12/14 Tribe w/ Ryan Moran

No. Still no.

Still can't hear me.

Are you writing something down?

No. Still can't hear me? No. Okay.

Still no.

I'm trying.

I'm trying.

One second, everybody.

It.

How about now?

Can you hear me now?

No.

No.

Here? No. Sound it.

Spilling my coffee.

Oh, hey, I can hear you now.

Oh, there we go. What happened?

It's something to do with. It's something to do with the settings on my particular laptop. I changed it so I can hear, obviously, everything from my Logitech headset here.

Okay. Yeah, good. Glad we had it figured out then.

Cool, cool.

Why don't you tell me a little about what's going on in your biz. You just got shipping and everything and you're in stock. You've sold a couple. Have you sold any more since we last chatted?

Yeah, I've sold four total.

Okay.

I have reviews on.

See, I got. I got two reviews so far.

And those are verified reviews, by the way.

Let's see. Yeah, that's. That's pretty much about it. I'm just. I'm just. Just trying to continue to figure out how to keep, like, blasting off.

Or. I guess I'm just trying to figure out still how to, you know, how to. How to mass give away, you know, like 50 units or whatever, which I can afford to give away. And then of course, you know, exchange those for, you know, for some reviews.

Of course.

Yeah. I just found out, though, because.

I haven't yet gone through all the modules there in ASM. I think it's in module 6. They talk about the. The promotion tool, I believe, which I just found out about yesterday.

Press release tool thing.

Let's see, the press release tool, there's some promotion tool as well, where I think something along the lines of, like, I fill out something.

And then I guess it's like a set it and forget it sort of thing. Like it's sort of submits to, I'm not sure what, like a bunch of blogs.

Amazon does all the promotion for you?

Yeah, yeah, yeah, that one.

I don't know of anybody who's been able to do that with a new product.

Oh, okay.

The people that I know that have been able to do that have done it. Now, I could be wrong.

Okay.

But I've never tried it because I trust myself to market better than I trust Amazon to market my product.

Absolutely.

But.

I'd be very interested if you go through that process and you submit it, what your feedback is in that process. So if you decide to submit to that, I'd be very Curious to see.

Okay, yeah, yeah, I'll go ahead and try that and test it just to see how it is. But, yeah, I haven't done a YouTube thing or a YouTube video. I haven't done a press release.

The only thing I've done is a couple different Amazon ads and a Facebook ad.

Okay.

So, yeah, I'm just still trying to figure out how to get it all out there.

Let's see.

Let me brainstorm for a minute. First of all, I'm trying to figure out how to invite more people to this hangout.

Okay.

It gave me the option to invite. Oh, here we go.

Invite the people who are watching.

Zach Lee, I'm inviting you right now. Somebody's texting me saying, get me in. Oh, Chris.

Chris is. Chris is commenting in response to you on the public page of this hangout. I'm still getting used to all this hangout stuff.

Oh, yeah, no kidding. This is obviously the first time I've ever tried this. Yeah, this is cool, though.

Chris says the promotion. He's responding. The promotion tool is different. Thank you very much, Chris. And somebody just joined us. Hey, Zach Lee is with us, ladies and gentlemen. All right, let me invite two to this. Two. I don't want him to be on the last one.

Two carries the good looks in the tribe of 25.

All right, all right.

Hey, Zach Lee.

Hey, Zach, do me a favor. If you've got headphones nearby, put them in, because you are reverberating all over kingdom come.

Sorry about my lack of Google hangout etiquette here.

Yeah, it's no worse than mine, my friend.

Helen.

All right, can you guys still hear me?

Yes, absolutely.

Good, good, good, good, good, good, good, good. My dog may join us at some point. He was barking up a storm at one point. So, Zach, how's your stuff going? Do you have supply yet? Look at this. Zach's such a baller, Jesse, That Zach was taking orders before he even had inventory.

Now, that's awesome. That is pretty fun.

That's cool.

So, yeah, it was risky, though. I almost got my orders canceled and refunded by Amazon if I wasn't gonna. My first couple ones, if I didn't mark them as shipped by this coming Monday, they were gonna cancel and refund them.

Okay, that is risky, but I just.

I just got inventory in.

Cool.

How many total have you sold now?

Like.

This is weird.

What's that.

I'm hearing? I'm hearing all kinds of different weird things.

Well, are you on?

Can you hear me right now?

We can hear you. Just Fine.

Loud and clear.

I keep hearing like. I keep hearing what was said like a minute ago. Maybe if I refresh. Can I just refresh this?

Zach, that's because you've got the actual play page live and you've got the broadcast page on.

Technology in approximately.

I know this is my.

Everyone's going to be laughing at you, but they can't hear you right now. But in a minute they will. Ok.

This is my first ever live Google hangout, so forgive me.

I don't know what the heck I'm doing either, so. It's all right.

Okay, I'm all set now. And What? I had 20 some orders.

Nice.

My stuff came in yesterday and Amazon processed it and now I am I backordered or. I went back and manually made those orders ship out through fba.

Cool.

So yeah, I saw a huge, A huge jump in my rankings. It's like within it. Within an hour of when my inventory got in from the top of the top of the second page to. I'm like 10 down. 10 or 11 down on the first page now.

I'm shocked that the market that you're in doesn't have more people. Like shocked that there aren't more people.

I mean it's the people who are in. It's full of asmers for sure, but there's not pages and pages of us.

That's absolutely insane. Now I think my guess is that the competition is going to go up because some people are just getting their inventory. But now that you have inventory, are you getting real sales every day?

Well, I had one yesterday. Have one yet today.

Okay, so they're trickling in right now, to be honest.

Yeah, yeah, yeah. I'm paranoid that this is. That I'm not gonna end up making enough sales or like the, the demand for the products gonna go down since it's kind of a. You know, I don't know if it's a true fad product or what, but.

Yeah.

Yeah.

Well, guess what Zach. Worst case scenario, you only sold. You only made like a order like a hundred units, right?

