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I Asked 5 Millionaires How They Got Their First Customer · The Empire of Wealth

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  Speaker 1: In this video, I'm going to teach you the five
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  Speaker 1: hacks that I've learned from my conversations with top entrepreneurs,
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  Speaker 1: which you can apply to get more customers.
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  Speaker 2: Or even your first customer.
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  Speaker 1: Sit down and learn these hacks and tell me which
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  Speaker 1: one you're going to try in the comments.
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  Speaker 3: Nonetheless, at its simplest, all marketing involves is what Mark
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  Speaker 3: Ritson calls doing the magic 180 degree flip, where you
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  Speaker 3: see your business as a.
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  Speaker 4: Customer, actual or potential would see it.
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  Speaker 2: Okay.
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  Speaker 3: You don't see your business as you see it.
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  Speaker 1: One of the businesses I thought of starting but never have,
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  Speaker 1: so here's one for you, is Mystery Shopper. So you
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  Speaker 1: literally walk into businesses as a customer and give feedback
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  Speaker 1: on that business. This is actually a really interesting exercise
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  Speaker 1: for you to do. It basically symbolizes what we're always
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  Speaker 1: talking about here. You have to put yourself.
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  Speaker 2: In the mind of the customer. What is the experience
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  Speaker 2: for the customer?
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  Speaker 1: So if you've got a website right now, imagine you
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  Speaker 1: go there for the first time and you know nothing
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  Speaker 1: about your business.
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  Speaker 2: What do you experience?
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  Speaker 4: Experience.
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  Speaker 1: Try to understand what the customer might think when they
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  Speaker 1: go on that website. Not what you think they think
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  Speaker 1: or what you want them to think, but what they
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  Speaker 1: actually think.
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  Speaker 2: If you learn to do this hack, you'll get more customers.
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  Speaker 5: So my entire sales approach starts with a needs analysis.
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  Speaker 5: Everything I do, I start with a needs analysis. Husband
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  Speaker 5: and wife come up to me where marriage is not
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  Speaker 5: working out.
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  Speaker 6: Really?
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  Speaker 4: Yes. Okay. How long have you guys been feeling this way?
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  Speaker 4: Question number one. Six months. Okay, how long have you
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  Speaker 4: guys been together?
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  Speaker 5: 12 years. Have you guys gone through this before as well? Yes,
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  Speaker 5: in our fifth year of marriage. When this happens, what
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  Speaker 5: typically causes it? Well, it's normally because of X, Y, Z,
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  Speaker 5: and da-da-da. Okay, both times was the same thing?
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  Speaker 4: Yes. Why did you guys get married to each other? Well, da-da-da-da-da. Well,
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  Speaker 4: why else? Why did you? Why did she? So needs analysis...
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  Speaker 4: You know everything about them. Yes.
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  Speaker 2: Understand whether they're going to... Of course.
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  Speaker 1: This hack is so simple, it's complex. You just need
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  Speaker 1: to ask questions of people. You need to understand their motives,
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  Speaker 1: deep motives.
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  Speaker 5: By the way, this needs analysis approach then becomes a
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  Speaker 5: consultative sales approach, not a closer. You know how they say,
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  Speaker 5: I can say, I used to ask him, I'm not
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  Speaker 5: that guy.
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  Speaker 4: Yeah. I can't do that. But if I start off
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  Speaker 4: with curiosity and needs analysis.
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  Speaker 5: And my interviews, my podcast, they're all needs analysis, okay?
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  Speaker 5: I want to get to the motive. I want to
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  Speaker 5: find out what caused you to XYZ.
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  Speaker 2: You can't sell ice to the Eskimos. That is a lie.
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  Speaker 2: It's not possible.
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  Speaker 1: What you want to do is sell ice to the
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  Speaker 1: people that are hot. Now, why are they hot?
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  Speaker 2: What's happening in their lives? Where are they going to?
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  Speaker 2: What are they wearing? Understand the customer.
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  Speaker 1: It's so obvious, but so many people don't do it.
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  Speaker 2: They're busy pushing everything to everyone. This is why niches
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  Speaker 2: work well.
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  Speaker 1: Once you go into a niche, then you understand all
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  Speaker 1: of those things about those people.
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  Speaker 2: That's what he's talking about. Understand deeply the people you
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  Speaker 2: are selling to. Don't be broad.
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  Speaker 4: Go deep.
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  Speaker 2: And if you do this thing, you'll get more customers.
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  Speaker 7: And that's basically what a business is. It's just creating
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  Speaker 7: something that makes it makes a positive difference to other
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  Speaker 7: people's lives.
