Latest / The Dept. w/ Omar El-Takrori / The NEW Way To Make Money Online (Sell Them This) | The Dept. #128

Transcript

The NEW Way To Make Money Online (Sell Them This) | The Dept. #128 · The Dept. w/ Omar El-Takrori

0:00
[SPEAKER_01]: If you are frustrated at your current price point for your offer or maybe nobody's buying it or maybe you're frustrated at the fact that other people sell something very similar to you and they charge more in this video, you are going to learn what it takes to not only just increase your price but say it with total confidence and conviction so that more people buy whatever it is you're selling even though it's at a higher price point.
0:28
[SPEAKER_01]: Welcome to the department.
0:29
[SPEAKER_01]: I'm the Marks of Cory and I'm met with my bro art dot mp4 What up?
0:33
[SPEAKER_01]: What up department fan the last time he was on the podcast.
0:36
[SPEAKER_01]: He was 24 23 23 he's now 24 the last time I Did a podcast I was 34 now 35 now we're 35 officially on status on status now I want to
0:52
[SPEAKER_01]: attempt to articulate what is required in order to raise your price because the first thing to know is that you raising your price does not mean you need to include more of whatever it is you're doing.
1:09
[SPEAKER_01]: There's a potential reality that you can just include less, but I'm going to
1:20
[SPEAKER_01]: But we are doing this podcast because we just got off a coaching call with our inner circle.
1:27
[SPEAKER_01]: And it takes some time to realize that the thing you were working on or the skill you worked on or the service you provide is whatever the price that you said it is, is that?
1:38
[SPEAKER_01]: And something I found in my journey going from a $2,000 offer to charging
1:47
[SPEAKER_01]: 10x more than what I initially started out with but essentially selling the same thing is that there's something deep that needs to take place and really it's your understanding of your belief around sales and what you believe you're selling.
2:04
[SPEAKER_01]: And I, you know, there's this book by Alex Ramosi called 100 million our offers, create an offer so good people feel stupid for saying no.
2:15
[SPEAKER_01]: I would say it this way that you know you have an irresistible offer when the people that hear it feel irresponsible for not taking it.
2:28
[SPEAKER_01]: You know your offer is irresistible when people believe that they are irresponsible for not taking it.
2:38
[SPEAKER_01]: How does someone get to a place where they feel irresponsible for not taking it?
2:44
[SPEAKER_01]: I would say they get to that place by the words you say and the experience you created for them to think what they think about your offer.
2:52
[SPEAKER_01]: And something I want you to know about your business
2:58
[SPEAKER_01]: And this might not resonate with this, but for a very small few that this is gonna hit your core.
3:06
[SPEAKER_01]: Do you believe that when people do things with you that it's better than if they don't?
3:16
[SPEAKER_01]: Doesn't matter what you do.
3:18
[SPEAKER_01]: If you're a hairstylist, if you do real estate, if you do financial services, if you're a coach, if you are a service provider,
3:28
[SPEAKER_01]: do you genuinely believe that when somebody works with you, it's better than if they didn't?
3:38
[SPEAKER_00]: I would say most people would.
3:40
[SPEAKER_01]: Well, that's why you're probably in business.
3:43
[SPEAKER_01]: But what many people, it's like they know it, but they don't believe it.
3:48
[SPEAKER_01]: And I think there's a difference, like because I know I sell better,
3:55
[SPEAKER_01]: better what, better everything, like because like everything about everything is better when you work with me and I genuinely believe that then it influences the way I sell now the problem is is if you increase your price but you don't believe in the value
4:18
[SPEAKER_01]: People may not buy it just simply because that's why I opened this up with people may not believe it because there is no confidence and there's no conviction behind the price you should just know for sure like you know that you know like I'm saying this with caution, but like You are absolutely Doing yourself a disservice by not taking this offer.
4:42
[SPEAKER_01]: Now, that's just some, that's a core foundational belief.
4:46
[SPEAKER_01]: I want you to have to know that, do you sell better?
4:50
[SPEAKER_01]: Then then know, then know this.
4:53
[SPEAKER_01]: If you struggle with pricing, just use that as the foundation.
4:59
[SPEAKER_01]: And then if you know that you sell better,
5:03
[SPEAKER_01]: What happens to a person if they say not yet?
5:07
[SPEAKER_01]: If they say it's too much, if they say right now is not the time?
5:14
[SPEAKER_01]: Well, you have to be able to identify what does life look like if this does not get fixed?
5:20
[SPEAKER_01]: Like Brian Miller would say, you should know what's at stake.
5:27
[SPEAKER_01]: for not dealing with this thing.
5:29
[SPEAKER_01]: But, and I want to make it so, you know, relevant.
5:36
[SPEAKER_01]: If I'm a hairstylist, like my sister's a hairstylist.
5:40
[SPEAKER_01]: What happens to someone who has a female, let's just say, who has their split ends?
5:48
[SPEAKER_01]: And they look at themselves everyday in the mirror and they just don't like what they see.
5:54
[SPEAKER_01]: And so they, because they don't like what they see, they don't dress up like they like what they see.
5:57
[SPEAKER_01]: And then their spouse is getting a version of them that is just no self-esteem whatsoever.
6:02
[SPEAKER_01]: And then the spouse is discouraged because you're not fun anymore.
6:08
[SPEAKER_01]: He's like, I can go down the rap, but like, what's that steak?
6:11
[SPEAKER_01]: Do your marriage?
6:13
[SPEAKER_01]: Is that steak?
6:15
[SPEAKER_01]: Now, what happens when you show up to life confidently when you're proud of what you look like?
6:24
[SPEAKER_01]: Like, people are attracted to that.
6:27
[SPEAKER_00]: Opportunities start coming your way.
6:29
[SPEAKER_00]: I mean, a lot changes.
6:31
[SPEAKER_00]: But that, I mean, that could feel like reaching.
6:35
[SPEAKER_00]: Like, well, the person who's willing to reach the most, the person who's going to make the most.
6:40
[SPEAKER_01]: Now, I'm just kidding what I know.
6:42
[SPEAKER_00]: No, but just hairstyle is to marriage like somebody, like I mean for your sister, it could feel like there's no way I could like say that or I could claim that.
6:51
[SPEAKER_01]: So if you can't claim it, that it's why you feel like you can't charge more.
6:57
[SPEAKER_01]: So if you're able to connect what you do,
7:04
[SPEAKER_01]: Beyond the very thing you do, if you're able to connect it, then when you articulate that, you get to ask for more money.
7:16
[SPEAKER_01]: Let's just say in the context of photography.
7:19
[SPEAKER_01]: So I could charge $100 an hour to take photos for your event.
7:24
[SPEAKER_00]: Sure.
7:27
[SPEAKER_01]: which most people probably would, but why can somebody charge $3,500 for the same job?
7:33
[SPEAKER_01]: Well, because, oh, you're throwing a client event, right?
7:38
[SPEAKER_01]: You know, when clients post these photos, what does that do for the business in brand?
7:44
[SPEAKER_01]: When a client has like a incredible photo with their mentor and they promote that thing, or when that client gets a win, do you use these photos as like a print, like in your presentations to sell more people
7:58
[SPEAKER_01]: So the person that's willing to reach the deepest is the person that gets to charge the highest.
8:04
[SPEAKER_00]: For sure.
8:06
[SPEAKER_01]: So reach on, which thanks for framing this up.
