30 min Offer Challenge with Julian Castle : MAKE MORE MARBLES PODCAST with Brad Hart

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So welcome to make more marvels. My name is Brad Hart. As always, I am excited and grateful to serve you guys today. And I have an Amazing, amazing guest, Mr. Julian Castle. Welcome, Julian.

Thank you, Brad. Happy to be here with you.

Oh, it's my pleasure, man. So Julian and I actually, it was a cold intro, so he just reached out to me and I went on his podcast where he interviewed me about Masterminds to his 170,000 person Facebook group, which is focused on real estate investing. So we got to talking and we figured out that he's also wanting to launch a mastermind, which we're pretty good at, and wanted to do something to kind of tease our upcoming challenge. So we have a challenge called Craft yout Mastermind Offer Challenge being run by Jay Fizzette, my mentor and I. Starting Monday, September 25th, you can get your free spot over at Craft your Offer challenge dot com. That's Craft your Offer challenge dot com and check it out. We're going to have it live from the 25th through the 5th. And then we're rolling into Master on a Million. So it's only available for limited time. It's a hundred percent free and you can take it at your own pace. It'll take you about an hour a day for five days. Okay, great. So here's just a little teaser, some of the stuff we're going to be doing at that event. I am really excited to share, kind of Julian, what he's up to, as well as what we're going to be working on and kind of walk you through how I think about offers. And we'll just do one on a. On a document right now and just kind of show you guys the process so you can kind of get it. And I just want to be clear. My process is different from Jay's process is different from Alex or Mose's process is different from everybody else's process. So there's no right or wrong way to build an offer. It's just the way I like to do it. So let's just get started without further ado. So, Julian, just give us like the 60 second intro about your business and what you're looking to accomplish with this mastermind.

My name is Julian, guys, and I am building a list. A list is a firm that's focused on real estate investing. Um, we want to be the Blackstone in the future. And I have a real estate investors group with 170,000 members, and I want to create a mastermind for them. The whole purpose of this is to have people come on and get an outcome which they like buying multifamily properties from some of the people that I'm working with. I'd like to also fish out for some team members for my A list for my firm.

Okay, cool. So we have 170k people in your Facebook group. A list wants to be blackrock. Find a players and what their role is going to be.

Definitely to grow assets under management, get more investors on board.

Get investors. So fundraising. Okay. And what else? Anything else?

Asset managing and acquisitions, you know.

Perfect. So basically what we're building with Spartans or with Jen. So that's awesome. All right, perfect. So this is actually really cool. So I can already speak about a case study. Right. And I'll just. For everybody's benefit, you might know some of this already, but I'll just kind of do the 62nd. I went to NLP Master Prac and I show up on the first day on my motorcycle and shows up next to me is this dude with sleeve tattoos on a Harley. I'm like yo bro, nice bike. And she pulls off her helmet with her long flowing hair and it's Jen. So Jen and I had a laugh about that. We became fast friends, did that whole two week training together, stayed in touch. And what Jen had always done was she was in corporate. She worked for Target and Home Depot building out these big warehouse stores in new areas. Um, she's just always been great at leading teams management, Black belt Sigma, Six Sigma thing. Uh, so that was her background. And then Stacy, her wife had been teaching multifamily real estate acquisition through Nick Bertucci for 20 years and then went out with Jen on their own about five or so years ago. And I had them come to my mastermind to speak about their model which was really cool. I thought it was, it's like virtual real estate management. And they had properties in cities they'd never even been to. So like that's pretty awesome. And ended up, they caught the mastermind bug. They launched a mastermind. They ended up building it from. I think we got em 150k in business. Just referrals to get started from some people in my network. Those people, like one guy, Bobby d', Alessio, ended up owning a bunch of properties. We used to ride the bus together to school. He's from my old neighborhood.