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  Speaker 4: Yeah.
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  Speaker 2: And that's how, anyway, that's.
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  Speaker 7: How I've said about it at Virgin. I've never really been,
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  Speaker 7: I never really thought of being myself as being a businessman.
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  Speaker 7: I just look at, um, uh, you know, I hated
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  Speaker 7: flying on other people's airlines. So I started an airline.
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  Speaker 7: I wanted to get a piece of music out and record.
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  Speaker 4: Companies wouldn't put it out. So I started a record company.
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  Speaker 7: So I'm just trying to, um, to, uh, Yeah, to
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  Speaker 7: do something for that sort of reason is often, I think,
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  Speaker 7: the best way of creating a business.
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  Speaker 2: So the hack.
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  Speaker 1: Here to get more customers is think about what the
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  Speaker 1: problems are for customers, including you. He's not building businesses
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  Speaker 1: to basically make money. He's building businesses through pain that
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  Speaker 1: he's felt and the pain of his customers. So when
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  Speaker 1: he builds those businesses, he understands his customers, truly understands
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  Speaker 1: them because he feels their pain.
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  Speaker 2: He puts himself in their shoes. He is in their shoes.
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  Speaker 1: You're not selfish building something for you. You're building something
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  Speaker 1: that solves a pain point for you and for others. Now,
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  Speaker 1: this hack is how all the clever entrepreneurs get more customers.
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  Speaker 1: Another way I like to maximize my chances of getting
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  Speaker 1: customers is by creating a strong online presence. Now it
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  Speaker 1: starts with your domain name. It's such a simple thing,
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  Speaker 1: but people don't do it.
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  Speaker 4: The problem?
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  Speaker 1: Most great dot-com domains are long gone. Try searching for a.
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  Speaker 1: com and you'll soon find it's taken. You either overpay
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  Speaker 1: or settle for a name that doesn't quite feel right.
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  Speaker 4: That's why I love.
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  Speaker 2: Online. It's the world's second largest new domain name extension.
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  Speaker 2: And unlike.
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  Speaker 1: Com, it has a huge inventory of names available. meaning
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  Speaker 1: you're far more likely to get the exact name you want.
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  Speaker 1: It's a perfect fit no matter your industry, whether you're
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  Speaker 1: a freelancer running a local business.
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  Speaker 2: Or launching an online brand.
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  Speaker 1: And because online appears over 500 million searches every month,
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  Speaker 1: it can even boost your visibility in search results.
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  Speaker 4: You can register a.
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  Speaker 1: Online domain with GoDaddy, Squarespace, Wix, and more. But if
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  Speaker 1: you use the code SIMON at www.get.online, you can get
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  Speaker 1: it now for just 99 cents for the first year
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  Speaker 1: for a limited time. Click the link in the description
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  Speaker 1: to claim your domain name today and start getting more customers.
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  Speaker 8: I have this fundamental belief that all salespeople are just
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  Speaker 8: motivational speakers, fundamentally, just on a one-on-one basis. And so
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  Speaker 8: all we're trying to do is motivate someone to take action.
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  Speaker 8: And so if you know that, or at least for me,
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  Speaker 8: if I think that's what it is, it just comes
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  Speaker 8: down to motivating someone, then what creates motivation? And so
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  Speaker 8: I spent a really long time trying to think through this,
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  Speaker 8: but it's actually the opposite is what creates motivation. deprivation
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  Speaker 8: creates motivation so if i'm starving then i'm very motivated
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  Speaker 8: to eat if i'm if i'm exhausted i'm very motivated
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  Speaker 8: to sleep and with that same concept what we want
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  Speaker 8: to do is basically remind them we want to deprive
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  Speaker 8: them remind them of how deprived they are of this
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  Speaker 8: thing and how much pain they've gone through up to this.
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  Speaker 1: Point so alex is right but there's one extra thing
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  Speaker 1: here to make you think differently about this it's not
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  Speaker 1: just about not having something it's also about what value
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  Speaker 1: you can bring to something so what i've noticed is
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  Speaker 1: for example in my team They're motivated because we're trying
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  Speaker 1: to fix the education system, because we're trying to give
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  Speaker 1: people something they don't have. I think there's an element
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  Speaker 1: of this purpose. It's not just about someone not having something.
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  Speaker 1: It's also about having something in the world that makes
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  Speaker 1: a difference. People are motivated by positive and negative things.
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  Speaker 1: Definitely Alex is right, but I think just add this
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  Speaker 1: concept on top of like purpose, a mission beyond you.