8:11
[SPEAKER_01]: So I say all this to say, I'm gonna share with you.
8:15
[SPEAKER_01]: a sales reaching framework so that you know what you're actually selling.
8:22
[SPEAKER_01]: I want you to connect whatever it is you sell right now.
8:26
[SPEAKER_01]: It doesn't matter.
8:26
[SPEAKER_01]: It literally doesn't matter.
8:28
[SPEAKER_01]: But it's when you
8:35
[SPEAKER_01]: even working with us is one of the greatest investments you can make in your life is because I believe that when you buy what we sell, you're buying one of these, not the calls, not the in-person experiences.
8:50
[SPEAKER_01]: And so you know what's crazy?
8:52
[SPEAKER_01]: Because I genuinely believe what I'm about to share when somebody pays me a lot of money
9:04
[SPEAKER_01]: is because what I believe where the value is and you gotta be a person of value.
9:09
[SPEAKER_01]: And if you don't, if I'm still talking, you're like, oh my, I'm still in that catch and when I'm putting it out, you have a transformation, which I'm gonna take, you have a, you have a becoming that you need to go through.
9:19
[SPEAKER_01]: And this is only for people that wanna charge the highest price in their industries.
9:23
[SPEAKER_01]: Okay, so like when you, cause you need to know that even in the context of brands and shopping, why could you buy a Louis bag
9:34
[SPEAKER_01]: And it's $4,000, but if you buy a no-name handmade from someone in Oregon, leather goods, it's
9:45
[SPEAKER_01]: less than 10% of the price.
9:48
[SPEAKER_01]: Well, it's all simply based on what you know you're selling.
9:54
[SPEAKER_01]: One person thinks they're selling handmade goods.
9:56
[SPEAKER_01]: Another person is selling an identity and which one demands more money.
10:01
[SPEAKER_01]: This is why the words you use associated to your offer, associated around your brand are so important.
10:07
[SPEAKER_01]: So,
10:09
[SPEAKER_01]: If you desire to make more money, here's the reality, you're not selling your hair services, you're not selling your creative services, you're not selling your coaching, you're not selling.
10:17
[SPEAKER_01]: This is what you're selling.
10:20
[SPEAKER_01]: It's called a topic.
10:23
[SPEAKER_01]: There essentially is that seven or six.
10:27
[SPEAKER_01]: It's like seven things you can choose to sell up to seven or all seven.
10:34
[SPEAKER_01]: So the first thing you sell
10:38
[SPEAKER_01]: is you sell acceleration, you sell speed.
10:43
[SPEAKER_01]: People pay more for speed than they do for stuff.
10:50
[SPEAKER_01]: People pay more for speed than they do for stuff.
10:53
[SPEAKER_01]: So don't think by including more of something that you then can charge more because you included more.
10:59
[SPEAKER_01]: That's the wrong way to see it.
11:02
[SPEAKER_01]: If you've actually distilled the opportunity to get the outcome faster, you can charge more.
11:12
[SPEAKER_01]: I have a friend who sells a two or three-day workshop for $20 something thousand dollars.
11:22
[SPEAKER_01]: I'm going to, I'm about to go to a workshop.
11:25
[SPEAKER_01]: That's two days and it's $25,000.
11:33
[SPEAKER_01]: is going to make my life better.
11:36
[SPEAKER_01]: It's going to make our business better.
11:38
[SPEAKER_01]: But I just want you know, if you offer something at speed, and as a creative, maybe you're so into your process, I remember, like, I mean, I had an agency and when I saw people taking photos at weddings, and I saw it took 60, 90 days for them to get their photos.
11:58
[SPEAKER_01]: I was like, oh, heck no.
12:04
[SPEAKER_01]: So forcing myself to condense time, which by the way, wealthy people, they condense time, poor, broke minded people, expand time.
12:17
[SPEAKER_01]: So if you force yourself to think, how can I get this outcome faster?
12:22
[SPEAKER_01]: How can I get to them faster without compromising quality?
12:25
[SPEAKER_01]: Just know that you can raise your prices if you do something quicker.
12:29
[SPEAKER_01]: Hey department fam, pausing the podcast to talk about this life-changing sponsorship.
12:34
[SPEAKER_01]: It's me.
12:35
[SPEAKER_01]: I'm sponsoring the podcast and the sponsor of this podcast is the content to cash challenge, which is a five-day live coaching experience.
12:44
[SPEAKER_01]: I put on for creators, entrepreneurs, coaches, consultants, and service providers.
12:49
[SPEAKER_01]: If you feel like you're stuck in business or maybe there's more to business and to revenue,
12:53
[SPEAKER_01]: I'm telling you that you don't have an offer problem, you don't have an industry problem, and you probably don't even have a sales problem.
12:59
[SPEAKER_01]: What you have is an awareness problem.
13:02
[SPEAKER_01]: And this is why I have the content to cast challenge because I believe transformation happens on a two-way street.
13:07
[SPEAKER_01]: And how do you know if you're the right person for the content to cast challenge or you're in the right season?
13:12
[SPEAKER_01]: You're listening to this podcast.
13:14
[SPEAKER_01]: This is for you.
13:15
[SPEAKER_01]: This is your moment.
13:16
[SPEAKER_01]: So to take the challenge or jump on the wait list, scan the QR code on the screen or check out the link down in the description below.
13:22
[SPEAKER_01]: Let's get back into the conversation.
13:25
[SPEAKER_00]: That's acceleration.
13:26
[SPEAKER_00]: It will come to mind.
13:28
[SPEAKER_00]: Like what if somebody's a customer, they're result that they're looking to get by paying that like my paying you.
13:39
[SPEAKER_00]: it can't really be accelerated like it needs to take time like there is a window of time that needs to take place can you think of like a real life example the first one that comes to mind is like stocks or investment okay so you're saying the outcome of the thing may take some time yes okay so then don't promise that outcome
14:03
[SPEAKER_01]: and I don't even like the word promise, but don't tell people they're gonna get that an outcome that is really outside of your control.
14:11
[SPEAKER_01]: You know what's a better guaranteed outcome is how fast you'll get good at it.
14:16
[SPEAKER_00]: Mm, that's good.
14:17
[SPEAKER_01]: So like, you can learn this yourself and make the mistakes.
14:23
[SPEAKER_01]: Or you can get your, you can be a part of an environment that's going to give you, you'll get the skill.
14:29
[SPEAKER_01]: Got it.
14:29
[SPEAKER_01]: And then how fast you get the skill as opposed to not not joining that offer.
14:35
[SPEAKER_01]: And I'm thinking about like you're getting a front row seat to decision-making.
14:38
[SPEAKER_01]: That's the fastest way possible.
14:40
[SPEAKER_01]: You're hitting the front row seat to all this data and all these things.
14:42
[SPEAKER_00]: So no, that's helpful because I know like a big thing in sales and with high ticket offers is sell the outcome.
14:50
[SPEAKER_00]: So the identity, but no, that's really good.
14:52
[SPEAKER_01]: So so what is happening fast.
14:56
[SPEAKER_01]: And I think that like the thing is a personal way to frame it.
14:59
[SPEAKER_01]: Yeah, so let's just even on a creative standpoint, if you if you sell virology, let's say you have an agency and like we will increase your viewership.
15:09
[SPEAKER_01]: Well, you know what's crazy like maybe you're selling to the wrong person by wanting to sell more views because like if you understood that's why that's why it's important to become the person that you're selling to like because it's going to be very awkward if there's a lack of congruency there.