Who else was part of that? Andrew Cruz. He did like a 450 door deal with them which was awesome. So shout out to Andrew after he sold his company and so on and so forth. So they grew this into like a $5 million a year mastermind. It's crushing. And recently we started talking about, okay, what's the next phase? Like, they want to continue to build. They've already accumulated, like, 2,000 doors in that time. Actually, the last, like, two, three years. So. So that mastermind component was such an epic piece, and now they have maybe a dozen of each of those roles that we just discussed, the fundraising, asset managers and acquisitions. We're looking to build what we call the Spartan 300. So this is a really proven offer already, and we can plug and play a lot of what we've already learned, right? There's not needing. You're not needing to reinvent the wheel here. This is just, okay, you got the audience, you got the asset, you got the team. Now let's just create the flywheel, which is the mastermind to have your A players bubble up. So what they did is over three years, you know, they have people kind of level up, right? And once they're in for three years, they're in. And they had different tiers and levels that they call. You know, it's like Roman Empire stuff. So you can do that or whatever you want, but there's a lot here that we can just draw from. So what I like to do is call the six P's process. And this is exactly what you're going to essentially say when you go to pitch the mastermind. So there, you know, if we kind of zoom out to the. To the sales call, right? So if we're going to sell this, we need to frame the call, right? We need to do discovery, which is questions, essentially, and then we need to pitch. So we're going to skip the first two parts, which I've talked about elsewhere, and we're going to go right into the pitch. And when I think about the pitch, I think about the six P's of the pitch. And that's permission. That is the promise. That is the pillars, the process, the people who have gone through the process and gotten results, and then finally the pricing, right? And we'll kind of break each one of these down. Do you have any questions so far, Julian, or is this pretty clear?

Oh, yeah, I'm following no question.

So the permission is just simple. It's just, hey, you know, it sounds like you're a good fit. Sounds like you help or not, whichever. But you always ask permission to pitch. Is it okay if I share what I have to offer and how that works and everything? Because in the beginning of the call, you framed it with like, hey, you know, this may be a fit, this may not. We're going to find out and ask you some questions and then I'll explain what I have to offer and how that works and everything. At the end of the call, you can make a decision whether you want to be part of it or not. Fair enough. Cool. And there's more tonality and stuff we can go into, but the permission is just that. Right. You don't ever want to just pitch slap somebody. You want to actually ask them, hey, do you want to hear about this? They want to opt in. And then the promise is essentially what we started to talk about up here. It's some of these elements. But we're going to. We're not going to be like, you know what I want out of this? We're going to be, what do you want out of this? So what's a phrase or statement that would be really compelling for somebody to join this mastermind? We'll start with yours and then we'll workshop it.

Yeah. So buy your first property. The. Your first multifamily property.

Okay, and how long?

Six to 12 months.

Okay. In six months. And what does that exactly mean? Is that two doors? Is that 200 doors?

This means a small multifamily, eight to 50 units or you go bigger. You know, same principles apply and just more people involved.

Cool. So we help people like you, property investors, multifamily property investors, so that they can purchase their first 8 to 50 units in 12 months or less without any of their own money. Like, what would they not have to do that they might be considering as like a, oh, I can't do it because of X. Because, like, I always had a belief, thinking about real estate, that I needed a pile of money before I could go invest in real estate. And I didn't learn that wasn't true until later. So what do you think they believe that might hold them back?

Definitely. They need to have the money without their own capital.

What else?

Without a property manager needing to deal.

What else would suck that they don't want to do? That might stop them from wanting to.

Do this, get their own capital. Property management. And there's four parts of this process. It's acquisitions.

Well, let me, let me write this down too, because we're going to go through the process.

So acquisition, Then there's underwriting, management, fundraising.

Is that in there? Is that part of the process?

Money stirred.

Okay. Money stirred. Perfect. Is there anything before acquisition? Do they need to have any prerequisites before acquisitions?

They need to understand how to find a deal. So they could learn how to find a deal on market and learn how to find a deal off market.

So there's your five step process. Because people need a logical reason like, oh, I can see going from A to B. Right? Because then the next thing. Okay, pillar. So what do they get?

Okay, so the offer, they get two weekly mastermind calls led by an industry expert. They get placement in a mastermind group of three to four members so they can meet weekly and they get guidelines on how to run a productive mastermind meeting. They have access to a private online community for networking and asking questions. They get group coaching sessions. They get training on creative finance strategies. They get sample documents like Lois, how to submit a letter of intent, they could plug and play. They get a deal analysis tool. They get trainings on softwares for finding on market deals to off market deals.

