them about you and find a way to deliver them as part of your onboarding or prospecting methods, whether using sales funnels or not. Whatever. Put them on YouTube and you can use them in different areas. Put them on your own website if you have one. Transcribe them. Put them on your blog.
One of the ones I got here, which is really, really cool, super cool, I think the world of her. She's amazing. She went through and she said, "I haven't had any money success ..." Meaning in the past she was having a hard time selling stuff. She came in and she bought the Secret MLM Hacks program, and I want to share with you the results. This has been amazing. She said, "I have three girls. Oldest just turned five so they're home with me all the time and my husband is in the Army, and he's gone a lot." I'm paraphrasing pieces, personal data. You know what I mean? She said, "I'm bootstrapping this whole thing. Because of that, I went through your entire course. I took tons of notes, filled out the workbooks. Now I'm building as much as I possibly can to start getting immediate results and hopefully get things flowing quickly. I'm also trying to find other ways to bring cash in."
"Basically, I am a crazy lady who has big fat dreams of getting our family into a financial position where my husband doesn't have to work all the time and can stay a positive service for him. You taught me how to make it all possible even with my babies. I wake up early and work late. While my successes haven't been huge yet, I've learned a ton." This was pretty cool. She said, "I don't know the correct way to say it, but before taking this, one out of every five people I showed my product to bought. Since the course," and she's learned how to sell. She's learned a lot ... I'm sorry. I'm stumbling here. She's learned a lot more about marketing. She said, "At least one out of every three people is buying from me right now." That is so sweet. Anyway, super cool. She's incredible and awesome.
I'm grabbing the next one here also. It's pretty cool. She said, "Hey, Steve, one of the cool things I've gained from your course is realizing how important it is to start publishing regularly. I started a podcast right away, 10 days ago, and have started 10 episodes. After the third, I had someone reach out and tell me they were loving the information giving, and they were excited." She's now prospecting. She's getting leads already. That's why ... Oh, man. Go get it. If you are sick and tired of where you are in your MLM business, it takes a giant shock of energy, a huge shift, a massive sacrifice, something your side to go and actually make a huge difference and change what's been happening.
She said, "They had been discouraged because their MLM recently pushed home parties, and so was I. I was able to chat with her about the growing power of doing this another way, so the product. So fun to see these people are responding so quickly to my podcast. It's gradually moving up in the iTunes charts in just 10 days." Super cool, guys. Lots and lots of cool things. People are recruiting like crazy. One of the coolest ones so far, because this has just been a lot. Not just from ... It's cool when people learn stuff. I want the outcome, though. I really, really, really want the outcome for everybody. It's been happening. It's been working. One of the craziest testimonials so far has been somebody set up some of the things I was talking about on Sunday, they turned traffic on, on Monday, and they had someone in their down line on Tuesday. It was nuts. That's just one example. Obviously, an extreme example, but there's been a whole bunch of others as well.
People are recruiting. People are getting more into their down lines. It's just not fluff stuff. Stuff actually works. I just got my 225th person applying to join my down line, my personal one, let alone all the other people that I teach how to do it, too. Anyway, hopefully that was helpful to you. Go out and start thinking about how you can get your street cred and how you can document it in a cool way. What's super fun too, is ... If you're gutsy about it, call your shot and say publicly, if you're publishing regularly be like, "I'm going to go out and I'm going to do X," and publish the journey as you pursue X. Even if you don't hit X, the pursuit of that is followable. As you go, people will give you testimonials even for that. Figure out what it is that you can go do to get people who have sent you videos and have sent you testimonials.
I have a file I collect them in, so that when I need them, I can use them and it works super well. Massive way to sell without selling and very, very helpful. It's actually a whole module in the course Secret MLM Hacks. All right guys, thanks so much. Hopefully that was helpful to you and in fact, I know it will be if you do it. Thanks so much and see you on the next episode. Bye.
Hey. Thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own down line five simple MLM recruiting tips for free? If so, go download your free MLM Masters Pack by subscribing to this podcast at secretmlmhacksradio.com.
Speaker 1: What's going on everyone. This is Steve Larsen and you're listening to Secret MLM Hacks Radio. So here's the real mystery. How do 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? Hopefully you're doing well. I haven't been publishing as much recently, but anyways, I'm excited to get this episode out to you. We've been out and about. We were just on vacation at Disney World for a while, or Disneyland sorry, for a while. It was a bunch of fun. Man. It was just really, really fun. And my wife and I couldn't help but stop many times throughout every day that we were there and just comment how interesting it was that we had a chance to go do that.
Because you guys know my story. A couple years ago, right, we had nothing, and the thought of spending what we did was ridiculous. The amount of money that we spent was how much we would live on for three months. And it's crazy. It's just very, very fascinating to see how fast worlds can change. And I don't say that to be showboaty, or high and mighty. I love that I get to do what I get to do, and I love that ... I really like the MLM game guys. It's fascinating, the power that it brings and the ability to love the life that you want to is true.
And you know, I used to listen to other guys, like me, saying that kind of stuff and I'd be like, "Oh yeah. Okay. Whatever." And I'd dismiss it a little bit. But it's really true. I mean, you can do amazing stuff with the MLM space mixed with building these internet sales funnels and doing that kind of thing. So anyways, been a lot of fun. Hey, this is a topic I just want to touch on real quick here, and I touched on it a little bit in one of my other shows, but one of the things I've been doing lately ... you guys know I have a program called Secret MLM Hacks and it's going really, really well.
It's been mentioned now in several platforms, meaning not just by me. Got mentioned at, I said Grant Cardone's 10X event, which was awesome. It's now officially a part of Russell Brunson's product, Funnel Builder Secrets, meaning he mentions it in that webinar, which is crazy cool, can't even believe it. Anyway, it works. It's the real deal. It's the bees knees, cat's meow. And I love it. It's been a lot of fun. We've had a lot of success and a lot of success stories coming from a lot of cool people out there just killing it. And very honored.
I am actively trying to change the MLM industry. And it's not easy. You know, it's going well. We got a lot of people watching. So anyways, what I've been doing is I wanted to think through, and with you real quick, I want you to know where I am in this whole process. So what I did, like I said, it's probably about a ... I mean, really, it was about four years ago that I had the first idea for Secret MLM Hacks, four years ago. I validated the idea about two years ago when I launched the first version of it, and it was okay. I definitely saw where the flaws were, and where people were not having enough understanding how to run it, or things like that.
So I took it off the market, and then this last January, I launched the full, the actual full version and course and it's been a lot of fun. But first what I did is I made sure that I knew how to sell it. Before I ever created it, I made sure I knew how to sell it. And the way I did that was, number one, one of the ways, was by this podcast, actually. This podcast, the show, okay, just follow along and put your MLM in my shoes. I'm sorry, put my product in your shoes. Think through with me, how you're selling the MLM. Work through this process with me. The first thing I had to do before I said yes to doing it, I had to make sure that it would sell.
Too many people go out and they choose their MLM based on if they like the product. That is the wrong way to do it. Too many people go out and say, "Well, I'm going to choose my ... If I like the product, or how's the comp plan?" It's like, okay, nobody cares if it can't sell. And I learned that painfully through the school of hard knocks, just over the last four or five years as I've been doing this stuff. And going around and realizing, like, oh my gosh, yes, cool doesn't sell. Yes, cool, hard to sell. Yes, cool, when I sell I really don't get that much from it. My cut's really small.
And I had to go through, I got really nitpicky on how to choose it. So the first thing I did is number one, I had to figure out, will this sell if I go do it? I believe in free market capitalism, of course I have to make sure sell, of course it's to make money. But really it's doing other things. What it does is it allows me to take all that money and put it back into ads, to increase the speed of the product. So number one, I ask, does this sell well? Is it easy to sell?
Number two, is there opportunity for me to put ad dollars behind it, because that ... I used to get all excited ... You know the first time I ever launched one of my products I was so excited, I was like, "Oh my gosh, I'm not spending any money on ads." That was the most terrible thing to celebrate. An actual marketer will want to spend money on ads. An actual marketer will want ... Guys, as much as you can, my goal is to outspend every single competitor that I have, including entire MLM's who have no idea what they're doing on social media. It's a pretty blue ocean. That's why I teach in my products what I do so you guys can do the same.
Anyway, very, very powerful. Increases speed like crazy, gets you out there very, very fast, and the money follows, which is awesome. So number one, right, does it sell? Number two, can I spend money on ads? And then what I started doing was I went and actually started putting together a really, really amazing offer. So there's a course they're purchasing that they get, but then also they're getting a whole bunch of prebuilt sales funnels. And I was the lead funnel builder at ClickFunnels headquarters for almost two years. Sat next to Russell Brunson for that entire time, in the same room, and it was a bunch of fun. Learned a lot, learned a ton of stuff, built almost 500 funnels next to him. I don't build just your ordinary funnels.
And so I include those inside of the program. And then there was a whole bunch of ... There was a few other things that I tossed in there, and that was kind of it. And I went through and I started selling it and it sold well. And it is selling well. And it's gone really, really well. "Stephen, why are you telling us this? It sounds like you're showboating." I'm not. I'm bringing you up to where I am now. So what I do now is I take a step back. I'm taking a step back and I'm looking again at how people have interacted with the original sales message that I put out there.
How are they interacting with it? What are all the reasons people are not purchasing? What are their excuses? What problems did I create for people when they bought my product? I created a lot of solutions. I delivered a lot of solutions, but I also created problems. That's the nature of purchasing. You, your own product, you give people problems as much as you give them solutions, which is awesome because if you can figure out how to solve those fallout problems you make a lot of extra money, especially when you bundle it with the original thing.
So that's what I'm doing, taking a step back and I'm like, "Cool, how's the sales message?" And I'm doing a deep dive. Guys, I'm rewriting the entire web class, literally. It's a completely ... If you saw the old one and you were like "Uh," It's totally different. It's not ready yet. It's about to be though. And it's amazing though. And I made it reacting to what the market's been telling me through the form of complaints, through the form of people not purchasing it and telling me why they didn't, through the form of people buying and then saying, "Oh man. I wish I had X, Y, and Z." I'm taking note of all of that.
The market is telling me how to adjust, and I am being cognizant of how it's telling me to move. Too many times in our MLM's what we'll do is we'll go around and be like, "Hey." First of all we'll say, "I'm going to join an MLM based on if I like the product." Like okay, that's a rough way to go. Rather than, does it sell well. Don't kid yourself. You're here to make money. You want to help and bless other people's lives also, which is great, and you should, and I believe that that's a very important part of it, but being real here, you want to make money, so let's make sure that it does.
And then what they do is, a lot of people will go out and they'll ... Here's how most MLM pitches happen. Tell me if I'm wrong. Tell me if I'm wrong. Most MLM pitches, the stereotypical pitch to sell a product to somebody else, they take the product, they walk over, and they show it to the other person, and they'll either give it away as a sample, or they'll sell if for crazy cheap, and they expect that the experience somebody has as they have the product is what will sell them on it. Okay, that is a method, not THE method, it is a method. And it is really like step two or three or five hundred.
That is such a wrong way to do the game. First, create a sales message for the thing. There should be so much desire. Here's the biggest thing you could ever take from this episode. Number one, how can I take my MLM product and change it from a need to a want? Needs don't sell well. Wants sell very well at a premium. And most people will take their MLM product and they'll walk on out and they say, "Here you go." And they expect that the experience is what sells them, that the product experience ... That's important, but that's not a step number one kind of activity. Step number one activity is to be able to develop a sales message and a story that gives context as to why they want the product.
Otherwise, man you end up giving away a lot of samples. Tell me I'm wrong. I've done it the other way, and you've just got tons of samples going out the door, like sample, sample ... "How come I'm only getting like a few people for every multiple hundreds to actually get on this thing. Why am I losing money on this?" It's because they don't see the value in it. Value is not created in a product. Value is not created in an offer. It's not. Value is created in a sign in a sales message. It's delivered through the product and offer, but it's not created in the product or offer.
And if people can't see the value in what it is you're doing, it's because you're trying to sell a product. You're not selling a sales message yet. Stop doing that. Turn around and figure out how to develop a sales message. You're like, "Stephen, I don't know how to do that." That is exactly the reason why I created Secret MLM Hacks, okay. Go get the program if you haven't. The goal, you could say the subheadline of the whole product is to teach you how to be a marketer. Marketing, marketing is stereotypically something that is not taught in MLM.
It is a misnamed industry. It should be called multi level selling, because that's what people learn how to do. They learn how to get a script, and go say it in front of somebody else. That's not wrong. The problem is that the scripts sell products, meaning as the focal point. The script does not create value. That's like the hugest most massive issue with them. And you can't blame the big MLM's. They're trying to create MLM messages and sales messages that apply to the masses, that are generic, that apply to such a wide spectrum of people that are out there. You can't blame them. I don't blame them.
If I was an MLM, I would initially do the same thing, but then step number two, what I would do is go see who does purchase, and tailor a sales message, and specifically marketing, to the people who are most likely to purchase rather than this broad paintbrush. Anyway, if you guys don't know the difference between sales and marketing, go check out the free web class at SecretMLMHacks.com because I've got in there the difference between sales and marketing. And it's incredibly powerful. Oh. Anyways, misnamed industry to the massive amount.
I don't care if you call it network marketing. I don't care if you call it direct selling. It's all the same thing. You get a commission for selling somebody else's product, and there's opportunity to get commission on people that you brought into the opportunity as well. Call it what you want to. Most people shy away from the term MLM simply because they feel embarrassed over the tactic they're approaching you with. And I know that I'm saying some pretty forward things right now. But I am passionate enough to leave my job over it with two kids and a pregnant wife. And you should be too.
I'm ticked off enough about it to let people know that this is something that is not done correctly in the industry. Anyway, so what I'm doing right now, total side tangent, but what I'm doing right now is I'm going back and I'm creating a sales message and marketing, reacting to how people interacted with my sales message and marketing. I'm reacting to what the market is telling me. And I'm tweaking heavily an entirely brand new sales message based on what people are saying, and then also back down to the offer.
So people, right ... The offer used to be they'd get this course, and they'd get some prebuilt funnels, they'd get this. But really, people are like, "Man, how do we get traffic?" So I went in and what I've done is I've found one of the top Facebook strategists, she's incredible. She is incredible. I could say some of the names of people that she does traffic for on Facebook and you would know them. She's very good. She's very expensive, but I hired her. She's the one that does mine. And I asked her, begged her, pleaded with her, that she would do a mini course for you guys inside of Secret MLM Hacks, and she said yes. So I'm excited.
So I'm solving the fallout problem. People were like, "How do we get traffic?" Well, I'm already teaching three ways, but here's another awesome way from one of the best sources that's out there, her own courses alone are a lot of money. Anyway, she's teaching how to do that. [inaudible 00:14:13] screen shares and goes through and walks through the whole process how to set that stuff up. Because guess what, I don't even know how to do that. I don't want to know how to do that. I want other people to know how to do that and I want to hire them. That's exactly what I did and I did that for you guys.
I also get other people to come in and teach how to sell more face-to-face. I am a millennial. I sell a lot with automation because I don't want to talk to people face-to-face. I don't. And so I solved my own problem. And I don't. I don't talk to people face-to-face. But a lot of you guys want to know that as well, or some of you guys do. And so I went in and I grabbed one of the best ... He helps Robert Kiyosaki develop his sales messages on his sales floor. He's that good. And he came in and anyway ... You guys who have Secret MLM Hacks, and those guys who decide to join us as well, you guys get access to that as well.
He taught a course teaching that stuff, how to actually approach people face-to-face and sell this in a way that is not with coercion, and how to develop a cool engagement with people where they're actually asking how to purchase from you, which is actually really, really cool. So hopefully it's helpful. That's all I'm trying to say to you guys. It's number one, be careful how you chose your industry. Be careful how you chose your MLM. And if it's the wrong one, have the gumption, the cahones, if you will to get out of it it you need to. You can leave it. That's okay.
One of the reasons I left my job is because I sat down and I was like ... I asked myself this question, and it was a hard question because I really loved my job. I asked myself, "Okay, let's say that I have level 10 skills. Am I sitting inside of a level 10 opportunity?" As far as the network, yeah. As far as what my current roles were, though, no. I wasn't. And I wouldn't go as far as to say it was opportunity a level two opportunity. It was still really high. But I knew that I could go further faster in a different style opportunity, and a different set of problems to go find solutions for.
And so that's all I'm trying to help you guys understand too is that ... This is a very multi-faceted episode here, okay, but I have a lot of thoughts going through my head right now as I see people react to the course, as I see people react to the sales message, as I see people react to and go put stuff outside their MLM. And I don't care what MLM you're in, just whatever it is that they're doing, whatever they're putting out there, that's all I'm trying to do is I'm trying to help people understand like, look, learn how to be a marketer, learn how to get a base sales message out the door, and then adjust based on what the market's telling you.
When you get enough people, big enough sample size, you can look back at the highest average things that people are saying, as far as reasons why they bought, maybe reasons why they bought but they didn't like it, maybe the reasons why they didn't buy and they were very vocal about it, or maybe someone got mad. That's fine. Rejection's amazing. It tells you what the market is liking and not liking. It tells you if your approach worked or didn't. Don't get offended about those rejections. Instead, be appropriately reactionary to them and adjust your message based on that.
And that's what I'm doing right now. I am reacting to what the market is telling me to do, and I am beefing up like crazy, both the offer. I am changing the sales message and the web class like crazy. I am talking about these whole areas I haven't talked about before and teaching those other spaces I haven't been able to teach yet. Anyways, it's really, really fascinating and really cool. So anyways, that's all this episode was about. I guess that's the whole thing. I just want you to learn how to be appropriately reactionary to the market.
And if you're getting a huge ... I mean rejection's normal in sales. And it's one of the reasons why salesmen get paid so much because a lot of people don't like to feel the rejection. But if you can hack it, and if you are able to go through and actually create something the adjusts to a lot of people, they get paid a lot of money. It's such an important task in the market that commissions for selling stuff, usually salesmen get paid a lot of money. To sell is very, very prestigious in my mind. It is one of the greatest assets, one of the greatest things that you can ever learn to go do, and one of the greatest contributions to society that I can think of.
It's what makes economies go round. And if you're like, "I'm an MLM because I want to help people." Yes, that's great, but you're also in it to make money and be clear about that. Anyways guys, go be reactionary. Appropriately. I mean in a good sense. And adjust based on what people are telling you. If they're your target market, if they're the people who are most likely to be purchasing and they're giving you feedback, listen to that feedback. All right guys, thank you so much, hopefully this has been helpful to you.
And go check out SecretMLMHacks.com. There's my blatant pitch, and hopefully this will help you in your MLM or network marketing, or direct selling, whatever it is you choose to call it, and that you can go out and achieve life that you'd like to. 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 to SecretMLMHacks.com to join the next free training today.
Steve Larsen: Hey, what's going on everyone? This is Steve Larsen, and you're listening to an epic episode of Secret MLM Hacks Radio. So here's the real mystery. How do 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 downlines 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? Hey I'm very excited for this episode today. I have a super cool little thing here for you. I've often told you guys before, in fact, I've told many of you this before. I've created a lot of info products now, in my life. I've seen a lot of offers. One of the things that I teach is offer creation, right? You know, with ClickFunnels, and I am one of the coaches for their new two comma club coaching program. It's a program that I helped launch about a year ago, a little over a year ago, and I was the only coach. I had 675 students, and I was the only coach.
My job was to go through all of their offers with them. Help them create a very sexy and attractive offer based on the person they're trying to sell and get them out there making money for a lot of them, for the first time in their life. We had tons of awesome success stories from that. We had people make anywhere from their first thousand bucks to six million. Lots of stuff. I had a chance to ... Anyway, the only reason I'm bringing this up is, it makes me sound like I'm ... that makes me feel like I'm really egotistical.
What I'm trying to say is, after going through so many of these people, and after I've had a whole bunch of people come into the Secret MLM Hacks program, after I've had another group of like six or 700 people come in to do it again, I'm coming up on a lot of people that I've done this with. I had the opportunity to do that again this morning for several hours with some students, kind of one on one with them, and go through and help figure out part of what it is they're actually selling. There's some things that I always run into people. This roadblocks that I always see people will run into.
And doing that many times, it's hard not to notice the patterns, right? So I thought what I'd do for this episode is kind of show or share with you one of the patterns. It's so extremely simple, okay? It is so extremely simple, but it ends up being like their entire business plan. I don't know if you guys have ever created a business plan before in the sense that school usually has you go through it, like business school, right? We'd write these massive like 15-20 page business plans, and I don't know. There was still like no plan on how to actually ... Anyway, what I want to share with you today is, in my mind, one of the easiest ways to sidestep, having to go through this massive business plan writing.
I think business plans, in the sense that they're taught, are usually pure garbage, right? Unless you need massive cash for like some VC funding, which I'm also very against, because in my mind, if you got something of worth, if you got something that's actually solving problems for people, like, you don't always need VC funding. I know that will cause some polarities, I say that, but that's okay. I actually am very against VC funding. Very few scenarios I can ever think of ever where someone should actually get it.
Anyway, so, what I want to do is I want to walk through, just real quick, just a very simple process to figure out what your business actually is and what it's doing. So you're thinking about your MLM, right? You're thinking about your downline thing. There's several aspects to it, right? Number one, you are selling people into your opportunity itself. That's great. Absolutely love it. I've got some cool systems to do that for me. We just passed our 200th person applying to join my downline, someone I've never met before, right? That's amazing, okay?
That's what I teach inside Secret MLM Hacks, if you guys have never heard of that yet or hadn't a chance to see it, go check it out. It's had a chance to bless a lot of lives. Actually, it's been really fun. Had a lot of cool success stories in there. It's been a lot of fun. The other avenue though, other business avenue that you've got is this area, where you're selling your MLM's actual product, right? I have a system for eventually getting people to both, but at the beginning, I only focus on one or the other. I'm only selling the product, or I'm only selling the opportunity.
At the end, they promote each other, but not at the beginning. I lead with one or the other. Okay. Anyway, here's the framework. Here's the framework. This is how I do what I do, and this is the framework that I use for people to go through and get more clear on who it is that they're selling. You see, one of the things that I ran into early on inside this business is, a lot of guys know, I literally ... I wanted to be successful in MLM so bad that I walked down Main Street. I was so ... Guys, my pride was on the line. You might actually be the same, where you have a whole bunch of people who's been telling you, "Oh is this just another one of those things again?" and that hurt my pride.
That made me feel like I was an idiot. That made me feel like I had nothing. You most likely have had something like that happened to you. I mean, I don't know anyone who's in business, who's actually successful, who's actually never had a naysayer. You know what I mean? We all have them. We all have them. I was feeling it hard. This was four, five years ago, something like that. I wanted this to be successful so bad that I literally was walking down Main Street pitching people. I would down and be like, "Hey," and my pitch was bad, and I didn't know what I was doing.
I was fumbling through it, and I went through, and I was getting people like, "Come on. You should buy this. This is so cool." I didn't know what I was doing. I got some people who said, "Yes," and I had a ton of people who said, "No." I ended up recruiting a lot of people. What are the issues that I ran into, which you most likely have run into as well, is, I was like, "Oh my gosh. This is so cool. I worked my butt off. I was literally walking down Main Street. I recruited some businesses. I did recruit some friends and family. I did recruit some total strangers."
It wasn't that many. This is the first time I'd ever done anything in MLM ever at that time. I really, really did not want to fail at this. I felt like I had failed at so many things before, which now, in hindsight, makes me realize that's what actually led to all the success, which has been so cool, but it's hard to see that when you're in the middle of it, right? And you most likely have been there as well. You might be right now. In fact, I was looking at some old pictures. I was looking at some old pictures of when my wife and I got married. We had hardly any money. It was three weeks into our marriage, and it was Christmastime.
We had no money. We were so poor. Guys, I literally took a piece of like butcher paper and I thumbtacked it to our wall. It was totally empty in there because we had no money for furniture, and I literally took a Crayola crayon, and I drew a fireplace next to our tree that was like a foot tall. We put it on this little stand, so I was a little bit taller. Then we put like a present or two underneath from each other. These are like ... You know what I mean? This is the cherishing moments you remember at the beginning of marriage. We just had nothing. Anyway, we really had nothing, and I really, really wanted to make this work.
I felt like I've been trying tons of stuff and nothing had been happening, nothing had been working. And externally, yes, that's the thing that I really, really wanted. Internally though, it was a pride issue like, "I can do this." You know, I really wanted to prove it. "I can do this. I can totally ... This is something that I can go do. Look at me like a provider. Look at me ... " You know what I mean? I'm sure that we've all had that kind of feeling before. It's something that really affected me, so I feel like I wasn't. Women get their identity primarily by the way they make a home, right? A lot of studies have shown that.
Men get their identity in a sense of self-worth by with their occupation, right? And so, for a man to go through and say, "I can't provide," really detrimentally hurts their insides. And so, I was feeling that. So anyways, I'm walking around, and I was so stoked because that first month after walking down Main Street and doing all this stuff, unless you guys have been on the free Secret MLM Hacks training, secretmlmhacks.com, if you guys want to check it out. But if you guys have been on it, you've heard the story.
And I was so excited. I got those first 13 people in, in that first month. I think it was like five weeks, but you know, whatever. So I had 13 people, right? I was so pumped. What's funny is nobody did anything, but that's not what my thought was. I was like, "Oh my gosh. It's going to be crazy. This is going to be so cool." If that person gets 13, that person gets 13, that person ... oh my gosh. The biggest problem we're going to have is, like, "What do we do with all this money? I'm going to go blow my nose in 20s now. Oh my gosh. What private island should I buy?" Right? And that was my mentality at the time. That's what I was thinking anyway.
I was like shocked. I was appalled that no one did anything. I was like, "Do you not see? Can you not see? Can you not see the opportunity that we have in front of us?" It's like, "What's going on?" Okay. Fast-forward five years, fast-forward to now, where there are people applying I've never met before. In fact, a ton of them, by the hundreds now. I've got cool systems that are out there. It's the exact same thing I teach inside Secret MLM Hacks, exact same thing I teach for my personal downline. It's what I do, and it works incredibly well.
What changed? This is what changed, and this is what I walk people through when I'm coaching them, okay? When I say this, do not dismiss it, because even if you've heard what I'm about to say, I guarantee you may not have heard it in a way that I have than I'm about to teach this, okay? Number one, you have got to figure out who your dream customer is, not who you could be selling to. That's one of the biggest problems we all run into as entrepreneurs. We see the solutions we offer. We see the value that we deliver out there, and we start saying phrases like, "Well that person could buy it, and this person could buy it."
Let's say you're selling water machines. I had somebody who literally walk up to me once, and they were selling water machines. I was like, "Who do you sell to?" They were like, "Well everybody needs water, so I'm selling everybody." I was like, "That's the definition of nobody." I'm not talking about who could you sell to. I'm saying, "Who is your dream customer, the lay-down sale, the person that's so easy to sell to you barely have to open your mouth?" They're like, "Oh my gosh. Yes, I want that," and they pay premium price to do so. Right? That's who you want to sell to. That's who you want on your team.
Okay. Identify the dream person, and you put them down, your dream client. You write them down, and you bring that person to life, and you sit down, and you start thinking, "You know what? I want a person who's already been done something in business before. I want to do something. I want the person in who's not afraid to talk to people, so I have to deal with that issue anymore. You know what? I want ... " Or rather, if you're recruiting, or let's say you're selling product. Let's say ... I don't know. Let's see you're selling ... Keto products are big right now, right?
Let's say, "I want to go sell somebody who's already purchased supplements in the past, so I don't have to teach them the first time to take on something like a supplement. I want to get an individual who is ... " Does that make sense? Get that dream client down. Know who they are. That is step number one. Who is the dream customer, not who could you sell to. That's a different category, and usually, it causes a lot of angst, a lot of headaches, and they're freeloaders, and usually, they're terrible to work with. It's just the truth. Okay. I hope we all got all thick skin here, because ... Right? Just the truth.
Somebody doesn't want your thing, you should not sell them. Do not sell people who have a need. You sell people who want it. People who have a want, so much better. Oh my gosh, that's a better client, customer. Okay, so, that's the first thing. Number one, who the heck are you selling to? The dream person. Number two, where do they hang out? Where can you reach them? Is there a group of them that all hang out together? Maybe they all hang out in the same Facebook group. Maybe they'll hang out in the same forum. Maybe they all listen to the same podcasts. Where are they? Right? Where are they? Where are they actively?
I am not a huge person on Instagram, but I'm actually really getting into it now. Whenever I learn something, I drop little nuggets on there. If you guys want to follow me, totally would love that, and it's been a ton of fun. It's been a ton of fun to go through and build that up. But before, for quite some time, I was not actually on Instagram ever. People go to the same places to consume their information. So where is your dream customer hanging out? Maybe it's an existing business owner. Well where do all the successful existing business owners get their information from? Maybe they all subscribe to the same magazines. Maybe they all listen the same kinds of content. Maybe they all go to the same YouTube channels. Does that make sense?
Where are they? Answer that question. Who is the dream customer? Not, who could you sell to? Who's the dream client? The one, just the one. It's funny. When you actually end up searching after the one, you actually get a few of the fringes. If you don't have it though, you don't get any you don't get fringes or the dream customer. Actually, you get headaches and projects. I got enough products in my life. I don't need a person as a project. Someone who's not figured out other things inside their life yet. Does that make sense? Does that make sense? So number one, who's your dream customer? Number two, where are they? Where do they consume their information?
And number three, what could you say to them, or what could you give to them? Maybe it's a sample for the product. Maybe you have your own little ebook that you wrote that would serve them in their business. What's the bait? That's the question you're trying to ask. What bait do you have that will get them to come over to you? Notice what I said. What will get them to come over to you? Not, you go to them. What's so powerful about this is that when you reach out and you start dropping pieces, little pieces of bait that turns somebody towards you, what you're doing is, it means you don't have to go through heavy and hardcore sales tactics or techniques anymore, because they know.
They're like, "Oh my gosh. Steve Larsen's dropping so much crap of amazing stuff on his podcast. That's amazing." That's exactly what I'm doing, everybody, right? I'm just peeling back curtains so you know. This podcast is a piece of bait, and it has brought incredible people to me, incredible people from my downline, amazing people inside my products, right? Both my personal ones and my MLM ones. Does that make sense? I hope this is making sense. What bait, what can I actually solve for them? What can I say to them? Whether it's a product or something that you're saying, or maybe your sample really is so good that when you hand it to somebody, it sells them.
That rarely happens I found out though. Products don't make sales. A sales message makes sales. Anyway, different topic totally. Okay. So that's number three. Who is the dream customer? Number two, where are they? Number three, what bait can I use to get them to come to me? Right? So I can persuade them to come to me rather than me go convince them. That's the benefit of using that. What bait ... That might mean that you create something. I will tell you it's one of the highest leverage things you need to go create though, okay?
Don't get scared by the fact that you might have to make something, because I answer that question. Then, number four, where are you trying to take them? Just one place, not two. This is usually why I only sell, first of all, a product and then eventually talk about the opportunity, or I'll sell the opportunity only and then eventually talk about the product. I never do both at the same time. Maybe that's just personal taste, but usually, the human brain can only handle one thing at once. And so, anyway, does that make sense though? Just that four-step process that will clean up a ton of stuff that you're doing in your business.
It will help you identify who the best person is for your business. That's why I have so many amazing people. Because I've done this process so many times, I know exactly who I want in my downline. I know exactly where they are. I know exactly what bait gets them to come to me. I know where I'm taking them, right? I know where I'm taking them. I'm taking them to this beautiful place of automation and sweet funnel automation and marketing, using the internet. Then I hand off the same systems to them. That's crazy. It's like the first actual duplicatable thing I've ever found in my life. Does that make sense?
Anyway, hopefully, that helps. That's my four steps to identifying. Frankly, it's the four steps to getting my dream customer, to getting a downline that I actually like. Does that make sense? Because I know that we've all created downlines. Most of us have probably got someone on downlines, and we're like, "I don't know if I like my customer," right? Just to be real with you, right? "I don't know if I like my customer today. I don't know if I like the people in my downline right now. I don't know if I like that I have to babysit everybody and put a cattle prod to their back to get him to do anything."
So I said, "I'm not going to do that anymore," so I don't. I did that by upgrading and getting more specific on the dream person. Now, I get a few of others and that's fine, but now, there's another support system. The people that are inside my downline are rockstars. I'm not the only rockstar in there. Everyone's a rockstar. So when we get someone who might be struggling a little bit, there is a ton of support. Now, I'm not alone. This thing's actually duplicatable. Does that make sense? That's why I crafted this. That's why I did the whole ... That's why I left job to come do this, because I started seeing this putting all together, and I was doing it for these other people, and I was like, "Wait a second. I know I could do that." You can too.
Anyway, hey guys, thanks so much. Hopefully, that was effective for you. And please write those down. Number one, who's my dream customer? Number two, write, where are they? Number three, what's the bait I can use to actually get them to come to me, so I don't go to them? And then, number four, write, where the heck am I going to take them? Do I want to lead them first to product? Am I going to lead them first to opportunity? Maybe it's my own third party info product that I create. And, you start putting those things together to figure out how to actually answer that question.
That one little simple four question formula right there will drastically increase the quality of both your customer and your downline and will start solving problems for you. Problems that you didn't know were problems because of the quality of the individual and the state of the individual who's actually coming to you now. It has changed everything in my business, and I absolutely love it. I actually like MLM again. Does that make sense? For a long time ... I know I said too much, "Does that make sense? Does that make sense?" I should not say it so much.
But for a long time, I didn't. I was like, "Blah. MLM. Serious? I really got to do this again?" Network marketing, direct selling, whatever you want to call it. I like MLM again, and it's because of the way that I treat this process. Guys, thanks so much. Appreciate it. If you hadn't a chance to check out secretmlmhacks.com, please go do so. Would love to have you on that free web class there. It'll teach you the three-step system I use to automate my recruiting. It's the three steps I used to auto I ought it's the three steps I used to auto recruit my downline, without my friends and family even knowing that I'm in 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 to secretmlmhacks.com to join the next free training today.
Steve Larsen: What's going on everyone? This is Steve Larsen, and you're listening to Secret MLM Hacks Radio. So here's the real mystery. How do Real MLMers like us create and cheat and only bug family members and friends who want to grow a profitable home business? How do we recruit A players into our downlines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question in this podcast. We'll give you the answer.
My name is Steve Larsen and welcome to Secret MLM Hacks Radio. What's up guys? Hey, hopefully you're doing awesome. I know it's been a little while since I've published here. I've been at several events. I've spoken at several events. Been flying like crazy. It's been a lot of fun. What I wanted to do for this episode was, I wanted to drop in a recording of me coaching the people who were inside of the program that I sell called Secret MLM Hacks. And it's been a lot of fun coaching them. I realize that I've now brought almost 900 people through this process or similar process as well, and had a lot of success with it. I've been able to go through it and help create millionaires, many of them now, and it's been great.
And so one of the things that I notice, there's always this point as people start to learn something new, that they will go through, it happens to pretty much everybody that I've ever seen and watch. And what they'll do is, they'll sit back and they will start to question the very process that they're going through. And what I wanted to do is, I wanted to drop in. It's kind of special, guys. It's unique. There's three things that I ask every single person that I am coaching to go through internally. And so the next, it's like 20, 30 minutes, something like that, but it's totally worth it I promise, for you to go through and see what those three things are that I drop out to my students to help them know what I expect from them as they move forward inside of my program.
So if you're sitting on the fence or whatever, every Friday what I do is, I always want people to know that I am there for them to help them answer questions, to coach them along the path, to push them when they need pushing. I look at myself as a coach. I tell them I'm a coach. Now, one thing about a coach is that coaches don't always make things comfortable. The purpose of the coach is to cause progression. And sometimes progress requires a little bit of pain, or discomfort, or things that are new, things you never ... Anyway, this is me going through and setting kind of the premise as far as hey, here are the three things that I require.
And what's kind of cool is, regardless if you're in my program or not, these are things that you can use inside your own downline that I think that you will be able to help set the bar so that you create people who are people of action. One of the things that is most dangerous is when you recruit a whole bunch of people, which I've totally done this before, and probably most of us have, but you recruit a whole bunch of people who are not expecting to run on their own. Right? How do you get someone past that? And so this what I tell my people. This is what tell not just the people in my group, but also people inside of my very downline to help set the bar and help people realize that, yes, I'll run, but I'll run with you, not for you.
These are the three things that I have people go through and understand. Anyways, I'm going to cue this over here. You can even take notes if you'd like to. These three things though, drastically, drastically, I've always found increase the speed of success for the person who is either in my downline, or the person I'm coaching, whatever it may be. Anyways, hopefully you guys enjoy this. Thanks so much.
Guys, I'm excited for today. I hope you're doing well and I am just thrilled to be part of this group. I'm so touched by the number of you guys that are just out there just killing it, just doing everything that you can to just run forward. One of the hardest things I have as a coach is, I've had a total of about 900 people, ish. Let me think. Yeah. It's almost 900 people, 900 people in the last year that I've coached through these kinds of processes and similar thing as you guys are going through right now. And the thing that gets heartbreaking for me is this whole idea that, you guys, no one's teaching what I'm teaching. You've got the material, in my mind, the best tools, in my mind. You've got the best stuff that's out there, your complete Blue Ocean Strategy. You've got all this stuff that's out there. And the thing that hangs people up, it's like, well. What is it then? It's actually the ability for the individual to believe that it can work, and that's it. That's it. The ability to believe that it actually can work. And yes, Stephen, I totally get it. And yes, I will marry the process.
One of the things, every once in a while I get someone to reach out. They're like, "Are you telling me that I actually have to put a few things into this? I actually have to work on it?" I was like, "Well, yeah. It's a business. Of course you have to." But it's not completely turnkey all the way? It's like, no, it wouldn't be valuable then. Are you serious? Are you serious? I've turned key to everything that I can. You know what I mean? And it's hard for me to see that as a coach. So those of you guys who are, you're out there, you're hustling. You're trying to apply all the stuff that I'm teaching. You're going through and you're just going through the motions. You're just doing it. I thank you. It means a lot to me. It's heartbreaking for me to see that.
I've been where you are. And two years ago, I was broke, guys. And I went through and I started putting all these pieces together and putting these ... And it's crazy. I ended up getting my first Two Comma Club award. What? That's crazy. Million dollars through a single funnel. Crazy. Changed my life. And I started coaching people on this process. And over the last year I've had over almost 900 people in, which is crazy, that I've had a chance to bring through at this, both personal coaching students, you guys, Russell's group, which is huge, another group of mine that I have that's big. And it's been just, it's so fun. But it also is an emotional roller coaster for the coach. And those of you guys who have an existing team and you're trying to get people to take action, you've been through that before and you know what I'm talking about.
And so I'm very appreciative of you guys and just going forward and just doing it. There's been a ton of success stories already in this group alone, and it's not that old. It's pretty new still, actually. And I've had a lot of people reach out, and it's the classic excuses. Well, I don't know that I have time. It's like, "Are you serious? This can make you a million bucks. What's the worth to you?" It's not going to be done in a week? No. How long does it take for my four year old to grow into an adult? Years. Right? I want to shortcut that process for you by a ton if you just do what I tell you to do on it.
But one thing I want you to know and understand and be a part of and realize is, I wish people would just stop questioning the process. The process works, but people get so caught up in questioning whether or not the process works that they're not actually doing the process. So sit back like, "Will that actually work?" Why don't you get there, try it, and find out. You know what I mean? It's so much better to do it that way and do it that model than it is to go the other way and start questioning every little thing. Something, doing something, is always better than sitting back and questioning. You just won't get anything done. At the very bare bolts of it, I have never seen anybody who actually is failing when they just have pig headed discipline running towards stuff. It may not even be the fact ... They might not even be running towards the right thing, but just the fact that they're running, they drastically increase their chances of actually being successful with something. Rather than sit back and go, "Oh, what about this? What about this? What about this?"
So I'm so thankful because, especially those of you guys, typically it's those who get on these calls with me or will see them later that are the ones that are actually doing it, pushing forward. And not to be a jab at anybody, I hope that it's a teachable moment though. If you want to look back and think to yourself, "Am I actually teachable?" Right? A lot of what I teach you guys, I think it was model three, goes through and teaches you more about internal beliefs of your customer, or your prospective customers, of people you'd want to sell both on your product and your downline. And what I want you to do, what I invite you guys to do, is to take the time to sit back and think to yourself, "Self, what are my false beliefs about what Stephen's telling me?" And do the same thing to yourself as what I'm trying to teach you to do to your customers.
Start asking yourself, "Am I believing him or am I?" Because I know it works. I was just at Funnel Hacking Live in Florida this last week. And it was so cool to sit back and watch 90 more people get their Two Comma Club award and sit back and go, "Wow. They were from my program. They were from my program. They were from my program. They were from my ... " Whoa, whoa, whoa, whoa, whoa. Holy crap. And it's cool to see that. I know the process works. The issue I run into is the person's individual belief. And funny enough, I have to treat you like I do a normal customer like you have to. Right? Just because you're in this program, it's not over for me.
Just like when you get someone in your downline, it's not over for you. You've got to continue to look at them and go, "What is the belief? What's the belief that these people are struggling with as far as taking an action?" I an put a cattle prod to your back and get you to do something for a little while, but that's not sustainable. It's better for me to sit back and think, "What is the belief?" Behavior is driven by belief. So if I want to affect your behavior, I've got to [inaudible 00:09:10] your belief. What's the belief you have about this program's success, or my product's success, or my downline's ability to make you ... Does that make sense?
And then I go, "Hey. Now that I know what the vehicle related beliefs are, now what are the actual internal beliefs?" Which, typically go towards things that are insecurities, meaning someone will go, "Oh, this looks like it could work for me, Stephen, but I'm not a coder. I don't know any ClickFunnel stuff." I'm not a coder either. Or, I'm not going to know what to say. I'm not going to know what to do. I'm not good face to face with people. I'm not either. That's why I freaking built a funnel for it. Right? Does that make sense? I constantly am looking at what you guys are doing. I'm constantly, and I'm watching. Just so you know, I'm watching and I'm seeing where you guys are and I'm seeing what you're doing and I'm watching. I'm trying to be reactionary to what it is he's doing in a way that we've been more successful with it.
So I am going back and as far as the external, that's the next one. And people will blame their ability to be successful on things that are away from them. I can't be successful with this program, or I can't be successful with this downline, or with this product, whatever it is, whatever you're selling. I can't be successful because of this, and they blame it on that. They blame it on things away from them. Time, I don't have enough money. I don't have enough energy or resources. I work a nine to five. So did I, guys. That's how I bootstrapped the whole way. Okay. My ability to be successful, I can't do it because, boom, look at this. My spouse, they're not going to be supportive enough. Right? Those are the internal and then external things that people deal with, and so I'm watching. I'm watching you. Not in a creepy way, please understand. But I'm watching you. And I'm watching and I'm going, "Oh, gosh dang it. That's the thing right there. They're struggling with this, or they struggling with that." And the thing that just will wreck me on the inside is when I sit back and I watch people and I'm like, "You wouldn't be saying that. The reason you are saying that is because I sound like you're believing that in order to be successful, you have to have zeros and ones running through your veins." Not true.
Or, you feel like you've got to have a ton of time. Well, yeah, but I'm going to short cut the five years I've taken to do this hopefully down to five weeks. You know what I mean? And shorten it down if you're just willing to feel ... So the thing that I have to ask you to do and I know that I'm preaching to the choir here because you guys are on here with me and you're typically the ones who are doing it, which I'm very excited for and just so appreciative. I can't tell you how much mental kudos that gives me to see you and watch you be like, "Oh, man. He's doing it. She's doing it. They're doing it. Yes, yes, yes, yes." Road block, sure. Right? Something unexpected, something hard, absolutely, totally going to happen.
But to stop questioning the process and just marry the process and be willing to give yourself to the pieces of sacrifice it requires to be vulnerable, to sit back and go, "I don't know this. And the first time I start publishing, Stephen, I'm going to look like an idiot." Well, yeah, duh. I did too. And you go back and you're like, "Oh, my gosh." And you start backtracking, backtracking, backtracking, backpedal, backpedal, backpedal. And you've got to be able to know and marry the process as you go. I'm thankful for you guys like crazy, those of you guys that are doing it. It makes it worth it for me. At this point of where it am, it doesn't have anything to do with money. I want to be able to be building something that has direct impact and is able to go. If I can get you to do it, think of the dozens and maybe even hundreds, maybe even thousands of people it will affect as you teach your downlines this stuff. I know it works better. I know it does. I'm doing it. Right? You guys know it does. You're in it. And if I can get ... This is how we change an industry.
And so I'm attacking it from several levels. I'm trying to help you guys, us, the little guy. I'm trying to help us get this done. And then I'm also starting to work through some possibilities of working through a few different MLMs from the corporate angle who are willing to accept this stuff, who are not trying to use it to crush the little guy. You know what I mean? I'm very careful. I do not want that to happen. So anyway, it means a lot to me, so if I can get you to believe that the process is the way and that you marry the process and set your own feelings aside and understand that there will be moments of embarrassment. You're going to be feelings you have no idea what to do. Sometimes you'll be like, "Oh, my gosh. Tech stuff, or not enough time in my life." There's never enough time in your life. That's all an excuse. Or this, or that, if you can get past that piece of it, holy crap guys, the world is your oyster because you're able to go through and actually make progress on these things without actually sitting back and going, "Is this actually going to work?"
You're never going to find out if you just keep asking that. You know what I mean? So I'm thankful for you guys. And then the second thing I would encourage you to do is find somebody to teach quickly. Find someone to teach quickly the things that you are learning. It will solidify it in your head. It's the way I got through school was by ... Even random people, I would just teach random people the stuff I was learning from teachers that day. And it's what got me from completely failing and getting kicked out of college. True story. And going back, reapplying, getting back in and almost getting straight As the rest of college. And it was that piece right there. A few other things as well, obviously. Very religious, I certainly believe that God helps me with that.
But one of the things I did on my part was to make sure that I was teaching people what I was learning, so please do that. And keep learning and teach what it is that you're learning. So I'm like, "Publish. Publish. Publish." That's what you're publishing. You're publishing the things that you're learning. Someone had asked me the other day, "Stephen, when do you think you'll run out of podcast content?" I'm like, "I never thought of that." Maybe at the very beginning when I started, but that is it. I brainstormed over 100 episode topics just like this last Monday, or Tuesday I mean. And 100, and someone was like, "When are you going to run out of stuff?" And I was like, "Wait a second. You believe that I know all this already." When I started publishing a year and a half ago, no. I was like, "Whoa. Okay. Thanks for saying that." Here's the big secret. Here's the big secret. You are learning with me and I publish as I go. And if you can get to that spot, start publishing what you are learning, it will change your life because it will solidify the message in your head.
You're teaching what you're learning will solidify it. You're bringing people along with you and if you wait to be the guru on the mountain, nobody's going to follow you when you're this expert already. They're going to look at you and go, "I don't know if I can get where you are because look where you are." And since you haven't documented your journey down in the spot when you weren't up here, when you're down here and you're still kind of figuring it out. And you mess up and you've got the blunders. It's the reason why my first few episodes are not that good. But I leave them up there so that people understand, yeah, Stephen's gone through his own transformation. Right?
So if you're like, "I'm brand new," you're in the perfect spot to start publishing, which is why ... What is it, model four that goes through that? Model four or five goes through and actually teaches you more about the actual publishing parts and why I do what I do. That's why that's in there, so that you can go through and do it, have the funnel and start actually implementing this stuff because you're in a prime position to start publishing as you're just one chapter ahead of everybody. And they'll see the transformation and your speed will increase. And it's not a linear curve. It's an exponential curve. And it'll take a while and you'll feel stupid for a little bit. And you'll blunder up and there'll be things that people will not be able to follow you on. And then suddenly one day you're just like, "Wait a second. Today I didn't take one step. I took five, but it felt like one. Huh." It's happening to me right now. I left my job three months ago and it's happening right now. And I can feel myself on this curve and it's been really weird, but it's been really cool.
And since I published before I felt myself kind of like leveling up fast. That feels weird to say that. But since I was publishing beforehand, I have a lot of people reaching out going, "Stephen, it's so cool to see you out there just winning and doing it. Oh, my gosh. It's so cool. It's so refreshing to know that there's some guy out there who's actually pulling it off. It's not just all a whole bunch of smoke." And I'm like "Of course not. What are you talking about?" And so I was like, "Well, if I follow this guru or that guru, I don't know. Were they always like that?" There's no documentation of them being somebody down here. And so publishing is your safety net for this entire game, all of it. I know I've said that before, but it is. It's your safety net for the whole game. And if I can get you just to publish, oh my gosh, that's so much better. That's so much better because if you jack something up on some ... Whether or not we're using ClickFunnels, I don't care if you're using ClickFunnels or not. It'll speed up your progress a lot. It will.
But if you don't want to and you don't have the cash for it, that's fine. Start asking yourself. How do I afford it? And get it eventually. My first funnels were on YouTube. Literally, they're just YouTube videos with links on the bottom. There you go. Until I could afford and asked myself the question. How can I afford ClickFunnels? And started developing little assets that paid for it. I just want you guys to do it and I'm excited for you to be part of this. Just marry the process. Be willing to go through some of the cuts and scrapes that are required for any individual as they start to move up, I should say. Increase their income. Increase their influence. Gain a following. For you to have a following by definition means you must be a leader. And that's what I wanted to do was to help you develop into that person. And if you can publish and you can start building these funnels and you start doing all this stuff and start learning, I know I dump a ton of stuff on you guys on that course. It's a lot. I know it's a lot.
But I'm trying to overwhelm your brain in the right ways that cause growth, not scared-ness, like oh crap, I'm never going to make it. I hope it doesn't do that to you. But if I can cause overwhelm in the good ways and decrease the time. Guys, I have all of college I slept maybe four to five hours, maybe a lot of times three every night, all of college, learning this stuff. I would after, in the middle of my nine to five job, I would get to the office at 6:00 AM. I did this for such a long time. I'd get to the office at 6:00 AM and then I would go and I would be working on my own stuff until 9:00 AM for three hours. And then I would be on the clock for my employer, Russell. And then I would stop at about 6:00 PM. Hang out with our kids. At about 8:00, I would start again. And 8:00, I did this every day, every day. 8:00 PM, I would start again and I would go until another three hours, until about 11:00 PM. I'd go to sleep. I'd get back up at 5:00 and I'd do it all over again.
And what I'm trying to do is, I'm trying to shortcut the time. You have to know some of this stuff. The only two tasks you need to know in this whole business, you've got to figure out how to innovate and how to market, which ultimately is exactly what the course teaches you. Everything else is a cost on the business. Don't worry about your logo. Stop worrying about what your colors are. It doesn't matter what your mantra is. How do you market? That's not what a mantra is. How do you market? Which is storytelling and belief shifting. And how do you innovate, offer creation? That's it. And then once you can understand those things, then I bring you into this whole thing called funnel building. If you want to you can take it to the big leagues in the ClickFunnels area.
But before that, it's just fluff. It's all noise. Anyway, I want you to know where this path is. And if you can just stick to it and just do it, man, it's so rewarding. It's so rewarding to look back. I was telling one of my buddies the other day. For the first time in my life, and I'm about to turn 30 in like three weeks, yeah, about three weeks. For the first time in my life, I feel fulfilled. Isn't that interesting? I mean, professionally. Fascinating, isn't it? And it's affected all these other areas of my life. But it came with a crap ton of grinding. And so I'm trying to cut out the crap and the fluff and the noise and the junk that does not matter for you to actually get there. And if I can do that ... Just marry the process and don't spend time doing that. Make the sins of commission, not omission. Meaning, just act. Make mistakes of committing, committing, committing. Maybe you're in action. You're actually doing stuff.
The status thing is when people sit back and their making the mistakes of omission, meaning they're just sitting back and they're just questioning. Well, I'm not going to start until I go beginning to end. That's garbage. You're not going to do anything. Total garbage. If that's your belief, please be coachable in this moment and let me tell you that is not a correct and accurate belief. That is not. You do not ever know beginning to end ever. If you wait to, you'll never see. You'll actually never do anything. If you instead sit back and you say, "Look. These are the three steps that I'm going to take right now." And in fact, I only care about step number one. And you put your foot out there and you take that step as perfectly as that step can be placed, boom, you take that step. Funny enough, after step number three usually, for me anyways, I can see a thing. It's pure black. I have no idea. I have no idea what I'm going to be doing on the 25th. You know what I mean? I don't know.
But I know where the peak is and I'm just heading towards the direction of that peak. Is there a way for me to get to that peak with the most efficiency? Yeah. Totally. But I don't know that until I'm there. And hindsight's 20/20. I don't know that until I've gone through it. So if I can sit back and look back and go, "Oh, man. Next time I do this, I should do it that way." What I'm trying to do is, I'm trying to make it instead of a line up to that peak where it's like, all over the place, I'm trying to go through and help you know, look, the straight line is by doing this and then this and then this and then this. But don't worry about this, this, and this, until you do just step number one. And funny enough, a new step number three will appear when you place your foot down. Boom, new step number three. That wasn't there until I placed my first step. Interesting.
What if I placed my next step? You don't learn anything else until all you're learning is, you're learning how to place the next step, the new step number one. Boom. Oh, sweet. What? A new step number three appeared. Right? And that's how it happens the whole way through. And the thing that will ... It rips me up on the inside, guys. I know I'm totally on a soap box right now. I'll get your questions in a moment here. The thing that rips me up on the inside, I'll be coaching these people. I just had a chance to speak in front of 3000 people last Friday. It was super fun. It was amazing. And the thing that eats me up on the inside is when I sit back and I watch people and they're like, "Stephen, that sounds really good. And I see what you're doing. I actually think it works, but there's these other areas over here. I just don't know how they work, so I can't get started."
No. That's not how it happens. That's not how anything is built. That's not how any progress is made. This is enough for me to get motivational and passionate over. And yes, I'll shake my computer screen and I'll let you know that this is the way it works. It is as much of a faith game as it is anything else. Entrepreneurship is really the story of the relationship with you. And as you sit back and you're like, "Oh, man. This whole game, I've got to get good at this game. I've got to get good at this game." You'll find that half of it is having an idea of what to do next. The other half of it is being okay with the fact that you don't know what to do next. And so being okay with this ambiguity and you've got to sit back and go, "Here's the step I see that I can take." You take it. You don't sit back and try to figure out step two. You're not even there yet. Don't worry about it until you take that first step. Right? Don't worry about step number three until you've taken step number two. Don't even worry about it.
And so I applaud you is all I'm saying. Develop that mentality of it. I got voted the nicest kid in high school, seriously, the nicest kid in high school out of 600 people who were graduating. It shocked the crap out of me. And the reason why is because I was not the nicest kid in high school. And not in my mind, I was not expecting that award at all. I was the shyest kid. That's why I was nice. I just wasn't saying anything. I was a little rage machine on the inside. And what I had to learn, especially in this game, is that it's all about being able to develop yourself and get over those barriers. So what I'm telling you is, I had to go and I had a serious fear of adults. I had a hard time talking to people. Doing this, oh my gosh, it would've killed me. Now it's like breathing. It's totally fine.
But take it from a guy who had a really hard time getting over this kind of stuff. I've told you this in the course. I would take my computer and I would stand in front of a mirror and I would mute the audio and I would literally just physically mimic because I was buttoned up physically, emotionally, speaking, nothing. I had all this anxiety on the inside. And the way I broke myself from it was by being willing to be uncomfortable. And this whole game, like I said, it is about the relationship that you have with yourself. It's like the second story that's actually happening. And for those of you guys who've gone through the training piece where I talk about the heroes through journeys, that's what this is. We think that the main journey, which it is, the main journey we're going on is this whole thing. We're like, "Hey. I'm going to go and I'm going to try and make a million bucks. And I'm going to build a sweet downline, a sweet team." That's cool. That is the main journey. The real journey though, is the journey of transformation that's happening underneath. It's the internal transformation that happens that's going on, on the inside of you. And I'm trying to teach you to be cognizant of it.
Because if I can teach you to look back, be introspective and go, "I don't know if this works." Or, I think one of my false beliefs is, I believe I don't have enough time. And you can self solve, oh man, your speed to success is so much faster. It's like, so much faster, because now you'll be in a spot where you can start self teaching and have a relationship with you where you can develop. You can change. You can grow. And you can look back at yourself and go, "Oh my gosh. I'm not performing in this area very well because I have a hard time with this, this, and this." And just acknowledging the fact that you know what those things are, it's self discovery.
And be like, "Oh, man. The way I was raised taught me that, yeah, there's no such thing as anyone who's actually going to make it." You know what I mean? Whatever that is, whatever that is for you. And as soon as you become cognizant of it, you can do something about it. So I'm trying to teach you to be introspective. Look back on yourself and go, "Sweet. All right. These are the areas I'm struggling with. Tactically, this is what Stephen's telling me to do. Okay. But you know what, he doesn't know me personally. And this whole area here I'm struggling with. What am I going to do? What's the thing I'm going to do to help break me and move forward and develop in a spot where I can actually get to the spot and start moving forward on this?" I'm just going on. I'm going to town right now, huh?
That's the thing that I try and get people to understand. That's what I'm trying to help people take on and have ownership of. Okay. Do not put the roles of personal development on others. It is not in a course. It is not in anywhere else. Those things can jumpstart you, but it's ultimately on yourself. And if you can learn to be introspective, self medicate in the correct ways where you can go forward and literally craft your own path, oh my gosh, this game gets so fun. It gets so fun. Are all the answers for you personally inside Secret MLM Hacks? Yes. For offer creation, for message creation, for funnel building, learning how to build and automate systems, things like that, yes. For you as an individual, no. There's no way anyone could ever do that besides you. And I believe, God, and your relationship there.
But if you can look back and be like, "Oh my gosh." I had to realize. I remember the day I was ... I don't remember where, but I remember the realization, oh my gosh. I suck at talking to people. Isn't that interesting? And a lot of people walk up to me now and they're like, "There's no way, Stephen. Are you kidding me? You're so good at that piece, that part." Well, let's go here. Let me take you back. If you guys want to, go three years back on my YouTube videos and watch me try to do a periscope. This was back when periscopes were big. One of the funniest things you'll ever see. They're terrible. They're terrible. Right? But it's me publishing when I'm not really far down the path yet. And if you can do that, it's so cool, guys. It's so fun. And your ability to transform other people will also increase because they will be ... You'll take them with you, which will break a whole bunch of beliefs that they'll have if you come at them when you're already here.
And if you're already here, that's fine. But you've got to get vulnerable, and not just with other people, with yourself. And that's how the whole things happens. That's how you speed this thing up. Anyway, I just talk like crazy. Hopefully that's helpful to you, though. I'm very passionate about this and entrepreneurship itself because if I can get you to be introspective, to stop questioning the process, to marry it in a way that says, "You know what, I don't care how long it takes." Those are the people who put their head down. They don't look at a timeline. They put their head down and they just work. And suddenly they look up one day and they're like, "Holy crap. Look where I am. Huh, I really like that. I'm going to put my head back down again. This is cool." That's exactly what happened to me. You're like, "Whoa. Okay. Sweet."
And it happened one day when I was sitting there next to Russell. And I had been teaching a lot of stuff in his place when he couldn't get up on stage. That's crazy, by the way. I was able to do that because publishing, I was practicing. I was telling stories. I was re-breaking, rebuilding belief patterns. What I'm trying to help you guys understand is that I sat back and I remember what happened to me one day. And all of a sudden Russell turned to me and he goes, "Dude, you're better at teaching offer creation that I am now." I was like, "Bro, you're Russell Brunson. Are you sure you just know what you just said?" He's like, "I'm being serious, Stephen." I was like, "Whoa. How did that happen?" And I started looking around again and I was like, "I'm publishing like an animal. I'm looking around. I'm coaching. I'm being coached and I'm also coaching." That's very key. I'm teaching people what I'm learning. And nothing but even just a year, that was technically a year and a half has passed. What if everybody did that?
And I started looking around and I was like, "I'm going to put my head back down and do this more." And it just increased my speed and it feeds on itself. And now there's nobody who's sitting back going, "Come on, Stephen. Do the next step." I wake up just smiling. And I'm like, "Let's go take on the day," because I've created my own testimonial of myself being able to do it. And I'm trying to get you there. It doesn't happen, I can't cause it for you. But I can get you in an environment and teach you the environment where it happens. And you will have to develop it on your own as you do this process. It's so freaking awesome when you get to this spot. It causes belief on a level that no one can teach you because it will come from inside. And you'll learn a better relationship with yourself. It's really exciting, anyway.
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 to secretmlmhacks.com to join the next free training today.
Steve Larsen: What's going on, everyone? This is Steve Larsen, and you're listening to Secret MLM Hacks Radio.
So here's the real mystery. How do real MLMers like us, who didn't cheat and only bug family members and friends? 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.
What's up guys? Hope you're doing well. I know I've been a little bit sparse, as far as publishing here lately, but anyway hopefully it's been a great week so far. Funny enough, I say that, and it's literally Monday morning. Monday mornings are my favorite time of the week, which is weird, I know, but it's true. I'm so excited about what I get to do every day. I wake up just smiling.
Funny enough, most people wake up and luckily those of you guys, you know, you're in this game, you enjoy it. If you're still in the 9 to 5, I've totally been there before, I understand where you are and if you're like, "Man, I really wanna get outta here." I got a message, I think it was yesterday from somebody reaching out saying, "Hey, Steve I listen to all your shows and just so appreciate it, it's awesome, do you really think that I can make it though." I was like, "Yeah." And he's like, "Is it weird for me to just know that things are just gonna get better and I can just" ... yeah it's not weird at all for you to just know it's gonna get better. First of all and have some gumption about it and that's okay. Number two, if you don't feel like it's gonna get better, that's an issue. But, the biggest thing is that you can't just feel like it's gonna get better, you have to force it to get better. You know what I mean?
Anyway, so I was gonna tell him that a little bit. Hey, I got something cool for you guys today, I wanna share with you something I noticed. I've been at a lot of event recently and so I got a piece of feedback about the event that I ... one of the events that I was at, I'm about to go to a fourth one in the last month. I've just been traveling like crazy. Speaking, traveling, more speaking, more talking, more selling, it's been fun and I've really enjoyed it. Great to have those guys who are in the Secret MLX program. We've had some great, great, experiences there so far, it's been a lot of fun.
Anyway, hey guys, I wanted to tell you guys some feedback from one of these events and one of the reasons I'm telling you that I've been to so many events lately, it's because I don't want you to guess, which event I'm talking about. Because it's not necessarily negative, but I can see how the person would be a little bit embarrassed, and I'm not doing this to poke fingers at somebody, I'm not doing this to put anyone down. I'm trying to make this a learning opportunity.
So, what I wanna do real quick, is I wanted to walk through a pitch that I recently saw from stage. I've watched a lot of people pitch in the last month. So again, please don't try and guess, I'm not trying to shame the individual, I just ... this is a very powerful learning experience and I hope ... what I hope helps you guys understand is ultimately, why people feel weird when you start pitching your product to them, okay. I'm gonna tell you why, and I wanna walk through and I wanna teach you the ... I wanna teach you the reason ... how should I say this, I wanna teach you how to get around that, so that it's not weird when you pitch people your product, okay.
You know that awkward feeling? There's a reason it happens. I was at an event and it totally happened. This guy got up and he was talking, then all of a sudden he started talking about prices and these different things, and I was like, "He's pitching? Weird." I was like, I turned to my friend and I was like, "Is this guy pitching right now? I would had been none the wiser, I had no idea he was pitching, huh."
That right there, is one of the major reasons why people feel weird when you start pitching your MLM, right, or we start pitching our MLMs product. They don't even know, it's completely from left field. They have no idea, so how do you get people to accept and be okay with you pitching? And know that you're pitching? Right, you know what I mean? How do you do that? There's very, very interesting, clever ways to do it.
So what I did, is I started talking with a whole bunch of people and I was like, "Hey, watch what this individual is doing right now. Watch what they're doing, because learn about what this person is ... you guys wanna know why he's not nailing this, and this is why." And I wrote out a big list. I just wanted to say this here on this podcast, but please again understand that I'm not pointing fingers at any individual person, I'm not pointing at any individual company, I've been in a lot lately and it's straight out of a learning thing that I'm trying to do in this case. So I'm not gonna say any names, I'm keeping this completely anonymous, and please do not come to me asking because I would tell you, okay.
So, number one thing I noticed from this person as they started pitching is that first off, we didn't know that he was pitching. It was really, really awkward. Really, really weird. I'm sure you guys have been in those scenarios before, when you're in a home meeting or you've been to those kinds of things and someone's doing a great job talking about their MLM, they're doing a great job talking and telling some stories about it, which is very, very powerful as well. Then they get to this pitch, I love being pitched, I am a sucker for being pitched. I don't even care if the pitch is bad, I like buying stuff. Usually good entrepreneurs are good at buying stuff and it's one of the reasons they know how to sell, it's because they buy so much stuff themselves. There's some major truth to what I just said there. There could be a whole episode.
Anyway, get good at taking your wallet out and buying some stuff to see and how they're selling people, you know what I mean. That's why you buy stuff frequently.
Anyway, I was watching this guy and first of all, I did not realize that he was even pitching. Second of all, there were ... the entire thing happened and I'm watching them sitting there on stage and ... or I'm sitting there and I'm watching this guy on stage and there was literally no testimonials, literally no testimonials. Again, you ever been to those awkward home environments where you ... you get to suddenly the spot where you're gonna start pitching and talking about prices and things like that, you get all awkward, red face, your blood starts to boil, you start talking fast, your throat starts seizing up, you can't stay relaxed, you know that everyone can see that you're not staying relaxed, you talk real fast, you'd be like, "If you want [inaudible 00:06:33]" and you kind of just get off talking about it. I'm sure you guys have done that before, I have.
I had to learn how to pitch, I had to learn how to do this in a way where it wasn't awkward for people to listen to me, and I had to do it in a way where I didn't feel weird about it either.
So first thing I notice right, is that first of all, I didn't realize he was pitching, and he totally did that. He started to get all nervous and start talking fast and he was hard to follow, he was jumping around all over the place, "What's going on?" "Oh my gosh, this guy's pitching and he's slightly train wrecking it." "Oh interesting." And found out he closed like not even 5% of the room.
Anyway, there was a lot of people in there, he should have made a crap ton of money, he did not. I know because I walked up to the back and I bought because I wanted to see what they were selling, figured out I kind of coaxed it out of the person, I was like "So, how many people bought this?" And like, "Oh, enough." And I was like, "No, no seriously though, is it like 10, is it like 20?" He's like, "Don't worry about it." I was like, "Is it like maybe less than 30 though." They're like, "Yeah probably around that." "Is it like more than 10. Yeah." Closers are usually good at getting information out of people, regardless.
Anyway, first of all there was no testimonials, if you are literally telling your entire thing and you have no other person that you can talk about results for, that's gonna be a problem and a huge issue because ... if you're your own word, you know what I mean? If they know who you are, okay that's a little bit different, but I'm trying to teach you guys how to pitch people who you've never met before, that's like the whole purpose of Secret MLM Hacks, the actual program itself. Is that it teaches you how to pitch one to many, instead of one to one. Talked about that several episodes ago.
Second thing is that, the individual was selling with logic and not emotion. Nobody buys off of logic. So if you're selling logically, which means you're getting feature based, like "Well the product has this feature, which means it's better than anything else over here." It's like okay, those are like very, very, very minute things that maybe will pull someone over the edge after their kind of considering to already buy it.
Nobody buys off of features, don't get feature driven about the products that you're selling, I have no idea why certain products I take, like what's under the hood, like what actually ... I just know that they work. That's all that someone usually wants to know, unless you're selling somebody whose as engineer. Typically, engineers are harder to teach, are harder to sell to because they're so logically brained, they have no emotional part of their noggins, they're extremely smart but they're hard to sell. They usually have a hard time selling also because they can't get emotional. So, if you're selling logical, it's not gonna work.
Next one, there were no trial closes, meaning he was not getting us to say, "Yes." Does that make sense? You guys understand what I'm saying? You guys see how this is gonna apply to your life? You're starting to understand why this is actually a better way to pitch? You're starting to feel it? I'm trail closing you right now, how many times did I just get you to say yes?
It doesn't matter when I get you to say yes to, it is shown, it is proven. I did that on the door-to-door sales ... when I did door-to-door sales I did that on the doors like crazy. It's a nice day out isn't it? Oh, man it's amazing out here, right? Do you guys like living here, it seems like a nice place, right? I just got them to say yes like five times, and it matters. The first time that you're asking them to say yes to you should not be when you're asking for their credit card. What's funny enough is I would nod to people on the doors, and I wouldn't even be asking a question, I would just slowly nod, and they'd start nodding with me.
There is an element of truth to that. It's not like, what makes the sale, but there's an element of truth that day, there was a zero trial closes, we were just being talked at, not talked with. Does that make sense? Don't talk at people, talk with them.
So what they were doing, this person was doing ... wasn't really doing what's called a stack, I think he was trying to. A stack is where you sell one thing and then you give a bunch of bonuses away, also win. So you would normally have to spend a crap ton of more money to actually get all the stuff and you're getting it as a big price deal, well this person wasn't really pulling it off. Meaning they didn't convince us that the price was worth what they actually said it was worth. So when they did a big price drop, it didn't matter anyway. It was like, "Ah, well you didn't price [inaudible 00:11:11] it to literally anything."
Anyway, then there's two more I wanna say and let me wrap this whole thing up here, I hope this is making sense first of all. Please apply this to what it is you were doing inside your MLM, I should have just chosen one or two or three things here. But, I wanted to go through the list. I literally wrote the list down, because like, "Oh, please observe what this individual doing is wrong, because that's a big lesson."
One of the biggest things that they taught us how to do the very thing that they were selling, rather than what it is. The problem with that is that there's literally no reason for me to buy it afterwards. There's no curiosity, the moment you take away curiosity, there's no reason to purchase. Curiosity, urgency, scarcity, those are the tools that you have, those are the weapons you have as a salesman.
Please know you are a salesman, or woman. You are. Okay, every person is. Doesn't matter if you're selling a product, or the fact that you should go to this movie versus that one. Everyone's a salesman. Own it. Don't be ashamed of it, it's the most prestigious, I don't know career that I know of. Salesman, I was brushing my little girl's teeth, she's four years old, I'm totally indoctrinating them. Like, "Look. Look little one, besides mother, besides wife, besides things about the family, besides things about individual progression, salesman is the most prestigious thing you can be."
My wife started laughing and I started laughing too and my little girl was laughing, she's like, "Okay, daddy." I was like, "But there's actually some truth to that, I hope you know that."
Anyway I know that sounds kind of weird, but it's true though. One of the reasons why this person did not sell hardly at all, and I think he just got some mercy sales, was because he taught us exactly how to do the very thing he was selling. Because of that he dove into each one of these pieces and he was trying to logically show us how much value there was inside of it, that's not how stuff sells.
If he had just told stories and showed some testimonials then built up the value and convinced us throughout that it was actually worth the amount that he was saying it was worth. When there was a price drop, there would have been more people going to the back, but he didn't do it. It was one of those awkward pitches I've ever seen in my life.
It was so stark that I had to talk about it with my team. I was teaching the lessons to and I was like, "You know, I should just kind of talk about this everywhere." But I don't want to ... I don't want this to be something that goes back to the individual and I'm not trying to be like ...
Anyway, one of the biggest things that I started this out by promising to you guys that I'd show you how ... I wanna tell you guys how, real quick, to actually start pitching somebody without it being awkward. The easiest way to do it is to literally ask permission. But you don't start saying like, "Hey, do you mind if I pitch you for a little bit?" Everyone is gonna say, "No."