15:26
[SPEAKER_01]: But how about instead of selling them.
15:30
[SPEAKER_01]: you know, more or more of something that you really genuinely can control, unless you can, if you can than do it, sell them how quick, like how much more content they'll post in less time.
15:45
[SPEAKER_01]: That's still this acceleration.
15:47
[SPEAKER_01]: Right.
15:47
[SPEAKER_01]: So I feel like I could, you know, I could break it, but if you're hung up on something that like art brought up, if you're hung up on it, then you yourself are not the type of person.
15:57
[SPEAKER_01]: If you don't value speed, don't sell speed.
16:01
[SPEAKER_01]: If you don't value skill sets, because what I mentioned earlier in this conversation was like, we're selling better.
16:09
[SPEAKER_01]: So you just need to find your version of better in this, and that would be a version of better.
16:16
[SPEAKER_01]: The second thing that people pay for, the second thing that you are selling is affiliation,
16:28
[SPEAKER_01]: what people don't realize is there is so much value in you being connected to something that is known.
16:36
[SPEAKER_01]: You being connected to someone that is known.
16:39
[SPEAKER_01]: And you know, there's just trend right now.
16:41
[SPEAKER_01]: That's like five expensive things that are totally worth the money.
16:44
[SPEAKER_01]: Yes, I've been seeing that, yeah.
16:46
[SPEAKER_01]: And I thought about it and I thought about in my own personal journey like, what are those things?
16:52
[SPEAKER_01]: And I would put very high on that list.
16:55
[SPEAKER_01]: Pain, someone you look up to, to teach you.
17:01
[SPEAKER_01]: It's like,
17:03
[SPEAKER_01]: If there's someone you look up to and you know maybe I'm I'm when I say that you think of somebody online that's like, oh my gosh, this person's just they've been helping me so much in this journey, they probably haven't offer somewhere where you can be in relationship with them, you could learn from them, you can go to their place of operation and learn how they do what they do like that that whole idea, but.
17:33
[SPEAKER_01]: If you are someone who's been doing what you've been doing for a long time and you're good at what you do, what people are getting access to is they're getting access to being affiliated with somebody who's been doing it for a long time.
17:48
[SPEAKER_01]: They've ever heard of the phrase name drop, you know, it's like,
17:55
[SPEAKER_01]: When I went, when the women, I can't say the women because I have a Louis bag, but like when when people buy the Louis Vuitton bag, they're choosing to be affiliated with what people think about that brand.
18:08
[SPEAKER_00]: A friend of the feeling, yeah.
18:10
[SPEAKER_01]: So.
18:13
[SPEAKER_01]: I'm going through this framework because I want you to see how what you sell or what your offer is, you know, which one sticks out the most.
18:22
[SPEAKER_01]: But, okay.
18:23
[SPEAKER_01]: Question.
18:23
[SPEAKER_01]: Question.
18:25
[SPEAKER_00]: Can someone with a smaller brand or personal brand sell their affiliation?
18:31
[SPEAKER_00]: Or no.
18:31
[SPEAKER_00]: It's kind of only for established names and establish has in like, you have a big following.
18:37
[SPEAKER_00]: You're pretty well known in your industry.
18:44
[SPEAKER_01]: It's like yes and no, so like for sure, yeah, if somebody's got a established industry name being connected to that industry name is huge.
18:57
[SPEAKER_01]: But also I don't want to undermine affiliation to an idea.
19:03
[SPEAKER_01]: So like let's just say.
19:07
[SPEAKER_01]: Um, I have a good example.
19:09
[SPEAKER_01]: There's someone who like, there's a bunch of AI experts now.
19:12
[SPEAKER_01]: I don't know where it's crazy.
19:13
[SPEAKER_01]: AI is like three years old, four years old, and like there's so many AI experts, but a lot of these AI people are selling certifications.
19:22
[SPEAKER_01]: They're not that known yet because AI's brand new, but they're selling certification, which is essentially being affiliated to being certified.
19:32
[SPEAKER_01]: So like by having
19:35
[SPEAKER_01]: that certification.
19:37
[SPEAKER_01]: And by the way, all certifications are manufactured.
19:40
[SPEAKER_00]: Sure.
19:41
[SPEAKER_01]: Because they're manufacturing affiliation.
19:44
[SPEAKER_01]: When you have this degree from this school, it legitimizes you.
19:49
[SPEAKER_01]: So like, is the school selling education?
19:51
[SPEAKER_01]: Are they selling affiliation?
19:52
[SPEAKER_00]: That's actually really good.
19:54
[SPEAKER_00]: Because I mean, yeah, the whole thing with college.
19:56
[SPEAKER_00]: Oh, you can find all the information online anywhere you want.
19:59
[SPEAKER_01]: Or go to the community college.
20:00
[SPEAKER_01]: Yeah.
20:01
[SPEAKER_01]: Why do you want to go to Harvard?
20:03
[SPEAKER_01]: Yeah.
20:03
[SPEAKER_01]: It's because of the name.
20:04
[SPEAKER_01]: Because of the name.
20:04
[SPEAKER_01]: So yes, in many cases, but the idea of like a certificate to though is like,
20:11
[SPEAKER_00]: You know, yeah, so not directly off of their brand, but like creating something that they want to be affiliated with.
20:18
[SPEAKER_01]: Yes, okay, dude.
20:20
[SPEAKER_01]: How about this?
20:21
[SPEAKER_01]: Well, we have an award.
20:25
[SPEAKER_01]: Oh yes, and I came up with an award for my clients because I saw other people and other industries give out awards for performance.
20:37
[SPEAKER_01]: And I thought to myself, what if we had an award?
20:41
[SPEAKER_01]: And this award was almost like, this is what people are going to go for.
20:47
[SPEAKER_01]: in the program.
20:48
[SPEAKER_01]: They're going to go for the freedom award, which is like a globe, and the idea of this award is that you make back your investment in this program so that you really unlock the level of freedom.
21:01
[SPEAKER_01]: But now I'm making it, making what I sell, like people are affiliating themselves, I want that.
21:08
[SPEAKER_01]: that's what I want.
21:09
[SPEAKER_01]: I want the freedom award.
21:10
[SPEAKER_01]: The number one question I usually get asked by people like you is Omar how the heck does your videos look and sounds so dang crispy?
21:17
[SPEAKER_01]: Well the reality is it's the equipment I use and you'd be surprised how inexpensive it could actually be.
21:23
[SPEAKER_01]: So I've compiled all my gear and I've updated the list and I want to give it to you.
21:27
[SPEAKER_01]: So if you're listening or watching this, just hit the description box below and I'll send you my gear guide for every budget.
21:33
[SPEAKER_01]: Now let's get back into the conversation.
21:34
[SPEAKER_00]: So the idea I just came to mind is with this offer stuff and selling something and you're not selling what's inside, but you're selling like you know the stage.
21:46
[SPEAKER_00]: Yeah.
21:48
[SPEAKER_00]: Do your.
21:50
[SPEAKER_00]: your like trophy or your award is another outcome that people can work towards.
21:55
[SPEAKER_00]: So it's not just the direct outcome of whatever you offer, but it's like you manufactured another outcome that they get worked towards.
22:04
[SPEAKER_00]: If I'm a fitness person, if you if you've gotten a 10 row streak, right, it's not just the big goal of losing 30 pounds, right?