We don't have to have a million, but we need to have like categories, right? So I typically recommend no more than five as the headline. And you can just make it a category. It's kind of a more broad stroke because otherwise it'd be like, oh, this is too many things that I'm going to have to learn. Right? Yeah. So three to five things. How could we group these in such a way that it would be like I get X, I get Y, I get Z. So like for example, in my program, like you get content, you get community, you get clarity calls, which is the mastermind. So it's ccc, right? It's very clear. This is what you get. The content could be like one pillar, the community could be another pillar. And then you frame it with a benefit statement which we could work on next.

Okay, so grouping these into five weekly masterminds, um, they get training. It's a Q and a Q and A.

Got it. So let's just call it a Q and a call. That's fine. Yeah. Okay. All right. And then the second piece was get.

Trainings on softwares, Software how to find.

Deals, creative finance documentation, deal analysis and more. So that. Okay, well let me, let me come back to that. Okay, so that's that. And then what's, what would be like a third thing? That we could kind of be like a third thing. That's sexy.

That's sexy. Yeah.

And again it can be the stuff just, just framed in a way that's like valuable. And we'll, we'll even sexy it up a little more. After that.

They get expert speakers, guest speakers. So there's two weekly Q&A calls, plus guest speakers. That are not included in the core, but they just come on and add value anyway, and they can ask questions to them.

It's coming together, man. This is good.

Yeah.

Okay, so you got your promise somewhat, right? We can continue to workshop that. We don't want it to be 40 lines long. We got some pillars three to five. We can kind of continue to drill in there. Now, I want to teach you the trick. You ready? Here's the trick. We want to frame this as a benefit. And what does a benefit sound like? Well, you have to connect it emotionally to the thing that they get and that they want. Right. So during the discovery process, you'll uncover that they want financial freedom, they want to provide for their family. They won't have to work so hard, whatever it is. Now, we'll be able to tweak this to be like, you get two weekly Q and A calls, plus expert guest speakers so that you can. This will allow you to. So that you're able to. Whatever the. The bridge word is, bang, bang, bang without bang, bang, bang. Right. So you kind of like in the call, relating what they want to what they get. So it's one thing to be like, you're getting a car and it's got seats and a steering wheel and a. And a sunroof. And it's another thing to be like, you get a moonroof or a sunroof so that when you open it, your hair can blow in the wind. Right? That's a. That's an emotional benefit. So you want to take the mundane two calls a week. Who gives a shit? Everybody has two calls a week. And. And attach it to. With those three phrases. This will allow you to. So that you can. So that you're able to X, Y, Z without whatever you said you don't want. Right. And everybody has preferences. So you want to have a little bit of flexibility in your pitch to be able to customize these statements to the person you're speaking to. Everybody gets the same thing. It's the same offer. Or you might have a menu of options, but you're going to really speak to the things that actually give them. So if they're like, I really need accountability. I don't want to fail. Well, that's where you'll, like, really hammer on the Q and A calls. Well, twice a week, you jump on those calls. This will allow you to stay on track, stay accountable, and not fall off the wagon so that you can actually get results this time.

Yeah, that sounds good.