Instead, just say, "Hey, do you mind if I spend 5, 10 minutes going over something cool I've put together for you?" That's it. Now they're expecting it. That's it! That's literally the magic question. If you come and even watching my web class, selling secret MLM Hacks, that's how I ask it. I don't wanna get weird, I'm just open about it.
Rather than trying to hide it and do the slide up hand thing, like little bait and switch thing. Just be open and honest, "Look, I got something cool, can I spend a few minutes telling you about it." Yeah, and if you built up the value and you've told stories and you've open, a little bit vulnerable here and there, it's not weird. Then I could stand in front of somebody and I can say, "Look, I've got this and this is the value of it, and heres why, I've put it together this way and then I got this, and heres the value of that. I decided to toss it on there, this total value of this, but you know if you just get it now, it's only this amount."
Now they're okay being pitched. You've literally asked permission, they've literally said, "Yes, please tell us your thing." One of the reasons ... oh my gosh, it's one of the major reasons MLM ... and I'm being open and I'm being real. One of the reasons MLM sometimes gets the wrap that it does, when sometimes someone get embarrassed about it or feels weird about it. Is because they're not asking permission to pitch, and because of it, it makes the other person feel awkward, they're just trying to get out of there. Then it shadows the confidence of the individual who was pitching. Now they don't wanna do it anymore.
So the easiest way to go around pitching this as far as top level structure, I know I've told you guys several of the tips things like that throughout this podcast show, but one of the easiest ways to do it is literally tell the story, the story of why you are consuming the product yourself. I don't mean talk about the freaking features. I mean what was your life like before taking the product, take us through a journey, then when you get to the end, be like, "Do you mind if I tell you about it, just five minutes here, just tell you about the cool thing I got going on?"
Most likely, even if they're polite and just say, "Yes." It is now no longer awkward. You can say, "Hey, thanks for listening, look they got ... usually it's this amount, but they got this cool promo thing going on." Every MLM thing's got promos going on, right? "It's got this cool promo thing going on, if I can get ... if you want to, just try the product now, this thing is until tomorrow or whatever, it's like half off or something. You wanna try it?" "I don't know." As soon as you do it that way, oh my gosh you guys, it's so much better. It's one of the greatest secrets to me pitching that I could ever give you.
When I was first taught this I was hiding in the basketball stadium box office seats of the college I went to. I was sitting ... the reason why I was hiding up there is because it was good internet, it was dark, literally no one bothered me. I could stay there, I hid up there because I would stay up there way past the building close time. I only got caught a few times and they got mad, and they're like, "Don't come back." And I just came back for a year and a half, everyday. I would go up there and I would hide up there and I was listening to someone talking about how you pitch things, both in person but also on the internet. Learning that literally by just asking permission it takes aways all the weirdness.
In fact it was funny when I learned it, I was like, "Oh, that's why I was good at the door-to-door sales thing." Because I would never start talking about price without them saying it first. Meaning here's what I'll do, on the doors, when I was a door-to-door sales guy, I would literally ... even when I was a telemarketer, guys. I was good at telemarketing, this is one of the reasons why, it's one of my tricks for all of it. It doesn't matter what you're selling, it's one of the tricks. Is getting them to ask the price from you, okay. That was one of the ways I got them engaged in the sales process, that's a buying question. Meaning their intent is they're asking about the buy, they're asking about the possibility of purchasing. So, now they're starting to ask those kinds of questions. When they start asking those kind of questions you know that 50% of the time at least they're gonna be closing that person.
But you can't lead with that, you need them to ask those questions, you need then to have the epiphany in their head and start asking, "Well how much is it?" As soon as they ask that, oh man, it's gonna be pretty easy to tell them. They've already sold themselves at that point. So I'd go up on the doors and I would say ... and I would start talking about how cool it is and how much ... and I would start telling stories, and I'd talk about their neighbors who do XY and Z with it, and I'd say ... and as soon as they say, "Well how much is it?" I would never come out and say. "Here's the actual price ever." Instead I'd say, "Well ..." the answer is always, "It kind of depends. How big is your home.[inaudible 00:18:51] pest control" "It's about this size." "Oh, awesome." I'd stand there and I'd step next to them and I'd turn the focus over to a price sheet, so the focus is no longer on me at that point. When I had that, man it's awesome. That's when I'd close them really, really quick.
So anyways, that's all I'm trying to help you guys understand with this is that if you guys have been having these awkward experiences pitching your stuff, it's because no one is giving you permission to pitch them. That's the reason why, and if you want to get past that, ask permission. I'm not saying you got to literally say, "Can I pitch you?" But if you literally say ... you start telling your story, you talk about it genuinely how it has actually helped your life, and if your product has not, it's gonna be hard to sell it. You better have some great testimonials from other people, you know what I mean.
I had ... there's been several people reach out and well [inaudible 00:19:36] how to XY and Z, it's like, "Well man, you change MLM." You know what I mean, if you're not gonna adhere to the actual stuff that sells stuff the best, business only stays in business if you get more leads in sales.
Anyway, guys that's all I got for you today. I'm just trying to help you understand that literally, literally this whole game gets a whole lot more fun and it's no longer awkward when someone gives you permission. Don't assume it. What you gotta get good at is two things: number one, telling stories, because they will pull someone along emotionally. Then number two, is literally the transition into the pitch. The transition is easy as the saying, "Hey, I got a quick question for you..." Or I don't know, "I got this question for you, do you mind if I spend like five or ten minutes just telling you more about a cool package that I have for this?" And if you can say that, or a version of it, confidently, and not be weird and just be open and real about it. And you've been to an emotional place prior, it drastically increases their chances. I have rarely had anybody ever tell me, "No" to that question. When they tell me the answer to that, then I say, "Cool, yeah I just don't ever wanna tell anyone without them giving me a little permission first." And I say that.
I don't wanna assume, and I'll say that. I'll be nodding while I say it, they'll nod with me, it's another trail close, and then we'll move one and I'll say, "Well cool, it's this, it's called blank, blank, blank. And this is what it does. The reason they did this ..." and I go back into a story about it. I tell some more testimonials about, more experiences about other people about it, that's me pitching. That's how I do it. It's very, very effective. It takes away the awkwardness, and you no longer see people as just people to just pitch to. You need people to pitch to, but they need to give you permission. Or else you get that weird feeling, and they get that weird feeling and it gives you some weird internal feedback and then you never wanna do it again and it starts to wreck the entire process.
Anyways, guys hopefully that was helpful to you. Again, I'm not trying to bag on the individual at all, I just wanted to be very, very open about why that person bombed so hard. There was a lot of reasons, but that was one of the major ones. Alright guys, go practice that. If anything, what I would do if I was listening this for the first time, I would write that down. Literally write your story, write the transition, meaning you asking the question, "You mind if I spend just a few minutes just going over this?" "Awesome, yeah", and I don't wanna assume or make it awkward or anything so I don't like to do it unless someone says "yes". A few minutes here and "it's called this" and I jump right into it. Then they're in an emotional state, so when I actually do the price drop, it's actually effective. That's what I would do, I would write it, I would literally go write that down and write through your process it stick it in your head. I would read it morning and night for a while, and start getting better results that way.
Anyways guys thank you so much, appreciate it. Thanks for being a listener, this podcast is becoming wildly popular, and I appreciate the listens, I appreciate you guys tuning in, and hopefully this has been helpful for you and your [inaudible 00:22:45] inside this awesome industry.
Awesome guys, 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 wanna learn to get paid more for your product. Head over to secretmlmhacks.com to join the next free training today.
Steve: Hey. What's going on? This is Steve Larsen, and you're listening to Secret MLM Hacks Radio. Oh yeah! So, here's the real mystery. How do real MLMers like us who didn't cheat and only bugged family members and friends who 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 glaring question, and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio.
What's going on guys? Hey. Hope you're doing fantastic. It's been so nuts. We've been going around, I've been traveling like crazy. I just hired a full-time support person, employee/assistant/he's a buddy of mine actually. We built one of my first successful Funnels together ever while we were in college. Our paths have recrossed, and I'm super excited. He's actually moving up here. I'm in Boise, Idaho. I'm actually from Denver, but [ClickFunnels 00:01:04] headquarters is here in Boise, which is why I'm here. That's who I was working for, obviously full-time for quite a while.
Anyway, he's moving up here. I've been traveling. I've traveled the last two weeks in a row. I got two weeks of no traveling, and then another week of traveling again, and it's just been crazy. But, it's been so fun you know. To see this, it's been fun to see the people who are having success with our program. Obviously, this is a Secret MLM Hacks Radio. The actual program is Secret MLM Hacks though. I'm sure you guys know that. It's been fun to see the progress and the success stories from people who are actually inside the program and loving it, and it's been really interesting.
You know, there's something that happened I just wanted to share with you guys. I think it's a powerful lesson. It's powerful enough that it will certainly affect your wallet and how fat it gets. Okay? And, how quickly it gets chunky. We all want fat wallets, not fat bellies, obviously! So, I was out in ... where were we? We were in Dallas going all over the place, can't remember where I am sometimes. But, we were in Dallas. And, we were over in Dallas and I was speaking at my MLM's event. It was a lot of fun. It was 1000 people in the room. I think it was about 1000.
I spoke, and it was awesome. It was awesome to share what I am doing with my people. Obviously, it's grabbed the attention of a lot of the leaders in my MLM, of course. That's one of those things that I always let everyone know, it's like; look, when you start doing the things that I'm teaching inside of MLM, you are most likely gonna be one of the only people doing it inside of your MLM, which is awesome. That doesn't mean let's go break rules; break your MLM's policies and stuff like that.
There are certain ... you take what I'm sharing, you do the aspects you can do, and you run with it. I obviously have gained a little bit of eyeballs for my MLM, looking at what I'm doing and being like; oh man! What is this kid doing? So, I was able to go present what it is. And, they were like; holy crap! That's what you do? It's like; yeah, yep! It's been really fun to go around and share, because I kinda kept it under wraps for a little while just to prove that it worked. I wanted to make sure that it was being successful, and not just me, that other people also being successful with it before I go and I start touting it around a little bit; sharing what it is that I'm doing with the rest of my MLM.
We are finally in that spot now. We're getting a lot of attention, which is exciting. Something interesting happened though. I was on stage. I was speaking. I was teaching. I was sharing what I was doing. I was teaching them how to do that kind of stuff, and this really interesting thing happened. This happens most of the time that I speak in front of groups. Here's what happens. I go up. I tell my story where I came from. If you guys have ever joined any of our web classes at all, you've heard me tell a story of how I actually started this whole thing.
So, I start telling this same story so they all know who I am. And then, I dive in and start teaching some stuff. And about maybe a third of the room, I noticed starts to check out. I was like; huh! And you can feel that as a speaker. If you've ever spoken on a stage before, you can tell when the audience is with you versus you just monologuing. I hate the feeling that they think I'm monologuing. So, I try to be extremely engaging throughout. I'm high energy. I tell stories. I share tactics, and I make them laugh. I like to play with emotions a lot, because then it's more fun to watch a speaker that's more dynamic. I try and practice that actively. I'm not saying that I'm the best at it, but I practice it.
And so, I'm speaking. I was teaching. And I can feel that a third to maybe half of the room starts to get disconnected from what I'm doing. I was like; huh, interesting. I know that what I'm teaching is amazing, because it's actually working. That was the thought that start to hit my head really fast; I was like; I need to switch my story. I gotta change the story. I gotta reach out to ... okay. And, this really fast that hit me, I'm losing, I change story. Boom! I go, I launch into this other story, and it re-engages part of the room again.
When you're speaking in front of a lot of people like that, you gotta be, you know. Bear with me a little bit. You feel like; Steven have never spoken from a stage like that, that's fine. The same thing happens. I've gone through in this podcast. If this is the first episode you've ever heard of mine, please go back and listen, because you guys know. I dive deep into what causes belief. If I can change the way someone sees the world through their beliefs, it is way easy to sell to somebody. I don't have to do hard sales. I don't have to do hard closing. Very little amounts of that compared to what the rest of the industry has to do, which is part of the reason my stuff works so well.
You'll start to develop this sixth sense as you get better at storytelling. As you get better at what it is, you'll start to develop this sixth sense where you're like; I can feel that you're not with me. You'll start to get that feeling. You ever told a story to somebody, or you explain something that's really interesting? You know it's absolutely incredible, and at the end their like; huh! And that's the only interaction you get from; their like; huh! And you're like; did you not hear me? Maybe you didn't hear me. You tell them again, and they're like; oh, yeah. No, I heard you! That's cool. You're like; how are you not freaking out right now? That's crazy! Have you ever been in that scenario before?
It's because you didn't tell the story well enough. You told the facts instead of the emotions. That's one of the major keys to being a good storyteller, is being able to tell part of the emotions and help them feel the emotions that you felt. You bring them on the same state that you are in, in the middle of that story. Does that make sense? That's what you're trying to do. And so, I realized when I was on stage and I was speaking, I realized that about half the room was freaking out super excited. And then, there was another half of the room, a third to a half of the room, that was kind of checking out. I was like; I've gotta ... aw crap! What's a story? It happened real fast in my head.
I was like; what's a story that I can tell very quickly to be able to grab and resinate with that part of the room better? Luckily, because I tell a lot of stories, I was able to reach down into my pocket of stories and grab one that I knew would resinate with them. [Boosh 00:07:44], and blast it out there. I broke from my script pretty hard in several places. When I realized that what I had prepared was resinating well with this one group, bit of a younger group, and more of an internet savvy group. Just being honest. And, maybe a little bit more of the older people or generations, people who may not be as internet tech-savvy. Remember, I'm not a coder or programmer. I'm just putting the other systems that already exist. That's what I teach you how to do in some of the programs.
But, I was like; man, I gotta pull some stories out real fast. Bam! So, I can just interact with them. I did really fast off the cuff. Boom! I start breaking from my script, and it totally worked. I had both demographics. I'm trying to be sensitive here. You guys understand what I'm saying, right? You guys understand what I'm getting at. I had both demographics now resinating with me. I felt the difference. It was very interesting. It's something that happens to me every time speak. It's something that happens to me even when I podcast. It's something that, when I first started podcasting, telling stories, and teaching this stuff, you know what I mean? Being in these courses, I can tell if I'm getting out in the weeds.
I can tell when I'm going way off the edge. And, I'm like; crap! I gotta drop a story. I gotta do this. Funny enough, when I go straight to tactics, and I start saying; yeah, here's the tactics. I always lose everyone. Even though it's what everyone always thinks they want, if I don't wrap it in a story, they don't remember it anyway. There has to be a story wrapped around it, or else no one remembers the tactic anyway. It has to be some kind of emotional quick response, even if it's a really brief. That's what makes facts stick. They stick with the glue of story. And tactics and all that too.
So, anyway, it's really fascinating. The only thing I want to drop to you guys is, if you've been telling people about your MLM. First off, you gotta ask a lot of questions about them. They gotta feel like you're interested in them as a human being; you're not just there to pitch them your stuff. But when you get to a place where you feel like; aw man, I really wanna hear about your thing. Tell a story. Don't just jump right in. Whether it's your MLM's story of how the MLM came about, or if your story of how you chose. You should definitely tell that story; the story of why you decided to get in. There's a story behind it. It's not because the comp plan. You did not get in your MLM because they had a great product. What was the story? What was going on in your life? You tell that story.
If you're telling that story and you're not getting a response, number one, you're probably telling facts, not emotions. So, get better at telling emotions. And then number two though, you might have to change the story. Does that make sense? That's what I had to do on stage. I was like; huh! I switched the story real fast, and I ... these are like arrows in your quiver. You don't let them all out at once. I'm not telling every story at the same time. But, I reached back, and I was like; you know what will be good for this? [Cwoo 00:10:46]! I pulled the arrow out, I stretched it back, I launched that one, and I see the reaction. And it worked. It was really, really cool.
Because of that, afterwards, I had a ton of people from one crowd that I knew who was with me, and then another crowd that I knew I had a harder time getting with me at first, both crowds came up. Does that make sense? Anyway, that's all I'm trying to teach you guys. That's the literally entire purpose of this episode. But, that does not come without you repeatedly telling your stories over and over. You will start to feel people's response. I don't how else to describe it. It's the weirdest thing. You'll start to feel their response. You'll start to feel how it is that they are accepting what it is that you're saying. Does that make sense?
Every single time that you go out and you tell a story, or you are challenging somebody's belief, there's this scale of believability that they're starting to go through. They're starting to say; yeah, no. I can totally see how what you're saying is true. That's one side of the spectrum. Or, on the other side of the spectrum is; dude, that's not true at all. There's no way that's true at all. That's total garbage. That's crap! Does that make sense?
There's this scale. It's the believability-to-complete-crap scale. Back and forth. That's what they're trying to do. They're starting to look at your story and go; that's complete garbage! It's like, if you see an advertisement, and the story says; I lost 475 pounds eating nothing but a grape for three years. You're gonna look at that and be like; oh, that story sucks! That's probably not what you're gonna say, but your thought on the believability-to-total garbage scale. Yeah, I totally believe that, versus total garbage. You're gonna be on the garbage side. You're gonna be like; that's terrible!
And, I can tell that the story ... all the stories that I tell are true. Although, I could tell that how I was telling it. I could tell that the elements I was tossing in was not resinating in the current story I telling on stage. I had to switch it out. Boom! So, if you are not feeling like you're connecting well enough with people, continue to write out the major story lines that have happened in your life, and how it applies, and how you can teach with them your MLM opportunity to other people. Does that make sense? Go and actually write down. I've totally done that.
You write down all these story lines, tons of headlines, lots of them. That's half of how I come up with these podcast episodes you guys. I go, and I start writing a story; cool thing going on in my life, interesting thing going on in my life, controversial thing going on in my life. Does that makes sense? I start writing down all these different things that is going on in my life, and that is how I actually get out there and resinate with people so that they are in a place to receive the fact that I wanna draw to. So that they are in a place to receive the nugget; by doing that, that's how they get into a place to understand your comp plan. In a place to understand, otherwise, you're literally throwing ... it's like taking a squirt gun and trying to put out a forest fire. It's not really gonna work. Does that make sense?
You need to be in place to receive it; any new thing into your life. You do that by first getting someone in the same state that you were in when you were in the middle of that story. In order to be able to do that, you gotta be able to tell emotions, not facts. So, get good at telling anyway. I feel like I'm talking in a circle now, but I hope you understand the point of what I'm saying here. Get good at the storytelling thing. I've said it before on this podcast. I know I'm saying it again right now. The reason why is just to illustrate exactly what I went through. I had to pull an different arrow from my quiver, launch it out there, and see their reaction.
I've done it enough times, and I've done it from enough stages that, that arrow stuck real well. And then, I had the other part of the room that I could feel was not with me. The way I could feel it was, their eyes go down. They suddenly stop making eye contact. When I say something, there's no; Oo, ah, hey! You know like when you're launching fireworks on the Fourth of July? Oo, ah, you know what I mean? When someone's with you, they're looking at you. Does that make sense? I hate it when people are like; aw!
Have you ever been in a room with someone in a meeting, and they're looking down at their phone, and you're talking right at'em? They're like; go ahead, I'm listening. There's no real connection happening, right? If you're really being prolific in what it is that you're saying to somebody, if your story's really captivating enough, they will put the freaking phone down. They will make you a priority in their life. If they are not, your story is not captivating enough. You've gotta get better at telling it. That's all I'm trying to say. Practice it. Practice with several different story lines, because you will feel. You will sense. There will be physical actions in their body language that tell you; hey, I'm not with you.
They will be telling you that, but not verbally. They'll be doing it with their body language, with their eyes and their mannerisms. Whether or not they're connecting with you, whether or not there's little; hmm, ah, uh, oh really, huh! Right? It's a great book called The Definitive Book of Body Language. It teaches that if somebody's feet are pointed away from you, it says that their head is wishing that they were away from you also. That makes sense? If someone's feet are facing you, have you ever tried to stop somebody who's walking somewhere already? You try and stop somebody, and their feet continued, and they continued to point the direction they were going.
What's your natural inclination? To let them continue going, right? It's the same thing when you're fact-to-face, and you're speaking with somebody. They're face-to-face with you. It's the weirdest thing. It's true though. Pay attention to that. Watch the direction people's feet ... if their feet ... The foot points where the body wants to go. It's the same thing when you're face-to-face. If they're looking at you, if they're looking down, if they're sideways, like; oh. Their body languages are slouching, or they're sitting up. They're leaning forward. They're engaging. Their eyes are getting big. They're going; woo, ha, uh, really, mm, right? They're making all the little noises.
They're with you the whole way, they clap, or they're excited. It's easy to see when someone's with you. It's easy to see when someone does not wanna be around you. It's easy to see. On the internet, the way I do it is when people are engaging with me. If it's a chat box or a lot of different ways. I'll continue to ask a lot of trial closes, things like that to make sure that they are with me as I'm saying it. You'll begin to feel how your stories are being received. That's the only thing I'm trying to help you guys understand.
So, anyways, continue to look through the different storylines. Make sure your storylines are being received, and understand that when you're saying your story, it's not a one story fits all method. As you put out your major story of how you got on the MLM, or if you tell your origin stories. As you tell it emotionally, not with fact, start to feel if it's being received. If you feel like you are not being received, you are most likely, and number one, are not telling with enough emotion. Or, number two, you're telling the wrong story. Does that make sense?
The third option is, you might just be telling the wrong person your story. The story might be great. It's your job to feel out what those scenarios are. Does that make sense? It's not like a catch-all for those things. Gotta be good at telling with emotion. You gotta be good at telling the story. You might have to switch up the story. Number three, though, you actually might be saying it to the wrong person. And you know what? That's fine. If you've heard my story, and you don't resinate with that, there are others who will hear it and run to me. Does that make sense?
So, don't get discouraged if you're like; aw man, I keep doing this thing Steven. No one, uh! Don't worry about it. That's totally fine. Just keep practicing telling the stories. That's why I encourage everybody to start publishing. Everybody just start publishing. I don't care if it's a podcast you start doing, a blog, whatever it is. Just be consistent. And, within a year, you'll be shocked at the traction you've made and the amount of following that you create. It's very fascinating. But, it gives you a platform to practice this stuff. Alright guys, thanks so much. I will 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 wanna learn to get paid more for your products, head over to secretmlmhacks.com to join the next free training today.
Steve Larsen: Hey, what's going on everyone? This is Steve Larsen. I have a very special episode for you guys today. I have a guest that I'm bringing on the show. His name is John Ferguson. John Ferguson is an expert in face to face selling of MLMs. He's been hired and worked for the Rich Dad company. He has been ... He's one of the guys that MLMs hire and bring in to help improve their entire sales process. He creates scripts to help sell products, he helps scripts ... He create scripts that lets you sell your MLM product in a way to people you've never met before that is not pushy. So I'm very excited for him to be a here. It is a treat to have him and please take notes on this. This is not your normal kind of a thing, and I had to beg him to get on the episode here. So I'm excited. Let's go ahead and jump into the episode today.
So here's the real mystery. How do real MLMers like us [inaudible 00:00:48] and only bug family members and friends, who 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.
You guys actually have a really special treat. I'm excited. I have a guess on the show with me today and his name is John Ferguson and literally every time I speak with him, I feel like I learn and I grow, and there's different things that I learn about the MLM industry. I learn about what he's doing and frankly, it's amazing, the resume that John has and I wanna bring him on the show here and give you guys a chance to be elevated for ... with what he's being doing. So without further ado, John how's it going?
John Ferguson: Doing fantastic Steve and I'm super stoked to be here. I'm glad you invited me on. I am ready to deliver and I appreciate that introduction dude. I feel like a hero already.
Steve Larsen: You are. I feel like ... I don't know. Every time I speak with you, you're like, "Oh, yeah. I helped ..." I don't know if I can say this, "Yeah, I helped Robert Kiyosaki. I helped this huge person over here. I set this MLM up over there." Like what? Like you've been doing a ton of stuff.
John Ferguson: Yeah. I've kind of tried ... I've played the backend role for a number of years, where like you mentioned the Rich Dad organization, I really played that backend role. If you think about like Batman, he's got not Robin, which was the sidekick, but Alfred. Right?
Steve Larsen: Right.
John Ferguson: The guy that's making sure all the gadgets work, make sure that Batman's not getting himself into trouble and it's really a role that in the past, has really helped a lot of people like people you just mentioned. So I ... It's a lot of fun for me to see others succeed with the systems and tools and the coaching and mentoring that you offer them. So yeah, it's been an awesome career so far.
Steve Larsen: Now I wanna be able to go through kinda how you got into this and did it and all, but could you just ... For everyone else on here, if they don't know the amazing John Ferguson, could you just give us a run down of what it is that you actually do when you say Rich Dad organization and the other ones you've worked with?
John Ferguson: Yeah, certainly. So what I do is I help closers sell more. Okay. I help individuals who've never sold in their lives sell their first sale. When it comes down to network marketing and multi-level marketing, I find there's a lot more nurturers than really the A type personalities, and for me what we do, is we take individuals by the hand, we guide and we direct them through selling without selling. And I know that sounds kinda weird, 'cause you're like, "What's selling without selling? Like you've gotta sell." Right?
Steve Larsen: Right.
John Ferguson: What it is, is I remove the ... we remove the animosity by helping people learn an evaluation process like stepping people, rather than just going in like a hardcore close.
Steve Larsen: Sure.
John Ferguson: [inaudible 00:03:52]. So that's really what we do. We ... In the past like with the Rich Dad organization, I came in and contracted as a trainer and I worked a number of years, where we took their telemarketing, their speakers, their trainers, their coaches and really developed them in some better methods of asking better questions to help get to the root of the desire and the needs of people and then we can deliver that, through the products and services that we offer. And the cool thing about MLM is that there are so many people that need so many things and I buy so much stuff from network marketing companies. I think I'm like ... on like an auto ship for like seven different ones. It's not that I sell their stuff. It's that there are so many wonderful products out there, I wanna help other people get them to the marketplace and get them in the hands of consumers and eliminate that fear of enrolling people and making a sale.
Steve Larsen: That's incredible. I mean so you've done it ... I mean you have quite the rap sheet and thanks for explaining that. I knew you'd do a better job than I would doing that, after talking with you extensively this past little while ... past few months, but are you ... I guess ... there's two different directions I want to go with this. My brain is just all over the place. I'm excited to have you on here. Is ... Do you use a lot of like spin selling methods, like the book Spin Selling? Is it that kind of thing a little bit?
John Ferguson: You know, it's more direct and-
Steve Larsen: Okay.
John Ferguson: I'm not the proponent network marketing that is gonna always jump after mom, dad, sisters, cousin, next door neighbor's dog and try to invite them into my network marketing business. I've never done that in sales either. What I like to do is, I like to put out the proper marketing, which I know that your people are learning some phenomenal tools Steve and you're teaching them how to attract the right people ... actually people who really want what you have and then enroll them and get them buying from you. And so my ... And is coming on the backend of that is, is how do I determine ... Like how do I determine the wants, the desires, the needs from somebody? And so I take them through a series of questions, like broad based questions, pointed questions and direct questions and I always get the question, "Hey, John isn't a pointed question a direct question?", and not really. A pointed question just kind of gets more to the point and a direct question is literally right on the money. It's right when you're going for like the heart of the matter. And so if we can learn to ask a little bit better questions, what I can do is I can find out exactly what their needs are, where their pain is, and I'm not usually paying to like make that person really feel it 'cause who wants someone to like squeeze their wound, right?
Steve Larsen: Right.
John Ferguson: "Hey, you've got a cut there. Let me get some salt water and just start spraying it on there." No. Okay. But we need to know where the pain is so that we can move them away from it or motivate them towards pleasure and that pleasure point is what I'm after mainly, because we live in a day and age right now that everyone can see through the BS. Like their belief systems, not the other BS.
Steve Larsen: Yeah.
John Ferguson: Okay. But where there's so much on the internet, there's so much on YouTube, there's so much all over the place that we just want the information we need now, but we also wanna know that the individual that is working with us is gonna help us for us right, and really cares. And so, our method allows our closers to step into a role ... You know I wouldn't wanna say expert advisor because I don't think coaching closes. It's not something that I believe. I've had a lot of people go from the coaching industry into selling and when they coach, they can't close because they get so much information.
Steve Larsen: Yeah.
John Ferguson: The person is like, "Oh, this is great. I'm gonna go out there and do it." So-
Steve Larsen: Yeah.
John Ferguson: When it comes to our method, it's really just getting to the root ... It's human communication, man. It's just understanding what your goals and focus and expectations and you as the closer, knowing your product well enough, knowing your services well enough, that you're able to match what is needed and what is and what is desired with that individual in a way that they beg to buy from you. I mean it's backwards. Like if you wanna call it something, I wouldn't call it spin selling. Let's say backwards closing or something like that.
Steve Larsen: Right. That's interesting. Do you mind giving a few examples of like the kind of questions you would ask? I guess you and I meet on the street and I show a little bit of interest in what you're doing. What would you ask me?
John Ferguson: So here's the thing, I would first off ... If we're gonna meet on the street, like we're at Barnes and Noble or we're in some book store or some function, and I believe you have some type of an interest in my business. Right? So for instance, one of the easier ones out there right now is like health and fitness or real estate, it's a pretty hot topic. So what I wanna do is, I wanna just kinda ask you a broad question. Right?
Steve Larsen: Okay.
John Ferguson: So for what I would do is this, I really just kinda get in it, "So what do you currently do for a living?" Right? And someone's gonna say, "Well I'm a tractor driver." And I go, "Wow. How long have you been doing that for?" And they're gonna say, "Well, I've been doing that for 16 years." And I go, "Oh, man. You must love it."
Steve Larsen: Okay.
John Ferguson: And that answer right there is an answer and a question all at the same. Once, I'm slapping them upside the head-
Steve Larsen: Yeah.
John Ferguson: Going, "Wow, I love it."
Steve Larsen: Interesting.
John Ferguson: And then they're gonna say, "Not really." or they go, "You know what? It's not bad going through other people's junk. I just don't see retirement in it." Right? So you're gonna find out an answer ... What I'm doing there, is I'm trying to poke them a little bit without being rude and I don't wanna create a situation where I'm hurting anybody. But I wanna find out, "Okay. Where are you at? Like are you ready to move out of this thing or you're in dysfunction for what?" And if they say, "Look yeah, I hate it. I wanna get out. I've been stuck in it for a number of years." And then I'd say, "Well, fantastic." Right? "So what would you be doing?" or "What ... If you had a better opportunity, what would your life look like?" So what I'm trying to do is I'm giving some broad questions to find out where this individual may fit and I'm building rapport, but I'm gonna stay on an agenda. My agenda is to get them to a more pointed question on how I can get this person into my business now. So I'm ask, "So would you keep your ..." The classic, "Do you keep your options open for making more money?" I don't like that question.
Steve Larsen: Yeah, I don't either.
John Ferguson: I don't usually use that question because it's too weird. Like for me, it just makes me feel weird.
Steve Larsen: Yeah.
John Ferguson: So ... You know shower time. No. So what I gotta do now is I just say, "Hey look ..." I tell him what I'm doing. I say, "Look, I've been a real estate investor for 17 years. I'm looking for some individuals that might qualify to work with me in that arena. Have you ever thought about real estate investing as an option to make more money?" So I'm gonna get a little more direct, a little more pointed on my questioning and I'm gonna ask him right, and if they're in a real estate function or if they're in a network marketing function or I'm going ... So I'm never just going blind a lot of the times into ... just question people off the street. I believe that if you ... there's enough people out there that we can target the proper marketing to attract people on the front end, that by process allows me to help them through all the way to the backend in becoming a buyer.
Steve Larsen: Interesting.
John Ferguson: So pointed questions. If I was giving all pointed questions, I'd just ask him for instance, if that person said, "Yeah. I'm looking for something better." I say like, "How would you like to better your experience in life?" Right? And they're gonna [inaudible 00:11:16] what they wanna accomplish. Now I'm not gonna get into becoming their buddy. Okay. Those questions aren't gonna be for me to go okay, they say, "Well better life ..." They say, "Well, I'd love to travel more." And if I get into a discourse of, "Oh, I've been here. I've been there. Oh, my life because of what I've been doing in my business has allowed me to do this." I get into my like 30 minute pitch on how great my life is because of my business, I've just lost those guys.
Steve Larsen: Right.
John Ferguson: They don't care. Like they really don't care. What they care about is, is that you care that they care about what they want. I know that sounds a little weird, but that's what it is and if I'm able to say, "Oh, that's fantastic. I love travel too. I've had the blessing of being able to travel with what I do." And then follow it up ... That statement always opens up another question, "Where would you travel if you had the time and money? Like if money wasn't an option, time wasn't an option. If you weren't dumping trash, where would you go?" Right? And be genuine, like literally we've gotta be more interested. It's about questioning rather than dictating and I think that's where a lot of MLM upline don't understand. They came in the same way and they're like, "Hey, give me your story, give me your two minute blast." Just chase until the buyer dies, literally you're gonna kill them.
Steve Larsen: Yeah.
John Ferguson: Right?
Steve Larsen: Yeah.
John Ferguson: And so I think ... Today's day and age, if you're able to ask proper questions, you're able to minimize that shortfall and you're gonna be able to lead this person down and you're gonna be able to help that person. And in the meantime, you will build rapport faster if you stay on target with these types of questions, rather than trying to dictate, "Hey, your life is so much better." Find out about them, ask them the questions. It's gonna build so much intrigue in this person that you're asking these questions, you're giving these little mini statements, what I call little micro commitments or a mini statement of where your life is, or what you're loving about your current company and your current situation is you're growing than it will ever do ... You're just dumping a whole bunch of information on [inaudible 00:13:15]. I know a lot of people talk about that, but [crosstalk 00:13:17]-
Steve Larsen: You're saying [crosstalk 00:13:18]. So you're saying that it actually works to pay off and actually like care about people?
John Ferguson: Right, right.
Steve Larsen: Just real quick. I wanna just run through this real fast. So you're saying ... First of all, I love that you defined the difference kind of between a pointed question versus a leading question. You're not asking leading questions, your asking pointing questions. Right? Where it-
John Ferguson: Correct.
Steve Larsen: Where you're going out and you're saying ... you're saying, "Hey ..." I'm writing notes like crazy, just so you know. You start by saying, "Hey, what do you do?" And big broad question, trying to figure out where they fit like, "Whoa. You must love it." And like that is huge. Before you go on that, you're talking about yourself. You're like, "You must love it." And you say ... From there, there's gonna be a split, "Yes, I do." or, "No, I don't." And then from there, you kinda know where to take the conversation. Right? They're the ones basically ... You're just kind of guiding it.
John Ferguson: Correct.
Steve Larsen: The whole way. That's amazing. Okay.
John Ferguson: [crosstalk 00:14:12]. Yep. You're guiding the process and what you're doing is, you're leading them down this path to essentially want to buy from you. They want to enroll with you. Well they wanna continue to engage.
Steve Larsen: So where do you-
John Ferguson: The whole [crosstalk 00:14:24] psychology, right?
Steve Larsen: Sure.
John Ferguson: I mean everyone wants to be heard. Right? And so if someone's gonna listen, they're gonna keep telling you, but you have to guide that not down a road, "Hey, let's become best friends. We're gonna talk about what we ate last night and oh, I love pasta too." "No, I like fried ferret." Whatever it is, don't go there.
Steve Larsen: Right.
John Ferguson: Like try to keep a pointed ... And so, it's less about us now and it's more about what their needs and desires are and if they feel that they're getting their needs met and their desires met by talking to you, that's gonna draw them in to wanting to move forward, even if it's a simple invitation. "Hey, you know what? Sounds like you'd do really well with what we're doing. I'm pretty sure that you'll love it. Let me give you my business card. Let me get your information and I'll send you an email on XYZ. I want you to watch this five minute video. I want you to watch this 10 minute video and real quick it's gonna ask you a few more questions, it's to introduce you to my business and some of my partners. I think you're really gonna love it just based on our conversation." It kind of opens that door for you to do that initial interview, that initial quick introduction to your business, even if you're out live at an event. You're able to hand your card off, you're able to show them your website and it's less abrasive and they're gonna have more intrigue to go, "Wow. That was a really cool conversation. I don't usually have those conversations, so I'm gonna watch this website 'cause what those guys have might be something I've actually been looking for for a long time."
Steve Larsen: So from there-
John Ferguson: Whether they're looking or not, they're gonna wanna go look.
Steve Larsen: Okay. No, awesome. So from there, they're going ... I'm just ... I'm trying to outline it. So you go in broad, then you go in pointed questions and then you kinda go through ... you called it kinda the needs, desire sections. Right? Where ... And how long do you usually stay in that? I'm sure it's per conversation, but I mean how do you know when you're able to go out and finally drop the line of, "Hey. Let me get you my business card. Let me email you. Let me send you this five minute video." When do you know you've gotten to that spot that you can actually say that kinda stuff?
John Ferguson: So typically what happens is, is once I've asked enough of these questions, even before I get very direct, I might ask a direct question of an individual. I might say something like, "At the end of the day, you've influenced your family and you've won more freedom by working with us. Why did you do it?" And then they're gonna tell me and/or ... What's gonna happen even is, is we've been asking them questions so long that they're gonna get like I said, intrigued about us. They're gonna ask us what. They're gonna say, "So I mean it sounds like you've got something awesome going on. What is it you do?"
Steve Larsen: Yeah. What are you doing?
John Ferguson: Like who are you? Right?
Steve Larsen: Yeah.
John Ferguson: That's gonna open the door for you now to share that invitation. Right? You've understood their needs. Now this would ... We're talking face to face right now. Now if I was gonna be over the phone right, some of my advertising was through ... Like don't tell anybody, but I've done some of this ninja stuff on Craigslist. I've just posted a little ad that says, "Hey look, are you interested in XYZ? If you are, call me or if you are, respond." And this stuff works there too and obviously building funnels and posting those paid advertising through like Facebook and Instagram. All that works really, really well, but when it comes down to it, let's say you've got people in Nebraska and you live in California. What are you gonna do? Like how are you gonna meet that person face to face? They've just introduced themselves to you. They're gonna go through your phone, they're gonna [inaudible 00:17:40] your thing, but I like high ticket sales, and so I wanna help this person get the maximum of what's gonna help them.
And so the lowest product price point that we typically sell is about $2,000.00 and we do a little bit over the phone, and so if I'm ... I can run this line of questioning over the phone, I'll have a notepad right next to me writing the answers down as I go. So I can go okay, wow that's a need. Okay, wow that's a desire. Right? And so now as I'm asking questions, I can define out what my next questions are. When you get ... We're really good at these types of questionings. These types of questions, it will just come natural to you and it's just following a progressive line, broad based, pointed, direct, broad based, pointed, direct. And sometimes you'll ask a direct question and they won't wanna answer it. They may feel a little standoffish if you haven't done a good job of building that initial rapport, bringing them down the ladder. Right? No one wants to go from the 15th step on the ladder and jump down to step number one, like it hurts. Okay. It's kinda like dropping 150 feet with your buddy, filming it on Facebook and screaming until you fall, like I saw that video of you. That's nuts, right?
Steve Larsen: Yeah.
John Ferguson: But no one wants to feel that way without the bungee cord. Okay.
Steve Larsen: Right.
John Ferguson: So we have to take them down that ladder and sometimes you may have to come back up and ask a little more pointed questions to get to where you want, and then come back down to the direct question to the root of the issue of what their true desire is. So now, they're literally asking you Steven, this may sound a little bit more complicated than it really is. It's literally one or two broad based questions, one or two pointed questions and one very direct question. You'll have five questions and you have literally opened the door and they're literally asking, "So what is it you do? How long have you been doing it? Is there any information that I can have that I can talk to you about?" And if I'm doing this over the telephone, it's about an eight minute conversation. Right? I like to keep it about five to twelve minutes. Anyone out there who I typically find ... especially individuals putting this in their practice, as when we're teaching telemarketing teams or when I'm teaching a network marketing business ... Like I was just in New Jersey teaching 200 network marketers in the room in like a six hour session how to do this and the challenge was is asking less, but doing it in the right way-
Steve Larsen: Interesting.
John Ferguson: Because I think we have this desire to talk and what I found was a lot of people spent more time talking and trying to talk someone into liking your thing because you like it. No one cares why you like it, they just don't. What they care is why they might like it or why ... what will help them. Spend less time dictating and more time recording right, taking down the right information and ultimately they're gonna ask. They're literally [inaudible 00:20:36], "What's my next step? How do I move forward with you?" I've never had ... I've had people say that they've never had conversations like this ever in the network marketing world. Right? I'm sure a lot of your listeners right now are going yeah, I mean that ... People would just beat me up and just ask me, "Hey, come to my thing. Come to my thing. Oh, you're gonna love it. You're gonna get this. You're gonna get that out of it.", and it was just noise.
Steve Larsen: Right.
John Ferguson: Well just turn off the noise, ask them more questions and let them speak for a minute and guide them down this path to where they're literally begging to buy from you.
Steve Larsen: What's the golden that someone can ask you? Obviously besides, "Hey, where do I put my credit card?" But like what's the question that when you know that you have them, you know what I mean? When you know that this person's progressing and maybe that's probably the wrong way to say that, but when you know that they're following the process to the T and they're eating out of your hand, you know what I mean? When do you know?
John Ferguson: It's a number of things. It's a number of questions.
Steve Larsen: Sure.
John Ferguson: Typically, in our industry because it's sales, some of your listeners may have heard the title buyer's questions.
Steve Larsen: Sure.
John Ferguson: Really it's ... I like to call them intrigue questions, but really what it is, is they're asking you, "Okay. What's the next step?" That's it, like because it doesn't feel abrasive like a sales pitch or a sales opportunity, it's more of like an invitation. They're typically asking, "So how do I move forward with you? Like what's my next step with you? Do you have a meeting that I can attend? Do you have something that I can acquire now?"
Steve Larsen: Right.
John Ferguson: And so they're literally asking you at that point for the sale. Does that make sense?
Steve Larsen: Yeah, yeah. They're asking buyer questions, yes. That's how I think ... Absolutely. Okay. Intrigue questions.
John Ferguson: Yeah.
Steve Larsen: And so what would be your follow up at that point? Obviously you said, "Hey, go to the five minute video." or "I'm gonna email you." What's the preferred thing that you do with them after that?
John Ferguson: So depending on what I'm doing or depending on the organization that I'm working with, some of them have like an initial introductory video or an initial introductory meeting where they're gonna have to come sit down with you and meet with some of the other team members that you have, or they're gonna come out or they're just gonna stay at home. They're gonna watch a webinar and they're gonna go through this introduction to the company. So typically, I'm delivering them to some type of information that continues to build intrigue, but also delivers some information and it's what we call kind of a either a business orientation, a business briefing and that is literally our first few steps in this entire process. Okay, because at this point now, it's a presentation. Now we're gonna be delivering some of the information to continue that intrigue, but to deliver on what we promised, and then at that point, we're gonna take them to our closing process and it's literally a three step process. It's introduction, invite, presentation and then close. I mean that's as simple as it gets.
Steve Larsen: Wow. Wow. Now this is something that sounds like you're doing this like face to face and over the phone but not just for-
John Ferguson: Right.
Steve Larsen: Not just for ... It's fascinating because most ... especially phone scripts, right? Most phone scripts that I've ever used especially in the internet marketing space, kind of the other market that I'm in, right. I ... Typically, these kinds of phone conversations is something that we would do for more warm audiences and people who knew who we were and knew what were doing, and we were just there to kinda close them and guide them in the sale. But you're able to do this kinda thing to ... I don't wanna say cold, but people who you've honestly may have never met before.
John Ferguson: Yep. That's exactly what I do.
Steve Larsen: That's amazing.
John Ferguson: I don't like the whole ... I got my mom and dad and my cousins and sisters in my first couple of network marketing business.
Steve Larsen: Sure. Who didn't?
John Ferguson: And it [inaudible 00:24:21]. So I think all of the listeners have done that.
Steve Larsen: Yeah, yeah. Sure.
John Ferguson: They've tried that. So there's only so many family members you got right, that can buy from you and join your thing. So you have to go out there and build new relationships and the only way to do that is to either go out there and literally cold market, which can be a little more [inaudible 00:24:42], warm them up first. Right? Why not send them to an initial video? Why not get them to opt in to an advertising piece? Why not have them call you first? Get them knocking your door down first and then take them through these little bit of questions, take them through an introductory video or a webinar and then invite them to participate with you.
Steve Larsen: That's fascinating. This ... I mean is an incredible expertise. I appreciate you just kind of outlining that. I'm sure top level ... For those of you guys who don't know, I've been talking to you guys a lot about the program, Secret MLM Hacks that I've created and my team's in and we're selling also to any of those ... of you guys who want, we ... John is so good at this, that I pretty much begged him to come and teach a huge segment of this insider course as well. So those of you guys who are like, "Oh, man this stuff's so cool. How do I get more of that?" Well you a lot more of John Ferguson inside of Secret MLM Hacks as well and this expertise is incredible, John. How did you develop this? I mean this is not like a normal ... You know what I mean? I don't know many people who are doing what you're doing like this. In fact, you're probably one of the first ever in this kind of way. How did you get there?
John Ferguson: It was out of bare necessity. So let me give you some back story. My ... Just real quick some of my back story.
Steve Larsen: Sure. Yeah, please.
John Ferguson: I grew up in a home in Southern California. My father was laid off seven times before I was 17.
Steve Larsen: Wow.
John Ferguson: For most of my life growing up, I lived with my grandparents and my mom, my dad, my two brothers and I, my grandma, my grandpa and my great-grandmother lived in like a 1,500 square foot home in Whittier, California. It had three bedrooms, one and a half bath, and there's a need for four bedrooms there and so I learned a lot. One, I learned family, the importance of family and how hard it takes to work to keep a family together, especially when you're struggling financially, and I also saw that working a job wasn't for me, like I saw the struggle. My father worked three jobs at one time. They would go around cleaning churches when I grow up, and I was a little squirt running around at five, six, seven years old, taking the chalk erasers, smacking the board with them as my dad was finishing up wiping them down in the church and he'd have to go clean them up again. Let me ... Later down the line, I realized why he was a little upset with me but couldn't really freak out 'cause we're in a church. But I saw that level and so I decided to go to college and like most people, they're like okay, go to school, get good grades, go to college, get a good career.
So I took that path and I played basketball in college and I went up and dunked on somebody in a preseason game and I ruptured two discs in my back-
Steve Larsen: Wow.
John Ferguson: Blew out my knee and my ankle-
Steve Larsen: Oh, my gosh.
John Ferguson: And there was no way I was gonna be able to get in NBA and I'm sure some of your listeners were going, "NBA, yeah." I mean I was not gonna be able to play in the National Basketball Association because I had blown out my body. To this day I can't feel my left leg, like part of my left leg is like numb. My foot is a little bit numb because of that injury.
Steve Larsen: Wow.
John Ferguson: And so going to college, I mean why go to ... I thought at the time and no disrespect to anyone that has a diploma. That's awesome. You guys did it, you won it. Fantastic. There are careers that definitely need the execution, but for me at the time, I was like well if I'm not gonna get in the NBA. Right? That's the whole reason you're going to college, is to get in NBA ...
Steve Larsen: Right.
John Ferguson: I quit. I was like I'm out and so I got into the career world. I started working at a company called Hollywood Video. You know that dinosaur video place you used to go rent videos from?
Steve Larsen: Yeah, yeah.
John Ferguson: I wore the red cummerbund, I had the red bow tie. I was waving at people and within a short period time, it was about four and half, five years, I had risen from the ranks from just customer service representative up to a district manager, and I had 14 stores. I was running multimillion dollars for this company and I remember coming home from one vacation, we got five weeks paid vacation. I came home from one vacation and my beeper, like for those of you guys who don't know what that is, it's kinda like a little box that buzzes and beeps on your hip. Okay? So half the size of cell phones today and like three times its width, but I was coming down the mountain, I was up fishing and camping with my family and it goes off, like beep, beep, beep, beep, beep, beep. And I'm looking down at it and I'm going what is going on with this thing?
It was like 911. 91111. 91111 and I'm going what is ... Like something ... Someone had to have died in one of my stores. I'm freaking out. I call my manager, the VP over there area and he's like, "Where are you? You need to come in right now." And I'm like, "I just got off of vacation." And if you don't know the type of organization I was working with, it was like to go on vacation, you had to like ... I filled out the form and then the form had to be filled out by my boss and then the boss had to send up to his boss and then corporate had to sign it. They had to send it back to you and you got like five pages of documentation showing you're gone. Right?
Steve Larsen: Wow.
John Ferguson: So I get back ... Literally I got written up for being gone because one of my store managers got sick, the assistant manager couldn't come in to cover their shift in one of my stores. It's like an hour away from even where I live and my manager had to go in and cover the store for like 20 minutes. What I found was-
Steve Larsen: Wow.
John Ferguson: It's that I was climbing the wrong ladder on the wrong building and ... I mean at the time, I was the number one in revenue, I was the number one district manager in the company for holiday contests and sales. My teams were like at the top of my level and I had a lot of loyalty and at that one moment, I lost my 2.5% raise. Now think about that.
Steve Larsen: Two and a half percent.
John Ferguson: [crosstalk 00:30:28] I was freaking out about not earning another 1,600 bucks, 1,700 bucks a year.
Steve Larsen: Wow.
John Ferguson: Because I was only making about 80 grand a year and 2.5%, 2% of that is 16, 1,700 bucks.
Steve Larsen: Wow.
John Ferguson: And like to someone like that ... Like I look back on that like how did I survive? Right?
Steve Larsen: Right.
John Ferguson: But that's how it is. Like that was a good salary then and for me, I had to find another way. And so getting into this situation, I got into my very first real estate property, started becoming ... I became a real estate investor and I ... For two years, I spent a ton of money, like over 200 grand in trends and boot camps and seminars and coaches and I'd finally be able to ... I was able to quit my job and I got involved in a network marketing organization and I've never been involved with one before in my life and they said, "Okay. Go get everybody." So I go ... I get everybody I can get like ... I got like 30 people in this one meeting. I had 25, 30 people. The guy in the front of the room is rocking. Like he's up there, he's like telling a story and I'm watching all my guests and I'm in the very back ... The room is filled with like maybe 200 people and I'm like, "Oh, my gosh. I'm gonna make like a hundred grand tonight." Like it's-
Steve Larsen: Look at all this. Yeah, yeah.
John Ferguson: [inaudible 00:31:48]. Right?
Steve Larsen: Yeah.
John Ferguson: And I'm like, "[inaudible 00:31:50]. This is so great" and I'm looking around at everybody around me. I go up to my mentor, I tap him on the shoulder. I'm like, "Dude, check it out. I'm gonna get certified in one meeting. I'm gonna me a hundred grand, you're gonna make like 50 grand. This is sweet!" Like I'm so excited and I'm telling everybody and all the people that I looked up to in my [inaudible 00:32:10] network marketing business and have been involved with me a couple months and I'm like, "I've been working my guts out trying to get people in this room and this is gonna be so awesome.
Steve Larsen: Yeah.
John Ferguson: And at the very end of the night, most network marketing companies do this is, is, "Okay. Are you a one? Are you a two or a three? Are you an A, a B or a C?" Right? And all my people are like two or a like one, meaning that they're in! They wanna join and they got some questions, but they wanna join! I'm like oh, my gosh. How am I gonna handle all this business all at once? And so I grab like two laptops and I go run into the front of the room, I grab all my guests, "So you guys follow me." Right? Like the pied piper, you guys are all just getting. "Let's go!" And so I get to the back of the room and my brain is exploding, my heart's pumping out of my chest. I'm sweating profusely because I'm like, "Oh, my gosh. This is gonna be so cool." How do I not ... Like how do I hide my excitement? Right? [crosstalk 00:33:02]-
Steve Larsen: Yeah, to keep it cool.
John Ferguson: [inaudible 00:33:03]. It's like this rush, right? It's like drinking five Red Bulls at once.
Steve Larsen: Yeah.
John Ferguson: And so [inaudible 00:33:09], I'm going, "Okay everybody. For those of you who are the number ones, raise your hands again. Okay. Fantastic. I've got two laptops over here. I've got them open and ready to go. Just get your credit cards out. I [inaudible 00:33:20] to sign up [inaudible 00:33:21] here. [inaudible 00:33:23] got questions [inaudible 00:33:24]. Let's go!" Yeah. That's about how it was man. Silence. Nobody moved, like not one bit.
Steve Larsen: Wow.
John Ferguson: And you know I had the, "Oh, man. That's great stuff, John. I'm just not ready to move forward." "Oh, I didn't bring my checkbook." I got all the excuses and like when you go from such a high, like you're gonna win, right? Then you literally drop and then you melt and you're like about to be in tears, your face turns red and you're like, "Oh, my gosh. How did misjudge all this?"
Steve Larsen: Right. Right.
John Ferguson: That was the moment I knew that I screwed up and I needed to do it better and I had learned right then and there, that I didn't know enough about the people that I had invited to this meeting. That I was told what I considered a lie, was that just invite people, throw a diaper against the wall, some of them will stick, others are gonna slide down, and I realized it doesn't matter what you're throwing against the wall. It's just gonna leave a mess and so I knew right then and there, I needed a better system. I needed a better way to engage the right people and not just people. I knew that I never wanted to chase other people. I never wanted to feel that way again, where I had this pit in my stomach, not because of the success that I was gonna have, but because what did I just do and how did I look, and I just told everybody this was gonna be fantastic and I was exhausted-
Steve Larsen: Yeah.
John Ferguson: Because I worked so hard, not one person purchased man, not one and that was the day. And I went in I started ... we're finding the systems and we're finding how I ask people questions and I read every sales book I possibly could and I wasn't finding the information in there. And it was difficult and I started with Rich Dad organization, I started working with some of these telemarketing teams and learning what they did on the phone and how they sold coaching and mentoring and packages and I literally just went into the trenches for a couple of years. And I took what I learned from speaking and training and teaching in the network marketing industry in front of these big rooms and what was going on behind the scenes with a lot of these organizations selling trainings and services and products on how they were enrolling people at these higher levels. And it just ... It just ... They had a baby dude. They had a baby. I'm gonna take this and I'm gonna take that, it was like a mad scientist, Frankenstein, let's just put it all together and over the years, it came out fantastic and to like ride it off of the wings.
And I don't really like to like talk about myself a lot, but in this instance I need to and I don't like the phrase ... I hate this phrase and maybe you do too, I don't say this to impress you, but to impress upon you. I hate that phrase, like just tell us the truth, you're trying to impress us. Right? And so I hate that phrase-
Steve Larsen: Brag about yourself John. Let us know, let us hear it.
John Ferguson: Yeah, man. So it's time to impress you. So I'm telling this so you are impressed by some dude who grew up in Southern California in a box with his entire family, looking like Charlie from the Chocolate Factory, who was able to make it out of that world just by sheer bull dogged determination. I wasn't smart, I just gathered all the stuff, mixed it up in the blender and poof. I joined a network marketing company a few years back and I said, "Look, I have test this method and I'm only gonna be using my method. I'm not gonna be using anything else. I'm gonna con ... I'm gonna throw out some bait. I'm gonna throw out some advertising and get people calling me, and I'm gonna see if these people that I do not know, I can put in some information with ... through a webinar, through testimonials, through Craigslist ads, and let's see if I can build a rapport well enough just with this system, but it works." I started that in the network marketing company, I think it was about November, when I actually started selling and advertising, and by the end of the year, I had taken their sales contest. I was number one that year. I was inducted into their ... Like a lot of you guys know like the Diamond Club or the President's Advisory Council of [crosstalk 00:37:33]-
Steve Larsen: Right.
John Ferguson: Literally inducted into that crew and people were upset.
Steve Larsen: Right.
John Ferguson: Because there were people who worked all year long in the network marketing business and they hadn't closed enough sales to make it. Like I remember I had beaten one of the ladies who did a phenomenal job. She's a wonderful person, very good dear friend of mine now, who I've had the opportunity to train and teach her teams this as well. They had done great but I only won by like six grand. Like my revenue was ... It was that close. But with only having a couple of months to finish off this ... the contest by the end of the year to go to their national convention and at that point, I knew I had something different that you could use on the phone, you use in person. That an influencer can use to sell coaching, that you can sell products, you could sell water, you could help people [inaudible 00:38:23] literally a [inaudible 00:38:25] individuals [inaudible 00:38:26], 'cause we know that people don't like what they need. Right? We know that. Like if you just give them the needs like, "[inaudible 00:38:32], like I know I need to take vitamins but I'm not choking the horse pill down." Right?
So how do I give them the desire? How do I fulfill the desire and the need at the same time and then wrap it all up into a bow to where they're begging me to buy? And that's what this is man and that's what we've developed and it has shrunk the time it takes for me to work with people. I work about 20 hours a week now in what I do and the rest of the time I spend with my family man and I like to invest in real estate still. I like to buy properties, I really like helping people, I like traveling and speaking and running masterminds, and that's it dude. I mean that's kind of the evolution of this process. That's how I came up with it and I can't a 100% credit because I learned a lot in these different organizations from different people, that had little pieces. Right? I think that's we do as entrepreneurs-
Steve Larsen: Right.
John Ferguson: As influencers. We've been influenced ourselves to actually go out and influence and so for me to take credit, I'm not a self made millionaire. Okay. It's a team thing, whether it's a book that you've read from someone who has passed away, passed along that knowledge in that book or that audio course, or the mentors that you've continued to have and the friendships and the relationships. Like I've learned a ton from you Steven, like a lot of what you've taught has helped even this process succeed in greater-
Steve Larsen: Oh, cool.
John Ferguson: And the other businesses that we own. And so like I think that the more people understand how connected that we are, the whole lot easier that everything becomes and it's less about closing and it's more about connecting and getting people to desire what they need, than shoving it down their throat. So hopefully the answer's there. I went on a discourse man.
Steve Larsen: I love the discourse, but it's so true like that whole phrase, we all rise together. To me, for some reason that always seemed a little bit cheesy but the longer I've been doing this, the more I've realized the exact same. It's like look, I did not get anywhere on my own, like it's all ... We all do it together, we have to. If you try to do it on your own, you actually will drown. Anyway, I ... I'm so thankful for what you taught here and it just ... I think the listeners are gonna love it. Guys if you have, please reach out to John and say thank you. You can learn more from him as well. Where can people find you, John?
John Ferguson: The easiest thing right now to do is I like to connect with people. I like to see who you are, what you're doing in the industry and one of the greatest tools right now out there Facebook. I'm on Facebook, you gotta go by my real name John Albert Ferguson. I know, it's not just John Ferguson. I got the big Al from my dad. So John Albert Ferguson on Facebook and it's real simple. I've got my personal profile and I got my page, and my page ... You can hit me up in the messenger and if you need some help, I'd love to spend about like a 15 minute consultation with you for free. No charge, just to kinda see where you're at, what you're doing, maybe we can unlock a few things and help to implement it and if it's something we wanna work together, you'll be on that, fantastic, and we'll find a way and we do coaching. I do mastermind, such like that, but really I wanna provide value first, and what they're gonna see too Steven, is I love real estate investing. And so you'll see a lot about my real estate and things I do and as well as my coaching and training and speaking within the sales and network marketing arena.
So I think that's probably the easiest thing to do man, is just so they can get a picture of who I am, like my family and what I do. I think that one's the biggest thing, is in this industry I think a lot of people don't sell, they don't close. They can't because they feel they have accomplish some level of success before they can introduce their thing. Right? Well let's say I've got this bottle of water here that's gonna change people's lives. Right? Well maybe it's you're first week and your life hasn't changed yet. It doesn't matter. It doesn't matter. You can poster the water, you can your upline, you poster just the experience you've currently had in the last 24 hours of being involved in an amazing community of people and enough is enough. Don't have to be right now and I like the whole act as if thing, but why not just be you? Like be yourself.
Steve Larsen: Right.
John Ferguson: Like are you going to allow somebody into your house with dirty, muddy shoes? Probably not. You're gonna ask them to take it off. Are you gonna let just anybody join your thing? Probably not and you shouldn't. Like if you're like, "No. Yeah. I will. I haven't made a sale so I gotta close somebody. Like if anyone wants to come in and give me money, they're in." No. That could be way more headache.
Steve Larsen: Yeah. No way.
John Ferguson: That would be ... It's not worth the headache. You wanna retain the right people so they can build the right community with you and you'll have a whole lot more fun. Like the money doesn't matter. You'll make more money being happy and enrolling the right people than you will trying to get other people just to buy-
Steve Larsen: Amen. Amen. We need that on t-shirt and a mug. That was good. Yeah, anyway. I appreciate that. Sorry to cut you off there.
John Ferguson: [crosstalk 00:43:32].
Steve Larsen: You were on a roll man. I'm loving the dialogue. This is awesome.
John Ferguson: Yeah. No, we're good.
Steve Larsen: Hey ... Thank you so much. Hey guys, go check out John though. Go to ... Go to his Facebook page. He's doing ... What ... You said working 20 hours a week, which is awesome. Obviously walking the walk, talking the talk. You know what you're doing and for me it's been fun to look around and go find out like, "Oh man, who were the ones in MLM who are really killing it? Who are ..." and not ... Meaning they've actually figured out a system and you clearly just over and over and over pop up as like one of the most expert individuals in this space and this area and I'm just so thankful to have you on the show. Please go check out John though at Facebook, connect with him. You can do a 15 minute consultation with him. For those of you guys who are jumping in Secret MLM Hacks, you also got an awesome training module from him as well. John, thanks so much for being on the show today.
John Ferguson: Yeah. Fantastic. It was a pleasure. I really appreciate it and love what you're doing, Steven. You got some amazing things happening for your listeners and Secret MLM Hacks rocks. I mean if your listeners haven't joined that yet, you need to because that is what we're talking about today, is really engaging the proper people with the proper solutions that are geared towards their desires and their needs and you're laying it out there in plain speech that anybody can implement. So yeah, I'm just glad to have been a part ... a smart part of this and helping your audience succeed, man.
Steve Larsen: Oh, man. Thanks so much. Appreciate it and thanks everyone for listening.
Hey, thanks for listening. Please remember to rate and subscribe, whether you just want more leads or automated MLM funnels, or if you just wanna learn to get paid more for your product, head over to secretmlmhacks.com to join the next free training today.
How you guys doing, eh? I'm excited for this episode. I am very excited to share this with you actually. I was at an event this last week. I know some of you guys follow both shows I have and there's probably a third one at some point who knows but I was at this awesome event if you guys ever heard of Grant Cardone. Grant Cardone had an event called "The 10x Growth Con". It's amazing. It goes through and talks about you know basically well there's a lot of cool goal setting, how to sell better, things like that and it was interesting. It was a lot of fun. It was cool.
Well my friend and mentor and old boss, Russell Brunson, CEO of ClickFunnels, came and he spoke. He was teaching everybody how all this funnel stuff works in different industries. He's like, "And if you're an e-com, this is how it works over here." There's 90 or was it 8,500 people, 8500 people. We were in a stadium, literally. We're all sitting there and the lights are dark and I was listening to Russell and he was talking, he was teaching everyone how to use a lot of cool like funnel automation and the internet to sell in different industries.
One of the things that people fight a lot of times, they'll say, "Hey, Stephen this is cool but I just don't know if it works for me. I just don't think it'll work for my MLM. I just don't think it'll work for my product." You might be right. There might be some rule some whatever and you guys know I got a little bit passion in that last episode as I talked about what MLM that I'm or how I chose my MLM and things like that and frankly I still believe what I said that if you really truly cannot use anything internet related, why the heck are you in your MLM? If you can't take advantage of the cool stuff where everyone's actually buying, where the buying eyes are, where people expect to purchase stuff, where the easy sales happen, you better really, really love your product. Anyway, that's a different topic.
I was sitting there and Russell's going through and he's talking about, he was teaching everybody like, "Look if I was in e-com I'd do this. If I was in retail, I'd do this. If I was an affiliate, I'd do this." Then he said, "If I was a network marketing I would do this and in fact I didn't tell Stephen. Stephen, where are you?" 8500 people so I just yelled, super loud. I was like, "Woo," and I yelled really loud and it shocked everyone around me. He goes, "What Stephen's doing in network marketing is he makes people apply to join his downline. They got to go through and before he even tells people what MLM he's in they go through, they apply and they create a relationship with him and there's this cool things that he sends out to him and it's this process. Then at the very end then he goes through and talks about his MLM, then he goes through and talks about ... "
I was like, "Holy crap". He took screenshots of my funnel and he put it in front of everyone. I was like, "Oh, my gosh, dude! That's so nice of you." I thanked him like crazy, like crazy. Anyway, it was really, really cool that he did that. First of all, I was floored that he used what I'm doing as an example and I was like, "Man, this is really cool." I hope that people realize that what I'm doing here, what I'm teaching on this podcast, what I'm teaching in my product, what Secret MLM Hacks is, is extremely cutting edge. It's not like anything else that's out there.
I had someone write in and ask, "Well is it like this sort of thing this other thing?" No. There's nothing else that teaches anything that does what it does. There's nothing else and it's the reason I felt passionate enough to leave my job over it, which is ludicrous. I get it. It is. I understand that but it was justified enough in my head. Everyone acts out enough reason in their head to justify at least their own behaviors and I did that and it was because of this.
What I did is first I was like, "Man, that's so cool. I was like, "I hope everyone realizes what he just said and how much credibility comes with the stuff that I'm trying to teach everybody." Then I was looking through my webinar script. I was looking a moment and realized that I was watching the replays, I'm going to pull this, parts of this clip and I'm going to put it inside of my free web class. If you haven't had a chance to go through my free web class, would love to have you. Secretmlmhacks.com and what I'm doing is I'm going through and I'm using it as a piece of authority and credibility showing that what I'm teaching is actually legit. It's awesome. Straight from the mouth of the man right? Russell Brunson in ClickFunnels. You know what I mean?
I am not somebody to ... because I get really weird when it comes to authority plays. In fact I was just making fun of somebody's funnel, someone's product, which is all about how cool he is and I was like, "Come on." I spoke at this event once it was all about how you should gain certain amounts of credibility inside of market places and there's an element to that you guys but I make fun of it like crazy.
In fact, one of the biggest lessons I've ever heard and learned was actually also from Russell and we were talking about this very principle, should you showboat? Should you look like you are hugely wealthy and massively successful? Should you? Should you? It was interesting. We were talking about those things and I feel a little bit weird about it.
I don't necessarily ... there's times and places for it and I believe that this web class that I've been doing that is a time and place, there's a very strategic place for it, which would be great to show. This is an example like, "Hey, look. The guy's talking about me and this program that you're going through right now is that not credible enough to go purchase it, right? And actually see what this is all about. See what all the buzz has been about."
There's a very specific lesson that he taught me and this is all I wanted to tell you guys. This is probably going to be a shorter episode but I really believe this. I think Tai Lopez has got some great stuff I really do. I think it's funny that he's talking pictures in front of cars all the time. Since he owns them, okay, we're cool with that but I have heard of people going and renting expensive, exotic cars. This is a thing, go renting exotic looking cars and renting a very expensive looking suit and taking pictures in front of them as if it was theirs and they'll go use it as if that is what makes a sale happen, as if that is the reason why someone will come and follow you and buy from you. It drives me nuts. If that's who you really are, great! Expose that part of yourself. Be an open book. Whatever it is.
If that's not your normal thing, do not feel pressured to do that stuff. I don't. Most of the time I literally just wear a T-shirt, jeans and I am barefoot all the time. Why? Because that's me. I hate shoes. Even when I did work for someone else, I never wore my shoes around the office. I had people come up to me and they'd ask me, "Are you just trying to connect with the earth a little more?" That has nothing to do with wuwu or anything like that. It's little out of straight comfort and he's like, "Oh, really? They let you do that here?" I was like, "I don't know. I just never really asked. I just kind of took my shoes off all day." Whatever those differences are in your life, it's all about expanding and highlighting the differences in your life. But, there are times and place when it comes to using credibility, when showing like, "Look I do know what the heck I'm talking about." You should have that as well.
It doesn't mean you have to go around. I know some people, you're like I don't feel comfortable running around me like oh, man. Look how good I am. If it feels that way to you then it probably feels that way to other people as well. Okay? There's a level of confidence that you should have. The most confident person in the room always wins. That's one of my favorite quotes. You could be fighting for the wrong point. You could be actually totally dead wrong but as long as you're the most confident person in the room, you will always win. You must be confident. You must have confidence in what you do and what you sell, your MLM's product, the opportunity you're with. You must be confident with it.
If you cannot have complete absolute certainty in what it is you're selling, start looking at what you're doing. When it comes to those things there is this area where you should, you should show off a little, know how to talk about yourself appropriately. Look, I am doing X. Look, I am good at it. Look, I'm really good at Y and Z. Look, I'm really good at it. This person over here said that as well. Got some credibility from him. There's ways to do it without looking like you're a self-centered jerk. Can I say that? I don't know. But, that's how I feel though. And there's ways to do it though without looking like you are using your authority and credibility to solely sell. You can use it to help break people's beliefs about you and rebuild it and help them realize that yeah, I actually have done this stuff.
That's the same reason someone asks for a resume. This is another form of a resume a far more effective one in my opinion but this is like having a resume that's actually valid that people are actually going to care about when someone else says, "Yes, you are doing great." Yes, he's someone else who's higher in their level of influence, higher in their level of authority. There are certain times and places to use it. Just be careful that to your audience, don't look like you're being self-centered.
Here's the quote, this was taught to me also by my friend and mentor, Russell Brunson, and this is what he said, "If you want credibility, don't seek it." That's what he said to me. I said, "Oh, that's really good." He said, "Seriously, if you want credibility in your life, don't seek it. If you want fame don't seek it. If you want ... " the moment you begin to look like you are seeking authority, your market sees it and they will distance themselves from you because you are actively trying to increase the plane that you are on. You are actively trying to increase the level that you're on. You're trying to show look how good I am, instead of buoying up the other people around you.
I think it was Tony Robinson who said, "To get what you want in life, all you got to do is help everyone get the things they want in life." You got to help enough people to get what they want in life and you'll have what you want in life. It's all about helping other people, but there's a level, there's a spot when it comes to doing ... anyway, anyway I hope you guys get the point. Hope you guys get the idea of what I'm trying to say here. Is that there's a level, there's an area where it's helpful to do so to actually talk, you need to know how to talk about yourself. You got to know how to sell yourself. They're buying you after all but do it in a way where it doesn't look like you're completely egotistical and if you go, "Stephen what's wrong with that?" You know what? Maybe there's nothing wrong with that but there are people who are attracted to that and a huge amount of people who are not.
Anyway, my challenge to you guys. Yes, I'm going to challenge you on this podcast episode today is if you have no video of somebody else talking about how great you've been in their life, go get it. If you have no person of authority who is saying, "Oh, my gosh look. Steve Larson says I'm great." Or, in my case, Russell Brunson says, "This stuff works and this is great." You need that kind of stuff. There are very, very famous marketing launches where the entrepreneur has gone out and they've launched a product and they've got the sales funnel, they've got the sales script, they've got tons and tons of ... , they got lots of sales stuff. They do it right and they make tons of money and they'll close the cart down and people can't buy it for a long time and they'll go get results with the people who bought.
There was this ... I can't remember his name, I'm so sorry you guys. I remember the lesson, I remember the principle so I'm sorry I quote it who it was but what he did is he went and he took all of the social proof. He took all the testimonials. He took all of the result people were having with his actual product and he went and he relaunched his product with no sales video, no sales script. There was literally nothing on the page except an absolutely, gigantic webpage full of testimonials and it made as much money as the first time he launched it with no sales script, no sales video. That's the power of it, guys. Social proof is huge. Getting the bless off of people that are higher in authority and influence of you is huge. You should have that stuff. You should get it. You should know when to use it. You should know when to talk about yourself. You should know when not to. You should know when it might be sounding and feeling like you're just completely obsessed with yourself you're not actually there to solve legitimate problems inside the marketplace, right?