Yeah.

Alright, so worst case scenario, you have a small buyers list, you know the process, you know how to get reviews and you have something that's going to make a little bit of sales from here to kingdom come until you take it down and then you roll out the next product in your brand and you're a little bit better the next time. Worst case scenario.

Yeah. Yeah, that's. That's a good point. That's true.

Yeah.

I was looking for new product ideas Yesterday, actually, I want to roll out a second as possible.

Yeah, I think that's smart. Because as small as your market, as far as competition goes, once you're on the first page of Amazon, there's not a whole lot more that you can do. I'm of the opinion that your market is going to grow because there's going to be more people getting into the market, which means there's going to be more people.

Advertising it. They're going to be showing TV clips where it was featured on tv. And I think you're going to have more people become aware of the product and you're just ahead of the curve. So that's my personal opinion. But until that happens, there's not a whole lot more that you can do once you're on the first page of Amazon. I think going for a second product now that you've basically completed that work is a great step to take. Sean and I are talking about doing the exact same thing in the yoga space because.

Matt and Jason told me privately once that they give more weight to companies that have multiple products. We don't know why.

We don't know why, but they seem to do that. Now, we haven't quite tested this because none of my brands have multiple products, although my supplement line just got the inventory for the second product. So I'll have some feedback on this in the next week or two. But what I have seen is a lot of times we'll have a product that has 50 reviews and is selling a lot and there's still something above us that's got like six reviews and we're like, why the heck is this guy outranking us? And the only thread that I've found among those people who are ranking is that they have multiple products and we don't. Now, I don't know if that's what's carrying the weight, but if we look at Amazon like Google, and now I'm just talking theory, I have no data to back this up, I'm only theorizing. But if we look at it like Google, Google gives extra rank to people who register a domain for five years versus one year. Amazon may give more rank to a company that has multiple products because they see it as a more authoritative or a longer standing brand.

Yeah, right. Not a fly by night company or something.

Exactly, exactly. What if this company runs out of inventory and they have nothing to sell? Well, this company has multiple products, so if they run out of inventory, we can still sell their other products. We can still make money from them. This Way now I'm only theorizing. I don't know for sure, but that's. Well, I'll have some data for you in the next week or two.

Right, Cool.

Wow, that's awesome. It definitely makes a lot of sense.

Yeah. Have you.

Have you done that? I forget what it was called. Something to do with like registering your brand or.

One eye information screen on it about. Or verifying your brand or something like that. Does any of that sound familiar?

I don't know anything about this. Jesse, do you know anything about this?

Is it a brand verification on Amazon? Is that what you're saying?

Yeah.

Something like that. Yeah. Yeah, we're like, you can. And some people were talking about it in the Facebook group. I forget. I wish I could remember exactly what it's called. And I can't find the section on Amazon again. I wonder, maybe I'd ring a bell. There's something about verifying your brand or to give your brand more authority, I guess, or more trust with Amazon. I'm not sure. I just thought maybe I would jog your memory.

But I know that's definitely in the seller central account under. I think it's under account settings or something like that. I was just looking at it yesterday, as a matter of fact. That's. That's the only reason why I remember.

Okay.

Okay.

Yeah, that's something I figured I should do.

Yeah. But I. I can't remember if I did anything with that myself, to be honest.

Yeah.

I know nothing about this. I will confess.

Chris just posted in the face in the group that it's. And Todd did too, that it's called Brand Registry.

Yeah.

Brand Registry.

Hey, those of you who are commenting on the page, Todd, Chris, why are you not in here live if you don't have the link? Make a comment on the Facebook group or shoot me an email and I'll get you the link so that you can hang out with us here.

Sorry, Zach. Go on.

What was I gonna.

Never mind. I honestly don't remember what I was gonna say.

Okay, cool. So I want to give you guys an update where we are. I am only bragging about 20% of this. I'm sharing with this 80% because I want all of you who are watching to realize the potential scope of this business. Sean and I are up averaging over 15 sales a day and we're ranking on page six for our main keyword. So I am just over the moon, pumped for where we're going to be once we get onto page one and two, which is going to happen. We just, as of this morning, hired a customer service person. And I don't know if I've told you guys this. I think I told you this on the last call. One of our main.

Sorry, hold on. I'm reading the comments as they're coming in. I'm trying to invite people. While we're talking.

Todd and Chris, I'm sending you invites so that you can join us. Check your email. So one of the biggest, one of the big secrets that I think has made a huge difference, a quantum difference.

In our business has been that we call all of our customers and ask them to leave a review. And people are like, wow, this company really cares about me. This company really cares about our experience. Because the script goes like this. Hey, Jesse, this is Ryan from Zen Active Yoga. I'm just calling to make sure that your product arrived on time. Who does that? And they're like, yeah, yeah, it's sitting right here. Great. Have you had a chance to use it? Yeah, I did Downward dog on it this morning. That sounds dirty. Jesse, would you leave a review on our. On our Amazon page? Sure. I mean.

That'S how the conversation goes. It's just a simple script. And we give them a. There's Todd Bonner. Hey, Todd.

Hello.

Hey, Todd, do me a favor. If you've got earbuds nearby, pop them in because we can hear you reverberating. And Leslie, I'll send you a link. I sent you one earlier. I just saw your comment, but I'll send you one here.

So.

That'S how we're getting most of our reviews. And we have way faster review momentum than anybody else in our space. And that made a tremendous difference when it came to ranking. And we just rolled that out for the yoga brand this morning. We just hired the girl who's going to be doing it. We're paying her $5 an hour. Perfect English, a very, very, very slight accent, to the point where it's like, it's kind of cool. Not to the point where you can't understand her. It's like, it's nice to hear.

So $5 an hour for 10 hours a week. $50 a week to be the fastest review momentum in our space.

Do you bribe the customers with a gift card or anything to do that or do you just ask them?