Starting to see where I go. Okay, cool. Yeah, we can continue to work on this process. That's really clear. Five steps, easy. And then I like to roll into. Okay, here are the people who have gone through the process. So do you have at least three? I would love to see, like, three stories. Beginner, intermediate, advanced. If you could do more, great. But don't do more than three that are, like, long form. I would keep each one a minute or less. And if you're doing more than three, do them like a flash roll. What do I mean by a flash roll? So a flash roll is just like, Joe got 10 clients his first month. Jay got 2,000 doors. Blah, blah, blah, blah, blah, blah. And they just, like, hammer people, basically, like six, seven in a row. So it's just like you're checking a box. You're just saying, like, yeah, this, this. Okay, I get it. The program has success. People have had success for the program. Right. The three stories in the beginning that you kind of go a little more long form on should be framed like a hero's journey. This is a long conversation, which I don't know if we'll have time for today, but it's essentially, think about Star Wars. Think about any movie you've ever watched, or it's like a hero's journey. It. It's a formula, and you can read a lot about this. There's a book called the Writer's Journey that's really good about breaking this down. I've even kind of simplified it further into what I call cdc. Overt, covert lesson or outcome or moral right. Where it's like, CDC is Character, desire, conflict. Little Red Riding Hood wants to visit Grandma. Big Bad wolf. That's a great way to frame a story. And then there's an overt journey that. What happened over Little Red Riding Hood? And there's a covert journey. How did she change in the course of the story? Now, Little Red Riding Hood isn't a perfect example. Cause it's like she gets eaten, and then it's the hunter that actually saves the day. Star Wars. It's like Luke Skywalker yearns to find out who he really is and his family and all that good stuff. The conflict is his parents get killed by the Empire. So now he's got to go off on this adventure to figure out what's next. He meets Han Solo, he meets Ben Kenobi, meets all these different people, and that's kind of like what happens. But the COVID hero's journey in that whole thread is he needs to become a Jedi to become who he needs to be to have the outcome he wanted in the first place. Like, he always had this yearning and call for adventure. And I hope I'm not spoiling Star wars for anybody at this point. Right. It's been around a minute. So when you think about stories, think about them in terms of setting the scene, character, desire, conflict. What's the overt journey they went on? Meaning what happened, like, you know, factually? And what did that change? How did they change over the course of the journey to get the original desire they wanted? Cause everybody has to grow to get what they want, or otherwise they'd have it. Cool.

Yeah. So I am facilitating these people to get the result, and I'll be bringing in experts to help them. So stories that I have to showcase are the experts who are coming to speak.

Those are great. Eventually, though, they need to be people like them. They need to be able to see themselves in the stories.

Yeah. Eventually there needs to be someone that has gone through the program and has gotten the results so that then we can feature them.

A great example of story is Chris was a cop in New Zealand. Worked on the force for seven years, burned out due to ptsd. Became a personal trainer because he still wanted to help cops, but he wasn't trying. You know, he wasn't having a lot of success financially and came to me because he wanted to build a mastermind for cops. I said, well, I've never heard of a mastermind for cops, but I have this method, this process that, you know, has been successful for other people. Are you willing to make an experiment? You want to try it out? He said, yeah. So we did. We. We launched it, and it was, you know, really successful. Fifteen clients joined the first year. As time went on, he had a month that year where he made more than a month than he ever made as a police officer or a personal trainer. Started doing Instagram ads. And by the way, as a cop, this is somebody who didn't know anything about business. When he started, he was making $9 for every dollar he spent on Instagram, which is nuts if you have a machine where you put a dollar in and $9 comes out. I mean, I don't know about you. I'm gonna be looking at my couch cushions for change at that point. So now it's been four or five years. He's grown a lot. He had, you know, a ton of imposter syndrome when he started. He's really grown into himself. He's working with police chiefs and departments now. In some. Some cases, he still has his mastermind. He's had over 600 clients go through it now in four or five years. So it's. It's been really awesome. And he started from scratch. So that's an example of like a. Of a. Of a moral of the story. So I told you what happened. I told you how. Who he had to become. I told you what he wanted. I told you, you know, like, all these elements are contained in that story. And what did that take one minute to tell? And that's a beginner case study. Then I would do an intermediate one. Somebody already had a couple masterminds, but it wasn't getting where it needed to be. Or I do an advanced case study. Somebody who had all the money in the world but didn't have the fulfillment that they wanted. And I would attack it from another angles because this is giving people understanding of what's possible.

Yeah.

And it's. It's framing that the process works, the program works. They will. You know, they have a high likelihood of getting the outcome. And it's. It's more of an emotional thing than a. Than a logical thing. But both are important. There needs to be just the facts, Jack, but there also needs to be the. The intangible quality of emotion.