In fact, for those of you guys who have seen it. In fact the very funnel Russell was talking about, the way I do it is I go through and I get a whole bunch of videos of people talking about how I've helped solve actual legitimate problems for them next to the actual application. As you're filling out the application to join my downline, people are saying, "Look, Stephen helped me with this, this and this. This is what was going on in my life beforehand now, this is what's going on in my life afterwards." That's me doing exactly the very same thing. There are times to use it but not every single piece, 24/7 is me saying, "Look how great I am. Look how amazing I am." Know when to use it.
My challenge to you is that if you have been helping people, which I'm sure you have been, I hope you have been. If you feel like there's no one you can reach out to and say, "Hey, do you mind filming just a little video for me, just on your phone saying, "Hey, this is what my life before I met Stephen this is what it was like afterwards."" If there's no one that you can reach out to, I wager that you've not done enough for other people.
What I would do is go get a whole bunch of videos from the people in your downline or other people who are of influence who would only do something like that with you and give you that stamp of approval saying, "Ei, I certify this guy." Be truthful about it. Be ethical about it. But doing that does a lot. I'm very excited. I'm taking that video clip out. I can't believe he said that on Grant Cardone's stage in front of 8500 people, very, very nice of him and he walked through the funnel briefly. I'm going to take that and I'm going to put it inside the Secret MLM Hacks free web class so you guys can see the very concept I'm talking about in that web class. You guys can see his christening of what I'm talking about, okay?
Go ahead if you've not checked that out. I would love to have you guys. Go to secretmlmhacks.com, you guys can check that one out and then anyway go grab those little pieces of credibility for yourself.
Anyways, guys thanks so much and I'll talk to you later. Bye.
Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own downline five simple MLM recruiting tips for free? If so, go download your free MLM Masters Pack by subscribing to this podcast at secretmlmhackradio.com.
What's going on guys? Hey, been just flying a million miles a minute, which is always standard, so everything is normal for me anyway. It's been a while since I've taken any of your questions and tossed them on here. I've got a question here from Steve Peck. Thank you much, Steve. First of all, great name. Second of all, I love the question, so I thought I'd drop it in right here.
Steve Peck: Hey Steve. This is Steve Peck, and I have a question. How do you pick the MLM to get involved with? Thanks.
Steve Larsen: First off, thank you so much, Steve. Appreciate the question. Second of all, if you guys have a question you guys want to drop on here, I love answering questions like this. I think it's a lot of fun. Hey, great, great question. First off, I just want to just come out and tell everyone, look, if you like your MLM, awesome. Please don't get discouraged or think that I'm trying to influence you to do something else. Please also note, I'm not trying to say this kind of stuff to try and recruit people into my own or whatever it is. Anyway, it's fun, I just recruited a really big player yesterday, which was a lot of fun.
I want you to know what I look for and why I chose the MLM that I did. I'm still not going to tell you the one that I'm in. I tell people the MLM I'm in when they start applying to join my downline. You know what I mean? Anyway, so here's some things that I look at. First off, let's look at how other industries work. Now, what MLM should I join? First of all, let's ask the question, let's act like we're in a totally different industry. Let's say we're in a brick-and-mortar business, or a different kind of internet business, or whatever. The first thing that I would probably ask is, where is a hot market? Where is a hot market? Meaning, I'm not trying to come up with the idea of what to sell. I'm not trying to come up with an idea of, "Hey, let me go force all these people to try and buy my thing."
What I'm doing is I'm looking to see where the hot rabid buyers, the irrational buyers, the buyers that are fanatics, the ones that go nuts and like, "Hey, yes, I've got to ... " Do you know what I mean? It's the irrational. I'm trying to find those places in the market. Then, when I know that there is one, all I do is I ask them what they want and I give them what they ask for. Now, that's a very different approach than what a lot of people do inside of MLM, but it's what I did for my MLM. I started look around, and there's some criteria of things that I was looking for, and I'll walk through that criteria here real quick.
First off, what I do is, you've got to understand that most people go choose an MLM because of the product. Now, that's awesome. That's awesome, but first of all, I like to ask the question, "Who's going to be buying it? Are there a lot of them? Are they irrational about the thing that I'm selling?" If it's something that I have to walk around and convince a ton of people on, if it's something I have to walk around and there's a ton of education involved in the selling of the product, I tend to shy away from that kind of MLM. It doesn't matter really what the product is. What matters is that you are selling to rabid buyers.
I would take that above any number of massive email marketing list. I would take that over anything, you guys, a rabid group of buyers, a hot, hot, hot market. So, for that reason ... I mean, honestly, I don't really care what the product is a lot of time. I care that it sells. I care that it sells, and I care that people are rabid over it, I mean, irrational. Not just that they like it, not just that when you show the product they're like, "Oh, that's cool," meaning they have to have it, they are going crazy for it, and they cannot stand to be without it. Do you know what I mean? That kind of fanaticism.
What I do is I look around, and I look. I chose the MLM I chose for very specific reasons. I'm going to walk you through some of those reasons here, and I'll show you some of my criteria for choosing an MLM. Understand that it's just my own personal own, and yours might be a little bit different. That's fine. This is what I did though when I started looking for an MLM to join back in the day. I started looking around, and I was like, "Okay. First off, how would I treat this if I was not an MLM, if I was inside a big business that ... "
Why am I asking that? Because that's my history, that's my past, that's where I came from. I came from a spot of selling other people's products online, and there are patterns to the top sellers. There are patterns to the top buyers. There are patterns all throughout. So, why would I not try to choose an MLM that comes nearest to those patterns and choose that one? Does that make sense? That's what I did, and that's the MLM that I joined.
Here's some of the patterns that I looked for. Number one, the product has got to be somewhat high ticket. We're talking MLM here. This is very, very akin to affiliate marketing, meaning I go sell a product for somebody else and I get a little bit of a cut. Now, obviously you make more money if you own the entire product, but I love MLM because all of the fulfillment is done for me. There's a lot of things that are already done for me, that they take care of a lot of the business side of stuff. All I got to go do is to go sell the thing, and that's super easy.
That's why I love the MLM game so much. Obviously the possibility of additional sources of revenue, passive income, all that, obviously those are all huge benefits to being an MLM, building up a big team, building up a big network, helping others have success. Those are all big benefits of being in it. The industry that is very, very close ... I don't know if I want to say closest, but in my mind, it kind of is, is the affiliate marketing, the internet affiliate marketing industry meaning they sell other people's products and they get a little bit of a cut.
What I wanted to do is I wanted to choose something that was slightly more high ticket, meaning if I'm just selling a $20 thing, what do you get? In my MLM, the starting commission is 20%, which is awesome. That's the starting commission. It goes way higher from that. It's awesome. That's the reason I chose it is because the commissions were higher. If I'm getting paid peanuts, I have a huge issue with that. One of the other things that I chose as I chose an MLM where I was getting ... Let's say I sold a dollar worth of stuff, the full dollar is commissionable. I hate that game where they're like, "Well, only 60% of what you sell is commissionable volume." It's like, "Are you joking? I found you a customer. That's stupid."
I chose an MLM that was dollar for dollar commissionable volume, which is huge by the way. That's amazing. Not many MLMs do that. I chose an MLM that does that. I chose an MLM that's a supplement. Why? Because it's recurring. People buy it over and over and over. They stay on it month after month after month after month, meaning it's not just a one and done thing. I might sell something for 120 bucks or whatever price, but they stay on it for at least probably five to seven months. All I've got to do is continue to educate them to help them understand why they should stay on longer than that. That's why they expect follow-up sales. They expect to be buying it frequently. They expect, they expect.
I've given the analogy before, it's kind of like me going and buying milk and bread at the store. Those are no-duh buying experiences. You do not have to ... You don't see a salesman standing next to bread and eggs, you don't. Those are no-duh buying experiences. I wanted to choose an MLM that was a no-duh buying experience, like, "Oh, yeah. Obviously, I can see why I would spend money on this very easily." There's not a lot of sales copy that has to be written. There's not tons of sale ... Do you know what I mean? I chose an MLM that was like that. I chose a supplement for that very reason to go through and help people ... Again, please understand, put some thick skin on with this. If you're like, "Stephen, I love my MLM," that's great. Then stay in it. That's not what I'm saying.
What I'm saying is, this is the criteria that I went through to choose my MLM. After seeing what sells really hard on the internet, seeing what sells really, really easy on there, seeing what's selling, that's why I chose what I did. There was a lot of thought that went into it. This was not like a ... I don't know, "Let me just come up with something, let me just find some ... " I did do that one time. I was like, "Let me just find something." It was funny because I didn't have ... I loved the product, but I just didn't like selling it. Do you know what I mean? It's not just about the product. It isn't. It's not just about ... it's your ability to sell it. It is your ability to market it.
One of my favorite quotes ... If you guys have been on the Secret MLM Hacks web class, I go through this and we talk about this. One of my favorite quotes ever is, "There is no relationship between being good and getting paid. There's no relationship between being good and getting paid." You could have the absolute best product and make zero dollars. I'm sure you've experienced that. I have. We all have. You could have the absolute best product and make nothing. You could be the absolute best at your script and make nothing. You could be the absolute best at recruiting people and really make barely nothing. Why? Because there's no relationship between being good and getting paid.
As I started looking around at these different MLMs, I started looking around and seeing what was out there currently in the marketplace, it was very important for me to apply the second part of this quote, which was this, "There's no relationship between being good and getting paid. However, there is a huge relationship between being good at marketing and getting paid." So, I went around and I found an MLM. I dug, guys. I looked around. I did not choose an MLM for quite some time because I was looking actively at the MLM that would fit the model that I am in, that I love, that I know I can sell, that I know I can market.
There is a massive difference between sales and marketing, a huge one. When I learned the difference between selling and marketing, my wallet got a lot fatter. Again, we go over this a little bit on the web class as well. By the way, if you have not joined us on the web class, I would love to have you guys, by the way. It's at secretmlmhacks.com. There's my soft pitch. There we go. I did it, the dirty. There it is. What we do is we go through, we talk a little bit about the difference between sales and marketing. Sales, that's what I was doing when I was a door-to-door salesman. I would walk up and I would knock on someone's door, and I was face-to-face with them, and I was pitching them, and I was selling them on buying my thing. That's selling. Selling is what happens face-to-face.
Marketing is how you get them to your face. Does that make sense? Selling is what happens face-to-face, door-to-door salesman, used car salesman. Marketing is how you get them to your face. That's the area that a lot of MLM does not go through, it does not talk about. I know that that is an upper hand that I have, that my team has, because I teach them how to market not just sell. The script that gets handed off to a lot of downlines, most the time, that is a sales script. The only piece of marketing that is traditionally taught in MLM is, "Give me a list of your contacts." That's why this podcast exists is because I am trying to help show other marketing tactics and strategies in the MLM space how I actually do what I do.
Guys, we're about to cross 150 people asking to join my downline with no ad spend. They're applying and asking. That's ridiculous. Tell me another industry where that ... tell me another MLM, tell me another guy that does that. I don't know of one. Maybe there are, but I literally turn people away. It's an actual application process. Why? What I'm looking for is, "Does this person, A, know how to market? B, are they willing to learn how to market?" That's the major thing I'm looking through when I look at their application. If I feel like the answer is no to one of those two, I say no to them. I say, "Sorry, I don't do this in the traditional method."
I wanted to be able to say that kind of stuff. So, as far as criteria that I use to pick my MLM, to actually choose my MLM, number one, I was telling you the product needed to be somewhat high ticket. That means I only needed to sell a couple of them to make a really big dent in my wallet each month. It needed to be a recurring ... there's potential for recurring payments, potential for recurring ... Anyway, I think that makes sense. There's potential to be able to spend more, and more, and more, and more, and more, and more money. Not just the first sale, beyond the first sale. There's recurring revenue, recurring payments, continuity behind it. So, high ticket, some continuity.
For me, that was easy to do that in the supplement space. Some of the things I do are supplement, but we also sell other things besides supplements though. It's really the fascinating MLM. Then the third thing that I looked for is that I wanted to be able to sell and market how I wanted to. I hate when MLMs put restrictions on how you can sell stuff. It's the dumbest thing on the planet. Someone reached out to me again the other day, and they were like, "Well, my MLM won't let me sell how I want to." I was like, "Seriously? Seriously? You love being a part of that?" Again, I'm not making fun of it. If you guys are all about it, that's awesome. Super cool. Great. I will not stand for that though. So, I was like, "You might need to find a different MLM."
Sales tactics, especially marketing, sales tactics don't change that often. Marketing tactics change a lot though. Selling on the internet, that's what I do. If I can't find an MLM that will let me do my strength, why would I ever join them? So, I got really passionate about that one topic. I got really passionate about finding an MLM that let me do that. Here's the problem. This is why I get passionate about this. This is why I get so fiery about this topic. Think about this, in the past ... I don't know if you guys have ever tried to sell your product online or ever on a Facebook ad.
A lot of MLMs freak out over that. They go nuts, like, "What? No, you can't sell it online." They try to control a lot of stuff. It's like you have to be a certain personality type to sell how they want you to sell. I was like, "I don't really want to sell how my MLM's telling me to sell. You're telling me that I would get kicked out for running a Facebook ad in your favor? That's stupid." I was flat-out like, "That's dumb. That's dumb. I hate that."
I was talking to the CEO of this MLM before I ever joined, and I had the very unique experience of doing that before I joined. I said, "I'll you why so many people who sell on the internet will not join an MLM." He goes, "Really? Why?" I said, "Because what ends up happening is, if I go build something like a sales funnel that's supposed to sell supplements ... Let's say I'm going to go sell your supplements, sir. I go sell your supplement on the internet, and I build a sales funnel. I know that this sales funnel is the sales funnel that pulls in 17 grand a day for one of my buddies. I know that this sales funnel is the supplement funnel that turns in $100,000 a day for these companies. You're saying that I can't go build that thing. Why on earth would you not want that kind of sales volume? That's the kind of stuff I do. I love to be able to build that and duplicate it for my team. In a single click, I'll give them the entire sales funnel after I prove that thing out. Then I'll give it to all of them, and they'll have that kind of marketing arm now also rather than just go talk to people on the street or in malls and hotel lobbies."
I'm not making fun of that if you're like crazy good at it, but man, things evolve. I said, "Here's the reason why though, I can go build those kinds of thing. I've built those things before. I've built them for many other big people, but I can't take your product and go put it on the internet because I'll get in trouble." He goes, "Here's what's different about my MLM, man, I've got this thing." I won't tell you the name of it, because I don't want you guys to go look it up. He's like, "I got this thing, and it's in writing. I don't care how my MLMers sell." I was like, "Really? You're like the first one I've heard that says that." He's like, "Yeah, I don't care how they sell. As long as they don't drop a certain price point and they're not lying, who cares? Why would I control that?" I was like, "Oh."
I think I saw a halo appear above his head, and there was a light in the room, and things around him got all dark, and I was like, "This is the guy." He goes, "I don't care how you sell, just represent it well. Who cares? I don't care if you sell it on the internet. I don't care if you sell it face-to-face. However you want to sell it, you sell it. It's still a commission." I was like, "Oh my gosh, thank you. First of all, breath of fresh air. Second of all ... " Again, I'm not pitching anybody that ... I understand some of you guys will reach out and ask after this. This is the reason, this very specific reason. I was very, very careful on how I chose an MLM and what criteria I used to choose an MLM.
I said, "Okay, well here's the other issue, here's the other issue is ... " Steve, thanks for bringing up this question, man, because this brings up some big topics inside the MLM space, some big technical issues in the MLM space that no one's really solved and we're the first ones to do it. I've been really, really proud of it. What I've been doing is, I told him, I said, "Here's the other major reason why a lot of people who know how to sell on the internet will not sell in MLM. They won't join an MLM." He goes, "Okay, I'm listening." I said, "Here's the reason. If I go run a Facebook ad and I have my own webpage up, let's say you guys have a store like you've built something in WordPress."
If you have no idea what I'm talking about, that's fine. That's fine. Let's say that somehow though, you're selling your product online. What you would have to do traditionally is after the sale gets sold, after you collect the sale, you'd have to turn back around and go buy it again on your corporate website in that person's name with that person's shipping address with that person's information, which sucks. It's terrible. It means every sale, there is so much touch. There's a lot of high touch that's done. There's so much that you have to do for that individual. It's an awful game.
I have buddies that would go and they'd build these sales funnels, and they'd be selling their products online. Then they'd just go take this massive Excel sheet, and they'd either have to go sell it and make this really special agreement with their ... They go take this Excel sheet and they'd have to go make this special agreement with their MLM or whatever, or they'd have to turn around and manually by hand, they'd go in and put in all of those orders in those people's names with their shipping addresses and they'd have to go re-buy it. Well, by that time, you've already paid for credit card processing twice. It cuts down how much money they actually make. Therefore, it really puts a massive damper in why you'd ever, ever do any kind of product sales with an MLM online.
I was explaining this to him and he was like, "Huh. How do we fix that?" It was funny, because I was sitting there in the room with him, I was sitting there in the room with him and I had this idea come to my head. I was like, "If we did this one thing," and I'm not going to tell what it is though, I said, "If we can fix this one thing, this one area ... All it would take a little bit of tech stuff on your side at the beginning, but what it would do is it would allow me to sell my product through my own funnels and it would go to you guys. The money would go to you guys. It would just credit my account with the sale, with the commission." We drew this out, and it was this cool plan. I hit my head, and I started drawing and I got in the zone and it was really, really awesome.
What ended up happening was, he goes, "Okay. This is cool." I'm really pumped because ... This is me just celebrating a big achievement, guys, because they just came out with the beta of that solution. Now what it means is I can go sell like these other massive supplement funnels, these massive guys I'd go build for. They'd be bringing in millions of dollars. In the past, I couldn't do that kind of thing in an MLM, because I'd have to do this two-step thing. I even knew guys who would hire VAs to buy again the product in that person's name on the corporate website after they got the purchase in their own funnel. Does this make sense?
I was like, "This is so stupid, you guys. Why has the MLM Industry not caught up with the fact of what a funnel is, and why does everyone care how it gets sold?" I know some people are not going to like the fact I'm saying that. I totally understand. I know some people are going to be really, really against what I just said. If you know something sells well, why on earth would you hinder that process and you know how it sells well? Here's really the two big issues. When I was choosing my MLM, I wanted to know, first of all, what was already selling in the market. I didn't give a crap about what the product was for a while. I wanted to know what is already selling in the market not including MLM products. What are people ferocious over?
Now, let me find an MLM with a product that is nearest to that so I know it sells well. I need to know what is selling and how it's selling. Those are the only two questions that I care about. What is currently selling in the marketplace with rampant buyers, irrational purchasers? Then how is it selling? How are they getting those people in front of them? Is it really just through friends and family? How is everyone else buying it who is not an MLM? Are they doing it through retail? Are they buying offline? If you know what those are, why would you ever hinder that process? I don't know. That's part of the issue. That's what I went through and I talked with about these guys.
I was like, "Look, fix this one problem right here, and I have an army of funnel builders who are wanting to sell this thing." Guys, I'm excited. It's the reason I'm so passionate about it. I think we're the first MLM ever in history to do this. We're the first team. My team is the one doing it. I'm the one beta testing it. If this works, I don't care if my team doesn't know how to build funnels, I will build it for them and I give it to them. Now, they have this whole sales arm. Now, I focus heavily on the recruiting side, and now we're also just cranking, killing, just crushing on the product sales side.
How exciting is that? It means I'm not walking around selling the product. One more story, one more story real quick. I know this is a long episode, but just bear with me. One more story to illustrate the point. When I was doing door-to-door sales, I was driving down the street and I was looking around. I was in a little bit of a sales slump. I was a good salesman. I was one of the top guys almost every time. Telemarketing, I was one of the leaders on the floor. I had a team behind me that I was training. When I was doing door-to-doors sales, I was very good. I was the number two first year seller. The reason I wasn't number one is because the guy came out two months ahead of me. He had such a ridiculous lead, but I did really well in sales.
I was in the middle of a slump though. We're driving out to our areas and we're on the highway. I remember the clear blue-sky day. There was some clouds in the sky. Temperature was warm. It was going to get hot that day. Clear, clear sky, and it was a beautiful day, guys, beautiful day. Mountain all around us, and I was selling pest control. We're driving out to this area, and what I was doing is I was complaining in my head. I was complaining. There's no other way to say it. I was ticked. I was like, "This is stupid." I was like, "Are you kidding me." I was trying to control my emotions, but I wasn't. I was in a little bit of a slump, and I was carrying that emotion with me on the doors and I wasn't doing well.
I learned a lot of lessons from that personally. I grew a lot from that personally. As we were driving out, I'm looking up and I'm seeing these billboards on the side of the road. These billboards are on the side of the road, and I had this thought. I will never forget where we were on the road. I will never forget where I was sitting. I will never forget this moment, because it was one the sparks that changed my life and how I approach MLM. I was sitting and I was looking. I wasn't in MLM at the time, and I was looking at these billboards. I looked up at the billboards, and I thought, "Gosh, this is so stupid. I'm waking up every single day as a door-to-door salesman trying to convince people to buy something who were not thinking about buying something today, but people who are calling these billboards are getting laydown sales. People who are calling these billboards are asking to be sold."
So, what I did is I started putting these classified on the internet. Have you heard of like Craigslist, things like that? I just started putting our service, our product on Craigslist. I put it on Craigslist, and I started getting all these phone sales, all these laydown sales. I think I've told you guys this story before, but I hope it really hits home with what I'm telling you about how I chose my MLM. I started getting all these phone sales and all these laydown sales, and these were individuals who wanted to be sold, who wanted my product, who wanted more information. I wasn't bugging him and bothering him in the middle of the day. Are you getting a little bit of the ah-ha?
What ended up happening is I started realizing, I said, "Wait a second. For every product, most products out there, for pretty much every product, there are people who are already trying to purchase this thing. They just don't know about my product. I'm going to stop walking up to random people in hotel lobbies." I wasn't doing that anyway but, "I'm not going to do that. I'm not going to do ... " What I started doing is when ... Yes, the product matters, but what is more important is matching an MLM to whatever is currently exploding in the marketplace, meaning if you're trying to be in the Health Industry and you want to find a health MLM, you go find whatever supplement, or program, or whatever it is has the most rampant, ridiculous purchasers, then choose the MLM off that.
If you know how they're buying ... Now you know what they're buying, you've got to figure out how they're buying it now. Are they buying it on the internet? Are they buying it right off of TV ads? I don't know. Go figure that out. Then you match that way. So, I chose my MLM very, very strategically. I said no to a lot of MLMs. They all wanted my stuff. I understand why they wanted it, but I chose, first off ... I was like, "I'm going to do supplements so there's recurring billing. I'm going to do something more high ticket so that there's higher margins for me. I'm going to choose something so the starting commission is 20%. I'm going to choose something that will let me sell online the way that I know how to blow the gates open with funnels."
This is the first MLM, and I think I'm the first team, to really be able to do that and integrate directly into a corporate's software so that when we sell stuff ... We're still in the beta testing, but we're doing it. We know clearly where we're going with it. Now what's kind of cool is that when people join my team, what I do is I've got this members area that walks them through a lot of the training, how I would do stuff. Then it walks them through the actual funnel side. It's like, "Hey, if you don't know how to build them, that's okay. Click here. I have a pre-made one for you, and it sells this product in our MLM really well with these kind of ads, with this kind of average cart value typically. Usually, start with this kind of ... " Do you know what I mean?
What other MLM gives you that kind of upper hand? I don't know. That's the reason I get so ... I'm very, very proud of the MLM that I'm in. In order to protect the team, find the people who are most serious about it, I'm not just trying to get people who are like, "Oh, Stephen's got all these plans. Therefore, I'll make all this money faster." I'm not looking for get rich quick people. We are trying to get rich quick, make no mistake. Why would you ever try to get rich slowly? I was laughing like, "Is this a get rich quick scheme?" I was like, "Well, hopefully." It's not that I'm a capitalistic pig. Man, why would you do something where you make money slowly? "Don't worry, it's not a get rich quick scheme." It's like, "What? How slowly do you make cash?" That's a stupid saying.
What you're trying to say is, is it a scheme? Is it a plot? Is it a Ponzi Scheme? I get that. I understand what people are trying to say with that. So, I vet people out, and that's the reason that I do it. Steve Peck, I know that's a very long response to it, but that's how I chose my MLM is I did not first look at what my MLM's product was. First, I didn't even consider any MLM until I saw what was selling very, very hot in the health space, or wealth space, or relationship space. What is selling super hot, and now with an MLM that comes closest to selling that kind of thing, and do they care how I sell my stuff? That's it. That's how I did it.
I know that's kind of out of the box, but that's kind of what secret MLM Hacks is. Anyways, guys. Thanks so much. Hopefully that helped. I know it was kind of a long episode, but I hope that it helped you understand it doesn't matter how cool your product is if no one knows about it. It doesn't matter how cool your product is if there's no one currently buying something even similar in the marketplace. That is some scary crap to go into, because now you have to educate and sell, not just sell. They're already further down the belief path with my product. They already know. We're just selling a better version of it, and I know the best ways to sell it on the internet. That's why we're doing what we are.
Guys, thanks so much. Appreciate it. I know it's kind of a long episode, but hopefully you got some stuff from that. Again, I'm not trying to convince you to get out of your MLM or stay in it, whatever. It's your call, your choice to do what you do with this information. That's how I did what I did. That's why I'm doing what I am. It's your call. Do whatever you want to with it, and start asking. That's what I was trying to tell this person a few days ago. They're like, "My MLM won't let me sell stuff on the internet." I was like, "Oh my gosh. Get good at direct response. Get good at selling through mailboxes or something. Are you really going to go door-to-door? What's the preferred method?"
Now think of that method that they're trying to teach you at scale. Is that something you can do at scale? Once you know how the thing is selling, there's only three ways to grow a business, guys, only three ways. You can get more customers. You can get customers to pay you more money, or you can get customers to pay you money more frequently. That's it. So, what of those three can you do in your MLM? Yes, Steve, are you passionate about this topic? I'm very passionate about it, because I understand that people feel loyal about their company. Those are the only three ways. If you can't see one of those ways working at scale ... Okay, let's think through it.
Number one, get more customers. If they are so butt hurt on how you sell your thing, do you really think you're going to retire off it? Is it really going to help do your house payment? I mean, seriously. Start running some numbers. Figure out what that ... Are we all going to go to hotel lobbies? That's why I get passionate about it, guys. Obviously I am. You're like, "Well, maybe that's not the way I'm going to do it. Maybe I'm just going to get customers to pay me more frequently." Okay, cool. Let's start looking at the margins, start looking at the commission check that you get. Is your MLM giving you dollar per dollar commissionable volume? If not, that's some scary crap. Start running the numbers. I was in my MLM.
I recruited those 13 people in my first month. I got a $13 check. 13 bucks, guys. I was like, "Oh my gosh, that's a dollar a person. I don't totally understand what just happened here, but that sucks." So, more customers. Wait, but MLMs traditionally, a lot of them are really butt hurt on how you sell. So, more customers sell more frequently to them getting you to pay more money. Can you do upsales? Can you? Mine will let me. Can you toss your own thing in there? That's when you start looking at ... That's what I'm trying to help you understand. What's the marketing arm, the marketing mechanism? Because they help you with the sales scripts. They help you with that stuff, but not that many people help you get the marketing ironically, which is the area that actually makes you the money.
That was a long episode, but I'm passionate about it, guys. That's a very big deal how you choose your MLM. It's a very big deal. I don't actually really even know that much about what my comp plan says. I don't need to. I will. I know that's bad of me. I'll go study it. I'll get to know it really, really well, but frankly it's the marketing not the comp plan. It's the marketing not barely even the product. It's the marketing that will make you the cash and make your wallet fatter. If this was offensive of me saying this kind of stuff, I'm not sorry because it's truth. Please know that where I'm coming from, you've got to see there are better ways to do the game.
You've got to understand, let's look at the long haul, what really is going on. Yes, you may love the product. There is an MLM I love buying their product, but I will not be part of the MLM. I love the product. You have to start making those calls and start making those decisions as you understand, "Am I really learning how to market? Am I really learning how to ... " Anyway, it was a long episode, guys. I appreciate it. Thank you, Steve Peck, for asking the question. As soon as I saw the question, I was like, "Oh man. Steve just opened a can." So, that was a 30 minute episode. Hey guys, I hope you're having a good one. Appreciate you guys and appreciate the listens. Go get them. I'm very, very excited for this and love our community here.
Hey, thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to secretmlmhacksradio.com to submit your question and download your free MLM Masters Pack.
My name is Steve Larsen and welcome to Secret MLM Hacks Radio. What's up guys. Hey, I am very excited for this episode actually, very pumped about it. Let's pass a little bit here, been a little bit busy, as normal, and had a lot of late nights and a lot of just working my guts out. I mean, come on, that's really what it's been.
I'm very, very excited, though. Please understand as I say this, I'm not bragging or trying to beat my chest or say, "Look how good I am." I'm just excited. This is me helping everyone know and realize that this whole process works, all of it. All the stuff that we're doing, we're going through, it doesn't just work for me, it's working for other people as well, for recruiting for your MLMs.
I just barely passed 140 people asking to join my down line, asking me, people I don't know. That's incredible guys. The first time I ever did this game, I was running around like crazy. I recruited 13 people and they didn't do anything. It was hard for me to get them to do anything.
With this whole process, what's cool is I can go through and pretty much literally interview people. If they're not a good fit I say, "No." I see what their process is to promote the down line and promote our products and promote the things. You guys know, I don't ever tell you the name of the MLM I'm in. I'm trying to that on purpose so that everyone can let their guard down and not feel like this a pitch fest on this podcast. It's not the purpose of this podcast.
Anyway, so it's been a whole lot of fun though. As I've been looking through, though, the process that I've having people go through I'm changing it. This is what I've been seeing, and I'd thought I'd just kind of drop this out to you guys. You guys know that I build sales funnels on the internet. That's what I do. That's what I'm known for. I've done it for a lot of big people and done it for myself. This whole MLM game and the funnel thing, it works so well that I left my job eventually. It's been coming up on two months here for me being solo, which has been fun. There's certainly some nerve wracking aspects to that every once in a while, but it's been fun though.
I've been focusing like crazy on this whole application process. When somebody comes in and they apply to join my down line, they go through a little bit of an application process. There's an actual application. They fill it out, and what I've been doing in the past is at the end of the application process I say, "Okay, thanks. Give us a call here, we'll reach out." What I do then is I go, have them walk through some pages afterwards where they get to watch my presentations as if I was going to do a presentation in your home or you came to a home party or whatever it was. I took that and it's on the internet. It's literally like a webinar basically. I built pretty much a webinar that does that process for me.
What's been cool is that it works. It works quite well. What's been rough, though, is going from one funnel, application process, the application funnel, and then pushing them again to another funnel where they go through basically a webinar. What I've been figuring out, what I've been learning, is in the past we'll be doing things like sending an email. Emails, I hate email. Emails sucks. Email drives me crazy.
First of all, I hardly ever read my emails. Why do I expect my people to? You know what I mean? Facebook's the place where I go. Facebook's the place to be for me. I go in and I can communicate with my team through Facebook and our Facebook group, our closed groups, things like that. Emails are rough, so I try and after someone applies I'll be like, "Hey, go check out this presentation. If this seems like it's a good thing that you want, let's actually chat, or if you even know the questions you can just join right there."
If they've made it that far through the application process, like I know that typically they're the kind of individual that I want to work with, that they'd be interested in the kinds of things that we do because I give them the very process that they just walked through so now they have a thing to go blow their down line up with. Does that make sense?
That's part of the beauty of the thing that I've built is I have actual lead in tools, lead in processes, actual training and actual members area for my team. When they come in they go through that training and now they have a plan. That's part of the sexiness of what I've done.
What I've been learning, what I've been realizing, is that in the past I've been having people go through the application process and then I do something to get them to the next thing, which is to watch the live presentation. It doesn't work very well. It's not that it doesn't work, meaning I am relying on things like email, which has terrible deliverability and I don't read. I'm relying on maybe a text message or just got the wrong phone number or maybe someone put the wrong digit in there. You know what I mean?
It's been rough because there's all these people that have asked to join my down line, but sometimes because of just the way zeros and ones get crossed and stuff and technology will hiccup and things like that, I won't be able to go talk with all of them. I want to talk with all of them.
This is what I've been doing. This is what I want to help you get. Anyway, there's a whole purpose of this episode, by the way, is all I'm trying to do is I'm trying to help you see that what I've been focusing on this last little bit is shrinking the length of the funnel. I'm trying to make the whole funnel, the entire psychology, still happen, but in a shorter duration so they're not going through all these pages. They're not waiting for this email to come to them. They're not waiting for this. They're not waiting for all that stuff.
Instead, what's happening to them is it's the very same thing that they came for, apply to join Steve Larsen's down line, can get accomplished during the same mental session. The first page they go through, they say, "Yes, I want to apply." The second page is actually do the application. What I've changed is that on the third page I actually put the presentation so now they're going to another funnel. I'm not sending them to another spot. I'm not sending them to another place. I'm not send- ... They're not going on the third page right after they submit the application they can watch the presentation. If they know they're a good fit they're like, "Fine." They can go in and they can join right then, right there.
This is a change and just barely made last night. It's been cool already. I've got a few messages from people, people giving feedback. It's far better for me to do it that way than to go send them through another four web pages while they register to watch the webinar, they register to watch my live presentation, then there's a confirmation page and they wait for it to start, then they actually watch it.
Instead I just shrunk and condensed the entire funnel, and it's been working way better. What's cool about that is about half the people come through, they're like, "Look Steve. Man I'm ready to join you man. You got a system, you got a plan, your people work it. It is working."
I just asked to speak at my MLM's event, which is at 2,500 people, which is exciting, and teach a lot of the things that I talk about here on the podcast. This stuff works guys. People come to me like, "Hey, this is awesome." They're like, "Look, just dude, just let me join right now. Just let me join right now." They'll click and they can go join right then right off that third page.
Or there's a second group that they're like, "Hey, this is still good but I just have a question or two." They can click and they can choose a time in my calendar through calendly.com, and they can choose a time on my calendar and reserve a time in my schedule and I'll jump on a call with them and chat and whatever last few questions they have, just for 10-15 minutes. They're already watched the presentation by that point. They've already watched the ...
Anyways, I've been shrinking the length of the funnel and I've been making it smaller. Anyway, that's all I'm trying to say.
There's a guy, the reason I'm saying this is there was a guy I was learning from once that he was saying that, he said, "Every time you add a product to your SKU, every time you add a new SKU, every time you add a new product to your whatever you offer, you 12 X your back end complexity." Let me say that again, every time you add a new product to your product line you 12 X the amount of complexity on the back end, whether that's through support or how do you sell it or let's learn a new script. Is that interesting?
Number one, the reason I like MLM is because I don't have to worry about the product that much. The corporate's the one that's shipping them out. Corporate's the one that's doing this customer service. I don't have to worry, so that's nice. It may not be pure 12 X, but I'm thinking from a funnel standpoint that that's also probably a little bit true, that if I'm trying to have this one outcome happen, if I add any extra pages, it's probably not 12 X, but there's some level of complexity that gets thrown in there, when I could've just got it done in, A, a short amount of time, but B, it may it more simple.
Think through. There's a whole process, the whole reason I'm trying to bring this up guys is that I want you to look at the processes that you make people go through in order to buy from you. There's a percentage of people who just want to buy from you right then. You don't want to listen your thing. They're like, "You know what? My hands are dry. I just want your little lotion thing anyway."
What I'm trying to do is I'm trying to adapt to what the market has been telling me, which like, "Hey Steven, we love the fact that you have us apply. We love the fact that you vet out to the individuals that are joining through some kind of process. We love that, but oh my gosh, sometimes it's a little intense and there's this huge percentage of us who just want to freaking join your team because we see you're on this path."
They're the exact same way for you guys. Start looking through the process. Start looking through. Number one, you guys know that I love automation and I like to automate as much as I can. I'm not trying to take the human out of this business at all. The human element has not been removed from my MLM at all, but there is very much room for me to look and see, okay, now at least the process is there how do I make it better so that it caters to the individuals who are just like, "Look Steven, I just want to join you."
Start doing that though and start looking through your process. Are there extra hoops? Start looking at the different pl- ... Are there rough patches on the road that you're making people run through that are like totally unnecessary? You know what I mean? There really may not actually be helping at all.
Anyway, that's what I'm doing right now. I'm in the middle of testing out that process. I'm like 99% sure it's going to be better. I've already been seeing the responses from it a little bit and it's better. It's definitely better. It's been more realistic to how you and I would communicate in general. These automation pieces are literally just supposed to automate how you and I would normally communicate. They're not supposed to make us feel weird. They're not supposed to add extra processes or complexities to life. They're supposed to simplify things.
I was looking at it and I was realizing like, "That might be a little bit too complex to send them from an application process up to a webinar process. Let's just mash the two together. Let's shrink the length of the funnel." So far it's been great.
Anyways guys, thanks so much. Appreciate it. We just screamed past 15,000 downloads, which is awesome. Appreciate the listens and thanks so much for being in the community. I truly believe that the kind of things that we are talking about and I'm trying to teach here has the power to change the MLM industry. Let me bold enough to say that that's my goal. That's what I'm trying to do, so there's a lot of cool things coming down the pipeline and I've really, really enjoyed just getting a chance to share the journey with you guys as I do this.
Anyway, if you've not had a chance to go check out secretmlmhacks.com. That's the program that I kind of teach that it works for any MLM. If you've not had a chance, go do so. If you're like, "Hey Steven, I just want to see what kind of stuff you have in general," and you're like, "Ah, I don't know yet. Steven, I'm not falling in love with you enough yet," then go to secretmlmhacksradio.com. You can download some pretty cool stuff for me helping you train your team on duplication strategies. Anyway, thanks so much guys. I'll talk to you later, bye.
Hey, thanks for listening. Please remember to subscribe and leave feedback for me. If you have a question you want answered live on the show go to secretmlmhacksradio.com to submit your question and download your free MLM masters pack.
Hey, I'm excited for you guys to be here. Thank you so much for listening and tuning into this Podcast, first off. I know there's a lot of other options that are out there. I'm trying to bring you guys the absolute best content that I can. Hopefully, you guys feel that and are using these things inside of your business.
Again, I recently just went onto iTunes reviews and saw a whole bunch more, which is very, very exciting. I appreciate that. I love seeing that. I love seeing, first of all, how you're actually using this stuff, so. This doesn't mean a thing if you're not doing anything with it, right. One of the Podcasters says that [inaudible 00:01:10]. It's true though, okay. So go out and start applying the things I'm talking about.
Anyway, hey. What I wanted to do is, I wanted to walk through another principle with you guys here real quick, that frankly has really, really helped me in my business life. I kind of started eluding to it in the previous episode. It was something that I was hoping, and was wishing, and was kind of praying that was not as true or needed as I found out that it actually is.
Okay. I'm super excited to be able to share this with you guys. If you guys have never thought about this before, would never experience this before, it's gonna help like crazy. I'm gonna use the example of applying for college again.
I've only been graduated for not even two years. A lot of people ask after that, I'm 29. I spent some time in the Army, I did a mission for my church, and did a whole bunch of other stuff, so. I was not just lazy in college. I actually was a go getter in college. It wasn't that at all, I did a whole bunch of other stuff.
Anyway, as I started applying to these ... Let's think of, if you guys ever applied for, even a job, let's say. A job, or college, or any kind of application that you put out there. There's usually with applications, okay ... So I'm going, I'm filling this thing out. In high school, I hadn't really learned how to study yet.
I hadn't learned how to learn, really, that much yet. So, I really didn't do that well in high school. I barely graduated to be honest. I went and I was like, "I'm not looking forward to college. College is gonna suck, college is gonna be terrible." Luckily, I learned how to learn and after the first semester of me pretty much failing out entirely, I reapplied and I learned how to learn.
Got almost straight A's the rest of the way through, which was a bunch of fun, which was awesome. So anyway, I encourage you to learn how to self teach. Don't put that in the hands of someone else, solely. You know what I mean?
Anyway, so while I was applying to these different schools, there was this interesting thing, to be honest, I wasn't even thinking of. I was in high school, I was what you call street smart not book smart. I was filling out applications to go to colleges. I was putting all these applications out there and there was a little bit of a fee to apply.
There was a deadline. There was a deadline that I had to get the application in by in order for me to be considered at all to even actually attend school at the places I was going to. Let's think about that application for a second, though. The actual application of turning in the application.
Would people just turn in those applications to college or the applications to get a job if there was no deadline? Probably not, right? Probably not. Or they would, but again, we'd only be speaking to, like I was talking about in the last episode, we'd only be speaking to those who are ambitious.
Most people need a deadline. Most people need a reason to act. Most people need a reason to take action, and do things, and progress in their life. They need a reason, they don't come up with one on their own. That's fine, we're all different, but most people are not that way.
If you're listening to this Podcast, you most likely are an ambitious individual and you are completely all in on whatever your future is. You're trying to just make it happen no matter what. I respect that and I can not wait to shake your hand, okay. I love hanging out with people like you.
So, what I realized is ... Guys, what I'm trying to help you guys understand is that at as MLMer, right? As an MLMer, or whatever other name you come up with it. As an MLMer, you've got to learn how to market. It's in the very name of the industry. MLM, Multi-level Marketing. I'm sorry, Network Marketing. But most of the time, people don't know how to market. That's fine, just learn how though.
It'll give you the most ridiculous edge. If you don't learn how, then you're just selling. Then, you have to sell hard, and you have to sell awkwardly, and you have to sell with hight pressure and awkwardness. That's where the feeling of a lot of the MLM [inaudible 00:05:06] comes from, because they sell and they don't market.
If you learn how to market, it negates a lot of the need for you to hard sell. So as far as marketing goes, the two ... Let's think back to this college example or applying for a job, whatever it is. Without a reason to act, people typically will not. Much like you don't drink water until you get thirsty. You gotta make people thirsty.
You could either sit around and wait or you could salt the oats. You can put salt around all the things around them. Just start putting salt all over the place, that will make them thirsty. So, they start taking action at that point. So, that's what I'm trying to help you guys understand, that's what I'm trying to help you guys do and know.
There is a deadline that you must act by to get certain things done in your life. It sifts people out. It sifts out those who are really not into it and they were just kind of poking around. It sifts people ... It's the same reason why I don't just constantly let people be able to enroll in and get my course, Secret MLM Hacks. It's the same reason.
I only let people in in like two or three day little swings, that's it. I only want the action takers. I only want the people who actually ... Web class finishes, it's time to start, it's time to get it now. Why? Because if it's always open, then people think it's always there. It's not going to be.
I'm trying to just pull a thousand people into this, into this course. I'm trying to go through and I'm trying to educate. I'm trying to create this little mini micro force of just these rock stars. Of these people who are armed with this information to go dominate in a way that the MLM industry has never seen before.
I'm not trying to sell it to the entire world. Literally, I'm not trying to sell this ... I'm not trying to get Secret MLM Hacks in the hand of every MLMer. I've had seven MLM owners, I just had another previous one, ask me for this product. For the MLM, I think it's seven, I can't remember the numbers but it's something like that. It's happened over the last couple of months.
The answer has been no because I'm trying to find the hungry people. I don't care what MLM you're in, I care that you're hungry. I want to go filter out those people who are action oriented people who are also hungry. Someone came to me once and was like, "Steven. Steve, hey man. You should make this so that you target it to all MLMers." I was like, "By definition, that means I'm literally targeting nobody. That's a terrible idea, there's no way I'll do that."
That's what I'm trying to help you also realize with your MLM product and your down line itself. That one of the issue why people struggle so much is because they literally target every single person who's out there. They target everybody. By definition, that means they're targeting nobody. That is the most expensive, long, time intensive way to go about this business, don't do that.
What I'm trying to help you understand is that the two tools. The two major tools and weapons that a real Marketer has to get people into action, is scarcity and urgency. That's it. There's the secret right there. Scarcity, meaning there's a limited resource of this. You need to act because they'll literally run out.
Or urgency, meaning you need to because time is running out. So I lace scarcity and urgency into all the things that I do. It's one of the very principles upon which I make people apply for my down line. There's scarcity. I literally turn people away. That makes you want it more, doesn't it? You want more of stuff when there's less of it.
Even if you didn't need it before, or even if you didn't need it at the time you got it, just because it's going out, you grab more of it. That's the power of scarcity. If you want proof of that, come hang out with my four year old and my two year old when there's only one cookie left.
It's so true. Scarcity and urgency, those are the two things. The scarcity of it, that's it. Don't make your stuff available to everybody at all times. There's no scarcity. When it looks like there's that much of it ... What happens in the brain is people start asking themselves, well do they have that much of it because no one's buying it?
They start asking questions, and they place their own seeds of doubt in their own heads, and back off the possibility of buying from you. It can not be available at all times. It's the reason, if you know this, how many seasonal promotions does your MLM company do? Probably quite a few. Why? They do a little bit of a price drop, they'll put a coupon out there, some kind of deal, some kind of promotion, it's scarcity and urgency in play.
That's what it is. They're doing it to the people in their ... distributors, for their events. They're having you do it to your customers for products for joining the down line, it's all around you. That's what a coupon is. It's a scarcity and urgency principle based tactic.
Coupon only valid until the end of the month. Do you really think that something big is gonna happen when they actually take that down? No. Why do they do it? Why does the coupon expire? It's to get you into action.
We were at the car wash the other day. At the car wash a couple days ago, it was one of those drive in ones. I had my four year old and my two year old in the back. We just found out we're having our third, which we're very excited about. Due in June, we just found out like two weeks ago, it's gonna be another girl. We're very excited. It's gonna be a houseful of girls and then myself. So, I'm doing extra manly things over here.
More pull ups, I'm grunting more. I think I rubbed my face in dirt yesterday for no reason. Just kidding. But anyway, we're very, very excited. But we were going through the carwash ... it's one of those nice ones. We usually don't go to that often where there's a concierge there and they're punching all the stuff in for you. It felt like ... I don't know, it was kind of interesting. It was fun though.
We went through it and my girls were going crazy, they were going nuts. They were excited. This stuff was spraying all around, they were sitting in the car. They were yelling, and they were loving it, and excited. What was interesting is when they handed me the receipt, he goes, "Hey. It's half off your next one if you come back before this date." The next date was in like a week.
Meaning they wanted you to act. There was a time limit on that coupon, in order to get us to actually do stuff. In order to actually get us to move forward. You guys, do not offer at all times, all your services to anyone at any time. Don't do it. Scarcity and urgency is one of the biggest tools that you have as a Marketer. Since I'm trying to help you learn how to do that stuff, understand that it is the biggest two weapons in your back pocket.
You can screw up on all your scripts. You can screw up on writing the actual ... You can screw up on the videos. Maybe you're not that good of a storyteller yet, which I hope you are practicing that. Maybe your not good at this, maybe your not good at all these different things. But if you have scarcity and urgency, you can suck at a lot of stuff and still make sales.
If you're a storyteller and you've got scarcity and urgency, you can suck at tons of stuff and make lots of sales for your stuff. So go through and don't make yourself so available. Whether it's your down line, whether it's your product, whatever it is. Meaning keep pitching like crazy. Keep trying to sell people like crazy. But don't make it available to them all the time.
Hey, you can do this ... it's just literally today and tomorrow they've got this thing going on. If you want to take advantage of that, you've gotta act before the end of tomorrow. So anyway, let me know. Give me a call back and ... okay, sounds good. Bye. You know what I mean?
What do people do when ... Okay, there was this huge promotion going on for the MLM that I'm in. Big promotion, it was awesome, it was a bunch of fun, and people were just going crazy getting a whole bunch of stuff done. That I think they would have a hard time creating otherwise. Meaning, they ... People were making phone calls like crazy, they were running around, they were getting this stuff done. Because why? There was a deadline. It was brilliant.
Anyway, I think I'm making the point. Just start thinking through ways you can do that. Don't make yourself so available. Don't make your product so available. Interlace inside of there. I'm not saying don't make yourself available, I'm saying your down line, your products. Interlace inside of there. Interlace through scarcity and urgency. Take aways. Take away sales work like crazy. That's why they work, it's scarcity at play.
Anyways, guys. Hey, thanks so much. Appreciate it. I hope you guys are enjoying this and I'll talk to you later.
Hey, thanks for listening to me. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to secretmlmhacksradio.com to submit your question and download your free MLM Masters Pack.
What's up, guys? Hey, first off, I'm so sorry that I have not podcasted here in a little while. It has been so busy, which honestly is my life in general. I should say instead that everything's normal. Everything's great because that's how it always is. I'm sure yours is the same. What I've been doing is we have a ton of people who've been coming in and joining Secret MLM Hacks. It's been a lot of fun actually. Last month we had 80 people come on in, which is great. Welcome, welcome, welcome. Glad to have you guys. Very, very fun. I've been going through and just deep diving on the training. It's been a whole lot of fun. I've really, really enjoyed it.
It takes a lot of work to do the kind of training that I do with it though. I mean tons. A ton of work. I really, really enjoy it though. I mean it's fun. I wake up smiling. I'm excited to do the kinds of things that I get to do, and I feel very fortunate for that. Hey, there's a principle though that I wanted to just walk through and share with you guys though. It's a principle that I believe if you master it, which honestly isn't hard, there's really, really easy ways to do it, then there's more advanced ways to do it, but if you just master this one ...
I don't know, this one talent, one skill, a lot of things get a lot easier for you both in the MLM space, in the business space, even in the personal space, relationship wise. It can be used in certain aspects. It can be applied in a lot of different areas. I really, really love it. Honestly for a while I was kind of, I don't know, I was wishing, was hoping that this was not actually like as real as it actually is. For a while I was hoping like no, no, no, there's no way. There's no way. It goes down to this. There's kind of a principle that sets up this principle. It kind of goes like this. Most people in life are not ambitious.
They're not. If you're listening to this podcast right now, I can guarantee you that you're one of the ambitious people in life, right? When I was in classes, when I was in college and I was going around, I was in my business classes, what I would do is I'd wake up at 7:00. I run the classes. Be there at 7:45. By 10:00, my first round of class is over. I would go get as much homework done as I possibly could in those morning few hours, and then literally the entire afternoon I would just be building my own businesses. I did that all of college pretty much. Pretty much all of college. All of college.
What shocked me, what blew me away was that even when I was in my entrepreneurial classes, and we go through it in my marketing classes, my business classes, that's what my major was, I was still one of the only students who was actually doing business, who was actually selling stuff, who's actually doing the things that we were learning and could actually have deep conversations with the professors because I was actually doing it. It shocked me to death. I did not understand why that was. Why is that? Why is that that I could not actually find other people who are willing to do the stuff they were learning about?
I was like, "How do you guys expect to be making it? You're really going to put all of your learning into the hands of somebody else?" That's a little bit freaky. You can jumpstart. You can find great mentors. You can find good courses and classes. You can find great books out there. Learn the best from the best from the best, right? Learn those things, which is great, but oh my gosh. I would get in somewhat fights with a lot of different students. Not fights, but I would kind of tell them off a little bit and be like, "Get real. Holy crap. Are you serious?" It was something that frustrated me for a long time until I was reading this book.
In this book it was describing how most people on the planet are not ambitious. They're not. Most people in life are not ambitious. To you and me, entrepreneurs of the world, we think everyone's like us. I thought that for a long time, and that's not true. If you're an entrepreneur and you're out there doing stuff, there's only like 2% of the population, I don't know what the percentage is, but it's really small the ambitious side of humanity. Right? I'm not calling them as lazy. I'm not making fun of them, but it's just the reality that a lot of other people in life all they're looking for ... They want to come home.
They want to do their 9:00 to 5:00 and they are totally find doing the exact same thing everyday. I am not that way. I bet and I guess you are not that way listening to this right now. I had to come to grips with that for a while, which is the reason why you can't just go recruit friends and family because most the time they are not like you. They are not like me. I've got some sickening work ethic. You know what I mean? I'm a workaholic. I get it. I love it. It's super fun. I really, really enjoy it. I understand that I'm a bit extreme about it. For me to hold other people to the same level of fanaticism is not a good thing to do at all.
They're fanatics in other areas that I'm not. We're all different, which is great. In this area of business, in this area of progression, in this area of entrepreneurship, not that many people are actually aggressive individuals. Not that many people are progressive. Not that many people are ambitious. Right? Like I was saying, it's the whole reason why I built what I do. It's the reason that I do what I do. I attract to me individuals who are go-getters so that we can have a fun team full of go-getters, rather than recruiting as many people as I possibly can to just find the one or two people who are actually going to be the real producers and real builders.
To me that sucks. It's stupid. Are you kidding? I don't want to do that. I'm just going to collect a fee on these other people who aren't going to do anything anyway. I don't totally feel right about that. If I know someone's not going to do anything, I say no to them. Right? I'm not going to recruit them. I don't want them in. Anyway, that's kind of the first premise, the first principle. Most people in life are not ambitious. When you as an entrepreneur are failing, a lot of times it's because when you are selling, you are selling like an entrepreneur who wants to be sold, instead of selling like someone who just wants a little bit better than they currently have wants to be sold.
Does that make sense? Someone who's not as aggressive or ambitious, someone who's not an entrepreneur. You remember when you weren't an entrepreneur? You remember how boring that was? Remember that? Everything's black and white. Probably you don't even remember. Everything's in color now that you're an entrepreneur, but it's true though. One of the issues why sales is so rough sometimes on an MLMer is because they're going around and they're taking a message that is meant for someone who's a little bit more ambitious in life, and they're telling it to people who are not actually that ambitious. They're totally fine.
They're like, "You know, I really don't want this." What you have to do is you have to convince them and you have to go through tons of people. I hate that game. I hate that game. See, most entrepreneurs what they are is they're pleasure seekers, right? We all seek pleasure, meaning I super ... I would love to go own a second house on a beach somewhere someday. That motivates me, but for a lot of people the only thing that motivates them is just getting away from their job. They're running from pain. You're either selling towards pleasure or you're running away from pain.
Most entrepreneurs, the ambitious people of life, are ambitious towards pleasure, towards things that they want, towards their goals. Right? However, most MLMers who've been brought in and were not ambitious, they are just trying to seek relief from pain. You got to make sure that whatever message is that you're sending, that you're going out there and you're saying, "Hey, here's my thing," whatever it is that you're selling whether it's the downline or your product, you got to make sure you're matching it to the audience.
What I've been doing in this web class that I've been running, and I just said we got those 80 people that came in, what I've been doing is I've been going back through and making sure that I'm speaking to both audiences because I know that there's some people who are ambitious already, and then there's some people who are not as ambitious, but they're trying to learn to become so. That's great. I want to make sure that I speak to those individuals. I'll say phrases like, "Hey. Imagine being able to pay your house off in three years instead of 30 years." Right? That's a real thing. I'm on track to do that right now, which is awesome.
Three years instead of 30 years. That's incredible. That's the for pleasure people. That's the ambitious people. Those are the people who are true entrepreneurs, the people who have learned it, who have practiced it, who get it. I also need to speak for the people who are trying to get away from pain. Sorry. My computer just ... A little notification there. People away from pain. I'm going to say, "Imagine what it would be like to just get away from your boss. Imagine just to have your life expenses covered right now or be able to get an extra couple hundred dollars every month to pay some bills." That's pretty low. I always say a couple grand because ...
Anyway, it's got to be at least a couple grand for me to really bat an eye at it. Anyway, that's what I'm trying to say is that with these messages and the things that you're out there doing, make sure that what you're doing is that you're selling in a way that matches the listener. Is this an individual who is motivated by pleasure or motivated by the escape of pain? When you start looking at it that way, the game can be a lot easier. What I do is as an actual filter, I use that as an actual filter. Meaning if an individual is motivated by pleasure, I want them in my downline. If they are not, I'm a little bit more slow to let them in my downline.
They still go through the same application process. By the way, thank you for all those you guys who are applying. That's very nice of you. I'm not pitching you ever in this podcast. I'm not pitching. I'm not ever asking you to go and join. That's the reason why. I'm just keeping it ... I don't know. I just wanted to share some of the things that I do and why it works. I know this is why it works. Anyway, figure out is this person a person who gets motivated by pleasure or pain, and then match the message to that individual. By doing that, you actually will ... That filer ... I mean it depends what you want.
If you're trying to find the individual who is more trying to escape pain, you're going to match your message to that. I will ask you, I will motivate you to not recruit that kind of individual. Typically, and I'm going to be careful as I say this, I'm a respecter of all individuals. I'm a respecter of all people. However, that kind of person who is motivated by the escape of pain typically turns into a project. I have enough projects in my business. I don't need a person as my project. Understand as I say that, I'm trying to be sensitive. I'm not trying to be mean or anything at that, but I mean let's be real here, right? Not all people are the same.
For that reason, not all people have the same goals. Not all people want to make the same amount of money. Not all people want the same lifestyle. Right? Why should I act like everyone should be a good fit in my downline? They're not going to be. My systems are amazing because they pull to me the people who would be good. Then I just have prepackaged things for them that I hand them when I join. I'm like, "Here you go. Done. Go press that button, turn it on, and you'll get some leads coming to you. Here's how to run it," which is awesome. I make sure that my message is a match for the market that I want. Message to market match.
What that's doing is I'm trying to find the people who are motivated by pleasure, who are go-getters, who are ambitious individuals. Anyway, I actually was not planning to go on deeply as I did on this one. Anyway, just wanted to drop that to you guys. First of all, to let you know that I'm alive. Second of all, know and see what I'm starting to see, what I'm trying to work on, which is I'm trying to make sure that I'm speaking to both, but I'm recruiting really only from one. Anyway, that's been it. Hey, guys, thanks so much. Appreciate it. Hopefully things have been going well for you. I got some cool surprises coming up for you in this audience sometime in the future.
We got a cool secret project going on here and I'm very excited for it. Stay tuned and you guys will find out about it very soon. I think you guys will actually really enjoy it. It's pretty insane value. All right, guys. Talk to you later. Bye.
Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like to me to teach your own downline five simple MLM recruiting tips for free? If so, go download your free MLM Master's Pack by subscribing to this podcast at SecretMLMHacksRadio.com.
Hey, what's up guys? Hey, I am having a great day. You know what's funny? I love Mondays. I love them so much. Monday is my favorite day of the week, and Monday morning specifically. I go popping out of bed and I'm like "Yeah, we get to do this again! What?" I get pumped about it. I'm excited about it.
Well, hey, I kind of have to hurry here a little bit. We, in about an hour here, we're actually going to find out the gender of our new little kid and I'm excited. It's going to be a lot of fun. Few things have taught me as much as being a father, so this'll be a good experience.
Hey, I wanted to drop in a question here. I love hearing you guys' questions. I do get them and I kind of vet through them to see which ones are most applicable for everybody. I got a question here from John Bender and great question.
If you guys don't know what I'm talking about it you go to secretmlmhacksradio.com and you have to opt in, but on the next page what it does is it, there's a green button down on the bottom right and if you click that button what it'll do is you actually can record a question to me. Typically, they're about 30 second questions, and just start with "Hey, Steve" and if it's a question that's applicable for everybody, you can go ahead and drop it in there. I put them inside the actual episodes themselves and I think you guys have heard me do that before. I have another one here and I thought I'd play it right now.
Speaker 2: Hey, Steve, this is John Bender checking in here, getting ready to head into the gym, but had a question for you. You know I've been doing networking for 23 years and been pretty successful. We've done about $350 million in sales with our different systems. I've studied all these gurus for years, focusing in the digital space. Why is it that you seem to be like one of the few good guys on there? You don't curse, you're not off color. You don't do sexist jokes. You're just a good guy. You're funny, you're bright, you're intelligent. You're extremely informative. I know you're incredibly giving. What gives, man?
I don't get it. Why do all these other people, from some of my greatest icons out there to the modern marketers of the day, they're so crude and rude and yet you're such an incredibly great mentor, not just for what you know but who you are and apparently whose you are. So, I want to thank you for that and doing this for so many years it's great to see the great work you're doing. Keep it up. Hope to be a part of your team.
Steve Larson: Hey, how's it going, John? Hey, first off, thank you so much for that question and extremely nice complements. I was not expecting that. Hey, I actually, the reason why I actually wanted to put this in the episode for everybody though, is there's a specific reason why I do what I do and how I do it. I've had the opportunity, the chance, in my career to work with some very big names. Okay. John Bender, yourself, you're the man. Obviously, for everyone else who's listening, I do know who John is. I actually was shocked and surprised when I saw him drop this question in. Just very, very nice of you, but certainly consider him to be one of my mentors as well.
We have, I've had the chance of working with some very big names, very big people. When I was working at ClickFunnels, I'm saying. I'm solo now, as you guys all know, I've been solo for, I'm staring my fourth week solo and it's been awesome, and it's because of MLM that I'm able to do that, which is a lot of fun and great. But we did a ton of projects with some huge names, guys. I mean I built for Marcus Lemonis on the TV show The Prophet, on CNBC, did five funnels for him. We did some awesome projects with Tony Robbins for his book funnel, Money Mass Of The Game. We did some projects for Robert Kiyosaki. The Tony Robbins one that was right before I got there, but that was the kind of stuff that we would do all the time.
It was fun, guys. I mean it was super fun. What was interesting was to watch the mentality of these massive giants. What was interesting is, there seems to be this disconnect. You're thinking, "Steve, what does that have to do with MLM?" It has everything to do with MLM. Okay. Just follow me on this a little bit.
What I noticed is rubbing shoulders with some of these massive guys. I'm talking A, tier one people. Everyone knows them. Everyone knows who they are. They're sought after. They have massive distribution. You know what I mean? The power of what they say sways markets and people's opinions like crazy. They're huge people. And they know that. I learned that like 90% of the time these guys are like some of the most amazing authentic caring loving people. They're genuinely good people, just good people. Okay.
What was fascinating though, and I'm going to be very careful as I say this, and this is for the lesson and it might not be nice to some people when they hear it, but there are some people that, they're not on that tier one level, and they know it. But they think that to be a professional they must go around toting around their successes in front of the faces of all these other people, and kind of be mean about it. As soon as they, there's a ... Guys there's a ... I'm very religious, okay so I'm just going to say that. There's a verse that says that the moment someone gets any amount of power or authority, they tend to abuse it. That's basically what the lesson is. Any amount of power, or any amount of authority, then tend to abuse it and basically drink their own Kool-Aid, okay. That's not what that says, but that's basically it.
It was a huge topic that I had with Russell many times. Many times one-on-one with him, and he would say "Steven, if you want recognition don't seek it." Then he would also say things like "Don't drink your own Kool-Aid." It's not that I was, okay, it's just that we would watch these other people, and we would have conversations and stuff like that about, and we're like man ... and it's not to say like "ah I'm better than you, 'cause I'm not drinking my Kool-Aid." You know it's not a status thing, it's nothing like that, but I truly believe that, guys, everyone of us whose listening to this podcast right now we all have the ... It is innate and it is inside of us to be great. To be great.
It's inside of every individual. It's not reserved for just a few people. Every person can be great. What does great mean? First of all, you compare yourself to you, no one else. Okay. One of the easiest ways to get down in your life is to start comparing yourself to other people or to an ideal. If you look around and you start saying to yourself, like "oh man, like for me," ... You guys know a lot of my story. When we had literally no money, like literally no money, and it was extremely stressful. It was terrible. It was an awful experience to go through that whole thing.
But, when we had no money, if I compare myself to where I am, compared to where we were. Oh man! That's awesome. Like that's so cool. I have nothing to be ashamed about. There's nothing to be embarrassed about. Like look what I was able to get done. I'm comparing me to me. That is the easiest place for you to have success and fulfillment emotionally in this game of MLM.
The easiest way for you to get down and have destructive energy all over you, is to compare yourself number one to a person or number two to an ideal. The problem with comparing yourself to an ideal, like pop culture. The problem is they change all the time. It's an ideal. It's undefinable. You don't know when you reached it. There's no actual, you don't know when you hit the spot, because it moved the moment you started going towards it. That's the problem with ideals, so don't compare yourself or put your self-worth or value by comparing yourself to ideals. Again, pop culture does that all the time. I'm not throwing mud, I'm not throwing rocks, I'm not saying like ... I'm not downplaying Hollywood. I'm not downplaying movies. Nothing like that.
I'm saying when you pit your self-worth against things that are ideals or another person, you will never really feel successful or happy or satisfied with what you're doing. Ever. You can't. But when you compare yourself to something that's solid, something that there's concrete evidence of, something that, and you compare yourself to where you've gone. You measure that progress, that my friend is how you actually get the feeling and emotion of "Oh man, I actually, I can do this" or "Look what I've done, like this is so cool." Not in a boasting way, you're not being proud, but it's okay and it's important to feel a sense of pride and accomplishment over what you've been getting done.
So, John, you said what gives? I compare myself to me. I looked at myself in the mirror about three years ago, and I remember this, and I looked myself in the mirror and I said "I am Steve freakin' Larson, and I'm going to be the best funnel builder in the world." That's what I did. I looked myself in the mirror and I got serious about it. I started making sacrifices in order to get there. I did not go hang out with friends. I did not go, and I studied my face off. Literally, just one right after the other, every single day. For years. Only slept anywhere from three to five hours a night, typically. Sometimes I'd indulge and go to six. I did that for years. To study and to learn and to practice and to build side businesses and side agencies and build sales funnels for other people and other companies and for myself. Finally got good enough that people started knowing who I was. Then finally got good enough that Russell Brunson found out who I was and got hired to ClickFunnels as the lead funnel builder.
Then I really started accelerating. I don't remember who said it but it's the quote that basically says like hey when you're standing up in the clouds realize you're standing on the shoulders of giants. You know what I mean? I totally botched that quote, but basically I don't get anywhere on my own. I'm very cognizant of that. I do believe that God has been very much involved with it and will continue to be and I've very thankful for that. There's nothing that I can do or say, really, that is of my own. You know what I mean? It's the nature of ideas that ... Guys, in a business you're starting to have ideas. Especially in this podcast, I'm sure I've given you ideas. Guess what? I got the ideas, though, from other people and other things and they got taken. This piece got taken from that base. This piece got taken from this origin. This piece, and then when I combined them here, look how cool they got?!
Then I'm sharing them and you're taking them and you're saying "Here's where I am Steve" and "I'm tossing my things on them." So there's nothing in my mind that is really of our own, both physically or idea based. Everything has come from something else and in my mind I do believe that's God. It's ludicrous for me to think that it came from my own hand. Look what I crafted 100%.
Now, I have agency. I can move forward. I can take action. I can do everything I can to work super hard and get things done and nothing's going to get done, nothing's going to work unless I do, but it's still ultimately at the end it's not really my own thing.
That's my belief. I don't really talk ... I'm learning I'm talking about God publicly on my podcast more. It's something I'm getting more comfortable with. I've never really done that on this episode I don't think, or on this show, but anyway. That's why. That's why.
I was speaking at two different events this past week. I think I told you guys about that, but it's two different events back to back. I started getting a lot of praise, and that's fine. There's nothing wrong with understanding that you're good, and I know I'm good. I'm unapologetic about the fact that I know I'm good. But I also know where that all came from. Okay? I'm pointing up like you can see me. That's part of it.
Part of my background with this, guys, is that, a lot of you know, it's two things. I just wanted to drop two stories on you here real quick. There's two things here that are really, really important for me to always remember in my background. Number one, I was probably the most shy kid that you could ever find. When I was in high school, I got voted the nicest kid in high school. There were 600 people in my graduating class. 600. I got voted the nicest kid. I literally got the nicest kid award.
It shocked me. I was a little rage machine on the inside. I was like "nicest kid award?" It was like pent up internal energy. I was like, it surprised me like crazy. Nicest kid award. What on earth? It wasn't, internally it was not because I was nicest. It was because I was shy. But I was full of rage and I was like this little tiny terror, which is so true. I had to overcome a lot of stuff and it wasn't, you know, I was the one that created activation energy to show God that I was actually able to go do these things. But, ultimately the change did not come because of me. That's where my mentality is with that.
The second thing is that when I look back and I start thinking about ... Guys I was an idiot in school. I just was. I was not good at school stuff. I was not book smart. I was what you would call street smart. I barely graduated high school. I actually did so bad my first semester of college, that I got kicked out. Which is true. I had to reapply after learning how to learn. Then I went back and that's when I started getting straight A's. Almost complete straight A's. I ended school with a 3.85 GPA, which was awesome. I mean it was awesome. Really, really cool. But I think I got a .17 GPA in my first semester. No joke. Which is awful, super bad. So for me there's just been such a stark contrast in life from where I was as a kid and as a teenager and even into my early 20's, compared to where I am now. The internal transformation has gone through the roof.
It's frankly one of the reasons I'm so passionate about business. I have had more personal development through the pursuit of entrepreneurship, than any personal development course could every give me. Just like Robert Kiyosaki says, and I know I've brought that up before on this podcast before too, is like look the moment you start an entrepreneurial journey, you'll move forward. You'll get excited. But character flaws are going to explode in your face. They're going to make you ... There's going to be egg on your face all the time. The character flaws are going to explode, and you're going to go "Aw man! I wish I could have done that or this or I should have talked to that client" but man, I had personal habits and addictions that made me stay up late. You know what I mean? Whatever it is.
I couldn't get up on time. I'm not eating right. Whatever those things are for you, they're personal character flaws that we all know about ourselves that are actually the thing that are holding us back a lot of times in business. It's not so much always that "Hey, I don't know what to do next." I don't know what to do in my business next. You know what? 90% of the time I've found out that people know exactly what they should be doing next in their business, but what holds them back is a character flaw. A fear. They're scared of speaking. They're scared of ... whatever it is. It has more to do with that.
It's been my opinion, and it's been my very amazing transformational experience, to know and notice that if I take those things and I say this is what I want to work on. You actually can overcome those things and you can move forward in a very powerful way. That is what, in my mind, makes you successful.
I don't publish stuff to look perfect. A lot of people do that. I don't wear a certain tie on my podcast cover for a reason. I take the starch out of my shirts. I'm trying to be just a real dude and show you, hey look I have fears. I have passions, desires. I have hobbies. You know what I mean? I'm just trying to be a real guy. I'm not trying to go around ... And what's funny is I've noticed that when I publish and I speak and I go out and I'm more that, I get more followers than if I try to put a suit and tie on and posture myself.
If you're going through for somebody who wants to see the shirt and tie, great. That's fine. I'm not saying I'm against that at all. What I am saying though is there's this thing to being authentic and real that a ton of people that I think are afraid to show. I think that they look around and they think oh my gosh to be professional means I must look ... I hate the phrase dress for success, or wear ... you can see it's a lot about clothes, stuff like that. I don't know if that's a ... Maybe that's a complex I have. I don't know.
It's just I've been around so many massively wildly successful people, especially in the last little bit in my career, to notice and see that the ones that are really satisfied where they are. The ones that are not drinking their own Kool-Aid. They're not afraid of being real. They're not afraid of ... if there's somebody's whose clearly not on the level they are, the ones that are really awesome are the ones that won't care about that and they'll just still tell them the same answer.
They'll tell the same answer to somebody who paid $100,000 for the answer as somebody who they can tell is just starting out and just needs to know what the answer is. You know what I mean? They're able to, everything isn't black and white to them. They're real authentic individuals. They have no problem being open and honest. Anyway.
So I saw that and I've been really trying to just be ... I mean it's the reason guys, I'll tell you, I was running up the stairs chasing my little girls. We were running around, playing hide and seek. I tripped up the stairs. I freaking broke my toe. Like come on. Most people, anyway, like ... Just whatever's going on in your life, and a lot of you guys know, especially those of you guys who actually came and saw Secret MLM Hacks, which I hope that you guys all do. The actual program itself. I hope you join the program, 'cause what I do, module number one actually talks about how to become an individual that others want to follow in the first place, since in MLM they join you not the MLM.