Yeah, we do now on our supplement company, on my supplement company, this works really well to offer them $5 off because on a supplement, they're usually going to reorder if they liked it with the yoga mats. I'm not sure how it's going to work yet. We're doing the same approach where we're doing $10 off a future order. But I don't know how it's going to work yet because you typically don't order two yoga mats. Since it's not a consumable. I don't know how that's going to work. But I'll have some data in the next couple of weeks.

With yours, since yours is a consumable, it will work just fine.

Yes. Yeah, right.

Cool.

So that's how we've gotten really fast momentum growing. We started doing it on the supplement line when we were averaging about five sales a day. At that point, we're like, okay, let's start calling all of our customers. We've been doing that for.

Three months now. And when we started doing it, we had 13 reviews. As of this morning, we have 81. Wow.

Yeah.

So that's. And just for comparison, now our main competitor, the person who was ranking number one when we started, when they started, they had like 76 reviews when we started. When we took our first sale five months ago, they're not calling their customers, they're just taking orders. And whoever leaves a review, leaves a review. As of Today, they have 82 reviews. So in the last five months, they've gotten six reviews. We've gotten over 60.

So that's the difference in simply asking for it. That was a huge, huge, huge competitive advantage that we had.

To actually solicit five star reviews. Consider this. Who is more likely to leave a review? Somebody who really liked your product or somebody who hates your product.

Hated it.

Hated it.

Correct. 100% of the time. But if you ask somebody, hey, you like the product? Will you leave a review? A lot of times they will. So out of our 81 reviews, 56 of them are five stars. Those are the ones that we asked for.

Right.

The rest are most of them. I think we have like 13, 4 star, 63 star, 12 star and 21 stars. And the 21 stars are like, product came with the seal on, the seal was broken. So we shipped them a new product and then we'll try to get them to take down the review. Or one person saying it didn't work for me, but there's 56 other people who said it was great.

So that's the yoga.

Oh, sorry. That was on the. That was on the supplement line. That was not on the yoga.

Oh, oh, okay.

We're just rolled. We just hired the person to call all of our customers on the yoga line this Morning. So that will start on Monday.

That's amazing. That's really good. That's really good information there.

That was a big difference maker in our business.

Big difference maker. I'd say that probably had the biggest impact on our business out of anything else.

The second biggest differentiating factor was the fact that we did a launch through the Facebook group. That's probably the second thing that made a difference.

Yeah, that's cool. The whole personal phone call thing sounds very Gary Vaynerchuk there.

Yeah.

Yeah.

Guys, excuse me one second. I gotta blow my nose like. Like a madman. I'll be right.

Yeah.

Apparently, all conversation stops when I leave the room. What is this?

Speaking of Gary, it's not booked yet, but we're very close to getting him on the Freedom Fast Lane podcast.

Oh, man.

Which will be really fun. We don't have them booked yet, but. But we're close.

That is awesome, Gary Vee.

Yeah. And Todd is so excited that he's telling his wife right now.

That's cool.

I haven't met Julie yet, have I?

We've emailed, but we have not met in person. I've heard her voice on a Google hangout as of nine seconds.

But she refuses to show her face. I've seen her picture on Facebook.

Leslie asks, how do I know that my assistants called people? Well, the way I know that is that, first of all, some of my friends have been like, I got a call from your customer service. Good, he's doing his job. Second, I know because I've gotten customer complaints because he forgot that it was Thanksgiving in the US and he called on Thanksgiving. So I know that. And third.

I know that he called because I make him send me recordings of a handful of his calls every week. I don't make him send all of them. I just have him record 3 to 5 of his calls so that I can make sure that they're okay, and I can make sure that he's actually doing what he's told. And fifth, I know that he called because we sometimes get reviews posted that says, I love that this company called me and made sure that my experience was good. So it's impossible for him to verify that he's calling everybody, but I know that he's calling some people at least. And my guess is that he's calling everybody.

That's awesome. Yeah.

Great.

Todd, give us an update where you are.

Well, am I still having major audio issues here?

Nope. I'm just asking where you are as far as product goes.

Can you hear me?

Yep, loud and clear.

All right.

Yeah. So I got our two products shipped off to FBA yesterday.

Great.

Thank goodness. I've still. We've had 15 orders total through, you know, friends, family, nice, etc. And have the reviews start coming in next week. So I got another six or eight here in the house. So we plan on being north of 20 with reviews by maybe the end of next week.

Excellent.

And hopefully the FBA inventory will be live Monday, Tuesday timeframe. And I already put in a second order for another 30 units because I'm expecting good things. So.

Good.

We're moving forward, man.

Good. Congratulations. Already taken orders. Get this. Everyone on this call has at least made one sale. High fives all around.

Do you know. Do you know what the. What the average response rate of people who actually make a sale? And like traditional Internet marketing is. It's like one out of a lot.

But on this call, 100% of people have at least made one sale. Now, to give you guys some perspective where my supplement company is the furthest along, so I'll compare it to my supplement company. We took our first order July 5th of this year. And at that rate, I found some old emails between Matt Davis and I, my partner on the supplement line, where it was like, hey, we're up to five friend sales and six real sales. And that was like a week or two in. We were making a sale every other day or so. That's where you guys are right now. Then after like, two weeks, it was like up to two to four a day. We were like, okay. The progress was slow. We're like, okay, two to four a day. What do we do to get this up to five a day? And that was the next question. And then like two weeks after that, we were up to maybe five a day. That's when we started doing the call our customers. And then there was a quantum leap where we were up to 10 to 12 a day. And we looked at each other and said, okay, we might have something here. Because at 10 a day, that's where we were profiting, like, maybe 3,000amonth. So that's when we were like, okay, this is like Matt said, okay, this is enough for me to take a vacation every month. And that. That was kind of like the benchmark for him. Now for me, I'm like, I'm getting 100 sales a day. I don't care who's in my way. We're going 100 sales a day. And then a couple weeks after that, it was like 12 to 15. And then we ran out of inventory. And we took a huge. And that was kind of the progress was okay, dang it. We were making all this progress and now we took a huge step back and we're out of inventory for like a week and a half. And we came back and we ramped it back up and it was a little bit faster. A little bit faster, a little bit faster. And now we're up to averaging about 25 a day. So I tell you that to give you guys some perspective of where you're at. If you're at that point where it's like I'm making a sale every other day, that's great. That's exactly where we started. And then two weeks later, it was like two to four a day.