22:13
[SPEAKER_00]: In six months, it could be a way smaller goal
22:19
[SPEAKER_00]: and we'll pay you for 100, which is super interesting.
22:22
[SPEAKER_01]: Okay, I'm gonna just flat out, give you your example.
22:26
[SPEAKER_01]: My example of this.
22:27
[SPEAKER_01]: Your example of this.
22:28
[SPEAKER_01]: Okay.
22:30
[SPEAKER_01]: Iron Man.
22:32
[SPEAKER_01]: Okay, why?
22:34
[SPEAKER_01]: Why don't you just go do an Iron Man?
22:36
[SPEAKER_01]: Why do you gotta wait for the event?
22:38
[SPEAKER_01]: Why don't you just go do it and tell yourself, I did an Iron Man today.
22:43
[SPEAKER_00]: It's okay, okay, I see where you're going.
22:45
[SPEAKER_01]: You did it because you associated yourself.
22:49
[SPEAKER_01]: Yeah.
22:50
[SPEAKER_01]: And you got a little thing and it's a whole thing.
22:53
[SPEAKER_01]: Isn't it crazy?
22:54
[SPEAKER_01]: When you start thinking this way, like, wow, they built this thing out of nothing.
22:58
[SPEAKER_00]: Bro, when you start thinking about it, everything is fake, dude.
23:02
[SPEAKER_01]: I mean, everything is created from our imagination and when people use words,
23:11
[SPEAKER_01]: the right way when people use words.
23:14
[SPEAKER_01]: The right words to sell.
23:15
[SPEAKER_00]: Like, I mean, but this is also why people who ask, oh, Mar, but what do you get when you buy the thing or what is it or what is the offer?
23:25
[SPEAKER_00]: It's like that, yeah, I do this words or it's just what came out of our mind.
23:29
[SPEAKER_01]: And what are we saying like, dude, Omar's a little scam artist here.
23:32
[SPEAKER_01]: We got a little, the crazy thing is when people work with me.
23:39
[SPEAKER_01]: they just experience a whole new level of business and life and brand and it's because we have a process in place that we take them through and all that's a but if it but no one's buying the process.
23:53
[SPEAKER_01]: What I'm telling you is if you don't get good at this stuff that we're talking about today, it doesn't matter what it actually does not matter what you sell and by the way, it never matters what you sell because there are there are some bags online that know this stuff and then they they don't follow through they don't serve they don't care and if you're someone who acts like has a
24:13
[SPEAKER_01]: conscience and you have a spirit that desires to add value to this world.
24:20
[SPEAKER_01]: This is for you.
24:21
[SPEAKER_01]: So they use it.
24:22
[SPEAKER_01]: Well, all right.
24:23
[SPEAKER_01]: So we have acceleration affiliation.
24:25
[SPEAKER_01]: We're talking about a topic.
24:26
[SPEAKER_01]: This is what you're saying.
24:27
[SPEAKER_01]: We're also selling a transformation or you sell a transformation.
24:33
[SPEAKER_01]: I don't want to belabor the transformation point.
24:35
[SPEAKER_01]: It's kind of self-explanatory.
24:37
[SPEAKER_01]: It's a before and after.
24:39
[SPEAKER_01]: How did they get there?
24:40
[SPEAKER_01]: It doesn't matter.
24:40
[SPEAKER_01]: Do you want to become this person?
24:43
[SPEAKER_01]: And...
24:47
[SPEAKER_01]: I think again, like who a person is after they work with you, thinking about the, you know, before and afters on a service-based business, you could like, this is what their content looked like before they worked with us, boom, look at it, look how this person's hair was before they worked, you know, before I used to cut their hair, they used to have a line in
25:13
[SPEAKER_00]: How do you sell transformation without making it a promise?
25:18
[SPEAKER_01]: How do you sell transformation without making it a promise by finding the thing that happens as a result of the service?
25:33
[SPEAKER_01]: Okay, so I'm thinking about my barber Jean.
25:42
[SPEAKER_01]: and we're talking about confidence like I feel so good after I get a line up and and I go every week.
25:49
[SPEAKER_01]: And so the transformation is like I'm I'm I'm the product of the haircuts.
25:56
[SPEAKER_00]: So like your question was how do you sell transformation without making it like a promise?
26:04
[SPEAKER_01]: Oh yeah you you could say what happens after
26:11
[SPEAKER_01]: the thing.
26:11
[SPEAKER_01]: So like after I give haircuts, after I take photos of your business, after I create content for you, after I help you lose weight, here's what's going to happen.
26:24
[SPEAKER_00]: So like you're not because there's like the direct transformation that can happen.
26:28
[SPEAKER_00]: Yes.
26:28
[SPEAKER_00]: But you're talking about like something else.
26:31
[SPEAKER_01]: Yeah, like like life experience transformation.
26:35
[SPEAKER_01]: Okay.
26:35
[SPEAKER_01]: So like, what does your life experience in the, you know, when you become the transformed version of you?
26:42
[SPEAKER_01]: Does that make sense?
26:43
[SPEAKER_01]: Yes.
26:44
[SPEAKER_01]: Um, like, you know, it's crazy about you documenting your process of going doing that Iron Man was how much people were on board with your health and how much people
27:04
[SPEAKER_01]: It's almost like, that's one of the transformations that the Iron Man does.
27:10
[SPEAKER_01]: The Iron Man sells a outcome of a person that gets celebrated.
27:18
[SPEAKER_01]: Like you want the world to cheer you on.
27:20
[SPEAKER_01]: Like you get that.
27:21
[SPEAKER_00]: Yeah.
27:24
[SPEAKER_01]: But none of this, you can't think like this if you don't, if you aren't this, right, as a man thinks in his heart.
27:30
[SPEAKER_01]: So is he like, I can find those things because I look for those things when I buy things, when I join things, it's really interesting when you start thinking about it.
27:40
[SPEAKER_01]: It's like, wow, like, yeah.
27:42
[SPEAKER_01]: Why isn't Iron Man free?
27:44
[SPEAKER_01]: Well, there's some principles in, you know, the transaction, which leads me to say, it's one of my favorite things that my friend, Eileen Wilder would say, she says, the transformation is in the transaction.
28:01
[SPEAKER_01]: The transformation is in the transaction.
28:05
[SPEAKER_01]: Sometimes just charging higher prices
28:12
[SPEAKER_01]: Like, I get my haircut from Jean and he probably charges the highest price in the city and someone like you doesn't need to go to him, but why do you go to him?
28:25
[SPEAKER_00]: Because of the transformation that he provides.
28:29
[SPEAKER_01]: It's who's touching your hair.
28:30
[SPEAKER_01]: It's a little bit of affiliation.
28:31
[SPEAKER_01]: It's a little bit of transformation.
28:33
[SPEAKER_01]: But you paying $120 for a haircut, $130 for a haircut,
28:43
[SPEAKER_01]: You like the the state of mind you're in when you book that's appointment.
28:46
[SPEAKER_00]: Yeah.
28:47
[SPEAKER_01]: I've seen you book the appointment.
28:48
[SPEAKER_01]: It's an event like we all know art has a haircut at this time.
28:53
[SPEAKER_01]: Like I got a haircut.
28:55
[SPEAKER_01]: But the truth is is the price point demanded that care.
28:58
[SPEAKER_01]: And this is why I would say the transformations in the transaction.