How do you actually do that? That's literally what module one is about. It goes through and it talks, it shows like this is how you be someone that other people want to follow. This is how you ... and you will speak to certain people and they will not like you. That's fine. You will speak to other people and this other following over here, they'll like you. But if you're speaking so generically that you have this group over here that love you and that no one has any opinion about you. No one's going to follow you. They need to have an opinion about you. Which means you need to get opinionated. I have no problem sharing my opinions. But also understanding that I shouldn't be full of myself either.
Anyway I feel like I've said the same things a billion times over and over and over again, but there's something to trying to be ... I don't know, just authentic about where you are that people can sense it. It's a big enough deal. I feel like its something that people should all practice and try. Anyway, this was a 20 minute episode. I was not planning on doing that. As far as what gives, it's that I'm just trying to be just a real guy and be a loud version of myself.
There's always someone who's going to be better, faster, stronger, better looking, there's always the er, right, than me. Er, er, er, er. Whatever it is, better, faster, stronger, you know what I mean? There's always someone who's going to be, so that's not what I compete on. What I compete on are my differences not my strengths. Okay.
In business, like the actual product, I compete on my strengths, but for my personal character, as far as my attractive character, the way I publish, I compete on differences. I don't compete on strengths. That's one of the major reasons why I stand out.
You think through that with your MLM. Think through where you are. What are your differences and how can you compete on differences rather than strengths, for your own character. But then for your product, compete on strengths. Rather than focusing on weaknesses, it's kind of two different ... Anyway, I realized that a while ago and it's been cool to be able to do that. I really feel like that's where I started turning up more frequently in places, 'cause people wanting to follow me.
We just screamed past 12,000 downloads, and I got a cool surprise for you guys coming up here in the future. But anyway, you guys are all awesome. Appreciate it. Thanks so much for the question, John. Have mad respect for you. I will talk to you guys all later.
Hey, thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to secretMLMhacksradio.com to submit your question and download your free MLM Masters pack.
Hey, how you guys doing? I am super excited for today. I apologize. I didn't really publish in the last little bit here, and the reason is because I flew down to Vegas actually this last week and I spoke at two events back to back which was kind of crazy, and went through and I had an awesome product forum, and I literally created two pitches from scratch back to back which if you've never done that before is extremely challenging, and slept just a couple hours each of those times. But I have a mastermind of my own that went and we did, which was fantastic. I did that on Tuesday. We did a four hour session with a gentleman who wanted some of my time on Monday. That was on Monday, then Tuesday was the mastermind. Then Wednesday I spoke at another event which was awesome. Thursday spoke at, it was kind of like a private mastermind, which was a ton of fun. It's been a lot of fun.
Anyway, I'm very, very excited for everything that's been going on here and I just want to give a little bit of an update first of all. We just barely opened the doors on Secret MLM Hacks. It's only been open for just over two weeks. Two weeks, and we've had about almost 60 people, I think about 60 actually, join this program and start going through it, and it's been amazing. It's been really, really fun. We've had people do some amazing things with it and dive on in, and really, really enjoyed getting these people some success with it and it's been cool to see them out starting their own ... The business is for real, you know what I mean? The way an actual business would handle it. And it's been a lot of fun.
Anyway, what I wanted to do though real quick is I wanted to give a little bit of an update on, a lot of you guys know that one of the reasons why my downline is so unique and why my downline recruits like crazy is because of the application that I make people go through when they join my downline. And I know a lot of you guys listening right now have applied and I appreciate that.
And so there was a big influx recently which has been a ton of fun and certainly enjoyed that, and what we've done though is when people come through and apply to join the downline, what we were doing previously is we would have people, we'd call them on the phone and we'd do an hour and a half chat with them going through the presentation. Well it's the same presentation that we give every single time, so I thought what if we ... This is like part two of my application process, so I was like, what if we just had them watch the presentation and then we had a call with them to be able to go and actually answer any followup questions?
And it's been cool to see how that's been working out. This last week what we did, on top of everything else, it was kind of cool. I got a cool interview in Europe and got asked to go on a bunch of other podcast shows which has been a whole lot of fun. I'm not beating my chest you guys. I'm just letting you know what's been going on and stuff like that.
Anyway, what's been super cool about that is what we did was my buddy and I, we took some recordings from the presentation that we give people, so they know what the dealio is. Look, here's how the MLM works. And think about this for your own MLM too. Start thinking about the way you can ... You give the same presentation over and over and over and over again, so I thought why not automate the parts that we do over and over and over again, and I don't want to take the human out of this business. I don't want to take the human element out of it. I want to stay personal. I want to stay in touch with people. And so what we did is we took each one of those things and then we made the presentation so they can watch, so it's the same every time for every person, because that's what we were doing is the same thing every time.
Then what we did though is we set it up in this cool way that if you still love it, if you go through and you're like, "Oh, that's what Steve Larsen does. That's what MLM he's in." If you're like, "Oh my gosh, that's amazing," then you can progress on from there, so the presentation goes through the MLM. It goes through the product. Start thinking that what's obviously for your MLM, but the one that I just put up, it goes through the presentation. It goes through the product. It goes through all the things that you would normally ask. Comp plan. Events. All the stuff that it goes through, but then what it does is it goes through, and I talk about why my downline is unique. Why you should join me over the other guy. You know what I mean? You got to answer that question for people. Think through what that answer is for you.
And so what I do though is I go through and I talk about how like, look, when you join my downline you get these funnels. You get these pieces of automation. You get, I understand that our product sells really well on the Internet using this piece of automation. And you get all that for free when you join my downline. That way I'm handing them things that are pre-made and pre-packaged so that they're able to actually go off and implement quickly, and so what I've been doing is vetting the system so that after they watch the video what ends up happening is at the bottom it says, "Look, hey. Did you watch the video?"
And if they click yes, it said, "Awesome, you have two options now. The options are right down below the video." And what they do is it says option number one. It says, "Hey, Steve. I'm in. Let me just join now." And they can click and they can join the downline immediately. Or option number two, "Hey Steve, this is awesome. I just have a few final questions before I dive on in." And they can literally click a button and select a time on my calendar in the next day or whatever so that we can chat face-to-face, which is awesome, and I make it so that multiple people can join the call at the same time so I'm talking to a bunch of people at once so that they can grab the systems and ask any final questions before they dive on in.
So that's it. Anyway, I just wanted to give you guys a bit of an update. I know it's a fast episode, but as I've been sitting back and looking through, man, there's so many people who are applying. Number one, how do I make it so it's still personal? That they understand that they're also getting me, but that it's also duplicating me? That it's also making it so that I'm not the bottleneck of my own organization?
And so I've been going through and that's actually what we've been doing. It's been a whole lot of fun, so I thought I'd ... A lot of this podcast is about me documenting my journey on the way for this whole thing, so that's what I've been doing and it's been working. It's been great, and we've had awesome, stellar people come through, watch the video and what's fun about it, I think the funnest thing about this is that it attracts an individual who ... Really there's two kinds of people that it's been attracting. Number one it's the kind of individual who is a rockstar already and they've already got a downline somewhere else and they want to bring them all under me. You know what I mean? It attracts those kinds of people. Or they're amazing at marketing. You know what I mean? People with experience. Or, it attracts an individual who is basically brand new but they're willing to learn and they're coachable.
For some reason, and I haven't quite figured out why, this whole system keeps people out who are not otherwise coachable, which has been nice because it's increased the culture of the downline. You know what I mean? I'm a respecter of everybody, but we all know not everyone's going to be an equal recruit. It's not the nicest way to say that. Not everyone is going to be the funnest to work with sometimes, and so it's been fun because people who are new, they come in and they're like, "Oh my gosh, look at these rockstars I get to surround myself with." And then people who are experienced get to come in and they're like, "Oh my gosh, look at these cool systems Steven has." It's cool because I feel like for the first time it's been this awesome win-win-win-win-win for everybody all around.
Obviously it helps me, but it helps them because I'm helping them and I'm solving up their followup problems once I hand them the opportunity, and then it's helping new people who've never done this before either. I've had people who have been joining simply because they're like, "Oh, it's Steve Larsen. I know he's awesome." But they know nothing about MLM. They know nothing, and it's been cool to get both sides of the spectrum without as much drama. It's been cool to do that, and it's been exciting because of the kind of person that it's been attracting. You know what I mean? Very, very fun. It's been exciting for that whole reason.
Anyways, I've been loving it. It's been awesome, and I know there's been a few people who've been like, "Steven, why do you make me go through this entire process? How come I can't just call you directly?" And I know that's one of the things that people will be struggling with sometimes when they go through that, and I know that. The reason why though is because the process is also the filter, and sometimes part of the reason why you may not like the person who's joining your downline or joining your MLM or whatever it is is because there's not enough of a filter. You know what I mean? I've got some amazing crap for the people who join my downline. Insane stuff, and it's really easy to be unique in a blue ocean in the MLM space right now because there's not that ... I believe all the other tactics and strategies are stuck in the '90s, and since I do stuff that's cutting-edge and new, it's really easy to make a splash and that's one of the reasons my downline has been so much.
Anyway, that felt really braggy. I'm sorry, but I'm just trying to show you guys and understand what this all is and the power of it and why it's such a huge deal, and even though I know there's been some people that have complained or whatever. Also, that system is part of the filter. The people who want to work with me, they prove to me they want to work with me by going through that process.
I was speaking. It was the second place I was speaking at this last week, and this guy walked up afterwards and he was like, "That was amazing. Oh my gosh. We have this list of 12 million followers. I really want you to get on my podcast." And I was like, "Hey, that would be awesome. Just click on this button." I told him. I was like, "Go to SteveJLarsen.com and click on Interview Steve." He was like, "I don't want to do anything like that. I just want to give you a link." And I was like, "Well for me and my VA and my current process there's so many people that want to interview me, that's what helps me. Just go click there and I've got no problem getting on." And he was like, "Ah, don't send me through a process," and he walked away all mad, and I was like, "Sir, then I can't get on your show. You understand? The process is also what protects me." I didn't say that, but I did tell him, I was like, "Then I can't get on your show."
That's why though, is because if you don't have a process it's half the reason why you haven't been enjoying your MLM. It's half the process why you've been getting people that aren't doing anything. If you don't have a process down, if there's no consistency, how on Earth can you measure progress? You can't, and so you don't know what the levers are in your business to be turning and focusing on and the other ones to leave alone because they don't matter. You don't know what the time suck and emotionally draining activities are because everything is different every single day. There's no consistency.
And I understand that I might actually not get as many people into my downline because there's a process, but ... We're getting a ton of people. I mean, that's not what I'm saying. It's also the process though that vets out the amazing people who want to work with me and it's really been awesome because it not only elevates everyone else, also it culturally protects the downline because there's a process in place. Then I can sit back and be like, "Oh my gosh, look. I'm saying the same thing over and over again." Or, "Look, I can identify this little spot over here that's not been good. I can identify that spot over there that's not been good. Because there's a system I can keep tweaking the system until it's better and better and better, an awesome oiled machine, and then when something works I just hand it off to everybody in the downline so they can do it too. You know what I mean?
Anyway, that's all I was trying to say. That the system is your friend that you go create, and if you don't have a system it's the reason why you're feeling a little bit all over the place, and I understand that there might be a few cons to having ... It's like a two-step process I ask people to go through. Number one, apply to join my downline. Number two, watch this presentation that I give to everyone every time, and then we'll jump on the phone and you can ask any final questions you have before you join. You know what I mean? That's the process that I have people go through, and that's it, and it's to help me understand who's serious just as much as it is to help me understand who would be poisonous in my downline as well.
It's also been funny. There's been a few people who have been a little bit frustrated like, "I don't want to watch it. Come on. I just want to talk to you directly." I was like, "Come on, understand what I'm doing. Watch ..." It's like when you're at a magic show and you watch the magician's hands and you're trying to catch the trick. That's all I was trying to say. Watch the magician's hands. Understand what I'm doing. Look at the process that I'm taking you through if ... I'm not pitching you right now on joining, but that's why I do it, and I want to tell those people that and be like, "Look, that's the reason why is because I want to hand you the same thing I'm asking you to go through because it elevates the quality of the runner. It elevates the quality of the producer that you're essentially hiring into your downline.
Anyway, it's been awesome. It's been a fun, fun, awesome experience. We just got a bunch more people into the Secret MLM Hacks course. If you're interested in that at all go to SecretMLMHacks.com. You can watch it. If you go to ... I don't know if I want to tell you where to go to join my downline because I don't want people to think I'm pitching, and I also don't want you to start applying without the actual intent to join because there's some really cool automations that happen in there, you know what I mean?
Anyway, I think there's a previous episode that I talk about where you can go to check this out if you want to, but anyways, it's been awesome and fantastic. I've been improving the process. Been improving the things we're going through, and it's cool. It's like step two of people applying to join my downline, and we sent it out to another 57 people or something two days ago. It's been awesome. So it's working guys, I want you to know that. I'm not just teaching MLM. I actually do it also, which should be a source of comfort for you to know that I'm not just blowing smoke around and theory. This is the actual stuff that's working. Anyways guys, been awesome. Have a great one, and go kill it.
Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own downline five simple MLM recruiting tips for free? If so, go download your free MLM Masters Pack by subscribing to this podcast at SecretMLMHacksRadio.com.
Okay, you guys. Hope everyone's doing great. I am in Las Vegas right now, Las Vegas. I have been invited to speak at two different events. Funny enough, they were both in Vegas and, funny enough, they were literally back to back. I'm excited. This has been awesome. I jumped on a plane this afternoon. My wife and my two little kids dropped me off, and hopped on a plane and came on over and speaking literally back to back. Well, back to back days, but it actually in the same event room even also, which is kind of crazy. I'm pumped about it though. It'll be awesome. I'm a little bit nervous. There's been so much awesome stuff been going on with the Secret MLM Hacks product. We've had a bunch of people join in. We've had great people, some successes already with it. It's been a fun, fun program, and I've really enjoyed it, and a ton of work, massive amount, but it's been, oh, my gosh, it's been rewarding to see how many epiphanies people are having with it, and it's part of what's been so exciting for me.
This whole business, this whole game, for me, is about helping people just have better lives. I could have easily stayed at my job, which would be awesome. It was a cushy, plush job. It was amazing. I loved it. It was so fun. I was pretty much made for life with that job. I could have stayed there, and I know some things were going to happen there. We would have been set for life. I was excited about the whole thing, but I don't know. I looked at the MLM industry for so long, and I was like, "There's so much stuff I feel like we could go help and do," and it's been fun to see all that happen and come to fruition and come to reality. Anyway, anyway, been a lot of fun. All of you guys are in there right now, big ole shout-out to you guys. Appreciate it. If you don't know what you're talking about, go to SecretMLMHacks.com and love to just have you even take a look at it.
Got the Module One of the workbook done and published and we put it out there to everyone also, and people who are in the domestic United States, when they join the program, actually ship out the workbook to them and we push that all over the place. Anyway, it's been great, guys. I've really, really enjoyed the whole thing. The community, you guys are amazing, by the way. The community on Secret MLM Hacks Radio is amazing. I can't believe ... Anyway, I've run several groups before, and this is one of the most compassionate, but extremely motivated groups I've ever seen. People are really ... It's fun. I like hanging out more in this group, even on Facebook, on our Facebook group there and stuff like that. It's exclusive. It's just for those who bought it, but, man, it is so fun. Anyway, any time I post anything or I'm like, "Hey, let's [inaudible 00:03:43]," you guys crack me up. It is hilarious. Anyway, really, really have enjoyed it though.
I am sitting down right here, and I am writing my speeches. Both of them are pitching speeches, and one of them is to pitch a $10,000 product to a group of people, and then another one is to pitch a $1,000 product to a group of people. What's interesting about that is that I'm actually using the exact same pitching style and format for both speeches, and it's what I wanted to talk to you guys about. Wait a second, Stephen, you're pitching a $10,000 thing with the same script style, which is true. They're very, very similar, just some stories are different and the products are different, but the stories, the format and everything's ... And then you're also pitching a $1,000 thing, $1,000 thing, and the answer's yes, yes, absolutely.
That's part of what I wanted to talk about though is ... I don't know how your MLM works, but, in my MLM that I'm in, as long as we don't sell below a certain price, we can sell our products however we want to. I can put them on my ... I can put them on sales funnels, like eCommerce funnels and stuff like that. I can put my product, which is awesome, so I'm developing those things and putting them all together, and it's going to be a ton of fun, which is very, very exciting. I'm pumped to do it, but I can also sell it for as much as I want to, which is amazing.
It's interesting because I know not everyone has the ability or the sway to be able to do that stuff or things with their MLMs, and that's fine. Stick with whatever the constraints of your MLM say, obviously, but you got to understand that what I wanted to talk to you guys about real quick is that this kind of a mentality that I notice sometimes it happens that ... How should I say this?
On the flight over here, on the flight over here, there's a guy I was listening to by the name of Grant Cardone. If you guys have never heard of him, he's awesome, but I'm listening to one of his books called Sell or Be Sold, and when I was in college, I had the sudden realization ... I was in a marketing degree. I was in a business marketing degree, and that's what I got in college, and I realized though that I was literally a dime a dozen. Literally, there was nothing that was going to set me apart from all these other people.
As I started looking at the different classes throughout the remainder of my college, as I started looking throughout, I realized that there was literally going to be nothing that set me apart from anyone else and that I would leave college and have zero skill that I actually learned, and so I sat out on this path of self learning, and I learned how to teach myself and I learned how to love learning, and I learned how to identify a problem, come up with a solution on my own, whether or not it's right, and then just execute and then pivot as I was moving, and I did that over and over and over and over and over and over.
One of the things that I realized I needed to go do is I needed to learn how to sell and I needed to learn how to sell stuff well. It's well enough now that I'm going to be pitching a $10,000 package to a group of 20 people, you know what I mean, in two days, which I'm excited about, but what's funny about, and I ... Am I nervous? Not really. Why? Well, it's because I've had practice selling. I've had practice with the pitch, and I have complete confidence, complete confidence that it's worth way more than $10,000, what I'm offering them, way more than 10 grand. It's not about the money, and it's part of what I want to talk about with you guys today.
If you're struggling to sell your MLM's products, my guess is that, number one, you're probably not using it yourself. A person who has been using their MLM's products naturally come up with stories that sell. They naturally come up with convictions that help them sell. You know what I mean? It's natural. It's a byproduct of using your M ... If you're not using your MLM's products, number one, you got to start asking yourself, first of all, why? How come they're not getting you that motivated? Number two, though, are you in the right MLM then? If you're not ... Again, I'm not here to dissuade or persuade your ... Whatever it is, you got to understand, though, the basis of sales.
What is sales? Sales is merely a transfer of belief. That's all sales is. If I can get you to believe, and I'm not saying it like an evil way at all, but if I can get you to believe that the thing that I'm going to be selling you is worth more than $10,000 and it truly can change your problem, suddenly price is no longer really an objection. Suddenly, price really doesn't matter, and it's the same thing ... I've run into too many people in MLM, especially in MLM, where they're really, really scared to sell their MLM's products because they're afraid to ask for the money. Man, if you're afraid to ask for the money, number one, your convictions on your own product probably aren't deep enough. Number two, you might have some false beliefs about what it means to sell stuff. You might have some false beliefs. You might believe that selling or taking someone else's money in exchange for goods or services, that it might be wrong, and that's a false belief. That's not true at all.
Understand that when you sell somebody, when you transfer belief, you are literally changing the way they see the world. You're literally changing their outlook on all of humanity, the way they look at themselves, the way they look at their friends and family. It's the way they look at their family and themselves and the world and everything around them. You're changing that, and for you to walk away and not give them a product after you've just changed the way they look at everything is kind of selfish. I love selling stuff because it enables someone to change their life, and it might be a small change, but it's a change.
If I change the way someone looks at the world and I don't sell them, I am literally leaving them to their own devices. I'm telling them to go come up with the answer. I'm telling them to go come up with what they should be saying, what they should be doing, what they should be ... They have to come up with basically the product on their own or a substitute of it because if I really change the way that they look at the world and I don't offer them the thing that I know could help them now that they see the world differently, it's almost ... Russell Brunson calls that, "Your moral obligation to sell," in his book, Expert Secrets. That's why.
I'm creating these two sales scripts right now, and I'm creating these ... The stuff that I'm giving for the $10,000 one is definitely worth way more than 10 grand, but it's not about price. I know that when I help them see what they need to be doing and the next steps they need to be going on towards, I know, I know that they will look at the $10,000, and they will say, "Hmm, the outcome that Stephen was talking about with the potential to get that, it's worth way more than 10 grand. It's worth ... It's not a cost to me."
If I can get them to weigh in their mind the return, not the cost, I'll get the sale. You do that primarily by telling story, and there's a very specific way ... Telling story is one of the ... It's literally an entire module inside Secret MLM Hacks, how to do it, how to craft one. They're crafted. They're on purpose. There's a lot of ways to tell story, and there's a lot of ways to do it, and there's a lot of ways to figure out which stories to be telling, but I go through, and we walk through how to do that.
Anyway, I just wanted to talk about selling and the power of it and the purpose of it and, literally, salesman's or salesmanship is like ... It's the oldest ... It's the oldest profession on the planet. Funny enough, sales gets this bad rap sometimes, like, "Oh, he's just a salesman." What? You mean he's a salesman, not just a salesman. A salesman in my mind, that's the most prestigious profession on the planet because without sales, literally, tomorrow, the entire economy will stop. Everything will drop, which would ruin ... It would wreck everything. That's why salesmen get paid so much money. If there's no sales, there's no business. If there's no sales, people aren't getting salaries. If there's no sales ... You know what I mean? It's all about selling. It's all about selling.
If you are the chief seller of the product in your business, in your MLM, and if you can't do that, it's time for you to learn. It's time for you to understand how to sell. It's time for you to understand how to actually put together a message.
Then what I do is, once I help you do that, we also figure ... We also show you how to automate it so that you are pitching many people at once without actually being the one doing it. You have a tool that's doing that for you. That's exactly what you guys are going through right now. It's exactly all the stuff ... It's exactly what I teach everyone to do. Anyway, so start thinking through that. Start thinking through, do I love selling my thing? Selling it? Am I selling my thing? Am I selling my MLM's products? Do I have a hard time selling it? Do I have a hard time ... Do I have a hard time collecting people's money over my product?
If you do, it's time to take a hard look at the product, see if you really like it, I mean really like it. Do you honestly really enjoy the product? Do you honestly really ... Are you using it in a way where you can sit back and you're like, "Man, that's, like, awesome stuff, super, super cool," or is it kind of fluffy? You're like, "Oh, I'm just kind of here for the free breakfast." You know what I mean?
Anyway, I'm sitting in this hotel room, guys, and I have bronchitis, and I'm supposed to speak for four of the next four days. I'm literally speaking every day. Two of them are sales scripts and sales pitches, and I got to go figure out the actual scripts for them, which I'm writing now, and then two of them are off the cuff, which I'm super stoked about, too. I love those formats, also. I love speaking. I love going to events and speaking, and I've been invited to speak at at least eight events in the next year here, and I'm excited about it, and it's one of my favorite things ever is to go speak, but I am in this hotel room. I'm very tired. I have bronchitis, which is crazy. I'm sitting here. I've got cough suppressant medicine from the doctor, and the gave me a Z-Pak to nuke my body of anything else that's not good in there, but the cough suppressant makes me all drowsy and tired, so I'm just trying to stay focused. It's almost 11 o'clock at night. I'm trying to stay focused, trying to get this message done.
Last time I did this, I slept four hours. I went to bed at 4:00 AM, and I was on stage speaking at 8:30 AM. I'll get it done, but, gosh, dang it, I know it's coming, and I'm a little bit ... I got a little anxiety over it, little bit of nervousness, but it'll be [inaudible 00:15:56].
Anyway, you guys are awesome. Love the community we have here. Appreciate you listening. Get out there and crush it. Go make your MLM. Be the thing that makes your dreams happen. All right. Talk to you later. Bye.
Hey, thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to SecretMLMHacksRadio.com to submit your question and download your free MLM Masters Pack.
Alright, you guys. Hey, I'm very excited for today's episode. I'm going to be jumping on a live Q&A call with all my people here soon, and I'm pumped to do so. I do live Q&A's with three different groups right now. It's kind of all over the place, actually, but it's a ton of fun. I really, really enjoy it. I am what's called a Two Comma Club Coach, there's only a few of us at ClickFunnels, which is awesome. Two commas, meaning a million bucks, which is very, very exciting, and my specialty is webinars.
I spend about an hour and a half to two hours each day, or sorry, each week, doing live Q&A. My students go out and they get all the questions out that they've been working on, basically they go through a whole bunch of models during the middle of the week, and then afterwards I have them, they come back in and we do huge Q&A sections. It's a lot of fun, I really, really enjoy it, I look forward to it every single week. As I was, as we were putting that whole course together and as we were putting everything together, it was cool to like realize that doing the Q&A sessions, the group Q&A sessions, is like this gigantic value add, and I started having people tell me, "Steven, these Q&A's are like just as good as the rest of the course combined." I was like, "Hey, that's really, I appreciate that," and then I started thinking about that more and more and more and more. I started thinking through like the way I've watched MLM uplines communicate with people, and please understand what I'm saying here. I'm not saying ...
Anyways, follow me for a second here, okay? There was a guy that I watched in my first MLM run around all over the place. He was the man, like I look up to him like crazy, I still do, there's nothing wrong with the way he did stuff, I just don't want to do it the way he was doing. They kept saying like, "Hey, this is all passive income. Hey, this is all passive income." There as nothing passive about the way that guy was working. There was nothing passive about how he was [inaudible 00:02:40]. It wasn't sustainable, the method wasn't duplicatable, no one else could go through and work the way, you know, it was ... This was only, the people who were going to be successful were the, only the people who could work like absolute animals and can sift through people like a beast. I understood the method, it kind of offended me a little bit, but I really, I just didn't want to do it that way at all.
One of the things I noticed is that he was on his phone constantly, I mean all the time, because so and so from this down, from this leg, and this downline, was saying this. So and so from this line needed a question about two things over here. So and so over there had, needed, and then if they didn't, if he could pick up and answer immediately, they just kept calling and calling and calling and calling and calling. I was like, "Oh, my gosh. I have a fear of the phone," which is true. I don't have a fear, but, man, I cannot stand, I cannot stand getting on the phone. I don't know why, I was even a telemarketer for a while, on purpose to try and get over that. The phone, like kind of freaks me out, it drives me nuts. I was like, "How could I do this in a way that is actually duplicatable with my time, so that have a system that's duplicatable, but my interaction is duplicatable? How can I make this in a way so that I am still able to be removed from my own organization?"
Again, not that I'm trying to take the human element out of MLM, I'm not trying to do that at all, I'm not trying to like sham people and say, "Hey, go figure it out on your own." What I started doing is I started like, I was like, "Man, what if we did like a live Q&A session with everyone who is buying my course, and then a live Q&A session with everyone in my downline once a week?" I'm actually doing three of them now, because there's Two Comma Club Coaching [secrets 00:04:39] masterclass, and then there is a, the people who buy Secret MLM Hacks, they can ask anything they want in a group Q&A section and setting. The reason I've been doing it that way was so that they're indexed, and actually do them over Facebook live. People go and they submit their questions ahead of time, and then I index the questions and my answer and I put them in our members area, and I put them in different, so that it's more duplicatable, so that if someone has a question, they first go try and self-solve. I'm all about finding self-solvers, okay.
I do not believe in finding people who believe that their success is on my shoulders. That is not true at all. We each have our own part to play in our own success, so I go and I find people who are self-solvers, those are the kind of people that join my downline. Then what I do is I go and, I've been doing these group Q&A sessions, that I'm about to jump into one, and just to let you know, what day is it? Tomorrowish. It's consistent though, every single week, and people go and they preload all of their questions, they preload all their stuff, so then I start immediately with all these Q&A's, and it's awesome, guys. It's so much fun. Then eventually what I did with the Two Comma Club Coaching one was, I found a guy who wanted to listen to all the Q&A sessions, and by that time they were like well over a 100 hours of Q&A sessions with me.
He grabbed all 100 hours, and he listened to all of them, and then anytime there was a question that was asked, he would take that and then my answer and put it into its own little MP3, so that in the members area people could search for the question or the topic, or whatever it was, and then they could see, not just the question obviously, but then all my responses to that same que-, and if people kept asking the same question, and I had another response to it, there was like three or four, five or six instances where I answered that question. Someone could get a really awesome round-out answer in just a short amount of time. This has been amazing, you guys, it has replicated my time, it has kept me from having to live on the phone to answer this question or that question, when I've answered it tons of other times for other people. With this group Q&A section, a thing that I've been doing, like how awesome to do it that way, right?
Because now I don't hold them back, they don't need to wait for an answer to something that might be even just really tiny. Or even if it is big, they can go, they look, everything's indexed, they see all where the questions are. Boom, right there. I'm planning to, I'm doing, I'm planning on doing that same thing with both my downline and also the Secret MLM Hacks group, which is super awesome. I mean massive, massive value add, and I totally get that, but what it's going to let people do is move at their own pace, because I know some people get in and there's like, they're like, "Hey, I'm working tons of jobs, and I got to go a little bit slower." Or someone comes in and they're like, "Hey, I just jumped ship. I literally am trying to build my parachute while I'm falling and I have to make this work. I'm going to move at lightning speed." I'm like, "Cool," and it's nice because it lets people, because I have content that is tailored specifically to my downline.
Like, "Hey, guys. This is how I sell this product with this thing, with this script, in these ads, in these areas on the internet. Hey, guys. This is how I sell this product with this script and these ads. Hey, this is how I do it." That's where I'm taking everyone, that's what I'm doing and putting out and developing. "Hey, this is how I bec-, this is, guys, this is how I became unique. Make sure we're all unique here, and if you just add like two or three things here you can totally become unique from everyone else in the upline and downlines so we're not all competing with each other, right." I mean, solving the huge problems of MLM, right, but I know I ask a lot of questions. I ask a ton of questions. Sometimes it's funny, we'll be at like grocery stores or checkout lines or a restaurant or whatever, and I love to ask questions to just random people. Every once in a while it's kind of funny, it kind of drives my wife nuts sometimes.
Or she'd be like, "Why did you need to know that?" I was like, "Oh, I'm just curious. Hey, what's your highest selling thing here in the grocery store? Hey, what's the day that is the least busy? Hey, what's the day that is the most busy?" Random stuff, but sometimes just kind of cool and fun to know. I ask a lot of questions, and if I was in my own downline, I would be so thirsty to get all the answers immediately. What I'm doing is making this thing consistent where each person has the option to come in and ask questions on a repeated basis, at the same time, every single week. That way the other like six days and 20 hours, or whatever, of my life, I don't have to be glued to my phone. Okay, but I'm still serving and servicing my people. Okay. It's how I've duplicated myself, it's how I've created a machine and a system that solves itself. Then I just teach my people to do the same thing with their people that they recruit. Right? Right? I got no problem if they're using the same kinds of answers that I gave.
Does that make sense? This is like huge, like no one ever taught me that stuff in the first MLM I was creating, and I realized like right off the bat, "Holy crap. I'm going to have to become a customer service rep to actually pull off a successful MLM downline." I was like, "I don't want to do that," and if you're, if you have a disposition towards those things, that's great, good for you, that's awesome. It's not in my personality, and it's not that I don't like people, it's not that I don't like dealing with people, or that I don't like answering questions. It's that I answer the same question a billion times for tons of other people. I was like, "Man, why don't we just have one centralized place where all the questions are, my answers to all of them, every time, in the same place where the rest of the training is on how to be a rocking member of my downline? Or how to actually apply and get Secret MLM Hacks, excuse me, Secret MLM Hacks applied appropriately to your recruiting and your product?"
You know what I mean? A huge value added, amazing. I charge a grand an hour right now for one on one consulting, and to come in every week and do that for free every single, like that's huge. A massive value add for them, massive value add for me, scratches everyone's back, and is one of the, like while I've, this is why I've been thinking this. While I focus so heavily on true duplication of the product sales, recruiting, this is like the first area where I've really been focusing in where it's like, "Hey, here is true duplication communication wise. Right, this is duplication as far as like my own time so that we really can, if we want to, go retire on an island." You know what I mean? Otherwise, you're glued to the thing. "Yeah, let's go retire on an island, but I'm going to be on the phone 18 hours a day." Like, come on, that's not what I'm going for. I'm trying to get a thousand people in my downline in the next six months, that's my goal. A thousand more, okay. I'm excited to do it, and we're kind of on track, and it's been awesome.
It's been sustainable. I'm just, and it's been a whole bunch of fun. If you want to follow the ride, or if you're like, "Hey, how does this work," or whatever, if anything I said is interesting to you on that, we'd love to have you on the course. Anyway, the fun stuff. Just think through how you can do that for your own downline. How is it that you can duplicate your communications? One of the other areas that it's really helped me with this as well is that it's helped me understand where people are struggling, and it's funny because a lot of times I've not, I would never have known otherwise that that's where people were struggling. I was like, "Really, that was the thing? Okay, cool," and I'll go help and solve it and they're like, "Oh, my gosh, that was amazing." Suddenly everyone's income explodes because there was like three things everyone was struggling with and I just go help them solve that for the whole organization though. Everyone sees the answer, everyone gets it.
It helps create runners out of the people who may not have been runners before, because they're like suffering in silence. Wait, "I didn't they had that question too. Oh, I didn't want to look dumb. I didn't want to look like I was the only one that had that question. Oh, they had that question. Wow, that's the answer. Sweet. Boom," and they go run. It helps people who are not extroverts also get success with this, because they see all these other people with their questions, they're like, "Oh, man." Does that make sense? Super, super, super helpful. Super thankful I've been doing it. Super thankful I'm about to s-, like I'm starting it with the Secret MLM Hacks group because I just, we just barely opened the card on this thing last week, and it's been great. I had tons of people come in, and every week we're just going nuts with everyone. Anyways, very exciting, very awesome. I feel like I'm saying the same thing over and over again, but there's just tons of benefits of doing it this way.
Because otherwise, man, I would watch some guys in my upline and the first upline I joined run around with me and spend inordinate amounts of time with me. It's not that I wasn't thankful, it's that I was thinking like, "There is literally no way this guy could leave my side and I would be okay right now." Then there's all these other people who also have questions, like, "Oh, man. This is not sustainable. It's not duplicatable, it's not something I want to teach my people to do." I am super pumped that this is something that's being implemented right now, and I'm super pumped to jump on the first one for Secret MLM Hacks here shortly. Anyway, you guys are all awesome, appreciate it. I just wanted to drop that little tidbit by, as far as logistics how I'm running this thing, so that it's not all consuming. You know what I mean? I still want a lift in the mornings, I still want to hang out with my little four year-old and two year-old, I still want to hang out. You know what I mean?
Like I still want the life, I still want to be able to go do those kinds of things, but not shove my people in a corner and make them feel like I'm not giving them the time they need. You know what I mean? Anyway, so this is the way I've gotten around it. All right, guys, I'll talk to you later. You're all rockstars. Bye. Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own downline five simple MLM recruiting tips for free? If so, go download your free MLM masters pack by subscribing to this podcast at secretmlmhacksradio.com.
How you guys doing? How you guys doing? That intro, I love my intro. I think it's awesome, but I want to switch it up here sometimes. It's stuck in my head all the time. Hey, I got up pretty early. I love getting up early. I get up at about 4 o'clock when I can. My perfect day gets me up at 4 o'clock, which means I have to go to bed like 10:00. That's totally fine, but I was getting up, and I built this gym in our third car garage. I love lifting. Lifting is a ton of fun. I love it because it's a competition with myself. I didn't realize it, but my wife also got up at the same time, and she was just on our living room on the other side of the garage door inside the house. I was lifting pretty heavy, and I was trying to beat some records and goals and stuff like that.
I was really pushing myself hard, and I was dead lifting. Dead lifting is my favorite lift. After you deadlift like super hard, like stuff kind of gets a little bit hazy in your vision, which is pretty normal. People are known to slightly black out a little bit. Not like in a bad way or anything, but you're like, "Steven, how does that sound? Where's the good way?" I was like yelling, like screaming and stuff. I didn't realize that she was on the other side, and she thought I was hurt. She got all scared and nervous and everything and I was like I was killing a babe. Like what, yeah. Anyway, hey guys, I'm excited for today. It's pretty early still. I'm excited for this week.
I've been planning out my weeks really intensely before the week actually happens, and it's been amazing what it's been doing for my day. I hope that you guys are doing that as well. There's so much purpose, there's so much clarity on everything I need to get doing. Today one of the things I'm going to be doing is I'm going through ... A lot of you guys might know, if it's your first episode here, just know that this podcast has been documenting me creating and launching my Secret MLM Hacks course, Secret MLM Hacks product. We had about 37 people join us during the launch, which is great. Tons of people applied to join my downline, which is a lot of fun, which invigorates everyone else. Keeps everyone else moving and things like that.
I'm getting an average of one to two people per day asking to join my downline, which is hilarious. I don't reach out to anybody. I don't do any of the face to face stuff very much. You know what's funny? I was talking to some of the people though like, "Awesome. Now what do you say face to face?" I'm like, "You know what? I kind of solved my own problem. I really don't talk about it at all face to face with anybody." I don't know. The subheadline for the thing was how do to X, Y and Z without friends and family even knowing that I'm in MLM and that's true. I think my parents and my family kind of know-ish that I'm in I, but not really. I think they think it's not like a real thing, or I don't know. I don't know, but that's the whole point.
That's the reason I built these systems was to solve my own pain, and it's been working, and it's great. That's why I built the product to show everyone what I was doing as well. It's not a pitchfest. I don't show anyone. I don't even tell anybody what MLM I'm in, but it's been a lot of fun. Today what I'm building now or what I'm finishing is about three or four months, I did the first draft of the workbook that goes with the course. It's fantastic. It's fabulous. I love workbooks. About four years ago, three, four years ago ... Excuse me. I'm getting over a cold again, but about three or four years ago, I was going through this workbook. Actually I've got it right over here called DotComSecrets Ignite.
It's a workbook. It's not like it's huge or anything, but I went page by page by page through it about four years ago. When it said, "Hey, do this, this and this," I did not move on until I did it. When it said, "Now do X, Y and Z," I did X, Y and Z and I did not move on until I had those things done. It was in the middle of college and I was hiding literally in the basketball stadium box office seats. I think I've told you guys this before. I would hide up there. I didn't have money really to get into the thing I wanted to. What I did is I went through that workbook literally page by page by page by page, and I planned out everything that it said. I did everything it said to do. When it was time for me to launch, I had all my ducks in a row.
I knew where things were going. It made me answer the hard questions. How are you going to find people? How are you going to sell? What's the sell point? All that stuff. Where's the traffic coming from? What's cool is that it helped me apply everything that was being taught in a video course. I've set it up slightly the same way. I tend to think when I get someone's course ... I buy a lot of people's courses and got books all around me. I love studying. I love learning. I tend to think like hey, I'm going to through this entire massive thing. I'm going to go through all of it. Just watch it all in one shot and then I'll see what I want to do after that.
It never works that way though. There's always so much stuff. I'm sure you guys have all done this. You read a book and you're like, "Oh my gosh. That was great. I should go apply that." You're like, "Well, I'll keep reading." You forget about it, right? There's a really, really great TED Talk by Mel Robbins. Mel Robbins is fantastic. She talks about The 5 Second Rule. The 5 Second Rule basically says look, if you have an idea, if you've got that thought that pops in your head and says, "I should do X, Y and Z," right, if you don't act on it in five seconds, it's gone. Right? Your head pulls the emergency break. Your head says, "You know what? There's too much risk involved with that."
Even if there isn't, your head starts to find and search for a risk for it so that you feel justified and not doing it. Does that make sense? The whole point of what I'm trying to say right here is that I kept thinking it through, I got the first draft of this workbook back and it looks fantastic. It's so cool. Oh my gosh. I'm so excited for it. Anyway, it's going to help a whole bunch of people. Apply my course and actually get the stuff done so that they're not stuck in this like learning cycle. I talked about that a little while ago too, but so they're not stuck in the learning cycle. I'm excited to actually get this thing out there, but I'm going through and I'm making edits. One of the things in here talks about relationship creating.
Now I know a lot of people call it relationship marketing or other things besides MLM, which kind of makes me laugh a little bit. MLM. MLM. I talk about relationships and not in a way that I think people really think about it. What you do in here though is you list out a whole bunch of people that you wish were in your downline or who were buying from you or specifically the people who have lists of the people that you wish you could sell to. Right? You got two ways to really go about this MLM thing. Okay? This is what I want to talk about today. There's really two ways to go about this MLM thing. The first way is the way that it's traditionally taught. There's nothing wrong with it, but it takes forever.
The other way is more of the way that I do it, which gets people applying to join my downline which is amazing. Then I give everyone in my downline those same systems so they can keep duplicating. Anyway, there's really two ways to go about it. The first way, okay, imagine this. I used to go backpacking a lot. I grew up in Littleton, Colorado, which is like right between Denver and the mountains. I mean I was skiing since I was five. Skied like crazy. Tons of skiing. Lots of backpacking. Lots of outdoor stuff. I absolute love that kind of stuff. I haven't been able to do as much of that lately, but I still love it. I remember there was a summer we went on a three week backpacking trip.
It was this three week backpacking trip and I remember that like two weeks in, we get to this spot where we were planning on resupplying our water at this creek. We get to the creek and everyone's tired. After two weeks, your legs are kind of broken in. You don't really feel it as much anymore. It's really those first like three or four days that kind of hurt a little bit. Then after that you're like, "Okay." Just like anything, there's growing pains at first and then you kind of get to a spot where your body adapts or like anything else, your brain adapts so you figure out how to solve the problem, whatever it is. Backpacking taught me a lot of stuff about life and business. Anyway, we get to this spot after two weeks in.
We get to this spot where we're going to go refill up our water and there's no water. The creek is totally dried up. Totally dried up. We were like, "Oh, crap. We still have 48 hours before we're going to go waltz into camp." It's actually kind of a dangerous situation. We pooled all of our water together and everyone threw the rest of the water that they had together in this circle. We kind of rationed the water out the remaining 36, 48 hours, which might sound like hey, you can be okay, but when it's high altitude like that, your brain goes a little bit weird when it doesn't have a lot of water. You start to not necessarily hallucinate, but you can. It starts to mess with you.
We were really high up, when you are dropping a lot of elevation to get down to the camp where we would like resupply. I think we went home for like a day or two and then we went back out for another week. There was a lot of us. There's probably like 15, 16 of us. It was one of my favorite memories ever. Do you think that we stood there and started digging for water? No. No. Is that the most efficient thing to do to sit there and start digging for water right there? No. Why? It would take forever. Right? Wouldn't it be better just to pull a map out and go find out where the existing water is and walk to that water? Ah, Steven. Oh, thank you so much.
Here's the lesson of it, here's the lesson of the whole thing is when you go and you start talking to family members and friends who do not have a preexisting disposition to buy into MLM or your product, you are digging for water where it does not exist. It's not to say that you won't find it. In fact, a lot of people do, but my word. For me I hate doing that way. I got to sift through a lot of rocks, a lot of weeds, a lot of boulders on the way to find the few spots of water that hopefully will create more water for me and I eventually can retire. You know what I mean? It's way better for me to just go and find existing streams. Way better. Right? If I have to go and I even have to pay a toll to some river owner, right, that's totally worth it.
It's still going to be more effective and efficient for me to go do that than me to actually start right there. I could even go to a swamp and just start digging. Guess what? That's some nasty water right there. You don't necessarily need that kind of water. Go find the water that's already moving. The water that's already in motion. The water that is already in motion. The water that's already going. The water does not depend on you to move it. Right? Has anyone ever drank stagnant water that you filtered? Holy crap. That is nasty crap. Hopefully you're starting to get the analogy here. Rather than me going and starting to dig water where there once was water, I don't care if even it used to be the Mississippi, if it's not there, go find it.
Right? Move with it. Shift happens. I'm not a swearer, but I actually caught that. Shift happens. Okay? Anyway, it's better for me to just go find who already owns the ... I could go find a river source that nobody owns or I might go find a river source that somebody does own and I have to pay a little bit of homage to. Pay a little bit of fee to. Maybe a relationship for to actually gain access to. I treat MLM the exact same way. Okay? The exact same way. I'm not going to go to the places where I'm going to have to dig and hunt and search and find and track and trap and trick and go and say, "Oh my gosh. This is what you need. You have to have this. You need this. You need this."
First of all, if anyone needs my thing, they're already not a good candidate for me. I am looking for people who are already in motion. People already moving. I want the people that are sometimes hard to get the attention of because they're so active in their life. That's the kind of person that I want. Right? That's the kind of person you should want. Right? That's exactly what I teach my downline to do is how do you find those kinds of people and how to do you become attractive in a way so that they start coming to you, right, rather than you going and tricking, trapping and tracking. That's my three T thing I guess. I don't know. I kind of made it up on the spot, but I kind of like it. It's sticking. Does that make sense?
What I do is in this workbook is I go and I help people identify where the existing river sources are and then what you do to court and slightly date the river owner, right, because you might not own that river. You might not be the first one who found the river. If you're not, which chances are you're not, right, you might have to either pay some homage to that person or whatever it is. Let's think of Facebook for example. Right? The way I see people digging for water in Facebook is they'll go around and they'll start ... Man, if my wife gets invited to another party, it's someone's house party, I swear she's going to snap one day. She gets invited to so many house parties and she is not in MLM at all.
That's people digging for water where there once might have been water, but there's not water. Going on Facebook and posting a whole bunch of stuff like "I'm working from home today" or they're posting selfies of them in the gym. "Working from the gym today." It's like really? Really? You're working from the gym? I saw somebody come out the woodwork and say, "Hey. Oh man. I'm so excited. I made $30 this month from my MLM. That paid for our diapers." I was like man, you've been in that MLM for three years and you're just barely paying for diapers? Something is wrong. Wake up. Something is up. I'm not saying it's not effective and I'm not making fun of anybody.
In any other business, in any other scenario, in any other industry, right, people would call that not necessarily a success. Right? People wouldn't necessarily go to the people who didn't want to have their product in the first place. I am never, ever, ever going to be in the market for a pink Volkswagen or probably any Volkswagen. Don't try to sell me one. I don't have a preexisting disposition towards it. How do you find the rivers of the people who already have a preexisting disposition towards MLM? How do find those people? How do you get attracted to them? Solve that problem and my friends, you get one to two people asking to join your downline a day. I solved that problem. It took me a while.
I certainly figured out how to not do it. There's a lot of times I failed, but eventually I turned on the spicket and I was like, "Holy crap. It's working. My word. Check this out." That's what Secret MLM Hacks is all about. With this workbook though, what I'm having people do is identify where the existing streams of traffic are. Let's take another Facebook example. Right? Mark Zuckerberg's done a great job creating existing streams of traffic on Facebook. Right? It's better for me to go pay ads and target people who have that preexisting disposition towards MLM rather than just digging randomly in these random spots. Right? Mark Zuckerberg created the traffic for me. I know where people are hanging out.
I know where they are. Right? I know how to put ads in front of those people and get their attention and get them to ask to join. Like how interesting? Right? Interesting concept there. If you do it the other way around where you're like digging, man, that's like ... Tell me. Tell me that you have not felt burnt out before doing that game. Again I'm not making fun of it. I know there are people that get great success out of it. That's awesome, but I'm not willing to put like 10 years of work into something before I start to see a return. I'm not willing to do that. I'm not willing to do that and I'm fine being open about that.
I will not do that. There is definitely a better way and I found the way and I've been doing that way. Does that make sense? I hope that there's been some epiphanies with this that going and posting on Facebook all over the place, that's not a bad thing to do. Man, if that's you're only strategy, you are digging in places where there is not currently water and you're trying to dig deep enough with a belief that there is some. Eventually sometimes guys it's just easy enough to just throw the towel and say, "You know what? There's got to be a better way," and you start figuring out, "Yeah. You know what? You're right. You're right. That makes sense." Anyway, I hope that makes sense.
I know that people have reached out before and they'll be like, "Steven, that's so cool. What you do is really, really hard though." I'm like it's actually not. I think that's the part that's been the most shocking to me. It's actually have been way easier than I thought it was going to be. I thought it was going to be a lot harder. Now I had to go through a lot of stuff to get to this spot and that's part of what my course teaches. It's what did work so you can shortcut all of that. Right? It's what did go through and help people or help me actually get success with it. Right? It's not like it's been a one hit wonder. It's still going. It's still running in the background 24/7, 365. It's just running in the back.
It's been fun to be able to have that. There's a quote. When I get up in the morning, a lot of times I like to listen to these different inspirational videos on YouTube and things like that. I love that. I love that stuff. Anytime there's like a quote that really hits me hard, I actually write it on a legal piece of paper and I thumbtack it to my wall. In front of my wall or like in front of me right now, I got pieces of paper thumbtacked all over the place. I got a big massive wall calendar, but then there's thumbtacks all over the place. Sometimes it's a white piece of paper that I grab. Sometimes it's yellow. It's like this white-yellow mural on my wall in front of me right now. There's one on here that I look at a lot.
It says, "If you do what is easy, your life will be hard." Isn't that interesting? "If you do what is easy, your life will be hard." Folks, go ahead and start trying to craft into your life growth experiences. If you've been digging because you don't know any other method of getting people, just take a chance and understand that there are other ways to get this done. There are other ways. If you start looking at what the top MLMers are actually doing, I guarantee you they're not digging in random spots. They're not sitting around going, "Hey. Hey. Hopefully this works. Hopefully this works." They're usually not doing home or hotel meetings. Okay? That's what they teach everyone else. We become their lead gen.
Does that make sense? It's a stark reality. It's a harsh reality. One that I feel like a lot of people don't ... Anyway, I'm sorry if I'm the one that's like bursting the bubble on that, but start looking around. Understand what's going on. Start modeling them or model my stuff or take my course or whatever it is. Just understand that there are other ways to do this game. Anyway, that's all I got for you guys. I'm editing this section in the workbook. I got the first section back or the first edition back and I love it. It's so amazing. There's some tweaks and different things I got to go switch or fit and update and things like that. Then I am shipping it out to everybody who got the thing, who got Secret MLM Hacks.
I'll ship it out to them. They get a physical copy and they also get a digital one. Then my plea is that they go page by page by page. You know what's funny is the first workbook that I actually filled out, that DotComSecrets one, guess which business I was planning? This one. What's funny is I did never expect that I would go work for Russell Brunson. I never expected that I would go do X, Y and Z. There's all these different detours, but I learned everything I needed to on the way to actually pull off what I planned in that original workbook. I take workbooks very seriously. There's something about stopping and thinking and pondering and writing by hand your answers to what you're going to go be doing in your life.
Anyway, I'm excited about it. I'm going to get this thing edited up and then shipped on out to the people who just bought it. Anyway, this is not a pitchfest, but if you're interested, go to SecretMLMHacks.com and that's kind of where you can ... There's a free web class you can go check out there and get started and join our crew. We call ourselves the MLM Mavericks because we break rules. All right, guys. I'll talk to you later. Bye.
Hey, thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to SecretMLMHacksRadio.com to submit your question and download your free MLM Masters Pack.
What's up, guys? Hey. Man, we're hitting like ... We just flew past 10,000 downloads and we got a whole bunch of people listening to this now. It's anywhere from one to 200 downloads a day, which is pretty awesome. I just wanted to say thank you to all of those who went out to iTunes and left me a review. I appreciate that like crazy. Hey, the first 50 episodes of this podcast have been about me documenting the journey of me creating my product. It's something that I've been doing and using for a while with my own downline. Just if you're brand new, fair warning, I do not ever tell anyone what MLM I'm in. That's not the purpose of this podcast. I'm not here to pitch you. While I do recruit aggressively, I'm not here to tell you even what MLM meant.
The reason why is because I want to focus on strategies. The first 50 episodes have been documenting the journey of my creating the product that is more for just mainstream MLMers. I do have an adapted version of it toward, for my actual downline itself, but this is the one that's meant for anybody who's an MLM in general. It's really exciting, guys. It went really, really well. Today was the launch and it just happened just a few hours ago. Just really ended or at least the first round here with a whole bunch of people that just came in. It was a lot of fun. I really, really enjoyed it. We had about 170 people register, about 100 people were there, which is pretty normal. It's actually way higher than what you'd normally see on something like a live web class, which is actually really fun.
There's 100 people on pretty much the entire time and then we had quite a few people actually buy, actually a lot of people, which is a lot of fun. It was so fun. It's so exciting to see all the new people, the fresh people in and ready to rock. I've been really excited. I've been really pumped to welcome, welcome all those you guys who are brand new. Welcome to all of those, you guys who are just getting in. Those of you guys who haven't heard about it yet, that's totally fine. You can go to secretmlmhacks.com, secretmlmhacks.com. You'll be able to go and check out all of the different pieces and what everyone else is yelling happily about. Hey, there was something that I wanted to share with you guys, though.
This is I feel like ... Please put your thick skin on. I don't want to offend anybody. I don't want to offend. I'm not bagging on any person, but I am definitely making fun of a tactic. I'm making fun of a strategy that is very common inside the MLM space. It goes kind of like this. When you go and when you start to ... Let's say you're brand new in MLM, say you're brand new and people are your upline's excited that you've joined. It's kind of a new family. Let's say it's kind of a new experience. Nobody really knows who you are that much yet. Maybe, maybe you do and that's fine. Awesome. Excuse me. I'm getting over a cold. My throat's killing me. Let's say you're brand new in this opportunity, you're still learning.
You may not even know what a comp plan is totally. You may not even know what ... Let's say you're brand new, new, new, new, new and you get in and the first thing someone says is hey, let's go find out other people you might know who might be interested in this. There's nothing wrong with that. That's great. Absolutely. Absolutely. Once you've exhausted that list, what happens? You've been handed this amazing opportunity. You've been handed an opportunity on a silver platter, so to speak. Then, there's this massive problem that happens. There's this huge issue that pops up and the issue is how do I find more people. That's exactly what this product I just launched is all about.
Because here is the reality of it and this is stuff a lot of uplines don't want to talk about or they don't quite know what the answer is and it seems like the only strategy that's ever been taught and promoted is go talk to family and friends. There's nothing wrong with that. Like I said, if you know that somebody's interested in it, if you know that somebody is into it, that's fine. That's fine. When it's left to its own, when there's nothing else that's added into it, that strategy is stuck in the '90s. MLM is broken out of the box. It is. You sell the same stuff to the same people and then we expect to have different results, even though we sell the same product with the same script with the same fulfillment.
Everything is the same as everybody else on the upline and downline. Everything is. Then, we expect to have extraordinary results, even though we're doing things that are completely ordinary. We have thousands of other people that are into the MLM. It makes no sense. Doesn't make any sense. Here's the problem. When you recruit somebody, you actually give them two things. These are the two things you give somebody when you recruit somebody. The first thing that you give to them is an opportunity, obviously. Opportunity, they got a position in the downline, they might have some product, and they're very excited and that's great. They should be. They should be excited. We're talking about generation wealth potential here.
MLM is a great vehicle. The second thing that you hand them, so the first, the you hand them the opportunity. The second thing that you hand them, you also hand them a problem. There was a quote that I heard once that said that ... I'm going to botch the quote. I don't know exactly what it said. It was to the effect that you can measure the level of somebody's success to the same amount of problems that they've solved. Meaning that you can tell if someone's been super successful because they've solved a whole bunch of problems. That is the measurement of success. When you recruit somebody and you actually get them into your downline, you give them an opportunity but you also hand them a bunch of problems they got to go solve.
How do I find people? How do I pitch this thing? How do I talk? Do I know how to talk? Do I know how to talk to people? Do I know how to get outside my comfort zone? There's a lot of personal development things that an individual has to experience, but then there's also tactile things. How the heck do I find my people? Where do I go to actually become more successful? The reason my downline explodes is because I answered that question. I packaged up a whole bunch of amazing things to answer that question, so that they've got potentially, it's basically an unlimited supply of leads. It's amazing. It's ridiculous. I'm not pitching you on joining my downline. I'm just trying to tell you what I've done so you can model and do the same.
Please know that. You need to ... Here's a huge secret, massive secret. Number one. Definitely be all about and be all in on the opportunity that you're selling. Be all in. Be all about it. Most MLMers are out of the gates, which is great, and you should be. But, be very aware of the fact that you are also handing them a problem. The problem is how the heck do I find more people? Unless you solve that problem, the system that you gave them, which is hey just go talk to more relatives or friends will just continue to replicate and it's this broken system that replicates on top of itself. Does that make sense? That's what my product answers. That's the reason I put that out there. I'm super passionate about it because I wasn't handed anything else, the first MLM I joined.
I wasn't handed anything else. I wasn't handed nothing. The reason I did it, the reason I went and I got so frustrated is because the only thing that I was being handed was the same broken system as before. I started that for a while, but then after a while, I was like this is not sustainable. There's nothing sustainable about this. There's no way. I can't take this and run to market with it. It's not duplicatable. There's nothing duplicatable about the way I'm watching these other guys run this method. There are other methods. Why don't I apply what I've been doing in this other industry to the MLM industry? It's worked. I'm still getting one to two people a day asking to join my downline, asking to join my downline.
How amazing is that? That's incredible. That's amazing. Did you know the average? Anyway, I won't jump into much more of that. That's what I'm trying to say, you guys. That's what the whole tip for this whole podcast is that the doors are opened on it, which is great. I would love to have you guys on there. If you want to, go to secretmlmhacks.com and you can register for the next web class that we do about it. Because it's fantastic, it's been a lot of fun. We've got a lot of people who jumped in and joined and I'm excited for them and I'm excited what this means for everybody else. This has been quite ... I literally left my job over this. I wouldn't leave my job over it unless I knew that it was going to be successful.
It's because I do what I do and because of how I do it that let me leave my job. Does that hit home? I hope it does. How cool is that that's one of the tactics, though, is that I solved the followup problem that I'm handing the person when I also hand them an opportunity. That's huge, guys. It's massive. That's a huge deal. The kind of person that that attracts is an amazing person. It's not a person who is a project. I'm a respecter of all persons, but not all recruits are created equal. We would say that for everything else in life, but why do we think that every recruit's going to be the same inside of an MLM downline? It's not true. It is not true. What's I'm trying to help everyone understand and realize is that you got to look at both sides of the coin.
Yes, there's this amazing thing, but don't neglect the hard part that you're handing them. In fact, the opportunity lives in the hard part. If you can solve the hard part of how on Earth do I get more people and that's something that you can hand off to your downline, gold. My friends, you just solved the whole issue. What is your upline doing right now beside asking for more their contacts from you? Figure that out. I know this kind of a tough conversation maybe for some to hear and maybe some might not want to heart it, but it's the honest truth. Let's be real about it. That's the whole issue with the MLM industry is that no one has really solved or resolved the issue of how the heck do I find more people.
Most of the people who have tried to do it in the past, it requires way too much technology. They wear way too much. Man, that's hard. Anyways, I'm excited for you guys to ... For those of you guys who just joined, I'm excited to keep showing you guys how to do this inside your downlines. It's not a pitch fest. I will never even tell you which MLM that I'm in. It's not in the course. Someone has to ask me. You know what I mean? It's not, which is on purpose, on purpose. It's not meant to be something that actually ... It's not meant to be a pitch fest, so anyway. Be cognizant of that. What problem did you hand your downline when you recruited your person besides just the opportunity? What problem did you hand them?
Go solve that, man, you just figured out MLM. All right, guys, that's all I got for you. I'll see the rest of you guys who did buy. Secretmlmhacks.com, if you didn't. All right, guys, bye.
Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own downline five simple MLM recruiting tips for free? If so, go download your free MLM Masters Pack by subscribing to this podcast at secretmlmhacksradio.com.
Look every year I do a video where I publicly display what my goals for the next year. I thought it'd be kind of cool to actually publish the audio of that in this podcast. So it's not too often that I publish the same audio in two different shows but this is me being vulnerable. It always makes me nervous. Always makes me a little bit scared of what ... I've been able to go out ... I don't know. Just getting really, really clear on what I want and then actually going out and telling people what it is that I want to do. So the following is an audio piece from a video I literally took yesterday. So I'm excited to get this out to you guys.
The product Secret MLM Hacks is just about ready to go public which I'm very, very excited about. It's about 5 o'clock in the evening right now. I am rolling this out tomorrow at 2pm. January 4th, 2pm. I am so excited. I've just been hauling. I'm pretty sure I won't sleep tonight which I'm actually really excited about. Just the whole thing. I was getting kind of ... Anyways super stoked about that. So anyways this is my goal though for 2018. I challenge you to get out there and get public about whatever goal it is that you have. Get out there and start getting real with what that is.
The funny thing is that not only do you get more clear on what you want in order to tell people but you actually find that other people actually hold you accountable to that as well. So a lot of benefits that come from that. It also requires a little bit of growth on your side of being unapologetic on what you actually want for fear of offending others, what it is you're actually going for.
So anyway excited for you guys, excited for this episode. Let's dive right in.
So here's the real mystery. How do 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.
At the beginning of every single year, for the last ... This is the fourth time I've done it in a row now. Every January 1st I go and I find a spot and I think through what it is I want to get done in the next year. Then I publicly declare what that thing is. It's one of the scariest things I do. I honestly started it because I was tired of not feeling like I was ... I felt like I was going nowhere in life four years ago financially I mean, professionally with where I was going for my goals. All those things. I felt like ... I don't know.
It was in hopes that by declaring to go publicly several things would happen. Number one I'd hold my own feet to the fire better. Other people did as well but really the thing that I wanted to have happen is that by me getting serious enough to actually declare, "Here is my goal!" I finally would have a goal. Does that make sense? By getting specific enough on what the goals are that I have I actually would know what my own goals are. I don't know if that makes any sense but I wasn't really setting goals. I didn't have goals. I didn't have things that were ... I didn't have any of that kind of stuff. So what I decided to do is like, hey, what if I was to go set a goal publicly and tell everybody.
Interesting thing that happened is exactly what I thought. Number one it was scary. Number two it felt weird publicly to saying a number. Then what was kind of interesting is all these people started coming out of the woodwork and saying, "Steven, you can do this. You got this. You're the man. Go for it." Stuff like that. You know what's funny is I don't think ever I've actually hit the goal on target. I don't think ever and that's okay.
The first year I was like if I could just make an extra $1000 a month, it would change our entire life. We had almost nothing. We were living on student loans. It was hard as a man to go through that because I didn't feel like I was being a provider which is really rough. So it was like man if I could just do $1000 a month ... that was four years ago. Three years ago, the second time I did it was $3000 a month. I was like, "Oh, man I hit the $1000 a few times and this coming up, this next year, I'm going to go for $3000 a month." And then this next one ... The last one I did was $30,000 a month which was significantly higher obviously. But I'm pleased to say that I actually hit it a couple of times. This is excluding my salaried position. You know what I mean? It was exciting for me to see that. It was exciting for me to see that progress happen.
So yet again here I am. I'm going to set another goal for 2018. I only said ... I really focus on just one goal. I'm not really like a ... Let's set a billion goals out there. When I'm on stage, when I'm teaching, when I'm doing the different things that I do ... One of the things ... Especially a lot of my students, one of the things I see happen over and over and over again is somebody won't get started simply because they can't see all the path in between where they are and where they're trying to go. That's not how life works. You see the few steps in front of you. You see the peak of the mountain but you don't see all the trails in between. You don't see that there's a canyon in the middle. You don't see there's going to be all these different obstacles along the way. That's not how ... That's how life works. Okay. There's all these unexpected things that happen.
The reason I like setting these goals publicly like this is for the sole purpose of ... like I said holding my feet to the fire. But it's fun to know what I'm going to go try and accomplish. If I don't get it done, I'm going to be personally offended by myself about that. I'm actually going to ... I'll actually get mad about it. I'll actually get mad about not hitting the goal. Not reaching what it is I said I would do. But I also know that's okay. I sprint as hard as I can towards it.
It was cool that first year there was only a couple of times I hit $1000 a month. It felt like this insurmountable massive thing. I was like, "Oh my gosh! This is changing my life!" Then the second year when it was just $3000 a month the same thing. I only hit it a couple times I think. And it was like, "Holy crap! That's massive!"
What it made me go learn because I set the goal was the kind of knowledge I needed to hit those goals. I don't totally know all the steps and pieces to be able to hit the goal that I'm going for, for this next year. But I know that I'm motivated enough now to go hit it and people are watching me which is kind of weird but that's how I'm doing it. It's been working.
So here's the goal. Okay. So the first year, I hit $1000 a month just a few rounds. Second year, I hit $3000 a month a few rounds. Last year, I hit $30,000 a month a few rounds. I decided I would take a leap. A huge leap of faith here and quit my job. So I actually, as of yesterday, am no longer employed by anybody. I am self-employed which might sound ludicrous but it's ... I'm just following the pattern. I'm following the pattern I see from other people. I'm following the pattern I've seen the last few years. I'm self-employed. That extra little added good pressure, not bad pressure, good pressure is helping me grow. I can already feel it. It's only day two. Okay. It's like I already feel my feet being held to the fire, which would be nice right now. It's pretty cold out.
But I was sitting in a Mastermind and I was listening to all these other people and I was listening to how they were talking and I was watching. Most of them are all self-employed. I was watching each one of them and the struggles and challenges they were going through. I feel like the thing that I need to do to keep my progress going is something that I'm afraid of admitting. I would sit ... I remember sitting in the room right there. I sat in the room and I didn't ... I couldn't get the stupid topic out of my head for like weeks that I should probably leave my job. I was like I can't. Oh, are you serious? I kept trying to distract myself from my own head.
Then one day, it was when I was sitting in the Mastermind when I came to terms with it. I was like, okay, for me to move forward, I have to leave my job. I was like, "Oh my gosh." It scared me. It actually really freaked my out because it ... I understood clearly ... because of where I work worked. ClickFunnels, there's like 56,000 ... At the time we're making this there's 56,000 active users of ClickFunnels. That let's us see businesses in pretty much every single industry, what's working, what isn't. As the lead funnel builder there that ... my role there, I saw a lot of funnels. I knew what worked, what didn't, what things were good, what things were bad, what was cutting edge versus what are the things that are going to stay true forever in this industry and that industry but not that one nor this one. You know what I mean?
It was cool to see this big, broad thing. So sitting there and I was like I think I have to quit my job. I think I know what I'm going to go do first and I'm excited to go do it.
And this feeling of instead of fear, this feeling of almost like ... I used to do sprint triathlons and it was the feeling I'd get before a sprint triathlon. Little bit of nervous feeling. You know what you're about to go through is actually going to hurt just a little bit. But you ultimately know it's going to go pretty good. Even though you're going to get banged up or scraped or you're swimming in the lake and you're getting hit by a stick that's right over there or someone kicks you in the face. You know what I mean? There's all stuff that's happening in there. It still would end up being ... I look back at all those memories with huge fondness.
This is going to be like that. I've had people reach out and take time out of the day to tell me my plan is stupid. And I've had people reach out, take time out of their day, to tell me that my plan is awesome. That tells me right there that I'm heading in the right direction as well, to get that polarity and get that split between people.
So I'm excited for this. I'm excited for it. I've worked hard towards this. My goal is a million dollars. That's my 2018 goal is to get into the "two comma club" by the end of 2018. I'm quite positive I'm going to be able to do it much faster than that because of the stuff I've identified, where I'm going, what I'm selling, the things ... I mean I am ... It is extremely calculated, everything that I'm doing. I know life's all about curve balls so that will probably change a billion times. But for right now, that's what the goal is. That's what the plan is. I know exactly what I'm going to be doing for the next ... especially the next six weeks. It's going to be straight up hustle time. I'm going to put down anything happy or fun or relaxing or whatever. But I'm excited. I hope that whatever you guys are doing, you go set a goal for yourself and get public about it. I don't care what it is. The important part is to not be afraid to tell people.
Funny enough, we all think by telling people our ideals, our ideas will get stolen. I've never actually had that be the case. I try and tell everyone what my ideas are. Try and tell everybody what the things are that I'm doing. I find that people actually end up adding to the idea rather than steal it. I mean there's only been maybe like one or two people ever who've actually tried to do the thing I'm talking about. People don't because it's not their idea. That's my ownership on my side. Even if they did go pull it off, even if they did go do the thing that I was doing, they still won't do it the same way. I'm the only one. I'm the only me. You know what I mean?
Anyway, so I'm excited. I'm really pumped. My goal's a million dollars. That's $83,000 a month. I think I can do it. I've stacked a ton of high ticket sales scenarios and environments at the beginning of the year to help me get towards that right off the bat. I think I know where I'm going to take it afterwards and I'm excited. It's requiring that I go hire people and it's requiring that I build a team around me and it's requiring that I grow, that I learn how to manage, that I learn how to delegate, that I actually have a structure and schedule for my days personally as a human as an individual. I'm looking forward to the growth. I know that there's some discomfort that's going to come with it but I'm actually excited about that as well. I'm ready for the next change.
So this is it guys. Four years ago, my goal was $1000 a month. Now I'm going to $83,000 a month. It sounds ridiculous but I kind of like that. So I'm going to do it. So if you want to follow me on the journey from here on out I'm going to be documenting what I do and showing everyone what I do so that we all can kind of ... It's not all about me beating my chest. It's about actually selfishly everyone else still holding me to what I said that I was going to go do. So anyway I thought I'd come to this park here. It's freezing out but that's my goal 2018, a million bucks. That's crazy.
I remember scraping by at the beginning of our marriage just like with nothing. We had like nothing. Not even two nickels to rub together. The ridiculous stress that that pulls in. I used to think that rich people were greedy. That's not true at all. I actually have experienced more ... more of the greedy side when you have no money and you're like where's my next meal coming from? When am I going to eat? Where's this? Where's that? You get scraping by, clawing. You're getting past everyone, everything. Don't care about others emotions. You are just thinking about how to make the next meal. I know that's a stereotype but it's been my personal experience that it's actually a little bit the other way around.
I'm excited for this and how it's going to change me and change my family. It's going to require me to change. I understand that where I am ... I probably don't know enough or have enough or whatever to get to that next level but I'm ready. So 2018 here I come. What's your goal? Post you're goal down below. I'd love to know what you're goals are.
Hey, thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want to answered live on the show? Go to SecretMLMHacksRadio.com to submit your question and download your free MLM Master's Pack.
You guys how are you doing? So I'm recording this on January 1st but it will probably go out tomorrow though. But I'm super excited for this year, this year, this day, this morning is actually something I've been fantasying about for six years. In fact, I was trying not to get emotional this morning about it. Man tears of course, man tears, they're very tough. But I have been, I've been wanting to do what I'm doing right now for six years give or take I'm sure a little bit of time as the dream became more and more clear, but I've been so stoked to do this.
You guys I left my job last weekend and I am full time, doing this now full time. And I've had plenty of people tell me I'm crazy. I've had plenty of people tell me that I'm brave. I've had plenty of people tell me, "Yeah you'll do great. Go get it." A lot of people tell me I won't. All over the place, it's so funny anytime you ... I'm sure that you guys have all experienced it before especially when you get into any kind of MLM or do anything, do anything in life. People come out of the woodwork to let you know their own opinion which is pretty funny. It's awesome, but at the same time it makes me kind of laugh because like us you're an armchair quarterback sometimes aren't ya? You know, depending on what they said. And I've had plenty of people let time know that what I'm doing is dumb. A lot of people tell me, "Hey, this is going to be great. Good luck. You're killing it already, like you've got nothing to fear."
It's interesting. You will experience this, and if you have not experienced this yet in MLM, my guess is you probably are not marketing hard enough, number one. Number two, don't worry it's coming. Okay, it's on the way, and your reactions towards it are very much going to determine what happens to you afterwards, how you continue to go forward.