And then two weeks after that, it was like three to five a day. And it kept growing until where we are now. So there's not like this big jump on Amazon. It's not like you can do a launch like an Internet marketing product, but if you've made a sale, you're at the same point we were four months ago when we launched our product, and now we're up to 25 a day. The yoga line was the exact same pattern, although because we had the Facebook group and we were soliciting reviews from that group, it grew faster. But it started one every other day, then one every day and two a day. And then I remember like three or four weeks ago when we had our first five sale day, I thought Sean was going to jump through the computer and high five my hand until it bled. Because we had made five sales and his entire goal was to in one year. This is Sean's goal. In one year, he wanted to be averaging 10 sales a day. We achieved that after a month.

Wow.

And now we're at about averaging 15. So I only tell you that to put you guys perspective of where you are. If you're at the place that we're all talking about, perfect. It's exactly where we were when we started.

Right.

Question for you about.

What drove your sales up. You said it was once you started getting a lot more reviews, right?

Yes.

So do you think that were the reviews actually pushing you higher in the rankings or was your product just converting a lot better because you had so many good reviews?

I think it's the latter. I do think that the reviews help the rankings for sure, 200%. But even more, I think it increases conversions, and conversions really drive up your sales. Really drive up your rankings.

Yeah.

Right.

And the better your product is converting, then the higher it gets ranked Exactly. Okay, yeah, that's what I figured. Because right now I have like.

What do I have? Like 10 reviews. Okay. And there are several people ahead of me who have. I mean, the number, the guy in the number one spot has three.

Three reviews. Now I, I'm. I was supposed to see Matt, Matt Clark yesterday and we missed each other. I, I texted him earlier this week and was like, do you have any idea why some products that get almost no reviews outrank my products that get a lot of reviews? And his response was, yes, but it will take some explaining. Let's get together this weekend. So I'm supposed to. He's supposed to. He thinks he knows. I don't know what the answer is yet. I'll report it as soon as I know. But this is what I have figured out. This is my theory. Right now the most important thing is conversions. It's kind of like Google. I don't know their algorithm, but I have some things that I know play a factor and those things are conversions. Most important reviews. Second most important, seller feedback. Third most important, people actually saying, my product arrived, seller's great. That kind of stuff that aren't posted publicly. You're the only person that sees them as well as Amazon 4. I think that length of listing plays a factor, meaning if you're a new listing, they will not rank you. You're not going to rank number one, even if you've got a million reviews, if somebody's been around longer than you. Fifth, brand authority, how many products you have, how long you've been getting seller feedback, the momentum of your reviews. Those are the five things that my analysis, I think play a factor. Again, I only have minimal data to back that up, but that's what I'm thinking. So that person who's got three reviews, they could have better conversions than you? We don't know. And that could come from listing or pictures or what have you. They could just have more seller feedback or they just may be that they've been around longer than you and so Amazon's giving them some extra weight.

I know they're one of the people who have been driving ads, doing that Amazon sponsored ads for a long time now. I know they're driving a lot more.

Traffic to it for sure.

Would you suggest doing the product ads right now in my position?

Absolutely. Absolutely. I don't think there's ever a bad time to be doing reviews or to be doing product ads.

I'm of that opinion.

Something else, guys that I wanted to share with the group that I think has Been responsible for some of my early success in sales.

I'm targeting 1, 2, 3, 4, 5 keywords right now and I'm targeting those on Amazon and Google. And I have number one. I'm number one in Google for three out of the five, number two for one of them. And my main one, I bounce. I'm either on the first page or I'm non existent. But I think I'm definitely getting traffic from those. And I did.

Literally.

I mean I spent like I think $150. All I did was I went to a. Since I do SEO for living, basically I have a company that I buy a lot of my links from for wholesale marketing. One on one.com I'd highly recommend them. If you guys were interested in getting your product on Google quickly.

Would you say that link again?

Yeah, marketing.

Marketing one on one like the number one on oneonone.com and what I. Yeah, I always just buy one of their packages under services they have backlinks packages. I think I bought the top package for that one. You just give them their keywords and then you let them go to work.

They're really good.

I've been using them for probably about a year now for a lot of different stuff. But I ordered that package and then I also threw in a couple of my own high PR links that I am able to get off of my own blogs. But within like two weeks, it was two or three weeks, they reported back to me and I was at the very top of Google for those keywords.

That's fantastic. Thanks for that tip.

Yeah, sure.

I definitely recommend doing SEO to your product listing because Amazon's domain holds so much weight. You can do pretty much anything you want to it. It's never going to get penalized for.

Right.

You don't have to worry about anchor tax, diversity and everything. Throw whatever you can at it.

Right?

Yeah. Okay.

So related to that then, I do have a question. There's been a lot of talk about using the super URLs with the keywords incorporated in there. For all your promotion stuff, would you do a backlink package to a super URL?

It's funny. Jesse and I had this conversation earlier this week. I think the super URL is a bit overrated. I think pretty much any Amazon listing will rank if you throw links at it. So I would recommend that even if you don't have.

Your link super URL'd or whatever to still throw links at it as long as your product name is in there and make sure that the product name is in the listing, make sure that your keywords are in your description and throw some links at it. And I think if you do that, you're ahead of most people.

Cool.

Make sense?

Yes, sir. Cool.

That's my phone saying somebody left a comment on your hangout and it's Chris saying, awesome, Zach.

Thanks, Chris.

I wish I could take a lot of, a lot more credit for it, but literally guys, I just went on, I ordered the package, I gave him my, my keywords and that was it. So I highly recommend it.