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  Speaker 6: Instead of me focusing on like who are, how do
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  Speaker 6: I get access to all these customers?
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  Speaker 4: Like that's traditional.
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  Speaker 6: I go into my Facebook ads, like I'm going to
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  Speaker 6: go and I'm going to target these people, which is great.
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  Speaker 4: And we do that. But what's more powerful is instead
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  Speaker 4: I build this dream 100 list. So this is what
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  Speaker 4: I do. call the dream 100.
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  Speaker 6: Who are the 100 people 100 congregations of people that
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  Speaker 6: already have my dream customers congregated together i go to
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  Speaker 6: instagram right i'm gonna go hey who who are the
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  Speaker 6: influencers who already congregated my people together i'm like okay
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  Speaker 6: i'm gonna find this pressure finding a list has many
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  Speaker 6: different people there i have it and then i go
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  Speaker 6: to youtube same thing and i go find different people
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  Speaker 6: email lists and so i do some research ahead of
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  Speaker 6: time and eventually what happens like it all i i
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  Speaker 6: I would say Dream 100 for me ends up being
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  Speaker 6: like 300 or 400 sometimes, you know?
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  Speaker 1: This hack I've talked a lot about in my book,
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  Speaker 1: Wash Your Dream. There was a story of someone who
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  Speaker 1: basically had a moss plant and they wanted to sell it.
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  Speaker 1: You have this moss plant and it sucks up all
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  Speaker 1: the pollution in a room. And they were trying to
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  Speaker 1: come up with a social media strategy, something that would
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  Speaker 1: get them viral and noticed. They come up with all
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  Speaker 1: these ideas and talk to me about them. I said
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  Speaker 1: to them, this sort of moss will sell really well
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  Speaker 1: at garden centers. So just go work with garden centers.
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  Speaker 1: There's one in North London. They've got 40,000 customers on
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  Speaker 1: their email list. If you can get them to email
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  Speaker 1: this out, there you go. You don't need to go
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  Speaker 1: build your own list and start a social media strategy
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  Speaker 1: that can take years.
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  Speaker 6: And so like when I launched my very first book,
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  Speaker 6: this was step number one. I sat down, okay, who
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  Speaker 6: could sell my book, right? Who's already congregated these people together?
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  Speaker 6: So I did the same thing I'm talking about here.
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  Speaker 6: So I found all the people. And then what I
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  Speaker 6: did is I sent a free copy of my book
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  Speaker 6: to all 400 people that I found, right? And so
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  Speaker 6: they get each person here. So this person owns, has
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  Speaker 6: a podcast with a whole bunch of my dream customers.
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  Speaker 6: This person as a YouTube channel, met dream customers, this person, right?
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  Speaker 6: So instead of targeting the customer, I targeted the owner
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  Speaker 6: of this community. Two weeks later, one guy messes me back.
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  Speaker 6: He was like number 12 on my list. And his
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  Speaker 6: name is John Lee Dumas.
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  Speaker 4: He owns a podcast on for our fires. Like, Hey Russell,
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  Speaker 4: read your book. This is amazing. Do you want to
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  Speaker 4: be on the podcast? I was like, I would love
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  Speaker 4: to be on the podcast. Puts me on the podcast.
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  Speaker 4: Suddenly I'm in front of, you know, a million listeners.
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  Speaker 4: There's a podcast where.
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  Speaker 6: We talk about the book, we sell the book, and
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  Speaker 6: then he likes it so much he has an email list. Also,
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  Speaker 6: he happened to have an email list. He then sends
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  Speaker 6: like four emails with this, buy Russell's book, buy Russell's book,
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  Speaker 6: buy Russell's book. And that one person right there, he
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  Speaker 6: sold 1,500 copies of my book like that.
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  Speaker 1: It's taken me five years to build up the social
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  Speaker 1: media stuff on this platform.
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  Speaker 2: You don't necessarily need to do that.
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  Speaker 1: You just go work with people that have the audiences already.
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  Speaker 1: It's one of the most amazing hacks, and people aren't
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  Speaker 1: doing it because they're lazy. Ironically, they can't be bothered
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  Speaker 1: to do the research, but they can't wait to get
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  Speaker 1: out there and make a social media post. It's a mistake.
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  Speaker 2: Do the research.
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  Speaker 1: Do the groundwork. There's people out there that already have
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  Speaker 1: your customer base. Find a way to partner with them.
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  Speaker 1: If you apply these five hacks to your business, you'll
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  Speaker 1: get more customers.
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  Speaker 2: Don't be lazy.
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  Speaker 4: Go and do it.