Yeah, Totally get you. Yeah. So I'll feature some of the experts, and then eventually when someone goes through, then I'll feature some.

Yeah, as soon as you have cool case studies. Like, I just had a guy who made 400k in 4 months with masterminds. I'm like, this is awesome. New case study. That's Allie. Shout out to Ali. You know, so. So, like, every one you get, you can add to the flash roll at the end. And flash roll is something I got from my mentor or in Clap, who, whenever he does a pitch, he'll. He'll put a lot of information in a short little snippet that's just like, just designed to check that box for people like, oh, this is legit. That's all.

That's the guy who wrote Flip the Script.

Right? Flip the Script and pitch anything. Yeah. He's very famous for. For fundraising. Yeah. He's raised billions now at this point, he's. He's a badass, interesting guy.

I'd love to get him on. On my podcast.

The point of all this is you start to see how a pitch can be kind of flat versus really nuanced and really, you know, you can start to pull a lot of. Of.

Value out of the pitch where people are, like, amazed. You know, they're like, really, really happy with this. And Again, these tools can be used out of integrity or in integrity. I prefer that you do them with integrity. If somebody's not a fit or you don't feel like they can get results, don't pitch it. Just be like, hey, I don't. You know, you'll figure that in discovery. I've made mistakes before, you know, where, like, I thought somebody could do it. I believe in people. I want people to win. They weren't there yet, right? So, you know, you got to be kind of judicious and have some understanding of that. And people need to take responsibility, too. At the end of the day, like, you know, there's this whole victim, bully mentality that's going around today that, like. And it's a dichotomy, right? There's people who are victims and. And pretending to be the victim and everybody else's fault, and they don't have to take responsibility. And then they. They flip on a dime to being the bully to extract what they want out of people. And it's like, we. We kind of are creating a culture like that. So one of my rules for clients is like, 100% responsibility. Your outcomes are your outcomes, you know, and. And I tell them that. They asked me for a guarantee. I'm like, I guarantee if you keep going, you'll eventually find the way that it works. But it's. It's a lot of work and experiments to figure out the way that works. Somebody like Julian yourself, you've done a lot of shit already. You know, you just know what you're doing, so you're gonna have success faster. Whereas if you're just starting out, you know, it would be harder. That's all. It's just. I'm willing to go with people on the journey. They just gotta understand it's their results. I can't do it for them, you know? Anyway, uh, so.

Yeah, we've talked about permission. We talked about promise. You talked about pillars. We can continue to workshop these, make these better. You'll test them out on calls with people. I recommend you do some of those sales calls to start. I wouldn't just hand it right off. Cause you really wanna make sure this messaging is dialed in before you hand it off to somebody else. And then, you know what? They get the process. The people roll right out of the process. At this point, I might pause and I would say something along the effect of, you know, I've been talking for a while. You're probably sick of me yapping at you. I just want to check in here and see where we're at on a scale of 1 to 10, one being this is the worst idea ever heard, lose my number and get me off of this call. And 10 being this is amazing, is exactly what I'm looking for. How do we get started? Where are we at right now? And you want to hear like 8 or 9? 10. Ideally, nobody, not everybody will give a 10. If it's not a 9 or a 10, you want to dig in deeper and ask questions. Okay, great. Thank you for your honesty. What makes it not a 10 for you? And if it's just finances, then we can work that out. So put finances aside for now, but just the process, the offer as it is. Like is this, is this, where are you at with this? And if there are nine or ten, great, you can go to pricing. If they're not, you dig in a little bit deeper. You work through any last minute stuff and then you go to the pricing.

Yeah, sounds.

I'll just say temp check for that.

Yeah.

And then pricing. Pricing's the million dollar question, man. So now that we have a sense of the promise, we have a sense of the process, we have a sense of the purpose of the mastermind, the structure is kind of more outlined. What do you want to price this at? What's your first.

When I first started this, I really wanted to price it below $1,000. But then as I got more into.

Below $1,000 is not a mastermind.

Knowing all that, I realized that I could price it higher.