Cool.

I will definitely be trying that asap.

Hey Zach, were you. Did you do that first package like with your main keyword or did you. I know Matt and Ryan have talked about kind of going for a promotion.

I gave them all five of those keywords because when you order that package you can, I believe it has the top package one. You can give them up to 10 keywords to target if you get that top package. But I just gave them the five keywords that I'm going after. And then they get you links with all of those different keywords. You don't have to give them just the one.

Okay.

Question about.

Does Amazon not notify you when orders get placed through fba?

They do not notify you when a sale is made, but they will notify you when a sale is shipped.

Okay. Because I think, I think I made, I think I made a couple more sales than what I said.

That's a nice surprise.

Yeah, I was expecting to get emails like I did one that when it was fulfilled by Merchant, but I just, the way I checked, looks like there was four yesterday.

Oh, look at that.

Look at this guy.

Look at this guy.

That's awesome, man.

He's ahead of all of us.

Congrats, man.

That's exciting. Thank you.

Thank you. Look at that guy. Zach's pretty emotionally flatlined. So that smile you saw is about as excited as he has ever gotten.

I'm not. Yeah, I don't like being on camera. I would probably be jumping around if I knew people weren't watching me, but I can't do that now.

That's exciting. Congratulations, man. Thank you. So four days is awesome for a start. I mean, awesome. Awesome. I'll take it. Yeah. What's your product listed at price wise?

27.99 right now.

Okay, so you make about 13 bucks a sale.

Yeah, I think so.

Alright, great. So you need to be at 10 to 15 to be at pretty much a full time income and in your first two weeks you're a third of the way there. Yeah, man, that's good. Yeah, man, that's exciting.

I can't even tell you how much time I have spent on a calculator calculating, like, if today's pace keeps up for 365 days a year, I'm making this much money, this brand.

You're sick, Ryan.

You're sick.

It's an addiction. We all have it, though.

It's like the logging into clickbank, Ryan.

Exactly.

Once the sales come in, that's all I want to do is refresh.

Right. I remember one time several years ago.

The dirtiest thing I ever did online.

Business wise, anyway.

When I was first starting out. We've all done it, like, what makes money, what works? How can I game the system so that I have success? So one thing I did black hat wise was I was on these torrent sites. You guys know what torrent sites are? This is when torrent sites were not monitored. I probably should not be saying this publicly.

Somebody showed at my house. But what I did was I would download a torrent and then I would upload it back to the torrent site. But I password protect it so that you couldn't access it. But I'd put a text file in there that says, here's how you get your password. And then they click on it and they'd open it and it would say, the way you get your password is you go to this website, enter in your information, your name and email address, and then the first word on the thank you page is your password. And it was a CPA offer. So I would make them go over, put in. Now I was like 18 or 19 at the time. It didn't dawn on me that somebody was actually paying for leads. So at the end, I felt so bad that I tried to give all my commissions back to the company. Because I contacted them. I was like, I'm sorry, I don't feel good about keeping this money. You can have it back. But it started going viral, so I thought this stuff was going. And I would just sit there hitting refresh over and over and over again. I gave this strategy to a friend of mine. He ended up quitting his job as a result. And he was like, all I do at work is sitting there hitting refresh over and over and over and over and over again.

That's amazing. Did you just come up with that or did you.

So I heard somebody that was doing it, but they were doing it wrong. I mean, he was doing it. And then I modified it to where it was really potently powerful. I remember one time. I'm like 18 or 19 at the time. I was home on Christmas break from college and.

I sat in front of my dad on his couch and I was like, hey dad, check this out. And I showed him my account and it had zero in it. And I was like, alright, good night, dad. And I went to bed. It was on his laptop too. I was like, goodnight dad. Shut his computer and went to bed. And this should have been a sales video. I woke up the next morning, I was like, good morning dad. Want to see something cool? Open up his laptop, hit refresh on it. And he was like.

What are you doing on the Internet?

How much was it?

It was like 150 bucks. Yeah, it was while I was sleeping and it was all $20 commission.

That's awesome.

Now again asterisks like I tried to give this money back because I felt I didn't. It didn't dawn on me that somebody was paying for these leads. And so I stopped doing it. I. There were a few nights I couldn't sleep where I felt like I was.

Contacted a merchant. I was like, you paid me for these, I don't want to keep them. I will write you a check to keep them. And they were like, who is this guy trying to give his commissions back?

I ended up meeting the guy at a conference and I was like, I tried to give you commissions back once.

That's awesome.

I wouldn't recommend that strategy.

Selling stuff on Amazon is a lot easier now.

Hey, I just wanted to say also, I know that Chris is having a pretty good start. I think yesterday he was saying that he might have made four or five sales.

Nice.

The day before or something like that. He was still waiting for them to shake out when they shipped to figure out who they were. But he thought somewhere in the 3 to 5 range in a day.

So he.

I think he's picking up some steam too.

That's great. Congratulations, Chris.

Awesome.

I have found that at three to five a day point is kind of like the tipping point. It's kind of like if you break through that, that's where you're off to the races. So if you can just get to that three to five point and really milk it from there. Contact every person, ask them to leave a review. Be really good to those customers, make sure they had a good experience at that point. That's really when you start to take off. Because most people never get to that point. Most people on Amazon never put in the work to get to that 3 to 5 sale mark. We all know that we've been in a business before, we've had some sort of Internet marketing experience before where we've gotten close and then we get friggin bored and we stop.

Yeah.

Todd is shocked at this.

Three to five a day point is kind of where it tips over. That's where it spills over to being massively successful.

That's where you know that you can get to 10 a day. And at 10 a day we all know that's a full time income because we've been sitting here punching the numbers on our phone for seven hours a day.

10 a day is where it's full time, full time income anyway, passively. And we all think that we'll be happy when we get there and that we'll be complete and then we'll be on the beach in the Philippines at 10 a day. But that's how it happens because then you go, I can get to 20 a day. And then that happens.