29:01
[SPEAKER_01]: These are things that if you believe these things that I'm talking about, it can feel your confidence when you sell it.
29:08
[SPEAKER_01]: When you increase your price, it's like,
29:11
[SPEAKER_01]: I know that nine, and this is going to sound wild, but I know that 90% of the work, maybe even 99, 99% of the work is done at the time of just saying yes.
29:29
[SPEAKER_01]: Like I'm thinking about in the context of church,
29:34
[SPEAKER_01]: And I'm a tie there, and I'm a firm believer in tithing 10% of your income, and then even on top of that giving above 10%, I think the tie is the baseline level of generosity.
29:46
[SPEAKER_01]: I don't even think the tie is generosity.
29:48
[SPEAKER_01]: I mean, I could rant on that all day, but the tie is paying back, giving back what God's already given.
29:54
[SPEAKER_01]: So it's actually not being generous.
29:56
[SPEAKER_01]: It's just living by principle.
29:58
[SPEAKER_01]: And then on top of that, what you do is generosity,
30:04
[SPEAKER_01]: When God asks for the tithe, do you think the first tithe is the most important?
30:14
[SPEAKER_01]: Like someone's tiding for the first time is more important than a inconsistent way of giving to God or to be generous.
30:28
[SPEAKER_01]: Well, I'll give you the answer.
30:29
[SPEAKER_01]: The answer is yes.
30:29
[SPEAKER_01]: No, yeah, because once it happens,
30:32
[SPEAKER_00]: Yeah, wait, but what was the comparison?
30:34
[SPEAKER_01]: You said the first time is, is the most important compared to, is the most important transaction that needs to take place?
30:40
[SPEAKER_01]: Yeah, I mean, for sure.
30:41
[SPEAKER_01]: Like, that has to happen for you to become a tie there.
30:44
[SPEAKER_01]: Yes.
30:45
[SPEAKER_01]: So, this is what I mean, like the transformations in the transaction.
30:50
[SPEAKER_01]: Right.
30:50
[SPEAKER_00]: That's like, so then it's safe to say that, almost every offer transformation is a given.
30:56
[SPEAKER_00]: It's a given because of the price that you charge.
31:05
[SPEAKER_01]: Because when I ask Dan Martell, there's only a mistake you ever made in your business like paying someone.
31:11
[SPEAKER_01]: It's like, yeah, I remember going back and forth with somebody, wiring them 20 grand and then not hearing from them.
31:19
[SPEAKER_01]: And then he just ran away with my money.
31:22
[SPEAKER_01]: But I learned the transformations in the transaction.
31:28
[SPEAKER_01]: This is like you could you can actually remove all the crap you offer and like if you if you are right to these foundational beliefs about sales and business it'll change everything the next thing If you're working on a course or you're working on some sort of curriculum I first want to tell you that your the information you share inherently isn't all that valuable.
31:57
[SPEAKER_01]: the order in which the information is shared is valuable.
32:02
[SPEAKER_01]: So with all information everywhere, this is why I say the next thing that you sell, that is valuable, is not just information, because that's commoditized, it's the organization of the information.
32:16
[SPEAKER_01]: So by selling an organized approach, by selling an order,
32:22
[SPEAKER_01]: of how to do the thing, because everyone's on YouTube and they're learning everybody's searching AI and they're doing this, but when you come to me, I take you through a sequence.
32:31
[SPEAKER_01]: I take you to the doing it in this context, doing this the right way.
32:36
[SPEAKER_01]: So people pay for acceleration, affiliation, transformation, may also pay for organization.
32:42
[SPEAKER_00]: What's interesting about organization is even though AI is so good now,
32:47
[SPEAKER_00]: And you can't have it dial stuff in and get super specific.
32:53
[SPEAKER_00]: It will never beat like the human feel.
32:56
[SPEAKER_00]: Like you have a very specific process for your clients that you take them through.
33:03
[SPEAKER_00]: And sometimes it's different for everybody.
33:05
[SPEAKER_00]: So it's like it's not the same order for every single person.
33:10
[SPEAKER_01]: AI probably could offer, so here's why, because I'm going to try to break something, I think I think are you trying to say that like there is like AI is on its way potentially to offer organization?
33:22
[SPEAKER_01]: I mean, it can, tell me the steps on how to start a business.
33:25
[SPEAKER_00]: Yeah.
33:25
[SPEAKER_01]: Okay, now
33:27
[SPEAKER_00]: No, what I'm saying is, yeah, I mean, it can, but still won't beat the human type.
33:32
[SPEAKER_01]: Yes, which I literally the word that came to mind was customization.
33:36
[SPEAKER_01]: So it's like, it's customization organization.
33:41
[SPEAKER_01]: So based on where you're at,
33:44
[SPEAKER_01]: I'm going to prescribe this, you know?
33:46
[SPEAKER_00]: Optimize organization.
33:47
[SPEAKER_01]: Yes.
33:48
[SPEAKER_01]: Optimize organization of organization to bring customization.
33:56
[SPEAKER_01]: But that's it, just in in the order.
33:58
[SPEAKER_01]: I think if if you understand that people can get the information out there, this is why I could we could freely give this way.
34:05
[SPEAKER_01]: Yeah, I could literally freely give where I think we're we're hitting about like
34:13
[SPEAKER_01]: I can do this because people are consuming this out of order.
34:18
[SPEAKER_01]: You haven't even launched your offer yet and you're still this deep into this program so it's like, or in this podcast, so it's hard for you to even decipher what you're supposed to do, which while you're overthinking and you're overthinking because you're out of order.
34:30
[SPEAKER_01]: And so.
34:32
[SPEAKER_01]: Um, this is why I could freely give.
34:34
[SPEAKER_01]: I could freely give because when people come in, they get it organized in a custom manner because they get to ask the questions at the right time or whenever they feel like it.
34:44
[SPEAKER_01]: The next thing people pay for is proximation.
34:48
[SPEAKER_01]: Proximation is selling different contexts of information.
34:55
[SPEAKER_01]: So closer proximity,
34:59
[SPEAKER_01]: I may be, we talk about, we're about to have a workshop tomorrow and Thursday and tomorrow.
35:06
[SPEAKER_01]: I am going to talk about with my high paying clients, the same things that I talk about on this podcast.
35:13
[SPEAKER_01]: But the context, the information is received in determines the value of the information.
35:21
[SPEAKER_01]: And so, because everyone who's coming has a business and they know their North Star and that we've been meeting on calls, this is why it's so powerful to understand that you
35:36
[SPEAKER_01]: can put yourself in rooms that maybe you hear something you've heard before, but you hear it differently because of who's in the room.
35:44
[SPEAKER_01]: Maybe here are differently because of how many people are in the room.
35:47
[SPEAKER_01]: Maybe here are differently because it was said on a Zoom call, not on a YouTube video, in a board room, instead of a conference, like, proximation, I mean, you know, when I think about our friend Neil,
36:06
[SPEAKER_01]: In many ways, that's like when he markets his forward event.
36:10
[SPEAKER_01]: He's selling the room and what's happening?
36:14
[SPEAKER_01]: What's going to happen in this room?
36:16
[SPEAKER_01]: Like, that's proximation.
36:18
[SPEAKER_01]: You're just, people do pay to be close, not.
36:22
[SPEAKER_01]: So affiliation is like, you can be connected to from a distance.
36:26
[SPEAKER_01]: But proximation is the understanding that if you teach something online, you can sell something to do it.