I legit. I want to start a $10,000 consulting offer where I just help people to raise their fucking prices. Seriously. Like I'm fucking over it. Like. I had a guy recently come to me, he's a good friend of mine, Robbie. Shout out to Robbie. I just told him to raise his prices. He raised him by 28%. He made more sales. Like I should I just start. I should start a company where I just tell you, raise your prices anyway, keep going.

I want to be able to charge 5,000, maybe 25,000.

Yeah, 25 is probably where you need to be at 25 right away. And you'll work up to that. But yeah, that's where you need to be thinking. That's where you're.

Where can I start?

Yeah. So I typically tell people to start at half of what they ultimately intend to charge. So what would that be? That would be 12 and a half to start or 10 or whatever you can kind of round off. But like have a beta where it's like half price and only have a certain Number of spots. Now, again, if you already have a shit ton of influence and authority, that's easy. If you don't, you might have to start lower, right? Or you might start free. I know some people just, they can't get anybody to pay anything, so. And they don't have the confidence or the name or the authority or the brand recognition or any of that. So you start where you start. But for somebody like you, who's got 170,000 person, you know, you had the Facebook group, you have the list, you have experience, you have experts, I would charge more. The reason is, is because there's a demand curve. On one end of the demand curve, there's a million people willing to pay a dollar for something. There's one person willing to pay a million dollars for something, something. And I tell the story. It's like you're out in the Serengeti and you're cruising around, you're looking at lions and they're, they're out hunting. And like a lion could eat field mice all day and starve to death. It could hunt field mice, chase field mice, catch field mice and still starve to death. A lion could eat a unicorn. But I haven't seen too many unicorns lately, have you? Right. They might be out there. I'm not saying they don't exist, but I haven't seen one. What's really plentiful for lions are zebras. There's thousands and thousands of zebras. If you ever go out to the Serengeti, you'll see 10 zebra and within five minutes you'll see a thousand zebras. And you're like, fuck zebras, I'm over it. They're plentiful and if you catch one, you can eat pretty well. So with the demand curve, you can't be chasing low ticket people because it's the same amount of energy to chase somebody low ticket as somebody high ticket. And their worst clients, just generally, I'm not saying 100% of the time, but generally they're a pain in the ass. Like the 500 clients, like, oh my God, this is the end of my life if I don't get results. This is the worst thing that's ever going to happen to me and I need to get results. And oh my God, this is my last dollar and they'll drive you up a wall. The $50,000 clients, like wire sent. Thanks. It's a different, different game, right? And I'm not saying don't help people who are starting out, but mindset versus skill set Skill set can be taught. Mindset is a lot harder. It's just, it takes as long as it takes for that person to get there, and they may never get there. A good attitude is impossible to teach. It requires a brain transplant. You know, that's a choice that people have to do that. So I, I prefer to be in zebra territory. That's the thousands of people that are willing to pay thousands of dollars for something.

Yeah. So 5,000 to 10,000. 10,000, yeah.

If you're doing a real estate mastermind and you're pricing it under 10,000, there's something going on between your ears that's preventing you from owning your worth. That's a valuable skill set. How valuable you say? Well, let's look at the sheet here. I just ran this number, right? Here's a nine and a half million dollar deal. If we raise 4.275, that gives you 9% in the deal, right? Let's assume you raised 100% of the capital, buy that for nine and a half, sell it for 15 and five years. That means your portion is a half a million dollars. In addition, you get cash flow and fees, right? So you might get 2 to 3% points on, on the front end and 2 to 3% points on the back end that you split with your team. Like there it is, right? 700 grand plus fees. And if you reinvest money, you get LP credits as well. So you get double dip on that deal. So that could be a million dollar deal right there. The acquisition fee on this deal is $195,000. Right. It's like there's real money here. So if you're not charging, then how are they going to value it? How are you going to attract the right people that get this, that understand that you're, you're teaching them a skill that could potentially make them very wealthy and sustainably wealthy.

I totally.

You got to believe that first or nobody else will.

Yeah.

And if you walked into a Porsche dealership tomorrow, right, you're doing pretty well, or whatever your, your car of choice is and you're looking at a new Carrera or 911. They're like today only this car is $30,000. What would be the first question you'd ask?