So congratulations Chris, for getting to the almost to the quit your job level.

He's a bum. He doesn't work anyway.

I want to spend some time analyzing Jesse's approach here because you've made a handful of sales and I want to see what can we do to get you to that point.

Awesome.

Because you've made a handful of sales, what can we do? And let's just do a four person roundtable. Since all of us are making sales here on Amazon. Let's get some ideas flowing for Jesse and Chris. You can comment on this on the Google page. Jesse's made a handful of sales. They're not consistent. They're coming in a little bit sporadically. What are some things that Jesse can do in order to get that spillover? You are doing Amazon ads right now, correct?

Yes, I've got an Amazon ad going ever since I first went live probably about a week ago. And I just started doing Facebook ads.

Maybe like five days ago or something like that.

Are you seeing sales come in from those Amazon ads or are you getting impressions from those Amazon ads?

I'm getting a lot of impressions from the Amazon ads for a couple keywords. I think I got like five keywords going on there. I got a lot of impressions on a couple of them. I've only had. Actually my very first sale came from an Amazon ad. So I've only got sales from, you know, one. One Amazon ad or one sale from an Amazon ad. I mean.

Okay.

But you're getting impressions and clicks every day, right? Yes, yes, keep doing that. Those will increase as you get more reviews. Because what's happening right now, the thing about Amazon is it's a snowball. You get a few impressions, you get a few sales, but they're not that great. Because how many of us buy a product on Amazon that doesn't have reviews?

Nobody.

Right, right.

So as you get to. As you get more reviews, you start to have more confidence in buying that which will increase your conversions. We saw a jump from about 5% to. We haven't changed a single thing about the listing except got more reviews. We've gone from an average of 4.5percent to 18%. We have tripled our sales on the yoga mats just from getting reviews, that's all.

Can you see those numbers with your ads, like your conversion rate?

I think so.

Yeah. I'd be curious to see. I'm assuming you have to use that data to calculate your, your conversion rate, right?

I'm calculating it on a overall, not just from ads, just from people.

So Amazon shows you that.

Yes, yes. It's in, I think business reports, I think in like performance and then reports or reports and then performance.

Cool. I didn't know we could see exactly what our conversion rate was.

Chris Miro, as our resident, knows how to navigate everything expert. So Chris, if you can comment on how to get your conversion rate, he'd be the guy who always knows the answer to things like that. Cool. Todd, I cut you off. What were you saying?

No, I was just. I was under the impression from the training that I had seen so far that we had to use an affiliate link in order to really be able to track your numbers.

The reason for that is to track different traffic sources. So if you want to see what your sales are from Google AdWords. Yes, you have to use an affiliate link if you want to track your sales from a different source. Yes. You need to use an affiliate link so that you can manually track those. Make sense?

Yeah.

Cool.

But your page numbers are your page numbers.

Yeah.

Total Amazon will calculate for you.

Okay, cool.

So we saw double or triple the sales come in just from increasing our reviews. So, Jesse, if I were you, I would be putting all your focus on getting more reviews right now because you've got two on the page, right?

Yes. Yeah. And I got four sales total, so.

Alright, line up all your friends who you know could use your product.

Okay.

Offer to ship them a free product if they will give a review.

Okay.

Because when you get to that 15, 20 review point, then you're going to see a massive increase in the effectiveness of.

Your ads. A massive increase in those effectiveness you'll also see a bigger increase in conversions. So your sales will go up, you'll get more reviews, and then the snowball starts to roll.

I see. Yeah. Because I'm looking at my iPad here and.

It says, over the last seven days, I've got like 13,000 impressions. 17 clicks.

Wow.

So. And that's literally. That's only off of a $5 per day budget.

That's fantastic.

Wow, that's amazing. How many impressions did you say I got?

13,378 impressions. 17 clicks.

What's your cost per click?

I did pretty much exactly what Matt and Jason suggested there in. In the ASM module. 77 cents.

Yeah.

So now, Jesse, keep in mind that's a lot of impressions, but not a lot of clicks.

Right.

I would suggest that the reason for your low clicks is because they display number of reviews in those ads.

Okay.

So if somebody sees. Hi, Mac. You want to say hello to the world? Come here.

This is Mac, by the way. Come here, bud. Come on up. Come on up. Oh, hi, buddy. So the reason you're seeing a low amount of clicks is because you've only got two reviews. And so in that ad, they actually see there's two reviews, so they're less likely to click on it than somebody that's got 50 or 100 reviews.

Does that make sense, Jesse?

Yes. Yes. Yeah, it does. Definitely.

That's a huge difference as you get those reviews up. Right, Mac? As he gets reviews up, he'll get more conversions. Right?

This is getting a little weird, I gotta tell you.

I can already tell when we all meet there in Austin. It's going to be quite entertaining.

It should be fun. I actually started getting the room set up. It's gonna be a huge room because there's like 40 people coming. Because some people from the last group are coming. Oh, wow.

Awesome.

Plus. Plus some people are bringing spouses. Sean is flying down. So there's a. There's gonna be like 40 or 50 people in the room, which should be really fun. That is gonna be a huge ass dinner.

But I'm not footing the bill.

So anyway, I would say the best use of your time right now, Jesse, is to solicit as many reviews as possible.

All right, will do.

Line up 15 to 25 friends, ship them a free one, get them to leave reviews. You'll see a huge leap when you go from two sales or two reviews to 20 reviews.

Okay, I will, definitely.

Because the people in your space have like hundreds, right?

Oh, yeah. Oh, my goodness. Yeah.

You're in a competitive Market.

Yeah.

And that's great because growth is much faster in a competitive market than in a non competitive market.

Okay. Okay, cool. Yeah, thank you very much for that. I'll definitely make sure that I, that I make that my homework this week is just.

Okay, will do.

Cool.