36:35
[SPEAKER_01]: off the platform and that alone has its own level of value just a different level of access.
36:42
[SPEAKER_01]: Yeah, so yeah, people pay for different levels of access.
36:45
[SPEAKER_01]: Yeah, which is something shout out to there's someone I'm going to shout him out because he says he listens to almost every podcast, but somebody made a a real on my brand and I just want to shout him out.
36:56
[SPEAKER_01]: This is
36:58
[SPEAKER_01]: This is Nick Castle creates on Instagram.
37:02
[SPEAKER_01]: He made a whole little breakdown breaking down the podcast or breaking down with the brand.
37:10
[SPEAKER_01]: Omar Altecore's brand.
37:12
[SPEAKER_01]: And some an observation he made, he said the smartest thing about Omar's content or one of the smartest things.
37:19
[SPEAKER_01]: is that you get to see how I process things in real time, how I think in real time, how I communicate in real time, because I put out long-form videos, and because everything you see of me is doing something else, and it's just being captured, that you know what you're kind of getting.
37:38
[SPEAKER_01]: It's creating the feeling of like, I know what I'm gonna get if I'm gonna go with Omar.
37:42
[SPEAKER_01]: So it's eliminating any form of skepticism in many cases, which is why I don't have to try to sell so hard.
37:52
[SPEAKER_01]: I don't really sell that hard at all, really.
37:56
[SPEAKER_01]: But,
37:58
[SPEAKER_01]: if I can just create the feeling in you.
38:00
[SPEAKER_01]: Many of you guys are listening or watching this.
38:01
[SPEAKER_01]: You guys have been thinking to yourself, man, it'd be really cool to one day.
38:04
[SPEAKER_01]: You probably thought to yourself, one day I'm going to work with them.
38:07
[SPEAKER_01]: That is proxomation.
38:08
[SPEAKER_00]: Yes.
38:09
[SPEAKER_01]: You've already self-soldier self on being in a different context with a person or an idea.
38:15
[SPEAKER_01]: Two more and then we'll move on and be, I don't like to use the word, the, the, the, the, the, the, the, the, the next one is identification.
38:26
[SPEAKER_01]: Yes.
38:27
[SPEAKER_01]: People pay for identity.
38:29
[SPEAKER_01]: The, pay for a new identity, not just a transformed identity, but.
38:35
[SPEAKER_01]: an identity of a certain status, right?
38:38
[SPEAKER_01]: Like, I remember asking my friend, Richmond, like, how do you charge 100 grand for clients?
38:44
[SPEAKER_01]: And I know people that charge hundreds of thousands, I've seen Russell have a million dollar offer.
38:49
[SPEAKER_01]: Well, in many cases, the price point itself is part of the offer because you're selling an identity.
39:01
[SPEAKER_01]: that I am the type of person that will pay a hundred thousand dollars to get in a room or pay a hundred thousand dollars to take myself at a hundred thousand dollars serious level.
39:12
[SPEAKER_01]: So like this is all like stuff aside.
39:15
[SPEAKER_01]: This is just I value.
39:19
[SPEAKER_01]: my personal development at this level.
39:22
[SPEAKER_01]: This is in many cases, this is what we call perceived value.
39:27
[SPEAKER_01]: When you undercharge for a potential outcome or transformation you provide, a lot of times skepticism sets in.
39:37
[SPEAKER_01]: But when you charge very high prices, there is what is called perceived value which people think to themselves, if it's this much, it must mean.
39:49
[SPEAKER_01]: It's legit now there's all obviously there's people out there that will leverage that way of thinking and sell smoke in mirrors.
40:00
[SPEAKER_01]: But if it is if you charge a lot of money for your price for your services or your offers.
40:06
[SPEAKER_00]: Then there's a perceived value that there must be it must be good of a question for you just side tangent real quick.
40:16
[SPEAKER_00]: So there's that concept of charging your clients a lot of money because it benefits them in many ways, right?
40:25
[SPEAKER_00]: But then there's like, what's the fine line with charging way less than it's worth?
40:30
[SPEAKER_01]: So yeah, when we're talking about rich men would say don't charge what it's worth, charge way less than what it's worth, so that when you say the price and then my would say just charge a lot of money.
40:40
[SPEAKER_01]: Yes, okay.
40:41
[SPEAKER_01]: Because they're both saying charge a lot of money by the way.
40:44
[SPEAKER_01]: way they are because yeah because my words point was like why would I charge you five k to make a million right it's like that doesn't make sense doesn't make sense okay because the spectrum you're asking that question in is on a value standpoint versus a cost standpoint so
41:09
[SPEAKER_01]: You're like, bro, what?
41:09
[SPEAKER_01]: Okay, you're done.
41:12
[SPEAKER_01]: When we say, don't charge what it's worth, charge way less than what it's worth.
41:17
[SPEAKER_01]: What we're saying is not in price, but in value.
41:25
[SPEAKER_01]: So if the value, if Miron is gonna help me make $100,000 in a day, and he's gonna teach me how to do that, or he's gonna teach me how to make a million dollars in a day,
41:37
[SPEAKER_01]: But his coaching program is $55,000 to learn that.
41:43
[SPEAKER_01]: That's still a lot of money.
41:45
[SPEAKER_01]: Sure.
41:46
[SPEAKER_01]: But the value was created through the presentation of how I arrived to that offer.
41:55
[SPEAKER_01]: You want to charge weight less than the value of what it's worth.
42:00
[SPEAKER_01]: And many times value is manufactured by how you sell the things we've been talking about.
42:08
[SPEAKER_00]: Yeah.
42:08
[SPEAKER_01]: So like what's the value to doing it this fast?
42:12
[SPEAKER_01]: Okay.
42:13
[SPEAKER_01]: What's the value?
42:13
[SPEAKER_01]: And if you can attach a, if you can attach a high value to things, then the price could be this small.
42:20
[SPEAKER_01]: Sure.
42:20
[SPEAKER_01]: So.
42:22
[SPEAKER_01]: So there's value-based pricing and then there's like cost-based pricing.
42:29
[SPEAKER_01]: I would say that's why when you say like they sound like two opposites.
42:33
[SPEAKER_01]: No, it's like there's there's like the side of you selling it and the side of the person buying it.
42:39
[SPEAKER_01]: Myron talks a lot about the person buying it.
42:42
[SPEAKER_01]: Richmond talks about the person selling it.
42:44
[SPEAKER_00]: Sure.
42:46
[SPEAKER_01]: It's like the when you give in offer, there's a buyer's experience in the offer and there's also a seller's experience in the offer and what Richmond wants to help people do in many cases is he wants people to sell confidently sure and he knows if you feel like the you're cheating someone out of something people can feel that so just drop so don't so sell it for way less than what it's worth not
43:16
[SPEAKER_01]: sell cheap burr.
43:18
[SPEAKER_01]: Does that make sense?
43:19
[SPEAKER_00]: Yeah.
43:19
[SPEAKER_01]: So you have to put it up against something.
43:21
[SPEAKER_01]: Other.
43:21
[SPEAKER_01]: If you want to raise your price, but still make, because here, here's the trip.
43:24
[SPEAKER_01]: It doesn't matter who you are.
43:25
[SPEAKER_01]: If you're a billionaire, a millionaire, a hundred thousand air, whatever an air, everyone loves a deal.
43:33
[SPEAKER_00]: Yes.