Well, what's it do?

Well, the first question I would ask is, what the fuck's wrong with it? Why is this not $150,000? That's what that car is worth the deal. So if I go to a real estate mastermind, it's five grand and I'm thinking it's supposed to be 25. That's a problem. Either I just found the best deal in the world or this guy doesn't really know his shit. I want to pay a reassuringly expensive price.

Totally understand. Yeah, I understand you. Yeah, yeah, it makes sense. Yeah. So don't cheap out on the price because it lowers it.

Again, you can work up to it, but if you're, if your aim is to get to 25, don't start for less than half. I would say 12, 5, maybe 10 on the low end. That would be like the lowest I would allow you in good conscience charge. And then those first people, you know, you could give them an out. You could say, listen, if this isn't working for you in 30 days, I can refund your money or whatever. If you're just feeling like you need something else to get you over the line. But I don't really do guarantees like that. I just more would prefer to be like, I'll work with you until I get the result. If you keep showing up, I'll keep showing up.

Yeah, you know, yeah, that, that's, that makes. Yeah, I totally understand you. So when it comes to me being this, I'm the facilitator. How do I make sure that this is something that actually happens for the person?

This is a different conversation now. So now we're talking about facilitation. We're talking about that. We're talking about again, their mindset and their skill set. Where are they at, where they're looking to go? Let's presume they have some success somewhere in their life that we can draw upon. They've done something that required discipline, that required getting up early, staying up late, whatever it is. Right. They've done something that's not easy and they've gotten a result.

For those people, you're going to ask them what motivates them. You're going to help them craft a vision because a vision is going to increase their hope and their excitement about their future and decrease their anxiety. Yeah, everybody needs a vision. But specifically for those people, you need to make sure they're driven by something upside, not downside. Right. A lot of people are driven by fear and that's can be a powerful motivator, but that's also going to consume them when things get hard.

Yeah. So making sure that they have a.

Vision, making sure they have a clear vision that's relevant to them, again, emotionally bought into the vision, make sure they're reviewing it and optimizing it, you know, and that's it's not just right at once and you leave it alone. Make sure they understand what they're getting into. Right. Once they bought, now you got to kind of lay it out for them in very clear terms. Like this is what's required to get results. Give them targets and metrics to meet and make them based on inputs and not outputs.

Because they can't control outputs, but they can control inputs. Like every time I manage a salesperson or somebody's trying to learn to sell, I'm like, you know, give me data. Don't tell me a fucking story. Give me data. What did you do today? Did you reach out to 10 people? Did you reach out to 50 people? Did you reach out to 100 people? If you just reach out to a hundred people a day and make no bones about it, no excuses, and never miss, you're gonna be fucking wealthy. It's just what's gonna happen. It's a natural occurrence. You'll figure it out and you'll get better at offers and you'll get better at doing deals and you'll, you'll make shit happen. But if your volume is not there or you take months without doing shit, you're not gonna get those outputs. They're not gonna just land in your lap. Nobody's coming to save you. So it's like, it's a volume game. And you can learn your skills, but that's really the first thing is like, are you doing a lot of what you're trying to get good at? I've done 3,000 sales calls. You get pretty good at it.

Yeah, volume is the game.

Volume's a game, man. Yeah, volume's a game. So. So that's your biggest lever, in my opinion, is vision.

And volume lever is just what you got to crank. Right? So make sure I keep cranking inputs, baby.

You gotta have them so clear on the inputs and the outputs that you know and understand that inputs don't necessarily mean outputs, but they are trending in that direction. Right. You can't guarantee every outcome. I can't guarantee that A or B or C is going to buy or do this deal or fundraise or whatever, but I can guarantee if I speak to enough people that it will happen. I will get my goals. Yeah.

So it makes sense. Definitely appreciate you for doing this.

Thanks, man. Well, you could see now, like a little bit clearer why this is so important, right?

Yeah.

So what did you learn today? Well, give me like two, three takeaways.

Yeah, well, for me, the number one takeaway is the Price. It definitely feels like somebody punch me in the gut when you say, you know, raise your price, make it.