There's a great, great quote by Tony Robbins. I can't say the quote directly but I remember the idea, and the idea was that if you want to change your life you have to simply change the story that you've been telling yourself in your head, and I had to do that. I had to do that really very much on purpose, especially as both people who are excited for me started telling me about it, but also a lot of the naysayers as they've been coming out. I had to be careful of the story that was going on in my head and I was just thinking this morning, just meditating and deep pondering this morning as I was getting ready, I was thinking about how blessed I feel that I can go do this and that to come with you guys and share with you how I've been marketing and getting people applying to join my downline.
How I've been getting people not just to get in my downline, but what I do with them to really duplicate me, and give them proven systems and processes and what I do with each one of them to really ... I mean it's amazing. It's amazing. And I've had a hard time finding anyone else in the MLM industry who really opens up like this and I'm not trying to pat my own back, but it is one of the major reasons why I started this podcast. Like everyone is approaching MLM from the stand point of, "What do you say to get someone to join an MLM? What do you say to get someone in here"... What do you do here ...
In my opinion that's great but it's also the wrong approach and so I go through and I help people understand how to create offers. How do you actually become unique in MLM again? When truly you're upline and downline, you're in competition with them, you know? You all sell the same thing, you're trying to go for the same people. They are your team but they're also in competition. So how do I approach that with my team so that we're not all competing with each other and we can all thrive in our own thing? How do you actually ...
That's amazing that's a huge promise and the only reason I can promise it is because I've been doing it in other industries and I do it in these other, specifically one other, and I mean it works. It's been working. That's literally what I do for a living is I help people take their product and I help evolve it, so that they're taking a step out of where all the red ocean is and back into a blue ocean. That's what I do. So I help people do that, help people create automated funnels, and automated selling scripts, automated closing things, and I've been super excited. I have been fantasying. It's probably the wrong word, but I've been fantasying about how to do this, or the fact that I get to share it for a long time.
It's January 1st 2018 and I can't even believe it. I started this tradition about four years ago. And you can find it on YouTube if you want, but on YouTube about four years ago I realized how sick I was with where we were. I was in college. We were broke and I decided that I would get really vocal about my goals. And that I only wanted to set one goal. And I would set a monetary, a fiscal goal, and my goal that I would go out and I would set ... Here's basically what I did, I grabbed my phone or my computer and turned the camera on. And I publicly declare what my goal is for the next year, financially, and then I account for what happened last year.
So I've been doing this for four years in a row now and I always put the video out on YouTube. I usually make a podcast episode about it. I did last year. But there's four years of this now. I'm about to do it again. which is the fourth year today. I'm about to do it again and I'll probably put that out to you guys so you can hear what it is and it's one of the scariest things that I do.
But it's funny because as I got really clear that ... Okay the naysayers have been around me for a long time. But also so are a lot of the people who are trying to ... It's a yin and a yang thing, I created a divide for my own life. I didn't mean to, but on one side are all these people saying, "Yes you can do it." And on the other side all these people saying, "You're dumb, are you kidding me? That's stupid. Stick with your job. Stay with your nine to five. There's security there." Blah, blah, blah, blah, blah. And I knew that's not what I wanted. And I knew that I've always wanted to be on my own. I've always wanted to go on my own.I've been excited to do so. But it's funny that as you get super clear ... That's the thing I realized really quickly, as I got really clear on what I wanted, so much so, so much so, that I could actually get out there and actually go publicly declare it.
I mean that's pretty freaky a little bit. It's in some scenarios to say the actual number that I'm going for, and actually where I was last ... You know, the year before. It's pretty ... It's humbling, you know to realize that, but it's also extremely, oh my gosh like such fire in the gut because not only now have I gotten real with myself, and honest with myself, but then all these people who are the people who are trying to listen to, the people who are trying to buoy me up. The people who are trying to help me. They come out and they say, "Steven, you better do that man, you better do that. How you doing? How's your goal?" And because I get clear on it, other people also help me.
You know so whenever I do feel like you know I'd love to sleep in, or something was just really so hard that I went through it. I just went through something that certainly was not a win. In fact, it was a loss, or whatever, you know what I mean? People are already around me, and I didn't mean to do that. I didn't know that would be a side benefit of me getting public about my goals. But it is, and I do, and I am, and I'm inviting you to do the same thing. I don't care if you do it about a financial goal or whatever, but just choose one thing, not this massive list of crap you'll never do. What's the one linchpin that if you attacked that it would swing this massive gate of success?
My dad grew up on a farm. I think he was the first one to go to college in my family history line, and he's the man. I have such huge respect for my dad, and for what he did, and everything he overcame. I mean it's pretty amazing. An amazing story but he grew up on a farm, and these big farm gates towards the actual hinge of the gate. If it swings like half a centimeter, those gates are so big that by the time you get to the actual end of the gate, it's swinging feet, right? What is the linchpin in your life that you know has been there that has been ... That's been determining where you go and where you don't go?
Okay, everyone knows what that is, it's that thing that's been on your head that you're trying not to address, that you're trying to act like you don't need to deal with yet, or it really isn't that big of a deal, or it'll happen later and I don't really need to address it now. You know what I mean? Everyone knows what that is, so go through and figure out whatever those things are for you. What's the biggest linchpin? I'm not just saying in your MLM business. I'm saying in your life in general.
Okay, business will require that you have to get better. Business will require that you have to become a more powerful individual in order to be successful in any way. So what is that thing in your life and go figure out what it is and get real. Don't choose a ton of stuff in my opinion. I'm just telling you what I would do. Go choose just the one thing. What's the one thing if you did it, it would swing that gate like crazy, massive linchpin kind of a thing.
It's kind of like what Tim Ferris would say. Tim Ferris always says like, "Hey look, if you were to follow me around for a day you would get pretty bored." Okay, someone asked this in an interview and they're like, "Tim Ferris," and if you don't know who he is, he's the author of the book, The Four Hour Work Week, which is fantastic, I have it right next to me, still one of my favorite books.
He said, "You know what honestly if you came and you followed me, I think you'd get pretty disappointed on what I do. It's pretty boring. I get up," and this is what he was saying, "I get up and I meditate for a while and then I go and I," he was like, "I sip some tea for a while, and then I go on a walk for a while, and I do that for weeks. I really don't do anything. Maybe I'll do some yoga a little bit." And he's like, "That's really all that I do, but what I'm doing is for weeks I'm trying to identify what the one big thing in my life is that if I was to knock that down the rest of the little dominoes would get knocked down also."
Instead of screaming around all over the place on all these little tiny things in my life like I got to do this. I got to do this. I got to do this. And like you could do that or if you just did this one huge thing it would knock down all the others, right? And that's what I'm trying to help you understand is and that's how I've, especially the last three years I've really been trying to focus on just the one goal, the one goal. Yes, there are other goals. Yes, there are other things out there. But the one big thing that would really swing the gate. The most juice for the squeeze, you know what I mean? Most juice for the least amount of squeeze I should say.
And go do that, and then get public about it. Tell people about it. It will freak you out, if it doesn't it may not be big enough. Okay? And I mean everybody. Don't hold back. "Oh, that person will think it's dumb so I'm not going to tell them." It's time to tell them, okay? You get real with yourself. You get real with other people and you get out there and you start saying, "This is my goal," whatever it is. Monetary. It could be anything. And be like, "This is the thing that I'm going to rock. I'm going to tear it down this year. This is my year to do that."
And so I'm excited because a little bit later today that's what I'm going to go record and I'm nervous. But you can go check them out. Like the first year, four years ago I remember thinking like man and I publicly said, "If I could just make an extra $1000.00 a month that would change our life." Just an extra $1000.00 bucks a month, that would be ridiculous you know? And then the year after that it was like if I could just do $3,000.00 and I'd work super hard and half the time I wouldn't hit it, but other times I would. So then I'd raise the goal. And I'd be like< "Oh man," and I remember the second year it was like, "If I could just do $3000.00 a month that would be amazing, that would cover life expenses easily, that would help me. I mean three grand a month, that's huge. That's huge." And I remember having that feeling and then last year the goal was 30 grand a month. "If I could just do 30 grand a month it would be huge, oh my gosh that'd be massive."
And it's cool to see the progression that's been in myself, I'm like, "Oh you know like 30 grand," did I hit it every month? Nope. But I did hit it a couple and you know it's interesting to see like those different pieces and so I know what my goal is next month. Sorry, for this next year, and I'm pretty nervous to declare it. I'm pretty nervous to saying what it is that I want, but man by you saying that stuff just starts happening. I believe in God, I don't know if you do and that's fine, whatever. But that's not what this is about, but call it whatever you want but stuff starts to fall in place, stuff starts to get kind of align for you almost when you get clear about what you want.
I feel like some, a lot of times I feel like people don't get successful because they don't know what they want yet. Like, "Oh I'm going to do this and I'm going to do this, and I'm going to do this. I'm going to do this." You really have enough time in your life to get really good at really just like one thing. You know what I mean? Really, I mean really good at like one thing.
So get what is the thing? Choose what it is. Is it MLM? Is it this? Is it that? Or whatever it is, you get clear, you get honest, you get sincere with yourself and figure out really have a heart to heart and like sit down like, "Okay, what is the thing that I'm going to be known for? What is the legacy that I'm going to be known for?" I doubt it's going to be, "I was this, and I was this, and I was this, and I was this." And even if it becomes that, it doesn't happen all at once you're going to achieve each one of those one at a time not simultaneously. So like what is the thing? That you're going to go do, just one and you go and get clear about that.
I started, I thought I was clear on that and the more and more I think about it, the more I declare publicly, the more clear it gets, the more clear my actions become each day is far more deliberate. The things I do today create a foundation for what I'm going to be able to get done tomorrow. If I don't get the things done today that I'm going to then you know ... No one's it doesn't matter I can't move on, you know what I mean? So figure out what those things are and kind of backwards plan and think about that and try and get sincere about what it is you actually want. And it doesn't matter if you can't see beginning to end on how you get it done. In fact I guarantee you, you won't know exactly how you'll get it done. And if it's a goal that you can see exactly how you'll get it done it probably isn't big enough. It's probably not massive enough.It should almost kind of freak you out.
Okay I was listening to I think I said this on this podcast but I can't remember. There's an interesting, there's a billionaire, a billionaire that was getting interviewed once and they're like, "hey what are your tips for success?"
And they were kind of giving those things and the billionaire was saying though that I don't remember who's was or where this was or whatever, but the billionaire was saying like, "Look, what do you want to be doing in 10 years? What do you want to be in 10 years? Financially, maybe where you're living, what is it?" And the person responded and he goes, "Awesome.
Now ask yourself, "What can you do to get that done in six months?" Whew, okay I don't know what that is for you. I don't know what it is that you're thinking about. I have no idea. It's going to be different for every person, that's great. We're all different human beings I'm not trying to force anything down your throat of whatever it's supposed to be, but like figure out what that is. And as soon as you get super ridiculously wicked clear on what it is, and you start declaring it, how do you get that done in such a short amount of time, a compressed amount of time, okay?
I'm trying to invite for this audience and everyone on here, which is growing like crazy by the way, we're about to pass 10,000 downloads I'm very, very excited about it. But it's only been going like four months, totally organic too, which is awesome. I'm sure I'll turn ads on in some future, which I want to explain to you how I do, what I do on that. At some point but we're about to pass 10,000 downloads. This is an awesome community. It's very tight actually and I want ... We all look out for each other. There's a lot of fun.
But I want you to know just get real honest. And if it means that it takes you away from MLM, all right, you know it's your ... Got to get real and you got to be willing to make some serious sacrifice about it.
I was listening to ... Gosh what book is this in? I have the book I can't remember ... I'm looking on my bookshelves right throw. Crap. But anyway the main lesson I wrote it on my wall. I've got quotes thumb tacked all over my walls. I don't know, I look at them all the time. One of them I'm looking at right now. It says, "There are no life choices, there are only life trades." Ooh, powerful. There are no life choices, there really are no life choices. There are only life trades.
If I want to get this, if I get clear and I know exactly what I want to do, massive income, short amount of time, or massive impact I should say because whatever your goal is. Huge thing, how do I get it done in a shorter amount of time? Now what am I willing to trade for that? It's not really a life choice, it's a life trade.
Where you're like, "Hey look I want to go to X Y and Z. Awesome. Awesome. Super cool. Super cool, right? I want to go do one, two and three," whatever it is. Great in order to do that let's figure out what it is you actually have to do to get that done. Now what does it mean you have to give up? All right? To decide, literally means to cut out, the word decide, I looked it up yesterday. But the word decide literally means to cut out. So when you choose something and you actually decide what it is you want to do, you are cutting out all other options. You are saying no to literally pretty much everything else in your life, okay? I'm not saying to say no to like relationships, your moral law and code, and religion. I'm not telling like any of that kind of stuff.
I'm saying but you got to get good at saying, "No," because as soon as you become a person in motion everyone else gets attracted to that and they will suck to you and they will start throwing all sorts of opportunity at you and it will get noisy. So you've got to get good at saying, "No," and get good at saying, "Yes," to just one thing and kill it. It is about saying, "No." It's not about saying, "Yes." Okay? There's plenty of opportunity out there, that is not the problem, the problem is how much there is and the fact that there's only so many hours in a day. Unfortunately as much as I try to believe I'm superman for a while and could do tons of stuff. Like you know, I can only do one thing at a time. And I got to clear on it. I got to clear exactly what that is.
So anyway, so I was not planning at all about talking about this, in fact I have something very different written on my notepad here for where I was taking this episode. But I felt like I wanted to go through that a little bit that like I understand you might be building this MLM while you're working a nine-to-five somewhere else that's great. Totally fine, no judging that. I just left my job too. I was doing that for a while also. So totally get it, okay? Been there, done that. But whatever it is that you do want eventually, I mean you got to be willing to sacrifice like crazy to get there. And you can do it, and you'll find some inner strength for it. And it can be a little bit scary, but it's also super fun. Totally cool. Fun stuff. And you'll find that you actually get more strength and fortitude than you probably realized that you had all along.
Hey, what I'm doing today, what I'm doing right now is I have been working on this product and I've been putting this thing together and you know I've launched a lot of products. The job that I was leaving, it's an amazing job. I absolutely loved it. I was the lead funnel builder at ClickFunnels. And I was Russell Brunson's right hand guy. And I just I built a lot of products, I put well over 300 funnels together on the internet.
So I'm excited for this, I know what works in MLM and for some reason I don't see enough teaching it. And so I've been doing it and testing it and it works and I've grown the downline's exploding below me and it's a lot of fun. True duplication and I'm really not actually that suave of a person face to face when it comes to selling MLM. So I put automation together to actually address my own weakness so if you're like, "I don't want to talk to a bunch of people," great I don't either, which is why I set this stuff up.
So anyways. I'm super stoked because of this product that's launching on January 4th. It's like three days, it's time. It's exciting. It's super cool. I have been putting this together, and planning it, and knocking the rough parts off of it, and rebuilding stuff, and bringing in the right people. It's not just myself there are other rock stars that are coming in and teaching certain aspects of it. Huge, amazing people, I'm excited for you guys to see them in the course. They've already been recording their sections and I mean it is insane. Their courses are amazing.
Anyway, but that's on June 4th, I'm sorry, I got June in my head because that's my kids birthday. January 4th. January 4th, like in two days, three days. And today what I'm doing is I'm building the registration process so you can come watch the free web class. It's just a web class and I'm teaching people how to set up these kinds of automation pieces. It's kind of the cool preview of what's really inside there but you'll still leave being able to do stuff. And so anyway if you want to go to SecretMLMhacks.com, secretMLMhacks.com and that's where you can register, you can check out the product that I've put together and it's all extremely proven stuff, okay? It's the stuff I do with my own downline and what I did is I flipped it into like a training and teaching model and course so that you can go do the same thing with your downlines.
which is freaking awesome. Oh man I'm so pumped. If you love automation, if you realize that you're not unique in your MLM. If you realize you're in competition with everybody else. If you realize that you're selling with the exact same scripts as everybody else. You have the same duplicated websites as literally everyone in your MLM, upline and downline. If you realize that the only tactic your upline's been teaching you is to talk to a whole bunch of friends and family, come check out the course, okay?
That's why I'm doing what I'm doing. I was emotionally scarred enough the first time I ever joined an MLM and what happened and how there's still soured relationships that I have because of that first experience. That was like three years ago and I hated it so bad I left my first MLM. I couldn't believe what how, it was extremely embarrassing, and I became that guy at family reunions. I became that guy that friend to kind of stick around from because everyone would be like, "What's your next thing Steven? What are you going to try and get me in here and there."
I was like, "Oh my gosh, like if that's MLMN this sucks I'm gone." Okay and I went through and I got really good at these other automation processes, really good at closing people with tons of other ... And I was like there's got to be a way to apply it so I did.
And the result was insane and I got tons of people joining my downline who I'd never met, and it's not that I'm trying to take the human out, the human element out of MLM it's still networking, it's still meeting people. But the kind of person that's coming is amazing, the kind of person's who's applying to join my downline, that's insane. Who does that? Anyway, I'm excited. Go check it out secretMLMhacks.com, you can get signed up there, and check it all out so. It's finally time, this is amazing January 1st, I've had kind of this feeling of euphoria a little bit, I've been dreaming about being on my own for pretty much my entire life. And today's the first day, this is crazy. I'm very, very excited and I'm proud of myself. You guys should all be proud of yourself too. Go get real about your goals, what it is you actually want and if something isn't working, have the courage and honesty to nip that and move on. So all right guys. Talk to you later bye.
Hey thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own downline five simple [inaudible 00:24:08]and recruiting tips for free? If so go download your free MLM Masters Pack by subscribing to this podcast at secretMLMhacksradio.com.
Hey, I hope you guys are doing great. I've got somewhat of a fast episode for you today, but this is a powerful lesson. Look, I used to do door to door sales, and a lot of you guys know that. That I was a door to door sales guy, and I wasn't bad at it, and I was a telemarketer as well. I chose to do those things on purpose because I wanted to be able to go through experiences that would teach me how to sale in high pressure environments. I wanted to learn how to sale in environments that ... Frankly, I wanted to get uncomfortable. Which was a weird thing for me to realize that I needed to go do, but in order for me to grow and get out of my shell I had to do that.
So I went and I started doing door to door sales. I started going, and I wasn't bad at it, like I said. In fact, I was the number two first year salesmen for like half the summer. Then there was this experience I had that completely ruined me. One day I was driving out to the area, and I was with a bunch of other guys. We were in my buddy's it was either a truck or SUV, I can't remember what kind of car. We were driving out and there was all these billboards on the highway. If I've told this story before just kind of bear with me. There's an aspect to this that I think you should hear.
We were driving out, and all these billboards on the side of the highway. Then suddenly I had the thought hit me, hard. This was my exact thought. Isn't it interesting that I am driving out to convince people to spend money, who woke up and were not planning to spend money today versus people who call these billboards off the highway are trying to get information on how to buy. I was like that's interesting. That's very, very interesting.
You guys ever heard the term, prospecting pushes while marketing pulls? I was basically prospecting. Door to door wise I was prospecting. I was going door to door prospecting this thing, and that's the reason I don't like to go to the mall. I'm not telling you not to do that. I'm not telling you to not sale ways that you've proven to go do it. If you're a master at home parties awesome. I'm not, and I don't want to learn to be. That's part of the reason why though. Is because, prospecting pushes and marketing pulls. Right? I want to be able to market and kind of pull people along who are already in motion.
What I did though is a kind of actual door to door thing. What I did though is I remember I was kind of ruined the rest of the summer. I went back home after the summer, actually before I went home I started placing all these ads all over the internet. I started placing these ads out, and I started saying things like hey here's our ... I basically put our pitch, the same pitch that I was giving the people on the doors I put in ads on free classified sites on the internet. I didn't realize that I actually was breaking some laws by doing that, but I was just taking action.
I had to take them down after a while, but what was crazy is my phone started blowing up, and I was getting phone sales like a beast. More sales than I typically was averaging in a single day were just coming to me. My boss was like, "How are you doing that?" I was like, "Dude, I literally just placed these ads out on the internet. Oh my gosh this is crazy." I was ruined though. I was ruined. I had to take them down, and I couldn't stop, but there was this opened fleet window of just all these sales coming, and these sales coming. I was like, "Oh my gosh. What is this?"
It ruined me, because I kept walking around thinking I know that I could sale today, but how did that happen? How can I replicate that? Was that just a fluke? I mean, it happened so quick, and there was all these people, and I got tons. It was like holy crap. So I was ruined the rest of the summer because I was like there's a different way to do this. How do I do this? You can use the internet for this kind of stuff? I was so new, I was so green. This was four and a half years ago.
When I first really started to learn about funnels, sales funnels, and the internet, and things like that. Anyway, I've never forgotten that. I went on to go learn how to place different ads in different places, and how to communicate to a bunch of people at once rather than just one on one.
Fast forward a little bit. So Russell Brunson and I run an event currently right now called the FHAT event, Funnel Hackathon. Okay? For three straight days we basically help someone set up the funnel, and business, and structure, and sales message, and offer to get them from zero to seven figures. That's the whole event, and it's kind of high ticket, and it's a ton of fun. It's three days long. We really don't let people sleep much, and it's awesome.
We had this realization though. We were prepping for one of these, and he gets onstage and teaches a while, I get onstage and teach a while, we'll get on together we teach a while. That's how it happened in the last one anyway. Then he leaves, and then I pretty much take the full second day almost, and then almost the full third day. It's a lot of fun. We go from 9:00 AM to midnight. It's a long day. It's a long day to be on stage, long day to be on, long day to be turned on and be in on mode, presenting mode the whole time. I really like it.
We were planning for one of these events, and we had done it many times, but we were just refining. We were making things better. We had this epiphany. We had this realization while we were preparing that one of the major reasons why we were being so successful with this stuff was because, what we had learned how to do was instead of selling one to one ... This is super key you guys. Oh my gosh, what I'm about to say here can change your entire MLM for good. This is the reason why ... I know why I'm being successful with this. I know why my funnels work. I know exactly ... It's not an accident.
I know exactly what is pulling people to me, and I know exactly why I'm able to still breath. I know exactly why I'm still able to live, have time, do things that I'd like to. I know why. I know exactly why they convert, and why, why it's being successful. Which is worth way more than being successful by accident. Here's why. It had to do with this realization, I don't know how many months ago this was it was a while ago though, we were preparing for one of these events and we had this realization that the reason we were being so successful was because we had learned how to sale one to many, instead of one to one.
That's the reason I don't like to go do hotel meetings, it's the reason I don't like to do talk to people at the mall moves, or talk to people ... I'm not good at those things. They stress me out. I'm actually not that amazing person to person. I'm fine onstage. It's funny enough, I actually am more relaxed on stage then sometimes one on one. It's not that I don't want to meet people, or that I don't like interviewing people, I do. I love that stuff, it's awesome, but for some reason face to face I don't know what it is, it's my personality. I'm not shy, but I'm more comfortable on stage in front of a ton people than just one on one.
Which is interesting, because selling one to many is the whole thing that I teach people how to do at that event. The type of presentation that allows the entrepreneur to do that. All I've done, all I do with my actual down line is I teach them how to sale one to many. How to pitch one to many, how to be prospecting, how to be marketing one to many. Instead of one to one, instead of thinking through the two or three people that you could get into your down lines.
Do you know the average person only pulls in like, I heard the stat was like 2.3 people in their whole MLM career ever? Holy smokes. Guys I pulled like 20 people in in my first week. Why ... And I'm not bragging. I am not bragging. I'm just trying to prove to you that what I'm talking about works. Then they all went out and they recruited people. I have no idea how many people are actually in my down line, it's a lot already though. Which is awesome. It's just so cool. Why? One to many.
So you got to start thinking through yourself like ... Here's one of the easiest ways to start thinking through a one to many presentation. You've got to include some automation behind it. I'm not telling you to become a tech guru, or tech whiz. Will it help? Sure, because everything is technology now, but you don't need to be. The first time that I ever put a one to many style pitch out there, I didn't realize I was doing it. I stumbled on it.
There was a course that I was putting online, and at first I was making people buy it, but I thought like how interesting if I just made this thing for free. What I did is I took these videos ... And I know that some of you guys are from those early days and you've been following me that whole time, and I appreciate it, and that's awesome. What I did though is instead of making them locked, I actually just made them available to everybody. Funny enough, weirdly enough I was testing a few concepts at the time without actually being in MLM at the time. I had left my first one. You could say I was between MLMs, but I was testing some concepts.
This was probably three years ago. Yeah, three and a halfish, three years ago, somewhere around there. Anyway, I released them, and I put them out there. What was funny is at first no one saw them, because they were still like a paid thing. I think. It was so long ago, and I've built so many funnels and pages, and lived on the internet so long that I'm trying to get the story straight. Regardless of timeline, all I did is I put these things, I made them public on YouTube instead of hiding them, instead of making them unlisted. What was interesting is how many people on a steady stream started reaching out to me asking to join my down line.
I was like fascinating. Oh my gosh it's working. All these people started jumping in, and I ended up joining one. So I guess this is my third one. Interesting. I didn't do anything in that second one. I joined it out of frustration, because so many people were asking me to ... I won't say the name of it, but I joined it out of frustration simply because, my boss was in it, and there were so many people who were asking to be a part of what I was doing. I just needed a place to go, but I got out of it because my heart wasn't in it. Which I do believe does matter to a degree, so I got out of it.
Anyway though. That's all I'm trying to say though. Is guys think through the pitch. Think through, what is the stuff that you say to every single person? I know you say the same thing to every single person, which you should, which is great. That's the script. Stick to the script. Understand you deviate very, very slightly if you need to, but how do you make progress if you can't measure it. How can you measure it if it's different every time? It should be the same. You know what I mean?
What I did, and what I'm doing right now just so you guys know, is I am furthering my one to many pitch. My one to many pitch. So what I do is when someone wants to join my down line they go through an application process at joinmydownline.com. Which I did a whole episode about that, if you want to hear about it. How I do it, why I did it. Please don't go apply unless you're serious about it. It is an actual live thing. Which it's crazy guys. Get anywhere from one to two people applying a day almost, which is awesome. With no ad spend, nothing else. That's crazy. It's grown all over the place.
Again, this is not me beating my chest guys. I just want you to know that gosh it freaking works. You should do it. No one teaches this in MLM. That's the thing that frustrated me so bad. That's why I decided to come back to the industry. I was like are you kidding me? No one told me about this stuff the first time I was going to that first one. Are you kidding?
So what I've did, and what I'm doing is I'm creating a one to many pitch. So after somebody applies to join my down line, I'm creating a one to many pitch. Meaning I recorded all of the ones of me doing it live over, and over, and over, and over again, so I know what all the common questions are. I know what the biggest questions are. I know what the biggest concerns are, and I know ... There's an episode I talked about getting fuel for my auto closing script. I think like two or three episodes ago, but this is the evolution of that though. Is selling one to many.
What I'm trying to do, I'm trying to hit this topic again because I feel like ... It's always funny for me to see which episodes of these I get a lot of feedback on, and which ones I don't. The ones I don't I'm like, are you kidding that was one of the biggest pieces of gold I could've given you. Please for the love, did you understand that? So I feel like I have to hit it again. But go create a one to many pitch. That is the reason why this thing works the way it does. You don't just create a one to many pitch, or an auto closing script once. You go through it and you refine it, and you refine it, and you refine it.
If you've never done the pitch live, or if you've only did it a couple times do not automate it. Okay? It's terrible to automate something that's broken, that wasn't good in the first place. Don't automate crap. Make sure you're automating good things. That's the whole purpose of this guys, and that's what I was telling people at one of the last events I was doing too.
It was day number one, I was getting on there, I stood up and said, "Hey look, I want you to understand that what you guys have the opportunity to learn is the opportunity to learn how to sale one to many." Which is very unique, very unique. The easiest way to go about this is to start looking at how you ... Getting fuel for your auto closing script, that episode two or three ago, that was all about getting critiques and responses, and writing down the concerns of all the people who are coming in and telling you no. No or yes, but specifically no.
What were all their main concerns? They're giving you a lot of fuel, that's why it's called fuel for the auto closing scripts. But, the other flip side of it, the reason I wanted to bring this up. Which has taken me a while to get to. I'm so sorry, but the reason I bring this up is so that you start paying attention to the things that you're saying over, and over, and over again. The auto closing script is this marriage of both those sides. Both what the market is telling you no over, or yes but mostly no, and then all the things that you're saying over, and over, and over again. It very well may not be related at all to the script that your MLM has given you to say. It may not be related to that. It may not sound like the one I gave you. That's fine. That's fine.
Anyway, that's all I've got for you guys. I guess it really wasn't that much of a shorter episode, but that's it. You guys understand it. Start thinking through the things that you're doing over, and over, and over again as far as pitching, and learn how to automate it. Then go ... You could do it with YouTube videos honestly, and just put them out there. Someone who is looking for information on how to get better on their MLM on YouTube, that's the kind of person who's there to be successful. That's the kind of person who's there to be a rock star. They're looking for information. It's a great place to be. Or podcasting, or whatever it is. Whatever you decide to do, but learn how to sale one to many.
The secret sauce is there. If you look at the way a lot of the top people in your MLM are number one, I guarantee you there are several of them that are there because they created a one to many pitch, and they sold it from stage. Hey we're going to get it in the order of the people who are ... How shall I say this? Order forms in the back, and you join my down line in the order that we get the order forms in the back.
There's a big table rush that happens in the back, and people go running to the back, and they fill out the forms, and they're throwing the forms back because they want to get first, because they know everyone else is going to be below them automatically. That's a one to many pitch. I'm not telling you that you have to go that extreme, but there's some aspect to that that you can pull into your own MLM.
All right guys. That's all I got for you. Hope you're doing great. I am refining really phase two/three of my auto closing area. I'm building it as I need it. Just like anything else, so I need it now. All right guys, I'll talk to you later. Bye.
Hey thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own down line five simple MLM tricks for free? If so go download your free MLM masters pack by subscribing to this podcast at secretmlmhacksradio.com.
Hey, guys, I'm really pumped for today. I wanted to walk you through something, two things. The first one has ... it made almost ten grand in a week in the MLM community, okay, in the MLM community, brand-new. Okay, next, the second thing I want to tell you about is a strategy that I've been implementing that I think the rest of you should probably do also, because the people I've known that have pulled this off, which I'm modeling after them, I'm about to go do it also, but the people that I've known that have done that have made hundreds of thousands of dollars very, very quickly.
If you're thinking like, "Steven, I'm just starting out, I'm barely making $100 a month," then perk your ears up. Get a piece of paper out because this is how. And anyway, the next few episodes of this podcast, I am very, very interested in making sure you understand some of the deep strategies that I am using from a marketing standpoint, to create the course and product that is going live on January 4th, 2018, right? I'm very, very excited about it. It's something that's been in the making now for two years.
I mean, I launched the beta of it a year and a half ago. It went great, but I also saw where the flaws were. You had to be somewhat of a funnel fanatic like myself, somewhat of a tech geek like myself to actually pull it off. So there was a lot of issues there. Now, I'm not a coder or a programmer, I want you guys to know that. But right now, if you go to secretmlmhacksradio.com, there is a funnel there. That's what we call a funnel. That is a sales process behind that. It's not really selling anything but is giving a ton of value, something that you should have paid for, should have paid for. Does that make sense?
If you go a secretmlmhacksradio.com, there that first page. And it says, "Hey, look, do you want the MLM Masters pack?" I had to think through something super awesome that would be awesome to give away for free that people should pay for. And everyone I know that that has actually gone through all those videos, they go nuts for it. I just got a message again today from someone in there, they were fricking out. They're so excited. It's amazing what those five videos have done. They add significant value and I should be charging for it. So I did that on purpose, okay.
So the first page lets you sign up for that. The second page says hey, do you have a question you'd like to be able to ask me that I can answer live on the podcast. And in the next few episodes here, that's what I'm going to be doing a lot of. I want to make sure I answer a lot of questions for you guys, which is awesome.
So the reason I'm telling this is because this Saturday, I love to see so many people who download these the moment I put them up because time is of the essence for a lot of things that I announce on here, okay. So this Saturday, I dropped in. So I dropped an email out to those of you who got the actually MLM Masters pack, the free MLM Masters pack from secretmlmhacksradio.com. And I dropped an email to you guys about a week and a half ago. And I said, "Hey, if you want to watch me, I have a second podcast show and I've got to rebuild the funnel for it. If you want to watch me build it live, why don't you come join me and I'll just share my screen and walk you through everything that I'm doing so you can watch it and do it for yourself."
Okay, that's what the email I set up that went out there, okay. And that offer still stands. That offer still stands. If you want to go watch that this Saturday, I'll be doing that. If you are listening to this and it's past this Saturday which is ... What is that? December 29th, 2017. If you're sitting past there, you can still go to the same URL which is salesfunnelbroker.com/live, salesfunnelbroker.com, salesfunnelbroker.com/live. Sorry, I slurred a little there.
But there's a whole bunch of replays and things I've got on there you can check out as well. The only reason I'm telling you guys about that now, I'm not trying to cross the two communities here that I have. But a lot of you guys have checked out the podcasting funnel that I have. And so I thought I might as well drop it out to you guys so you guys can check it out and watch how I built which a lot of you guys have gone through so you can do it for yourself is what I'm saying. It's free, you can just come watch.
The last live funnel build that I did was four hours long. Just know. It's a crap ton of value. I think it's a technical term. And people pay anywhere from 15 to 25 grand per seat to come to a three-day event with me and Russell Brunson and listen to myself teach for that amount of time. So four hours is a lot and it's a lot of ... I hope you guys feel what I'm giving there is awesome. So I love doing it. So I'm super excited. So anyways, that's this Saturday at 9:00 ... It's either at 9:00 a.m or 8:00 a.m.. I can't remember but I have to go check it out. It will tell you on that page. Again, that's salesfunnelbroker.com/live. Anyway, hey, so that was like five minutes of intro.
Hey, I want to be able to walk you guys through something. So I was ... when I first started working for Russell Brunson, which if you don't know who Russell Brunson is, he actually got a big start in MLM. He was the number one seller in two MLMs at the exact same time. That's crazy. How did he do it? Guess what, the same stuff that I'm teaching you. The same stuff that I'm actually selling. And nobody else sells the stuff that I'm about to drop out on January 4th to everyone in that product. No one else does. How do I know? Because I've looked.
I was right-hand funnel builder for almost two years. I looked around all over the place. There is 56,000 active users of click-funnels every single month, active users. Do you know how many industries that covers? We saw everything. And it was easy to see what people are doing there. No one else teaches this. I'm super excited to be able to go through and actually show this and show you how I'm doing what I am. It's the very first time when I just opened the gates even just a little bit on a new MLM that I got into. It's like immediately 20 people right underneath me joined. Why? Because of how, what I'm doing. Because of how I'm doing it which is why I want to show you guys on this Saturday that funnel build.
So if you want to, you can come check it out. If it's past and you're listening to still go to that URL and you can ... I put a lot of replays and stuff like that up there. If not the full replay, then at least just partial stuff there. You can still check it out and get, I don't know, some of the gist or something like that. Anyway.
But there is a pattern that I have watched over, and over, and over again. And MLM is very related to on the internet what we would call affiliate marketing. MLM's very related to it. And because of that strategies back and forth sometimes bleed over a little bit. Not totally, but sometimes. Affiliate marketing is when I see somebody else's product that I didn't make and I get a commission for it. Most of the time, you're doing the exact thing product wise with MLM.
And so what I've done though is ... okay, let me just walk you through this. The first time I joined an MLM, this guy called and I know I told some of the story before. But this guy called and he goes, "Hey, Steven, man, hey, do you want to do this MLM?" And I was like, "No. No, thanks. Sounds like a pyramid schema, I'm not going to do it." And my buddy called back. And he's like, "Dude, you'd be great at this. Come on, man." And I was like, "Fine. I trust you. I'll do it." So I joined.
Okay, and I joined. I joined somewhat reluctantly and I get in the car and I'm going to go meet this guy in my upline. And I start driving over to like 20 minutes away over to this other building that this guy is in. And I get out of my car and it's cold out, it's winter out. But this clear blue sky. I remember this very clearly because this had a profound impact on ... Well, I mean, it's the reason I'm podcasting about an hour so let me just keep going.
Anyway, clear blue skies. It was chilly out. It was in the middle of winter. There's no snow but there is still ... everything is kind of dead and brown a little bit. And I get out of the car and I walk into this building. It's a white building on the corner of a little more of a run-down part of time. And I was like, "Okay." And I walk inside the building and it was awkwardly very empty. It wasn't a small building but it was very, very empty and there was like some random person over in the corner cleaning. It was kind of awkward a little bit.
And I sit down with this guy and we shake hands. I'm like, "Hey." And he seemed like a nice guy. And I sat down and we started talking. And there's nothing against him at all, okay, nothing against him at all. He, brilliant person. Still talk with him. Absolutely amazing. In spite of this entire thing, all right, I owe a lot to him. But it was the way that he representing the MLM was pulling me in to his downline.
I sat down and he had me write out those big lists. And he said, "Hey, this is how people get successful at this." And I was like, "Okay, sounds good. Let me dive both feet in." So I sat down and we start writing things down. And then at the end of it he hands me this big stack of papers and one of them was like hey, here's some really easy sales scripts. I was like, "Cool." At least I think so. I can't remember but ... Actually, I don't know if I got a sales script.
But he's like, "Hey, here's a sheet that will help you keep track of the people you're recruiting." I was like, "Okay, cool." "Hey, here's like the list of the top three things you need to be doing every single day to be successful at this and actually stay ahead." And I was like, "Cool." And that was kind of it. And I walked away and a lot of you guys know the story. I worked like crazy. I got 13 people in my downline in the first month. I think it was like five weeks, actually. Four and a half, five weeks, something like that. And I did it mostly by walking down main street talking to business, recruiting a few friends and family, yes, mostly, but I did a lot of ... It was cold recruiting, some of it, like right off the street. I was full of gusto.
Okay, now, let's take a moment to analyze what just happened. Okay. In the internet marketing space, in affiliate marketing, this stuff that he handed me when I joined, we would call that the offer. You can think of it as the offer. I paid several hundred dollars. I came in at their highest ... I think at their highest level. But I came in at their level that they ... Well, it's the only one they pitched me, anyway. I don't know if there's another one. But I came in and I was like, "Oh, my gosh. This is crazy. It's ridiculous."
And for my money, I got several things. I got a position in the MLM. I got the rights to go sell the product and through their approved ways. I got some scripts. I got some tracker for some stuff. I got like the daily routine you should be doing to be successful and things like that. There's several things that I got. I didn't just buy a position. The offer was all those other things plus the position, does that make sense?
You need to understand that I have watched many, many, many, and the roles that I've played in the last two years especially with funnel building and the funnel world on the internet especially, the people who know how to make offers when someone joins a downline or when selling a product, in general, are usually the people who are winning, okay.
So I want you to think about this real quick. Follow with me a little bit. Let me craft another story here real quick, okay. So with that in the backdrop, follow me here, all right. I know I'm kind of jumping all over the place in this episode. I'm kind of going all over. But stick with me, okay. Understand this one concept and it should change the way you recruit forever.
This is the reason why people join my MLM, why people join my downline. I'm not pitching you, I'm telling you. This is a strategy I actually use, all right, because I bring them answers. So what I do ... and this now, let's compare. When I joined the second ... So I eventually left that first MLM. Years later when I decided that I wanted to jump in this again but do it very differently, and do it from the standpoint of an internet marketer and not from the education of an MLMer which no offense, but I'm taking things that are proven in another industry and I'm shoving them over to a different industry which never heard of them before, mostly.
And what I'm doing though is ... Anyway, okay. So I join the second MLM. I join the second MLM and what happened? Hey, Steven, we want to give you this position in this company. And then here's what you can get for it. Right, I get online and I start filling out the forms to actually join. And there was these different levels. I don't remember the exact dollar amounts for some of them. I always just go for the highest. That's the kind of people I want so I always go for what I want.
I joined at the highest which was like a 1,000 bucks or something like that. And so I join, I was like cool. No worries. And I joined and when you join at this level, you get two of this and five of this product. And you get this and you get this and tickets to this. And this over here and positions to here, you know what I mean? There was just an offer that the MLM, right, not my upline, the MLM was giving me when I joined their company. Does that make sense? In both scenarios, the MLM was the group that was creating the offer.
Okay, now, let's think about this real quick. Okay, about a year ago, a year and a half ago I was ... We also work. We are creating offers. We were building funnels. We're doing all sort of stuff that we're doing. And suddenly Russell Brunson stands up and he goes, "Oh, my gosh, I want to promote this guys thing. And look, I have my affiliate link." And I was like, "Cool." If you guys don't know how affiliate marketing works, obviously if he sells some of the product, he gets commission for it.
But Russell Brunson being Russell Brunson, marketing wizard, total genius, friend and mentor to me, I absolutely ... Oh, my gosh. The guys like a brother to me. Mad respect for what he does. Complete amazing character of an individual. But what he does is he stands up and he goes, "Oh, my gosh, oh, my gosh, let's create this cool offer." The first thing somebody's going to get when they buy through my downline, when they buy through my link, my affiliate link, right, this is as if he's talking. The first thing I'm going to give when they buy through my affiliate link is they'll get the product.
But I'm going to toss in, right, this is like Russell talking. He's like, "I'm going to toss in this product. I'm going to toss in this service. I'm going to toss in this book, this CD." And he creates his own offer, his own offer off of the other persons. It incentivizes people like crazy to buy through his own affiliate link and he wins affiliate competitions time after time after time like that.
He's not the only one. Anytime I see anyone pull that off, anytime I see anyone do that, that's how it works. The first time I actually really started selling a lot of MLM education and products, that's how I did it. I created this product that was an offer. First, it was a product and I graduated it into an offer, okay. I know I'm getting a little nitty-gritties here but stick with me, okay. Stick with me, I'm going somewhere, I'm going very specific, I'm going somewhere.
So what I've done and what you need to do is learn what you need to include on your own when somebody joins your downline, okay, when somebody joins your downline. Think through this. You've got to think through this because this is super key because right now, you are completely the exact identical pixel for pixel same as everyone else in your upline and your downline. I don't care what MLM you're in. If you love it, awesome. If you don't, start looking around. Be passionate about what you're doing, okay.
Anyway, but what I'm saying ... does that make sense? Out of the box MLM is broken and I've said that many times before on this thing, but that's why. That's one of the reasons why you have, if you just take the offer that the MLM has given you, the actual corporate, HQ, whatever it is. If you're recruiting people in the same way that they've handed it to you, you are literally cookie cutter to everybody else in your upline and in your downline. Make no mistake, they are your competition. Why would somebody join you over the other person? Oh, you have the exact same offer. Oh, if I join you, I get this position, I get these scripts, I get this daily routine thing, and I get the product for X, Y, and Z on auto-ship.
Oh, cool. What do I get when I join this person inside their organization. Oh, look, I get this position. I get these scripts, I get this storyline, I get the daily routine thing, I get this book, I get this product on auto-ship. Wow, there's no difference. That's what I'm trying to point out here. I'm still going there. I'm still going there. I'm not quite there yet. We're unveiling it. I have to set it up like this because everybody, come on, say it. I feel like people don't get it. And I'm trying to help you get it so that you can go do it, okay?
So think through what can I offer that's unique to me, that people get when they join my downline. Since my upline and my downline are my competition, what can I do to become unique again? Because right now, I'm the exact same as everybody else on the planet. So I've taken this to several different levels. And I know I've talked to you guys about this before that this is something that I do. And it's one of the reasons I recruit like an absolute beast because of two things.
Okay, number one, I have my own offer when somebody joins my downline. It is kick-butt, it is amazing. But there is a separate, there's a separate more elite, more helpful, more amazing offer that I give when someone joins at the top level. This is a huge key. Guys, you're MLM does the same thing, most likely, a lot of them do. If you join at the $1,000 level, you get all this stuff. If you join at the $500, you get all of this stuff. If you join at the $100 level you get this stuff. And legally we have to let you join at $49 but no ones ever been like actually successful with that, you know what I mean?
Right, that's like as if they're saying it. That's as if they're talking about it because if they do the same thing to the people coming in but I hardly ever see anyone ever come through and do that to their own MLM also. It is your business, it is your own business. You do and you model off of what your MLM is proven to work and you add to it. You add to it.
So when someone joins your MLM, yes, they get all this stuff from corporate but what do they get from you? Why do you stick out? What is different about you? What is the strategic advantage that you offer? For me, I offer tons of people lots of sick funnels that are proven to work. Let me just prove like I'm using them, okay. I'm using them and then I just clone them and hand them over. I don't know if they're tacky or not. Like they can do them because they pre-done. Does that make sense? That's what I do.
And so a lot of this stuff that I'm putting together with this January 4th thing is with a product that's coming out. It's education on how to become unique. It's education on these kinds of things. But when they actually join my MLM, it's already all done for them. It's completely done for then, does that make sense?
It's extreme turn-key. And so right out of the gate, they're already killing it, they're already doing way more than the standard MLMer that exists out there. Then I teach them how to do a few extra things so that they're the only one who's selling their product of their offer, their entire thing so that they're unique from the rest of my team so that I didn't create my own little cookie cutters, does that make sense? And then we're off to the races and we explode because of it, does that make sense?
I hope you've seen how you can apply this. I hope so because this is not a small deal. Your MLM upline, your MLM is the HQ corporate is doing the same thing but for some reason, for some weird reason, and I know that some MLMs are touchy about it. They're like, "No, you've got to sell this way. You can't do this. You can't do that." I hate that so I immediately chose one that had ... like gave me total ambiguity. That was very much the wrong word.
What's the one I got for ... autonomy, there you go. They gave me 100% autonomy, freedom. Freedom at sell what I want, how I want, and when I want, and at any price point even. I just can't go too low or anything like that but it's completely ... I can sell however I want to. That's why I chose what I did. And I know that if you love what you're doing, great. I am not pursuing you to get out. I'm just trying to tell you like God, this is how I'm doing it. This is how I'm doing it.
Frankly, even some of the other massive gurus that I've seen out there who are published authors all over the place. I'm looking over to my bookshelf and pointing at it as if you guys are in the room and you guys can't see it. But I've got tons of MLM books over there. I've hardly read any of them. I don't think I've read all the way through even one of them. And it's not to say that there isn't amazing stuff in them. It's not to say that it can't help but none of it talks about offer creation. None of it talks about how to actually stand out, how to become unique in a completely red, bloody red ocean, a complete bloodbath of a place where you are competing literally with all the other people who are supposedly also on your team. It's like, "What?"
It's like, "No. I'm going to separate that out." And so my people know and that's part of what I teach them and that's part of the exclusive what I give them. And I'm not going to go through the entire thing but so when somebody joins my MLM, and please model this. That's why I'm telling you that. I'm not pitching you. Just understand like model this, okay.
What I'm doing is when someone joins my MLM, and let's say they come in at the low level, they get help but it's unfair for the people who came in at the top level for them to get everything. So they don't get everything. When someone comes in at the highest level, though, I give them really awesome stuff. Not just like funnels, it's not that somebody comes in a lower level can't be successful. It's that I have a hard time wondering if they take this seriously, you know what I mean?
But anyway, I give them a lot of cool things. There's an exclusive members area with training on how to sell specific products from the MLM which is awesome. It's very much a living members area. It's not totally done yet. But that's what I do in it. As I say, "Hey, look, so this thing, I'm going to show you how to sell it online with this funnel. By the way, it's done. Click this link and you'll have the whole thing in one click. And here's the cool scripts that sell it. Here's some traffic," you know what I mean? That's the purpose of it. It's really, really, really specific. It's high-level stuff. I only want to work with people who are serious and who take my time serious. So I give ... if they come in at the highest level, that's the kind of person that I work with that.
I also give them all the funnels, like I said. I also give them things that personally mean a lot to me. I'm holding a coin right now that says Memento Mori. Memento Mori which means you could leave this life right now and it's not to be like sad or anything like that. It's meant to make you introspective and say, "Oh, my gosh, am I doing what I want to be doing right now? Am I doing the things that are going to get ... Do I like what I'm doing?" That's the whole purpose of it. Anyway, you get all sorts of stuff and I ship things out to you and I created an offer, two of them out of this. One, if you just join this, and another one that's like crazy advanced, awesome, elite if you come in at the highest level.
Anyway, guys, that's all I'm trying to say. I'm sorry it's such a long episode but I hope that you get it, okay, that the people who understand how to create offers are the people who understand how to create new opportunities, unique opportunities. They're the people that understand how to become unique in a marketplace again. And make no mistake, if you have joined an MLM and you have done nothing to improve what it is that you offer, you've done nothing to improve what it is that you offer, you have done nothing to add to the things that your MLM has given you, you are the exact same, you're a cookie cutter, and you have no strategic advantage from a marketing standpoint, from an offer, from a talking, speaking, selling standpoint, from any standpoint I can even name. There's nothing different from you than everybody else. So why should you expect to make tons and buckus amounts of money?
You know what's funny is I went to this ... the first MLM that I was in, I went to one of the meetings. It was a big one. There was a lot of people there. Went at a hotel stuff and I drove up and went, you know, I was wearing a suit and tie because I thought that's what it meant to be successful. I wear flip flops and shorts and t-shirt now. But I walked in there and I noticed there was a guy that was selling in there. The same guy that recruited me, he's the man, by the way. I actually have a ton of respect for him. He helped this whole thing come about.
But he turned to me and he said look at that guy over there. I said, "All right, yeah." And he goes, "That guy created a side business that services all the people inside the MLM." I was like, "That's fascinating." It's like yeah, the way that guy actually makes his money is he created something on top of what the MLM already offers. And I was like, "Fascinating. Oh, that's interesting right there. That's very interesting."
Anyway, so just know that this is not ... I'm not telling you new stuff. I'm just telling you stuff that no one ever really tells anyone else. Anyway. I am going over and over and over and over again, so I feel like I'm saying the same thing over and over and over again. But that's the whole point, guys. Think about how you can become unique, not just when someone joins your MLM, but how can you incentivize ethically somebody to join at the highest level, not just for commission in your own pocket but to help vet out who's actually serious about running inside your team and helping them, becoming leaders with their own unique thing.
All right, guys. That's all I got for you today. It's huge value bombs and I want to hope you get it because that right there, that right there can very well change the outcome of your whole business. All right, guys, talk to you later. Bye.
Hey, thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to secretmlmhacksradio.com to submit your question and download your free MLM masters pack.
Steve Larsen: Hey, what's going on everyone. This is Steve Larsen and you're listening to Secret MLM Hacks Radio. Here's the real mystery, how do 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 downlines and create extra incomes, yet still have plenty of time for the rest of our lives? It's the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio.
All righty, it's ten o'clock right now. I'm honestly super tired, but there's so much caffeine still surging through my veins that I don't think I could go to sleep for a while anyway. Which honestly probably is not that like healthy, but anyway, I am excited to be here. I'm excited to share with you something I've been working on, that is finally ready, that is out there. No, it's not the course yet, the actual, everything is launching on January 4th, 2 PM Mountain Standard Time. If you want to get on the waiting list for that, there are 500 of you on there now, that's crazy, that's crazy to me.
It's amazing the community that has already been forming around Secret MLM Hacks and what I call the Mavericks. You guys will learn more about that on the actual launch, which is awesome. The Mavericks are amazing and I'm excited for those of you who want to become one. It means something very specific. We've got our own little mantra and everything, it's awesome, it's fun stuff. It's very, very, very passionate community, which is very fun.
I want to be around passionate people. I want to be around people who care about what's around them and what they're doing in their life. It's been fun to see how the community has been exploding, we're about to pass 10,000 downloads on this podcast, which is awesome. Which is really, really cool honestly, it's only a few months old. Then, man, I literally looked only maybe a week or two ago, and there's 400 people on the waiting list to check it out. Now there's almost 500, just underneath 500 barely. We'll probably cross it like tomorrow, which is crazy to me.
I just can't even believe it. What it means to me is, okay now, let me flip into marketer mode. What it means to me is, I am validating through the market, the market is telling me that I'm hitting the head. I'm hitting the nail on the head, hitting the pin point straight on the head, which is awesome, okay, that helps me like crazy.
Hey, I want to talk to you about something that's really, really important to me real quick, and that is publishing. A lot of you guys know obviously, I'm publishing right now, you're listening to me. I'm in your ear, I appreciate it, whatever you're doing. I don't know if you're at the gym, you're driving in the car or you're at the grocery store or whatever it is, thanks so much, I really appreciate that.
The power of publishing is amazing, and I know I've talked about it before on this podcast, but I just wanted to talk about it again real quick. Specifically, okay what I've done is I've gone and I've created some funnels, some internal funnels that help manage my internal processes. These internal processes are amazing, because they help save me time and help me focus solely on selling rather than running my business. That makes sense?
As an MLMer, especially at the beginning, look, you are the sole driver. You are the only person that your success hangs on, does that makes sense? When you get cash coming in and I know a lot of you guys, especially a lot of you guys who've been reaching out to me, you guys have huge downlines already, massive rock stars, which is awesome, very, very cool. You have cashflow to be able to go hire other people. You have cashflow to really go, and now if you're just starting out brand new, a lot of times it's going to be more challenging for you, I mean to be able to go hire other people or to whatever it is, right?
You are the sole driver, you are the sole person. There's no other person that you can look to for why you may or may not be successful other than yourself, which comes with a curse and a blessing. You know what I mean? It comes with both a pro and con with that. Do you know the buck stops with you, there's no one else for you to look to, and I don't need to keep saying that. You obviously get that.
What I do, now I have a team. I have people I hire. I have people that, because I'm in a different situation, I've been doing this for a while now. I mean I'm literally leaving my job over this right, which is happening in just a few days here, which is both exciting and nerve wracking with both pieces around it. A lot of people don't know though that before this job that I have now, before I actually was doing heavily a lot of internal processes related things. The things that I was doing and building, people would hire me to go improve their internal processes.
When someone places an order online, how does it automatically get over to this person in support? How does it get over to fulfillment? How is it tracked? How is it checked off the list? You know, all those things, and so I heavily did those pieces for companies. They're inside of me, I already like efficiency and you can go overboard with it, but man, efficiency is amazing. What I do is, I build sales funnels obviously to sell stuff, but I also build funnels for internal management things. Kind of do this with me okay?
There was this company that hired me to travel to these different states and I would film and I would create their internal processes, and I would go around. I was just trying to prove myself to the market at the time, okay, this was several years ago. It's crazy. That's probably almost four years ago now. That's nuts. It's not, maybe three anyway. What they would do is, I would go around and I would film and I would create these cool internal processes for these companies.
My favorite was to work with people just like you, people who might most likely on their own/have a very small team, two, three, four, five people maybe at the most and go help set up the internal processes to help alleviate the business, alleviate the team. Especially alleviate the entrepreneur, whose main role is to go sell stuff.
A marketer, salesman, entrepreneur, I don't care which call, it's the person in charge, their main role is to sell things. Your job, you are a salesman, okay and I know sometimes for whatever reason salesman has somewhat of a negative connotation to it, which is stupid. Sales makes the world go round and if everyone stops selling, our economies they all die immediately. Like be proud to be a salesman. It is in my mind besides parenthood, it's like the most prestigious career path on the planet. You should be proud to be a salesperson, okay, sales is amazing.
Everyone sells, no matter if you've never sold anything for money before, you've certainly sold to the people on whether or not they go to this movie or that movie, that restaurant or this restaurant, get this pair of shoes or that shirt. Okay, everyone has sold no matter where you are. Selling is part of life, and so you are a salesman, and so your main role is to sell.
I want you think real quick and start thinking through and say, self, what are the tasks that are taking up my time that are not sales related? If something does not actually contribute to your bottom line, why are you doing it? Okay, and those are questions that I constantly come up with and I go like, oh, questions that I ask myself and I constantly get new answers. I'm like, oh my gosh, look, I'm spending too much time doing X, Y and Z. Oh man, which one of those can I automate? Which one of those can I start and actually start putting some automation behind it?
That's when I automate stuff, and so what I've done is, I went and I have been automating this internal process that I have been spending a lot of time on. Although I have, I think I've only ever had one other person on this podcast so far. I actually have a second show and I love interviewing people. I love diving deep into their sales processes or these funnels or sales flows or whatever you call them, whatever you want to call them. I want to see how people are selling in their businesses, and I want to see what offers are working with them and I want to see where the traffic is coming from. I want to see, I like that stuff, I want to know where those things are. I want to know who is doing what and who's killing it.
It's the same thing with this podcast. It's just, the main purpose of this podcast so far, this first few episodes has been all about me documenting the journey of me creating the product that is launching on January 4th. We're hard at work. We're putting all sorts of stuff, cool stuff together. We've got the workbook together. I've been creating this cool, there's a lot of awesome stuff here and I want to tell you more about it in future episodes. The main point of this episode though, is I want you to know that, what I've done is, I've taken a step back, just like you should too and ask yourself, "Oh my gosh, what keeps me from the act and role that I have of salesman, right of revenue driver?"
I'm not getting sidetracked with logo, I'm not getting sidetracked with if I have an office space, who cares. Do it on your couch for a while, it doesn't matter, and eventually just go talk to people. Start thinking through those things, what are the tasks? What are the things that I am distracting myself with, the things that I am saying to myself, "Oh, this is more important, because selling for me is uncomfortable," and you go and you start. This might be a little bit unpleasant, this might be a little unpleasant okay, to get real with yourself. Get honest with yourself.
What is it that keeps you from selling? What is it that keeps you from pushing your MLM out there? What keeps you from recruiting another person? What keeps you from, what keeps you from basically working towards your own retirement early? Okay? How much, what is that worth to you? You make a list of what those things are, a real list, okay, not what you think I want to see or hear or someone else wants to see or hear. What you know that you're supposed to be doing next. What is keeping you from doing those things, and write that on one side of the paper.
The other side of the paper write down like the one or two things that you know you're supposed to be doing. What's distracting you, and on the other side of this paper, what are the things that are actually that you're supposed to be doing. Distractions and then real, real tasks. I will tell you that number one on the right side should be revenue. It should be sales. That's what I've been doing, is I went back and I started thinking to like, what are all the things that are keeping me from selling?
Honestly, it's this internal process that I go through and I love it, but it's different literally every single time. There's no systemize ways that I've set up yet to be able to handle this scenario, and that is, with the way I handle my interviews. I love interviewing people on the podcast, I love when people ask they get interviewed on my podcast. I'm about to do a whole bunch more on this podcast. It's not a pitch fest, it is an opportunity for people to share how the strategies they're using to recruit or to sell the products or that kind of thing. It's not, there will be zero name dropping of someone's actual MLM that they're a part of.
That's not the purpose, that's not the goal of this podcast. It is literally just to share strategies with you, so you know other cool ways that other people are recruiting besides the whole friend and family trap. Which again, I know if you love that, that's awesome. It's great for you, but I hate that, and I am not actually that amazing face to face with people. I would rather not talk face to face with people about this stuff, so I found other ways to do it, which is the purpose of this podcast to show you what I've been actually doing.
Interviews, I love interviewing people. What I've done is, the problem is that every time someone asks to get interviewed on the show, which is a whole bunch that we'll be coming up in the future. Or when someone asks to interview me, it's always different. The process is always different. Literally every single time, they might ask through Facebook, they might text me and find my phone number somewhere, they might email me, they might find my phone number. There's been some weird ways people have found some stuff, and I'm not sure whether or not to be flattered by their persistence or kind of creeped out.
What I've done is, I've systemized it and I've put a process in place that replaces me, right, that replaces the stuff that I continue to do over and over and over and over. I shouldn't be distracting myself, I should be mostly focused on sales like you. Here's what I've done, and I'm going to draw it out here while I'm describing it, so that I make sure I put all the pieces together.
If you go to secretmlmhacksradio.com, secretmlmhacksradio.com, it's the same place that the outro talks about my little call to action, saying that I'll help you and help your team, train your team on more ways to actually recruit people, which is awesome. I get a lot of great feedback from that course, but it's free. It's got the MLM Masters pack.
You can also ask a question to me, that I like to place on the show. I haven't done one of those in a while either, I should probably, I know there's a few questions that I got to catch up on. If you go to secretmlmhacksradio.com and on the top click 'Get Interviewed', what it'll do is, it'll take you to a page that's basically a three step process on a single page. Section one asks you just for basic contact information. It says, "Hey, what's your name, email address, what's your Facebook ID?" Of course, I look people up before I interview them. I am very protective of my audience. I'm very protective of you guys. I vet people really hard both myself and a VA, okay?
There's a vetting process. I only want the best of the best of the best, or someone who's very passionate to come on the show. Or someone who has a story or someone who's like, "Hey, I've got this cool story," whereas kind of the rags to riches, around rising above, that kind of stuff. You know what I mean? What's inspiring to the rest of the group, the rest of the community, those are the kinds of things I'm looking for, right, or some cool strategy found or some cool, whatever it is. Whatever you want to share, but it's a chance for you to be set on a pedestal.
Honestly, the episodes are getting downloaded, I'm getting anywhere from one to 200 downloads a day right now, on this podcast, which is awesome for a completely organic, only a couple months old. That's awesome you guys, thank you very much, I appreciate that. What it'll ask you, again, go to secretmlmhacksradio.com if you want to get interviewed. I guess that's my call of action to you, that's my subtle, totally non-subtle plug right there. If you go to secretmlmhacksradio.com, click on the top 'Get Interviewed'. The first thing it asks you, and so I built this whole thing yesterday actually.
The first thing it asks you is, "Hey, name, email, Facebook ID," all those kind of stuff, Skype ID, because that's usually where I do my interviews. Then when you click Next Step, there's like this cool show hide element and it shows the next section. It's the same page, you don't actually leave the page ever. All it does is hide the first section and show the second section, and then it asks things like, "Hey, what do you want to share? What are the things that you'd be passionate about, talking about? Are you okay if I put your face in different places? Are you okay if I spend ad dollars in the future with our interview and kind of push you over the place? Can I repurposed and syndicate the content?" Stuff like that.
Then the third thing it asks you is, "Hey, what's one like massive value bomb you'd love to share with the community in order to provide value?" Please understand this is not a pitch fest, it's not X, Y and Z. It's not are you okay with that, and it goes through. Anyway, that's kind of it. When they click Submit, it automatically through something called Zapier, it automatically sends all that data to a spreadsheet in Google sheets. It automatically emails the person who just submitted it, and it automatically notifies my assistant that a new submission has been placed, so she can go through and do the initial kind of vetting walk through process. Then, if we both give the thumbs up, then she sends over a link, where you can go and choose a time from my calendar to jump on and do an interview call and come share your cool thing. That's kind of it.
I'm super stoked about it. The next page that takes you over to, that's all the animation in the back and the next page it takes you over to the thank you page. It's like, "Hey, look, if you, thanks for, you know want to get on my show. If you want me to get on yours, click right here," and it kind of brings them through a similar process. It's kind of like this cool loop that I created. The whole reason I did it, was to automate a process that I have been finding challenging for me to handle.
So many guys are going to be thinking like, "Steven, I don't love funnels the way you do. I'm not a total geek, nerd like you are. I don't have a pocket protector like you probably do." I don't by the way, but if anyone wants to send me one, I'm all down. I'm just kidding. Hey, I totally get that, and it's totally fine. Luckily for you there are other nerds like me who are looking for people like you, who want to set that up for other people and maybe this is something that I should make available with the current product that's coming out on June, oh sorry January 4th.
Anyway, no matter what it is though, so you don't always need tech, you don't always need X, Y, and Z. I'm not a coder or a programmer, and it always shocks kind of people I think when I say that, but I'm not. I don't know how to do any of that stuff, and so I've pulled this stuff off without knowing how to do that stuff. That should be somewhat alleviating to you. Yes, I spend a lot of time around technology, but this doesn't need to be something crazy. No matter what it is, just systematize more areas of your life.
If there are things that you are finding that you're doing over and over and over and over again, that don't actually contribute to your bottom line, why are you doing them? Okay, think through why are you doing them? Do you really have to or is it a distraction? Is there something that you're trying to get yourself to, you're trying to convince yourself, oh my gosh, like if I just do this one thing, if I just read this extra book, if I just answer this other email that has nothing to do with the sale, I'm going to be successful with it. That's not true at all.
You must be spending as much time as possible, especially in the beginning, in the act of selling, which for a lot of people sometimes means discomfort. Think through yourself, think through what are those things. What are those things that are distracting me and can I systematize any of them? Is there something that, this has more to do with setting up kind of internal processes and more of the business internally for you. I get that. This is an MLM podcast and I get that, but it's so very much applies to you, whether you are new or you are very seasoned and have a massive downline. What are the things that are distracting you from the sale? Can you automate them?
That's all this episode is about, man I'm super stocked so I guess that's kind of my un-shameful plug too. If you're wanting to jump on, go ahead and go to Secret MLM Hacks Radio and click on 'Get Interviewed' over the top. Anyways guys, and the same is true otherwise the other way around. If you're wanting me to get interviewed, if you want to interview me, you go to SteveJLarsen.com. It's very similar process click up on the top, it says 'Interview Me'.
Anyways guys, that's it. I guess that's my soft pitch for absolutely no money. All right guys, hope you're doing great. I'll talk to you later, bye.
Hey, thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on this show, go to secretmlmhacksradio.com to submit your question and download your free MLM Masters pack.
Hey, hope everyone's doing well out there. Though I want to be publishing a lot more on here in the future. And partly, hope everything's going well for you. It's Christmas here. Or two days after, now. Just wanted to reach out to you guys again and I hope you're doing great. It's been snowing a lot here. It always reminds me of making snow forts. I skied like crazy growing up. My dad was on track to, he was gonna be an Olympic downhill skier. He is very fast on moguls. He was extremely fast at moguls. He still won't tell me the highest cliff he jumped off of.
But, anyway so ... I come from a long line of adrenaline junkies. And people who push boundaries. Anyway, the snow here in Boise, Idaho always reminds me of skiing. I grew up in Denver, though. And the mountains here are not quite as big in Boise as they are in Denver. I kinda miss it, to be honest. I wish there were bigger kind of better mountains. The mountains here are tiny in Idaho on this side of Idaho, anyway.
Anyway, hey. I hope you are doing great though. I love the game of business. I love what it does to people and how it makes them stretch and grow and become something else and brand new. So for me, I love vacation, obviously as much as the next person, but man, after three days of time off, I am itching to get back to work. So I got up super early on the 26th and I just started working. I think I worked for 12 straight hours.
Is it an issue? Probably. But there are worse things, so I guess. I wanted to real quick just acknowledge a quick story. A lot of you guys know that I'm in the Army. I'm literally about to get out. I was an officer in the Army for a while and really enjoyed that. Before I was an officer, I was enlisted. Actually went through basic training. Really enjoyed it, loved the chaos in a weird way. It was actually when we were sitting down and doing nothing that was actually harder for me than when it was crazy. Which I don't know if my head's just kind of messed up like that or I don't know. It comes from the adrenaline junkie side of the family. But, there was this mentality. You got to understand that when I went into the Army, I was like significantly older than a lot of the other people. We did it for a lot of reasons.
Number one: I just wanted to. I wanted to know what that was like. I wanted to learn how to push myself and things like that. I already knew how, but you know. I think it goes back to the adrenaline junkie side of the family a little bit. Like I really wanted to go to crazy zone a little bit. And it was fun. And I enjoyed that. But there were ... multiple times. I was a bit older. And I was married, which immediately set me apart from a lot of people. I had a kid, which really set me apart from a lot of the other people. I was about to graduate college, which really, really set me apart. I'm not saying above. I'm not saying I was better than. Nothing like that at all. I'm not trying to say that.
But what I am saying is that I was just in a very different place in life than a lot of the other people that were there. I didn't realize that I'd been with a bunch of 17-year-olds and I was 25, married, had a kid, almost through college. There was some life lessons that I had had that a few of the people had not had there. And vice versa. I'm not saying I was any better or anything like that. But I learned a really big lesson while I was in there. Especially when I was in basic training.
I'm struggling to find words to say this. I should have probably thought that part through of this a little bit more. I definitely know where I'm going with this, guys, I'm just trying to figure out what ... how to say this. Don't be afraid of progression because of feeling a little bit of discomfort. You know what I mean? There was an attitude of ... there was a few guys I would talk to and I'd be like, "Hey, look. This is my goals in life. What do you want to do?" And you get really close with your fellow soldier buddies. We call them brothers and sisters. I mean, literally. It's ... I have struggled to find a connection with people the way that I've found it in the military. It's because shooting live rounds around each other, you know what I mean? Like ... the amount of trust is insane. But there was ...
I was talking to a ... this happened many times. I'm having a hard time finding a specific example in my head of it. Possibly I should have thought through that part a little bit more. But like I ... please understand the lesson here that I'm trying to say. There was many times I would go talk and I would say, "Hey. Look, what do you want to do in life, what do you want to do in life?" And again, I was on a different area of life than most of the people there. I was literally like eight years older than a lot of people there. Married, kid, almost through college. Right? So I had certainly addressed the topic in my own head of what do I want to do with my life. Whereas a lot of other people, other of kids, honestly, that were in there with me ... had not.
Anytime I would say, "Hey, I want to go do this, this or this." A lot of times, the answer was, "Oh. Yeah. But then you gotta do x, y and z. That's kind of hard." Like, "So what?" It's the same attitude, same mentality a lot of times that I'll see from people when I'm on stage teaching. Okay? A lot of you guys don't know, I worked for two years at a place called ClickFunnels. I still technically do for the next day and then I'm done. Or two days. And then I'm done, which is crazy. I'm actually leaving my job over MLM. Okay, because it's going well and I practice what I preach and I'm not here blowing smoke. Okay? I'm telling you exactly what I do.
But there was this mentality of hey, let's not do something ... or let's not pursue something. Let's not go for something in life simply because it's challenging. I hate that. I hate hanging out with people who believe that. I hate ... and I'm using hate for ... on purpose. I hate it. It is some of the most ... it makes me feel like there are walls around me. It is some of the most controlling, constricting attitude I've ever experienced in my life. Or if somebody else is like that, like I ... have a hard time. Maybe it's a personal issue of mine, but I have a hard time spending time around an individual who believes that. That hey, let's not go from something simply because it's going to be challenging.
Man, I do crap because it's challenging. I like it. You know what I mean? I do that on purpose. Some of you guys are like, "Steve, what does that have to do with MLM and my own MLM?" Everything. It has everything to do with it. Whatever you're doing right now ... and I'm not trying to poke fingers or peg you and say, "I got you, I know exactly where you are. I've been in your shoes before." Like no. Everyone's different. We all come from different walks of life. But I bet ... if you are brand new to MLM or even if you're experienced, a lot of times, it's the first place that people go when they're still in a job. I came back to MLM to do this after I've been selling things online and things like that. I came back to it. So, if you're working for another person, the thing that I'm trying to put across and the thing that I'm trying to tell you is that ... this business will require your growth in a way that you probably may not be thinking about. Which is fine.
MLM and business and entrepreneurship in general requires you to grow. As a person. It requires you, why? Because if you have not mastered simple things like ... hey, let's go ... let's make sure we get up on time. Or hey, I can't shower appropriately. Or ... there's simple things in your life that you've not actually accomplished. How can you expect to accomplish other bigger things? That make sense? It requires your personal growth. And then when you add in the other human element of other people being on your team, other people that you've got to work with, their backgrounds, how you inspire them to be leaders. How you pass down the gauntlet to them as they keep recruiting, as they keep selling? How on earth can you do that if you've not addressed personal things inside your life yet?
What I'm trying to do is I'm trying to help you realize your own situation in a very clear, candid way. Very clear. If there is something in your life that you do not like, you have the ability to change it. And I invite you to do so and I honestly invite you to realize that it probably is affecting your MLM business in ways that you probably aren't thinking about. I'm going through those lessons too, all the time. I'm going through them a lot. A lot.