43:34
[SPEAKER_01]: And when you can show how much the value is and yet how much the investment or how much the price, which is, that's one way to see it, too.
43:41
[SPEAKER_01]: If, like, you know, if you know you're selling the stuff we've been
43:46
[SPEAKER_01]: Then you know it, like, you don't sell somebody, something, like, I'm trying to say it in a way that people will get it, you're investing in themselves by getting their hair done by you.
44:00
[SPEAKER_01]: People aren't investing in their business by hiring you for their services.
44:04
[SPEAKER_01]: But that only comes with your ability to create what the future looks like in their minds.
44:08
[SPEAKER_01]: And that's through connecting the value to it.
44:15
[SPEAKER_01]: the last thing.
44:16
[SPEAKER_01]: So let's just review real quick.
44:17
[SPEAKER_01]: We have this is what you're going to be selling.
44:20
[SPEAKER_01]: Get to the place where you know that this is what you sell and everything else is gravy.
44:25
[SPEAKER_01]: Okay.
44:25
[SPEAKER_01]: All the other stuff like your school dot com your course curie get like that's all your in person workshops like cool.
44:32
[SPEAKER_01]: That's all that is bonus to what people are actually buying and they're buying acceleration, affiliation, transformation, organization, proxomation, identification, and then last thing is congregation.
44:50
[SPEAKER_01]: People buy for community.
44:53
[SPEAKER_01]: They buy because they want to be a part of something.
44:57
[SPEAKER_01]: and the greatest brands, the brands that sell products and have accelerated their value and have like exited for hundreds of millions and even billions of dollars, they were so good at creating community around the product.
45:14
[SPEAKER_01]: And so when you can establish
45:17
[SPEAKER_01]: that that is part of the offer that is part of your service is you're buying into this community of people who think this way, who talk like this, who who want to go in this direction.
45:30
[SPEAKER_01]: Life is so isolated like business is very low in some people are alone in their own islands and a breath of fresh air looks like selling people into a community that will change them.
45:45
[SPEAKER_01]: forever.
45:46
[SPEAKER_00]: Yeah, I mean, that speaks into the magic of getting in the room, right?
45:49
[SPEAKER_00]: 100.
45:51
[SPEAKER_00]: And that's why different contexts have so much value.
45:55
[SPEAKER_01]: Right.
45:56
[SPEAKER_01]: Because of all that, which is crazy, because like when you think of it that way, you're just selling a context of congruency, because like people could find themselves at the better business bureau meeting in their local town.
46:11
[SPEAKER_01]: But the context of this community is for people who want to make this much money a year is for people who have made this much money a year is for people who want to accomplish this thing in life or this Whatever that may be which which is crazy because I should have led with this, but I know people like you did your taxes on turbo tax, how much did that cost?
46:37
[SPEAKER_00]: I think the fee for turbo taxes like around 200 bucks.
46:40
[SPEAKER_01]: So $200, yeah.
46:42
[SPEAKER_01]: I paid over $30,000 for my taxes to be done.
46:47
[SPEAKER_01]: Jeez.
46:48
[SPEAKER_01]: It's the same, same.
46:50
[SPEAKER_00]: Yeah.
46:51
[SPEAKER_01]: But the thing is is this person, it wasn't just selling a service.
47:01
[SPEAKER_01]: They were selling an experience.
47:06
[SPEAKER_01]: and turbo tax, they sell, they also sell the experience, but it's like a, do it yourself, like, and it serves a certain kind of person.
47:14
[SPEAKER_01]: And it's sort of, and they're making a gazillion dollars doing that.
47:18
[SPEAKER_01]: But I have, I have friends that do tax strategy, tax planning, and they charge 30, 35, 40 grand for their,
47:27
[SPEAKER_01]: And it's not even, they won't even call it a service.
47:29
[SPEAKER_01]: The service is a bonus.
47:32
[SPEAKER_01]: It's icing on the, we have, well, we'll do your taxes, but like, no, we're gonna save you.
47:36
[SPEAKER_01]: We're gonna build generational wealth.
47:39
[SPEAKER_01]: We're gonna use the money you're making in your business to better your lifestyle.
47:43
[SPEAKER_01]: Like they are selling, and it's like,
47:47
[SPEAKER_01]: When they frame it the right way, it's like, do you want to pay more at Uncle Sam?
47:52
[SPEAKER_01]: Or do you want to experience a better life?
47:54
[SPEAKER_00]: Yeah.
47:54
[SPEAKER_01]: And it's like, really when it comes, it's really just that, right?
47:57
[SPEAKER_01]: You know?
47:59
[SPEAKER_01]: So this is why it doesn't necessarily matter the industry or if you get really good at this, you could find the thing that can create the value of your offer, which is why you'll be able to charge 2x5x10x, like just straight up.
48:16
[SPEAKER_01]: for 200 bucks when this person charges 35,000.
48:22
[SPEAKER_01]: They just, what do they do different?
48:24
[SPEAKER_01]: Well, number one, they work with people who've made a certain amount.
48:28
[SPEAKER_01]: So it's more valuable to those people.
48:30
[SPEAKER_01]: And like, they work with people who know that if they don't fix it, they're going to lose more than 35.
48:35
[SPEAKER_01]: Right.
48:36
[SPEAKER_01]: Like my first tax bill that really scared us was $23,000.
48:39
[SPEAKER_01]: Now, what I paid for someone $35,000 to make my $23,000 tax will go away one year.
48:47
[SPEAKER_00]: Is that a trick question?
48:48
[SPEAKER_00]: Is that a trick question?
48:49
[SPEAKER_00]: Do the math bro?
48:50
[SPEAKER_00]: No.
48:51
[SPEAKER_00]: Why would you not?
48:52
[SPEAKER_00]: Way ahead.
48:53
[SPEAKER_00]: You're saying back then, you would have paid somebody 30 to save that 20.
48:58
[SPEAKER_00]: Yes.
48:59
[SPEAKER_01]: Oh, really?
49:00
[SPEAKER_01]: Yes.
49:01
[SPEAKER_01]: Okay.
49:02
[SPEAKER_01]: Because I would have not only saved the 20, I would have been able to write off the 30, and I would get all the information to use in perpetuity,
49:13
[SPEAKER_01]: Like, the answer is yes.
49:16
[SPEAKER_01]: Okay, I mean, I guess I'm just looking at it from a, you're looking at it from a, you're looking at it from a, yeah.
49:21
[SPEAKER_01]: You got to love a lot.
49:24
[SPEAKER_01]: Anyway.
49:25
[SPEAKER_00]: way home, just like a recap the the list.
49:30
[SPEAKER_01]: Well, I'll recap it.
49:31
[SPEAKER_01]: Just want to first shout out the sponsor of this podcast, which is the content to cast challenge happening.
49:38
[SPEAKER_01]: If you're listening to this right now, it's probably happening next week.
49:42
[SPEAKER_01]: I will date that ad because we don't know the next time we're going to do this this year.
49:49
[SPEAKER_01]: Every time we do this, we've seen thousands of people go through this experience.
49:53
[SPEAKER_01]: It's up five live, it's a five live day coaching experience.
49:58
[SPEAKER_01]: And if you, if I'm going to make a heart, I'm going to get awkward.
50:02
[SPEAKER_01]: Okay, I'm going to get awkward.