Because you're not selling a mastermind at a thousand dollars, you're selling something else. Like a course should be a thousand dollars that they do on their own.

Yeah, exactly. So that is the, right off the bat, the biggest learning that I took from today. And the second one, it's about how you frame it. I think that's the biggest second part. Make sure that you have some kind of, that you have the problems that you're solving for them and then the solutions and all that and making sure that you tie it to what's important to them. So some people want to retire, some people want to. Yeah, everybody's different.

Everybody's got a different outcome they want. So you just got to be sensitive to that. Yeah.

And making sure that I speak to that when I'm on the sales call with them so that they know that it's tailored for them.

Yeah. And you use what you're offering and you bridge it to what they want. Right. You get this so that you can. Or this will allow you to. Or so that you're able to get Y without X. Right.

Yeah.

So the thing they want without the thing they don't want.

Yeah. And so. Yeah, I appreciate you.

Yeah, man, my pleasure. All right, I'm sending you this on a text. You can keep working on it.

But yeah, man, you're, you're ready to test that. That, that offer is pretty cut and dry in my opinion. Like, it's already proven. It's, it's working in the marketplace. People are buying it all the time now. It's just you growing into the person who believes it, understands it can pitch it, can, can really enroll people and get the results. Right. That's the biggest piece. Like, yeah, you got em in the door now. Getting the results is the next piece. So again, vision, volume, consistency, discipline, like there's all these different elements that come into being somebody successful that you can't do for them, but you can guide them towards. Thank you.

Yeah, I appreciate it.

Absolutely. I forgot the most important part. They gotta be clear on what's actually going on. So you have to be able to hold them in a hot seat format and be like, ask them questions until they understand where they're at. Right. Because clarity is the biggest thing. If you're not clear, you don't know where the hell you're going. But that's, that kind of ties into everything.

Yeah, I appreciate that learning from you.

So for Everybody out there, just a quick recap. We're doing this challenge next week. We're going to teach you multiple ways to figure out your offer and get this clear so that you can can come away with like what Jillian just experienced like a pretty solid offer, something you can test and you know, this is literally help make me millions of dollars. Like this is, this is one on one. You know how to help people, how to charge high ticket, how to sell, how to position an offer where people want to actually buy it and give you a shot to be done with integrity. But we're going to teach you the goods and we're going to get your offer squared away so that hopefully you continue the journey with us and you come to master run a millions. You learn how to fill, run, scale your mastermind once you have it launched and we'll get you to where you want to go. If you want to go to millions of dollars, we've done that with, with people and you want to do hundreds of thousand dollars, it just depends on what you want to do, right? What's your outcome and what's your goal. So go to craftyourofferchallenge.com that's the free challenge. And then if you want to skip the hoopla and go straight to masterminded millions, which I highly Recommend Coming up October 5th 8th, you can go to mastermindinmillions live. That's mastermindinmillions live. If you're on the replay, hit me up with a comment hashtag replay. If you're on the live, hit me up with live hashtag live. Julian, thank you for being my guinea pig today. I appreciate you and I hope you all got a lot of value out of this. Any parting words?

Yeah, I appreciate it. Brad and everyone listening. I definitely think Brad is a person you can learn from when it comes to masterminds. So highly recommend that you do jump into his how to craft an offer challenge and also to join his mastermind of millions if that's who you are and you want to take this things faster to next level.

So let's rock. Awesome. Thank you. Julian, where can people find you on social and whatnot? Where's your group?

Yeah, so to find my group you can go to join rei.com that's j-o I n r e I.com that'll take you directly to the Facebook group. It's free. You'll get a lot of value from there. Ask questions. There's a lot of experienced people, interview media and beginner. And I have a podcast called Elevate America. If you want to check it out, it's just type in Elevate America, Julian Castle on Google and you'll find Brad's podcast there. By the way, if you want to learn more about this, sweet. And if you want to check me out on social media, JulianCastle X. And yeah, reach out to me and happy to have a conversation.

You're awesome, Julian. Thank you for playing along. Appreciate you. Bye, everybody.