In your MLM, as you are sitting there and you're thinking through, you have this one problem in your head. I don't know what it is. It's specific to you. It's specific to your own thing. There is an issue. There's an obstacle or something inside your head that you're trying to get around. What I'm trying to tell you is I'm trying to help you realize that that obstacle is the way. Okay? I'm trying to help you realize that the obstacle is the way. I'm trying to help you realize that you should not get numb to where you are. It breaks my heart when someone who has failed a few times before, they start to drop down their expectations for their own selves. Then they get a little bit numb. Then they start justifying. Then they start saying things like, "Oh, I won't do this because it's challenging."
Does that make sense? Guys, embrace. Okay, this is definitely from the Army. There's a time it was raining ice and sleet. It was an ice storm and it covered everything in like a quarter to half inch of ice. It was down on power lines. It was ... terrible. This was the middle of basic training and I certainly know there are other more intense trainings that basic training, but it was still intense in some scenarios. It was cold, it was freezing. They took advantage of the fact that it was snowing ice and raining ice and sleet. So we would stand in shorts and t-shirt out in the middle of it for ... I mean, hours. Just to toughen us up, which was great. Which is why I went there. It was fun. In a weird way, it was fun. I really enjoy that.
There was a phrase that we'd all kind of just tell each other. It'd be like, "Hey, look. Embrace the suck." In the middle of it is where the growth comes. Embrace the suck. Later on, after that, they closed the cafeterias that were near to where our platoon was. So, we ... they would drive food into us. But they couldn't get as much in as they normally would to the rest of the soldiers that were out there. So we got a significantly smaller amount of calories than everybody else who was in basic training for about five weeks.
That was ... guys, I was not overweight when I went in there. I could lose a little bit now. But I lost 15 pounds in that last little bit because we were hardly eating. And I'm not a small guy. I'm a tall guy. One of the things everyone says to me usually is, "Hey man, you're way taller than I thought you would be." When they meet me in person. It's like a repeated thing people say to me. I eat a little bit more than the other person who's all tiny and small because of that, obviously.
But, embrace the suck. Does that make sense? Whatever is rough right now in your MLM, you know what the obstacle is. What's the thing that you should be doing? What's the thing that causes you the most discomfort in your business right now? Is it recruiting? Is it selling the product? Is it talking to people? Is it just getting out your freaking door and just saying hi?
I'm actually not that good of a person one-on-one. I'm not. I'm a little bit more shy than people probably think I am. That's a hard thing for me. I have a hard time ... there's a reason I use automation and internet funnels to sell my stuff all through itself. It's because I don't want to go talk to people. I don't want to go walk around the streets. I don't want to go to the mall. I don't want to go and clobber people in hotels, lobbies. You know what I mean? I don't like that personally. I'm not good one-on-one like that, usually. I'm fun on stage. I'm fine doing one to the masses. But oh my gosh, one-on-one, I have a hard time with that a little bit. I don't know why. It gives me a little bit of anxiety. That's a personal flaw of mine. But I've had to learn to embrace the suck. Get through it, grow from it and build whatever I can from that.
Does that make sense? All I'm trying to say is, the big lesson with what I'm trying to say here. I'm sorry ... I know I've been fumbling around just a little bit more than a normal podcast with you guys but I'm trying to tell you to take a serious stock of where you are. And please, for the love, don't get numb to your current situation. Guys, the job that I am leaving is one of the most cushy, awesome, amazing jobs that thousands of people will and are fighting for. Right hand guy to Russell Brunson at ClickFunnels. Right hand funnel builder. In his office daily for two years. My desk is next to his.
When we were in our older office, I was literally one arm's length away from the guy. Now I think I'm three or four. In the same room, though. Do you understand what kind of marketing knowledge and status quo gets created in the very room that my very desk was in? Paid very well. Percentage of product sales a lot of times. Guys, and I'm leaving it. Why? Oh my gosh, you guys. So many people have reached out, telling me how stupid I am. How dumb of a move that is. Why am I doing it? I'm embracing the next phase of my growth. It's what I'm trying to get you to do and it's what I've been struggling to try to get across in this episode is for you to take stock of your current situation. That's what I did.
I turn around and started talking to myself. I started realizing that where I was, however cool it was, however amazing it was. Not that I couldn't learn more, but where my peak is, where my goal is. Where I actually want to get was not in that room. That was a very painful thing for me to acknowledge. It actually caused me a little bit of mental ... it was a hard thing for me to realize. I started almost kind of freaking out a little bit because I realized that what I wanted wasn't in the place that I was at, which was so amazing.
Think about that. Put yourself in that situation. I don't care if you love your job. Is it where you want to be in five years? In 10 years? In 15 years? In 20 years? Is it? If it's not, for the love I am not telling you to quit your job but my gosh, start getting real about where you are and the scenario you're in. Do not get numb to the situation you're in. Do not fool yourself with how good it is. Do not fool yourself and start pushing away your dreams and throwing water on the fire in your heart because of where you are. Don't let others do that to you.
I let other do that to me for a little while. Of course, we've all done it. And of course, it happens in repeated ways. The goal for you is to keep the flame alive inside your own heart. And realize where the heck you're trying to go. Are you doing what you want to do? If the answer is no, it's time to make a dang change. Turn around and start looking around where you are. And MLM very well, if you choose it to be, can be the vehicle to get you out.
I am leaving my extremely cushy job over it. I have two kids, a two-year-old girl, a four-year-old girl, and a pregnant wife. I'm about to go do this financial move. Interesting, isn't it? Very fascinating. I wouldn't just jump ship without things already in place, which is ... obviously, I'm not doing that. I've always dreamt of being on my own. I've always dreamt of being my own boss. I've always dreamt of having my own businesses. I've always dreamt of employing other people. So I've been doing all of that well before leaving my job. It's the reason I'm launching the product I am on January 4th, in just like a week and a half.
I'm launching it, not again. It's totally new. It's completely different. But I've tested certain aspects of it. I've beta tested it like crazy. There's a seed group, a beta group that's been going with me through it. Or at least been my litmus test for the ideas and things of that behind it. For the last four months. It's already made money. It's made money for other people. It's not willy-nilly stuff. I'm not throwing empty things against the wall that are untested. This is extremely tested. Why the heck would I put the jeopardy of my family, my little kids and my wife, my pregnant wife in jeopardy?
What I had to realize though is that I started getting numb to where I was. I started getting numb to the spot I was in and I started saying, "Oh, it's gonna be challenging." When I realized that I was doing that, I frankly kind of flipped out. It scared me and I started seeing my dreams and my aspirations leave. I started becoming someone new, someone that someone else wanted me to become. This is a move and it will be a move for you. It's gonna be a series of moves. It's never technically over. But it's the steps. I'm sorry, it's a step. It's a series of steps, series of moves of you becoming you. A louder, more real, raw version of yourself.
One of my favorite quotes on the back of a book that I can't remember but I just remember the quote is that, "You don't learn interesting. You unlearn boring." Excuse me. "You don't learn interesting. You unlearn boring." And that's what I'm trying to help you guys realize. Every one of you guys is already interesting. Every one of you guys already has goals, dreams, aspirations. But the thing is, whatever you're trying to go do, whatever you're trying to go get done, you cannot get numb. And you cannot be complacent towards the side distraction that you may have to go through right now called a job, before you get to where you want to go.
And it will happen. Life will. Literally, every time I've launched anything new, anytime I've started anything. Anytime I've put a product out there, whether it's been aged or it's completely new, I always get an onslaught of distractions that come. They come in the form of other opportunities, good opportunities. But it's a distraction. It comes in the form of friends trying to distract me. It comes in the form of other hobbies I suddenly want to get into. It comes in the form of ... it's a constant series of tests, of tests, of tests. So what you're gonna have to do is learn the conviction and learn the grit and the mental fortitude to only dedicate the limited mental shelf space that we all have. You have a certain amount of mental shelf space. The capacity that you have in your head. We all have a limited amount of it.
It is gonna be your task to learn to dedicate your brain to your actual goal and your actual outcome. And screw all the other side things that are gonna be coming your way as soon as you start taking a step towards it. Get rid of any kind of angst. Get rid of any kind of feeling of, "Oh my gosh, it's gonna be painful." Duh. There's gonna be some discomfort. That's where growth happens anyway. The quote that there's no growth in a comfort zone, there's no comfort in a growth zone is far over-said. Oh my gosh, everyone says that. But, it certainly applies to what I'm saying.
So learn to embrace the discomfort because that's where the growth is. Learn to embrace the steps. Learn to embrace the ambiguity of not knowing what exactly is gonna be happening. Does that make sense? That's all I'm trying to say with this episode is that if you don't like where you are, then change it. But get real about it. So real that you tell others. So real that you let others know what you like, what you don't like, what you want. And if you don't know what you want, the easiest thing to do is to start checking what you don't want. I'm personally going through that right now.
My 20 years from now, I have no idea what I want yet. I have an idea, but I really don't know what it is. And I don't want to put too much thought and focus into it, because I'm focusing on three steps in front of me. I kinda know where the middle peaks are in between. I kinda have an idea. The picture is starting. I know from tons of personal experience that I don't need to see everything in between. I just need to know kinda where I'm going. I got to know ... I have to know exactly what the three steps in front of me are to get there. And that's it. I keep my head down and I start working. I start running towards that thing and I go as fast and as hard as I can because I know there's an onslaught of never-ending negativity that will be coming around me. Expect it, love when it happens because it means you're moving, and stop being numb to your current scenario.
That's all this episode is about. Guys, have a good one.
Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own down line five simple MLM recruiting tips for free? If so, go download your free MLM master's pack by subscribing to this podcast at SecretMLMHacksRadio.com.
Hey, what's going on, everyone? This is Steve Larsen, and you're listening to Secret MLM Hacks Radio. Here's the real mystery. How do 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 downlines 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.
How you guys doing? It's been a little while since I've published, and I apologize for that. A combination of the holidays mixed with a lot of the stuff going on. I have been, and this is not to beat my chest or anything, but I've been recruiting a lot lately, and there's been a lot of my time and attention focused elsewhere. Also, what I was doing this morning is sitting back and thinking through what's happened, what can I tell you guys about that's been going on.
I have this funnel, this sales funnel that automates. It's been automating a lot of my recruiting, about 75% of it. There's still a last 25% that I haven't finished almost totally automating. It won't be completely automated. It'll be like 95% automated, but what ends up happening is somebody goes through, and they say, "Hey, look, I want to join your downline," and then they go through and ... See, last episode, I talked about getting material for my auto-closing script. What I do is I let the market tell me what I should be saying in that script. Does that make sense? It's what you should be doing too in your own MLM.
Today, what I wanted to tell you a little bit about, though, is what always ends up happening every time I see a new person in MLM come into this world. It's the cycle. It's the same thing that happened to me, honestly, until I realized what was going on. It kind of goes like this: Now, imagine with me, you just heard about MLM, you just, for the first time, you're bright-eyed and bushy-tailed. Let's say you've never done anything else business-wise at all, ever. Your only perception at that time is whatever your upline has told you about. Whatever ... I think a lot of you guys agree, and a lot of you guys know that, kind of my take on how MLM recruits. I feel like they're very, I would say I feel like they're stuck in the '90s. There's still very much the friends and family thing, which is a marketing tactic. It is a method. Not the only method, but for some reason, since it is an easy method, it is the only one is typically taught. Does that make sense? Anyways, let me go back to the story though.
It goes like this. It goes like this: You're brand new. You're just barely starting out in business. You're barely starting out in MLM. You don't know, let's say you don't know much. You're, go back to that spot where you're like, "I want to get into this. I am excited about MLM. I really want to make this happen," but as you go and you start moving down the path, you get excited, which is natural, of course. You get excited, you accelerate, you start consuming vast amounts of information, whether from your upline or you're buying books and tapes and CDs and you're learning from other greats.
Whatever it is, you're learning and learning and learning and learning and learning. You should be, and that's great, and you're drinking deeply, but all of a sudden, what ends up happening is, this tends to be the thing that happens in almost every single person's head as I've noticed it. What always happens is usually someone will start reading a book, and then they'll go to book number. They'll take 10 things or some lessons from book number one, then they go on to course number three. Then they go on to CD track number three. Then they go on to presentation or live event number four.
What they do is they end up creating this map in their head of everything it takes to be successful in this. Everything it takes to be ... What they start doing is they start creating these massive checklists inside their head. That's fine, that's great, that's dandy, but ends up happening is the person starts to experience overwhelm in a huge way. It starts to become crippling. They start to get analysis paralysis.
As they're accelerating, as they're on this upward trajectory, eventually, they start leveling out. They level out just a little here and there, and their progress slows because they think, "Oh my gosh. I gotta have X, Y, and Z done. I need to have this, this, and this done. I need to have one, two, and three done. I gotta have these things. Look at all the pieces here. Look at all the players there. Oh my gosh. This, this, this," and then they actually, they corner themselves, and they paint themselves back into a corner of complete paralysis because they've, there's too much to do in their perception. There's too many things to get done in their perception. How do you protect against this?
This is the same thing when I first started learning marketing in general. I was super excited. For years, I was studying, not just studying, I was literally, I was building businesses. It seemed to be in these three-month cycles. Since I'd never done it before, I was practicing and practicing and practicing by actually starting companies. If I hit a wall here, I found something that was more lucrative or better here or there, whatever, I would move on to the next one, and it was like these three-month cycles that I was in.
I was telling somebody the other day, I was like, "Yeah, I'm like a seven-year overnight success story of figuring out what didn't work and eventually stumbling on the amazing things that do," but I started learning, studying, drinking deeply. As I was doing that, I remember one day, it was in college. I was riding my bike home. A peddling bike, not motorcycle at the time because we didn't have enough money for another car. I was riding my bike home, and I was thinking to myself. I was listening to a podcast of somebody. I think it was the Pat Flynn Smart Passive Income Podcast. Love that podcast. Totally got me running and stuff, which is great, but what I realized is as I was biking home, there was this moment of frustration. I remember talking to myself, and I talk to myself a lot, but I remember talking to myself, and I was saying, "Why isn't any of this working?" That was my big question. "How come I can't seem to actually get off the ground with this?"
It was frustrating. It was maddening. I actually, it literally made me mad about it because I was like, "Man, I'm seeing these other people. I know the business that they're in. I know what I would do if I was in that scenario. How come I can't do it to my own? Oh, wait. It's because I don't have a business. Oh, I don't have a business. How many times am I actually asking for someone's money online? Oh, I don't even have a credit card form that's up. Why am I getting mad about this?"
I had to stop. I remember at that exact moment, I did something that was, it's honestly the key, I feel like, to being successful when you're brand new, or even experienced. There's an element to this, but it really helped me, it helped clear the noise in my head, thinking that I had to have this done and this done, remember this strategy, remember that, remember this piece over here, remember this over there, remember this, all these things and all pieces and all these gurus, which is great, which is great. You should learn, which is awesome, but if you don't have a business in the first place and you're not learning for a problem that you actually have to solve, what are you learning for?
What I did is I, on purpose, cultivated what I call a low-information diet. It's actually from Tim Ferriss. It's a low-information diet. Now, I'm not telling you to not drink deeply. Any time ... It's a learning cycle. That's actually what I call these, personally. It's my learning cycle. I can tell, I can feel right now, I am in an execution phase, meaning I put the books down. I put them down. I stop, on purpose, learning. People are like, "That's preposterous. Steven, oh my gosh, what are you doing?" I bet a lot of get, people might get kind of mad that I say that, but understand that it was the biggest thing that started leading me to my success when I was in college was I stopped learning. I stopped learning broadly, I should say. I started learning, I started learning very, very narrowly.
Now, I needed to learn broadly at first because I didn't even know what existed out there. I didn't know that there was thing called SEO. I didn't know about uplines and downlines. You know what I mean? I had to drink deeply. I call it the age of exploration. I go through this age of exploration where I'm just playing around. I'm learning about this, this, this, this, this. There's no rules on my learning, and then what I do, though, is I put heavy rules on my learning. It's the reason why I have some, quite a few books on my book shelf right now that I have not read because I don't have the problem that that book solves. I don't have that problem directly in front of me so why would I read the book right now? Why would I take the course for a problem that I don't need to solve right now.
Does that make sense? It's this execution phase that you have to hit. It's this execution where you put the book down, where you put everything else down because what ends up happening is the person experience overwhelm, then they go through overwhelm, they ... But I had to be very, very careful on the information I started consuming. What I did is I basically chose one or two podcasts because those were easy for me to listen. Tony Robbins calls it N.E.T. time, no extra time, meaning I can listen to while I'm driving, I can listen to while I'm at the gym, I can listen to ... It's stuff that you can do while you're doing other things. It's no extra time, N.E.T. time. Does that make sense?
I chose one or two podcasts, and that was honestly pretty much it, so that I could stay connected to the industry, but I went into this heavy execution phase applying all the stuff I was learning because what ended up happening was I started distracting myself thinking that I needed another book to be successful. I needed the other strategy. "Oh, there's something else that's out there. I'm not going to be successful without it. Let me go distract myself and blame the fact that I'm not being successful on the fact that I've not read another book."
Now, while at the beginning, that might be true because I hadn't gone through that age of exploration like I talk about, but eventually, though, I have to put everything down. Stop distracting yourself from your own success by picking up another course, another book, another guru, another ... Does that make sense? That's what ends up happening. I'm not telling you to not be ever learning, but what I am telling you to do is I'm trying to tell you to start tailoring, tailoring your learning to whatever problem you must solve in front of you right now.
Imagine this, do this right now: Emotionally put down the book. Do it right now with me. Put down ... I'm not telling you that it's not good. I'm not telling you that it's not amazing. I'm not telling you you can't learn anything. What I'm trying to do is I'm trying to help you understand what honestly extremely successful people know. There's an interview that was, well, there's a lot of people that say this, so I don't know if I can quote a specific person, but the difference between a millionaire and someone who's not a millionaire is someone who's learned to say no. Someone who's learned to say no. Someone who, the difference between someone who is successful and someone who is extremely successful is somebody who has learned to say no 99% of the time. Not yes, and that was my issue. "Yes, I'll take another course. Yes, I'll read another book. Yes, there must be something else out there that I'm looking for, that I'm searching for. Because I'm not being successful yet; therefore, I can't be the problem. I must not know enough." You know what I mean?
No. I wasn't taking the time to execute, which takes way longer than it does to learn the strategy. Does that make sense? I hope things are clicking in your head about this because this one thing has completely changed my entire life. I'm not saying that to be all mushy-gushy or whatever. It's true, because I stopped learning random stuff, and all I do now is I start executing, and I execute, and I execute. I come up with a plan, and I execute on it. I put a deadline to it. A close one. One that is ridiculous. One that seems slightly far-fetched for me to even get done, and then, in my brain, I believe that I have to get that done, or I will die or get sick or something and, you know what I mean? It's not like some willy-nilly little deadline out there. I put the deadline out there, and I'm like, "Hey. I have to hit this. I have to this, or ... " I know this is kind of extreme, but it's part of what gets me moving.
"Look. I must get this done, or my family will not eat." You know what I mean? That's where I go. That's where I go mentally and emotionally. When I get to that spot, when I do that, what always ends up happening is I actually do get the stuff done the majority of the time by the deadline, especially when I've promoted it to the public. Does that make sense? When I'm like, "Hey, this next thing's going to be done here, here, and here," I have to get it done. I've done other people about it, so my holding my own feet to the fire. Does that make sense, but I'm starting to tailor my learning to whatever's coming up next. As I do the pieces, I hardly ever, ever see the full picture of where I'm trying to go. I see the top of the mountain. I see the three steps immediately in front of me. I do not see the path on the way.
What I do is I know where the peak of the mountain is, I know where I'm trying to go, I see the three steps in front of me, I take three steps. "This is all the pieces I can figure out right now. I better just do them." What ends up happening, though, is that people will step back and will go, "Hey, I don't want to do these three steps because I can't see the other thousand." It's the wrong approach.
What you do is you say, "Hey, there's the peak I'm going for. I see the three steps in front of me. Let me take these three steps." What's funny is when you take the first step, there's another third step that appears. It's the weirdest thing. You'll see what's immediately in front of you. If you're like, "Ah, I can't execute on this. I can't get this done. I can't get these ... " A lot of times, it's because you psyche yourself out, and you start thinking, "Oh my gosh, I have to know the whole path."
I have never in my life ever launched a product, which I've launched a lot products, where I've actually seen the beginning from the end, or the end from the beginning. However you say that. Does that make sense? You take three steps, and somewhere around step two or three will be a problem that I was not anticipating. There will be something that I don't know how to solve.
Now, I have two options: I could go hire somebody. It could be freelancer.com, it could be upwork.com, it could be really cheap. Most problems can be fixed for like 20 bucks and a freelancer, in my experience. Or I might actually need to learn something to get past the issue, or learn just enough so that I know how to hire correctly to get past that issue. Does that make sense? I've never met a successful solopreneur. Eventually, it takes a team, you know what I mean, which is why you grow your team, which is awesome.
I'm ... It might feel like I'm bouncing all over the place with this podcast. I hope that it makes sense. I just, I have been through what I'm trying to describe to you where you distract yourself to such a huge degree, massive degree that you literally don't ever do anything. You don't do, you literally overwhelm yourself. Make no mistake, you are the culprit. I've done it to myself a ton of times. Whenever I get out there ...
Now, a lot of you guys know that I'm about to leave me job because MLM stuff's going well, which is kind of crazy, and it's slightly nerve-wracking here and there, but it was always amazing to me how well my boss Russell Brunson, CEO of ClickFunnels ... I was his right-hand guy, sat in his office with him for the last two years as his lead funnel builder, which is fun stuff. I've really enjoyed doing that, but it's always amazing to me his incredible, incredible skill of keeping things simple. That's how he and I were able to launch stuff so quickly. My brain loves or tries to marry or romanticizes a little bit of complexity. I think most people's do.
It's funny enough, this whole game of success, it's not complicated. Don't complicate it by constantly be thinking that you gotta know another book, another guru, another course, another this, another that in order to execute. Now, it's not that you might not need to know those things later on in the future, but right now, right now, can you do something without picking up another book or studying or learning something else? Can you do something else without actually going and learning something else?
My guess is, the answer's yes, and that's exactly what I'm talking about. You don't need to pick something up in order to go be successful again, and you might need to, though. Start mapping out where you are in your path. If you're brand spanking new, if you've never done anything business-wise, if you never turned a dollar whether online or offline, then yeah, you might need to study a little bit just so that you know what is out there and how to talk a little bit, some of the vernacular, some of the vocab. You know what I mean? You might need just a little bit of awareness, but my guess is that applies to much smaller amount of you, a much smaller amount of people out there because I was the exact same than we like to think. Don't group yourself into that category automatically. Most of us can just go choose.
Here's my invitation to you. This is literally how I do what I do, which is pretty awesome. Here's a little gold nugget value bomb. Here it comes. I try and make three moves a day. That's it. Three moves per day. Now, that is how many moves I was trying to make when I was working for somebody else. I imagine if you're in MLM and you're just getting started, you're probably working for someone else still also, which is great. That's fine. I did it too for a long time, but I'm going to chance a spot where I'm leaving my job over there, and it's awesome stuff.
Someone asked me, "Hey, Steven, are you going to go and you going to, are you just going to teach MLM or are you going to do it?" I said, "Well, please understand the analogy here. If I want to go become really buff and ripped and looking really, really strong, I will hire somebody who is already there also. Does that make sense? I do not hire somebody who is not there and looks like they can't take care of themselves. Now, while I don't tell you what MLM I'm in, I am definitely in one because it's not my goal to just talk about it. It's my goal to report what I'm doing and how I'm actually doing it."
I've got that cool automated thing, and we got, but how got to this spot was by controlling my information diet. I don't learn just for the fun of it anymore. I did for a while, and it's great, it's awesome. It was good for the awareness, it's good for, but now, what I do is I just solve for the immediate problem in front of me.
Here's my tip. Here's my challenge to you: Please identify the three moves that you will make today. You'll know what that is. For me, my three moves today, I'm going to make this podcast, I'll probably make another podcast, and I've got to go complete this other funnel that I'm going and building that'll help me hire better, hire good people. Does that make sense? Those are my three moves today. Tomorrow, there'll be different moves, but what moves I get done today will depict which moves I do tomorrow. Go choose those three moves, and then before tomorrow starts, choose your three moves for tomorrow. Does that make sense? You're planning one day ahead.
Now, know where you're driving the ship, know where you're going, know where that peak is, and control your information diet to solve and place those three steps as perfectly as you can today so you can do the next three and build on the three tomorrow. Does that make sense? That's all it is. Three moves a day, low-information diet. You'll find really, really quickly, even within a month's time, you'll turn around and go, "How the heck did I get that much done? That's amazing."
I just had that experience happen to me again. I was like, "Holy crap. Wow." I have a three moves a day, even just in the evenings. Fascinating. Fascinating. Don't overwhelm yourself of all the things you could be doing. Even some of it you might, should be doing, or maybe should be doing, but if that doesn't have anything to do with placing those three perfect steps in front of you, then don't worry about it. Make it simple in your head. Keep it simple in your head. Control what information you have coming in, focus on just making the three moves a day, and I promise you, you'll be shocked at how far you get in even a month's time.
All right, guys, that's all I got for you today. That, right there, has been one of the greatest keys to my success to this date, and so I wanted to reach out and let you know about that because I see some people starting to drowned from the stuff I've put out. What, this is episode like 44 or something like that? 43, 44, 45, somewhere around there? I've noticed that some people, they start drowning. They're like, "Steve, you mentioned this book, and you mentioned this book, and you mentioned this course, and you're ... What was this? What was this? What was this, this, this?" Gah, I'm like, "No, stop it."
What are the three moves that you, don't compare yourself to me, what are the three moves you have to do next, and then what are the three tomorrow, and then the three after that? Keep it just to that, and only solve the problem in front of you. Only learn for the problem that's in front of you, and that's it. It's amazing what that's done.
For fear of repeating the same thing over and over again, I should probably stop this episode. Hey, you guys have a good one. We just had Christmas here. Merry Christmas to you.
Hey, thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to secretmlmhacksradio.com to submit your question and download your Free MLM Masters Pack.
Hey what's up guys, I just wanted to reach out real quick and kind of actually follow up on something that I've talked about recently in an earlier podcast. I can't believe I'm on episode 42 or something that like. Time's hauling, and I can't believe how much has already been done. This podcast has only been up for ... I don't even know. Two or three months and there's already 8,000 downloads, which is crazy so thank you to all of you guys that are out there, to everyone who's listening. I know that you guys are all ... just so you know, there's a lot of others that are also listening besides you. Lots of people reaching back out, lots of people asking questions. Been a lot of fun, really enjoyed it. If you do have a question you want me to answer on the podcast, I actually really like doing that it's actually a lot of fun. Just go to Secret MLM Hacks Radio.com. It'll have the opt in, but on the second page there there's actually a green button you can click and you can record a question to me straight off of your browser. I'll take that question, your voice straight. I'll put it right in to the actual podcast itself and go ahead and answer, which is kinda fun.
Anyway, hey a lot of you guys know that I was a door to door salesman, I was a telemarketer, I did a lot of sales you know. There's this interesting phenomemon that happens when you're in sales. It's kind of funny because there's a huge thrill, right with making the sale but what's funny is that there's some aspects of it that get a little bit monotonous and boring. I had to become patient, I had to learn to be even more patient.
For example, let's say I was talking to somebody on the phone and I was selling B2B. I was selling software to business owners. What I would do is I would practice getting passed the gate keeper, you know. Which was usually the receptionist or the assistant. They'd be the first one to answer the phone and I had to convince them to hand the phone to their boss so I was pitching the right person. That was you know, a bit of a piece of art itself but just like in door to door sales, the exact same thing would happen. Within the first three weeks of any sales job I ever had, I felt like I knew every single objection that I would ever hear again ever. Because the receptionists or the assistant would hand the phone to the boss, and I'd start talking and I would start selling and I would start doing well, and then they would ask a question that the previous guy had asked you know cause it was a logical question. Well, how much is it? Well, is there a contract? Well, do I need to hire more staff for it? You know, stuff like that. These questions happened over and over and over and over. They repeated, right. They repeated over and over and over and over.
This was true for door to door sales, true obviously for you know, for telemarketing. It's true for anything. True for any sales involved, including MLM sales. Now, I guarantee if you think back ... there's probably two different types of people who are listening to this podcast right now. Type one, you might be the kind of person who's brand new in MLM and you haven't talked to that many people yet so you're not sure what those patterns are. You're not sure what those patterns of objection are, right. Where you're starting to see hey, everyone's asking one of these three questions every time I bring it up. You know what I mean? Then the second kind of person is the person who does know that. Where you've been in it long enough and maybe you have, maybe you haven't but you know, you notice what those objections are over and over and over and over and over.
Here's kind of my challenge to you, is to go and figure out how to effectively resolve that concern. Every one of them. In fact I would write it out. I've actually done that. I've got a huge list of them on my whiteboards here, of different beliefs that people have about the MLM industry. What I did is I went through and I figured out how to answer each one of those questions, then I put a close immediately afterwards just like you would in any kind of sales environment. What's funny about that is you resolve the concern and immediately go back to the close again, but it could be a soft close. We're not talking hard closing somebody or making them feel uncomfortable or whatever but what I encourage you to do ... this is a neat step of duplication by the way ... is if you know what the top three or even ten objections are, it's nice as the sales guy to get to those before they do. Okay, so that they feel like there's no more ammo left for them to fight against you. Okay.
Again, I'm not talking about being a hunter here where you track and trap and you trick somebody in to joining your down line, but in any environment where there's a sale or transaction happening someone is going to have to convince somebody else that their beliefs are wrong and they need to get new beliefs which means come join your down line. You know what I mean? That's true for any kind of sales environment.
Here's what I recommend you do and this is what I've been doing too, is that as I've given the same presentation over and over and over and over and over and you know, I see what those patterns are, I'm literally creating my own presentation from just me, just my own head. I'm creating my own presentation that does the presentation, but also resolves all of the top concerns that I see. Okay, that I'm constantly seeing. That way when somebody says hey, you know what ... you know, last episode I talked about ... I think it was last episode, I talked about lead-gen and how to create good lead-gen. Maybe that was two episodes ago, I can't remember but good lead-gen right. How to actually get people to become attracted to you, right.
Let's say someone comes over to you now and they're like oh my gosh, what are you doing that's so cool. I love that you're doing a down line, could we chat or is there a call or is there something like that that I can get more information on? This is a very easy, very natural place for you to start handing out the link to your own presentation. You're giving that presentation and resolving the major concerns and continually afterwards just closing them and being assumptive about it saying hey, well you know do you want to you know, do you want to join? Is there ... you know what I mean? Whatever your closes are. This very, very easy way to do that.
What I've been doing lately, is I'm actually putting together an auto closing funnel. [inaudible 00:07:07] a lot of internet sales funnels, basically just a series of webpages that are tied together, but there's a lot of automation behind them. On the first page, they go through and they can register to go and actually check out yesterdays replay of the presentation. You know, or they can schedule a future one as well. Well, what I'm doing is I'm just writing a webinar script for ... you know, there's a lot of ways to do it and it's one of the major things I teach.
I'm what's called a 2 Comma Club Coach. 2 commas meet at a million dollars and helps create the program with Russell Brunson and ClickFunnels but it's 2 Comma Club Coaching meaning you know, the purpose of the program is for me to take you from zero to a million dollars. What we do though, is a lot of webinars. A lot of webinars. They teach a lot of webinars to people. There's a lot of ways to do it, there's a ton of ways to screw it up. There's a lot of ways to do it right, or I should say there's fewer ways to do it right just like anything in life. A lot of ways to screw things up, you got to do it the right way though.
But what I do though, is I basically write pretty much a webinar funnel, addressing all the major concerns and pitching them at the same time so that the only conversation I really need to have with that individual is any last minute questions before they join so that I'm not redoing the presentation every single time. I don't know about you, I need more variety in my life than that. Oh my gosh, there's been times where I've done the presentation every night like boom, boom, boom, boom, boom, boom. It's fine and I get it, you know it's good. I mean it works, I'm recruiting like crazy and it's awesome but I mean I want my evenings. You know what I mean?
What I've been doing is I've been putting together a ... going through those top three objections again so that the presentation is there, all the same things that I need to have are in there. It's not done yet and I'll update you guys when it is done but that's what I've been building and putting together lately so that I get replicated again. You know what's cool about that? How powerful of an asset is that for everyone else in my down line? I just started thinking about that for years. You start thinking about all the people in your down line, start thinking about what it is that you actually offer and teach and do and you know, start thinking through what could I create to help duplicate my time? Okay. Again, it's not to remove the human element. I wouldn't try to do that. Don't remove the human element, you know it's not like they're going to join your MLM and never talk to you. Of course you're going to have to talk to them, but you'll be able to sift out you know, just to the great people. People that are going to be amazing, the people that are dying to be a part of your thing. You've already resolved the major concerns, you know. Or at least addressed them, or at least let them know that you know that those are major concerns.
Anyway, I hope that you're seeing what I'm talking about with this. It was funny, I had to practice a lot of patients on the doors when I was a door to door sales guy or as a telemarketer because I could already tell ... I know that you guys are all the same way too ... I could tell what question they were going to ask before they asked it, you know. If you don't know what those things are yet, you are not selling hard enough frankly. Go start selling harder. Start trying to figure out what it is that people actually want to join and do and be a part of and ask those questions. When someone doesn't join, that's fine. You can still get data from them. Go to them and say look, I'm not offended that you didn't join, that's totally okay. What I just want to know is, why so I can improve it in the future. I have done that so many times to people. What's funny is that there's actually been a lot of times I've said that very phrase to people, and they'll come back and actually join the down line because I went through those things with them and I didn't realize that there were three other things that I wasn't thinking of and they needed more clarity on or something like that.
Anyway, that's all I'm trying to say with this, is start thinking through what you can do to automate the presentation. You're MLM might already have automated presentation stuff, that's great. If they already have automated presentation things, or they've given you videos which most of them probably have. You know, if they've got all that kind of stuff already for you, that's fine but guess what? They still have a huge knee jerk reaction objections to what it is they just watched. Figure out what those are. Maybe that's where you create your follow up piece and you actually send it to them afterwards. Hey, watch this. As soon as you do, now watch this. It'll go through and show your ... man, I've closed so many more people by being real and being myself after the President gets off ... you know, the President of the MLM gets off with me pitching to my friends or family or just awesome people or something like that. You know what I mean? I've closed a lot more people just afterwards, just chit chatting it up talking about those different things. Way more than when it's just me and the President.
Anyway, anyway. I'm super thankful for this community guys, I just want you to know that. This very rare community I feel like there's not many MLM communities on the internet where I feel like you know ... We're actually involved with each other a little bit. I appreciate the involvement, I appreciate the feedback from you to these episodes. I appreciate each one of you guys taking the time to listen and I hope that it's being helpful. I really want this to be helpful to you. I want this to actually solve real issues and hopefully spark your mind on what you can be doing to get your MLM to the next level. To get you to the next rank, to get your team to the next rank, to get more you know down line volume in your sales and such. I haven't even talked that much about product sales yet, I am so excited to do so. I am very versed in that as far as you know, selling on the internet and things but I will definitely go through that probably here shortly as well. In fact I should go write that on my whiteboards here, but anyway, appreciate it.
You guys are all awesome and I am very passionate about trying to fix the MLM industry. I believe that it is a little bit broken out of the box right now. When you get it, it's very similar products with extremely old tactics that are just incredibly annoying because things have evolved, technology. A lot of the tactics you know, shouldn't be using the same ones. We certainly aren't using Civil War strategies in the army anymore, you know what I mean? It's okay to evolve but a lot of times people just don't know what to do or they don't have any kind of guidance on it, or frankly ... I buy a lot of books, you know so I can see what other MLMers and other MLM leaders in the industry are doing. There's really only like one or two MLMers out there that I kind of know of that are kind of doing something similar to Secret MLM Hacks Radio. I'm not patting my own back you guys, I just want you to know that I'm very passionate about it because I see that there is a serious need for the kind of stuff that this goes through, and I love your questions. I love the involvement back and forth and I'm very, very thankful and humbled at what this has become in just a very short two or three months.
Anyways, you guys are all awesome and I just ... anyway. I appreciate it. Let me know if there's anything else extra I can be doing for you, or that would add value to this or whatever. Excited for the launch of Secret MLM Hacks, January 4th. That's it guys and I'll talk to you later. Bye.
Hey. Thanks for listening, please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to Secret MLM Hacks Radio.com to submit your question and download your free MLM Masters Pack.
What's up guys. Hey. Hope these days going fantastic, and you're killing it, and you woke up smiling. If not, I invite you to do so. It's amazing what it does for your day. Hey, so ... Hey. When, I first joined ... It was the very first MLM I ever joined, and I got into. I ran into a problem really, really soon and imagine that you've probably run into this too, at some point in your MLM career, if you're still in one. What's funny is I actually learned that a lot of people who are listening to this right now, are not in MLM. They're just looking for one. I didn't know that. How you guys doing? Anyway, great to have you.
Anyway, so the first time I ever joined an MLM, I ran into this issue, where I was excited to be a part of it, and I was running. I was literally going door-to-door down Main Street. I was trying to recruit friends and family. I was doing ... You know what I mean? I had not learned a lot of things that I know now, where I actually am ... I treat it very differently now. I actually value. I actually put stuff out there. I actually qualify leads. I auto close. I've got a lot of tools and stuff like that for my down line. The whole purpose, again of this podcast is to help show you what I do, so you can do it in your own business. I don't care whatever it is you're in.
As long as you love it, great. That's awesome. Go kill it and crush it. That's great. The other purpose of this podcast is to go through and show you, kind of documents the journey of me creating this next product for the MLM industry. There's no talk of me trying to recruit you. You won't even know the name of the MLM that I'm in. It's literally just to help you see how someone like me ... I have a heavy, very strong internet marketing background. I was the ... I still am, the right hand funnel builder to Russel Brunson at ClickFunnels. Sat right next to him for about two years. I'm about to leave that job, in about four weeks here, which makes me a little bit nervous, but I'm excited to do it. I'm literally leaving to do this full-time. If that's any kind of testament that what I'm trying to teach you, works.
I have two kids. I have four year old and two year old, and a pregnant wife. I would not leave my job, if it was not actually being successful. Okay? Please know that what I'm teaching you guys throughout this entire podcast, and especially in the course I have coming up, works. It's real. It happens. You guys are living testaments of it right now, also, that ... Anyway. Anyway. Moving on.
The first time I joined an MLM, I ran into a problem quickly, which was, after I had ... You know, I was doing it the old school way. I made the list of the friends and family. I called a bunch of people. I annoyed lot of people. I went through and I was going door-to-door. I was hustling. I still did it the best that I could. The problem was, when somebody else finally joined my down line, I didn't know what to do with them. Right?
They were just sitting there, and it was like, "What do we do now?" I'm like, "Oh crap. Uh. Sorry for sounding like a broken record, but I'm about to tell you the same thing my upline told me to do. Go bug your family members and friends. Go hustle like crazy. Go the next thing, you know, blah, blah, blah, blah, blah, blah, blah, blah, blah." I just started regurgitating all the stuff that I was hearing. Does it work? Yeah. Yeah, it works. It's effective. It's not very efficient though. You know what I mean? It'll work. It's a terrible experience though, and I ruined a lot of relationships with it. You know what I mean? Anyway, that was part of the issue that I was running into with the whole thing. I didn't know what to do with them, after they joined my down line.
I was on this call once. I'm not sure if you guys know who Stu McLaren is. Stu Mclaren's a very amazing guy. He makes millions of dollars every year, running membership sites. Amazing value, but he only spends a couple week a year actually building them. The rest of it's all on auto pilot. Amazing stuff. It's the world I come from. Built a lot of membership sites in my day. And so, one of the things that he teaches in one of his courses, is this concept that ... Have you guys ever bought a product before? You've bought the product. You get it and you realize ... You what, there actually is a better example.
Christmas is right around the corner. Right? Christmas is right around the corner. Let's say you buy a toy for a kid, and you get this toy and you have to assemble it when you get it. You open up those instructions and the first thing you notice is, it's not a simple set up. Right? You kind of get completely overwhelmed by the amount of steps that it's now told you to do. Let's say you have done this for a kid. Fine. Whatever. A piece of furniture. Let's say you go buy a piece of furniture, and you're like, "Oh my gosh. I'm gonna spend the next two or three hours of my life building this thing. I had no idea." You know what I mean? It's that feeling, you like, "Oh crap. There's that much stuff to do? Oh jeez. Oh, uh. Gosh dang it. I didn't want to go through this today." You know what I mean? That's kind of the feeling you get. It's the feeling of pure overwhelm.
Well, what's funny is that it's been learned, it's been noted that the number one reason why people will refund from memberships sites, is become of overwhelm. There's just too much stuff. There's not enough places to go. There's not enough ... I'm sorry, there's too many places to go. There's too many things to do. There's too many options. There's total overwhelm and the person just wants to get out. A confused mind is always a no. Right? The answers always no for a confused mind.
A lot of times that ends up happening, when you join an MLM, or when one of your people joins a MLM. When you recruit somebody, the tendency is just to barf all over him. Here's the comp plan. Here's all the specs to the product. Here's how we're selling it in the script behind it. Here's your duplicated website. Here's the events coming up. Here's all the books coming up. Here's what the president has said about x, y, and z. Here's blah, blah, blah, blah, blah. You go and you barf all over these people. Total overwhelm. No idea where to start and it makes someone want to quit.
What Stu Mclaren teaches as the way around us, is something called a success path. Okay? A success path. These success paths are genius. I use them in my own MLM recruiting now. Their amazing. Okay? When somebody joins my MLM, what I do is I think through the success path that I want that individual to go down, meaning, what's that number one? All right, well, we should probably have learned about the product a little bit more. Watch this video. That's it. Don't think about anything else.
I'm not out to tell you about the [inaudible 00:07:08] plan even more. I'm not about to tell you about all the 12 million events coming up. I'm not about to tell you about the stuff that's going on, and have you re-introduce the 1400 of my upline people. You know what I mean? Just watch that one video. That's it. What else? Don't worry about it. Did you watch the video? Nope. Then, watch that video. That's all. I write it out. I put stuff down, so that they understand what is expected of them, in order to be successful. Right? Both from a business standpoint and a recruiting standpoint and a sales standpoint. I just, I figured it out. I do through. I just simplify it.
Okay. Here's all this crap. Let's put it into an organized manner that you can actually digest it, and that it's not gonna stress you out like crazy. That's what I've been building this last little bit here is ... I've built a lot of members areas on the internet. It's one of my specialties, really enjoy doing it actually. I thought, how cool would it be .. This is something I just barely started doing right now, as far as the members area form.
It's a dedicated members are that's just for my down line. Not just for the tier that's directly under me. I'm totally fine if it's like, they bring in the tier under them, and they bring the tier under them, they bring the tier under ... It's still all essentially my down line. Why would I not want them all to have a success path, to have training on how to sell each specific product, to have training on all the leads and things you can do out there that's all automated. You know what I mean? Why would I not want everybody to have that?
What I've been doing and building, is putting together a members ... When they join, you know I give 'em the option to have the entire members are to themselves too, to duplicate it that way. It's legitimate true duplication, because I know I can build it awesome. That's my actually job, which I'm about to leave soon. Once I build it, I can comb the thing over to 'em. Now they have it for their down line. You know, or they can just give access to the current one too. I'm completely fine with that. Anyways, all I'm trying to do is, I'm trying to just illustrate the fact that, one of the reasons ...
This is the case that I'm posing, which is that I really believe that, one of the major reasons why somebody will not join your down line, or when they do join it, then they do nothing, is just sheer overwhelm. They have no idea what to do next. They have no idea what to start on next. There's a lot of information, which is great. There's so much information, that it's completely overwhelming and they just don't know what to do.
Create a success path. What is the first logical thing you would have any person who joins your MLM do? I can't answer that for you. That's up to you. Okay? I've answered it for myself, and my team. We're putting those things even more together. I go and I survey people and I say, "Hey. What are you struggling with? How can I help?" We do live calls frequently. We go through a lot of cool trainings. We go ... You know, and we ... The upline is not their only support. The content from the MLM, you know, the corporate MLM is not their only piece of guidance. It's not their only source of training. It's not their only source of, here's how you actually sell. They're getting it from me too. Right? Actually, way more in-depth, than my MLM provides. Right? And so, anyways, that's what I'm super stoked about.
I'm very, very pumped to get this piece done here. I've created a lot of "success paths." This is the most in-depth one for an MLM, my MLM down line that I've ever built. Excited to have it. Excuse me. Anyway, super pumped to be able to send that our to 'em. I think what it's gonna do is it's gonna help keep believability. This whole games about beliefs, right? Someone joins your down line, because they believe that it's possible for them to be successful, which is great. They're right. They should. They need to have that belief otherwise why are they do anything. All right?
The belief can get killed when they realize that they've got to ... When they feel like they don't just have to read the owners manual alone, but they also feel like they gotta write the thing. You know what I mean? When it's that much stuff. I actually feel like it's actually been preserving some belief patterns, has actually created more, not just of a path that had to be successful, but just like, overall peace. You know, overall well-being.
What's neat about it too is it's trained people where to go to get information and they collaborate amongst themselves now. It actually helped duplicate me, and slightly removed me. Not that I'm trying to be removed, but it's mainly that I'm no longer the bottleneck. You know, cause the trainings there. The stuff that I said is there. It's all in there. The success path is there.
They know the path from A to Z, how to actually be successful with this thing. Because I'm being transparent about how I'm being successful with it. I'm showing 'em exactly what to do. You know what I mean? It's hand holding at the coolest, but without me having to actually do it, because it's all done through videos and you know, PDFs and ... You know what I mean? All of these different things. Anyway, start thinking through the major sticking points of your down line.
Again, I pose the belief that part of that is just straight, sheer overwhelm. If you can't figure out what those pieces are either, just ask your upline. "Hey. What are the things that the people who joined, actually with the first." And then you start thinking through what that success path looks like. What it is that the person is actually asked to go through.
Here's an example. You can be like, "Here's what the first 30 days of your life here looks like." I know a lot of MLM's have that, but from corporate they have that. It's so much more powerful if you, the leader gives that to the down line. Hey. Welcome to the team. This is a legitimate team. I'm not just saying it, cause that's what we we're told to call it. This is an actually team, meaning, here is an actual success path we found. It actually made us successful with it. Here's how it's duplicatable, and you know. Blah, blah, blah, blah, blah.
If it comes from you, versus just corporate ... Corporate probably has something like that, but if it comes from you also, it's gonna be a lot more powerful and it's gonna go a lot further. Anyways guys, hopefully that's helpful. Go create the success path. Fight overwhelm and I'll talk to you later. Bye.
Hey. Thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own down line? Five simple MLM recruiting tips for free? If so, go download your free MLM Masters pack by subscribing to this podcast at secretmlmhackradio.com.
Steve Larsen: Hey, what's going on everyone? This is Steve Larsen and you're listening to Secret MLM Hacks Radio. So here's the real mystery. How do real MLMers like us bleed and cheat, and only bug family members and friends? You want to grow a profitable home business? How do we recruit a players into our downlines and create extra incomes, and 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 you guys doing? Super glad to be here. I feel like it's been a while since I've published. Really, it's only been a week, but super excited to be able to get this out. It is definitely cold here. We've had a lot of ... Anyway, it's been really, really chilly here in Boise Idaho. That's where we live right now. My wife and I are both from Denver.
Now, it's funny because last year there was a ton of snow here comparative to how much they usually get, but compared to Denver, where my wife and I were from, it was nothing. Everyone was calling it snowmagedon, and all the stuff, and there's barely any inches of snow on the ground, and we're like ... Anyway. There was a five foot snow storm once growing up. Anyway, been all over the place. Been lots of fun.
Well, as such, it's been very lively here in the Larsen home because I believe since it's been so cold, a little bit of wildlife has been trying to move in. So we've had some mice, which is totally disgusting, and I've never had to deal with that problem ever. It's been very lively with my little four year old and two year old, and we've been running around. Anyway, I'm not sure why I'm telling you this, but it's been fun, and I've enjoyed being able to go and just spend more time with the family. You know what I mean? I hope you guys do too.
Hey, I wanted to touch on something here that I think is one of the major reasons why stereotypically MLMers have a hard time recruiting. Okay? Now, someone asked me this question yesterday actually. Asking, "How do I get my people ... How do I just even get like the base team, the core team, the team of people that I wish that I had to go run my MLM with me?" And I was thinking about the answer to that question, and I was thinking about how I've done it. Guys, just in the last week alone I've recruited 20 people. All through automated systems, or at least, so far right now, they're all on the phase where they've been automatically filtered. I should call it that, and they've applied to join my downline. I told you guys about that.
that system that I have running, and it does amazingly well, and it's very, very exciting and I think it does so well because I always tell everyone in my downline when they join, to get all my systems because obviously I want them to be successful because of course, it makes me successful also. So why would I not? Right? It's gone really, really well. I've actually enjoyed going through just tons, I mean, awesome stuff with this team that I have, and it just ... Rock stars. I mean, guys the quality of individual, and I'm not comparing people ... I feel bad. Please don't think that I'm judging people at all, right?
But there are certain times in a person's life where they're going to be better at business than others, right? If they have the actual time to focus on a business. If they want to do it, rather than me trying to convince them. If I have to convince somebody to join my downline, they're the wrong person already. Okay? Now, I was super sad, a person that I know, that I've come close with decided that they did not want to join, and I was like, "Gosh." I was actually hurt by that because I just have so much respect for this individual, and I was very, very sad about that actually, and I'm sure you guy's have all been there as well because I knew that that person would be successful with it, if they just wanted to be coachable or trainable with it. Gosh, it stung. It did sting.
But if you have to convince somebody to join your downline, you shouldn't want them anyways. Okay? What are you going to do? Are you going to put a cattle prod behind their back the entire way, and force them to do all the things it takes? No. It takes a very motivated individual to be successful in anything, but especially in MLM. Anyway, interesting stuff, right?
so I was thinking about this person's question. "Hey, how do I get these people, right? How do I find more awesome rock stars? How do I find rock stars?" And that's honestly ... I was really excited she asked that because it's the entire ... That's all that my chorus that's coming out in January, January fourth, that's the date. January fourth. That's all my course teaches. It's how do you find and recruit rock stars on autopilot? Right? How do you actually get those kinds of people to come to you?
A lot of people treat the MLM game as if they're hunters. They track and they trap, and they ensnare, and they grab, and they hold, and they strangle, and they get people, and those are the actions that define what they do to go recruit people. That's the wrong way. You're not going to get ... you think you're really going to go get an A playing team like that? No. You have to flip the table. You got to flip the cards. It's a totally different game. It's not like you're playing the wrong hand, you're playing the wrong game. Okay?
I mean, it's like anything else, right? It's all about becoming attractive. It's all about creating offers in a way that makes people come to you, right? What I really wanted to point out in this episode is that ... Okay, this is one of the biggest lessons I've learned. When I was sitting on my couch like four years ago now, almost four years now actually, almost exactly, I realized that I had been going about MLM all wrong, and that I was doing the hunting method. Right? I was a hunter, right? And I was hunting and I was saying ... I was tracking, and tracking, and ensnaring, and trying to ... What are the three magic phrases I can say to get somebody to join my downline at any time. That kind of garbage that you see all the time inside the ML Ministry from other educators and stuff. I think it's garbage. It's dumb. Are you kidding me? Are you really going to force somebody into success?
It doesn't work. I mean, the amount of effort that's with it, it is not passive income. Oh, my gosh. It is not passive income. All right. 20 people recruited in the last week, and they're all for recruiting, doing crazy stuff also. That's nuts. That's nuts. I didn't beg any of them to join. They are motivate. They're fired up. They're killing it on their own. Why? How did that happen? It's part of what I realized when I was sitting on my couch, 2:00 AM in the morning four years ago. It was freezing. It was a winter time, and I was reading this ebook and I realized that I was doing it all wrong. Then I realized that I needed to create value, okay?
I learned, and I don't remember if it was from what I was reading or what, but what I learned is that in some way shape or form you're going to purchase your customers. Okay? Understand that. You're going to buy them somehow, whether you're going to buy them through ads. So, some money or you're going to spend time creating relationships. Right? So, time or some other value piece that you put out there to get them to come to you. The time, value, or money. I mean, something like that. You're going to spend something in order to get attention. Okay?
If you think that you're not going to, you're kidding yourself. So think through. Like, "Okay, how can I actually start being successful in this MLM game?" Right, and I'm excited to go through and teach you those kinds of things. That's exactly what I've created and put together, and I'm excited to show you what I've done in order to do that, and that's what the Secret MLM Hacks course is all about coming up, and I think I just spoke in a huge circle right there. But, I'm excited for you guys to go through that because it teaches ... Start thinking that with your MLM.
Okay. What's my plan? Am I going to buy my customer? Meaning, am I going to spend money on ads? Whether it's on Facebook, or YouTube, or I don't know, wherever. Am I going to buy my customer through my time? Now, it's going to be hard, especially in the beginning phases of an MLM, to not spend time. Right? You should spend time mentoring, creating leaders, creating ... I'm not trying to ever take the networking out of the network marketing. Does that make sense? I'm not trying to take the personal touch out of this game. That's not how this works.
It does require a little bit of personal finesse with each other. Obviously, you have to develop as an individual, which is trust for anything, so I don't have to point that out. Or am I going to put pieces of value out there. Now, I chose that third one. I chose number three. I want to put pieces of value out there that create relationships, so that people see what I can offer, and I don't have to spend so much time on the front end recruiting people. I can focus on training the ones that are actually joining. Does that make sense?
That's how I struck ... I did that on purpose. I structured it in a way to do that. So what I did, is I went and I found the top people who were in the industry, and I found a lot of the content pieces that they had put out there, and I figured ... I was like, "Okay, I see what this guy's doing, but I actually think I could recreate that, and better." So that's what I did. I married up several different concepts and things like that from different gurus that were out there, and I re filmed it, and I put it out there for free, and the response was insane. I could not believe how many people were messaging me.
the weirdest thing happened. I put it out there out on the open web for free, I was just trying to help solve problems, and then one day somebody messaged me and they said, "Hey, what's your downline? I just want to join it. If this is the kind of thing that you're doing." It was something like that. If that's the kind of stuff that you're doing or if that's the kind of systems you have or whatever. Like, I really want to be apart of it. And I was like, "What?" It took me back, but then that started going faster, and faster, and faster, and people started joining, and people started coming in like hotcakes and bringing their friends in because suddenly I was answering some big questions for them.
That was my whole value ad. I was just trying to answer legitimate questions. I was trying to actually be very, very valuable. Stuff that they should have paid for, I was giving away for free. Right? That's one of the ways that I created the relationships with it. So that's all I wanted to say. When you think through your MLM, when you think through the business opportunity you have, ask yourself, what is my upline telling me to do right now? Are they trying to have me buy my customers through money? Do they want me to spend money on ads? Through my time, which is what most of them do, or by putting value out there that solve actual problems, which most of them don't teach that.
Start thinking through, like ... and it's fine. If you want to do it some other ways, I'm not telling you not to do it, but I am telling you that there are other ways, and start thinking through what legitimate problems you can solve in the marketplace. What are those problems? What can you actually go solve? I'm not telling ... It does not have to take a lot of your time. You could actually just go and record little content pieces. I'm sure you have a phone. There's a mic feature on your phone most likely, right? There's probably a camera, and you flip that camera sideways, you answer some questions, start publishing, and putting stuff out there, pretty soon you're going to start finding like minded people who want to do what your doing. Who see the issues that you see.
Who see the problems. I guarantee you it's the reason why you're still following me. What is this, episode 40, 41, something like that? You're still following me because you're resonating with the things that I'm talking about, right? You are literally walking through the very thing that I'm describing right now. Okay? I want you to think about how? How did Steve Larsen do that to me? What are the beliefs that I had ahead of time about his thing that I've realized are wrong? Hm? I want you to do that. I want you to start thinking through like, "Hey, what are the beliefs that people are having when I go and start talking to people about my opportunity?" Are they saying, "Oh, it's a scam." Or, "Oh, it's a pyramid scheme." Or, "Oh, that's a ..." whatever it is, those top concerns. Right? They're going to give you a lot of surface level concerns. It's your job to look a little bit deeper. Find the core, real reasons why they're saying what they're saying.
Maybe they failed an MLM before. Maybe they wish they could be in it, and they just don't know what to say, or maybe they wish they could be in it, but they're afraid of how their family or friends will look at them. Right? Or maybe they want to be in one, they're looking for something. They just don't really understand what a comp plan really is, or how it works, or how they actually get paid, or how I'm going to make money? Whatever it is that you get passion about solving, solve it for free, put it out there, and I guarantee you ... Maybe I'm not allowed to guarantee, but ... Insert legal disclaimer here. But you're going to get people to come to you, and they're going to come and it's going to resonate with them, and they're going to say, "Oh, my gosh. Yes, thank you. I get it. I see what you're doing. What's your opportunity, right? And whoosh, Oh, my gosh. You just flipped the tables. Why?"
Because you contributed to a relationship before asking for a sale. That's why. You got to do that. If you don't do it, if you don't contribute to a relationship before asking for the sale, that's like asking for someone to marry you on the very first date. Let alone maybe you didn't even go on a date, you're just walking up to strangers. You wouldn't do that. That's ridiculous. So how come we're not creating relationships before we're asking for sales?
I understand it's one of the easiest reasons why. You can just go straight to friends and family because you have relationships with them already, but it's scary to do so. Again, not telling you not to do it, but if you feel confident that it's not going to mess anything up or be weird or whatever, okay, totally fine, but understand that you need to contribute to a relationship. You've got to solve problems. You've got to have a little bit of likeability or whatever it is. Sorry, likeability or whatever it is. Attractability somehow, or perhaps a little bit of attraction to you because what you're doing is you're developing trust with that individual through your content.
Okay? If I have a hard time knowing what kind of episode I want to put out there, I don't publish. I want this to solve actual problems for you that you should be paying for. Okay? Whether or not you join my MLM, totally fine with that. This is not a pitch fest. I'm not here to talk about that, okay? I want purpose. If I even tell you the name of the one I'm in, it will kill the goose. So I'm never going to tell you the MLM I'm in. That's why it works so well because it follows rule number one, my rule number one, which is they come to me. Okay?
Oh, my gosh. When you do that and when you teach your downline to do that, huge problems get resolved. Stereotypical to the industry kind of problems get resolved because now I'm not tracking and trapping, right? I'm attracting. I'm solving legitimate issues without ever asking for the sale. Now, some sales personnel will probably tell you that I'm being ridiculous. I get it. I know. You're right. I probably could be a little but more aggressive in certain areas with it, but I've learned over experience that I'd rather do it this way and get a little bit fewer recruits, but really high quality ones. Does that make sense?
So I want you to start thinking through that. I want you to start thinking ... Because this is one of the biggest secrets to true duplication. If you can teach people how to do what I'm doing right now, which is what I teach my downline to do, it starts to actually duplicate for real because now they're going and solving other people's legitimate issues as well. And you know what? Let's say I get someone who's like, "Ah, Steven. I wish I had a podcast, but I just can't get myself to do it." You know how much ... Everyone talks about MLM, how it's business opportunity wrapped on a personal development course, right? MLM is a lot of personal development. Well, that's not just MLM. That's all business in general. I've had more personal development through the active entrepreneurship and business than any personal development course out there ever. Right? So I get excited when someone say, "Gah, Steven, I don't know if I can create lead gen stuff. Steven, I don't know if I can create X,Y,Z. Ah, I'm nervous about this or whatever."
I get pumped about it because I know now what to work on with them. I know where to move with them. I see a person in action. I see a person with desire, okay? That's one of the biggest issues with old MLM models. You're trying to go get people to buy something who had no desire at all in the first place to do it. That was one of the reasons why I stopped doing door-to-door sales. It's not that it wasn't great. I was good at it. But I realized, wait a minute. I'm waking up every single day trying to convince people who were not planning to spend money to spend money.
Who are not planning ... Not that it's not possible. I did it. I was good at it. I was a telemarketer too. I was really good at that, but instead I wanted to flip the switch. I wanted to be able to change the game. Where I could put stuff out, and start having them find me. Okay? Again, I know. I could probably be a little more aggressive and pull people and be like, "Hey, this is my thing and I'm going to close you," and I'm still solving problems, but I just ... It's not worth it to me. So I don't it that way, and whatever your MLM is start thinking through how you can do that, and how you can apply it to your thing. How you can apply it. What can you do to start flipping the tables?
If you're having a hard time recruiting people, take what I'm going ... Okay. Please raise your hand right now and say, "Steven, I will be coachable for this next sentence." Okay? All right. Here it is. If you're having a hard time recruiting people, you're probably not valuable enough yet. Now, I don't mean as an individual. I don't mean as you as a person. I'm sure you're an amazing individual, and that's not what I'm ... I'm not saying that you're the bane of the existence of the planet. That's not at all what I'm saying. I'm saying that you're not valuable enough yet. Meaning, you have not solved enough problems for another person or you've not created enough of a relationship, or you have not gone out and actually shown genuine interest in the other person, and they can tell that you're looking at them like a number.
Okay? That's where the game will fail. Learn how to become valuable. That is worth more than any check that you could write yourself. Learn how to become valuable in the marketplace and it will serve you forever. Anyways, that's all I got for you guys. Okay? Anyway, I ... You buy your customers somehow. Don't expect not to. You won't get anybody. So somehow you buy leads, whether it's your time, your money, or your value, and figure out which one you want to do and then marry it. Get good at it. It's just like anything else. You'll suck at first, and that's fine. Just like anything else, and you'll get on the bike again, and you'll fall and you'll scrape your knee, and you'll get bloodied up a little bit as you do it, and that's fine. It's part of the journey, and it's part of the purification that comes with entrepreneurship, which is amazing.
It is so fun. It's my favorite part of the whole thing. One of them anyway, but anyway, that's pretty much it. That's all I got for you. Figure out how you're actually going to buy, quote-unquote, buy your customers. Money, time, or value, and get to it. You will see how funny ... You'll know when you hit it because you'll have struck a pain point and people are going to come flooding to you. That's exactly when I knew that I had struck it directly on the pain points that people were feeling, and I knew that I could go help them. Anyways, that's it. All right, guys. Have a good one. Talk to you later. Bye.
Hey, thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question that you want answered live on the show? Go to secretmlmhacksradio.com to submit your question, and download your free MLM master's pack.
Hey, the first thing you'll probably notice is that I am sick. I feel like crap; I'm not going to lie. My throat is killing me and I'm totally losing my voice, so I'm so sorry if ... anyway, I apologize. I promise that what? I say in this episode it's going to be great. How I say it, I apologize that I sound like I'm going through puberty right now. If my voice cracks, I promise I've gone through puberty already.
Guys, I'm excited for this episode. I've been doing a lot of studying of different downlines and different models from different MLM companies and the different things that are out there. What's kind of interesting about all of it is to see the way the market is shifting. You go back and you start to look at what MLM was 30 years ago before the Internet; even 20, let's look 20; even 10, when Facebook was still a brand new thing, and everyone was excited about it. I guess it's even longer than that now. Buy you go back to pre-Internet times, and it really was a network marketing thing. If you knew how to network with people, if you knew how to pitch to your different networks like it was truly in the true sense of the form and true sense of the word - network marketing.
Fast forwarding, this concept of the Internet gets put in place and people start learning how to market online. They're going and they're marketing to their friends. They get on Facebook. They're taken pictures of themselves at the gym like crazy. That always drives me crazy. They're going around and they're taking pictures of themselves. Whatever it is, they started to use social media to sell their stuff.
I'm sure you guys have heard of this little site called Amazon. If you guys didn't know, this thing about how Amazon got introduced; Amazon got introduced and they are so big. They're so big. You know what's funny about Amazon, Amazon has not cared to really even make that much money they dumped almost all of their money right back into ads, which is pretty amazing. All they care about is reach. They get very easy for anyone to buy pretty much anything online. Right now, the stat is that almost out of every dollar that is spent online, about 25 cents of that dollar is going through Amazon right now. That's huge; 25% of every dollar; 25 cents of every dollar that is being spent on the Internet as a whole is going through Amazon. That's crazy! Should we pause for effect? Pause for effect. But that's pretty intense.
Let's think about this as far as an MLM industry. The MLM companies have noticed the power of Amazon. They have notice how easy it is to get shipping out to people. The fulfillment that Amazon has mastered is incredible. They can ship stuff out to people really quick, two days, get it pretty much everywhere. That's insane, right?
What a lot of companies and a lot of MLMs are doing now, and these are two things, I just wanted to bring up really fast this probably going to become a quick episode, but I want you to take a hard look at the MLM that you are in. Ask yourself ... okay, and this going to be probably a touchy concept, and I'm not like a doom and gloom kind of guy. I'm not. But if you go back and listen to stuff that I've done in the past like you'll see that I'm not a doom and gloom guy. In fact, I really hate that kind of mentality. But ask yourself, "Is my MLM robbing me?" Ouch! It sucks to even think about that. Not the MLM, not the corporate, those guys will never do that to me. You know what I mean? It sucks for me to even bring this up. But I'm going to, because I want you to look at it. I want you to take a good hard look at what it is that your MLM is doing, and I want you to start checking out exactly how the money flows.
Let's look at this then. MLMs have realized that they can make all the money that they need to just by posting things on Amazon. How many times have you seen an MLM whose product is $80? You can see the same product being sold on Amazon for $55 by the corporate, by the MLM corporate. They head [inaudible 00:05:09]. They are undercutting the MLM distributors. The distributors go out. They do all the vetting. They go through, they find the people. They find the market. They convince the people of the product that people start buying a product. If those people just even go on the Internet and start searching for the product, which most people will nowadays, they will find a cheaper version of it. The distributor did all the work. However, the distributor gets undercut like crazy as the corporate sells for a cheaper price.
This is not like a small thing. In the entire MLM industry, this is a huge deal. A lot of this is happening to a lot of people now. This is happening in a lot of MLMs. And a lot of MLMs, in order to try and keep up with revenue and trying to hit their goals, this is a very common practice. And so, what I want you to do is I want you to go out, and I want you to search for your product or your service on the Internet, specifically E-commerce sites, if it's a physical product, which most likely a lot of MLMs are. Go check it out. Where else can your customers buy your product?
When I teach people, I'm the coach for a program called [Too Comical 00:06:18] Coaching. One of the things that we talk about in there is that you've got to know your competition as well as the competition knows their own business. Does that make sense? You've got to know their business as well as they do. This is part of that. Where else can your customers buy your product? Get really, really intimate. Get really familiar with that, because what it's going to allow you to do is it's going to help you figure out the talking points. If someone else is selling more than you are, is it the same or a very similar product, well it's not necessarily a bad thing. This is not meant to be like a Debbie Downer episode.
What you can do is start looking and say, "Why are they selling more than I am?" And you start figuring out those pieces and you take those pieces and you add it into your pitch; you add it into your product; you add it into your offer or the thing that you're putting out there. You can start to compete again in the market place. Does that make sense? I'm not trying to be all Debbie Downers, but it does suck that that is a very, very common practice. Not all MLMs do it. Almost all of them do it though, where they go in the undercut, the actual distributor, on like Amazon or something like that. It could be any kind of E-com store or anything like that.
Anyway, so that's the first way that MLMs kind of rob distributors now. And again, this is not meant to be Debbie Downer, doom and gloom. I want everyone to be aware of it. It took me a long time to become aware of it along my MLM entrepreneurial journey. Anyway, just understand that. As you start looking through comp plans, as you start looking through the actual products, if you've never really dove deep into those places, where else can people buy from ... I guess where are the other places besides you people can buy from. All right, so that's number one, undercutting you on Amazon.
Number two, when an MLM has its management as part of its downline, they are seriously undercutting you as well. I'm sure you guys have heard of stories where someone gets successful, they get a lot of people in their downline; they're selling a lot of product; they're doing really well for themselves, but they get cut out of paychecks pretty frequently. One of that reasons that happens is because MLM admin, MLM owners, are a part of the downline itself. What's funny is that for a long time, I thought that that was a normal thing, and it's not. Meaning it's normal that it happens a lot, but it's not like that's really bad.
What it does is it incentivizes the people in your upline to figure out ways to not pay you. What they do is they create these ceilings and they say, "Kaye, yes, you did x number of dollars in revenue." Let's put it into a point system though. Let's say that that amount of money equals this amount of money, which is much less and that's what we pay you on. They save this huge amount of margin. Those kinds of strategies get put in place mostly when an MLM's owners are part of the downline, because they know at some point they're only going to pay you so many levels deep, and they're only going to get you in for ... they don't want to pay out with this kind of criteria. That sucks. It's not fun when that happens.
The only reason why I'm bringing these two things up is ... I should probably stop talking here because I'm totally going to lose my voice. I'm so sorry guys. I am sick, sick, sick. Oh my gosh! I spoke at a conference last weekend and I went to bed at 4AM on two different nights. Just crazy. And I was up by 8 or 8:30 on both mornings also. I mean, I hardly slept. I talked like crazy, I spoke, I taught, I sold. I closed 28% of the room, just really, really fun. Anyway, totally a side story but it's part of the reason why I've lost my voice. I was giving it all, which is really fun, great feeling. But gosh, I should probably get off this thing quickly.
Anyways, the only thing I'm trying to say with this is that I want you to realize that there are things you can do about it. You don't need to sit idly by. In fact, I encourage you to not sit idly by. I encourage you to ... If you don't like the fact that your MLM, that a corporate MLM is undercutting you on Amazon or other places, say something. If it's really that big of a deal and you realize that you're losing out tons of money ... I mean that could kill your entire business. Literally. That could kill your entire business.
What they'll do, a lot of times, is if they can get you out, they'll just take whatever downline you created and put it under themselves. This is, again, not meant to be doom and gloom, this is just reality though. This is just what happens in most traditional MLMs. There are new ones out though with brand new models where that's not the case at all, where the owners not part of the downline at all; where there and incentivized to pay you as much money as they physically can. I mean really, really cool stuff.
And so I just wanted to point fingers at the certain places that I know that a lot of ... Especially if you're brand new and you just don't know any better, where you might be getting cheated. If you think that you're being undercut, bring it up. If you're being undercut on Amazon, bring it up. Talk about it. The second place, like I said, is that if the management is part of the downline, a lot of times they'll say they're not, but most of the time they are and at some point. Not under their own name. It will be under some weird LLC entity they created and held the position for themselves or like 12 positions. They're like triple dipping all over the place. Another is one is ... Anyway, they incentivize to create qualifications to pay you, especially if they're part of the downline, because now they're going to find ways to not pay.
I had a buddy once who was making, I think he still is, he's doing anywhere from $140,000 to $170,000, $170,000 a month. He's killing it clearly. When you get to that kind of level, your upline, the actual owners of the company, they're going to have a hard time not noticing you. Every once in a while, it's hard for them to ... Guys, it's capitalism. I'm just being a realist here. And I'm just saying that if you don't like something that's going on, like you've got to open your eyes. I know that sometimes we all, I get excited just like the next person. I usually lose my voice at conferences even if I'm not the one speaking because I get so pumped. I love doing what I do. It's super fun. I really enjoy it all.
But sometimes, you got to drop that, and you got to look at the realities of what's going on inside your MLM. If there's things that going on, you raise attention about it. When it's all said and done, what we're really doing is we're trying to change lives. We're trying to build businesses. Honestly, the businesses that you have is what really fuels your life. It fuels you. The marriage that you want, it fuels the house you want, it fuels the life, it fuels everything. It's built by the business you have. So take it serious.