50:04
[SPEAKER_01]: If you listen to this podcast, if you watch this podcast,
50:09
[SPEAKER_01]: get a ticket to the challenge and just and watch how these things that we talked about today will actually be it becomes so real for you rather than you just like consuming consuming consuming consuming it's like you actually put yourself in a state of becoming
50:29
[SPEAKER_01]: through this challenge, you'll learn how to build the brand that builds trust online and builds trust in real life, and you'll also learn how to make more money who doesn't want those two things.
50:42
[SPEAKER_01]: To recap, work in, we start next week, get your ticket.
50:50
[SPEAKER_01]: So this is what we sell or what if we focus on these things we can increase the value of what it is we sell.
50:57
[SPEAKER_01]: You're not selling your school.
50:59
[SPEAKER_01]: You're not selling your course.
51:00
[SPEAKER_01]: You're not selling your workbooks.
51:02
[SPEAKER_01]: You're not selling your in-person workshops.
51:04
[SPEAKER_01]: Here's what you're selling.
51:05
[SPEAKER_01]: You are selling acceleration.
51:09
[SPEAKER_01]: You are selling affiliation.
51:12
[SPEAKER_01]: You are selling transformation.
51:14
[SPEAKER_01]: You're selling organization.
51:17
[SPEAKER_01]: You're selling proximation.
51:19
[SPEAKER_01]: You're selling identification.
51:22
[SPEAKER_01]: And or you are selling congregation.
51:28
[SPEAKER_01]: is what you sell.
51:31
[SPEAKER_01]: So yeah, a reason why I wanted you wanted me to recive it.
51:34
[SPEAKER_01]: Just for just for just one time for the one time.
51:36
[SPEAKER_01]: Just for the what you say type is the type is a topic never forget it.
51:42
[SPEAKER_01]: A topic.
51:43
[SPEAKER_01]: I want you to look back and have it not look back.
51:45
[SPEAKER_01]: I want you to think through what it is you do and think about where does it fall in this category.
51:53
[SPEAKER_01]: If I sell real estate, I'm not just selling homes, you're not just selling the product of a home, you're selling the identity of a homeowner.
52:06
[SPEAKER_01]: I won't be slave to a lender.
52:08
[SPEAKER_01]: We're going to be owners.
52:09
[SPEAKER_01]: It's in the Bible.
52:11
[SPEAKER_01]: I'm selling you the ability to walk in truth by buying a home.
52:18
[SPEAKER_01]: What else am I selling you?
52:19
[SPEAKER_00]: What about I'm a soccer therapist?
52:21
[SPEAKER_01]: If you're a massage therapist.
52:23
[SPEAKER_01]: And T. Oh my gosh.
52:25
[SPEAKER_01]: You are selling a...
52:32
[SPEAKER_01]: You are selling, I'm, you know what I'm trying to, my brain is going like, what happens to a person after a massage?
52:42
[SPEAKER_01]: Like, you're selling the feeling to take on the world.
52:48
[SPEAKER_01]: And where does that fall into that?
52:49
[SPEAKER_01]: You're selling the, uh, the,
52:55
[SPEAKER_01]: you are selling the identification, the identity of a person who's taken care of and is now ready to take care of the world.
53:05
[SPEAKER_01]: Like take care of the people that you're serving, they take care of like, you ever tried to like, do the thing you're supposed to be doing, but you're like, feeling like, dude, you're like, everyday arts like, dude, my freaking neck, man, it's just like killing me.
53:18
[SPEAKER_01]: How is that, how is that getting in the way of the way you're working right now?
53:22
[SPEAKER_01]: How is that getting in the way of you making certain decisions?
53:24
[SPEAKER_01]: Do you want to go to the gym?
53:25
[SPEAKER_01]: Do you feel like going to the gym with that neck pain?
53:28
[SPEAKER_01]: No.
53:30
[SPEAKER_01]: And you're not going to the gym over a long period of time.
53:33
[SPEAKER_01]: What about that, do you got art?
53:37
[SPEAKER_01]: Man.
53:38
[SPEAKER_00]: Bro, your true salesman, you should become a car salesman.
53:42
[SPEAKER_01]: Take this and sell cars.
53:45
[SPEAKER_01]: Okay, this took about a car salesman.
53:46
[SPEAKER_01]: What are you selling as a car?
53:47
[SPEAKER_01]: Dude, you're selling ease transportation.
53:51
[SPEAKER_01]: Speed.
53:52
[SPEAKER_01]: You're literally actually selling acceleration.
53:55
[SPEAKER_01]: We got a van because a van's doors slide open.
54:02
[SPEAKER_01]: So like the level of convenience allows us to move quicker, Ruby being able to press a button, open up the door, press a button, close the door.
54:09
[SPEAKER_01]: Oh, dang, we don't have to do that anymore.
54:11
[SPEAKER_01]: This is speed.
54:13
[SPEAKER_01]: So, but as a sales person, if they didn't understand, they wouldn't be focused on these little, why the features even exist.
54:22
[SPEAKER_01]: You just think their features.
54:24
[SPEAKER_01]: If you connect the features to real outcomes, it changes the game.
54:28
[SPEAKER_01]: Last thing I'll mention, I mean, Amanda, we're looking at some homes, and we went, like, my friend Sam was showing us a home, and he's a true salesman, too.
54:36
[SPEAKER_01]: Without even trying, he started, the first thing he said when we walked into the home was,
54:42
[SPEAKER_01]: Look, put the Christmas tree right over there.
54:44
[SPEAKER_01]: It'd like have people crowded around there.
54:46
[SPEAKER_01]: And it's a little bit by the time, but we're filming this, it's July of 110 degrees in Las Vegas.
54:51
[SPEAKER_01]: And he's making us focus on getting around the Christmas tree.
54:55
[SPEAKER_01]: But I'm trying.
54:56
[SPEAKER_01]: Like we walk into the backyard.
54:58
[SPEAKER_01]: He's like, dude, what's crazy is they actually, the kids, they had their wedding here.
55:04
[SPEAKER_01]: the kids of the owners, they had their wedding in this backyard, and it was that beautiful, and that you can actually get all the vendors to come through the sides, any other go to the house because the side gates are so big and the side yards are so wide, they can just roll up in here.
55:19
[SPEAKER_01]: Is that crazy?
55:20
[SPEAKER_01]: Yeah.
55:22
[SPEAKER_01]: Even though I started, I had negative things about the house because it was like a dated house, it's charm.
55:27
[SPEAKER_01]: They don't make them like this anymore.
55:29
[SPEAKER_00]: Right.
55:29
[SPEAKER_00]: I mean, I guess somebody could say that's reaching like I did it earlier, but I'm in.
55:34
[SPEAKER_00]: Hey, we're all reaching right at this point.
55:38
[SPEAKER_01]: My thing is if it's better.
55:40
[SPEAKER_00]: Yeah.
55:41
[SPEAKER_01]: If what you sell is better than reach.
55:44
[SPEAKER_01]: Literally reach reach for the stars.
55:46
[SPEAKER_01]: Reach for the stars.
55:47
[SPEAKER_01]: Shout out to buzz.
55:50
[SPEAKER_01]: I mean, Woody.
55:51
[SPEAKER_00]: I actually don't know which one it is, so you're good.
55:56
[SPEAKER_01]: If you're still listening DME on Instagram, say I just finished this episode and hope to see you on the challenge department fan.
56:07
[SPEAKER_01]: But bless us here a week.
56:08
[SPEAKER_01]: We'll catch in the next one.