So, Ryan, my follow up question to that is, you know, obviously there's a hundred different things we could do on the promotion side of things, on all the social stuff, the videos, the press releases, and we've done some of that. But now that we're about to hit, you know, live inventory and fba, just basically a laser focus on get the freaking reviews in there as many as possible really is the absolute best thing we could do with our time.

That is the best use of your time. Yes.

Now, again, we did that by doing the Facebook launch by making a list of all our friends and family and sending them out. But that entire focus was to get reviews. That's the entire reason we gave away 100 yoga mats. And that cost a lot of money. That cost a few thousand dollars for us to do. We were aggressive with it. The entire reason for that was because we wanted the reviews. And now we've made all that money back from real sales and now we're in the profit.

Awesome.

But that was the reason we did that. That's the reason we were aggressive with it. So with you, if you wanted to do a Facebook campaign, great. Your market is.

Aging and beautiful.

Or.

Golden and beautiful.

Or prime of my life or I refuse to get old. That's your page. And you can drive links there and.

Give away free product if you wanted to do that. But you're right. The best use of your time is to get as many reviews as possible.

Cool.

That's awesome.

Cool.

That's pretty much across the board.

Where we are now is we're saying we pretty much maxed out on the supplement line. We have one supplement. We just got inventory on our second one. So no sales yet. We don't even have the listing up yet because the shipping came in so fast. We found a new supplier whose shipping was laser fast, cut our lead time from four weeks to one.

And that was fantastic. So our focus now is, okay, how do we increase our brand exposure? Because we've maxed out.

The sales channel for our first product. We're number one on there. We're listed number one. We're the number one best seller and we're at 25, 30 sales a day. There's not much more growth we can do on Amazon. So we're rolling out product number two, and we're rolling out a funnel that will drive traffic to off of Amazon. So that's how we're growing that brand. That's kind of the. The level we're at now. But when we started, it was how do we get as many reviews as possible so that we can get to that number one seller point?

What exactly are you referring to when you say you're making a funnel?

I mean, we're rolling out a sales page and driving cold traffic to it so we can.

Take our own orders. And then when they order something, they'll be hit with an upsell and then another upsell and we keep the lead.

I mean, like a traditional Internet marketing funnel.

So they're going to be buying not on Amazon.

Correct. Oh, really? Yeah. That's how we're growing this brand.

Basically, our strategy for supplements.

Is different than the total strategy for the yoga mat. This might be helpful. I'll give you kind of the long play for our business for yoga mats. Our strategy is to get as many sales on Amazon, to get to number one yoga mat on Amazon, towards selling 100 or 200 a day. And all our time will be focused on that until we hit that goal. Once we hit that goal, our long play is to get the yoga mat into target.

Once it's there, then we have a sellable company that you can sell for millions and millions of dollars. That's our long play on yoga.

Now, if we think about how do we sell a company for millions of dollars, we all freak out. So that's not what we're thinking about right now. Right now we're thinking about how do we get to the number, how do we get as many reviews as possible, how do we sell as many yoga mats as possible, how do we streamline this process so that we're climbing up the page when we get to page one, that's our goal right now. Page one. Because at page one, we're doing 50 to 100 units a day. We're currently on page six.

When we get to number one, that's Stratosphere Sean. I think his head will explode.

He still can't believe we're doing 15 sales a day.

Anyway, that's the long play for yoga mats right now. The short play is get as many reviews as possible, get to 25, 30 sales a day, get onto page one, get to number one and grow it from there. With the supplements, it's slightly different. Our long play for supplements looks like this.

Get as many reviews as possible for one brand, get to Number one in its product type. And that's where we are. We're there now. We have a regular cash flow coming in forever until kingdom come. That's phase one. Phase two is to roll out product number two and repeat the process. Phase three is take sales off of Amazon and drive up sales through our own funnel and build the company that way. Because once we have two products, now we have an upsell chain. Hey, you bought this product, you might also like this product.

Yeah, that's right.

On Amazon you don't get that option. You don't get to control the lead flow. You don't get to control the upsell chain with your own products. If you're taking orders through their own merchant account, you have that option.

So that's where we are now. We've maximized product number one. We rolled out product number two.

His time is completely focused on building up that brand. I'm building it up on Amazon so we continue getting the cash flow. I'm completely focused on getting the funnel up because that's where my strength is. Writing copy for the upsells, testing sales. I don't have any data on this yet, so there's not even worth bringing up. We're having the sales page made, stuff like that. Oh, we lost Todd. That's sad. We offended some people.

So that's what we're doing there. And the way that we're launching the second product is we're taking all of our thousands of buyers who bought our first product, putting them into Office Autopilot and Office Autopilot will ship them a direct mail piece saying, hey, if you liked Sheer Strength, you'll also like this product.

Does that make sense?

Yes.

So that, that's our long play is to get sales off of Amazon. That's how the big people in our space have, have really grown now. We could have a really nice business, a really nice lifestyle, really nice lifestyle business, just taking orders on Amazon and that would be totally cool. Yeah, we're just our long play bigger than that. This is why I've never brought it up before because it's, it's bigger than the scope of what we're talking about. It's, it's step nine.

Yeah.

We're only at step five and most people here are at step two or three. Right, right.

That's really cool to hear you, to hear you talk about the, the long term goals there of your, of your brand product, you know, company. Because when I think, I think back when we were on like module one, as a matter of fact, I was thinking of this. Exactly. It's like, okay, well, if I, you know, no matter what, what sort of product I choose, like, I want to, I want to eventually.

Not to sound greedy or anything like that, but you know, I want to, I want to eventually, you know, get so big where, you know, I'm just not doing this on Amazon. I, you know, I actually turn this into a, you know, a serious. Yeah, yeah, right, right. Business. So that's, that's really good. I'm really glad I'm thinking in the same terms there.

Sure. Amazon can either be an awesome launching pad or it can be a great end and it just completely is dependent on your goal. With yoga mats.

The market is so big that if we never got into Target, we could still have a million dollar business.