If there's something that you see in there where it's like, "Man, this sucks," don't sit idly by. It is your job to be a squeaky wheel. If it comes down to it, ask yourself if it's worth sticking around. Are you going to really build a sustainable business on something you know is dishonest, that you're not happy with, or whatever it is. Be real with yourself. Have some cahonies about it and understand that this is a great thing to be a part of. But they're also, just like any other industry on the entire planet, there are some dark realities that can be there.
I'm just trying to educate a little bit if you've never heard of these things before. Open your eyes. Figure out where things are also being sold besides you, which can totally undercut you and kill your entire business. And then also try to figure out if your management is in the downline. And if so, are the uplines, the ones that are being successful, are they having restrictions placed on their checks? If so, time to get really serious and honest with yourself and have some face-to-face time in the mirror maybe figure out what you're doing.
All right guys, that's it. I'm sorry it's kind of a heavy episode, but I just wanted to bring that out there more for protection. I am not a doom and gloom like I said. I'm a very positive and forward-thinking guy, and I like action and progression. But I just wanted to go and show you maybe just a few places to make sure you're protecting yourself and hedging in a kind of risk that could be out there.
You guys are all awesome. I appreciate you. I love hearing back from you on this episode. I've really enjoyed that lately. It's been a lot of you guys. It's been fun. I will talk to you later. Bye!
Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own downline five simple MLM recruiting tips for free? If so, go download your free MLM Master's Pack by subscribing to this podcast at secretmlmhacksradio.com. ab8v3ca8
What's going on everyone, this is Steve Larsen and you're listening to Secret MLM Hacks Radio. So, here's the real mystery. How do 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 downlines 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.
Hey guys, hope you're doing great. Hope that everything is going fantastic in your life. Hey, I just barely finished a three day event that I got to teach the majority of, and it was a lot of fun ... Anyway, I really enjoy it. I love teaching, I love stage presenting, I did a lot of stage stuff growing up, and I just, I really like it, I enjoy ... There's certainly a rush to it. The way it started out is day number one we went from nine to five, it was kind of normal.
Day number two though, we started about 8:30 in the morning and then we went to about 1:00 AM, 12:00, about midnight, 1:00 AM, somewhere around there, and, which is crazy. It's funny, we don't like take like, there's not like breaks, you know what I mean? There's no like bathroom breaks, there's no like hey go get a snack everybody. It's literally straight through the entire time.
Then the third day, similar to the first one, it was about nine to five, and by the end of it everyone's just dead, and but it's a ton of fun. I got to share the stage with Russell Brunson, and sometimes literally, which was awesome. He and I tagged, we did some tag teaming back and forth on some different topics and such. It was a lot of fun, I really enjoyed ... It's for what's called the Two Comma Club Coaching Program, and I am one of the coaches for it. Two Commas, meaning a million bucks, which is awesome.
It's a lot of fun. I mean I enjoy that setting, I enjoy the ... I think what I like most about it is the high immersion that comes with those kinds of events. Anyway, that's kind of the reason why I wasn't able to podcast so much this last week, because I have been so just, I mean it's intense. It takes me a solid day or two just to recover from that. It's very intense just for the listener, let alone if you're the actual speaker in it for the majority of the time.
The first day Russell and I kind of went back and forth, the second day it was mostly me. I went from 9:00 AM until about 9:00 PM, I was on about 12 straight hours, and then Russell came in and picked up for another session, and anyway it was a lot of fun, I really enjoy it. You know what's funny about the whole thing too is that we spent a lot of time helping people figure out what they're selling and how to sell it, that's like the whole goal of the zero to seven figure area, OK, what are you selling and how do you sell it?
What we're trying to help people figure out is where their product can exist without really any other competition, OK, it's a hard area to hit. That's not an easy thing to do, because what you're trying to do is you're trying to find the reddest, reddest, bloodiest, red, red, ocean, right where there's the most competition, there's the most people in there who are just spending ferociously, wherever the rabid buyers are, irrational purchasers, you're trying to find those people. Then you're trying to take one step out of that and create a new niche that you can then target that red ocean to come buy it from you. Does that make sense?
Here's what's interesting about that with the MLM world. With the MLM world, everyone is inside this super red, red ocean, everyone is, they're selling the exact same thing in the exact same way usually. They're selling the exact same products, the same services, they're even using the same scripts, the same, "Hey, let me three-way in you this guy and he's going to teach us about how do I make a whole bunch of money." Do you know what I mean? It's that kind of thing over and over and over and over again.
What's really interesting is to take the same formulas that we use, which there's a lot of them, and try and in the MLM space figure out a new what am I selling and how does it sell, a new what and how, OK? You think through what actually gets people excited, what actually gets people attracted into what it is that you're actually doing and think to yourself, "OK, what do I sell? What do I sell, and what do I sell that's new, that's different, that is different than what other people have been teaching, and selling, and doing inside the MLM space? How can I be completely different than my upline? How can I be completely different to those I will recruit? How can I solve problems for those I will recruit?" Does that make sense?
When you do it that way, and that's very similar to what we do, and there's a whole bunch of formulas we follow and there's a whole bunch of cool steps we go through to help that person very clearly figure out hey, here is your new niche, here is exactly how you do it, and if you can start asking those questions inside the MLM space, it's amazing how fast you cut away from everybody else.
I know this is a very old number, but years ago I went and I looked at a stat online that said that there's over 10 million MLMers in America alone. I know that's an old stat, it's probably a very small number now, but let alone 10 million people, and they're almost all selling the exact same thing. It may not be that they're all selling the same thing, because I know there's lots of MLMs, there's people selling this, people selling that, whatever it might be, but the how, the how is the exact same. How they do it is the same way, it's the same thing all the time.
"Look, go get friends and family. Look," someone called it the NFL, the no friends left zone. I'd never heard that before. But start thinking through that, and some of the easiest ways to do it is to start looking, and I just want to give you guys like two or three steps here on how to actually find a new niche inside of your MLM opportunity, OK? Here's one of the easiest ways to do it.
Number one, I want you to know that it is not ... You don't need to go be creative first. Usually whenever I say, "Hey, go create a new niche, go create a new niche," it makes sense that you would run off and you would start creating a new niche, meaning you would be creative and start thinking through like, "OK, what can I create, what can I make, what can I sell that's totally different than anything else on the marketplace?" Right? I understand that, I totally get that, like it's a ...
But what I'm begging you to do is to not actually be creative on the first step. It's a little bit counterintuitive. OK, I'm telling you you've got to be creative second. The first thing you got to do, rather than be creative the first thing you got to go do is find the people who are being ultra successful inside your MLM, OK? I know I've gone through a little bit of these steps prior to, I think in a previous episode, but pay close attention to this though, because ...
Anyway, if you go find, go find who is actually killing it inside your MLM. Now, let's be real here. If they're your upline, they are your competitors, does that make sense? Your downline is your competitors. Your click funnel, or your ... I almost said click funnels ... I did say click funnels. Your MLM HQ, that's your competition. Whoever it is who's actually selling that same product, they are your competition, and so while they might be helping you, while they might be saying, "Hey, when you succeed, I succeed," that kind of thing, like that's true, that's true, but they're still your competition.
Someone inside that MLM that you are in right now, whether or not you're in one, is killing it. What are they doing? What's so different about what they're doing? Did they really just go talk to friends and family, or is there another method that they're using to actually recruit people, another method they're using to attract people to them, OK? Get real, real, really, really familiar and friendly with those people, figure out what exactly it is they're doing.
Maybe the script is a little bit different than what the corporate teaches, maybe they offer something in addition when somebody joins their downline, maybe they figured out, maybe they gave a plan, maybe they gave some kind of guide. What is it that they are actually selling, what is it they're actually doing, because I doubt it's just whatever the run of the mill script is that your upline is teaching. I doubt that very much.
Most of the time that's not what happens. Most of the time they're not out doing the friends and family hotel meetings, and home meetings, and stuff, and parties, and stuff like that. Usually that's not how it happens. Usually they're not the ones taking the selfies in the gym saying, "Oh, I've got my thing and I'm working from home today in my living room," like that's not ... That's typically not what the big guys are actually doing, so why would you do it? Stop modeling failure, do you know what I mean?
I had to realize that for myself too. The first time I joined an MLM, it was about 3.5 years ago, 4 years ago, and I realized that I was modeling failure. I realized that I was modeling, but I was expecting success, I was expecting something different out of it, but I was literally modeling failure. I was going around and I was saying, "Hey, I'm going to do the exact same thing, I'm going to do it big, loud, and proud. I'm going to recruit everybody," I literally walked down Main Street and I started recruiting people, and one of the issues that that caused is that it ticked a lot of people off.
There was no one I was really modeling that was uber successful. The people that I was modeling in it, they were not ... It was certainly not passive income like everyone toted around, you know what I mean? Anyway, what I'm telling you to do is number one, go find out what people in your MLM are actually doing to be successful, OK? What are they actually selling?
Then number two, how are they selling it? Ask what do you sell and how are you selling it? If you can figure those two things out, and what's cool is that you that, I mean you know someone in your upline is killing it, so go model them, go figure out what it is. If you figure out what people are selling and how they're selling it, that's like step one, OK, that's step one.
Step two, step two in my opinion is the more fun part. Step two is where you be creative. Now that you know what someone is selling and you know how they're actually selling it, what script are they using, where are they getting their traffic from, whether it's online or offline, or whatever it is, how are they getting eyeballs? Now that you know what they're selling and how they're selling it, the second thing for you is to be creative, OK, not first.
What you do is, this is actually my favorite part of it, what I do is I actually use, it's called a stack slide, and it is a way to model and create new offers out of places that are super competitive. This is one of the easiest ways to create a new offer from something that is super competitive, really red ocean right where there's, there's just, I mean where it sucks to be in, where it's ...
When you don't have an offer, when you're not using a stack slide, it is a race to the bottom, OK? It's whoever is willing to take the smallest margins. You're literally competing on price, that's it, because there's nothing different. When you have no offer, you have no other option but to compete on price, and that's what ends up happening inside super red oceans like that, and you've probably felt a little bit of that inside whatever MLM you're a part of.
What I do is I look at my MLM, and I look at the one I'm a part of, and I look at all the pieces, and I look at all the places people are selling, and looking at the guys who are killing it, what are they selling, how are they selling it, and I start using what's called a stack slide. If you have no idea what I'm talking about, go get the book Expert Secrets. Go to www.ExpertSecrets.com. They're not paying me, there's no endorsement, it's not an affiliate link, but it's seven bucks, and that book's fantastic, and what it will do is it'll teach you how to create a new offer inside of your current MLM, OK?
It'll create it inside MLM in general, OK? What's cool about it is that when you create the stack slide, so it goes kind of like this. I'm trying to figure out how to say this without it being too like techno babbly, do you know what I mean? Anyway, but these are the pieces that I go through with people. Maybe I won't go through this whole thing with you right here.
But anyways, the whole thing has to do with false beliefs. When you start looking at the industry and you start looking at what people are actually selling, and buying, and what they're doing, there starts to be some false beliefs about what it is that you're selling, whether it's about the product, or the opportunity, whatever those reasons are ... I used to be a door-to-door salesman. I was a door-to-door salesman and I went around, and for two summers actually I was knocking doors.
I was knocking doors, and what was funny about it is it was always the same. I was actually a telemarketer too, and I was good at these jobs, and one of the reasons why I was good at the job is because what I learned and what I realized was that honestly about two or three weeks in, I started realizing that I had heard every single objection that I probably was ever going to hear, OK, it was like the same five things. Like when I was selling pest control, it was like, and this is super, super, super like MLM just so you guys know.
When I was going, I was knocking doors, and I'd say, "Hey, let's get you taken care of," or whatever, and one of the objections I would always hear is, "Oh, let me talk to my spouse." How many times do you hear that in MLM? "Oh, let me talk to that neighbor first you said you talked to. Oh, let me check you guys out. Oh, is the pest control safe? Oh, is it ..." Do you know what I mean? Whatever the immediate objections were, what I started doing is I could write all those things out, and I knew what each one of those objections were. I also knew what my counter was for each one of those.
OK, if you don't know what the top like five, six, seven, eight, nine objections are to your MLM, both the product and the opportunity, my guess is that you've not tried to sell it enough if you don't know what those things are. What we do then is we look through each one of those objections and we try to figure out what the top three objections are. We try to ... What we're looking for is the top false beliefs. OK, in order for me to come up with that objection, what must I be believing in order to say what I just did? Do you know what I mean?
When we come up with those false beliefs, that's what we craft the whole message around, that's what we craft the whole sales message, the whole stack, the whole offer, the new opportunity, the new niche, and what it does is it lets us create a new niche out of a super red ocean. If you've not done that kind of thing, and I know I'm kind of going deep through it. People spend three days with us, paying $15,000 a piece to come sit. We had 60 people in the last one, it was a lot of fun, but ...
Anyway, if you've not figured out what those false beliefs actually are, and you're struggling to sell your MLM, I would bet that that's the reason why. With this whole what and how, what do you sell and how do you sell it, understand that if you're not changing anything at all, that you really are selling into a red ocean with a red, red ocean opportunity, with a red ocean product, I mean everything you do, and the only thing you can really do is compete on number one, hustle, which is great, but number two, price, which sucks, OK? You're going to become that guy, you're going to become that guy at family reunions, you're going to become that person that everybody runs from.
Anyway, that's all I'm trying to say this whole episode is that when you start thinking through your MLM, you start thinking through what it is that you're doing. I would go get the book Expert Secrets, I think I've talked about that before in here, but if you go get that book, it'll teach you how to create a new opportunity out of any really red ocean, it doesn't matter which industry you're in, and just apply it to MLM and start thinking through what is it that I actually sell? How am I selling this thing? How are the top guys actually doing it? And I bet a lot of them are not out doing home meetings and hotel meetings, and the ones that are telling you to do that, they're probably just teaching their downline to do it because it's a great lead gen for them, do you know what I mean? That's not to down them, I mean the strategy works. That's not to say that it's bad. The strategy works.
But if you really want to join those top people, you're not going to home party your meeting probably your way to riches. It's not to say you can't, but oh my gosh, that is such a long road. Do you know what I mean? Anyway, that's all I got to say about that. I hope that you understand that if you can start to take your MLM and turn it into what looks like a brand new opportunity, based on the things that you're adding with it, based on the false beliefs that you're overcoming, based on you figuring out how to sell it differently, you're going to be worlds above everybody else.
What are people selling that are actually successful with it, is it just really the MLM or are they offering something else with it, and how are they doing it? Is there a script that's different, is there traffic that they're getting somewhere else? Are they online? Are they strictly offline? What is it they're really doing? I would go model them.
Anyway, that's all I got to say. That's heavily what the event was about the last three days. The fourth day was so tiring. I slept 10 hours two nights in a row, it was ridiculous, oh man. It's a huge amount of energy output, a lot of fun. I'm super animated as an individual. Sometimes I like try to tone it back a little bit on this podcast so you guys aren't like, "Whoa, this guy's a weirdie." But anyway, it's a lot of fun. We helped them create their whole slide presentations for a new sales message, which is great, an hour and a half presentation we helped them create. I mean it was a lot of fun, the whole thing was great, and really, really love it.
We got another one coming up in January, which is super exciting. Anyway, go figure that out, and if you've not taken a look at that, it's going to be an eye opening experience, OK? What I'm inviting you to do is to take off some of the blinders that your upline may have put on you that they probably didn't know they put on you. It's not their fault, it's no one's fault, it's just part of the industry. This is marketing 101 that I'm trying to teach you. It's not so much the three phrases that make anyone want to join your downline, like I don't believe that crap, like I don't think that's true at all.
What I'm telling you is let's actually pump new value into the marketplace by creating additional offers, and new offers, and new products, and new things that are there that have never existed. That way you will literally be the only one selling what you are. Does that make sense? That is a new opportunity. I'm trying to help you create that, that's what you need to make.
Anyway, I'm going to keep blabbering on, but I get really animated about this topic, so much so that I'll talk about it for three straight days to people. Anyway, I hope you guys are doing great. I just wanted to pass that lesson along, and I hope guys are crushing it, and go figure that out, I'm excited. If you do figure that out, I would love to actually know what you've done that has changed the way you sell your MLM, or the opportunity, whatever it is that you're in, very, very exciting. All right guys, talk to you later, bye.
Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own downline five simple MLM recruiting tips for free? If so, go download your free MLM Master's Pack by subscribing to this podcast at www.SecretMLMHacksRadio.com
With going on and this is Steve Larson and you are listening to secret Eble impacts radio.
Speaker 2
00:04
Oh yeah. So here's the real mystery. How do real embalmers like us. Creedon sheets and only bug family members and friends I want to grow a profitable home business. How do we recruit players enjoy our downline and create extra incomes yet still have plenty of time for the rest of our lives. That's the glaring question in this podcast will give you the answer. My name is Steve Larson and welcome to seegar MLM hack's radio.
Speaker 1
00:33
Hey guys glad that you're here. Thank you so much for listening to this podcast. I appreciate it. He has no podcast is about 8000 downloads and it's only been around for a few months which is awesome. Thanks to all the leaders out there. Thanks to all listeners out there thanks all the people who are out there hustling. You guys are awesome. Really appreciate the support this podcast. The whole purpose of this podcast is to show you more about how we actually market in our MLM and how we're using different principles from different industries to be successful with it. So I have been creating more of my product which helps you oughter recruit people into your downline now. It's a system that I've been using on my own for the last almost year and a half and it's been working. It's been a lot of fun.
Speaker 1
01:19
I really really enjoyed it and got another message today some saying that they join which is great. And what's cool about it is that I've never met them. Now I'm not trying to say to take the human out of your business but how cool is it that the whole system is taking care of it and continue to bring more more people in. Which is awesome by the way shout out to those you guys who went over to the join my downline dot.com funnel something that talks about last episode. Now again just you guys know and so the elephants out of the you know what we call the elephant out of the room. I will never ever ever ever ever pitch anybody into joining. Joining my downline ever I dont do that. Thats not my thing. Rule number one is that they come to me right and get talked about that episode or two ago those guys went over and did check it out and did apply.
Speaker 1
02:07
Thats really cool. I really thought that was awesome of you. And if you dont want to I dont care. Thats the whole point. Thats why this works OK. I will never even tell you what I am. I'm a part of this thing and for a lot of reasons and so I just don't. This is such a low pressure thing because Anyway I just what I've been doing is working really well and I've honestly felt a little bit of an obligation to share what it is that I've been doing and taking a lot of the principles and things that I do and teach. Inside the internet marketing industry which is very different but then I go and I plug them into the MLM world and not many people have ever seen it actually do you actually do this.
Speaker 1
02:48
Which frankly blows my mind. And because of that I've had at least five MLM owners reach out. I've had several I've had a lot of people reach out about the systems that are using it really means a lot of fun. It does. I think what's so much fun about it is that it requires the individual to grow. You have to learn how to market in order for these things to work which is very exciting and that's honestly what the purpose of the podcast is and why do we have coming product called secret MLM hacks. If you want to follow the whole launch of it go to secret MLM hacks dot com. And anyway halo Chauvet of the content today. So what I thought I would be cool to show with you guys today is what's called a prolific index.
Speaker 3
03:29
OK the prolific index is a good example. This
Speaker 4
03:37
year I've been talking to somebody who's trying to pitch you on a product and it sounds exactly like another product you've heard before. Right. Or you or Again someone else is pitching a product or let's say someone talking about you about their opportunity typically if you've been in an MLM you've been in another one also you know what I mean. Let's say someone is actually pitching you to join their MLM and it is boring. I mean it's just so it's so boring. Everything you're saying is mainstream everything they're saying is so. Like you've heard it before there even is some lines even before you know what I mean. I mean I know you guys know those people I know that you've heard those people before you know exactly what it is it's like to get pitched that way. You know exactly what it's like to meet those kinds of people.
Speaker 4
04:22
It's boring. It's not that it's this is mainstream it's that they are literally being boring and you're like man this person doesn't even like their own thing or they're not excited or whatever it is you know what I mean. That's painful. That's not a fun experience to be a part of that. And obviously and you say well does even of course. Now let's take it on the flip side. Let's take it to another area let's get to another spot where someone has pitched a product to you or you can walk down the street and someone came up and they were overbearing. They were way too intense. They were way too strong. And in fact even what they were pitching you sound so far fetched so many promises there's no way it could be true there's no way they could actually fulfill what it is they're actually doing.
Speaker 4
05:01
Right. That's another that's another end of the spectrum. That's like the complete opposite. Right. Well we're you want to be in the prolific index is in between those two where you're not the crazy zone you're not in the nutcase zone. And the you know hey you know rub this coconut oil on your on your elbows and suddenly to be rich area you know to be like this super super nuts area where people go into and they say hey this is going to change you know solve all your problems and you'll be wealthy beyond your wildest imaginations. You know what to do. You don't have to do anything your entire life you know that that's crazy. That's nuts. That's not true. That's total nuts. Right.
Speaker 4
05:37
And then back to the whole boring zone where everything is so mainstream everything sucks and everything's like you want to be in the middle. OK. And one of the reasons why people struggle inside the Emelin space so much is because they sell on the mainstream they sell right in the boring zone. And the way they are delivered is boring. And you know it's funny if I speak normally on this podcast it comes across as boring as well for whatever reason. When I speak into the microphone right now and it pops out the other side it actually tones my message tones my tone down it actually turns down my tone it turns down my excitement level takes it down a notch takes down low and that's what ends up happening as well when you're speaking to people face to face or or over some message or even if it's in writing.
Speaker 4
06:23
They can still hear your voice through the words right. And you want to be in between those two zones. This is the you know the super mainstream's zone. And then there's like the nutcase crazy zone where it's super super super out in La-La land. Right. You can't sell really on either spots the way sales work is. It's all curiosity based. Kay whenever you have a curiosity on your side you have to sell logically which socks it success because you got to go in and you got to start saying you know you are competing on price. You got to start competing on the comp plan you got to start competing and it's like oh you know what's so funny is that if we all increase our excitement level about what we actually do we actually get to get more people in.
Speaker 4
07:09
OK. That's true for for selling a product as it is true for selling your actual opportunity as well. OK. This is a great sentence here. I'm sure you've heard of it and maybe maybe you haven't but it's called a one sentence persuasion course and the one thing is frustration course is. Who's this by again I can't even remember Blair Warren OK Blair Warren said this is awesome. Now if you've never heard the once in a persuasion course it is literally one sentence but this could change everything you're doing inside your MLM so please just pay attention to what it is that you're doing and how you actually deliver your message. OK listen to this. And think of this in context with the prolific index. Are you or your boring. Or are you mainstream or are you in the nutcase zone like you get to be in the middle.
Speaker 4
08:02
OK that's where curiosity lies. That's where your ability to actually close sales with urgency and scarcity lie right. If you're not if you're in that kind of the mainstream zone you can't really have scarcity and urgency. Is the only two tools a marketer actually has. All right start thinking through your MLM. Think it through your pitch or think of you how does you actually talking with people and listen to the sentence the one since the one sentence persuasion course gave. This is what he says people will do anything for those who encourage their dreams justify their failures allay their fears confirmed their suspicions and help them throw rocks at their enemies. That's the whole sentence. It's a whole course. OK let me say I need more time. People will do anything for those who will encourage their dreams justify their failures allay their fears confirm their suspicions and help them throw rocks at their enemies.
Speaker 3
08:59
Interesting. OK.
Speaker 1
09:00
Now here's where the challenge is here's where the challenge is with your MLM. The challenge with your MLM is to go take the scrip.
Speaker 4
09:08
That you're applying is giving you to sell with and we're going to start drizzling on some glaze. We're going to start or start taking some glaze from this one Senate's persuasion course so we're going to start dropping it all over the top of the script that you've given. How can you encourage the dreams of those you're going to be pitching right now. That's pretty simple I think a lot of Emblem's actually get that one right. Right. Which is which is you know hey you're going to make extra money. Hey what's it going to be like when you can retire at a young age hey what's it going to be like when your kids are going to be set for life. Hey what's it going to be like when you're getting at least 10 grand a month. You don't I mean I think you do a great job at encouraging their fears.
Speaker 4
09:44
Let's talk about justifying failures though. All right. Just the five failures justify failures. How can you justify failures for those that you're pitching in your MLM whether joining your MLM or the product yourself. Right. Oh it's not your fault you didn't do well. It's not your fault that it didn't work out. It's actually this things. You know what. It didn't even exist before. It's not even to this this option that I'm giving you right now. It did not even exist beforehand it did not exist when you were trying it. It's not even your fault you didn't try before because the option wasn't even there to truly be successful yet. All right. That's kind of. That's kind of the vernacular you'd say of something like that to justify other fellers allay their fears now allay their fears means to reduce.
Speaker 4
10:33
Yeah I mean it always means a reduced means the drop means to diminish. How do you diminish the fears of the other person. OK now to do that first of all you understand what those fears are. And some people are going have a hard time opening up their fears to you especially if they don't trust you yet. Right if you're not friends if you're cold pitching if you're cold prospecting whatever it is. So they're laying the fears one like anyway. Typically you can go with time money and resources. Hey you know ahead of time he'd own money hate and of resources right time money and resources that's the big one internal fears. I'm not good enough. I don't know how to talk to people. I don't know how to approach others.
Speaker 4
11:09
I don't know what to say right. Those are internal fears as well. And then there's like fears that have to do with the opportunity itself. I don't know if this is good. Are you going to take my money. Am I going to have to talk to all my friends and family where will I lose them. Well you know those are all the different fears that can pop up when someone you know especially when you're talking to you about joining your MLM another one is confirming suspicions. OK I'm going to teach you the ethical way to grow your downline. What ethical way. You mean there's an unethical way. Right. Anyway that's a fun one I like that one law and that helped throw rocks at their enemies. Now that doesn't need to be a person they're throwing rocks at.
Speaker 4
11:46
But it can be a concept right. Very very popularly in the MLM world is to throw rocks at the to concept. Right. All I'm working for myself right. Nine to five right. You know and I'm running out of Sprint and I'm getting all my people in place but I'm through. And so anyway it's very very common in the MLM world especially to throw rocks at the 9 to 5 which is great. It works you know. But how can you do that. The thing that you've got to remember with all of this is that you're helping the prospect throw rocks at their enemies not your enemies. Right. You're helping to justify the failures of the prospect not your own failures. Right. You're helping to confirm the suspicions of the prospect not your own suspicions. Put yourself in the shoes of the other person that you're getting into.
Speaker 4
12:38
That's why it's such a cool business so it's MLM is such a relationship business it has to be relationship business. How can you know what the dreams of the other person are without getting to know them. How do you know what the failures are like getting to know them. How can you know what really the enemies are of that person without getting to know them. You know what I mean. And when you look at those things are these are these are elements of persuasion This is the one sentence persuasion course. And if you can start to learn with this one sentence persuasion of course is kind of combine that with with the prolific index which is to not be mainstream and not to be you know in La-La crazy land. You're going to be the we speak to people the actual way you speak to people is going to be far more persuasive than than in any way.
Speaker 4
13:23
Well it's like you know the most people inside the Emelin space in general Ziv make sense. So start doing it through your MLM. How can I justify and you might actually have let's say you have people who are already inside your downline which is great. That's awesome. If you have people who've already inside your downline right now how can you justify the failures of those who were in your downline. Can you allay their fears. Can you confirm their suspicions. OK. How can you throw rocks at their enemies and and and encourage their dreams. How can he do those things. And that helps them move along helps them push them along. Every single entrepreneur I've ever heard of in my life incurred you know encounters failure if they're not means and are trying right.
Speaker 4
14:01
You better be failing your face off with great speed. I mean how can you be doing that with people who are inciter down. And how can we do that with people you're trying to prospect to and start combining that with the prolific index. All right if you're selling just the main stream stuff in a mainstream way and knows you're going to be boring you give me where you're going. So boring no one buys boring. All right. Only ambitious people by boring. Right. Most people aren't ambitious. So you just cut your market way down. OK. So too ambitious people. So to the rest of humanity. Anyway that's another lesson as well. But anyway. Hey guys I hope this has been helpful.
Speaker 4
14:44
Episode is a little bit more technobabble I kind of dove dove deep into some more concepts but thinking through what these things are. In hindsight when it really comes down to it went and when all is said and done the only real tools that a market are has is scarcity and urgency. That's it. How can you make your Emblem's scarce. How can you make your product scarce. How can you increase your urgency. Well this once in a persuasion course and the prolific index kind of combining those things together with those really easy ways to boost your your MLM you know boost the status of a boost boost the desirability of what it is actually selling anyway. A lot of technobabble this round I'm so sorry for all that but I hope that it helps you start to think through and start to see like look you just can't be selling the same thing as everyone else.
Speaker 4
15:38
You're mainstream you're boring. Can't go to this site either and wacko landie get to be in the middle right. Got to be in. Got to be in the exciting zone where you're kind of on living on the edge but not off the edge you know jumping over the edge. Anyway guys will be doing great. And please go apply this stuff. I would love to know those are guys who are and I love to see your comments. He has been commenting on stuff lately it's been a lot of fun. If you would that would be awesome too if you want to go on an iTunes and just leave a review for this podcast that helps like crazy helps me but also helps all the people who are trying to find this kind of information find it easier in little iTunes algorithm and it just means a lot to me too honestly.
Speaker 4
16:19
Honestly it actually takes me a solid hour to an hour and a half per episode to put these things out so it actually does get me super excited when I see things coming back so knowing you guys are awesome. Appreciate you. Talk to you later.
Speaker 5
16:35
Hey thanks. Please please remember to subscribe and feedback for me. Have a question you want answered live on the show. Go to seegar MLM hack's radio dot com to submit your question and download your free MLM masters at.
My name is Steve Larson and welcome to Secret MLM Hacks Radio.
I'm a goofball at heart. I'm a kid at heart and I will always be that way.
Hey, hope you guys are doing fantastic. Hope you're crushing the week. Hope everything is going great for you right now.
Hey, so I just finished something and I think you'll be interested in. I have talked about it previously in a previous episode. I wanted to tell you that my version of it is done and it's exciting. It's so cool. I am not here to pitch anyone. That's not the purpose of this podcast. The purpose of this podcast is for me to show you what I've been doing so you can do it in your own; your own MLM. If you want to join, awesome. If you wanna stay in what you're doing, awesome. I don't care. I'm just bringing that because it's an elephant in the room sometimes when you're talking to other MLM-ers so I'm just bringing it up. I don't care whether or not you join. This is not a pitch fest. What this is, is it's me feeling a slight obligation to showing you what it is that I've been doing for the last little while, because it's working very well. So, that's what this whole thing is about.
What I wanted to show you is how I get people to apply to join my down line. You should have little bombs dropping in your head right now. This is insane.
In other coaching programs ... Like I have other coaching programs that I do, you know, that I charge money for to look at people's internet sales funnels. Right? The way that they sell stuff. I go through and I critique them with them. There's so many requests I have now to build them, that I actually don't. I just go for straight coaching and I teach people. It's been a lot of fun. I've had a lot of great success stories, helped a lot of businesses. It's been great. I'm also, what's called, a 'two comma club' coach. Two commas meaning million dollars. Meaning I coach people how to go from zero to seven figures. It's a lot of fun.
This is a strategy that we use in many different scenarios, in many different industries. Okay? The strategy is that you, rather than go to somebody ... Yeah, okay. We'll go it this way. Rather than go to somebody and say, "Hey, will you buy my thing?" Instead, what we get people to do is we get people to turn and ask us to buy it from us by applying to buy it. Does that make sense?
It's the craziest thing. It flips the entire sale on the head. It keeps you from begging people to ... Anyway.
There are many people using this right now that are making many millions of dollars per year using it. It's crazy. It's amazing what it does for people. Here's how it works.
Let's think about this with MLM. Let's say that you go and you are teaching people all about your MLM and it's awesome. You get down to that really awkward point where you start to transition into pitching. You know, it's the spot where everyone gets awkward in usually. You start pitching people to join your down line. What are you doing? You are asking people to do something they were not thinking about doing that day. Now that's fine. That works. That was my job at door to door sales. When you do that to someone like a friend or a family member, that's when crap gets awkward because they were not inviting you to pitch them. Does that make sense? That's why it gets weird. That's why it gets weird.
It's a status protection play. They wanna make sure they're protecting their own status. And again, not in a bad way as in like, "Oh I'm so good," or whatever, but that's not it at all. They're just trying to make sure their own status is covered because they're like, "I don't know. Can you handle this? Have you been doing well? Am I your first person? Has other people joined? What's the comp plan like? How many people do I have to recruit to actually make a difference in my income?" You know what I mean? Those are all the fear questions that pop up inside someone's head when you start to pitch them.
So what we do is I flip it. We turn it on its head and instead of you going to them and saying, "Hey ...
Instead of you going to them and saying, "Hey join my thing," instead what we do is we flip it and we say, "Why should I let you join my thing?" What? It's crazy, but that's how it works. So we switch the whole thing and say, "Why should we let you into our world?" Basically it's hilarious that it works because you're saying, "Why should I let you pay me your money," but it works. It works very well. If someone has to apply for something ... You do the same thing if you go to college. Right? If you went to college, it's ... When I went to college I paid to apply to pay them tuition. Same concept.
How do you get someone to do that, because that's kind of intense? So the way that we do it ... Now this is usually really cold traffic, like someone who has no idea who you are, usually that doesn't work very well for them. You gotta have things before they apply for you, you know apply to you, in order to kind of warm them up so that they answer the other questions, which is like, "Who are yeah?" You know. "Do I trust you? Do you seem shady?" You know what I mean? They wanna see who you are.
So I use this funnel, the sales funnel, this application funnel. I use it online mostly to my hot and my warm traffic list. Now you guys all have hot and warm markets that's ... and you all have hot and warm traffic and you know usually in the form of family members and friends. I don't pitch family members and friends. You know most of them don't even know that I'm doing this. Only the people that have asked, right, know that I'm doing this stuff. Or people who've ... Family, immediate or extended, who've stumbled on my podcast will talk to me about that kind of stuff, but I don't tell any of them about it. None of them have any idea what I do. None of them. They don't know at all what I do, and I do that on purpose, because the first time I join and MLM they all knew, because I was that guy and I hated that. I was becoming that guy at family reunions and stuff.
So what I do is I first go get results for somebody else. That's huge. That might mean that you go work for free. In fact, it probably will. If you've never gotten results for someone else before ever, you're gonna have some issues. Okay?
Then what I do is I document those stories of those individual people and I litter those video testimonials all over the front page and I tell what's called my origin story. My origin story is all about me telling the story about how I got into the thing I'm doing. "Steve Larson, how did you get into this MLM thing?" Well and I've told you that before. There's a reason that was my episode number 1, 2, 3, 4, and 5. I went through five different stories that I went through to help you continue to break and rebuild your own belief patterns about MLM. Those stories were very crafted very on purpose; those first five episodes of this podcast. Those are the stories that I tell when I'm in my application funnel. Does that make sense? That's the very first thing.
So first, there's the story of me. You know I'm telling people, "Hey look, you know here's how to get into this thing and why I'm so passionate about it." It has to be highly emotional. Not that you're trying to trick people or be sneaky or whatever it is, but have you ever been in a movie and you walked out and thought "That was a dumb movie." That's because there's no emotion. There's no conflict. It was all action. There's no ups and downs, pauses, and speed forwards. There's none of that stuff.
There's an art to storytelling, so figure out how to tell your story. Why are you doing MLM? Ask yourself that. Why are you doing this? Do you wanna be doing it? Someone pull you into it? You trying to make passive income? What is it? After you figure out what the reason is, what's the real reason? Dive deeper. Does that make sense? So, that's the first ... it's a video of me telling that story.
When they opt in, in order to apply on the second page what I do with them is I have them fill out an application form. It's an actual application. It's on the right side of the page. They're filling out the application. On the left side of the page I just have a huge string of very nice testimonials people have shot about working with me, and the program, and things like that. It's like 15 minutes of just constant videos, and testimonials, and other cool stories and things like that. It's awesome.
Anyway, you guys will see it. It's really cool.
On the right side though is an actual application. What I do is I ask questions like, "Look, I'm really looking for the top marketers. Not just MLM-ers. I'm looking for marketers. Are you a marketer? What's your plan to promote this if you get accepted?" Right? That's ridiculous. That's huge to even ask something like that. "What's your plan to be able to ... Are you gonna spend money on ads?" You know that's gonna affect your ability to get in at all. I just need to know. Who's actually gonna be spending the ads? Who's actually gonna be spending the money? "How many people have you recruited in the past? How many opportunities have you jumped around through in the past?"
It goes through somewhat of a history and it's to do two things. It's kind of meant to rub a little bit of salt on the wound to help them realize what they have had to go through to get there. Sometimes those are painful memories and experiences. Then the other I'm trying to do is I'm trying to get them to tell me why I should accept them. I want fighters. I want competitors. I don't want the person who needs the opportunity. Oh they need this opportunity and this life. If they need the opportunity I already don't want them. It's not that I'm being mean, but the reason I don't want them is because they don't want it. Does that make sense?
If they need the opportunity and want it, sure. Then I'll join them or you know I'll get them in and that's awesome. I am not in the business of begging and I am not in the business of hand holding so much so that I have to actually get someone to have passion. I hand hold all my people, but it's because they already want it and they've been pushing for it. I can see that they do things on their own and they're not looking to me solely. I give them the systems. I teach them how to use the systems and it's awesome. I get a great relationship with my people and it's so fun. I really, really enjoy it.
I have a lot of projects in my life. I don't need a person as a project. Does that make sense? I want people to be part of my one project. Does that make sense?
So anyways I have people apply and it's cool to see live ones coming in right now.
Then on the third page, what I do is I say, "You know what? Your application is in the order that we're getting them and in MLM order does matter, because there could be a lot of people behind you who are applying right now. There's a lot of people ahead of you. So if you wanna skip the line, just go ahead and call us."
Now I do not put scheduling software on there. That always kills conversions anytime we've ever done that in any market. We did this for a visa service. Like visas coming into America. It was really interesting. We've done it for a lot of stuff and they work. It's great.
If you put a scheduling software on that third page, or in that third step, or anywhere in your process, whatever you're doing, it won't work very well. You need to give them the option to call you. Then what would we do is we would just put a sales person on the end who used what we called the four question close. They just call and it's very, very, very low pressure. That is one of the biggest keys to this whole thing. That's one of the easiest ways to find people who are serious, is that you can't have pressure. Okay?
So that's how the structure looks of the entire thing. Number one, an origin story about how I got in there. Number two, lots of testimonials while they fill out the application. Number three, I invite them to call me so they can get out of the line and skip and actually get in.
So how do I get someone to really do that though? What I do is I take my MLM and I make an offer out of it. How many MLM down lines could you go join right now? Tons. There's no difference between any of us, if you leave it that way.
So one of my specialties and my actual job is offer creation. I go create offers. Well a product is not an offer. A service is not an offer, by itself. Does that make sense? It may not at first, let me just keep talking here.
If you're just asking me to join your down line, that's not an offer. Offers makes you someone unique. Offers create scarcity and urgency. Okay? Offers get someone else excited about what it is you're doing, because they realize that you're the only one that's actually doing that? Does that make sense?
So here's what I do is I take my MLM and then I see what other things I can stack on there to make the act of joining my MLM attractive and unique again. Okay? If you're in an industry at all ... Let's say you have normal 9 to 5 job still, or something like that. If you're in industry at all and other people are doing the exact same thing that your company is, how you gonna do? Competition is great, but if you're selling the same thing, I'm saying the same exact thing as your competitor, how you gonna do? It's gonna suck. Right? A lot of the market is going to be going back and forth. There's gonna be a lot of questions. There's gonna be no tribe building in your area, because someone is doing the exact same thing over there.
So what I do is I make the act of joining my down line into an offer. I turn it into and offer and so I remind them that like, "Look if you join my down line, I'm gonna give you all of my automated recruiting systems. Okay? If you join my down line, I'm giving you all my story telling scripts that are not high pressure. Right? If you join my down line, I'll go and I'll give you more of my traffic secrets training." Does that make sense? How to actually get traffic, things like that. "If you join my down line, I'm gonna give you some ..." I haven't told anyone this yet, but there's a piece of software I'm trying to create to help people as well. "I'll teach you how to attract people to you, both you as a person and little mini products that you create in front of your MLM to pull people to you for free. By the way I'll teach you how to get them to pay you for paid prospecting. I'll teach you how to auto-close. I'll teach you how to down line management, the only strategy I know where everyone gets paid anytime anyone gets recruited. You don't have to play favorites anymore when you recruit people." Does that make sense?
Those are the things that I do on the front page and I remind them like, "Look, if you apply to join and you actually get in, you're not just getting my down line. You're getting all these other things to help you be successful."
The biggest question people have when they're gonna join a down line is, "Where am I gonna find people? Where are my leads gonna come from? I don't wanna talk to friends and family." And so what I've dedicated the last like several years to is answering that question. Solving that problem so that when people do join the down line, I have the answer. I launch the beta of it a year ago. It's actually over a year ago and it's freaking awesome and it worked so well. It's so awesome and it works. It's cool. Like oh my gosh.
So I've been teaching others how to do it. I've got my own little beta group that's been going through it and it's been a lot of fun.
So anyway, if you wanna check it out, you can. What I ask is that you don't put your email in unless you're actually applying to join my down line. Does that make sense? And that is where I'm telling you right now, that I am not here to pitch you and I am not here to ask you to come in. I'm not. Look, part of my strategy with this podcast, with this whole thing, is for me to remain somewhat third party. Okay? I'm not here ...
This podcast is all about me showing you and telling you what I'm doing. This is not where I'm here to just pitch you like crazy. That's not what this is about. I'm not doing this. I'm not gonna do that at all.
So if you go to JoinMyDownLine.com, which by the way I can't believe that was available. That's like the biggest over site in the whole industry. JoinMyDownLine.com is the example. It's the actual thing that I use to get people to join and actually apply to get in.
Please don't go past the first page. Again I'm telling you so that you can go see what I'm doing. If you wanna see what my origin story is. If you opt in, there will be a little bit of a series that comes to you; a really cool course. That's kind of an extra course not many have seen. It's just for those who are applying that help people. It's called the MLM Primer. It comes to them for free for like five days and then there's a whole bunch of really cool stories with it.
Anyway, the reason why I'm telling you is so that you can model the same thing in your own MLM. It's not so ...
So I mean if you go through the entire application process, I will ... Number one, your application, your name will show up on the front page, which is awesome. You'll see the live feed updates every five minutes. It just shows your first name to prove to people that it's not dead. You know what I mean?
This version of it is brand new launched and that feed thing is brand new launched, so there might not be ... there's not gonna be as many people ...
I just got an email from a dude asking to bring in 200 people. Anyway, that kind of stuff happens all the time and so I'm just saying that live feed does not directly reflect the only source of people coming in.
Anyway, if you want to see it, meaning how I'm doing it, go for it. I'm asking you not to go through the entire thing, you know, unless you're actually applying.
I thought I'd bring all that out though, because I can't not do it. It's the elephant in the room with this thing, is that people have asked like, "You just do this podcast to recruit tons of people?" No, I'm actually trying to build a tribe and a movement. I wanna fix some of the crappy parts of MLM. I'm very passionate about it. It ticks me off that the strategies are still stuck in the 90's. How on Earth am I the only one using a sales funnel in the whole industry? How on Earth are no up lines teaching this kind of stuff to their down lines? You know what I mean? That's the kind of stuff that kind of makes me a little bit mad. It's like, "Holy smokes, while the companies have evolved, the strategies have not." That's like us going to war and using Civil War, stand in front of the other person in a straight line, tactics. That's dumb.
So anyway, I'm very passionate about it as you can tell as I just ... That's what this whole thing is about. So if you want to see it, like I said, don't go through the whole thing unless you are literally applying to do so, but you can definitely go check out the front page. You can watch my real story of how I got into this whole thing. You can see cool testimonials of other people. You can see the live feed thing that I'm talking about. This big project, this version of it, took me a little while to finish it up, but that's partly what I've been doing the last few weeks here also.
Anyway, you guys are awesome. Appreciate yeah. Figure out a way to flip the tides. If you're like, "There's no way someone will apply to join my down line," well the reason why is because you've gotten results for nobody yet. That make sense? So get results for someone. Go help someone. Work for free. Pump value into the market and then the market will tell you, "Oh yeah here's a cool testimonial," in the form of a person giving it to you. They'll give you a testimonial and you'll be worth so much more, because people will see that you're actually worth stuff. It's way, way worse for you to just walk out and go, "I'm the man. Trust me. I'm the man." You know what I mean? That's what that is. Instead, show people. Go get the actual results and work for people and help them get results. Put that video up there.
If people don't wanna join your down line, it's because you haven't answered those questions yet. It's because you haven't proven that you're good.
Anyway, that's all I've got for you guys. That was way longer than I anticipated it to be, but if you wanna check it out you can. It's JoinMyDownLine.com and that's how I'm pulling it off. Figure out how you wanna pull it off on your own. Again, I'm asking you not to apply there fully unless you're actually applying.
You're all awesome and go crush it. Hope what you're doing in your MLM is awesome, super fun, that it's effective. You feel like it's worth your time; what it is you're actually doing. Yeah, go crush it guys. Talk to you later.
Hey thanks for listening. Please remember to subscribe and leave feedback.
Would you like me to teach your own down line five simple MLM recruiting tips for free? If so, go download you're free MLM Masters Pack by subscribing to this podcast at Secret MLMHacksRadio.com.
Steve Larsen: What's going on, everyone? This is Steve Larsen and you're listening to Secret MLM Hacks Radio.
So here’s the big mystery, how do 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 downlines 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.
First off, I want to apologize to everybody. It has been I think two weeks since I have published on here. The reason why is kind of funny actually. I'm tired. That's the biggest reason. Not of podcasting. I actually really missing doing this. There's a lot of stuff going on right now. I just finished my application funnel where people apply to join my downline. It's cool to see the applications already coming in. There's a live feed where you can watch the people who are trying to apply to come in. It just shows their first name that's all, but so everyone else can see it as well so they know it's not dead or anything like that. It's been kind of fun.
The other thing that's been going on besides a lot of building, and a lot of things like that is that you know what? I'm actually just trying to take care of myself more. On my dad side, there's a huge history of high blood pressure and me dad's almost died a couple times just from having a hard time taking care of himself while sitting at a desk job. I'm like, "Dang it. I have a desk job." There's a little diabetes issues that go on. I was like, "You know, I don't want any of that." On my mom's side, like every guy has had prostate cancer, and I'm like, "Holy crap." Like I feel like I'm held under a gun and holding a ticking time bomb. Gosh. What I did is I went on YouTube, and I found the buffest dude that I could, and I hired him.
He is now my health coach. It's kind of a funny conversation. It was like, "Hey, you're ripped. Why don't I hire you?" Anyway, I went and I hired him. He created a plan, and I have been lifting like a beast everyday. I'm about to go do it again. I'm exhausted. Today's legs day. I don't want to do legs day. I have been sleeping extra. That's been part of it. For the last year, I've only been sleeping sometimes just a few hours a night because we've been building all these thing and putting all these things in place, and it's been awesome, and it's been a lot of fun, but totally neglecting like just taking care of my own self. You know what I mean? As far as exercise, stuff like that.
That's what's been going on is I realized that for me to get to the next level that I'm trying to get to because I mean as far as recruiting, check. Got that. It's been running for a year and a half. It's been automatically recruiting people. It's been great. I love it. Everyone who joins my downline, I give them the same system. That's awesome, and it's been a lot of fun. As far as like different areas, got it, but as far as like my routine, I'm realizing that I have got to change my routine if I want to get to the next level. Does that make sense? That's basically what I've been doing is recreating me. That's pretty much it. I'm trying to recreate who I am, the time that I spend, the things that I go and do.
That's totally what's been going on. I got a question from somebody the other day. They said, "Hey, should I invest in Bitcoin?" Now I actually am into that a lot, and I said ... A lot of the stuff you guys might ask is like, "What does this have to do anything with MLMs or entrepreneurship?" It has a lot to do with it, but this person asked me the other day, "Should I invest in Bitcoin?" I do. I love it. It's fun. It's exciting. It's made a lot of money, but here's the thing, you have to have a lot of money to put in in order to really make a dent in your wallet, right? I think I put like six grand in, and it's doubled since then and that's awesome, and it's really cool, but what I did is if you go back, and you look at like okay, it doubled. That's great. That's awesome.
I take that out, that means I've made six grand. That's awesome. It's been in there for what? Like four months. I mean okay. We made like what? An average of ... I'm not good at math on spotlight this year, but what? Made like let's say $1,500 in the month. Can you live on that? That's under really, really rare Bitcoin circumstances. You know what I mean? I told her, it was a girl, I told her, "No. I wouldn't. I wouldn't get distracted with that. I wouldn't get distracted." Because here's what ends up happening is ... It's kind of a rage right now, right? I'm not saying to not go do it or if you want to put something in or go do another investment. The point is just to not have a distraction in general.
If you go, and you have just one thing you're trying to go conquer, like this for me right now, that's it. I want to go, and I want to change the MLM industry. I'm very passionate about it. No one's asked me to do it. I mean I've been doing it and I see all these people doing it in a weird way, and I wanted to help, right? That's the problem that I'm trying to solve. Literally this morning, just this morning, as I woke up, rolled over, I saw an email from someone begging to give me a paid position in some other thing. It happened again yesterday. They're mad at me that I said no. Here's the thing guys, if you put more than one thing in your life, you're not going to do all of them very well.
I say no to so many things. That has become so much more of the secret of how I've been successful than anything else. I've learned how to say no. What was funny is I didn't think that would be something that I'd had to learn for a long time. The moment I got out of college, for whatever reason there was this massive influx of deals that started coming to me. I was like that's very fascinating. I got excited and I'm not going to lie. I got really the wrong kind of ambitious. You know what I mean? I was like I'm going to do it all. I'm going to take it all on. You know what's funny? I didn't get any of it done.
After like six months of work, not one thing actually got finished because there were so many things and so many new things coming at such a regular basis that none of it actually got done. When I actually got really serious though and I started saying no to things very quickly, very quickly, I was very fast to say no. It's kind of like when people say like, "Hire slow and fire fast." I kind of do it the other way around where it's like, "Look, I'm going to just say no really, really fast and say yes really slow." That's been great and it's been my guiding principle for a while now. What's been neat is my focus has gone through the roof. It'd be the same thing. How does this apply to your MLM? Well, a lot of ways.
When we talk about health and routines and whatever it is that you're doing, but if you can build your routine about whatever one thing it is that you're trying to accomplish, holy crap, welcome success because you can't not be. When your brain, and disclaimer, disclaimer, disclaimer, when your brain is solely focused though on just one problem, one thing you're trying to get fixed, it's awesome. You'll fix things. You'll figure things out. It could take some time. You might need other people's help, whatever it is, but you are much more likely to figure it out than for you to go try and figure out like six problems at once. You know what I mean? I was trying to tell this lady that like, "Look, with Bitcoin it's exciting.
Yes. If you have a lot of money sitting on the side and kind of in a reserve, sure. Sure. Awesome. I'm not telling you to. I'm not telling you not to." I was like, "You know at that same time though ..." You guys know if you've ever listened to any of these episodes at all, I believe in a concept called paid prospecting, which is where I get paid regardless if someone joins my downline or my MLM or buys anyone of my products. That's amazing. Last year it made 50 grand on its own. $50,000. That's incredible with no ad spend. Okay? I know I hit the nail on the head last year on that one. That was really, really cool. Now that meant I was making at least $100 a day. You know what I mean? It was pulling at least a grand a weekend.
Okay. Let's see Bitcoin do that. You know what I mean? That's what I was trying to show to her. I was like, "Look, if you go make one of these paid prospecting things, it not only will get you paid, but it can blow out of the water any part-time job, any other thing you might be picking up, whatever it is." That's what Secret MLM Hacks is. That's what I've been putting together is teaching people how to do that. Anyway, I wouldn't have more than one thing in your life. I wouldn't go and say, "Hey, I'm going to do this. I'm going to do that." Just choose one thing. There's another podcast show that I have. I interviewed this lady on it towards the beginning of the show's existence and I still don't totally know what she does and I don't think she does either.
Because she's so allusive on like "hey, shiny objects, shiny objects, rabbit, rabbit, rabbit," she doesn't get any of them done very well. It's the same thing when you see someone switching opportunities like a beast. Like I'm in this now. I'm in this now. I was doing door-to-door sales for two summers because I want to learn how to sell in hardest environments. That's the reason I did it, which sucked, but it was great though. I learned a lot and I learned a lot about selling and persuasion and things like that. It was fun. There was this other couple that was there besides my wife and I. Oh, I remember. I shouldn't say it though. Anyway, whatever. They had Shakeology I think it was. Then like three months later they were in ...
Crap. I can't remember what it was. Anyway, that was like four, five years ago. I think they've switched probably five or six times. I mean they're in so many different MLMs right now. It's ridiculous. That's part of the issue is that people blame the vehicle. Now the vehicle might be wrong. You may need to get out of the vehicle, but most the time it's the person driving it. They don't give it enough time to even work. They don't give it enough time to get things. I'm not going to lie. I don't want to go do this workout right now. Man, I turned down this deal to build an internet sales funnel for somebody for $50,000. Why? Because I'm focusing on my one thing, which is you guys. Does that make sense?
There's some pain behind it, but oh my gosh, there is so much more success in just having one thing that you're focusing on, one project, that's it, that's all you're allowed to focus on. Don't focus on anything else to make a million bucks. You understand? When you do that, it's amazing the resources that will come into your life. It'll amaze you how far you'll be able to take that problem that no one else would be able to because it's very hard for the whole human race to focus on one thing at a time. Does that make sense? Each individual person has struggles with this. If you can master it and learn to say no, learn to say no like crazy, I mean you're going to take it in places that you did not imagine.
Anyway, that's all I got for you guys. I'm sorry that it's been a little while. Just my own capacity has been a little bit capped lately. Anyway, I'm excited to keep going on this though. I'm excited. If you do want to check it out, I just finished ... You know what? I'll do a whole episode about it. It's really, really exciting and I can't believe it's working. Anyways, I have been very hard at work getting all these things together, doing tons. I have a beta group right now. About 20 people who've been going through everything before all of you to make sure there's no kinks in it. Make sure everything's worked out. It's been great. They're going nuts over it. Anyways, the launch itself for this whole thing will probably be in another few weeks.
I keep saying that, but there's a few things I got to finish. I'll do a whole episode telling you guys where I really am on everything. Anyways, appreciate you guys listening. Hope you guys go just focus on one thing. If you got like, "I'm in MLM and I'm focusing on this business over here and I got this over here," in our minds we convince ourselves that that's awesome and we should be worth much or I'm sorry, that we should be worth more because I've got this going and I've got this going. This person over here said, "This is about what I'm doing, but they over here said this." It's like we get into these games where we want to ... It's about status. Not in an evil way.
Not in a bad way, but it's about status where we feel like the more projects we're a part of, the more status we have as a person. We feel more important and that's okay. It's not a crazy thing to think that or want to feel that. That kind of status protection does not equal income. Okay? That's not where it comes from. Just kill every other project you're doing and just choose one. If that means you get out of MLM, great. Whatever it is that you feel like you need to be focusing on and doing only, those are the things to do. Don't worry about anything else. Kill everything else. Get rid of it. It doesn't matter. You'll never get ... What's that? It's actually in the book "The One Thing." It's a great book.
It's a Russian proverb. I'm not going to be able to say it correctly, but it basically says, "Look, if there's two rabbits, you can't catch both by chasing both." Does that make sense? You can't catch both by chasing both. You got to chase just one. It's the exact same thing with this whole thing. You're not going to catch multiple opportunities, guys. You're going to catch one. You're going to master it. If you are going to expand, you're going to hire other people to help you do the job you were doing and then you're going to go get the next thing. That's how this happens. It doesn't happen the other way around. Anyway, just remember what this whole thing like ... That the obstacle is the way.
You know what I mean? Whatever the obstacle is, it's in front of your head. That's exactly what you should be focusing on and pushing through. Wherever the grit is, the thing you're looking least forward to doing is probably the thing you should be doing. Does that make sense? If there's one where it's like, "Oh, I love to do this and it's this looming thing," what ends up happening is we start to distract ourselves from what we should be doing by taking on a new opportunity whether that's an MLM or another business or something. Does that make sense? Start looking at your activities. Start to figure out am I distracting myself right now?
Am I trying to keep myself away from what I know I should be doing by fooling myself into thinking that I'm being productive because I'm working on something else? That's like the easiest progress lie ever. Okay? Start thinking about yourself instead. What do I want? What do I want? What's the thing that I'm going to go for? Is it do I want to build a huge downline? Awesome. I've got a cool system for you. Do you want to build something else? Cool. Whatever it is, choose. Get real passionate about it. If you're not already, maybe that's not the right thing. Does that make sense? Then when you get that thing, say no to everything else. Don't be fooled about progress. Don't confuse progress with achievement.
You know what I mean? I've said that several times on this thing, but anyway, that's the whole point of this. Should you do Bitcoin? If you want to be a pro Bitcoiner, sure, or if you got crap tons of money sitting on the side and you want to do something with it and just kind of sit and hold and invest with it, sure. As like an income, no. Are you serious? No. No. No. No. No. Think about this, when there's a huge swing in the Bitcoin market or stock market or whatever it is, any investing, that means they've made like 10% that day. Well, you better have a lot of money in there to make a difference with 10% and they're excited on that day? You know what I mean? Anyway, that's the whole point of it.
That's all I'm trying to say. Focus on your one thing. Don't get distracted. Figure out what that is. Anyway, I got to go do this work leg workout, which I'm not looking forward to. This guy's a bully, man. All right, guys. You're all awesome and I'll talk to you later. Bye.
Hey, thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to secretmlmhacksradio.com to submit your question and download your free MLM Masters Pack.
What's going on everyone? Last Christmas I went to a Phoenix Suns game down in Arizona. That's where my parents live, and I went with my brothers, and it was awesome. In the stands, we were there in the stands, and the game was cool. It was awesome. We're in this big arena downtown. There's lots of life, it was at night obviously, and the city's alive. It was super fun, right? Very vibrant. A lot of life. That's what it felt like, and you walked in and it was an indoor arena, a basketball court in the center obviously, and it was a lot fun, but I remember sitting down, and I was looking at all the different logos of all the businesses, all the people who had paid to put their name and their logo inside the stadium, right? Lots of money inside of it. Lots of money on those ads. Lots of money, and there are two kinds of these ads though. I remember sitting down and I was looking, and was noticing that there was a difference. There was really two kinds. There was one kind, and this difference is one of the major reasons why I know my upline didn't know how to teach me to be successful when I was doing MLM for the first time, this one difference.
I was looking around, and I was reading all the signs. I'm really fascinated with ads. I'm the kind of guy who would watch an infomercial for fun. I get it. I obsess over it, and I know it's one of the reasons why I've been able to be good at it. I encourage you to obsess over your craft also. But anyway, so I was sitting down and we were in the basketball game, and it was a lot of fun. Very close as I remember it. It was a great game, and like I said, there's two different kinds of businesses that had bought ad space. The first kind was they just had literally their logo and their name, and that was it. That was it. The second kind had a logo, a name, and a call to action. There was an offer on there, meaning it would be like, "Until Tuesday, get two extra tacos for just a dollar each," or something like that. I was like, "Huh, that's interesting." One kind of business type in this arena just wants their name out there, and they're literally throwing money away in my mind. The second part though, they had an actual offer on the ad with a call to action. They were trying to recoup money from the ad space they had purchased. Interesting. Hmm.
Let's think about the difference between those two real quick, because the difference between those two is why I can do paid prospecting, meaning I get paid even when someone doesn't join my downline. Last year I made about fifty grand that let us go, we went on a cruise, my wife and I, we went for our anniversary, I set up a bunch of cool stuff in my home office, we got a gym, lots of stuff that it did regardless of somebody joining the downline or buying a product or whatever it was. Those are the kinds of systems that I give my downline, these paid prospecting systems, and because of this one principle, I'm allowed to do that. Any time you place an ad, any time you go and you put your name out there, this is the reason why I don't have a business card. Any time I go put my business card out there and I say, "Hey, here's my business card," it's nothing. There's no call to action, there's no offer. There's literally no reason. I literally just gave it to them so they could put it in the trash for me. That's it.
I know I did that episode a little while ago about business cards, but this one principle, you've got to understand that there's a huge difference between promoting and advertising. An ad versus a promotion, and most people in MLM, like 99% of them are stuck promoting their MLM. One will get you a lot of money. One will get you almost no money, but you'll spend a lot. Does that make sense? If I am just running promotions, if I'm just promoting my MLM, it means I don't care who I'm targeting, I don't care who sees my ad, I don't care that I had to spend money to get it up there, I don't care to make back the money I spent to put the promotion up there. Does that make sense? When you're promoting, in my mind, it is the absolute least effective kind of marketing that's out there. Big corporations are known for this, right? Massive, massive with huge, deep, unlimited pockets, and they'll go buy an ad on the Super Bowl and spend millions and millions of dollars just to get their name to flash on the screen a single 15 second spot, right? Or even they'll just put their name inside the actual arena itself. That's it. Coca-Cola and their name's spinning around the inside of the stadium. That's it.
They can afford to do that. They've got a massive, massive, massive bottomless pit of cash they can just toss at stuff, right? They're in an awareness branding stage where they don't care about anything else except sustainability, people seeing the name over and over, that's it. They don't care about recouping the ad cost. I care about that. My ability to go and create some piece of marketing where I can recoup ad costs, now we're getting into sales funnels. Oh, baby! That's my actual job if you guys don't know. I build sales funnels for a living, and the reason that they work is because they are based 100% on recouping ad costs. How does that sound as a business owner? Sound freaking amazing. What I did, and what I do, is I place cool pieces of training, these cool tools, things I'll ship to you, stuff like that, for very cheap. Even I'll give them away for free even if someone just pays for the shipping. I do that kind of stuff all the time. After they buy that first thing, I'm like, you know what, if you like that, you also might like this. There's a little upsale that says, "Hey, I think you might like this." A good percentage takes that next one.
Well, now I'm already making money, right? My average cart value is now above what I paid to get that ad out there. That's a way better form of marketing, and most people, they get out there, and all they do is they just start promoting their stuff. They don't care where their ads are at. If you're spending money for an ad, would you not care who's actually seeing it? Think about this with your MLM. Think about this with who you're promoting to. Think about this with the people that you have been even walking to and talking to. Are they even in the market to hear about your MLM? I'm not saying you shouldn't talk to them about them, but I am never, ever, ever going to buy a pink Volkswagen. I'm not going to. I'm not in the market for it. I will never buy it. I do not have a preset disposition to buy that, right? A lot of times, guys, if you want to get better with your MLM, if you want to actually get people recruiting and get people, you've got to solve a problem for them.
"Hey, I'm going to teach you guys how to do X, Y, and Z, or I'm going to give this away to you for free," or whatever it is, and you're paying to place that ad in front of somebody, if you've some kind of loss leader out there, if you've got some kind of product out there, some kind of ad out there, figure out some way to recoup on that ad cost, and now you're getting customers for free. Does that make sense? If I can just get that first interaction to break even in my pocket, in my wallet, boom! You're getting customers for free. You literally have created and redirected a traffic stream towards your direction. How cool is that? That's why I can do what I do. That's why this works. That's why I'm so passionate about fixing this for so many people. What I did is a systematized it. I put the whole thing into a system, and that's what Secret MLM Hacks is. That's what the product is. It teaches you how to do that. That's step one of five. Now, there's four others, which are mind blowing and automate everything. It's true duplication. It's awesome, but that's why.
People ask, like, "Stephen!" The other day I got an email from someone, and this has happened many times. I've been approached by five MLM owners about my system. I've been approached by tons of people who are like, "Hey, I've got this huge team. I'd love to come join you also, and I'll bring hundreds and hundreds with me and put them under you." That happens frequently. Why? Because I solved a legitimate issue in the MLM space. I'm not trying to pat my own back or toot my own horn here. I'm just trying to tell you, if you really want to get massive with this, you can do it. Figure out what your biggest pain point is, solve it, and turn it into a system that you can give away for free when people join your downline. What? Boosh! Value bomb! Does that make sense? I hope that that's clicking. That's all real marketers do. Real marketers. Real marketers, and you're in multi-level marketing, so you're a real marketer. You're listening to Secret MLM Hacks Radio. You're a real marketer. Real marketers try to spend as much money as they possibly can in order to acquire a customer, and then they figure out how to break even with that ad cost. They figure out how to make that money back.
My friends, that's the kind of stuff the uplines don't teach. That's why I am. Does that make sense? I had to go to a different industry. I had to get an expertise in a different area and come back to the MLM space to help teach that. That's why I'm doing this. So anyways, I've got books all over the place. I love books. I don't read them as much as I want to right now, I'm in kind of a different execution phase as I go, but anyway, I buy almost every MLM book that I see, and it's because I want to see what they're doing. If someone takes the time to write a book, they have to have some good ideas, unless it's like a pamphlet. I go though and I start reading through it and I figure, "Hey, that's cool. Oh, that's bad. Oh, that's cool. Oh, that's bad." You know what I mean? Anyways, I'm not going to tell you the name of this book because I got some positive feedback and some negative as well, but this book goes through tons of low cost tactics for growing your network and advancing to the top of your pay plan. It's cool. There's some great stuff in here, there's just a lot of stuff that I also totally disagree with.
So let's think back to my experience watching that basketball game, right? There are certain pieces in here that are just straight promotional when I was in that basketball game, there's certain pieces that were floating around and companies paid all this money. They're just trying to promote their name, get their name out there, but then there's other pieces where I can tell it's an actual ad. I can tell that they are actual marketers. I can tell that they are trying to recoup an ad cost, and there's an offer attached to the ad. Does that make sense? In here, here's a list of things that you're not supposed to leave home without. As an MLMer, this is what these authors say you should never leave home without. Number one: soundbites. That could be a cool idea. I'd put them on flash drives, you know? That way you can hand it out, but I'd tell people that you don't have that many on you and you want to get it back from them so they've got to call you back or something like that. Don't leave home without testimonials. I actually agree with that one also. That's awesome. Testimonial from someone else is worth way more than you own words.
The next thing it says is business cards. I actually really disagree with that one. I don't have a business card, I don't plan on making a business card. The only time I ever made a business card is when I had a promotion thing on it, and it was for a specific event that I was attending, and I could measure the effectiveness. It's kind of interesting. Anyway, brochures. Brochures in my mind are like websites. I think websites are garbage, and it's like hitting a flat wall. Internet sales funnels, though on the other hand, that's where the money is. Oh my gosh. A website though, like a brochure, brochures, that's a great way to just print a whole bunch of stuff and waste a lot of money printing stuff. I hate brochures. How many times, like okay, let's say you spend tons of time going out there and actually hiring some awesome sales guy, but then all he does is he stands in front of the store and just hands out brochures. How many sales do you actually get from a brochure? I don't know. I've never had it happen. Same thing with the next one on here, which is catalogs. Now, I get that that if you're selling the products and stuff like that, but I don't know.
Article reprints, maybe, but it's got to be a give and a take thing. You can't just hand them out like candy, meaning somehow you've got to get that prospect to invest in a relationship too. That's why I ask people for their email or their phone number or something, that way I know that they have invested in the relationship back. They've also given. I can't just give for free free. You've got to sell stuff that's free also. Tip sheets, I don't even know what that is. Research studies, maybe, but I feel like when you pull out a research study, you're farther along in the sales process. I don't really lead with a research study. I don't know. I don't know what my opinion is on that one, but that sounds a little more promotional. These are all promotional things almost. Now, CDs and DVDs, I agree with that as long as you're not giving it away for free. CDs and DVDs, somehow they've got to pay for it. That's why I do free plus shipping models all the time. It's free, but they pay for shipping, so if someone isn't willing to pay just a few dollars in order to get something that could benefit themselves and their business and their life, I don't want them to even be a lead. Does that make sense?
Okay. I'm sifting. It's literally filters all over the place. Okay, next one. Next one on here it said is bookmarks. That sounds like a supreme waste of money. Toll free number, don't need that. Google Voice is totally fine. Next one on here is voicemail. That kind of comes with it. I don't know why that's considered to be a promotional item. Next one on here, recorded info my phone. I mean, if it's a free training or something like that. Bumper stickers and buttons. That's a supreme waste of money. I would not do that at all. How the heck would you recoup ad costs from that? I mean, I guess. I just hate that. I come from the direct response marketing world where we measure the direct response on the actual consumer the performance of the ad, so if the ad sucked and the customer didn't do anything with it, we're not going to keep spending money on it, but that's exactly what this book's telling you to do. Product samples. Yeah, but again, I would somehow figure out a way to make these guys, somehow you've got to get that customer to have skin in the game, so either make the offer better or make it super cheap on their first one, or collect some information from them that's usually more hard to get, or set up an appointment to come back. You know what I mean? Something.
All I'm trying to say is, let me wrap this up here and I'm going a little bit while here and I'm getting a little more in the weeds. Sorry about that with this episode here, but the whole point is you've got to ask yourself in your MLM business, are you promoting your MLM, or are you advertising your MLM? You're a true marketer. You should want to spend as much money as possible. Please, for the love, become marketers, real marketers, and learn how to use ads. Now, it might help you to know that I don't know how to use Facebook ads. I know how to use other ads, so I hire someone out. I just go find someone. There's people all over the place that will do that for you. It's great. It's awesome. I didn't have to learn it. I used a team. I outsourced. Does that make sense? It's the same thing for your guys. Think through what are the things, and I'm not telling you to bag on or nitpick on your upline or anything like that, but just think through effectively, I mean really honestly. What are the things your upline has told you to go do that is straight promotion based? Waste of your freaking money, money you should be spending on ads that you can track and see the effectiveness with rather than hand out a brochure.
You're never going to see them or that brochure again. You know what I mean? Has it happened where someone actually gets recruited from it? I'm sure, but the effectiveness and efficiency of it is so, so, so small, you have to hand out billions of those things. That's just, I get sick thinking about it. I hate marketing like that. That is so awful. Find out what things you're doing where you actually can't measure a direct impact on. Does that make sense? If I'm going out and I knew when I was doing door to door sales, if I knocked on a hundred doors a day, I was going to get at least two or three sales. That was good. For what I was selling door to door, that was actually pretty good. I just tried to do that, and that's how I measured it. My marketing was my actual walking door to door. Does that make sense? Figure out what it is that you're doing, and try and figure out are there tasks that you're doing, are there tasks that your upline is having you do where you're just kind of being busy rather than actually pitching people?
That's what's so cool about ads. Ads let you pitch people. You spend a little money to get it in front of them. That's fine. Figure out how to recoup the ad cost. As soon as you do that, man, you just got yourself an unlimited source of leads. That's the kind of stuff that I never had any MLMer ever mention ever that I'm excited to keep teaching you guys inside my new product that'll be coming out soon. Yes, that's a shameless plug. I hope you guys all get it. I'll be offended if you don't, because it is freaking amazing, and there's nothing like it in the MLM space. I literally had to create it. It's been four years in the making to put this thing together. Got some awesome guests coming in and teaching stuff, got some awesome. Anyway, you guys will enjoy it. Hey, if you want, hint hint, nudge nudge, look at what I'm about to do right here. Watch the magician's hands. Watch the man behind the curtain. Listen to me right now. If you want me to teach your downline more about systems they can use to recruit the right people, attract the right people, create automation in the recruiting process or in the lead gen process, if you want anything like that or you want me to be teaching you that, there are five free videos you can go get at SecretMLMHacksRadio.com.
When you opt in, there will be five days. They'll come five days, one in each. I'm sorry. I'm saying this super messed up. There will be one video that comes each day for five days, and it's going to walk you through. Each video's 15-20 minutes long, and it's going to walk your downline through ways they can set up your MLM in a way to make it unique and sexy and attractive again in a world where MLM is no longer that. I'm very excited to show you how to do that. It's free. I recommend you watch it with your downline, send it to your downline, and guys, I hope you enjoy it. Guys, I'll talk to you later, and we'll see you next episode.
Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own downline five simple MLM recruiting tips for free? If so, go download your free MLM masters' pack by subscribing to this podcast at SecretMLMHacksRadio.com.
What's going on, everyone? This is Steve Larsen, and you're listening to Secret MLM Hacks Radio. So, here's the real mystery. How do 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.
Hey, guys. Hope you're doing great. I hope the week's gone fantastic, and I hope that the rest of the day goes well for you as well. Hey. Listen. I grew up in Littleton, Colorado. It's a city just outside of Denver. I loved it. It was a lot of fun. It's a city right in between Denver and the mountains. It's kind of an outdoor playground. I loved it a lot. Growing up though, I was always kind of the kid who was trying to sell whatever knick-knack to whatever person. You know what I mean? I was like in the movie Hercules, that guy that was running around asking people if they want to buy sun dials. You know what I mean? I was that guy. I've always been trying to sell stuff.
What was funny about it is I never realized that I was that kind of guy, and you probably can relate with me. I never realized that I was that kind of ... There was never that introspective moment like, "Oh my gosh. I'm that guy," you know, like, "Oh my gosh. I like sales. Oh my gosh. I like business." What was funny is when I got into college, I still had not captured this persona. I had not owned who I naturally am yet. You know? I had not owned that, and so it was weird. I was in business classes, and I was going to marketing classes, and we'd be learning all sorts of crazy formulas and all this stuff, and people would ask, and professors, and teachers, and leaders, and stuff, they'd ask, "Hey, Steven. What is it you want to do?"
Deep down inside I always knew I wanted my own business. I always wanted to be able to run my own thing, but I almost ... I got my perception of what it meant to be an entrepreneur from a lot of Hollywood stories, and from a magazine articles, and from YouTube. This whole persona of what it meant to be an entrepreneur started sitting down on me. It was weird. I had a hard time accepting the fact that I wanted to be an entrepreneur, because in my mind, thank you very much, Hollywood, I was falsely believing that to be an entrepreneur it meant I had to be greedy. It meant I had to go out and I had to be this guy that was constantly wearing a nice suit. There was always a briefcase in my hand. I was walking all to a meeting always. You know what I mean? It's super ... I didn't know what it meant.
All I knew was I wanted to run businesses, and I had been doing it in college. I had started several. Several of them were actually quite successful. It was actually a lot of fun, but I had a hard time telling people ... because all the other students around me, all of their goals were always like, "Hey. I'm going to go work for JP Morgan. Hey. I'm going to go work for this. Hey. I'm going to work for ...", you know, huge, huge people. They're like, "Steve, what are you going to do?" I'm like, "Well, I am going to start a business."
I remember the funny looks that I always got, and I had a hard time, because I was excited to tell people, "Oh my gosh. This is what I want to do," but the reactions that I would get were so ... I don't even know what to say. They were negative almost, not negative, but it was always like, "Oh. You're that guy." You know what I mean? That was the like, "Oh. Good job. Go try it. Oh. Good job. Yeah. Oh. He's going to be an entrepreneur." You know? That was the mentality that I could tell a lot of people ... the reaction that I would get a lot of times.
And so, for years, with everyone, I mean everyone, with not just friends, but family, you know, my wife, parents, I mean, anybody, anybody, those closest to me, and even myself ... I had a hard time accepting the fact that I wanted to be in business for myself. I had a very hard time saying that to people I respected most. I had a hard time owning my natural desire. That's literally the entire topic of this episode. I just wanted to ... As I've gone and this secret MLM Hacks product is about to launch here in the next little bit, as things are starting to fall in place ... I mean, I've had to become more and more clear with what it is I actually want, and I had to have learned to be okay with that, not that I wasn't okay with it, but I had a hard time telling people what I even wanted, what my goals were, because I was afraid of offending someone.
I had a hard time in college telling people what I wanted, because I was afraid that people would look at me and go, "Oh my gosh. That's a greedy guy. What? You just want money?" I'm like, "Yeah. I am intentionally trying to make a lot of money. You know? And you should be too." If it's not something that you're okay stating in a food court and publicly, start checking yourself. Why are you doing what you're doing? Are there internal desires that you have that are not being consistent with what you're saying? I guarantee you that as soon as you start to put your words in your conversation and the conversation in your head and it starts to actually line up with what is inside you, oh my gosh, you guys, stuff starts falling into place for you, because you get true. You get forward. You start to tell people, "Yes. This is what I want," and you move forward, and you start going and going.
You know, it's funny. There was an MLM I joined when I was in college. I didn't know what I was doing. I was trying. It was a good experience. I'm glad that I did it, but there was this MLM that I joined in college. I had a hard time admitting to people that I had joined an MLM. I wasn't willing to admit to myself or to others that I was in an MLM. Have you ever felt this? My guess is that you have. If you're on this podcast, you've probably had that feeling before. You know? There was even a different one that was local to where I was.
I was not a part of it, but there was the actual headquarters for a different MLM was near where I was. If I said the name, you all would know it, so I'm not going to say it. But they came out and they started trying to tell people that they were not an MLM. It confused the crap out of all their people, like, "Wait a second. What?" "No. This is not a multilevel marketing company. This is a direct sales company." They kept trying to change the name. I started noticing that all of these people started trying to do that too, that the term MLM was almost like a swear word. I get it. I know that there are people who go make a bad name, but that's true for every industry, but masking it is you merely not owning what it is you actually want to do. Does that make sense?
Okay. I went online real quick here, and I actually started looking through all the different phrases that are synonymous with MLM. What are the other things that we can call MLM without calling it MLM? Well, we could call it network marketing. It's like, okay, that's a pretty standard one. Direct sales, right? Direct selling, referral marketing. Oh. That's not MLM. Business opportunity. It's like, "What?" This one killed me. I heard this one today actually, circle of influence marketing. Circle of influence marketing? What? How much denial are you in to say that? Okay. Anyway ... I'm trying to be sensitive to this, but ... Pyramid selling. Now, that just sounds crazy.
Anyway, there's a lot of friends that I had and a lot of peoples I started rubbing shoulder with. Every time I saw someone who was in an MLM, they would go out and they would start to say, "No. No. No. It's not an MLM. It's just this." Okay. By definition, by law, if it's three tiers ... If it's two tiers, that's affiliate marketing. It just means you have a rewards system for the second tier. If there are three tiers, if there are three tiers of compensation, it is by definition an MLM, right? Multilevel marketing, multilevel marketing.
You know, I had this moment a little while ago, where ... I'm not sure if you guys ever read the book, The ONE Thing, by Gary Keller. Gary Keller is like Keller Williams, real estate, you know, massive, huge, huge, huge real estate company obviously. But Gary Keller goes through and he starts talking about how let's think forward about what your goals are. What is it that you want to be? What is it you're trying to become? What's your some day goal? What the thing that you want to be doing in 10 years?
What's funny, what's interesting, I actually, for a long time, I kind of shunned that question. I have no idea what I want to be doing in 10 years. I have no idea what I want to be doing in five years. I know it revolves around me having my own businesses still. I know it revolves around me charging the path and honestly doing a lot of the same things I am now. I'd love to have my own software company. I'd love to be able to ... It's interesting to start thinking that, like what is it that you actually want? Are the things you're doing today actually contributing to that long term goal?
There was this ... I can't remember where I've heard this. I've heard this several times though. There was this ... I think so anyways. Anyway, regardless, there was this billionaire that was getting interviewed on some .... I can't remember where it was. Anyway, this billionaire was getting interviewed, and he was giving advice. This was his advice. He said, "Okay. Think through your 10 year goal. What is it that you really want to get? What is it that you want to be? What do you want to have? What do you want to be doing in 10 years? Get really clear on it." Okay. 10 years.
Now, what would It take for you to achieve all of that in the next six months? That's crazy. That's nuts, right? He said, "That's how billionaires think." They just go through and they do the most important tasks, and all their tasks are only focused on that one thing, no distraction, complete honesty with themselves as they do it. There's been several times, I know that you guys have probably seen the same thing before, because a lot of time the people get into MLM, it's the very first business thing they've ever tried ever, which is great. That's awesome, but part of that is someone needs to start ... the new person needs to begin owning what they really want. Some of that takes some personal acceptance. Sometimes that's hard. That's not easy to do.
There's a lot of belief involved in your own self to go and do something like have your own business, or have your own MLM position and make it successful, or start anything new, or charge the path of something that's already been proven. You know? There's a lot of belief and this level of self-confidence, and it's something that it took me a long time to go get before I felt like I could stand up in a food court and say, "Yes. I am Steve Larsen, and I want to be an entrepreneur. I am Steve Larsen." For a while it took me a long time to just to say I want to be an entrepreneur. It took me an even longer amount of time to say, "I am one." Does that make sense?
You are in MLM. You area multilevel marketer. Own the thing. The more people you're offending by saying that, the better. It's counterintuitive. It means you're actually marketing. It means you're actually doing what you should be doing, right? There's a great marketing quote, "If you don't offend someone by noon, you're not working hard enough." It's the same thing for multilevel marketing. You got to believe in yourself though while you do it. I wasn't planning on doing an episode about this. I honestly just sat down. It's been on my mind, as I've watched other people start to grow and start to gain the personal development that MLM requires and any kind of business requires, is belief in one's self, right? This total trust in what it is you know you want, not just to believe it, but to say it to other people.
There's a great quote I cannot name. I don't know ... I can't say his name, as I'm not good at other languages, besides English. He said, "Man is made by his belief. As he believes, so he is. Man is made by his belief. As he believes, so he is." It's fascinating. Ask yourself, what are you believing? What if you believed about yourself? What if you believed about your potential and your capacity, what your actual goals are. What are those beliefs? Start getting real with yourself on what those things are. Start figuring out what that goal is in the ... You know, what's nice about setting that goal our there is that it actually makes a lot of decisions for you. You no longer have to think, "Oh. Should I go do this? Should I go do that?" No, because it's not part of your original goal.
If that's not part of the thing you're going for, then decisions made for you. Don't go for it. Does that make sense? It's been one of the scariest questions I've started asking myself lately, what do I actually want? Right? That question has led me ... I mean, I most said something I'm not allowed to say yet, but it's one of the freakiest things. Me getting real with want I actually want has led me to me to do things that others are calling ludicrous, but because I am driven by my end goal, and I'm finally confident in stating what that is to myself and to others. I just legally, I don't know if I can say it yet. It'll be very exciting. Stay tuned to this podcast by the way, but I believe in this product that I'm launching that there are massive measures being take, so that it changes the MLM industry. That's the whole goal.
I'm tired of how things happen inside the whole industry. I'm tired of the whole tactic's stuck in the 90s. You get MLM, it's broken out of the box. The tactics the up line teaching aren't totally aren't totally accurate. Anyway, I'm not saying they don't work, but they're not effective. They're not efficient, I should say. Anyway, side rant, but it's been fascinating. My whole question, my whole hope, while you are actually pushing, wherever you are in the journey. If you're starting out brand new or you're far into it, or whatever it is. Start asking yourself, what do you actually want?
I challenge you, once you know what that is, number two, own it. Man, put it all over your wall. I mean, I've got quotes all over the place. I've got quotes on my desk. I've got quotes literally, all over the place just things, just trying to keep my in state. Remember the goal. I've got this goal that's constantly going through my head. It's two thousand seven hundred and I think thirteen dollars a day. If I do that, that's a million dollars in a year. $2,700 a day. I had a hard time admitting that I wanted to make that kind of money for a long time, because I had to break ways that I was was raised in. I had to break beliefs of, you know, that I picked up in school that weren't correct. I had to break beliefs of people who are well meaning, but ill informed, as far as my potential and the things I wanted to do, and you're the exact same way.
Start thinking through the believes that you have about yourself, and your potential, and the things you can do, and get real with them. Call it MLM. Don't sugar coat it. Whatever it is, your dream, the industry you choose, the thing you're going for, if you're not clear about what it is you actually want, don't expect anyone else to be clear in helping you. Does that makes sense? I hope that makes sense, what I'm trying to say. If you're not excited, no one else is going to be excited for you. You're the only person who cares about your own success, not that other people don't care about you, but you're the only one who's actually going to drive it. You know what I mean? No one's going to call you accidentally and be like, "Oh. We've got 100 people who want to come join your down line."
That happened to me about two or three days ago. Someone emailed me, again, wanting to bring several thousand people of their down line into mine. It's like, "Oh my gosh." It's because of the stuff that I do, the stuff that works. I never, ever, ever, ever tell you guys what MLM I'm a part of on this podcast, for that reason. That's not the purpose on it. I am not here to recruit. I am here to share the tactics. I'm here to share the mindsets. I'm hear to share all of the different pieces, and the methods, and the marketing, the automation that I use to actually automate my down line. To make a sustainable, duplicatable down line, actual passive income.
I think my first check in MLM was like 13 bucks. I was like, "Oh my gosh. My tactics have got to switch, because this is not ... I'm not doing this." Anyway, I'm not bagging on anyone who's doing that. I'm just saying there's other ways, and there's much better ways, thanks to technology. Anyway, I hope that's making sense though, what I'm saying. Be real with what industry you're in. Don't try to sugar coat it. If you're in MLM, be freaking in MLM. If you know what your goal is, stand up and shout it from the rooftops, "This is my goal. Get it out of the way. That's what I'm doing, right?" I wish it had not taken me so long.
As I was growing up and I started doing this stuff, I wish I had been more confident in what my goals were. I was so nervous about what other people were going to think about my goals. I was so nervous about my ambitions and what other people were going to say about them. It's stupid. Don't do it. Get clear with it on yourself, and then get clear with those around you, and your friends, and your family, and your loved ones, and your spouse. If anyone around you asks, "Be real, clear, open, and honest."
Steven Larsen, what is your goal? I want to make a lot of money, so I can be heavily involved in philanthropy. That's my goal. There's numbers attached to that, and there's timelines attached to that, and I'm trying to break them all, and I'm trying to go as hard as I can, and push hard, and everything, but that's the goal, make a crap load of money and do a lot of humanitarian work. I had a hard time for a long time accepting that that's what I was trying to do, which is stupid, right? A lot of people would hear that and go, "That's a great goal." Well, I don't know why, but I was really embarrassed to say that. You know? I don't know how, but I want to change the world. You know? Anyway, just get clear with yourself and your goals, especially if you're brand new inside of business in general, or trying stuff new, or whatever it is, you can't lean on the approval of other people for very long. That's going to let you down real quick.
Anyway, I'm starting to rant now. I usually do not get on a soapbox like this with these episodes, but anyway, regardless, hopefully it's been harmless. Hopefully you guys have enjoyed this. If you have, you know what would be really nice? I got onto iTunes the other day. I would love it, if you wouldn't mind, go over to iTunes and leave a review. I would love to know ... I do read them. I got on iTunes the other day, and there's a whole bunch on there. I was like, "Whoa." This podcast has only going for like two months. This is super cool. What month is it? Three months I think. Anyway, regardless, I would love a review if you guys wouldn't. Open, honest feedback. I read it, good or and, I would just love to hear what you have to say, so anyways, hope you guys are doing great, and I'll talk to you later. Bye.
Hey. Thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to SecetMLMHacksRadio.com to submit your question, and download your free MLM masters pack.
What's going on everyone? This is Steve Larsen and you're listening to Secret MLM Hacks Radio. So here's the real mystery. How do real MLMers like us, who didn't cheat and only bug family members and friends, who 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.
Hey. What's going on guys? Hope the week has gone fantastic for you. I love reading. I actually really, really love reading. What's funny is I hardly ever get to, ever. But I love books. There's something about a book. And today I wanna talk about one of the most influential books, most influential for my career I should say, that I've ever read. I've read a lot of books. I just dropped another $3,000 on books. I built another book shelf in here. I love books. They're ... you think about some authority figure trying to convey an entire career's worth of experience, and condense it down into a couple hundred pages. Oh my gosh! Why would you not wanna read it. You know what I mean?
I'm not actually that fast of a reader. I get too analytical about it, and it takes me like two months to read one book, you know, because I read a paragraph, and I think about it, and I take notes, and I think about it again, and then I write more notes, and then I read the paragraph again. And then, I can go on to the next one. It takes me forever. I get way too analytical, but I really enjoy it though. And I hope that you're taking the time to study. Honestly, I believe that one of the main reasons why people stop being relevant is because they stop learning. They don't know where their own place in their own ecosystem, because they're not seeing the works of the other people inside their own industry.
So, if you're not reading, especially in MLM, my gosh! Go get a whole bunch of ... just look at MLM best sellers on Amazon. Start buying 'em, and read 'em, and drink deeply. So anyways, one of the books I really, really enjoy is a ... both for the title, and for the actual content, is a book called "Ready, Fire, Aim" and I guarantee there's a lot of guys who have listened to ... who are listening to now who have probably read this book. And I ... it's awesome. It's fascinating. It's fantastic. There are parts of it that are a little bit more nitty gritty, and there's other parts of it that are like, okay, that makes sense, you know, here and there.
There was a guy that I was working with at one time, and I actually think I shared some of the story in a previous episode, but I think it's worth to go back over a little bit. But he and I were actually in college, we were starting ... he was getting his wife a new diamond ring, and he's the man, honestly ... good friends, still good friends. This story taught both of us a lot. And basically, he wanted to get his wife a new diamond ring. And he found a place where you could custom build your diamond ring. And he'd send in all these pictures for the diamond ring, and he'd send it on over. And basically, what ended up happening is they would take the three or four pictures that you'd send in of rings that you like, and they'd send you back this blue wax replica, this blue ring, because it was made of max. And they wanted to make sure you liked it before they actually created the band, created the diamond ring band.
And then you would go and you'd choose your cut, and your color, and your clarity. And you would go ... and the shape of the diamond, and it was really quite the fascinating process. Well anyways, he went through this whole thing, and he got the ring back. And he decided that he would take it and actually get it appraised at a retail place. So he went and he got the ring appraised at Jensens. I think that's what it was, Jensens rings. And they appraised it at like $1,200, and he was like holy crap. He bought it straight from the supplier, so it was a lot cheaper. He cut out the middle man. And by doing that, he only paid like $300 for this ring that was retailing for $1200. We're like, "What!" That's insane. Oh my gosh. We were these college kids. And he's like, "Dude, we should sell these. Why don't we do this?"
And it was like, "Cool man. Let's do it." And so we started putting all these pieces together, started all these ... and we did everything we could, and started getting these things together. And it was interesting because it was a lot of work back and forth with these guys to get one ring made. So we sat down and he started coming up with these different plans, like what our future store would look like. And he started coming up with these different plans of our little slogan, what our logo looked like, what our colors were ... all this crap in business that actually doesn't turn dollars. And I got frustrated with him. We're buddies, hope he's cool with me sharing that. And I got frustrated with him.
And I was like, "None of this stuff matters man. This is not what turns a dollar. We're getting confused with the activities of business rather than business itself. Right? Actual sales." So he ... anyway, we went through and we got our first sale, and we're so excited. And I got back to his apartment after classes, and he's like, "Hey dude. It went super well." And I was like, "Yeah. Tell me about it."
And he goes, "Dude. So it was $300 right to the manufacturer themselves, and it was another $1,200 ring appraisal value." He's like, "Dude. I sold it for $325." And I was like, "What?!" I was ticked. I was like, "$325 ... we made $25?" And he's like, "Well yeah man. I was trying to give him a good deal." I was like, "Give us a good deal. You could still give ... you could charge $1,000 and still have a good deal in there."
And ... anyway, it ended up being this big thing and we didn't end up keep going ... you know, continue going with it, which we probably should have, probably would have made some actual real change with that if we kept going with it. But, there was this fascinating phenomenon that started happening. As we were in the middle of planning this thing, we were tying to figure out our business while we're trying to figure out how we actually made money. I don't really look at the comp plan that much. There's much smarter people than I am who actually look through that stuff, and tell me the best ways to play it, and stuff like that.
But you should know your comp plan. How do you actually get paid? What is it that you actually paid on? Do that thing. Get really good at just that thing. But there's this phenomenon that started as I was ... as we started planning this. And what started happening was I felt the need to start making everything I was doing a secret. I was like, "Crap. No one can hear about this thing because everybody's gonna steal it." And it's like this big thing. Everyone thinks that. They're all gonna steal my idea. They're all gonna steal my idea. And I had this professor, at the time, actually it might have been ... if it wasn't that exact semester in college, it was a different one.
But I had this professor who talked to me about this exact thing. And he goes, "You know what's funny Steven is that most the time you actually benefit like crazy by sharing your ideas." I was like, "What?! People are gonna steal 'em. Are you kidding me? And that's what I told him. I'm sure that's what you're thinking too. I was like, "People are gonna steal 'em. No. Mister Professor. Why the heck would I tell everyone my ideas. People are gonna take 'em. They're gonna steal 'em. They're gonna go off and sell 'em. They're gonna be the ones that profit from 'em. I'm gonna be the one who gets screwed, and lives in a ditch." You know what I mean?
And that's how most people treat, sometimes, their ideas ... in fact, a lot of times, their business ideas, the things they wanna go do, maybe something fresh angle you have on your MLM, maybe it's some fresh thing ... you know what's funny is I have gained more, and revenue has gone up by sharing my idea rather than trying to protect it. And it's exactly what this book "Ready, Fire, Aim" talks about in one of the ... it's like a third the way through. I just wanted to read the quote real quick here because I think it applies exactly to MLM. You guys are going, and you're trying to ... you know, you're recruiting, you're working hard. You know, how can you actually get more interaction from people? How can you actually get ... the way you do it is by sharing the idea.
How do you prove that the idea ... you know, it's so funny, a lot of the way the corporate world runs when you actually start a business, and you get something out there, is, "Hey, let's go get a whole bunch of VC funding, and we'll build this entire business structure before we've ever even made a sale. And then when we've got the structure, then we'll start selling."
It's like, no, that's totally backwards. That's totally ... that's crap. That's backwards. I don't believe that with a single ounce of my soul. First, start selling. First, start proving the concept. If you've never actually sold your product, it's time to go do it. Sell your stuff. Figure out how to sell it. Figure out how your up line's selling it. Figure out ... and model them. Anyway, so I'm gonna read this here. Specifically so ... the book's written by Michael Masterson and here Michael Masterson's talking about how, when it comes to your company ... so here, he's not talking about MLM, but you can apply it to MLM. He's talking about with your company, and your employees, or your down line, or whoever it is like the people who are on your team.
Don't hide your secrets from them. Don't hide your ideas from them. Don't hide your ... Don't hide whatever your secret agendas are. Don't have secret agendas. Anyway, that's what he says right here. So he says, here it is, this is on page 116, and I actually took a pen, and drew a big box around it, and ... anyway.
He says, "Resist the temptation to create a culture of cliques and politics in your company, by sharing all your knowledge with everybody. Don't hoard your secrets. They will become stronger and more useful to you after you share them." Ooh. Powerful. Powerful. Are there any secrets? What are the things you .... here, let me read it one more time."Resist the temptation to create a culture of cliques and politics in your company, by sharing all of your knowledge with everybody. Don't hoard your secrets. They will become stronger and more useful to you after you share them."
And ... anyway, it's such a powerful, powerful concept. Most the time, like I say ... and people go and they're like, "Hey. I wanna be able to go and I wanna have the upper hand here, so I'm gonna withhold information from other people." It's like no, no, your idea is gonna get stronger. Number one, as you say it, you'll hear what you're saying and realize, "Oh, that's a stupid idea. Oh, that's a great idea. Oh expound here."
As words are leaving your mouth, you will be improving the idea itself. Second, as your words hit the ears of the other person, they will think "Wow, that's interesting. That's really cool." And they'll give you information whether or not they're trying to by their reaction. How was their reaction? Was it a good reaction? Cool. Oh that's validating. How is that validating? What else would you do with that idea? I mean, is that cool to you? Tell me about that. Or maybe they'll give you a bad reaction. I don't know, that sounds stupid. Oh Okay. No. Thanks for telling me. What about that sounds stupid to you? What about that idea was not good? Right?
And when you approach it that way because what ends up happening is everybody treats their businesses and their ideas and their little things, like babies. They're like, "This is my little baby. Don't touch it. Don't insult my little child." It's not even full grown yet. In fact, it's not even a child yet. I haven't even tested it. There's not even a freaking sell behind it. But don't you dare stab my idea in the heart. Right? And they start treating their business that way, and it starts ... with MLM. They'll do things like not call it MLM for the sake of trying to look like it's something else. Call it MLM. It's MLM, you know, or whatever. But don't be afraid of your own industry.
Don't be afraid of ... it's like Voltimor in Harry Potter, you're not trying to, you know, "The industry which must not be named." Be open and honest about it, and what it is that you do. And what's funny is when you have those ideas and you start sharing them, they will actually build, and grow, and you'll see connections. Ideas work when you start to mull your head over them. And when you start to push those ideas out to others and watch their reactions come back. That's data, whether it's subconsciously, you might not even be thinking about it and the idea gets better, and the idea gets better, and the idea gets better.
Think about your MLM. What can you do that nobody else is doing in your upline or down line? And one of the easiest ways to come up with what that is is to look at who is being most successful in your MLM. I guarantee you there are other things that they've been selling or doing, whatever. They've created some kind of offer. They've created some kind of cool thing. When you join my down line, you get X, Y, and Z to help you in your path. That's proprietary that nobody else has. Well freak, figure out what that stuff is and go create your own version of it.
And take that idea and go expound on it. Talk about it with your down line. Talk about it with your team. Be a team. Share those ideas back and forth. You know what's funny is when I learned that concept, that was about four years ago. And so I started sharing all my ideas. And I think there's maybe one guy in the tens of thousands of people who've downloaded some of my episodes, whether on this show, or my other show, or speaking on stage several times, or ... you know what I mean. There's maybe one person ever who has maybe come close to what my idea actually was and replicating it. 98 percent of people are gonna hear your idea, react somehow, give you some kind of spin off on it, whether or not they like it or don't like it. And they'll never do anything with it. 98 ... tons of people. Maybe one percent were gonna be like, "Oh. That's so cool. I should do that." But they're not going to do anything.
And then maybe half of a half of a half of a half of one percent of people are actually going to actually try and actually launch and do ... but you know what's funny, what's cool about humanity? We're all so different. Even if they actually go do launch your thing, good for them. It's gonna be different than how you were planning on doing it anyway. And competition is good. Don't fear it. If they launch something, and it's similar to yours and it fails. Well shoot, good. That just saved you. Didn't it? Go figure out why it failed, improve on it, relaunch it, and be successful with it.
That's how ... that's like half of the medical industry, I mean medicine and stuff. Anyway, competition's good. Don't hoard the idea. I had the phrase go through my head as I was starting to think through this episode. Secret secrets are no fun unless I am a part of one. But I really kind of wanted to kill that last one and say, "Secret secrets are no fun." And we'll just call that episode that for this one, because that's the whole idea of the episode. Your secrets and the little plans that you have, they do nothing for you when they're just sitting in your head. They do nothing.
Your whole challenge and the joy of entrepreneurship comes when you choose to create, and bring to life, something that never existed before. That's powerful. That's why I do this. That's ... I love to create stuff. And I have obsessed over the process of creation for the last four years. And that's my favorite part, creating something that never existed before that brings value to the world, and legitimately solves actual problems in the market. Oh my gosh! That's so fun. And the only way I've ever found to actually be successful with it is to share my ideas like crazy. Hence this entire podcast, which is showing you my whole process as I'm actually creating the Secret MLM Hacks product. I am documenting my journey along the way as I've been building this thing.
This is my fourth launch of it. I launched it once, figure out what was wrong, took it out. Fixed the thing, relaunched it, cool that was fixed. But now this part was too hard, or I didn't clarify this enough. Took it off, relaunched it, put it out and it's iteration back and forth and back and forth and back and forth. I didn't fall in love with the product. I realized that it was always broken. It's the same thing with your MLM. Your MLM, out of the box, is broken. You have got to figure out how to iterate off of what your corporate has already done with it. It's your business, so treat it like a business. How can you create something new in the marketplace? How can you create value? How can you put something out there that's never existed before? That's gonna come with a lot of ideas.
That's exactly what my product is supposed ... shows you how to do. That's all I do on a day to day ... that is literally my job is I create products, info products specifically, online. And so, I'm just taking the same formulas that we use that have made millions of dollars and I'm showing you how we do it. And we're doing it in MLM space, and it's working. So, that's what the whole product's about. And I'm excited to do it. And it's been idea after idea after idea, and there's probably ... I'm not talking about my down line, I'm talking about the actual company Secret MLM Hacks, there's probably six or seven people on my team now.
I'm talking about the actual company, Secret MLM Hacks. And then, there's probably another 25 people on top of that, who I tell everything to. And I bounce all of my ideas off of. And I don't hold anything back. And what's funny is, those that say, "Hey that's awesome." And they don't want anything to do with it, that's fine. Or they'll say, "Hey that's awesome. I got something for ya that you weren't thinking about."
Or they'll say, "Hey, that's cool. Actually I don't wanna do that at all. That's a bad idea." And I can ask 'em why. And it just doesn't ... anyway, I think I've ... I think I'm beating a dead horse now, but I'm just trying to tell ya. Don't hold back your ideas. Don't create secrets. Just be super open, and crazy vulnerable. And you'll actually find more success as you do so. Don't be too postured. Don't be too ... and people will see you more as a human being because of it. They'll be able to add to what you're already trying to do. They'll see the vision that you're trying to attain. And they'll help you gain it. People want to do that. They love it. They love it. Anyway, that's the whole part of it. Secret secrets are no fun.
Alright guys, I'll talk to you later, and go crush it. Break some personal records. Hey, thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to SecretMLMHacksradio.com to submit your question and download your free MLM Masters Pack.
What's going on everyone? This is Steve Larsen and you're listening to Secret MLM Hacks Radio. Oh, yeah.
So here’s the real mystery. How do 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 downlines 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 going on everyone? Hey, I'm so sorry for how long it's taken me to actually get these next few episodes out here. It's been a little bit busy. Excited though for everything that's been going on in this world. For those of you guys who are brand new to the show, I have been creating a product and documenting the process along the way so you guys can follow and actually build the same systems inside your MLM. I'm excited to show with you a little bit more what I've been doing especially in this episode. It actually means a lot to me. I've been writing my whole outline here and there's one concept I wrote on the page right here that actually changed everything for me and made me $70,000 last year, whether or not someone actually joined my downline. Anyways, I'm excited to get to that.
Before I do though, if you're brand new, this whole show and especially right now is all about me documenting the creation of this product. This product means a lot to me. When I first got started in MLM, I had the awkward experience with some guy staring me down and saying, "Write down a whole list of all your family members and friends. You can't leave 'til it's done." I would go and I wrote down this huge list and basically, what would end up happening is these guys would ... You can't blame them. That's the only tactic they knew, but they would hound my connections and there are still connections to this day who have been damaged and soured because of that, people I've not really spoken to much since then. I didn't know what I was doing. I was just following kind of in lock step as they're saying and it didn't really work that well. My guess is that if you're here, you've probably gone through that also, right. I'm assuming so.
Anyways, I got really passionate about figuring out what systems I can put out there to automate the recruiting process in MLM and also automate the product sale side as well. I've been doing that. I launched the beta honestly about two years ago and there was some pieces I was missing so I took it off. Then I launched the real beta I should say a year ago and it was awesome, really, really well. People were buying it and I was getting a whole bunch of leads in and I was getting paid to do it. It was awesome. It was a really, really cool experience. I didn't know that it would work and it did, and there was a few more things that I wanted to add to it so I took it off again. This is like the actual real thing that you guys can go get that'll actually automate the recruiting process inside your MLM.
Now there's a lot of people that claim that and there's a lot of people that come out and say, "Hey, yeah, you can do this. It's all automated," blah, blah, blah. It's not. I want to show you how you can actually ... I want to show you how the act of joining your downline. Like if you go up to someone and say, "Hey, join my downline," that's a old offer. That's a crappy offer. That offer has been on the table for decades, right. The other guy down the street, you can join his downline, too, right. As you get your MLM franchise or whatever from corporate, from your MLM and it's broken out of the box. Every single person who gets MLM, it's broken out of the box and I get really, really passionate about trying to help solve that. How can we make it feel like it's new and exciting? How can I create a new opportunity out of MLM? That's basically what this whole product has answered.
I've been on a quest over the last several years trying to figure this out. In fact, I had the initial idea four years ago sitting on my freezing couch in East Idaho in the middle of winter, it was 2:00 AM and I'm just blown away of the journey that it's taken to actually figure this out and it works. I'm really proud to say I know that there's no other system like this on the planet. Anyway, there's a lot of passion in me for this. Anyway, I'm excited for you guys to have this.
Anyway, it's winter time here. It's just starting to get winter anyway. It's fall, it's freezing out and it reminds me of a lot of my childhood. My childhood, I grew up in Littleton, Colorado and in Colorado, it's weird there. It'll snow like 2 feet and it'll be gone at noon. Then snow 2 feet the next day and it'll be gone at noon. That's how it works there. The weather shifts all over the place.
We'd be out playing, building a snowman and building these ice caves, building ... We did all sorts of stuff. We were very active, but there's something that you guys probably don't know a lot about my childhood and that is I was actually pretty chunky when I was a kid. I'm not trying to get like any ohs and ahs and oh. There's no pity party here. I'm not trying to do that. There's a purpose for it. I was 33% body fat and I was a big kid. I mean I was big. I was only 5'6" and I weighed 210 pounds. I mean I had the double chin. I was working on the triple chin and I was a big kid and I knew that and it was frustrating.
I remember one summer, I got fed up with it. I got really, really fed up with it. I was like, "I'm going to lift and I'm going to work out every single day," and I lost 45 pounds and it took nine months, but I worked my butt off and it was awesome. Anyways, we were very excited. I was very excited at what that meant obviously. I felt new. I felt there's a newness to life that I'd never felt before. I felt strong. I felt independent. It was really, really a fun experience. What was cool is what it did to my own persona and how I saw myself.
Fast forward a few years, right, I had graduated high school. I was starting to go to college and the same summer, I met my wife and we started dating. I had kept that lifestyle up and I was somewhat of a bean pole. I was only 6% body fat and I was lifting two times a day and I mean it was just kind of the mentality I had. It was a lifestyle. I was like, "You know what? I want to do something new. I want to do ... What's a new challenge? What's something I can put out there and work hard towards?" I decided, you know what, I'm going to do a sprint triathlon. I was like sprint triathlon, interesting. Sprint triathlon, you swim, bike and run for an extended period of time and you go as fast as you possibly can, a lot of people throw up. I mean it's intense, right. It's crazy.
I did something on purpose that shaped the outcome of the entire experience for me. I actually ended up getting third on my very first sprint triathlon ever. It's the Loveland, Colorado Sprint Triathlon. There was over 200 people in it. It was huge. I got third in my age group, which was like the 20-year-old, the really crazy fast people, and there's a reason ... I know why. I know why it happened. You're like, "Steven, what does that have to do with MLM?" This has everything to do with MLM. Just follow me just a little bit here, okay. There's a reason why and I know why. I went and I decided that I would go and I would buy my tickets before I ever did any training. That's super key. That's ridiculous. "Steve, why would you buy tickets before you've ever even done ... " I didn't even have a bike that I could ride like a triathlon bike or anything like that. I mean there was no pool I could really practice in. There was no ...
But I bought my tickets and they were expensive and I registered and I said, "I'm going to go do this thing." It was like six months in advance, six months. It was so funny. I was like, "How do I get ready for this thing? I don't want to look like an idiot. I've committed to this thing. I don't want to look dumb." I'm extremely competitive as an individual. You don't really have to motivate me. I'm very motivated as an individual just down to the core. I was like, "Well, I don't want to look like an idiot and I don't want to go get like a personal trainer," because I was like, "I don't want to spend the money on that. I don't want to go do ... " It was this really big question like, "How the heck do I prepare for this thing?"
I decided what I would do is ... That college semester ended. I went back home and I actually was a pool cleaner, like residential pool cleaner and I was cleaning swimming pools literally. I was a pool boy for all these different professional sports athletes and such, Denver Broncos players, Colorado Rockies players and we'd go to these massive mansions and we'd be cleaning their pools and then, I'd go back home. What I was doing was I decided that I would literally just do a full sprint triathlon in the gym as many times a week as I could. That was the only workout plan I knew.
I didn't know how to do any special kind of training and some guys, like you got to do bricks and you go to do these workout regimens you got to do and here's the certain things to eat and stuff like that. I was like, "I don't know any of that stuff." All I know is that I'm going to be running this distance, swimming this distance and biking this distance. I want to do it in such and such amount of time. I was like, "Sweet." I might as well try it. I might as well do it.
What I did is I literally just started doing full sprint triathlons in the gym just like ... I tried to do it three times a week. Usually, it was like two times though. It was a lot of energy output. I just boom, over and over and over and over, and I wasn't slow. I actually was quite fast at that time and I biked a lot and I swam like crazy. That was the weakest part and I just did the thing over and over and over and over, and slowly that date for when the actual sprint triathlon was coming up, it started getting closer and closer. I was like, "Oh, my gosh," like hah, and the pressure started getting bigger. I was like, "Oh, I can't look like a freaking idiot in this," and like that was my mentality. Call it a status thing or pride thing or whatever it is, but that's what I was, how it was.
What I did is I got that day off of work and I think the day before, something like that, I think so ... I don't know, that's several years ago now. It was about that time that I got engaged to my wife. Actually, no, no. Wait. We weren't engaged yet. It was one of our first dates and I don't know why, I just liked her. I was like, "Hey, do you want to come to this thing?" I was trying to act all macho. "Going to be doing myself a sprint triathlon. You want to come watch me?" You know what I mean? She said yes, but I didn't remember to think that I was going to be wearing tight spandex and swimming. You know what I mean? It was interesting experience. My whole family was there and I was like, "Oh, this is a little awkward."
Anyway, it was funny. I started out on the swim and I actually finished second to last on the swim. I'm not that fast of a swimmer. I'm not a bad swimmer. I'm just not like crazy fast like Olympic style like half these other guys were. Then I go tearing out of the water. It was in a lake. Lake swimming is so much harder than pool swimming. Oh, my gosh. Anyway, I go running out of the lake and I jump on my bike and I'm a strong biker and I passed literally almost every single person on the bike. Then I got to the run and I'm not like a slow runner and I knew I had to maintain, and I ended up getting like third and got a medal and got on a podium on my very first sprint triathlon. I was like, "What the heck? This is the craziest ... "
I was not expecting that at all. I was just trying to not look like an idiot and rather than look ... I wish I was trying to win because I was just trying to not look like an idiot and I did that well. Like what would it be like if I was trying to actually win the thing and over the 200 people that were there and such? Anyways, it was fascinating, fascinating experience. The whole thing was fascinating, but it taught me a lot.
That whole concept of setting a date and not just like ... Half the time we'll put goals out there and be like, "Well, in two months I'm going to do X, Y and Z." It's like freak, no. You put skin in the game. Find a way to put skin in the game, right. You might hit the date and you might not, but I guarantee you if you don't put a date, if you don't put skin in the game, if you don't find a way to sacrifice personally for what it is that you're doing, it's not going to work anyway. You'll take forever to get it done.
I don't know if some of you guys might know a guy named Russell Brunson. He's awesome. He's taught this awesome concept called the Plato or Plomo Deadline meaning lead or gold. He teaches that the Mexican mafia when they want a law changed, they say, "Hey, change this law," and they go through Congress and Congress is like, "No, we're not going to change this law. You're the mafia." What they'll do is the mafia will sneak in at night to these politicians' houses and wake them up and be holding a gun to their head and a bag of hold in the other hand and say, "Lead or gold? Plato o plomo?" Most of the time, laws get changed like that because there's only two options, right.
It's the same way ... It's kind of intense. You literally have to trick your brain into thinking like you're going to die if you don't get this deadline done, but that ability in your MLM, that ability in whatever you're doing, whether it's a personal goal, a business goal, financial, whatever it is, your ability to believe that you have to actually hit an actual deadline will so much determine your success in anything that you're doing in life. All I want to do, literally, the purpose of this podcast is for me to describe my mentality a little bit more of how I look at deadlines.
I have a launch calendar on my wall and I backwards plan everything. Then I'll be smart about it and I'll add some extra time for here and there and unexpected events and like, "Hey, I'm going to launch things at this day and I'm going to do this at this day." I'll add any contingencies and things like that, but honestly, none of it actually ... Most of the time I actually don't end up hitting the deadline, but the amount of ridiculous action that I take in effort to try and make it is what makes me successful. If you don't hit it, don't worry about it. I mean you should worry about. I mean try your absolute hardest. Don't give yourself an out, but my gosh, you've got to hit some crazies.
With that being said, three months ago, July 1st, I made the deadline of saying that October 13th, I was going to be launching this course and it's not ready and I can't launch it yet. I'm not able to launch it yet. If you go to secretmlmhacks.com, you can see a countdown clock. You can join the waiting list. There's over 400 people on the waiting list now to buy this product that'll help them automate their recruiting of their downlines and help them auto sell the product ... I mean it's insane. I don't know, there's nothing else like this. I literally had to create my own solution because I could not find it on my own. I'm so excited to actually give this out to you guys and document the journey along the way.
I come from a heavy marketing background and so even though it's MLM, multilevel marketing, most of the time, people don't know how to market so I'm trying to teach that as I create the product itself so you guys can do the same in your MLM, in your own downlines and create true duplication and actually replicate yourselves and actually create actual residual and passive income. That's the whole purpose of me doing this.
Anyway, all I'm trying to say with this whole episode is that I set a deadline and I'm not hitting it and I'm trying to be transparent about it. I created a launch calendar and I'm not going to be able to hit it. I still am building ... There's an actual application sales funnel that I'm building where someone actually has to apply to join my downline. I don't just take anybody and I do that on purpose. I have to finish the actual webinar script and the actual webinar funnel. I got to go through and I'm actually writing the next letter out to my Dream 100 and shipping packages out. There's so much stuff still. I just actually got the first workbook back. They look freaking amazing. You guys are going to love it. Oh, my gosh. It's based on so many proven facts both personally what I've found that's helped me be successful as well as other people. Anyways, you guys are going to love it.
All I'm trying to say though is that I'm not hitting it, that the deadline is soon, but it is not actually going to be available yet. It hurts. There's been an element of my pride being hurt from it, but you know what, it is what it is and I'm going to try my best to hit the next deadline. I'm going to push it out for a little bit here. I probably won't announce the next date here until things kind of shake out a little bit, but I'm pushing hard. I'm barely sleeping and I'm excited to get these things out to you.
There's a lot of sales funnels that I have been using that work, that actually been recruiting real people into my downline that I've never met before and I'm packaging them up and sending ... I'm getting them into ways that you guys can all use them as well very, very simply whether or not you have a tech background. I'm putting together the scripts that I use to sell stuff. There might be a piece of software that it comes with as well. There's a lot of stuff going into this. It's absolutely massive. The workbook itself is 60 pages. It's huge. There's going to be over 20 hours of video content training everybody. There'll be a weekly Q&A call helping you implement everything so you're not just left on your own.
It's a big deal and I'm excited for you guys to be part of it and I'm just thanking you for being a part of the community. I really, really appreciate that because there is a serious canker in the industry and I feel somewhat of a responsibility to help figure it out because I've been doing this in other industries. I'm just taking the same stuff and applying it here and it's working and it's been working on my own and I'm ready to start repackaging and helping you guys do it as well and sell it back.
Anyways, guys, I hope you're all doing awesome. If you've not gone to secretmlmhacksradio.com, I would do so. Inside there, there are five videos to help you get started and help you ... What it actually does is it helps train your downline on how to recruit more people in a way that does not come off bossy, in a way that preserves the relationships. I felt like for a while, I should've worn a T-shirt when I joined MLM that said, "I joined an MLM. You're no longer my friend," or something like that and I know that hurts and it stings and MLM's a great profession and I'm not making fun of it at all. I am a part of it, but man, it sucks when you have to actually figure out oh, my gosh, I'd rather have friends or have ... You know what I mean? It should not be this hand off back and forth [inaudible 00:18:20] shoot.
Anyway, that's a lot of jabbering. All I'm saying now for you, my challenge to you is to actually go figure out some kind of date. What is the thing that you're working toward in your business? What's the thing you're working toward in your MLM? What can you actually set out there as a flag and say, "Plato o plomo, lead or gold? I will get this done. I'm going to put my pride on the line. How much do I want a new life? What am I willing to give up in this current one for the new me?"
You make it personal. I was laughing, people are like business isn't per ... Don't take it personal. It's just business. Freaking A, business is personal. You take it personal. I hope you take it personal. It's your life. Go set that date. Go figure out what it is ... It's your goal. I don't know what your goal is, but go figure out your goal. Figure out what it is that you're trying to do. Set the date for it and tell everyone to get the freak out of your way because you'll have haters come up. You'll have all these things popping up in your head. It's funny whatever happens when you set a date and you put skin in the game, buy the freaking ticket before you know how to do it and you will find a way how to do it.
I have had more personal development to the game of entrepreneurship than any other course, personal development thing, any thing else. I'm excited for you to feel that and experience that, and this is part of that journey. I'm just asking you to go farther and harder on it.
All right, guys. That's it. Go to secretmlmhacksradio.com. Thanks so much for sticking by me with this whole thing and I apologize for the delay of this whole thing. I am going as fast and as hard as I can and trying to get this whole thing done. Anyway, you're all awesome. Let me know if there's anything I can do for you.
I love answering your questions by the way. If you go to secretmlmhacksradio.com, you have to opt in, but on the second page, there's a green button down on the bottom right. If you click that button, a little pop up comes and you can record a question to me that will get put on this show and you record it straight off your browser. It gets sent to me in a voicemail in my email. It's really cool. Anyway, guys thanks so much. Talk to you later. Bye.
Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own downline five simple MLM recruiting tips for free? If so, go download your free MLM Masters Pack by subscribing to this podcast at secretmlmhacksradio.com.
What's going on everyone? This is Steve Larsen and you're listening to Secret MLM Hacks radio. So here's the real mystery. How do real MLM'ers like us [inaudible 00:00:08] 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.
Hey, hope you guys are doing great. I'm so sorry, it's been a little while since I've been publishing out to you guys, feels like that anyway. There's a little bit of a lull there anyway, and it's because a lot of stuff has been happening. Been busy, busy and building a lot of stuff, putting a lot of things together for those in the MLM community. A lot of people who are excited about something I've been putting together, you know getting ready to launch, which is my secret MLM hack's course and super excited for it.
I've got a little group that I've been taking through ahead of time before the public as you know can have it, and it's been, been a whole lot of fun really enjoyed the interaction back and forth. Not just with like, hey yes this works but like the validation as far as like yeah this is not just works, like it's freaking cool you know. So anyway I'm excited, I'm excited for everyone else to have, and I'm excited for those pieces if you're interested and just want to get on the waiting list anyway, just go to secretMLMhacks.com, and you can watch the whole launch there.
So anyway I'm about to send out, now I've kind of talked before ... If you guys, if this is the first episode you're hearing us, I would probably go back and start at number one. Because what I'm about to talk about kind of builds on other things. I've been sending out, I literally paid two VA's a thousand bucks, and they went, and they created a list of the top 100 MLM influencers as well as their contact information like their physical address. What I've been doing is I've been, I have been mailing physically packages to these people for the last four months. What month is it? It's October, one, two three, yeah, this is the fourth month, and I've been mailing stuff physically to these people the last four months. I started with other various nick knacks and I know I've talked about that before in the past.
The reason I'm doing it is because of a few very key things. Number one this is not my first podcast show. I have a separate podcast show and as much as I love the community, and it's awesome, but the sheer volume of people who reach out to me I cannot handle it. It's too many, right and that's why you have like a support team that's where I shouldn't say support team, but that's why you have like your main captains underneath you and your crew too right. They better be rock stars you're not just trying to get anybody, you're trying to get rock stars. So that they can handle and help you be able to manage the team. So like when people reach out to me directly, it's like oh man I can't handle the volume you know. So it's the exact same thing like ... The amount of E-mails I have right now is insane. So I'm constantly like, I'm hiring, I'm getting people in the right place, I'm putting stuff just so that my organization can react appropriately. You know, which is something you guys are all going to have to do if you've not done before.
But anyway there's a really key lesson there with that with what I just said, I'm not a Tony Robbins figure, right? I know that and that's OK, and I'm not a ... I'm not an Eric Worre figure. I'm not ... you know any other top massive MLM'er you can think of. I'm not a Ray Higden, I'm not one of those, you know one of the big, big big people who's out there. I'm literally an Internet sales funnel builder who figured out how to automate building his down line. Yeah and it works, and it still does.
Just yesterday got another message from someone I've never met before, and they said, "Hey I don't even know what you're in, I just want to join you 'cause it's you." I was like sweet. Like it happens all the time. It kind of surges in like there'll be days where it's just like day after day, multiples lots of people and then there'll be a little time where there's not, and then bam tons of people and then other times it's not. It's cool to watch that how it comes in.
But what I'm saying is okay I'm not like a huge giant, and I already can't handle the amount of messages coming in. So let's think about this, if I want to get a hold of really big people in the MLM industry, should I send them a freaking E-mail? No, they're going to do what I do, and they're never going to look at it. It's not because they don't appreciate it or they're not being rude. It's literally because if they sat and answered E-mails they would not do anything else. There's so much the volume they can't handle it. So how do I get past that? I'm like huh, well I could write a letter, like well now might look like junk mail and be kind of weird. How do I really get this past? How do I send a message directly to that person?
A package, a package, so that's what I've been doing. Right now I'm holding this it's this white box and inside the box is, it's going to be this is the fourth package I'm sending out. The first package if you want to hear what those items were you can listen back a little bit. But basically these packages they're going out right. I've got a list of 100 people, and they're going out and with increasing value as far as packages. Each one cost me about 10 bucks, and there's 100 people, so it's about you know about a grand every single time I do it. Grand to two grand around there every time I do it.
Basically what I do is I ship out to these people stuff that helps them create a relationship with me. Over and over, and over again, and stuff that helps them realize like, oh my gosh Steve Larsen's a real cool guy, like you know I want them to think I'm cool, you know, obviously. So I ship out all these different things to them. So if you're trying to ... Just think about this with your own MLM, with your own down line, if you're trying to get someone to join you, whose kind of a big figure, which those are the only kind of people in my mind who should be trying to recruit.
Really think about what I'm saying right there, in my mind those are the only kinds of people that I think that you should be trying to recruit. Because right they're runners, right they're hard to get a hold of for a reason. They are people who are already in motion. You want people who are already in motion, you don't want people who are trying to get in motion, those people are projects you know. It's again and we love everyone we try to help everyone we can but like as far as this is a business, and I would not hire somebody who's not already qualified does that make sense? Same thing with my down line.
Someone the other day reached out to me and said, "Hey I don't, you answer me personally, or I won't join your down line." I answered back, and I said, "Honestly joining my down line is by application only, and if you want to join my down line you have to go to such and such URL which I'm not going to say on this podcast right here. You actually have to apply to join my down line." For a specific reason you know, and I talked about that like two episodes ago.
But anyway, so I need to get a message past these big people's receptionists, I got to get them passed right the junk mail, I got to get them past E-mail, I got to get them passed ... How do I get a message directly to them? I send them a bulky message. So anyway, this fourth one that I'm sending out, it's kind of clever, it's a message in a bottle, literally. It is, it's a bottle, you can hear the little pop. There's the little bottle bart with the cork popping off,` and inside the cork is a USB, it's literally a USB drive. I think 16 gigs and what I do is I'm putting it ... you know when you guys go to secretMLMhacksradio.com, if you go to secretMLMhacksradio.com, there is the MLM master's pack. That's a five day video series that I filmed to just help people understand more of my take on MLM and how different it is, and it's free, right.
But the chances are that these guys probably have no idea what those things are, right? They've never seen them, and they don't know the kind of stuff that I talk about, and they don't know ... So what I'm doing is I'm loading all those videos, as well as a personal message onto this flash drive, and I'm sending them literally a message in a bottle with a letter that talks about how I came up with those videos, which is pretty awesome. I'm excited to do it. That's what I've been up to lately as I prep for this launch and to keep getting people excited for what it is I'm putting out there. So I'm excited to do it, I'm pumped to do it.
Real quick though I wanted to tell you guys how I come up with good bait like that because I gave it away for free. You think, Stephen why would you give something like that away for free, that's ridiculous. Well it's because the kinds of people that it attracts are awesome people who are the kind of people that want to have in my down line, right? So when you think about this with ... Now if you love your MLM for heaven's sake stay in it like I'm not here to pitch you. That's why you never know the name of the one that I'm in. That's why I don't do that, by now you should know that. So what I'm trying to show you though is some of the tactics and strategies that I've been using to help the process. It's like the beginning gates of Otter recruiting and number one you got to attract people to you.
Which first of all means that you must be somewhat of a charismatic leader or attractive character. You have got to be, people buy you they don't buy the MLM, so you've got to be amazing. If you're having a hard time doing that you know you can work on that. The other way I do though, 'cause most people teach that, what most people don't teach though is look create products that you should charge for. They're so good that you charge for, that you're giving away for free, and use that as a way to attract people to you. That's exactly what the MLM masters pack is. You can go check it out, and you watch the sequence I pull you through, and you watch all that and there's call to actions eventually to go check out the product eventually. But it's like I don't lead with those types of things I lead with value.
So if you're getting the wrong kind of person, if you routinely are not getting the kind of person you want to have in your down line my guess is that you've not created a good filter. You know basically bait to get good people, right it's just like just like fishing right? If you switch ... if you've got good bait you'll get good fish. You get the kind of fish that you put the bait in the water, it's the exact same principle. That's how I do it, so anyway this is literally, so better bait equals better prospects. This is the three step little checklist that I use to qualify good bait.
Number one it's got to be easy to consume, that's why I chose video. It's literally the least, I'm catering to the least common denominator. I want people when they go watch those videos to be like, might as well grab a bag of chips, you know what I mean, like I want the kind of ease of consumption. Meaning I'm not trying to make them think right out the gate. I'm not trying to ... I'm trying to just appeal to them I'm trying to ... Anyway so number one it's got to be easier to consume, massive blog posts, you better make sure the kind of person you want to set a down line is a big reader. Like 'cause you know, there's a reason I'm podcasting this, is because you just got to put me in your ears. You know it's OK it's really easy to consume. This is another form of bait. This podcast is another form of bait. You know for the actual course, that's why I'm doing it and to share some stuff with you guys and also bring the right people to me.
So if you're not doing that kind of stuff, in your down line insider like it's, that's ludicrous in my head. So anyways number one it's got to be easy to consume. Number two, it has to be so good that they should have paid for it. It has to be ... Meaning you can give free stuff away that's pure garbage, but you need to actually solve legitimate problems for the person, and they should have paid you for it but they didn't. That builds this massive feeling of reciprocity inside their head.
All right so here's the third thing, you have to give your bait away with an expectation of following up, does that make sense? The reason why I don't just give all five videos away from my MLM masters pack. The reason I don't give it all away in one big shot? Is because I want people to get in the habit of opening up E-mails from me, so it's five days spread out. Now the reality is they could just go change the URL on the top to the next day, day two, day three, day four and they'd go to the very next video. But I'm trying to train them and help them understand that like, yes like open stuff from me it's good stuff. I'm not sending you garbage, and I do a lot of thinking to make sure that it helps solve problems for you.
So anyway those are the three things, so one thing I would do guys is I would sit down, and I would list out like 10 things that you could give away for free. All right, whether it's a video series teaching different MLM tactics, or it could be like a report you know showing the status of the current MLM client, climate. Industry climate, does that make sense? Or it could be you know one of the easiest things to do is to go interview top MLM'ers and then give away the interview. Just give away the interview, you're going to get great people coming to you like that, does that make sense?
Some of the first bait I ever created I just, all I did as I put it on YouTube with a link down in the description. I cannot believe the amount of traffic that came from that there was no ads, I didn't spend any ad money. I wasn't doing anything sneaky or SEO like, I was doing, there was no technical stuff. I literally recorded a video, and I put it on YouTube with the link in the description, and it was so good though people should have paid for it. There was an expectation that I gave away in the video that they should follow up. It was easy for them to consume and it started bringing great people towards me.
That's all I've got for you guys is that if you don't have these little, one of the things that pissed me off so much about the first MLM I joined, is that they kept telling me, "It's passive income, oh my gosh it's passive income." But every time I saw any one of my up lines doing anything, there was nothing passive about it. They were sprinting, sprinting, those guys were working like 60 hour weeks and then saying, "it's passive income". I was like there is nothing passive about what you're doing.
So, if you want to be the only method that people are going to hear about your message, meaning your mouth, don't go create bait. If you want to start the process of duplicating yourself, this isn't the full thing, but it's the first step towards true duplication. Then you have got to go create bait, you've got to go create this bait and whatever it is. Go create different things, interview people, create reports, make videos. You don't even need to be the one coming up with the stuff. You can hire that crap out, or you could go find someone and say, "Hey look I got this and such and such date, or I've got these people on a list or whatever. You know here's my list and there's my contribution you make this stuff we'll split the thing."
You know what's cool is that now you can give that bait away as a tool to anyone who joins your down line. Those are like the first big steps of you creating actual duplication, which is very hard to do. The system has got to be duplicatable. It's the marketing system that becomes duplicatable that, that's actually what creates the longevity. So anyway, guys I hope that helps, all I'm trying to say is create bait create things that people don't ... Don't be your own bottleneck and, which is usually how it is. So, that's the only reason I'm bringing this up, is I keep seeing it. People are reaching out to me, they're like, "How do I do this?" Like well so far you literally have no digital assets so go create something and then we'll start talking.
So anyway hopefully that helps guys if you do want to see what I've been using for bait. it's just one of the things that I use, it's the MLM master's pack. You can go check it out at secretMLMhacksradio.com, and yeah that's it guys. Hey I'll talk to you later, and go crush it.
Hey thanks, please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to secretMLMhacksradio.com to submit your question and download your free MLM masters pack.
Hey, hey what's going on everyone. This is Steve Larsen and you're listening to Secret MLM Hacks Radio. Oh yeah. So here’s the real mystery... How do 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 downlines and create extra incomes, yet still have plenty of time for the rest of our lives? That is the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio.
Hey guys hope everything is going fantastic for you. When I was in basic training at the army there was this time we're packing up all of our bags we're getting ready to go on this big march, right. Our practicing different movements and things like that and it's a lot of fun is really cool.
What we were getting ready to leave and we knew that is coming up in a few days so we're supposed to be packing. Get all of our gear together for this and it was supposed to be this big thing. There was right before going to leave there was a formation that they called where we had to go through a bit of a pack check and make sure we had all the stuff that they were asking us to bring along.
As we brought the stuff together, as we sort of pulled all the things together it became very apparent that's quite a few like ten of the fifty people in my platoon did not have the stuff and did not make an effort to actually get the stuff together that they needed to. Those are always ample times for we call it ... What are they called? Corrective Pt.
Is the name of it, which basically means you're going to hurt and it gets going to be a little bit painful and it certainly was. They punished those people by making everyone who did pack hold the push up position for an hour and it sucked. I'm sitting there and had all my stuff together and I was sitting there and I just I was holding it, just holding it, right.
They're just pacing back and forth just staring in the face, yelling at you, make it funny. You know what I mean trying to break you. Try and break and rebuild you and rebuild your belief patterns and all this stuff. You know what I mean it's really fascinating process actually when you look at in hindsight.
It is interesting because as they were yelling, it's fifteen minutes comes up and you're holding the push a position just straight armed, abs totally flat. You can't drop to your knees. Can't anything else. Your just holding it for ... It ended up being an hour. Then I thought to be like fifteen minutes these people and they were so unprepared that we literally held ... I think it was an hour.
It was a long, long time and we were there for oh man that was a long time ago also that happened so far was a solid hour. It felt like an hour but it was a long time and I remember there's this period where I was shaking really, really bad. I was trying to breathe better and call my nerves down.
That my body wasn't shaking over like screaming at us and we're all trying to hold it. A lot of us with our gear and liters of water on our backs you know says a lot of weight on us too. It was an interesting experience as we were doing that and we were screaming at our fellow comrades to hurry the crap up said very nicely on this podcast.
Anyway, what was fascinating to me was that there was this point where and I don't remember again how long it was. It was a long freaking time though where there's this time when we're shaking but all of a sudden it stopped. I suddenly was able to handle it again for a long sustained period of time.
Then, it would go back to shakes and it's kind of like this loop where there be really intense moments where like oh my gosh can I hold this. Your body's going to shake and then your abs start doing this weird twitch thing. It was because you're just holding it for such a long time. You've got this weight on you and you're wearing your gear and body armor.
All this stuff and it just I mean it's awful. It's not a fun experience that all. Certainly corrective Pt. works. Holding it and I do remember this very clearly though there were these moments where I would start to shake and I'd be like I'm not going to be able to hold it. I will hold and then whatever was happening inside my body is like this rush of energy and suddenly I was able to hold it for another while before another one of those little cycles would happen.
It will get really hard my body would shake I feel like I'm going to drop and then I got to grid up again and get ready to go and I could hold it for another while. It was like these cycles up and down, up and down, and up and down. I remember a lot of it had to do with what was going on in my head and at the time I would be saying phrases at myself to keep going. The self talk you know we're all yelling each other trying to keep each other psyched.
We're all ... I think I was yelling the Soldier's Creed in my head, stuff like that. Those became these points, these flags out in the mountain mentally for me to keep looking at rather than looking down and looking at the ants crawling on my arms and hands. You know rather than that kind of stuff.
If I'm mentally was looking forward. If, I mentally was looking to the spot that was trying to get to it suddenly was doable. I ended up using this trick lots of times. I remember we would go and we do these sprints like crazy I mean just. Oh my gosh it's awful. I mean sprint for Sixty seconds and then we'd walk for thirty seconds.
Then sprint for thirty seconds, walk for thirty seconds and we do that alternating back and forth for forty five minutes. It be a dead fall out sprint as hard as you could go and then total walk and it's called HIT training. High intensity interval training fast slow, fast slow, fast slow.
It's like nuts on your heart rate and super, super hard. It's really interesting I went in and I was already skinny. I lost fifteen pounds in that and I remember though that there was I kept using this method where I was like, okay, what's the forward thinking thing? What's the flag on the mountain? What's the thing I'm looking to with the peak, the goal?
That I can fixate on and not fixate on the really fast pain that I'm feeling. That makes sense? As I did that more and more and more it became the strategy for other places in my life. If I was sucking it up and in college later was kind of the same thing. It's like well I can focus on this rather than the pain of me not wanting to write this paper.
I'm like whatever it is or became this thing in business. I am not sleeping very much right now why don't I fixate on what I'm going towards and by not focusing on the pain in the short term I was actually able to go longer and go faster and with more sustainability. The more you know over and over and over and suddenly my boss's name is Russell Bronson and I am his funnel building assistant at Clickfunnels.
He started teaching about this concept called the Manifesto and the manifesto is this ... it I mean it goes right along everything he said. As soon as he was telling us this kind of thing I was like, "Oh my gosh this is so I mean I've been using this I'm ahead subconsciously without actually knowing that's what's been going on." Because the Army and other big things that's I've gone through my life.
I mean we've all done that I'm this I'm not special. Any hard thing you've gone in your life, you think through and you start actually kind of get introspective about it. Realize like, "Oh my gosh that actually is that's ... Excuse me. That actually is ... That's how we got through it."
I have two options I could stop but the pain of me knowing that I didn't get through it is the pain that stays or I could just endure the pain a little bit longer and the pain ends and there's this pleasure and peace and comfort on the other side. Does that make sense? On anything, we do in life anything, anything and everything.
I mean it's the same thing with MLM stuff. Anytime I've ever seen anybody push hard at this especially their branding new at MLM and they've never heard anyone say no to them or they've never heard anybody say, "That's a pyramid scheme." Or they've never heard anybody say you know what mean. If, you've never gone through those things before it can be a rude awakening.
People who've got it had a good their whole life. It's a rude awakening if they've never had any kind of opposition. I didn't have to go to basic training. I went through because I mean its kind of weird to say this but I wanted to. I wanted the challenge, I wanted mentally to go through that.
It's a lot of fun but this is same thing with business I get excited with now when there's this new opportunity when there's something out there where like let me go take it down because the mental jog, the mental I don't know ecstasy that I get from that kind of challenge is amazing.
It's always been because there's some kind of mental flag on the mountain, there's some kind of goal, something I'm reaching towards and it becomes this game. My boss Russell he taught me about these things called Manifestos and then he put it in a book called Expert Secrets. I wrote a Manifesto for my MLM Mavericks.
If you don't know what the MLM Mavericks are these are the guys, these are the people who have purchased my Secret MLM Hacks Course. Once a week I get on and do a live Q and A with them. I'm trying to always keep people motivated. I'm trying to always keep people. Shooting forward and going for the Star. Right now I've got a C-group in there because the Course is about to launch. It hasn't gone up yet and a lot of you guys are following the launch right now.
It's a lot of fun but there's a C-group in there. There's a Hand selected. There's about twenty people in there right now and what I'm doing is that I'm focusing forward always with them on what we're going towards. Simon Sinek said, "People don't buy what you do but they do buy why you do it." Does that makes sense?
That's part of what these Manifestos are. I wrote a Manifesto for my MLM Mavericks group and I put it in the workbook that's actually a print right now that is part of the Course that's coming out soon to teach everyone how I do what I do in this MLM game. This its not normal, it's not something that at ... The principles that I know that we use in other industries that have supplied to MLM and it kills it, it's awesome.
Anyway, with these Internet sales phones I built soon as I wrote a Manifesto and here's the format for the Manifesto. Number one, you've got to identify the leader, which is you listening to this right now. You're the leader of your MLM downline, maybe even recruited anybody yet. That's okay we just know that you are the leader.
Number two, you got to identify the movement and you'll know more what I'm talking about here as I move through this. Number three, you've got to learn to take a stand against something and if your brand new in any kind of business I keep saying that but it's true if your brand spanking new or even if you're not it can be challenging to take a stand against something because you feel like you're offending people, "Oh no I've got to be likable." "Oh no, I've got to do something." "I want everyone to like me."
Let me just tell you right now if your goal is for everyone to like you're not going to be successful. You have got to take a stand against something and my gut says that you know things you don't like. Take stands against that. You'll know what I'm talking about here is I'm actually going to read mine. These is just the format.
Then, number four here is all about how you are different. Why are you different? Why you different than what the industry is doing that you're in? Why are you different the industry you know. I'm going to tell you mine here in just a moment here. Number five is what are you fighting against. Now, it's kind of what do you stand against? What are you fighting?
Then the sixth one is the last part of self identify. Who are you? Let me fill in the gaps here just a little bit. I think the reason I'm doing this because I was telling you guys I never tell anyone what MLM mean on this podcast because I that's not the point of it.
I'm trying to help. I don't care what MLM you're in. If, you like it stay in it. If, you're being successful with it stay in it. Write a Manifesto for yourself. Write a Manifesto for your team, what does your team stand for? In case, I want you to do this. This is why I'm handing out to your number one.
Identify who are you? My name is Steve Larson. That's easy. Number two the movement. I'm part of a secret group of MLM entrepreneurs. You've probably never heard of. All right number three, what are you taking a stand against? We don't place our personal success on the backs of family members and friends. Our motivation is quite the opposite. We're a scrappy bunch and love the idea of a fight.
We bootstrap our own way to freedom because we have products and services that we know change people's lives. Does that make sense? Number four, why are you different? Since, we're fighting an industry with marketing tactics stuck in the ninety's. I'm cutting. I'm trying to cut. I'm trying to make it seem like I'm standing against something else.
I'm standing against an industry that I believe like I said is stuck in the ninety's. Since, we're fighting an industry with tactics that are stuck in the ninety's we have to do things differently. We have to do things smarter. We are our own safety net. Number five, who are you collectively fighting against? This is what I'm saying because we put relationships first we fight against any tactic that puts people second.
We leverage marketing knowledge rather than our fragile connections. Awesome. Number six, who are you? Using servant leadership we rethink and rewrite rules while creating our own stories. We are the MLM Mavericks. That's pretty freaking intense. You have no guessing at all what it is that I stand for after you read that. Does that makes sense?
That's my flag on the mountain. I put that out there. I put it up and I'm about to release it and make it look all cool and nice and put out to my actual C-group for this course I'm putting out and the movement because I do believe the MLM broken out of the box.
I do believe that everything stuck in the ninety's we got to ... Excuse me. Just getting over a cold. I do believe that everybody ... Most MLM upline are not going to teach you the stuff that I'm talking about because they don't know it. It's stupid and I get really motivated about it because I had personal relationships get destroyed when I first joined MLM and someone sat across from me and said Make a list of all your friends and family and he would not let me leave till I called all of them with him and it was so freaking awkward.
Now, I'm not telling you not to do that. Does it work? Yeah, yeah it does work. It's really inefficient. Does that makes sense? It's really, really rough to get through that patch and still maintain the friendship. This is so ... I put on his path I've been on this journey for the last several years.
As I've gotten mastered to some of these skills in another industry I decided why don't I apply them back to the MLM industry. As I've done it, a year ago I launched the beta it's been nuts. Ridiculous auto-downline recruiting. What? From people, I don't even know. Not that I'm trying to remove the human out of this industry.
Not that I'm trying to remove the personal touch that's not exact ... That's not it at all. I'm so freaking motivated about trying to show people how you can automate these recruiting systems, these recruiting tools and I figured out. Yeah, I can get passion about it. Whatever it is that you're passionate about, whatever it is that ... What do you stand for? What you stand against?
You have got to ... this is one of the easiest ways for you to become a leader. Write a Manifesto. If you need to hear those again pause it go back and really listen to it. Write a Manifesto, figure out what it is that you stand for. What your band stands for, what your group stand for, what your team does because if you know where you're all going, oh my gosh you guys there's so much unspoken power that you just ... It's going to be oozing from you.
Problems will solve that you don't even know were problems yet. There's going to be this force inside of your team that's like, oh my gosh like a jet. It's hard right now but that's where we're going for so I can push through it. Every person has a hard time. Every person in your MLM downline has a hard time and if you arm them with the flag like this. If you arm them with a Manifesto, with an idea it's so much easier to keep people engaged.
People don't buy what you do, they buy why you do it. Simon Sinek. This is so freaking true. Every single time. What's funny is when I first started hearing those things years ago when I first put those tactics together I honestly was like you know the products got to be good, the products got to be amazing.
Yeah, it does but that's not why people do it, why people stay at it. What do you stand for? Figured it out, publish it, get real loud and proud about it and you'll become a leader and people will follow you. They'll follow you through some pain point. Some personal development that they need to go through in order to be successful.
It's not a fun experience. It sucks. It can be rough. There's always personal development but flaws just explode in your face. You suck at this. You suck at this. Maybe you're not good at selling. Maybe you're scared of talking to people. Whatever it is and maybe they're the reason has got to be deeper than just money.
If, it's just money people are not going to stick with you that long. Does that make sense? This Manifesto is the gut wrenching reason why the heck they're there. Help them figure out what that is because sometimes most people don't know ... Most people have no idea why they're doing what they're doing.
Help them help groups or people together. Rally them together around an idea a manifesto something that you're all shooting for that will help pull them through pain while their personal development is underway. Not that it stops but you know I mean especially right at the beginning people need that.
I'm urging you to get out there and do it and go, go. I want you to crush it whatever you're in. Anyway, hey guys I hope you're doing great and I hope that you understand that what you are sitting on is the potential for generational wealth. It's not a small deal. Don't treat this like it's a small deal either.
Take the Manifesto seriously. Go create one. What the heck do you stand for? Go get it done. Guys I'll talk to you later. Bye. Thanks for listening please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to secretmlmhacksradio.com to submit your questions and download your free MLM Masters Pack.