Because it's that big. If you're selling 100 units a day or 200 units a day, you're at 2 to $4,000 a day, which is a million dollars. So with one product. So it's big enough to. Where we can do that with supplements. At least the supplements that we're in. The market's not big enough on Amazon to get there. It's enough to be at 10 or $20,000 a month, which is great. And if we want to stay there, that's fine. We'll roll out a couple of products, have $30,000 a month coming in. Matt and I can retire to Thailand and do whatever the heck we want. We just happen to. I naturally think bigger than that and so it's hard for me to not at least try to go after the long play because it's so much bigger.

That's cool.

So it can be a launching pad. And if you like what our long play here is, we're importing all of our leads from Amazon because you get their shipping address and then we're sending them direct mail pieces to get them to buy more products. So Amazon's our lead source.

That's cool.

It doesn't just end on Amazon. It gets them more involved in our brand as well.

Cool.

Like it?

Yeah, yeah, definitely. That's a good idea.

Man, we dropped so much gold on this call, I feel like we should charge for it.

Everyone on the call is making sales. Every 100% of the people are making sales. We're talking about seven figure rollouts.

That's good stuff. Yeah.

I like to think about what our Google hangout calls will be like. And then next year, this time next year.

Oh, man. Wow. Crazy.

Exactly.

I think a lot about it's. It's December. Six months ago, I was still waiting for my inventory.

Dang.

And six months later, it's doing over $10,000 a month. The supplement line. When I think about six months ago on the yoga line, it wasn't even a concept. Shaun and I weren't even starting a business together yet.

We came up with the idea for yoga mats like a month and a half before we all started together.

Where we were getting samples and stuff and took our first order mid November. And now that's doing over on pace. If we were to keep inventory, we're going to run on inventory soon.

Which we should probably talk about next before we head off. But if we were to keep inventory, that's going to be a six figure business within the first two months. So I'm. I can't. I can't even. My brain will explode if I think about where we are in a year from now.

On a personal note, it has been such a freeing experience to retire from teaching Internet marketing because I can imagine.

That's awesome.

When I had my name on all my products, there's like a clenched up, there's like a cap to it. You are the sum of who you are. Like your business is a sum of who you are. I didn't realize how restricting it was. And now that I'm free of that, it's much easier to think at a much higher level. You know, going from. It feels like the jump from six figures to seven is inevitable. It's just. It's just kind of happening. Whereas before I felt very stuck where I was. It's a lot easier.

It's interesting to take everything that we learned in the Internet marketing space and applying it to selling supplements, a mass market supplement. It's kind of like going into a local business. You guys both have had experience. All three of us have had experience working with local businesses. Taking our knowledge just from studying a course or two and taking it into a local business, you can have a massive leap in their business and you get compensated for it. And it's a lot easier than selling your own products. I've had the same experience going from selling Internet marketing products to selling non Internet marketing products.

Does that make sense?

Yeah, definitely.

Yeah.

Everybody thinks that like the only people making serious money are the guru. I'm seeing the opposite. You know, now that I've retired from selling Internet marketing products, except for like as an affiliate or stuff I might release a few years from now, I don't know what I'm gonna do with that. But apart from selling affiliate Products. I'm not involved in the Internet marketing space anymore.

I have my podcast, which is mostly self development anyway.

But as a result of that, it's like quantum difference in the ease of sell. It's a lot easier to sell products that aren't in our marketing space.

That's amazing. I mean, just hearing all the different stories of everybody who's started it and become successful, it's amazing how quick, like you said, you know, six months ago, you know, to now.

Yeah.

You know, you're doing like, you know, 10, 15 sales a day now and whatnot. It's just like, it's, it's, it's just amazing how quick that can happen, you know, if you got laser focus and obviously, you know, if, you know, if you do things right. So that's, that's amazing.

Yeah, thanks.

Yeah. My full focuses right now are Amazon. I have a couple consulting clients. I basically pay for rent and food with my consulting clients. And then I have. And then the Amazon businesses are my wealth building ventures.

That's cool.

That is very cool.

Yeah, thanks, man. So you guys are in good company. You guys are at the same pace that we were a month ago. So keep pumping. Reviews keep growing every day.

Absolutely.

Yeah, definitely.

Cool. Well, I'd say congrats, guys.

Thanks a lot, Ryan. Thanks a lot, man.

Thank you.

You guys want to meet next week? We're getting into, we're getting into. Hi, Zach's wife. We're getting into Christmas time. Do you want to meet next week? Do you want to take a couple weeks off? How do you guys want to handle this?

Yeah, if your schedule allows it. Yeah, sure. Yeah, I'd like to meet. Let meet next. Wait, I'm tongue tied here. Meet next week.

I agree. Next week. And then we'll. Then we'll take a holiday break.

Cool. Awesome.

And then we'll meet before. We will have one. We'll call it like the, like the graduation hangout where we all meet in a month before we all get together in person.

Awesome. Cool.

And then we'll all party in Austin in four weeks.

I might be otherwise occupied over the next coming or for our next call if we do it next Saturday because we should be having our second child at some point.

Wow, man. Congratulations ahead of time. That's awesome, bro.

Thank you.

Thank you.

Yeah, Cool. Any day now. Roping sooner rather than later because we don't want it born on Christmas, but we'll see.

That is excellent. Congrats, man.

Awesome.

Thank you.

Report on the Facebook group when that baby comes out.

I will.

Oh, yeah.

I'll be a typical proud dad, so I'll be bragging about it.

Very cool.

Yeah.

Alright, guys, great stuff today.

Hey, thanks a lot, Ryan.

Thanks, Ryan. Thanks to all of you who watched silently on the. On the sidelines. It's weird. We had. We had a dozen people watching and Only4Live, which is the exact opposite of last week. We had the room full and only one or two people watching, so I don't know psychologically how that works in, but whatever.

You wanted to be on stage.

Yeah, that's right. All right, guys, we'll talk to you next week.

All right, be safe, everybody.

All right.

Thanks, Ryan. See ya. Bye.

See ya.